Tom Tunguz

JUNE 20, 2020

This post is part of a series leading up to SaaS Office GTM Edition on June 24 in which we’re reviewing the results of the 2020 Redpoint GTM survey. Today, we’re answering the question: how do teams grow as a startup scales? We can derive the table above if we look over the entire respondent base and bucket headcount by ARR. The median startup with between 1-5M in ARR will have 12 engineers, 6 in sales and 3 in marketing.

Scale 339

Scale Scaling Sales Hiring Software Review 339

SaaStr

JUNE 24, 2020

I’ve been investing just long enough now to see start-ups fall out of product-market fit. When I started blogging on SaaStr.com back in 2012 (!), I didn’t really think this happened. I thought folks got out-sold, lost to the competition, and even failed to evolve. But I didn’t get that apps with happy customers, and some real traction, could fall out of product-market fit.

Product Marketing 363

Product Marketing Sales Hiring Marketing Startup 363

Chart Mogul

JUNE 25, 2020

PR for SaaS businesses doesn’t have to be hard or complicated. With the right approach, you can turn more of the “no’s” into “yes’s” and get valuable media mentions for your business from sites like Forbes and Fast Company. Here’s how. Media coverage can have a huge impact on your business. Content Marketing Institute reports that B2B companies are 21-23% likelier to achieve success with their content marketing if they use PR.

SaaS 101

SaaS Business Construction Content Marketing 101

Totango

JUNE 26, 2020

The COVID-19 pandemic increased the risk of customer churn across almost every industry. Forrester predicts that software growth as a whole will slow down to two to four percent or may be flat if a recession occurs. However, you still have a say in how well your business makes it through this period. COVID-19’s effect on customer churn may have already begun, but there is still plenty you can do to increase customer engagement and retain the customers you have worked hard to win.

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Churn Telecommunications Customer Lifetime Value Retention 95

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Payment Solutions

SaaStr

JUNE 22, 2020

These days, if you raise money at a >=$80m-100m valuation, and are oversubscribed, most bigger Silicon Valley VC firms will offer to provide some founder liquidity. And these days, the valuations where it is offered is creeping down a bit as bigger funds do earlier stage deals. It’s not out of the goodness of their hearts. It’s so they can buy more and/or win the deal.

Finance 253

Finance Pricing Marketing Leadership 253

Sales Hacker

JUNE 26, 2020

Pretend you wake up tomorrow to your government ordering everyone to stay at home. All non-essential businesses now have to shift to fully remote teams while those that can’t, cease operations until further notice. Today, we are all experiencing this new reality. RELATED: The State of Sales: Pandemic Adaptation Survey (Report). All too often, crises come without warning, forcing your business to adapt.

Communication 79

Communication Strategy Technical Review Systems Review 79

Chargebee

JUNE 25, 2020

The Top 5 SaaS metrics that every CFO needs to combat the pandemic-triggered recession plus its uncertainties.

Metrics 98

Metrics SaaS 98

Sales Hacker

JUNE 23, 2020

Does LinkedIn InMail actually work for lead generation? The short answer is, it depends. LinkedIn has a reputation for high engagement for sales and high cost for marketing. And plenty of B2B brands already use the paid features of LinkedIn to great effect. That’s why the more important question isn’t whether InMail works, but whether it will work at scale, within your budget.

Scale 99

Scale Scaling Advertising B2B 99

Tom Tunguz

JUNE 25, 2020

Yesterday, we shared the Top 10 Learnings from the 2020 Redpoint GTM Survey at SaaS Office Hours. The presentation is embedded below. It contains data on go to market team structure, performance by sales function, marketing spend benchmarks, and customer success priorities. I want to thank Nick Giometti who parsed and processed the data and taught me (an R user) a lot about python and pandas along the way.

