SaaStr

MARCH 12, 2022

Dear SaaStr: When Is It Too Early to Hire a CRO or a COO? I used to think CROs and COOs were made up titles until “Late Stage” or so, and in startups, a bit of a sign of weakness. Signs a weak CEO was giving away a fancy title to someone that wasn’t really willing to do the work. I used to think there’s no way a SaaS startup needed a “CRO” or “COO” (or even “CMO”) or other C-level Officers Without a Clear, Single Functional Area to Own Until $40m-50m+ in ARR.

Sales Hiring 351

Sales Hiring Startup Trends SaaS 351

Andreessen Horowitz

MARCH 17, 2022

Unqork founder and CEO Gary Hoberman took an unusual path to entrepreneurship, spending decades writing code and managing massive budgets on Wall Street (his prior role was executive vice president and global CIO for MetLife) before starting his own company. By his estimation, it was the best thing he could have done to set him. Read More. The post The Key to Enterprise Sales Is Understanding Enterprises appeared first on Future.

Enterprise 128

Enterprise Entrepreneurship Sales Management 128

Predictable Revenue

MARCH 15, 2022

Simeon Atkins joins the Predictable Revenue podcast to discuss leveraging ABM for more effective sales development outreach. The post Leveraging ABM to Reach Prospects That Are Actually Worth Your Time appeared first on Predictable Revenue.

Revenue 255

Revenue Development Sales Strategy 255

Tom Tunguz

MARCH 13, 2022

Thanks to the many readers who wrote in to Guess the Startup on Friday. There were a torrent of ideas: Mongo, Twilio, Snowflake, Databricks, Niantic, Klayvio, Microsoft, DataStax, Zoom, and Peloton. Here’s the early revenue chart again. Blue Company is none other than MongoDB, one of the most successful standalone database companies. Red Company is Ethereum.

Startup 278

Startup Scale Retention Enterprise 278

Advertisement

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

SaaStr

MARCH 16, 2022

We last looked in on Monday.com at $240m ARR , but it’s grown so incredibly quickly, and so effectively, it’s worth checking in again at $400,000,000 in ARR. Because at $400,000,000 in ARR … Monday is growing a stunning 91% (!) year-over-year. Goodness gracious! 5 Interesting Learnings: #1. Revenue up 91%, Customer Count Up “Just” 34%.

Marketplace as a Service 65

Marketplace as a Service Technical Review Scaling Revenue 65

Predictable Revenue

MARCH 14, 2022

Learn the top five reasons why AEs should be included in the SDR training process, and how greater communication between these roles can help you close more deals. The post Should AEs Be Training and Onboarding SDRs? appeared first on Predictable Revenue.

Onboarding 263

Onboarding Communication Revenue Development 263

Tom Tunguz

MARCH 16, 2022

Is charging by consumption (usage-based pricing) a superior model for a business? When we say UBP, we mean charging customers by how much they use, rather than a constant amount of seats per month or API calls per month. On on hand, UBP lubricates the customer conversion funnel. Prospects sign up and grow their accounts seamlessly. Usage data feeds the PLG lead score , and AEs outbound to the most promising users.

Pricing 253

Pricing Scale Banking Startup 253

SaaStr

MARCH 14, 2022

We’ve talked a ton about How to Hire a Great VP of Sales on SaaStr, but I wanted to highlight a few VP of Sales “personas” that I rarely, if ever, see work out. Because again and again, many of your will hire this VP of Sales. So many of you will. Especially — when things are going well. Here are the types of VP of Sales that just never work out.

Sales Recruiting 304

Sales Recruiting Sales Hiring Technical Review Scale 304

Sage Intacct

MARCH 14, 2022

SaaS companies are benefiting from digital transformation initiatives as catalysts to improve business performance, achieve scale and continually innovate to grow. More than most, finance leaders at these companies know the value of cloud-native platforms as both a supplier and consumer.

SaaS 133

SaaS Finance Innovation Cloud 133

Advertisement

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

CloudGeometry

MARCH 14, 2022

Everyone with a smartphone knows it: apps get updated all the time. Whether you’re looking for a new feature or not, suddenly: there it is. This seems easy, but it’s not, especially when you’re building a SaaS stack and don’t have the deep technical resources to compete with Apple, Facebook, or Google (you’ll get compared to them whether you like it or not).

