For Entrepreneurs with David Skok
NOVEMBER 6, 2018
For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~385 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in taking the survey! Thank you also to David Spitz (@dspitz) and the team at KBCM Technology Group for their.
Intercom, Inc.
NOVEMBER 5, 2018
A great customer experience today is about meeting people where they already are. And today, there’s one channel where more potential customers are than any place else: messaging and live chat. Think about the way that you talk to people every day. If you’re anything like me, you use iMessage to talk to your family, WhatsApp for your close friends, and you probably spend your entire day on Slack talking to your teammates at work.
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Tom Tunguz
NOVEMBER 3, 2018
You have a good pipeline of prospective customers. You pitch them but things aren’t working out. You can see it in your low close rates. They are below 15-20% conversion from sales accepted lead to closed customer. You need to answer an important question: are you losing these opportunities because of sales execution or product insufficiency? Those are the two possibilities.
SaaStr
NOVEMBER 8, 2018
Building your first sales team will be an endless series of mistakes. It’s OK. Plan for me. But there are a few avoidable , key mistakes I see start-ups making > 50% of the time. Just make a few less of these mistakes, and you’ll scale faster, and just as importantly, with less turnover and more stress: Hiring Early Reps (#1 – #3) That You Personally Wouldn’t Buy From.
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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.
For Entrepreneurs with David Skok
NOVEMBER 6, 2018
I presented on two topics at WebSummit 2018 in Lisbon on November 6th. The slides and videos of those two presentations can be found below. The videos are provided courtesy of WebSummit: 9 Secrets for Startup Success, A roadmap for B2B Founders Lean Startup taught the world how to find product/market fit, but in the.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
The Angel VC
NOVEMBER 8, 2018
Understanding the mechanics of founder re-ups in financing rounds This post will likely not make me more popular and might offend some people. But if your core beliefs on how business should be done are at stake, you can’t try to win the popularity contest. If you know me a little you’ll probably agree that like everyone at Point Nine, I’m a pretty nice guy.
SaaStr
NOVEMBER 5, 2018
If you’re past $4m-$5m or so in revenue, this post isn’t for you. You’ll have figured this out, at least mostly. But if you are on either side of $1m in ARR, there are 3 things you can almost always do from a pure process standpoint to squeeze materially more revenue out per lead. Do ’em now! ??. First, implement Lead Scoring.
For Entrepreneurs with David Skok
NOVEMBER 6, 2018
For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~385 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in taking the … The post 2018 SAAS Private Survey Results- Part 1 appeared first on For Entrepreneurs.
Intercom, Inc.
NOVEMBER 7, 2018
Tech stacks are the backbone of modern sales and marketing operations. When set up right, they provide a clarifying view of your most valuable prospects and customers — and the next steps that your team needs to take to efficiently nurture a lead, close the deal or grow the account. But, too often sales and marketing tech stacks are cobbled together from existing tools and workflows that have organically developed over time.
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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.
Ryan Berg
NOVEMBER 7, 2018
Want to drive more search traffic to your SaaS? In this case study, we’ll step outside the usual content marketing tactics most SaaS companies use. And look at how Zapier leverages SEO to drive millions of high intent searchers to their product every month. This strategy has nothing to do with blogging (although we’ll take a look at how they added a blog later to enhance this approach).
InsightSquared
NOVEMBER 5, 2018
We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. But how do you know what key moments or metrics to focus on? In the past, we’ve discussed three key measurements: Volume based metrics (the change in amount at any given stage i.e. # of leads).
For Entrepreneurs with David Skok
NOVEMBER 6, 2018
I presented on two topics at WebSummit 2018 in Lisbon on November 6th. The slides and videos of those two presentations can be found below. The videos are provided courtesy of WebSummit. Special bonus: for those interested in the fun … The post WebSummit Presentations appeared first on For Entrepreneurs.
Intercom, Inc.
NOVEMBER 6, 2018
When making a plan to hit their quota, most sales reps look at how much potential revenue they have in their pipeline. The larger your pipeline, the more revenue you’ll bring in. Right? Not so fast. Although focusing on the size of your pipeline is a good starting point, it ignores a whole host of other factors that are equally important, including the average value of the deals and how many of them will actually be won.
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
FastSpring
NOVEMBER 5, 2018
At FastSpring, we take our company mission, vision, and values seriously. They are a big part of what makes FastSpring the leading all-in-one ecommerce platform for digital businesses around the world, and a great place to work. One of the ways we showcase our mission, vision, and values is our annual Fall Summit event. Employees from all over—Nebraska, Arizona, Colorado, North Carolina, Georgia, and Amsterdam—came together at the Santa Barbara headquarters this month for three days of learning,
Sales Hacker
NOVEMBER 5, 2018
When it comes to business outsourcing, I have been on both sides of the table. I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. I have learned quite a bit about it. I also run a Consulting company, AltiSales , which has a Business Process Outsourcing component, think Accenture, but purely for SDRs.
