OpenView Labs

SEPTEMBER 17, 2019

This week we released our third annual Expansion SaaS Benchmarks report. More than 500 SaaS companies participated in this year’s survey, which covered topics like financial performance, product led growth adoption, founder priorities and much more. But benchmarks alone are not enough. We’ve got to make the leap from benchmarks to action. Here’s our advice on how to use the benchmark data to grow even faster in 2020.

Benchmarks 41

Benchmarks Scale Underperforming Technical Team SaaS 41

ProfitWell

SEPTEMBER 18, 2019

On this ProfitWell Report, Toby Biddle of Loop11 ponders how quickly product features are losing their value. To support this notion and answer the question, we looked at over 1.2 million different subscription consumers. Here’s what we found. As to not bury the lede – the products we’re producing are losing their value at an alarming rate. Twenty years ago if you gave someone a database with a login screen, you were kind of a god.

Entertainment 58

Entertainment B2C Payment Features Subscription 58

Cobloom

SEPTEMBER 16, 2019

SaaS pricing is difficult to master, and just a few tweaks to your strategy can have a huge impact on your revenue. Today, I’m looking at how you can determine the most appropriate value metric for pricing your SaaS product.

Metrics 68

Metrics SaaS Pricing Revenue 68

SaaStr

SEPTEMBER 19, 2019

I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. That was how I was brought up (the first start-up job I had, the founders were equal shareholders). And I generally thought that was the default, albeit was many exceptions. Well, I was wrong. Only 3 of the most recent ~25 SaaS/Cloud IPOs I looked at had equal founder ownership at IPO, Atlassian, Pagerduty and (close enough) MongoDB: (One note / disclaimer

SaaS 226

SaaS Cloud Benchmarks Development 226

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Payment Solutions

Tom Tunguz

SEPTEMBER 16, 2019

Last week, SaaS stocks fell by about 18% on average. The chart above shows the most recent enterprise value to forward multiple for a basket of next-generation software companies. The red line is the value and the blue line is the median over the same time frame. As of Friday, the median forward multiple is 9.3x which is a 11% drop from the previous high of 10.5x.

SaaS 209

SaaS Pricing Enterprise Startup 209

The Daily Egg

SEPTEMBER 16, 2019

Google Analytics is without a doubt the single most popular digital analytics tool of all time. Full stop. While it’s impossible for anyone to give the exact number, according to many different sources it’s used by over 50% of websites on the internet. And because about 30% of the remaining half is not using any […]. The post 5 Easy Fixes that Will Instantly Help you Get More from Google Analytics appeared first on The Daily Egg.

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SaaStr

SEPTEMBER 15, 2019

As you begin to scale and add a sales team, you’ll encounter more and more drama with “bad” customers. These so called “bad” customers from a sales team perspective will include: Folks that share licenses that shouldn’t be. Sales will get mad they aren’t buying more seats. Folks that use SMB or other editions that should be on your more expensive enterprise plans.

Scale 252

Scale SMB Churn Sales 252

Tom Tunguz

SEPTEMBER 19, 2019

I’ve been searching for a great history of the venture capital industry since before I joined Redpoint. There are a handful of books that are pretty good. Done Deals. eBoys. Creative Capital. But there’s a great one called VC by Tom Nicholas. Nicholas traces the history of the venture capital industry back to whaling. They were called venture capitalists back then, but they serve the same role.

Venture Capital 193

Venture Capital Technical Review Investment Pricing 193

Sales Enablement, SaaS and Growth

SEPTEMBER 17, 2019

2019 is shaping up to be another fine year for those working in and around sales enablement. We’re seeing larger numbers of people work in the industry, more companies investing in sales enablement teams and numerous tools being developed to solve sales enablement challenges. In my mind, there’s never been a better time to work in sales enablement and for the foreseeable future, I think things are only going to get better.

Sales Enablement 189

Sales Enablement Sales Hiring Sales Telecommunications 189

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Payment Solutions

Intercom, Inc.

