Tom Tunguz

AUGUST 25, 2018

Salesforce is worth $113 billion. 1% of $113 billion is $1.13 billion. ServiceNow is worth $34B and Workday is worth $33B. 3% of $33-34B is $1B. Atlassian is worth $20.5B. 5% of $20.5B is $1B. Why am I doing all this simple math you might ask? We have reached a point in SaaS where a small fraction of an incumbent is a billion-dollar company. If you start a business tomorrow that is able to cleave 1% of revenue from Salesforce, you will have built a billion-dollar business. 1% is not that much.

Revenue 274

Revenue Blockchain Machine Learning Artificial Intelligence 274

Intercom, Inc.

AUGUST 27, 2018

In sales, it’s normal to spend hours rehearsing for an upcoming demo and fine-tuning the deck. But when it comes to the discovery call, many of us assume we can wing it. It’s strange because the discovery call is how we uncover critical information early in the sales cycle. Details like use case and a prospect’s fit for our solution help us prioritize our deals.

B2B 150

B2B Sales Revenue Pricing 150

Sales Enablement, SaaS and Growth

AUGUST 28, 2018

One of the questions I get asked most frequently is around building a sales enablement strategy and what that might look like. While each company, context and industry is different, I believe that there are some fundamentals that should form the blueprint of any sales enablement strategy. At a high level the strategy should convey what your team does, how it does it, goals and main initiatives for the year ahead.

Sales Enablement 122

Sales Enablement Scale Strategy Underperforming Technical Team 122

Incredo

AUGUST 31, 2018

Development 111

Development SaaS 111

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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.

Payment Solutions

Tom Tunguz

AUGUST 29, 2018

In a post earlier this week, I argued 1% of Salesforce’s revenues creates a unicorn. More broadly, I said that the biggest SaaS companies are so large, that they must have underserved customer segments. And there is an opportunity for a startup to identify that underserved segment, build a product to serve it better, and build a unicorn. I received a lot of comments about this post, but not the kind that I expected.

SaaS 123

SaaS Enterprise Startup Revenue 123

The SaaS CFO

AUGUST 27, 2018

How to Calculate the Rule of 40 in SaaS The rule of 40 in SaaS is simple financial framework that balances revenue growth versus margins. It’s a rule of thumb to quickly determine the health and/or attractiveness of a SaaS company. You’ve probably heard of the rule of 40, but the application of the formula […]. The post How to Apply the Rule of 40 for Your SaaS Company appeared first on The SaaS CFO.

SaaS 96

SaaS Revenue 96

Unbounce

AUGUST 28, 2018

If you run paid ads, chances are you have a mobile campaign or two (or two hundred) live right now. Whether we like it or not, most of us live tethered to our smartphones, relying on them to entertain us, keep us connected, and guide us to the nearest bike repair shop. And as such, behavior on mobile is shaping how marketers need to operate. Over the last four years, we were inundated with messages declaring it was finally “the year of mobile”, so much so that it felt like our industry was cryin

Mobile 95

Mobile Underperforming Technical Team Advertising Web Development 95

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. Make no mistake: we live in a digital world. For many of us, that’s also the primary channel through which we make an increasing number of purchases. Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life.

B2B 80

B2B B2C Banking Engagement 80

Intercom, Inc.

AUGUST 27, 2018

As your business grows, having an excellent customer support team who can keep up is critical. Ramping up that support team, however, is easier said than done. If you don’t have a process or tools in place to help scale your support team, you’ll be reinventing the wheel each time you onboard a teammate – redirecting precious time and resources away from the customers you should be helping.

Customer Support 141

Customer Support Technical Review Onboarding Engineering 141

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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

Totango

AUGUST 27, 2018

Join Totango at SAP Customer Experience LIVE in Barcelona! In today’s world, customers expect tangible value from their relationships with vendors; businesses need to generate profits and growth. To meet both customer needs and business demands, companies not only need a single view of the customer, they need to cultivate and manage a relationship that extends beyond the initial sale.

Innovation 67

Innovation Enterprise Retention Technology 67

FastSpring

AUGUST 28, 2018

Whether you’re creating ebooks, music, or software, you need to be able to sell your digital products on your website powered by WordPress. However, many businesses often realize that is easier said than done—especially when it comes to scaling globally. There are plenty of third-party tools out there to help you get an online store up and running on WordPress, however, your business can only get so far with piecemealed point solutions managing the ecommerce experience. .

