1.
From folks at SaaStr Annual 2017
#learnings
SAASTR101

2.
Pendo.io
THERE ARE QUITE A LOT OF
SAAS PRODUCTS…BETTER
CONSOLIDATE AND MAKE IT
EASIER FOR YOUR CLIENTS
Adriane Goetze
@pendoio
SaaStr 101 by Perennial Systems

3.
Pendo.io
BETTER FOCUS ON YOUR
CUSTOMER SUCCESS THAN
YOUR OWN AND YOU WILL
WIN
Rupert Bonham Carter
@klipfolio
SaaStr 101 by Perennial Systems

4.
Pendo.io
MAKE FRIENDS WITH
FELLOW SAAS COMPANIES,
YOU NEED THEM TO SELL
TO YOUR CLIENTS
Zach Lundgreen
@goGrow
SaaStr 101 by Perennial Systems

5.
Pendo.io
BETTER CREATE APIs AS
SAAS PRODUCT IS NOT
ABOUT YOU BUT ADDING
VALUE TO ECOSYSTEM
James Arcieri
@IBM
SaaStr 101 by Perennial Systems

6.
Pendo.io
TREAT EVERY SINGLE
CUSTOMER LIKE GOLD
Mike McCarthy
@fusebill
SaaStr 101 by Perennial Systems

7.
Pendo.io
IT IS EASIER TO BUILD A
SALES TEAM IN
TENNESSEE. GO VOLS!
Brandon Bruce
@cirrusinsight
SaaStr 101 by Perennial Systems

8.
Pendo.io
ENGAGE YOURSELF WITHIN
THE SALES PROCESS WITH
CUSTOMER STORIES
@SalesLoft
SaaStr 101 by Perennial Systems

9.
Pendo.io
WORK WITH CUSTOMERS
THAT ARE GOOD FIT. IT
HELPS GROW FAST WITH
MINIMAL EFFORTS
@engagio
SaaStr 101 by Perennial Systems

10.
Pendo.io
DATA IS POWERFUL.
@lookerData
SaaStr 101 by Perennial Systems

11.
Pendo.io
CONTENT HELPS YOU GET
QUALITY LEADS ONLY IF IT
ADDS VALUE TO YOUR
CUSTOMERS
@datanyze
SaaStr 101 by Perennial Systems

12.
Pendo.io
UNDERSTAND YOUR KEY
SAAS METRICS TO DRIVE
YOUR GROWTH
@saasoptics
SaaStr 101 by Perennial Systems

13.
Pendo.io
THE POWER OF FACE TO
FACE MEETINGS HELPS
BUILD RELATIONSHIP TO A
HIGHER LEVEL
@GartnerDigital
SaaStr 101 by Perennial Systems

14.
Pendo.io
LEARN FROM THE EBOOKS
AND BLOGS AS YOU BUILD
YOUR PRODUCTS
@Zuora
SaaStr 101 by Perennial Systems

15.
Pendo.io
SHUT UP AND LISTEN TO
YOUR CLIENTS. YOU WILL
SELL A LOT MORE THIS
WAY.
@Gong_io
SaaStr 101 by Perennial Systems

16.
Pendo.io
BE MORE PERSONAL WITH
YOUR CUSTOMERS. IT
WORKS!
@intercom
SaaStr 101 by Perennial Systems

17.
Pendo.io
WHEN YOU SEE
EVERYTHING AS A
PROCESS YOU BUILD
TOOLS. WHEN YOU SEE IT
AS A PROBLEM YOU
DISRUPT THE ENTIRE
INDUSTRY.
Ankur Srivastava
@SwarmSales
SaaStr 101 by Perennial Systems

18.
Pendo.io
BETTER WORK ON
RETAINING YOUR
CUSTOMERS, IT IS 5-25
TIMES EXPENSIVE TO
ACQUIRE A NEW
CUSTOMER
Abby Hammer
@churnzero
SaaStr 101 by Perennial Systems

19.
Pendo.io
PAY ATTENTION TO THE
DETAILS AND DON’T SELL
STUFF. MAKE BETTER
CUSTOMER STORIES.
@chargebee
SaaStr 101 by Perennial Systems

20.
Pendo.io
CAPTURE THE CUSTOMER
VOICE TO MAKE THE BEST
POSSIBLE PRODUCT!
@MOO
SaaStr 101 by Perennial Systems

21.
Pendo.io
THE BIG THING THAT YOU
NEED TO DO WHEN THE
CUSTOMER SIGNS UP IS TO
ENSURE THAT THEY
EXPERIENCE THE AH-
MOMENT RIGHT AWAY.
Lloyed Lobo
@BoastCapital
SaaStr 101 by Perennial Systems

22.
Pendo.io
BUILD A BRAND THAT YOUR
CUSTOMERS CAN CRUSH
OVER – THEY WILL BE YOUR
BIGGEST ADVOCATES AND
HELP YOU GROW.
Paige Musto
@ActOnSoftware
SaaStr 101 by Perennial Systems

23.
Pendo.io
START SMALL. DREAM BIG.
DON’T BE SCARED.
Justin Lane
@xactly
SaaStr 101 by Perennial Systems

24.
Pendo.io
FOCUS ON THE PROBLEMS
THAT YOUR TECHNOLOGY
SOLVES INSTEAD OF THE
FEATURES IT OFFERS.
Kevin Blessum
@DialSource
SaaStr 101 by Perennial Systems

