Now Is The Time to Upgrade Your Discovery Funnel and Process


This post is by Jason Lemkin from SaaStr


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In talking to dozens of SaaS companies this week and past, it’s clear most of us are seeing a big slowdown in new deals.  Not all of us, but most of us. But one thing is still going on outside of the most impacted industries — discovery. In fact, in some cases, tech companies that are WFH have more time as customers to do discovery. I personally do.  This week, for the first time in years, I’ve tried out over a dozen vendors.  And what I’ve seen is:
  • Typos
  • Can’t handle load
  • Broken log-ins
  • SSO issues
  • Too-aggressive SDR follow-up
  • Copy that doesn’t address my use case
Here’s an app that was highly recommended this week.  I was excited.  And then after, I logged in: I can show a lot more examples. My simple idea is this:  Do a Discovery Audit Take a very fresh Continue reading "Now Is The Time to Upgrade Your Discovery Funnel and Process"

One Thing to Maybe Build Now: A Great Dashboard


This post is by Jason Lemkin from SaaStr


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Depending on who you are, and what you do, sales may or may not have slowed way down. But one thing I do know: the best SaaS companies will come out of this time with the strongest products. They will keep innovating. And I also know that the best investment you can make today is in your existing customers. The vast majority aren’t going anywhere, and may even upgrade to more seats. Even if the leads that haven’t closed yet are slowing way down. So what’s my #1 bit of advice for a product feature to build for your existing customers, and to prep for the market rebound? A dashboard. A really good one. I’ve done three different customer calls in three different contexts recently and heard variants of the same thing: If you haven’t built a true enterprise app yet, you likely won’t intuitively get why a dashboard matters.
Continue reading "One Thing to Maybe Build Now: A Great Dashboard"

SaaStr Podcasts for the Week with Mutiny and RevenueCat — February 14, 2020


This post is by Deborah Findling from SaaStr


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Ep. 307: Jaleh Rezaei is the Founder & CEO @ Mutiny, the startup that allows you to personalize your website for each and every visitor. Jaleh has raised from some of the best in the early stage business with Mutiny including the likes of Y Combinator, Uncork Capital and Cowboy Ventures on the fund side and then Mathilde @ Front, Henrique @ Brex and Shan-Lyn Ma @ Zola on the operator side. Prior to founding Mutiny, Jaleh spent an incredible 4 years at Gusto seeing their hypergrowth first hand as one of the first 10 employees. If that was not enough, Jaleh has also enjoyed advisory roles at both Google and Y Combinator.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss:
  • How Jaleh made her way into the world of SaaS as one of the first team members at Gusto and how that led to her founding Mutiny most recently?
  • What were Jaleh’s biggest takeaways from her time at Gusto? How did that time impact her operating mentality with Mutiny today? How did her time at Gusto teach her about the right way to build company culture? Where do so many go wrong with this?
  • What does Jaleh believe is the biggest problem in SaaS marketing today? How does Jaleh specifically use ABM to acquire customers and leads effectively? What price points is required for an ABM strategy to be viable?
  • How does Jaleh approach the issue of determining the success of marketing? Should marketing be held accountable to a number tied directly to revenue? How does brand marketing play into this? Where are the nuances here?  
Ep. 308: RevenueCat is managing tens of millions of dollars in mobile subscriptions and growing 20% a month. Most of us think a lot about standard b2b and Cloud subscriptions, but we’re still new to the issues, challenges and opportunities in mobile subscriptions. in this episode, RevenueCat CEO Jacob Eiting discusses managing millions in mobile subscriptions while growing 20% a month. This episode is sponsored by Owl Labs.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Jacob’s session at SaaStr Annual 2019.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Harry Stebbings
Jaleh Rezaei
Jacob Eiting Below, we’ve shared the transcript of Harry’s interview with Jaleh. Continue reading "SaaStr Podcasts for the Week with Mutiny and RevenueCat — February 14, 2020"

Should Your Free Edition … Be Even Free-er?


This post is by Jason Lemkin from SaaStr


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Aaron Levie and Karen Appelton, his ex-head of partnerships came to the 2018 SaaStrAnnual.com to talk partnerships and one point on “free” deeply resonated with me. Aaron said he wished his API could be 100% free for everyone, for everything.  He said he lamented that the reality was that wasn’t practical for Box’s current business — but he wished it could be. What did he mean?  What he meant was he knew that to win, to go big, to be ubiquitous … you want everyone and every partner using your web service.  Everyone.  That’s the best way for your brand to win, at least if you have a broad-based product like Box (or Adobe Sign or Slack or Zoom).  To get it into the hands of everyone.  To deploy it.  To integrate it.  To tell their friends.  To recommend Continue reading "Should Your Free Edition … Be Even Free-er?"

The Plaid Story: Integrating with 10,000 Institutions. On The Way to a $5 Billion Acquisition.