Headcount 364

Headcount Scale Benchmarks Retention 364

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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

The Daily Egg

JUNE 24, 2020

The best cloud storage service is Google Drive. For a more in-depth look at the best cloud storage services, check out reviews of our five favorites below. Looking for a way to save room in your office? Or maybe you want to be able to access files remotely? Or maybe you just need a place […]. The post Best Cloud Storage Services appeared first on The Daily Egg.

Cloud 363

Cloud 363

SaaStr

JUNE 23, 2020

One of the very firm SaaStr-isms what that while $0-$1m ARR is Impossible, and getting from $1m-$10m ARR is Unlikely … that getting from $10m to $100m ARR is Inevitable. Let’s take a look at a version of that basic math. Today, the very best SaaS companies are scaling faster than ever. Often 200% or even 300% at $10m ARR. Look at Zoom, Slack, Datadog, UiPath etc.

Scaling 354

Scaling Retention Revenue SaaS 354

Predictable Revenue

JUNE 22, 2020

On the average cold call, you may have fewer than 30 seconds to give prospects a compelling enough reason to continue engaging with you. How can you even begin to forge a relationship in such a short period of time? The post 5 Tips to Building Rapport on a Cold Call appeared first on Predictable Revenue.

Engagement 284

Engagement Revenue 284

Intercom, Inc.

JUNE 23, 2020

The internet is moving more businesses and people online, and driving a huge increase in inbound support volume. Meanwhile customer expectations are rising – they expect better experiences and immediate support resolutions. The internet is also driving an explosion in customer choice, allowing them to easily switch to businesses who provide better experiences.

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Customer Support Scale Underperforming Technical Team Scaling 245

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

The Daily Egg

JUNE 23, 2020

A good project management software keeps track of your teams to-dos, responsibilities, and goals. The best project management software goes even deeper than that. It helps managers track their employee’s workloads and provides a good look at how your resources are allocated for certain projects. If you’re looking for a good project management software for […].

Software Review 277

Software Review Software Management 277

SaaStr

JUNE 21, 2020

Q: Can B2B sales ever be 100% automated? Of course it can. It is called self-service. And it works great, up to a point. The question is, do you want to do better than that? Do you want to sell deals much more than $299 / month? Prospects really want to a live human before putting much more than that, at least to start, on a credit card. Do you want to close more of the potential seats / revenue up front?

B2B 312

B2B Enterprise Sales Branding 312

Predictable Revenue

JUNE 26, 2020

COVID-19 established a new reality, forcing businesses to close their doors or adapt to new working conditions. Such drastic changes also had a negative impact on numerous workers who couldn’t handle working from home or felt pressured. Did you know that your sales team is the one that is affected the most by the new virus? The post How COVID-19 Impacts Your Sales Team appeared first on Predictable Revenue.

Sales 246

Sales Revenue Business 246

Intercom, Inc.

JUNE 22, 2020

In-app messaging is a key component of a strong customer engagement strategy – one that reaches users at the right place, at the right time, and is consistent across platforms. With our recent launch of Mobile Carousels , we tapped into the possibility of creating and nurturing better customer relationships through mobile. Here, we take a deep dive on in-app messaging – defining exactly what it is and how to make it work best for your customers.

Mobile 235

Mobile Onboarding Engagement Churn 235

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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

Unbounce

JUNE 24, 2020

How often do you reflect on the ways technology changes your life as a marketer? I’m not talking full-on paradigm shifts here. (“We do our marketing… on the internet.”) I mean the sly, step-by-way manner in which new tech slides neatly into your existing stack and subtly reframes the game on you. These changes don’t always alter your job in dramatic ways, but they eliminate the hassles and headaches.

Artificial Intelligence 145

Artificial Intelligence AI Search Machine Learning Marketing 145

SaaStr

JUNE 25, 2020

One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. All the questions still hold today, interestingly. We did an update of that classic post below together with this brand new video on the topic: Use this script for hiring that first VP of Sales. It works. Ready to hire your first VP Sales? But haven’t done it before?

