Intercom, Inc.

DECEMBER 12, 2018

You might be familiar with Scott Brinker’s famous martech landscape slide. Known as the Martech 5000 — nicknamed after the 5,000 companies that were competing in the global marketing technology space in 2017, it’s said to be the most frequently shared slide of all time. By early 2018, Brinker had updated it with almost 2,000 more vendors — that’s nearly 7,000 marketing software companies fighting for the same buyers’ attention.

Technical Review 223

Technical Review Technology Scale Marketing 223

The Angel VC

DECEMBER 14, 2018

A few days ago I wrote that there’s more than one path to $100 million. I argued that while it’s awesome to see that some companies are able to get from 0 to $100 million in ARR in 7-8 years or even less, trying to grow that fast may not be the best choice for most companies. That raises the question: What are your chances of growing a little slower and still achieving massive success?

SaaS 174

SaaS Revenue Payment Features Subscription 174

Incredo

DECEMBER 14, 2018

Adapting apps and services to foreign markets is something that many businesses are sleeping on, and it is often the missing link that stops them from really flourishing. That's not an overestimation. Around 90% of the content that companies generate is written in one language, which often prevents existing or potential clients to have a long-term and meaningful relationship with a brand.

SaaS 157

SaaS Branding Marketing Business 157

Tom Tunguz

DECEMBER 11, 2018

If you have one marketing dollar to spend on your startup’s growth, should you spend it on acquiring a new customer or on expanding an existing customer? Mining the existing customer base for customer expansion seems very logical. Customers know your product and your sales team, so increasing the account value should be easier. Plus, the strategy is successful in practice.

Scale 141

Scale Acquisition Startup Scaling 141

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For SaaS businesses, improving retention is one of the easiest and most effective ways to drive revenue and profits. With a clear link between failed payments and customer churn, having a robust failed payment recovery solution isn’t optional—it’s essential. Achieving your retention goals starts with the right solution.

Payment Solutions

Intercom, Inc.

DECEMBER 14, 2018

Email is an important channel for acquiring, supporting and retaining users. However, if not done properly, you can damage your sending reputation, meaning users won’t get your emails at all ??. Ultimately, fewer emails arriving at their intended destination means fewer conversions for you. “We’ve spent the past few months working hard on improving the systems that ensure stable, consistent deliverability for our senders” We’ve spent the past few months working hard on improving the

Metrics 171

Metrics Customer Support Branding Engagement 171

Neil Patel

DECEMBER 11, 2018

You’ve already experienced it… SEO is becoming harder and harder. As time goes on, it takes longer to rank and you have to spend more money to get the results you want. But the reality is, you can’t wait forever to get results. And you have no choice but to leverage SEO as a tactic because everyone else is doing it. So, what should you do? Well, the first thing you need to do is adjust how you think about SEO.

Branding 112

Branding Mobile B2C Travel 112

Tom Tunguz

DECEMBER 12, 2018

Over the last month, I’ve been modernizing this site with one goal in mind: speed. The net result from that effort is a 90% reduction in page load time from 5 seconds to about 500 milliseconds. At Google, I learned page load time is highly correlated to engagement metrics including bounce rate and time on site. I’ve been focused on it ever since.

Cloud 132

Cloud Customer Support Metrics Engagement 132

Intercom, Inc.

DECEMBER 13, 2018

Facebook’s mission statement has been examined everywhere from college business case studies to the hallowed halls of the United States Congress. It’s easy to connect the dots between mission and product when you consider the social media behemoth’s more than 2 billion worldwide users. But as the college-dorm-room startup matures, there’s a fascinating twist to be found in the way it applies its new mission to Workplace, a B2B startup within the (former) startup.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

Unbounce

DECEMBER 10, 2018

If we asked you to describe an effective digital marketing campaign, you might tout the value of strong design, ad targeting, or the benefits of conversion optimization. But even if your web and landing pages are aesthetically on point, it can mean nothing if you haven’t considered page speed. For context, if it takes more than three seconds for a page to load, just over half of visitors will leave it.

Marketing 111

Marketing Mobile Engineering Branding 111

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Payment Solutions

The Angel VC

DECEMBER 12, 2018

A couple of years ago I wrote a post titled “How fast is fast enough?”. The subtext of the question was “How fast do you have to grow if your ambition is to get to $100M in ARR and build a very large company”. It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. In that post, I looked at how long it took publicly traded SaaS companies to get to $100M in ARR and concluded that if your goal is to reach $100M in ARR, you should try to

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

Tom Tunguz

DECEMBER 14, 2018

These are my ten favorite books from 2018. The (Mis)Behavior of Markets - Written by Benoit Mandelbrot, the Belgian mathematician who pioneered fractals, this book and theory inspired Naseem Taleb. It’s a powerful book on the uncertain nature of financial turbulence. Creative Selection - Ken Kocienda, a former Apple engineer who co-authored Safari and the iPhone keyboard, writes about culture at Apple.

Government 104

Government Interviewing Investment Engineering 104

Intercom, Inc.

DECEMBER 10, 2018

All your messaging is marketing, both before and after the sale. So in-app marketing is especially key to engaging and retaining the users you’ve worked so hard to acquire. This guide is for marketers interested in learning more about the tools of the trade and the various types of in-app marketing – and the ways to use them. What is in-app marketing, anyway?

Marketing 137

Marketing Software Review Systems Review Onboarding 137

yoursales

DECEMBER 12, 2018

SALES STACK 2019 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS I t’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. It’s going to be an exciting year. You’ll get lots of content from us along with advice for your sales process.

