Incredo
NOVEMBER 7, 2019
If you are a SaaS founder or a C-level executive, you have 2 reasons to walk through our guide: 1) You give SaaS demos frequently and want to know all the rules of this game, 2) You want to know how to train your sales team and improve their software presentation skills. Or if you are a sales rep at a SaaS company, this guide again can become a goldmine for you and your teammates.
Tom Tunguz
NOVEMBER 7, 2019
A few weeks ago, we were fortunate to welcome Nick Mehta, CEO of Gainsight to SaaS Office Hours. I learned a lot from the session about how customer success has evolved over the last 5 to 10 years. Here are my notes from the session. The discipline of customer success varies widely depending on price point. At the lower price points, some organizations combine the role of an account manager and the customer success person into a CSAM (customer success account manager).
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SaaStr
NOVEMBER 6, 2019
By Anthony Kennada, Founding CMO at Gainsight. If you talk to enough founders and marketers who have attempted to create a category, typically they’ll all say the same thing — it’s incredible when it works, but if you can take the blue pill and avoid it, you might save yourself the headache. I think one of the key reasons for this perspective is that there really aren’t many proven best practices for how operators can actually create categories — a problem that I wanted to help addre
Chart Mogul
NOVEMBER 7, 2019
Growing your business requires constant optimization. And not the haphazard "see what sticks"-type, but a robust plan executed with purpose. Wes Bush reveals the growth process he uses to grow his business. At the Product-Led Institute, we developed the “Triple-A” sprint, which focuses on rapidly identifying problems, building solutions, and measuring impact.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Totango
NOVEMBER 5, 2019
Product usage metrics reveal the relationship your customer has with your product—and provide context for the relationship you should be having with your customer. By capturing day-to-day information on how your customer uses your product, you can shape your actions to increase their overall experience and drive value. In an economy where customers are loyal to personalized products and highly responsive service, visibility of customer behavior keeps you relevant.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
SaaStr
NOVEMBER 3, 2019
Today, there is 1 $100B+ SaaS Company, Salesforce. Just one. We could add older companies like Adobe, Microsoft, etc. but they aren’t pure SaaS plays. Salesforce is the “only” $100b+ pure-play SaaS company. But it won’t be the last. There are 15 more at $10B+ or close to it: That’s enough that as crazy as it sounds, not only can you plan on becoming a Unicorn after say $10m ARR.
ProfitWell
NOVEMBER 4, 2019
So you have a great product, but what about the people who use it? I’m talking about your customers—the people up close and personal with your product or service. Your customer base can either make or break your company. It’s up to you to make their experience with your company a great one. Mastering customer success is vital in the subscription space.
The Daily Egg
NOVEMBER 6, 2019
Editor’s Note: We want to focus on giving you actionable advice for what you can pay attention to, evaluate, and implement quickly to make sure you get the most out of Q4 and the remainder of 2019. Building on the video from our post on our session from the A/B Testing Summit, we wanted to […]. The post 5 Reasons You Shouldn’t Be Scared to Try A/B Testing appeared first on The Daily Egg.
Intercom, Inc.
NOVEMBER 6, 2019
It’s increasingly clear that the tools we use shape the work we do in all sorts of ways , so picking the right tool for your task is absolutely critical. And even more so when you’re trying to pick a tool to be used by a diverse team spread around the world. Our product design team consists of 19 designers who work across our offices in Dublin, London, and San Francisco.
Speaker: Pete Uselman, Director of Partner Experience at Wind River Payments
Most integrated payments providers share a percent of the payment revenue with their software partners. But, oftentimes, that revenue share is only a fraction of the true income potential software providers can realize. If you want to maximize income opportunities from your payments program, check out Wind River Payments’ webinar-on-demand.
SaaStr
NOVEMBER 4, 2019
This post is such an important one, I took a moment update it for 2019. Just when it sarts to get good, again and again, I see the same thing: the number of leads each month stalls out. Many SaaS companies hit an “organic lead plateau” at several phases: When you get Really Big, at some point, every company in the world is Already An Opportunity.
Predictable Revenue
NOVEMBER 7, 2019
From interviewing, to presenting, to whiteboarding – if you’re in charge of shepherding new reps and fostering their skills.you won't want to miss this. The post Effective early career development for recent grads with Salesforce’s Steve Bullington appeared first on Predictable Revenue.
Practical Advice on SaaS marketing
NOVEMBER 6, 2019
· “Yes, we need to prepare customer success stories, but this week we need to prep for 5 demos.” · “Yes, we need to coordinate an email campaign, but right now we’re focused on this RFP.” · “Yes, we need to get out that quarterly newsletter, but these 2 deals need immediate attention.” · “Yes, we need to prepare a webinar for prospective customers, but today we need to [ fill in an urgent item of your choice here.
Intercom, Inc.
NOVEMBER 7, 2019
Creating a new product category also creates a plethora of challenges – from spotting the right market niche to convincing customers that yours is a service they need. If people aren’t looking for your solution, you have to educate them about the problem your product solves. You also need to evolve and adapt at a greater pace than more established peers.
Speaker: Ben Epstein, Stealth Founder & CTO | Tony Karrer, Founder & CTO, Aggregage
When tasked with building a fundamentally new product line with deeper insights than previously achievable for a high-value client, Ben Epstein and his team faced a significant challenge: how to harness LLMs to produce consistent, high-accuracy outputs at scale. In this new session, Ben will share how he and his team engineered a system (based on proven software engineering approaches) that employs reproducible test variations (via temperature 0 and fixed seeds), and enables non-LLM evaluation m
SaaStr
NOVEMBER 5, 2019
Boy over the years at SaaStr we’ve done a lot of posts (and videos and sessions) on hiring your first great sales team. I recently re-read a bunch using our excellent Algolia-powered search and wanted to share some of my favorites: 1. Your First VP Does Not Have To Be a VP of Sales. Looking back, this is just so important, I wish I’d written this in the earliest days of SaaStr.