This post is by Louise Lee from SaaStr


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Plaid recently announced VIsa had acquired it for $5.3 billion dollars (!).  We were very fortunate to have CEO Zach Perret join us at the last SaaStr Annual and share their top 6 learnings and I thought it would be great to update it here. —  Jason
Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. But how do companies gain secure access to that data in the first place? Enter the platform company. Hear from Plaid co-founder and CEO, Zach Perret, as he walks through his lessons learned building Plaid and how it found itself at the center of the fintech ecosystem. Want to see more content like this? Join us at SaaStr Annual 2020. Zach Perret | Co-Founder and CEO @ Plaid Ari Levy | Sr.
Continue reading "The Plaid Story: Integrating with 10,000 Institutions. On The Way to a $5 Billion Acquisition."

SaaStr Podcast for the Week with Redpoint Ventures and Cloudflare — January 3, 2020


This post is by Deborah Findling from SaaStr


Click here to view on the original site: Original Post




       

Ep. 295: Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify and Gremlin all prior guests on the show I hasten to add. He is also the co-author of Winning with Data: exploring the cultural changes big data brings to business. Tom has also been named on the Forbes Midas Brink list. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. This interview originally aired as Episode 213 on February 26, 2019.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss:
  • How Tom made his way from creating software with his father in Brazil to being GP and forefront figure in the SaaS investment community as a GP at Redpoint today.
  • Annual contracts: To what extent do annual contracts dominate today? How does this differ when comparing enterprise to SMB? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? What are the dangers there? How does Tom think about calculating churn when it comes to multi-year contracts?
  • What were the findings on what good looks like when it comes to logo retention? How does this differ when comparing SMB to enterprise? What were the commonalities of leading indicators of churn? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? What is the right way to conduct a churn analysis?
  • Assisted vs unassisted: What does Tom believe are the leading benchmarks for both? How does this differ when comparing SMB to enterprise? How does the impact of a salesperson change the conversion rate? What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process?
  • How does Tom think about constructing comp plans the right way today? How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals?  

Ep. 296: The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers. With so many articles, investors, and outside opinions, the true, simple tasks of launching can get lost in the noise. In this session, Jen Taylor, Head of Products at Cloudflare, will share her expertise and teach you to forget the noise, stick to the basics, and use 5 easy steps to turn that idea into a reality.

This episode is sponsored by Brex.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Jen’s session at SaaStr Europa 2019. Jason Lemkin
SaaStr
Harry Stebbings
Tomasz Tunguz
Cloudflare Below, we’ve shared the transcript of Harry’s interview with Tom. Continue reading "SaaStr Podcast for the Week with Redpoint Ventures and Cloudflare — January 3, 2020"

Building Consumer Grade Enterprise Products with Invision, Box, Google Maps and Crunchbase (Video + Transcript)


This post is by Louise Lee from SaaStr


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With the complexity of multiple stakeholders and the increasing purchasing influence of end users, the bar is higher than ever for enterprise UX as companies pioneer business models beyond traditional SaaS. Learn how to apply consumer grade growth, engagement, design, and prioritization strategies to increase adoption within your products. Want to see more content like this? Join us at SaaStr Annual 2020. Ciara Peter | VP of Product @ Invision Studio Bela Stephanova | Senior Director @ Box Product Management Craig Villamor | Design Director @ Google Maps Shanee Ben-Zur | Head of Marketing & Growth @ Crunchbase   FULL TRANSCRIPT BELOW Please welcome Invision Studio VP of Product, Ciara Peter, Box Product Management, Senior Director Bela Stepanova, Google Maps Design Director Craig Villamor, and Crunchbase Head of Marketing and Growth. Shanee Ben-Zur.

Ciara Peter | VP of Product @ Invision Studio

Ciara: Hey, guys. Very
Continue reading "Building Consumer Grade Enterprise Products with Invision, Box, Google Maps and Crunchbase (Video + Transcript)"

How to Build your Marketing Stack with Gorgias and OpenClassrooms (Video + Transcript)


This post is by Louise Lee from SaaStr


Click here to view on the original site: Original Post




There is no shortage of options when it comes to building your marketing technology stack. But with the seemingly endless options, how do companies navigate what to handle in-house and what to outsource? This session weighs the options to create the right combination for your martech strategy. Want to see more content like this? Join us at SaaStr Annual 2020. Guillaume Cabane | Founder, Growth @ Ex Machina Alice Default | Co-Founder and CEO @ Double Pauline Fumeron | Marketing Automation Manager @ OpenClassrooms   FULL TRANSCRIPT BELOW Guillaume: And today we’re going to talk about how to build your marketing stack. So I invited both Alice and Pauline because they represent different stages of startup life with different types of MarTech Stack progress, but first I want to give you a quick outlook on what I’m seeing. I’ve worked at multiple high growth SaaS businesses as a
Continue reading "How to Build your Marketing Stack with Gorgias and OpenClassrooms (Video + Transcript)"

Developers and Engineers! Here’s everything you CAN’T miss at this year’s Annual.


This post is by Deborah Findling from SaaStr


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Are you a developer coming to SaaStr Annual 2020 but afraid there might be not quite enough content for you? Have no fear, we have got you covered. From large scale mainstage sessions to intimate workshops and even a dedicated lounge, we are carving out some of SaaStr Annual just for developers and engineers. If you can’t make it through this post before checking out the landing page and buying tickets – click here now! Not sold quite yet? There’s more info below!   For developers attending SaaStr this year, here are our session picks you absolutely can’t miss!