Each week, we collect and disseminate the best new ideas targeted at senior managers in expansion stage software companies. This week we ask: why do SaaS companies do poorly at making usable product and can a simple sales process boost your valuation?

1. Viewing Value
May 19, 2010 Help Us Share the View
Tweet This! I get great valuable tips on
building my company from the OpenView
team. You should too!
Each week, we collect and disseminate the best new ideas targeted at senior managers of
expansion stage companies.
Have you seen our latest videos?
Watch our newest videos to learn about our processes and hear what our portfolio companies
have to say.
Latest from the OpenView Team
Why Do SaaS Companies Suck at Making Usable Products?
It seems that some SaaS companies pay so little attention to the usability of their software from a
typical customer's perspective. Remember, not everyone is a CTO or developer. Check out this
post to learn the 5 reasons why SaaS companies seem to forget the customer and how to avoid
making unusable products.
How to Increase Your Sales by Painting Pictures
Getting your key prospects to picture exactly how they can utilize your software in their day to day
lives can make it much easier to close the sale. If they can imagine using the product even
before they have signed the dotted line, picture how seamless it could be to sell more. Read this
post to learn how to create and use metaphors in order to make the sale.
What Does your EULA, SAAS, or Master Services Agreement Say About
You?
Is your EULA or master services agreement sending the wrong message? These important
documents should be signaling that your company is serious and that your business is
transparent. Read this post and put your EULA to the test.
2 Ways to Decode Influence Marketing
You've been hearing a lot about influence marketing, but do you know how it works? There are
several schools of thought on how influence works. In the end, it is all about understanding your
target segment and developing or adopting an approach that works best for your target. Check
out this post to see 2 popular models and start influencing!
Top Ideas from the Industry
How Simplifying Your Sales Process Can Boost Your Valuation
(forentrepreneurs.com)
It all starts with an innovative product or service, but how do you get your company to the next

2. level? It is crucial to plan out your sales process and assess your cost of customer acquisition in
order to get the high valuation you are seeking from investors. Read this post from David Skok to
understand 8 ways you can simplify your sales process
How to Ripen Your Leads in 160 Days (startwithalead.com)
We are sure that some of the leads your sales teams are calling are green bananas. By staying in
contact with these leads, your company can be positioned as a trusted adviser so when the
banana is ripe, the sale is yours. This post from Brian Carroll offers some great advice on getting
a solid lead nurturing system in place as well as providing an actionable plan.
10 Quick Steps to Drive Traffic and Sales TODAY (amandahudson.com)
Many senior managers are facing the task of increasing traffic to their website. Don't have time to
read the post? Create a step by step plan for a particular process your target audience wants and
post it to your site. Be sure to check out the 10 quick and free ideas to get your prospects
crawling to your site and buying your products.
Be a Better Leader without Saying a Word (hbr.org)
Leaders can sometimes communicate more without words than with them. What matters is poise
and conviction. Are you saying the right things? Here are 3 steps to leading without speaking.
Additional Resources
Read our success stories.
Meet the Team.
News from the Portfolio.
To learn more about OpenView Venture Partners, visit www.openviewpartners.com
Read our latest blog posts at www.blog.openviewpartners.com