Scale 100

Scale Payment Methods Payment Solutions Sales Recruiting 100

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

The SaaS CFO

DECEMBER 12, 2018

Software subscriptions are the life of every SaaS business. But most SaaS companies I have spoken with are incorrectly recording their most important revenue stream. That is subscription revenue and the corresponding deferred revenue balance. And I don’t blame you. Often, your accounting is outsourced to a bookkeeper or accountant. Your bookkeeper compiles your financial […].

Deferred Revenue 90

Deferred Revenue Revenue SaaS Payment Features 90

Sales Hacker

DECEMBER 12, 2018

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. There’s no doubt that sales training is key for reps’ foundational knowledge of their company and the product it equips them with the basics they need to do their jobs.

Sales Enablement 82

Sales Enablement Sales Hiring Sales Onboarding 82

Intercom, Inc.

DECEMBER 11, 2018

For online businesses, customer experience is king. It can be pretty simple if you listen to what your customers want, which usually boils down to a personalized, quick and low friction experience. Channels like live chat and self-service are highly preferred when it comes to customers getting answers to their questions. Crucially, enabling these channels can be just as much a vehicle for sales as it is for customer service.

Scale 126

Scale B2C Sales Payment Features 126

yoursales

DECEMBER 12, 2018

SALES STACK 2019 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS I t’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. It’s going to be an exciting year. You’ll get lots of content from us along with advice for your sales process.

Scale 100

Scale Payment Methods Payment Solutions Outsourcing Services 100

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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

FastSpring

DECEMBER 14, 2018

If there’s one thing we can count on, it’s that just about everyone online is using Google. If someone has a question about anything, the first stop is almost always Google. And this doesn’t just apply to people who want to know Spice Girls tour dates; it applies to business owners looking for software solutions, too. In these cases, you want your product front and center at the top of the SERP.

Payment Solutions 63

Payment Solutions Payment Methods Scale Software 63

Sales Hacker

DECEMBER 13, 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 81

Technical Review Revenue Management Underperforming Technical Team 81

Intercom, Inc.

DECEMBER 13, 2018

We ?? video at Intercom. Our Marketing, Sales and Support teams all use it in different ways to convert, support and onboard users in an engaging and personal way that is unique to video. “Talk to your sales team. They know the failings and successes of your product better than you do”. But it wasn’t always like this. In this video, we chat about how our Sales team’s usage of educational video has helped shape the content itself into a more dynamic feature-specific format, increasing cust

Education 91

Education Sales Onboarding Engagement 91

yoursales

DECEMBER 12, 2018

Sales Tools: Made in Belgium. Tools for sales are flooding the market and the flood seems to increase in strength every year. That said, few know there’s a vibrant community of sales tools and sales tech stack vendors packed together in Belgium. They’re Solving Puzzles in Gent, Belgium. You may have visited and studied our sales tools overview – the most recent version for 2018 can be found here.

Outsourcing Services 78

Outsourcing Services Outsourced Development Sales Technical Review 78

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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

FastSpring

DECEMBER 13, 2018

Scaling a Software as a Service (SaaS) startup is a tricky process. Depending on the business’s current situation and how their service and recurring billing models achieve customer acquisition, the most beneficial billing model can vary greatly. While there are many factors that contribute to a successful business, customer satisfaction is crucial for attracting more customers, maintaining relationships, and retaining existing customers.

Scale 63

Scale SaaS Pricing Startup 63

Sales Hacker

DECEMBER 14, 2018

It’s the end of the year, which means buyers are rushing to use up all their year-end budget, ( hey there, favorite The Office clip ). Of course, this means salespeople are also hyper-motivated to negotiate to hit that all-important number. As such, steep discounts are often on the table in a way that can feel as thrilling as a 50% off Apple Watch on Cyber Monday.

Software 71

Software Technical Advisors Technical Cofounder Business 71

Outseta

DECEMBER 11, 2018

By Geoff Roberts 9 min read Handling objections is something that has always been part of a salesperson’s job. The ability to overcome the most common objections that you hear about your product or service can make or break your company; particularly if you’re a start-up. I’ve been marketing and selling a paid version of Outseta to potential customers for a year now and I’ve spoken with close to 1000 SaaS start-ups in the process.

Sales Hiring 63

Sales Hiring Venture Capital Social Media Software 63

Point Nine Land

DECEMBER 12, 2018

A couple of years ago I wrote a post titled “How fast is fast enough?”. The subtext of the question was “How fast do you have to grow if your ambition is to get to $100M in ARR and build a very large company”. It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. In that post, I looked at how long it took publicly traded SaaS companies to get to $100M in ARR and concluded that if your goal is to reach $100M in ARR, you should try to

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

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Choosing the right Embedded Payments partner can feel overwhelming. This evaluation scorecard and comprehensive buyer’s guide simplifies the process by breaking down key criteria to consider. Learn how to assess partners that align with your goals, offer personalized support, and drive long-term success. This guide and scorecard equip software companies with the insights to make confident, informed decisions that enhance customer experience and fuel business growth.

Payments

FastSpring

DECEMBER 12, 2018

The success of your online store will depend on a variety of factors. How you position your software or digital products, the utility your product provides to potential customers, and the strength of your brand are all key. But one of the most important factors is how well your digital business gets indexed by Google’s search engine. Let’s face it, consumers are moving towards online shopping and part of this experience involves product discovery directly from the most popular search engin

Software Review 61

Software Review Engineering Software Trends 61

Sales Hacker

DECEMBER 10, 2018

This week on the Sales Hacker podcast , we talk to Brent Adamson , who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. . Brent walks us through the key foundational elements of Challenger concepts and gives us the tools we need to get started with a new approach to sales.

Scale 62

Scale Sales Mobile Enterprise 62

SaaSOptics

DECEMBER 12, 2018

For SaaS businesses, audit preparation can be stressful. Here's how to make it easier.

SaaS 58

SaaS Business 58