Teamgate
NOVEMBER 6, 2018
If your sales aren’t mobile, they’re static. Modern sales professionals need to be both mobile and connected at all times. That’s where the Teamgate mobile CRM – for both Android and iOS – comes into play. Sales professionals need a fully mobile sales CRM to keep them in-touch and connected with their entire sales process. If something changes, anywhere in the sales pipeline, your sales team need to have access to that information, office-bound or not.
Intercom, Inc.
NOVEMBER 5, 2018
While a personalized approach is key to delivering engaging and positive customer experiences, it can be challenging to maintain the personal touch at scale. At Intercom, we know it’s important to find the right balance and we’re working hard to help our customers do just that. In the past month, we have released seven new features to help you deliver more personal experiences at scale through both intelligent automation and a data-driven understanding of your customers.
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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?
TriTuns
NOVEMBER 9, 2018
4 Things You Should Do To Develop a Proactive, Confident CS Team. When we ask clients what they most want to have as an outcome from Customer Success (CS) training, they often indicate that they want their CS team to be more confident when working with customers. They want customer success staff to be more proactive, deliver a great experience, and make sure the client achieves their goals.
Sales Hacker
NOVEMBER 7, 2018
Intent data has become one of the hottest topics in the B2B sales and marketing space. However, it remains under-utilized by many sales practitioners. A 2018 ABM Benchmark Report found only 25% of companies were using it. Let’s explore what it is, why it matters, and how to make the most of it. What the heck is intent data? Intent data is a relatively new term our industry has adopted to encompass signals and data about prospective buyers or businesses actively researching products or serv
Sixteen Ventures
NOVEMBER 8, 2018
When it comes to Customer Growth or Account Expansion (upselling & cross-selling), I assumed people knew that… …you don’t have to hurt the relationship with your customer to hit your numbers. …it doesn’t have to be a difficult slog that you struggle through to barely hit your numbers. …giving CSMs or other non-sales people a sales quota is fraught with danger (on so many levels). …expansion quotas – and, frankly, most expansion strategies ̵
FastSpring
NOVEMBER 7, 2018
Nope, we’re not talking about Singles’ Awareness Day (a.k.a. Valentine’s Day), although it does share the same sentiments. We’re talking about Singles’ Day—the biggest online shopping event in the world. Yep, it’s even bigger than Black Friday. In fact, it’s bigger than Black Friday and Cyber Monday combined! The big question is, “If Singles’ Day is such a big deal, why don’t we talk about it the United States?
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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.
InsightSquared
NOVEMBER 5, 2018
We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. But how do you know what key moments or metrics to focus on? In the past, we’ve discussed three key measurements: Volume based metrics (the change in amount at any given stage i.e. # of leads).
Sales Hacker
NOVEMBER 5, 2018
This week on the Sales Hacker podcast , we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great attitude on success and is one of the top leaders in SaaS, now overseeing global sales at Dynamic Signal. If you missed episode 31, check it out here: PODCAST 31: How a World Series of Poker Winner Uses ‘Bets’ in Decision Making to Improve Outcomes w/ Ann
Sixteen Ventures
NOVEMBER 8, 2018
Customers buying more from you is awesome. I mean, you’re in business here and getting customers you’ve already acquired to expand their relationship with you just seems like a super-efficient way to grow. And it is. So when you have customers that don’t expand their relationship with you, it’s obvious that this is less-than-ideal revenue-wise.
FastSpring
NOVEMBER 6, 2018
As software or SaaS businesses, you don’t have to worry about crazy shoppers camping outside your store or rioting in your aisles. But you do have some other things to worry about on Black Friday and Cyber Monday. Your site and app will probably experience traffic spikes that you will only see during BFCM. With increased traffic, comes increased sales—something every business owner wants.
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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.
CloseSaaS
NOVEMBER 7, 2018
Two-factor authentication (2FA) is now available to all Close accounts. This adds an extra layer of security ensuring your customer and business data is well-protected.
ChurnZero
NOVEMBER 9, 2018
The following is a guest blog post by Kayleigh Alexandra content writer for Micro Startups. . How Customer Success Differs from Customer Service, Experience & Everything Else! There’s customer service, customer success, customer experience, customer happiness, customer loyalty, customer retention… and a lot of customer confusion. Industry terminology can be useful, but it can also prove wildly disruptive when it comes to actually agreeing on strategies for getting things done — it isn’t enou
Sixteen Ventures
NOVEMBER 8, 2018
If you want to grow fast, don’t do what most companies do! When most companies want to eke out some quick incremental growth, they’ll often have their sales people turn to their existing customer base to make some sales. After all, you have a captive audience that you can sell to with little to no real effort, right? Yeah… and you’ll get little to no real results, too.
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