Neil Patel
NOVEMBER 5, 2019
The new year is right around the corner. And I know you are already prepared because you read this blog and tons of other marketing blogs, right? But here is the thing: I also read most of the popular marketing blogs, follow all of the marketing YouTube channels, and listen to the same podcasts you do. And I’ve noticed that very few people are talking about what’s really going to happen in 2020.
Tom Tunguz
NOVEMBER 3, 2019
Next week, on November 14, Redpoint will host Office Hours with Anthony Kennada to talk about category creation. In the SaaS world, many businesses talk about creating new categories. To achieve this is rare, and it’s incredibly challenging to do. Anthony was a key part of the team at Gainsight that created the category that has just published a book on the topic called Category Creation , that we will talk about.
Intercom, Inc.
NOVEMBER 5, 2019
Inspired by the release of our book Intercom on Sales , we wanted to take a fresh look at three big topics – speed, automation, and growth. We wanted to know: what are sales leaders doing to bring velocity to their sales cycle? How are they using automation to bring new efficiencies to their sales orgs? Finally, where do they see the biggest opportunities to accelerate revenue and what obstacles stand in their way?
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SaaStr
NOVEMBER 7, 2019
How can a simple offering be transformed into its own platform? Renaud Visage, Co-Founder of Eventbrite, and Romain Huet, Head of Developer Relations at Stripe, know what it takes to effectively evolve your offering into a platform without losing what made offering appealing in the first place. In this session, Renaud and Romain use 5 simple steps to help evolve your offering into its own platform.
Sales Hacker
NOVEMBER 7, 2019
“A bigger following means more sales.” It’s a common idea is sales, but it’s a big mistake on LinkedIn. I’ve grown my LinkedIn following by 185% in the last 2 years (from about 7,000 people to 13,064 as of the writing of this article). But by itself, that’s just a vanity metric. Having a large audience is nice, but it shouldn’t be your true goal. Making meaningful connections with the right people is what you should be aiming for.
Nimble - Sales
NOVEMBER 8, 2019
Do not give up on the customer if you lose them. It is much easier for a business to retain a customer than find a new one. Rejection is difficult to deal with, how customer relationship management (CRM) is crucial for any thriving business. Be honest with yourself and your team when a customer is […]. The post Win Back Your Lost Customers by Following These Tips appeared first on Nimble Blog.
Intercom, Inc.
NOVEMBER 5, 2019
Our mission is to make web business personal. We want our customers to be able to have the same delightful, personal experiences talking to their customers as they do talking to their friends. Enabling all these conversations and interactions between businesses and their customers requires an extremely robust storage system that can scale as the data set expands – our storage needs, after all, have to keep pace not just with our own growth, but with the combined growth of all our customers.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
SaaStr
NOVEMBER 5, 2019
You will get a lot of different answers here, but let me highlight one thing most folks miss: There is no free lunch. Venture capital / equity is expensive. You often have to sell 15%, 20%+ of your company in chunks. Sell 3–4 chunks and that’s most of the company sold … off. But … with few exceptions, it’s 100% risk capital. No one expects there money back.
Sales Hacker
NOVEMBER 8, 2019
The most successful salespeople think and act differently than your average sales rep. What sets them apart? They’ve discovered the traits that ensure selling success, and work incessantly to cultivate those traits in themselves. We’re going to share with you their secret sauce. We’re going to tell you the top 10 traits of successful salespeople — and how you can use them to up to go from a good salesperson to a great one.
Nimble - Sales
NOVEMBER 5, 2019
By population, they’re one of the largest generations in America — and a huge audience for brands. However, many companies have struggled with marketing to millennials. 2020 is a fresh start in a new decade — and for businesses, a chance to target millennials more effectively than ever. Millennials are no longer in college. Definitions […].
Andreessen Horowitz
NOVEMBER 8, 2019
For those of you interested in building a crypto project, please apply to a16z’s new Crypto Startup School. The seven-week educational program will teach participants about the fundamentals of blockchain technology and why it matters; applications and ideas for … The post Crypto Glossary appeared first on Andreessen Horowitz.
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SaaStr
NOVEMBER 6, 2019
The other day put out a post on SaaStr about “How to Build a $100 Billion SaaS Company” While Salesforce is the only $100b+ SaaS company today, there are ~15 more gunning for $100b in valuation , which means $100b isn’t “outlier” status anymore. It’s achievable. Check it out here: How to Build a $100 Billion SaaS Company.
Totango
NOVEMBER 7, 2019
In a customer-centered economy, where a lot of revenue growth occurs within the established customer base, churn is a big problem. Customers grow more valuable over time, so you must keep them happy and interested in renewing. Still, dissatisfaction can creep up on any customer relationship, especially if you don’t communicate the value of your product regularly.
Nimble - Sales
NOVEMBER 7, 2019
What exactly is sales intelligence? It’s tricky to pin down the exact definition. The term “sales intelligence” is most often referred to when talking about CRM’s. Sales intelligence can also mean any tool used for gathering information on prospects. Sales intelligence combines market intelligence and competitive intelligence. Market intelligence means understanding where your product fits […].
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