SEPTEMBER 17, 2019

Onboarding is a holistic, ongoing process sitting at the intersection of many different teams: product, sales, marketing, customer engagement and business operations. A customer’s onboarding may start with them visiting your website and choosing to purchase your product or service. But it should also persist as they learn how to use your product and become a confident power user who discovers continued value in your product over time.

Onboarding 188

Onboarding Engagement Education Strategy 188

SaaStr

SEPTEMBER 18, 2019

At the recent A+ Traction conference in Vancouver , Justin Kan and I had a lot of fun doing a presentation I hadn’t done or seen before — “S**t VCs Say” We went through some of the Top 10 things that VCs tell you, that is true but … biased. Every investor has a bias. Seed investors have one perspective. Accelerators another.

Venture Capital 218

Venture Capital Investment 218

Tom Tunguz

SEPTEMBER 17, 2019

I’ve gotten to know Marc Randolph as a fellow board member at Looker. Marc has helped many companies get off the ground, but the most famous is Netflix. Marc founded the business and served as its first CEO until Reed Hastings took the helm in 2003. In [That Will Never Work](), Marc recounts the early days of the $130B market cap company first started in Santa Cruz and it’s a remarkable story.

Scaling 181

Scaling Product Marketing Marketing Business 181

Predictable Revenue

SEPTEMBER 20, 2019

Keys for effective onboarding and training for SDRs. The post Keys to Effective Onboarding and Training for SDRs appeared first on Predictable Revenue.

Onboarding 124

Onboarding Revenue 124

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

Intercom, Inc.

SEPTEMBER 19, 2019

Some leaders mistake internal competitiveness for toxicity, opting instead to exclusively focus on collaboration. They avoid any internal ranking, out of fear that the workplace will become negative – or politically charged. This is the recipe for a mediocre sales team. Like a sports franchise, a top team should be both collaborative and competitive.

Sales Hiring 184

Sales Hiring Scale Underperforming Technical Team Sales 184

SaaStr

SEPTEMBER 17, 2019

So I’ve had a chance to observe some of the worst sales processes of all times in the past few weeks! What happened? Well, first I wrote a few small pieces on a challenge we had with a piece of software. And I was then inundated with emails, tweets, and LinkedIn posts from competitors telling me to look at their oh so wonderful product. Then right after the same time, a terrific company that produces software in the investment space emailed me almost a dozen times over the past weeks tr

Sales 209

Sales Software Investment Business 209

Neil Patel

SEPTEMBER 17, 2019

In case you missed it, Google has just changed up the rules for link building. It used to be that when people link to you, the link would either be a dofollow link or a nofollow link. Well, that’s now changed. They are now introducing 2 more link types that will affect SEOs. Now before we get into the 2 new link types, make sure you read the whole post.

User Experience 112

User Experience Data Sales 112

Nimble - Sales

SEPTEMBER 17, 2019

Whether you’re running a multinational agency or a small local business, you must have wondered how to properly retain your customers in the long run. Highly successful businesses understand the significant difference between customer acquisition and customer retention. Both processes are equally important, though many contemporary businesses neglect the latter.

Retention 105

Retention Strategy Marketing Acquisition 105

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Enterprise

Intercom, Inc.

SEPTEMBER 18, 2019

Your potential customers see dozens, sometimes hundreds, of marketing messages every day and everywhere: on social media, on their phones, on billboards as they drive down the street. But this kind of marketing has a low success rate. Why? It’s all about context. When a prospect is watching TV or running errands, they’re not thinking about what kind of software to buy for their business.

Scale 36

Scale Marketing Pricing Engagement 36

SaaStr

SEPTEMBER 14, 2019

So we are gearing up for SaaStrAnnual 2020, our 6th SaaStr Annual ever. After the first one in 2015 (which was really just a turbo-charged 1 day meet up for 1,200 planned in just 90 days), I thought I was done. 1 was enough. But luckily, I was talked into doing another. So after 5 years and 50,000+ attendees to our various events (including 2,500 for our second SaaStrEuropa.com this June in Paris), it was time for a refresh.