Payment Methods 63

Payment Methods Merchant Services Payment Services Payment Solutions 63

Sales Hacker

AUGUST 29, 2018

Here are 5 key things that have to be top of mind when you’re developing a sales motion. Being called a ‘nice-to-have’ solution feels like a gut punch, especially when you know it’s not true. And it’s tough to shift that thinking once it’s in a prospect’s head. If they think of you that way, it means you haven’t created enough value in your sales conversations.

Development 66

Development Sales Technical Review Content Marketing 66

Intercom, Inc.

AUGUST 30, 2018

When customers visit your website or use your app, there’s an opportunity to engage and connect with them to increase their likelihood of taking a desired action. Video is one of the best ways to capture someone’s attention, and when paired with our Custom Bots and apps, you can turn that attention into action, automatically. Whether it’s to help convert a key account, to promote your latest product, ask for feedback, or just prompt them to start a chat, video can help.

Scale 132

Scale Sales Engagement Scaling 132

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

CloseSaaS

AUGUST 28, 2018

That’s a big claim, I know. Lend me your ear for a minute and I’ll tell you why it’s more than justified.

Sales 52

Sales 52

FastSpring

AUGUST 30, 2018

After months of planning, strategizing, and hard work—we are thrilled to announce our new and improved blog is live on the Fastspring site. When we started this project, we had a lot of big ideas for improving the look and feel of the blog. However, we decided to focus our efforts on making sure the FastSpring blog is a go-to resource for the latest ecommerce news, trends, and how-tos to help digital businesses around the world succeed.

Entertainment 60

Entertainment Education User Experience Trends 60

Sales Hacker

AUGUST 30, 2018

The post Empowering Your Sales Team Stand Out and Close More Deals appeared first on Sales Hacker.

Sales 63

Sales Technology 63

Intercom, Inc.

AUGUST 29, 2018

A set of core values makes it easier for everyone to navigate behavioral expectations at Intercom, and for individuals to see how they might thrive here. As head of the Brand Studio , I’ve watched our team scale in a very short period of time. Defining a small set of true values is key to making sure teams like ours can grow and adapt quickly, without the need for demoralizing micromanagement.

Branding 132

Branding Technical Review Innovation Trends 132

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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

ChurnZero

AUGUST 31, 2018

Automated alerts from a Customer Success platform can provide early indicators that could help you save an account, present opportunities to expand the account, and in general allow you to be proactive in contributing to your Customer’s Success. As you think through implementing alerts, here’s some potential points you may want to consider as triggers.

Scale 45

Scale Education Customer Lifetime Value Technical Review 45

Rakam

AUGUST 31, 2018

Event data analytics help a great deal in gaining potential insights regarding customers’ actions within your product. The data collected from users’ actions can help improve performance of an app or a website. As simple as it sounds, it’s quite tricky. One needs to have the right tools to analyze event data. These tools help track the behaviors and actions of customers within the products so that the researchers can monitor their activity, test new ideas, and gather excellent insights.

Data 40

Data 40

Sales Hacker

AUGUST 30, 2018

The post How to Get RevOps to Talk to Sales: Creating Alignment for Massive Revenue Growth appeared first on Sales Hacker.

Revenue 60

Revenue Sales 60

Outseta

AUGUST 31, 2018

By Geoff Roberts 5 min read With some vacation time now in our rearview we’re heading towards the home stretch of 2018, making it the perfect time to fill you in on what we’ve been up to at Outseta since our July company update. Here’s the latest and what’s to come. We now support Stripe as a payment gateway. When we launched our subscription billing and management functionality, we initially partnered with Forte Payment Systems as our payment gateway.

Payments 40

Payments Payment Solutions SaaS Payments Payment Methods 40

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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

Sales Hacker

AUGUST 29, 2018

The post The Ultimate Guide to Building a Killer Sales Pipeline with Chatbots & Conversational Marketing appeared first on Sales Hacker.

Marketing 57

Marketing Sales 57

Sales Hacker

AUGUST 30, 2018

The Winning By Design Blueprint Series provides practical advice for parts of a SaaS sales organization. In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. This can be through an email, a call, an in-person meeting etc. A prospect is a company or person who matches the profile of a client.

Scale 51

Scale Social Media B2C Sales 51

Sales Hacker

AUGUST 28, 2018

Talking about his background, secrets to prospecting , and top tips to becoming a successful account executive is John Barrows on this week’s episode! If you missed episode 21, check it out here: PODCAST 21: The Making of a Top-Producing Silicon Valley VP of Sales. What You’ll Learn. Prospecting with passion and enthusiasm. Handling objections effectively.

Consulting 49

Consulting Construction Technology Communication 49