DevOps as a Service 130

DevOps as a Service Well Architected Framework SaaS AWS 130

Intercom, Inc.

MARCH 15, 2022

In today’s market, customers expect personalization. According to one report , 66% of customers expect companies to understand their needs and expectations – but say that they’re generally treated like numbers instead. This is a huge wasted opportunity, as research shows that 80% of consumers are more likely to make a purchase when brands offer personalized experiences.

Engagement 129

Engagement Marketing Communication Mobile 129

SaaStr

MARCH 15, 2022

Dear SaaStr: How Do VCs Really Feel About Founder Salaries in the Early Days? Let me add just one thought to the discussion on founder salaries, once you are venture-backed. There are lots of good ideas for all different situations: 75% of market for founders’ salaries. As little as possible, until it doesn’t matter. $10k a month. Market once you are well funded, not until then.

Scale 288

Scale Sales Hiring Compensation Scaling 288

Andreessen Horowitz

MARCH 18, 2022

A question we often get is how can someone who isn’t super technical get started analyzing data for NFTs, or non-fungible tokens? (More on NFTs, including reading resources, conversations on how they work, specific use cases, etc. here.) Part … The post The NFT Starter Pack: Tools for Anyone to Analyze NFTs appeared first on Andreessen Horowitz.

Data 115

Data Blockchain 115

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

Kellblog

MARCH 17, 2022

Earlier this week I appeared on a webinar with You Mon Tsang , founder and CEO of ChurnZero , a SaaS application aimed at helping subscription businesses reduce churn. In this post, I will share the video of event , provide a link to the slides , embed the video below, embed the slides below that, and finally provide a quick summary below that. Here’s the video: Here’s a copy of the slides: Here’s a quick list of the topics we discussed: ARR and MRR, and when to use which.

Metrics 108

Metrics Customer Success SaaS Benchmarks 108

Intercom, Inc.

MARCH 16, 2022

Intercom is a product-led company, focused on maximizing product innovation and development velocity. That also means we hold ourselves to high operational standards: minimizing costs, speedily addressing quality issues that arise within existing products, and mitigating security risks. The foundation of our operational health is availability. Without rock solid availability, nothing else matters.

Software Review 118

Software Review Technical Review Management Systems Review 118

SaaStr

MARCH 15, 2022

SaaS investor Logan Bartlett put together a good summary of the tumult in the SaaS public markets here. I like it because it models out two scenarios — one if the current downturn is like 2008, another if it’s like 2000. Personally, I think it this contraction be less severe than either. Why? While SaaS multiples may have gotten too high, the best SaaS companies are growing faster than ever.

SaaS 288

SaaS Cloud Revenue Marketing 288

Infinicept

MARCH 18, 2022

The ISO is Dead. Be a Payfac® Watch this discussion about how ISOs (independent sales organizations), payments companies, and acquirers can remain competitive in an evolving payments world. Tom Tucker of Till Payments, joins the conversation and covers Till’s journey and the initiatives they are taking to remain competitive. Source.

Payfac 105

Payfac Sales 105

Advertisement

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

Chargebee

MARCH 16, 2022

Introducing industry-first eInvoicing compliance capabilities for Europe & India. Our latest updates solve for compliance heavy-lifting during market expansion.

compliance 105

compliance Business Marketing 105

Frontegg

MARCH 17, 2022

Product-Led Growth (PLG) is becoming the default strategy in modern SaaS organizations due to the plethora of operational, financial, and technical benefits it brings to the table. But what about the traditional Sales-Led Growth? Is it still relevant? Let’s dive into the Product-Led vs Sales-Led comparison and learn about the main differences.

Scale 105

Scale Technical Review Underperforming Technical Team Sales 105

SaaStr

MARCH 14, 2022

Q: Dear SaaStr: What’s The Best Way to Follow Up From Trade Show Leads? I have learned a few things from the sponsors at the SaaStr Annual over the past almost eight (!) years. There’s a good summary from one here: How to make serious money off a SaaStr Annual sponsorship – SaaStr. The meta-learning is: especially if the show is large (top 1 or 2 in your segment) — focus on quality over quantity.

