How We Keep Distractions From Killing Our Business

Losing focus throughout your day can be deadly. Here’s how we deal with it. “Hey, do you have a sec?” Six words that can absolutely destroy productivity. There have been times where they nearly destroyed ours. When repeated over and over and over again over days and weeks and months, “having a sec” can rob an otherwise productive and effective person of hundreds of hours of good work. When I moved on from my last company—and its SoHo loft with an open office arrangement—I thought that I’d be leaving those taps on the shoulder behind. I thought that with a remote team, it’d be easier for us to buckle down and do our work. But as it turns out, tools like Slack don’t just evolve to empower our best behaviors; we also have a sneaky way of using them to fall back into bad habits, too. This is what
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How to use interactive website questions w/Qualaroo to improve lead qualification

Guest post from our friends at Qualaroo, who we met during the writing of From Impossible To Inevitable (we mentioned them on pg 69 in Part 2: Create Predictable Pipeline).  Enter Qualaroo… Sales revenue keeps your SaaS business afloat, but it can’t be the only metric you track. Sales data only looks backwards at deals you’ve already closed, giving little indication of what’s to come. Read more on How to use interactive website questions w/Qualaroo to improve lead qualification…
The post How to use interactive website questions w/Qualaroo to improve lead qualification appeared first on Predictable Revenue.

Engineering Metrics: Grow Your Business with Outcomes, Not Activity

Right from the start, Melanie Ziegler knew she wanted to work in engineering. Straight out of college, she began her career journey, moving rapidly through the ranks of innovative engineering teams, first at Texas Instruments and soon thereafter at expansion stage startup Merit Technology in Dallas. Later on, she took on VP roles with a number of software companies including Advanced Visual Systems and VFA at which she led engineering and product development. In 2011, she brought her expansive experience to a new audience when she launched her own consulting firm, MSZ Consulting, LLC, to provide high-impact advisory and leadership services to early-stage and expansion-stage software companies. The latest in Ziegler’s long list of impressive accomplishments is founding VPE Forum to provide Engineering VPs & CTOs at rapidly growing software companies with a high-caliber peer environment where they can collaborate on solutions and share best practices. “I saw early
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The Clandestine Statisticians Who Changed the Course of the War

They operated from a clandestine apartment in Harlem, a block from Columbia University at 401 West 118th Street. A cell comprising 18 of the most respected American mathematicians and statisticians spirited datasets up the stairs, analyzed them, and stole to Washington DC on military aircraft to present the results of their rumination to the admirals of the Navy and the Marines, the generals of the Army, Marines, and Air Force during the Second World War.

The Clandestine Statisticians Who Changed the Course of the War

They operated from a clandestine apartment in Harlem, a block from Columbia University at 401 West 118th Street. A cell comprising 18 of the most respected American mathematicians and statisticians spirited datasets up the stairs, analyzed them, and stole to Washington DC on military aircraft to present the results of their rumination to the admirals of the Navy and the Marines, the generals of the Army, Marines, and Air Force during the Second World War. Allen Wallis, Director of SRG said of his team, “This was surely the most extraordinary group of statisticians ever organized.” And their impact is hard to overstate.
During the Battle of the Bulge in December 1944, several high-ranking army officers flew to Washington from the battle, spent the day discussing the best settings on proximity fuses for air bursts of artillery shells against ground troops and flew back to the battle so they could Continue reading "The Clandestine Statisticians Who Changed the Course of the War"

Pingpad hitches wagon to Slack with new collaboration tool aimed at enterprise

Young business people collaborating on project. Today, Pingpad, which launched last year as a consumer mobile app, did an about-face, announcing it has built a collaboration tool on top of the popular Slack enterprise communications platform. It shut down the consumer mobile app recently to concentrate on this approach. Ross Mayfield, one of the founders of PingPad, has been around since the earliest days of Enterprise 2.0, founding… Read More

Secrets: What is that one secret that you can never share with anyone?

As a founder, the biggest secret you can never share with anyone, somewhere between Customers 1 and Scale is … that you won’t make it. That’s there really no hope. In the super early days, before any customers, any revenue, there’s no need to pretend. Everyone knows you have no revenue. That’s the plan is to get some. It’s OK. That’s all in the future. Then the time comes after your first customer, when even though you have some revenues … you will never get there. You’ll never get enough customers to make it, to take off, to get to the next level. Or even just to make payroll. You can’t tell anyone. Not really. If they see fear in you, if they see you don’t believe you’ll ever get from $10,000 a year in revenues to $10,000,000 in any sensible amount of time … they’ll all leave. Or at Continue reading "Secrets: What is that one secret that you can never share with anyone?"

Why do parasitic people make good entrepreneurs?

Well, of course not. But many great first time founders end up with one co-founder that is a bit … parasitic. Someone that really doesn’t contribute value anywhere close to his equity stake, and worse, as the company makes progress, tends to create issues and drama. However … What I’ve learned is founders have to figure this out on their own. It’s not always obvious to us on the outside what “missing piece” founders think they have. Often times, this semi-parasitic co-founder, or advisor, or other resource … makes the CEO feel like his missing piece, his hole, is filled. For now. They’ll figure it out, the good ones always do. The resolution is often expensive and drama-filled. But tell someone that a person on their core team is a parasite? Or force someone to part too early with their parasite? Not sure this really works, either. Point out the Continue reading "Why do parasitic people make good entrepreneurs?"

Last 20 Tickets to SaaStr L.A. Summer Social THIS WEDNESDAY

Screen Shot 2016-08-08 at 7.47.14 AMOk we’ve released the final 20 tickets to the L.A. Summer Social, this Wednesday, from 4-8pm at Cornerstone OnDemand in Santa Monica. We’ll have 3 amazing SaaStr-style Q&A sessions on raising $30m+ in capital, scaling to $10m ARR and beyond, and Building a Unicorn. Get your tickets NOW here.

2016 Expansion Report: Benchmarks for Sales

Editor’s NoteThe following is an excerpt from OpenView’s 2016 Expansion Report: Benchmarks for Sales. You can access the full report here. You can also check out this year’s Customer Success report here. Sales teams have been a central part of a business’ Go–to–Market strategy for decades, but the maturation of the high–tech industry is causing them to evolve. The growth of inside sales and inbound marketing in particular are changing the way sales teams are structured and measured. These changes can make it hard for sales leaders to accurately assess the performance of their sales teams. OpenView’s 2016 Benchmarks for Sales report, produced in partnership with InsightSquared, is designed to provide context to the tech sales landscape so sales leaders like you can benchmark your teams and answer questions like: