Tom Tunguz

AUGUST 18, 2018

Startups are business machines engineered to grow quickly. The forces of hypergrowth exert enormous strain on every aspect of the company. Internal break all the time as the company moults into a new skin. This is one of the most important things to keep in mind when hiring. Every lead hired today, whether marketing , sales, engineering or product, will have a very different job nine months from now, much less two years from now.

Sales Recruiting 266

Sales Recruiting Sales Hiring Startup Headcount 266

Intercom, Inc.

AUGUST 24, 2018

For all the time and money we spend attracting customers to our website, isn’t it odd how little we spend trying to convert them? These live chat stats will show you the conversion power of messaging. According to an eConsultancy report , for every $92 spent acquiring prospects only $1 is spent converting them. Sure, that dollar could give you returns in spades, but in reality the odds of that are no better than a craps table in Las Vegas.

Advertising 205

Advertising Finance Acquisition Sales 205

Inturact

AUGUST 22, 2018

The SaaS Marketing Journey -- that arduous road that sees newcomers to your business become active promoters of the products you offer -- is a complicated beast, to be sure. However, just because the tasks ahead pose a significant challenge to your SaaS business, it doesn’t mean that success is beyond your reach. In fact, a number of companies have wisely leveraged SaaS content marketing to gain customers and boost awareness.

Content Marketing 77

Content Marketing Marketing SaaS Business 77

Sales Hacker

AUGUST 22, 2018

On this 1×1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales. Tune in! If you missed episode 20, give it a listen here: PODCAST 20: How to Negotiate More Effectively to Close More Deals. What You’ll Learn. How to find success in sales management.

Scale 70

Scale Sales Hiring Sales Venture Capital 70

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Simplify omnichannel payments with a solution that unifies every channel through your platform. By integrating front-end systems like online, mobile, and in-store payments with robust back-end infrastructure, you can deliver a seamless payments experience without the need for heavy engineering. Omnitoken technology enhances security by tokenizing card transactions for reuse, enabling merchants to drive cross-selling opportunities.

Payment Solutions

Baremetrics

AUGUST 21, 2018

How good are you at converting free trials into paid users? If you’re like most companies, probably not as good as you’d like. According to a recent study , companies end up converting between 1–10% and 40–50% of their free users. Even when you knock it out of the park, you’re leaving a lot of potential revenue on the table. To illustrate: Let’s say you crush it and achieve a 50% conversion rate out of 5,000 free trials this month.

Travel 69

Travel Sales Hiring Social Media Pricing 69

ChurnZero

AUGUST 24, 2018

This week we hosted a well-attended webinar on – Customer Success & Finance: Get Aligned! Getting a customer to retention and its financial impact. The webinar discussed the process and impact of the renewal from both the Customer Success and Finance point of view. Topics discussed included: • Processes that can help drive customer retention. • SaaS metrics the CFO and CS leader both need to know. • The total financial impact of customer retention.

Finance 61

Finance Customer Success Scale Customer Lifetime Value 61

Sales Hacker

AUGUST 21, 2018

Success begins with setting goals. Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. In contrast, goals lend clarity and purpose to your organization. They enable your team to track collective and individual performance. Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth.

Technical Review 66

Technical Review Revenue Management Underperforming Technical Team 66

Chargebee

AUGUST 23, 2018

User onboarding emails are built around buttons that lure users to the app. Here's how you can build your emails around something better—user/product fit.

Onboarding 65

Onboarding 65

Intercom, Inc.

AUGUST 20, 2018

The phrase “cross-functional” is most commonly used to describe a team made up of of people with different functions or skills. At Intercom for example, our product teams include designers, programmers and product managers , unique roles working together as one. Or you might hear the term used when teams from different parts of a business work together on a big project, like the launch of a new product or release.

Scale 162

Scale Education Sales Hiring Communication 162

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ClinicSense is a SaaS platform that supports over 7,000 massage therapists who use it for appointment management, payments, scheduling, marketing activities and more. Despite having a relatively low payment failure rate, the company discovered that the failures disrupted the customer experience. This often led to churn as customers decided to cancel or abandon their account, preventing ClinicSense from realizing the full lifetime value (LTV) of its users.

Payments

Incredo

AUGUST 21, 2018

Development 108

Development SaaS 108

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Yet, all else can fail if you don’t know what to do and what not to do in B2B sales. And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel.

B2B 60

B2B Development Team Review Underperforming Technical Team Sales 60

InsightSquared

AUGUST 24, 2018

Every revenue leader is looking to accelerate growth and improve performance. Most, if not all, are looking to grow by a substantial margin. After all, you don’t often hear “If I could just improve by half a percent more, we’d hit our stride.” But what if the way to achieve meaningful growth of 10%, 25%, or even 100% in fact lies with the half-a-percent improvements?

Outsourced Development 54

Outsourced Development Revenue Metrics Churn 54

Intercom, Inc.

AUGUST 22, 2018

“We wanted flying cars, instead we got 140 characters.”. – Peter Thiel. People in tech commonly overestimate the impact of big things and underestimate the power of small things. We constantly talk about the next big thing that will change everything, the next revolution that will inevitably happen. In the past few years it has been AI, chatbots, VR, blockchain and whatnot.

Blockchain 151

Blockchain AI Banking Innovation 151

Speaker: David Warren and Kevin O’Neill Stoll

Transitioning to a usage-based business model offers powerful growth opportunities but comes with unique challenges. How do you validate strategies, reduce risks, and ensure alignment with customer value? Join us for a deep dive into designing effective pilots that test the waters and drive success in usage-based revenue. Discover how to develop a pilot that captures real customer feedback, aligns internal teams with usage metrics, and rethinks sales incentives to prioritize lasting customer eng

Revenue

SaaSOptics

AUGUST 23, 2018

Everywhere you look, eCommerce is booming—loudly. 64 cents of every dollar spent in retail stores are now influenced by digital interactions. Yet, for all the growth—and all the tools available to retailers and brands for managing the digital shelf—there are precious few ways to generate the strategic insights that drive decisive, successful actions.

Payment Features 41

Payment Features SaaS Branding Management 41

Sales Hacker

AUGUST 22, 2018

In this article, we’re going to break down the key things you need to know before you start your customer success job search. This article will break down: The fundamental skills required for a Customer Success job. What an “ideal” candidate looks like and how you can look like one. Key tips for preparing for a successful job search. What is Customer Success and What Does a CSM do?

Customer Success 52

Customer Success Sales Hiring Communication Interviewing 52

Adhere Creative

AUGUST 23, 2018

W hether you’ve just launched a startup, are running a growing business or have opened your doors long ago but are now seeing lackluster results from your marketing efforts, one of your main considerations now may be how you can understand the millennial experience.

Startup 40

Startup Marketing Business Content Marketing 40

Sage Intacct

AUGUST 21, 2018

Obviously, the goal of any SaaS organization is to run a successful, profitable business. But having a great service is only half the battle…it’s equally important to implement systems that maximize efficiency. And SaaS companies face even more challenges, as they construct their metrics reports with data pulled from disparate applications, and then aggregate that information and perform calculation within spreadsheets.

Construction 40

Construction SaaS Metrics Data 40

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Large enterprises face unique challenges in optimizing their Business Intelligence (BI) output due to the sheer scale and complexity of their operations. Unlike smaller organizations, where basic BI features and simple dashboards might suffice, enterprises must manage vast amounts of data from diverse sources. What are the top modern BI use cases for enterprise businesses to help you get a leg up on the competition?

Enterprise

CloseSaaS

AUGUST 20, 2018

“I have [insert disadvantage]. How could I possibly succeed in B2B sales?

B2B 52

B2B Sales 52

Intercom, Inc.

AUGUST 23, 2018

We live in interesting times. Everything is changing rapidly around us, at a faster pace than ever before. This growth has many unintended effects, and when things speed up, they also get more complex and break down. So, how do we break out of this pattern? This was the basis for my talk on the 2017 Inside Intercom world tour. Below you can watch me deliver that talk or read on for a written account.

Scale 136

Scale Technology Underperforming Technical Team Engineering 136