Sales Hiring 298

Sales Hiring Scale Interviewing Sales 298

Predictable Revenue

JUNE 25, 2020

Remote work takes an increased commitment to open communication, support, and accountability for all involved. How can we empower teams to navigate a remote work environment? The post Managing up as an individual contributor on a remote team appeared first on Predictable Revenue.

Management 165

Management Communication Revenue 165

Intercom, Inc.

JUNE 22, 2020

This year has unfolded in ways that nobody could have predicted, testing us in all sorts of unprecedented ways. But it’s how we react in the face of adversity that matters – this is how we’re going to mark Pride 2020 at Intercom. At InterProud, our employee group for our LGBTI+ employees and allies, we were hoping to build on the success of last year’s celebrations and events , where we partnered with BeLonG To Youth Services , a charity that does incredible work to support LGBTI+ yo

Company Culture 223

Company Culture Education 223

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Payment Solutions

Andreessen Horowitz

JUNE 25, 2020

This first appeared in the monthly a16z fintech newsletter. Subscribe to stay on top of the latest fintech news. . IN THIS EDITION. A contrarian take on recovery prospects. The pandemic’s impact on real estate. Big fintech seeks partners to. … The post A contrarian take on recovery prospects; Big fintech goes global; Behind the Hertz stock snafu, and more appeared first on Andreessen Horowitz.

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SaaStr

JUNE 21, 2020

Our YouTube views continue to hit records during these Shelter+ times. What are folks watching the most this week? Let’s take a look at the Top 10 Videos of the Week (that weren’t also in the Top 10 last week or so): #1: A Decade of Learnings From Y Combinator with CEO MIchael Seibel. This one always floats near the top. #2: “The Cadence: How To Turn Your SaaS Startup into an Army” with David Sacks, Craft Ventures and ex-CEO Yammer and ex-COO of PayPal.

Scale 244

Scale PayPal Cloud Startup 244

Neil Patel

JUNE 23, 2020

E-commerce is booming. There are currently 24 million e-commerce sites and counting. And with only 12% of sales taking place online , you can expect there to be massive growth in the years to come. So if you want to create an online business, one of the best ones to create is an e-commerce store. But how do you market it? How do you grow your traffic?

Marketing 145

Marketing Social Media B2C Scale 145

Intercom, Inc.

JUNE 24, 2020

The Conversational Support Funnel helps modern support teams provide personal, efficient support to customers, at any scale. Learn how to set up and optimize the funnel with the new Starter Kit guide ??. Here’s the predicament: today, customer expectations are at an all time high. At the same time, support teams are grappling with a rise in conversation volumes.

Customer Support 210

Customer Support Scaling Metrics Management 210

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

Andreessen Horowitz

JUNE 23, 2020

During COVID-19, sales teams face a set of twin challenges – reduced IT budgets in an uncertain market and selling when business is virtual. Already half of B2B companies have r educed their budgets by over 40%. Overall, IT … The post 16 Questions for Selling in COVID-19 appeared first on Andreessen Horowitz.

Education 145

Education B2B Sales Marketing 145

SaaStr

JUNE 20, 2020

Q: I’m Head of Product and I think our CEO is actively recruiting a VP of Product. What should I do? Go talk to your CEO. It’s totally fine to do that. You just … don’t know. A few additional thoughts and learnings: If you are potentially being “topped”, be a bit Zen about it. Don’t see it as a threat. It may mean you need to find another role, or another start-up at some point.

Interviewing 242

Interviewing Management Leadership 242

Unbounce

JUNE 25, 2020

Georgia sells boutique hot sauces online and she’s starting to get some traction. With five years of marketing experience under her belt, she launched her store on Shopify as a side hustle. It’s blown up since then, allowing Georgia to turn peppery products into her full-time gig. To manage growing demand, she relied on an ecomm agency that promised her 7X ROAS.

Scale 144

Scale Sales Software Review Branding 144