InsightSquared

FEBRUARY 21, 2020

Looking to jumpstart your RevOps initiative? Here are three keys to ensuring you’re on the right track. Where does RevOps report into: . CRO? COO? Head of Sales? Where exactly does RevOps report up to? . According to Jen Igartua, Chief Services Officer, GoNimbly , the reporting structure can be flexible. However, in order to set your RevOps organization for success, it’s critical to ensure leadership has a cross-functional view of not only the sales process but every function involved in revenue

Leadership 71

Leadership Communication B2B Revenue 71

SaaStr

FEBRUARY 19, 2020

By Karen Rubin, Owl Labs Chief Revenue Officer. 5G, the Internet of Things, AI and Machine Learning, Wearables, Virtual Reality…these buzzwords are dominating the world of tech as the technologies they represent drive global cultural and business trends. One of those trends is the movement towards remote work and distributed teams, which is significantly changing how we communicate and collaborate in the modern workplace. .

Machine Learning 255

Machine Learning Artificial Intelligence AI Technology 255

Chart Mogul

FEBRUARY 19, 2020

Building a great sales team is not just about hiring the best people (although that certainly matters). It's also about creating a commission structure that motivates them to do the best job. The compensation given to an employee based on the amount of revenue they generate for your business is known as a commission structure. Commission structures are most often found in industries that are sales heavy or that deal with direct sale services or products but lack a storefront.

Sales Hiring 130

Sales Hiring Sales Business SaaS Payments 130

ProfitWell

FEBRUARY 20, 2020

Market alignment is a big consideration for SaaS and subscription companies. If you’re not matching up with customers’ expectations on price, whether you’re coming in under or over the current trends, it’s impossible for your company to survive. Competitor based pricing is one of the best tools for finding this match. Seeing how competitors build their pricing tiers, what features they differentiate on, and what they use as their core value metric makes it easy to structure your own pricing more

Pricing 54

Pricing Benchmarks Market Research Payment Features 54

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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.

Payment Solutions

Sales Hacker

FEBRUARY 19, 2020

Whether you have too many leads or too few, prioritizing leads is a gamechanger. It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount. SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class.

Sales 102

Sales Underperforming Technical Team Systems Review Headcount 102

Kellblog

FEBRUARY 18, 2020

Enterprise SaaS and retailers have more in common than you might think. Let’s think about retailers for a minute. Retailers drive growth in two ways: They open new stores They increase sales at existing stores. Opening new stores is great, but it’s an expensive way to drive new sales and requires a lot of up-front investment. It’s also risky because, despite having a small army of MBAs working to determine the right locations, sometimes new locations just don’t work out.

Sales Hiring 96

Sales Hiring Enterprise Metrics Sales 96

ChurnZero

FEBRUARY 21, 2020

How to Build Customer Rapport That Doesn’t Bore. Every six months I begrudgingly visit the dentist. I sit under the florescent lights in the waiting room ruminating about my neglected resolution to floss each night and the impending pain I will soon endure. And although we only see each other twice a year, through the poking and prodding, my dentist peppers me with questions.

Software Review 52

Software Review Customer Success Churn Consulting 52

For Entrepreneurs with David Skok

FEBRUARY 18, 2020

I recently did a podcast interview with Harry Stebbings of “The Twenty Minute VC” where we talked about the 9 step model for how B2B startups need to get through product/market fit, and then how they should go about finding a repeatable, scalable, and profitable growth process. For those of who are interested in learning.

Interviewing 343

Interviewing B2B Startup Product Marketing 343

SaaStr

FEBRUARY 17, 2020

We’ve added a series of additional Health & Safety rules to the 2020 SaaStr Annual. You can review them in more detail here. Note they are more substantially restrictive than other events , perhaps in some cases too restrictive. So please review them. And if you are sick, have been sick, or have been to China in the past 60 days, do not come to SaaStr Annual 2020.

Travel 314

Travel 314

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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

Intercom, Inc.

