Intercom, Inc.
MAY 16, 2018
Despite the mountain of evidence contradicting the mantra of “if you build it, they will come”, it’s still extremely prevalent among product-first companies. Why? First, most founders don’t have a background in either sales or marketing, and even though they’re told to “ start marketing the day you start coding ”, they just don’t know where to begin, or they’re incredibly overconfident.
The Angel VC
MAY 12, 2018
In last week's post I shared some thoughts about Dropbox and why, although Dropbox is unquestionably one of the most amazing SaaS companies ever built, I am a tad less confident in the company's long-term future than I am in other SaaS leaders such as Salesforce.com, Zendesk, or Shopify. As mentioned in the first part of the post, I took a closer look at Dropbox’s recent IPO filing and would like to share some tidbits, along with a few observations. #1 – Dropbox on consumerization "Individual us
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Chargebee
MAY 17, 2018
There are three strategies you can use to turn good questions into good asks—gradual engagement, information priming, and immediate impact delivery.
Sales Hacker
MAY 17, 2018
Let’s take a minute to ensure the most important factors that affect the bottom line have a spotlight on them. Specifically, we’re focusing on the sales development process and how to build a sales pipeline—all from a high level. We’re charging forward with 6 simple steps to ensure that the focus is not lost along the path to accurate sales forecasting and predictive revenue.
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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.
Intercom, Inc.
MAY 14, 2018
There are few functions where the phrase “the more things change, the more they stay the same” rings truer than in marketing. For instance, the fundamentals of good marketing haven’t changed: crisp writing, a compelling story, strong brand, and of course, a great product to market. At the end of the day, nothing you do as a marketer will land without those elements; as Copy Hacker’s Joanna Wiebe once told us , “People will not read anything, anywhere that is boring, ever.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
ITPro
MAY 15, 2018
News. CRM vendor also adds new GDPR-friendly features to platform.
Sales Hacker
MAY 16, 2018
The post Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives appeared first on Sales Hacker.
Intercom, Inc.
MAY 18, 2018
There’s a key turning point for your hiring strategy in a rapidly scaling team or organization. The inflection point is when you go from only being comfortable hiring star candidates who pose very little risk to taking chances on candidates who don’t tick all the boxes but who have promise and potential. Making that transition smoothly is crucial for your longer-term growth.
Chart Mogul
MAY 17, 2018
I spoke to Max about his experience with complete transparency at Buffer and how he managed to get his first paying customers for his side project PixelMe. A lesson in early-stage B2B growth. “You just have to think about what you really want to achieve with a side project…I really wanted to have a sort of laboratory to be able to experiment with ideas…” Today really excited to share this conversation with Maxime Berthelot ( @Maxberthelot ).
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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.
The SaaS Garage
MAY 16, 2018
A nice article about two experienced founders, who I met first time in 2012, just when they started to kick of riskmethods. Indeed, like mentioned in the article, “ klassische Start-upler sind Schwarz, 41 Jahre, und Zimmer, 46 Jahre, laengst nicht mehr “, but that made the whole story particulaly interesting to me as a mentor and business angel, used to take risk on all fronts but not on lack of domain market know-how!
Sales Hacker
MAY 16, 2018
The post How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster appeared first on Sales Hacker.
Intercom, Inc.
MAY 17, 2018
Why does someone switch from one product to another? It’s rarely the first reason they’ll offer. You have to dig deeper to find out, and that’s where Jobs-to-be-Done comes in. Bob Moesta pioneered the Jobs-to-be-Done (JTBD) framework in the mid 90’s, alongside Harvard Business School Professor Clayton Christensen. In short, JTBD is a research process that helps uncover a customer’s motivation for buying your product – the “job” your product is“hired” to complete.
Chart Mogul
MAY 15, 2018
For businesses with a low customer count or without much historical churn data, the traditional customer lifetime value (LTV) formula can be unpredictable and produce results that fluctuate from one month to the next. Let's look at why this is, plus a couple of alternative takes on LTV that could produce more actionable results. In all of the metrics-oriented discussions I’ve had with SaaS founders in recent years, customer lifetime value (LTV) has been by far the most polarizing of all metrics.
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
CloseSaaS
MAY 16, 2018
Here's the recording of today's webinar how top sales reps use conversational selling to close more deals, with Drift, Chorus.ai and Close.
Sales Hacker
MAY 16, 2018
The post How to Use Social Selling to Influence Your Sales Pipeline appeared first on Sales Hacker.
SaaSOptics
MAY 14, 2018
U.S. businesses have been subject to financial reporting regulations for more than 80 years. ASC 606 is one of the latest and will have a particular impact on SaaS businesses.
Chart Mogul
MAY 18, 2018
This week: An excellent "lessons learned" post from the team at Ghost, plus two important views on the role of product marketing in a modern business. In SaaS Roundup, we comb through the noise to find you only the best SaaS-flavored reads of the week — just our top three. You can also receive SaaS Roundup in your email inbox every Friday — just drop your email here and you’ll receive the next issue.
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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?
CloseSaaS
MAY 14, 2018
Every smart sales rep knows you can’t go out and sell to just anyone. You have an ideal customer. And you’re going to have much higher levels of success if you target that exact person. So why don’t you do the same with your inbound sales?
Sales Hacker
MAY 18, 2018
The post How Sales & Marketing Leaders Can Leverage LinkedIn, Medium, and Quora For Lead Generation appeared first on Sales Hacker.
SaaSOptics
MAY 18, 2018
You’ve worked hard to acquire your customers, but holding onto them through multiple renewal cycles is really the key to subscription business success. Many SaaS businesses rely on auto-renewals to support the business. This is integral to the subscription business model, but it doesn’t mean you can kick back and relax. Common pitfalls related to renewals include: A lack of data or bad data which prevents you from seeing accurate renewal rates.
BetterCloud
MAY 17, 2018
This post originally appeared on Okta’s Security Blog. . After nine months of hard work, we’re excited to launch our new baby into the world: BetterCloud’s technology integration and partnership with Okta. With over 200 mutual customers using both platforms, we had the opportunity to collaborate with ten of these joint customers at Oktane17—where our product teams gathered extensive feedback and requirements in a roundtable discussion.
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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.
ITPro
MAY 16, 2018
News. Existing brands snuffed days after new products were announced at its annual conference.
Sales Hacker
MAY 14, 2018
Here are three of the top sales enablement benefits that increase revenue and drive sustainable growth. Sales leaders, welcome to the new paradigm. It doesn’t matter if your product or service is the best in the world. If your sales team doesn’t have the right resources and training, you will lose sales. In today’s fast-paced world, you need to get your junior reps up to speed quickly.
SaaSOptics
MAY 18, 2018
Managing subscriptions in a global economy doesn’t have to be scary. But it sure feels that way sometimes. To compound matters, the finance team is frequently the most under-resourced department in a growing SaaS business. When you’re struggling to do more with less—and to maintain accurate revenue recognition—adding to the growing maze of spreadsheets and manual processes that now accompany your general ledger sounds like a nightmare.
Valuize Consulting
MAY 12, 2018
Sales and CS professionals are in a marriage with each other. This is what I proposed (pun intended) in a discussion I recently led between over 50 Sales and CS professionals on the question of whether there’s a Great Divide between Sales and CS. It hit home. Unfortunately, it’s not a happy marriage in most [.].
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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.
Intercom, Inc.
MAY 15, 2018
In a business climate where customer support is often considered a cost center, we’ve seen firsthand that investing in real-time support actually drives revenue and customer satisfaction. It does, however, come with its fair share of operational challenges. As discussed in our original post on this subject , we’ve seen that new customers were 30% more likely to start a trial on the back of a swift first response from our support team.
Sales Hacker
MAY 15, 2018
On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. Author’s note: When this interview was recorded, Andrea served as the CMO of Signpost. As of May 2018, she serves as the CMO of Upserve.
Sales Hacker
MAY 16, 2018
The post How to Build Meaningful Connections to Accelerate Your Sales Career appeared first on Sales Hacker.
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