Marketing 279

Marketing Growth Marketing Sales 279

Totango

MARCH 15, 2022

Efforts to scale customer success team activity often fall short because of failure to avoid common mistakes. Your human resources practices, your project management procedures and your technology strategy all need to come together in order for you to scale up without overextending yourself. Mistakes in any of these areas can ripple throughout your organization and doom your efforts to failure.

Sales Recruiting 99

Sales Recruiting Customer Success Sales Hiring Scaling 99

Advertisement

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

Sales Hacker

MARCH 18, 2022

Adding new tech can cause a chaotic whirlpool of new processes to follow and not to mention—one. more. thing. to. remember. Sales Ops just wants to make the sales process (and the sales teams lives) easier with sales tech stack. But how do you add to the stack without causing your team stress? The post Expanding Sales Tech Stacks: More Chaos or More Structure?

Sales 98

Sales Revenue 98

ChurnZero

MARCH 18, 2022

With so many SaaS metrics floating around, and even more opinions on when and how to use them, it can be hard to know if you’re measuring what really matters. Leading SaaS expert, Dave Kellogg, and ChurnZero CEO, You Mon Tsang, sat down to answer all the questions you want to know about SaaS metrics like ARR, NRR, GRR, LTV, and CAC (i.e., all the metrics your CEO and CFO care about) and set the context for their usage.

Customer Success 98

Customer Success Metrics SaaS Banking 98

SaaStr

MARCH 17, 2022

#1 source of traffic to [link] : 2022: SEO 2021: SEO 2020: SEO 2019: SEO 2018: SEO 2017: SEO 2016: SEO 2015: SEO 2014: SEO 2013: SEO 2012: SEO. Even Year 1 pic.twitter.com/5FtzBG2v1O. — Jason BeKind Lemkin #???????????? (@jasonlk) March 15, 2022. So we’re coming up on Year 10 for SaaStr! So, so much has changed since our first post on August 13, 2012.

Engagement 277

Engagement Data Sales Marketing 277

SaaSOptics

MARCH 16, 2022

2022 B2B SaaS Trends [Webinar Recap]. There isn’t much that stays the same in the world of B2B SaaS. That’s why we sat down with SaaSOptics and Chargify executives Caitlin O’Neil, CFO , and Matt Downs, CRO , to weigh in on the biggest trends of 2022. In this webinar recap, you’ll see the most significant trends in SaaS pricing, subscription management, metrics/analytics, and what they could mean for your business in 2022.

Trends 98

Trends B2B Scale Payment Features 98

Advertisement

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

Sales Hacker

MARCH 18, 2022

After analyzing 1,700+ responses from sales and marketing leaders, 73% said lack of automation was one of their top GTM challenges of 2021. What were are their other top challenges? What are their priorities for 2022? The post RESEARCH REVEAL: Top Mistakes Causing Sales Teams To Waste Valuable Leads in 2022 appeared first on Sales Hacker.

Sales 98

Sales Marketing Revenue 98

ChurnZero

MARCH 17, 2022

As a follow-up to our well-attended webinar on “ The startup’s guide to Customer Success ” with Jennifer Chiang (the author of the book by the same name), we wanted to get more of our audience’s questions answered. Since we didn’t have the time to get to all the questions that came in during the live webinar, Jennifer took the time to go through and provide her responses to the unanswered questions, so we could share them with you here.

Customer Success 97

Customer Success Technical Review Leadership Systems Review 97

SaaStr

MARCH 15, 2022

So the @jasonlk account on Twitter finally crossed 100,000 followers. I’m not sure the most popular tweets are necessarily the absolute best, but it’s still interesting to see what resonated most with folks over the years. Here are The Top 10 @Jasonlk Tweets of All Time! Well, at least so far! #1: First time reporting to a CEO? 3 simple things to learn: – admit your mistakes.

Startup 277

Startup Scaling 277