FEBRUARY 20, 2020

? ?. Arguments: for many of us, being at odds with friends or colleagues is enough to elicit a physical reaction. Our heartbeats quicken. Our chests tighten. Our blood pressure rises. And we’ll do almost anything to avoid a negative confrontation. The keyword here being “negative” A new book by Buster Benson suggests that, when approached with a positive mindset, arguments can be opportunities for understanding, for new ideas, and ultimately for growth – if we’re willing to che

Underperforming Technical Team 232

Underperforming Technical Team Technology Social Media Outsourced Development 232

Predictable Revenue

FEBRUARY 20, 2020

There is plenty written about effectively managing and helping grow a sales team. But, according to David Somers, Director of Sales and Customer Enablement at GitLab, there is a missing element in most discussions surrounding professional development: connecting that future-focused discipline with training and enablement. The post The importance of connecting training and enablement to professional development appeared first on Predictable Revenue.

Development 179

Development Revenue Sales Management 179

Neil Patel

FEBRUARY 18, 2020

* Please read the whole post, I have some good news at the bottom, but it won’t make sense unless you read the whole post. Do you know why I got into SEO? Not many people know this, but I grew up in middle-class America, and I wanted a better life for me and my parents. When I was 16 years old, I worked at a theme park called Knotts Berry Farm where I picked up trash, cleaned restrooms, and swept up vomit every single day.

Artificial Intelligence 145

Artificial Intelligence Underperforming Technical Team Systems Review Machine Learning 145

SaaStr

FEBRUARY 15, 2020

We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. That’s stressful. So let me tell you what I’ve done and learned both myself and across 25+ high growth startups I’ve invested in or advised.

Sales Hiring 287

Sales Hiring Scale Sales Payments 287

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.

FEBRUARY 18, 2020

It was almost a year ago when our Customer Success team came up against an issue that all growing teams face: knowledge sharing. We had a large group of talented people – some who knew features and workarounds better than anyone else, some who were experts in technical concepts, some who excelled in project and relationship management, and others who had a deep knowledge of particular industries.

Technical Review 223

Technical Review Customer Success Sales Hiring Scale 223

Predictable Revenue

FEBRUARY 20, 2020

There is plenty written about effectively managing and helping grow a sales team. But, according to David Somers, Director of Sales and Customer Enablement at GitLab, there is a missing element in most discussions surrounding professional development: connecting that future-focused discipline with training and enablement. The post Them importance of connecting training and enablement to professional development appeared first on Predictable Revenue.

Development 165

Development Revenue Sales Management 165

Andreessen Horowitz

FEBRUARY 16, 2020

At a technical level, artificial intelligence seems to be the future of software. AI is showing remarkable progress on a range of difficult computer science problems, and the job of software developers – who now work with data as much … The post The New Business of AI (and How It’s Different From Traditional Software) appeared first on Andreessen Horowitz.

AI 145

AI Artificial Intelligence Software Business 145

SaaStr

FEBRUARY 20, 2020

Q: How do you motivate your sales team after a disastrous month? It’s definitely a challenge to keep the sales team in the game once things … slow down a lot. Because everyone in sales knows. They know if the competition is getting stronger. If the new VP of Sales isn’t good enough. If the outages are getting worse. Still, a few thoughts on what to do to get the team through a rough patch: Deliver a killer feature to sales.

Sales Hiring 253

Sales Hiring Sales Investment Metrics 253

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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

Intercom, Inc.

FEBRUARY 18, 2020

Last fall, I gave a talk at the JSDayIE conference in Dublin about how Intercom and Ember have evolved together over the past six years. It’s one of those facts of startup life that is easy to overlook, but the success and growth of companies can be deeply intertwined with the technology they use in their stack, and I’d like to explain how that has been the case with Intercom and Ember.

Construction 221

Construction Engineering Underperforming Technical Team Benchmarks 221

Kellblog

FEBRUARY 15, 2020

I’ve seen numerous startups try numerous ways to calculate their sales capacity. Most are too back-of-the-envelope and to top-down for my taste. Such models are, in my humble opinion, dangerous because the combination of relatively small errors in ramping, sales productivity, and sales turnover (with associated ramp resets) can result in a relatively big mistake in setting an operating plan.