Scale 163

Scale Cloud Branding Enterprise 163

Predictable Revenue

SEPTEMBER 19, 2019

We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue.

Consulting 100

Consulting Education Scale Revenue 100

Nimble - Sales

SEPTEMBER 19, 2019

Customers are the center of every business’s growth; their strategies, plans, blogs, services, etc. are all dependant upon their user-base. And one of the best ways to fuel the master plan of retaining and establishing a powerful bond between the brand and its customers is through CRM. However, retention and conversions are not the only […]. The post 5 Simple Ways To Improve Your SEO With CRM appeared first on Nimble Blog.

Retention 105

Retention Branding Strategy 105

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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

Trint

SEPTEMBER 18, 2019

You’ve probably heard of Alexa and Siri. You’ve likely heard “OK Google” a lot, and maybe even uttered “Alexa, play Sweet Home Alabama” in your home. Voice assistants have officially made their way into the mainstream and into the homes of a lot of consumers. While voice search has been around for a while now, it’s finally gathering momentum: advances in artificial intelligence and automation have made for some of the smartest voice assistants we’ve seen yet.

Artificial Intelligence 100

Artificial Intelligence Engineering Mobile Trends 100

SaaStr

SEPTEMBER 20, 2019

“How did you get started creating your SaaStr community, and how could I get started on making one for a different industry?” We certainly never would have predicted that answering a few questions on Quora and a few blog posts in 2012 and 2013 would eventually lead to a global community with 50,000+ attending our global events, 150,000,000+ views of our content, 2,000,000+ downloads of our podcasts, etc.

Content Marketing 145

Content Marketing Trends Data Marketing 145

ProfitWell

SEPTEMBER 16, 2019

In this week’s episode, Hiten and I want to talk to you about something both of us have a lot of experience with: freemium product strategy. With more startups looking into this model every day, we think it’s important to discuss the inherent tradeoffs of using freemium for your business. While both Hiten and I are big proponents of freemium, it’s definitely not the easiest business model to work with if you don’t understand how to make it work.

Acquisition 99

Acquisition Revenue Scale Retention 99

Nimble - Sales

SEPTEMBER 18, 2019

In any dynamic industry, it is especially important that accounting software for small businesses is as efficient as possible – easy to use, intuitive, and powerful. Startups and small companies have to take rapid action to pick up on the latest lines of the market and grow, so technology has to be on point. However, […]. The post Best Small Business Accounting Software for 2019 appeared first on Nimble Blog.

Software 103

Software Business Startup Technology 103

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Payments

Sage Intacct

SEPTEMBER 19, 2019

“Digital transformation” may sound like a buzzword, but the drivers behind it are very real. In an era where technology is reshaping businesses and industries, companies that harness technology can reap big advantages over those that don’t. Businesses must first determine how to adapt their businesses for the digital age and then put technology to work to bring these changes to life.

Business 95

Business Technology Leadership Software 95

SaaStr

SEPTEMBER 19, 2019

It’s a full-time job. Yes, you can start off a a founder doing support, QA, sales, marketing, and more. But sales is a full-time job. And you need folks with experience , usually. You need 40+ hours a week to: Do 2–3 demos a day. Follow up with 20–50 new leads a month. Follow up with the 60–200 leads from the past few months. Answer questions from prospects.

Sales 145

Sales Marketing Management 145

Groove HQ

SEPTEMBER 19, 2019

It felt like the exact wrong thing to do. It was crazy. Maybe even a little stupid. We had recently finished our rebuilding project, trying to rescue our company from a slide into failure, and we were just starting to find our footing. Things were going well, but after working our way out of the […]. The post Vacations Are Important, but Most Founders Do Them Wrong appeared first on Groove Blog.

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