Sales Hiring 99

Sales Hiring Sales Recruiting Sales Forecasting 99

Andreessen Horowitz

FEBRUARY 21, 2020

This week, we published the a16z Marketplace 100 , a ranking of the largest and fastest-growing consumer-facing marketplace startups and private companies. See the full index and analysis here , and visit a16z.com/marketplace-100 for more marketplace-related content. Every company tracks … The post 13 Metrics for Marketplace Companies appeared first on Andreessen Horowitz.

Metrics 135

Metrics Startup 135

SaaStr

FEBRUARY 20, 2020

Q: Where should a new product owner (PO) focus in their first 30 days? My strong advice is speak with data. And that may mean at first — not speaking too much! ??. Here’s my suggestion for the first 30 days: Visit as many customers as you can. Try to visit at least 10 in person. Talk to as many customers as you can. Zoom with another 10–20. Listen in on as many sales calls as you can.

Customer Success 239

Customer Success Data Sales 239

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

Payment Solutions

Intercom, Inc.

FEBRUARY 18, 2020

On this month’s Intercom on Product myself and Paul Adams (SVP of Product) get to grip with speed and the importance of having principles and processes that reduce friction for your team, rather than creating barriers to good work. Key to this, according to Paul, is the idea of making every day count. By having clear goals on a daily basis – that feed into your team’s weekly or quarterly goals – you’re best placed to achieve that collective success.

Software Review 193

Software Review Engineering Startup Strategy 193

Sage Intacct

FEBRUARY 18, 2020

Eight to ten years ago deployment options were hardly a consideration. Most accounting solutions were still licensed and deployed on your own premises, or perhaps licensed and hosted by a reputable third party. “Cloud” had yet to become part of the business vernacular and “SaaS” was still a relatively new and poorly understood concept. While other complementary solutions like Customer Relationship Management (CRM) were headed in that direction, entrusting the transactional system of record of yo

Cloud 99

Cloud SaaS Development Management 99

Andreessen Horowitz

FEBRUARY 18, 2020

This is an itemized list of the a16z Marketplace 100 , a ranking of the largest and fastest-growing consumer-facing marketplace startups and private companies. See the full list and analysis here , and visit a16z.com/marketplace-100 for more marketplace-related content. … The post The a16z Marketplace 100: Index appeared first on Andreessen Horowitz.

Startup 134

Startup 134

SaaStr

FEBRUARY 19, 2020

We’re just 20 days away from 2020 SaaStrAnnual.com and there are so many new things in store! Take a look at 20 of them here: One of the biggest is our-first ever CXO Summit at Annual on March 12. We’ll bring together 350 of the top CIOs, CDOs, CTOs and CXOs together with top CEOs at $15m+ ARR. The CIOs, CDOs, CTOs and CXOs from Zendesk, Google Cloud, Dropbox, Samsung, Adobe, Intuit, Nutanix, Webex, COBC, Oracle, AWS, Ciena, Cloudera, HP, West, Morgan Stanley, GE, Steelcase, Unisys

AWS 224

AWS Enterprise Cloud 224

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

Trends

Nimble - Sales

FEBRUARY 21, 2020

The influence of technology on today’s businesses have become more important than ever thanks to digital marketing. Entrepreneurs know how crucial it is to reach your target audience at the right place at the right time. This means going to meet them where they spend most of their time and that is on the internet. […]. The post What is Digital Marketing and How Can You Use it?

Marketing 131

Marketing Technology Business 131

Teamgate

FEBRUARY 18, 2020

We live in a fast-paced environment. To thrive in the continuously evolving business landscape, you need access to critical business information at a moment’s notice. . The customer relationship management (CRM) system has revolutionized the way we do business today. With the advent of technology, your employees can easily access information at any time using any device. .

Software 93

Software Social Media Payment Features Finance 93

Andreessen Horowitz

FEBRUARY 20, 2020

Conway’s Law states “organizations which design systems… are constrained to produce designs which are copies of the communication structures of these organizations.” The common example of Conway’s Law is that an engineering team split into three groups working on the … The post Investing in ChartHop appeared first on Andreessen Horowitz.

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Investment Engineering Communication Enterprise 126