25.
Pendo.io
COLLECTIVELY INNOVATE TO
BRING CHANGE THAT
BENEFITS EVERYONE IN THE
INDUSTRY.
@bandwidth
SaaStr 101 by Perennial Systems

26.
Pendo.io
FOCUS ON BUILDING A
STRONG PRODUCT THAT
SELLS ITSELF.
Jenna Theisen
@DialpadHQ
SaaStr 101 by Perennial Systems

27.
Pendo.io
SUCCESSFUL CAMPAIGNS
ARE NOT THE ONES YOU
PLANNED. BETTER BE
CREATIVE.
Maguire Mealy
@showpad
SaaStr 101 by Perennial Systems

28.
Pendo.io
USE MACHINE LEARNING.
@RiskIdent
SaaStr 101 by Perennial Systems

29.
Pendo.io
PEOPLE DON’T BUY
PRODUCT, THEY BUY WHAT
YOU MAKE THEM BELIEVE.
@WalkMeInc
SaaStr 101 by Perennial Systems

30.
Pendo.io
SAASTR ANNUAL IS MUST
ATTEND FOR SAAS
FOCUSED ORGANISATIONS
TO LEARN, VALIDATE AND
GROW.
@SimilarWeb
SaaStr 101 by Perennial Systems

31.
Pendo.io
DON’T JUST LISTEN,
ENGAGE WITH YOUR
CUSTOMERS.
@mixmax
SaaStr 101 by Perennial Systems

32.
Pendo.io
BE PROACTIVE IN
SUPPORTING YOUR
CUSTOMERS.
@freshdesk
SaaStr 101 by Perennial Systems

33.
Pendo.io
GET THE FIRST FEW
CUSTOMERS DELIGHTED TO
BE SUCCESSFUL IN SAAS.
@Gliderai
SaaStr 101 by Perennial Systems

34.
Pendo.io
MEASURING CUSTOMER
SUCCESS IS IMPERATIVE
FOR SAAS BUSINESS TO
GROW.
@asknicely
SaaStr 101 by Perennial Systems

35.
Pendo.io
DATA DATA DATA…
@FirstData
SaaStr 101 by Perennial Systems

36.
Pendo.io
HIRE THE RIGHT PEOPLE.
@Sisense
SaaStr 101 by Perennial Systems

37.
Pendo.io
FOCUS ON SHIPPING CODE
FASTER.
@circleci
SaaStr 101 by Perennial Systems

38.
Pendo.io
BETTER OUR COMMUNITY
THROUGH SAAS.
@Teamableme
SaaStr 101 by Perennial Systems

39.
Pendo.io
LEVERAGE INDUSTRY
LEADING MARKETPLACE
AND PLATFORM TO HELP
SCALE AND GROW
BUSINESS.
Colin Casey
@partnerforce
SaaStr 101 by Perennial Systems

40.
Pendo.io
GREAT PLACE TO SHARE
IDEAS AND LEARN FROM
SO MANY PEOPLE AT
SAASTR.
@CloudElements
SaaStr 101 by Perennial Systems

41.
Pendo.io
DATA AND AI ARE KEY FOR
SAAS.
@Invis_Solutions
SaaStr 101 by Perennial Systems

42.
Pendo.io
NAIL YOUR NICHE!
@motoceo
SaaStr 101 by Perennial Systems

43.
Pendo.io
THE FIRST VALUATION IS
ALWAYS OVER PRICED!
@LighterCapital
SaaStr 101 by Perennial Systems

44.
Pendo.io
THE SAAS COMMUNITY IS
SMALL BUT HAS
POWERFUL IMPACT
@Intacct
SaaStr 101 by Perennial Systems

45.
Pendo.io
SHARE THE RIGHT
MESSAGE WITH THE RIGHT
USER BASE AT THE RIGHT
TIME.
@UserIQ
SaaStr 101 by Perennial Systems

46.
Pendo.io
MARKETERS NEED TO
ADAPT TO THE
ENGAGEMENT ECONOMY.
@marketo
SaaStr 101 by Perennial Systems

47.
Pendo.io
CREATE MORE
CONVERSATIONS.
@ZoomInfo
SaaStr 101 by Perennial Systems

48.
Pendo.io
BUILD BETTER CUSTOMER
RELATIONSHIP BY BEING
ON PHONE WITH THEM ON
A CONTINUOUS BASIS
@aircall
SaaStr 101 by Perennial Systems

49.
Pendo.io
OUTAGES HAPPEN BUT
HOW DO YOU RECOVER.
@leasewebusa
SaaStr 101 by Perennial Systems

50.
Pendo.io
THE BEST SALES
PROFESSIONALS IN SV ARE
STARTING TO THINK LIKE
VCs WHEN IT COMES TO
DATA AND PROSPECTING
@mattermark
SaaStr 101 by Perennial Systems

51.
Pendo.io
PRODUCT DEVELOPMENT IS
NOT JUST ENGINEERING –
IT’S A WHOLE TEAM
CONTRIBUTION
@datafoxco
SaaStr 101 by Perennial Systems

52.
Pendo.io
BEST DECISION WE MADE
WAS STOPPING FREE
TRIAL.
@sellsy_app
SaaStr 101 by Perennial Systems

53.
Pendo.io
KEEP SHOWING RESULTS.
@smartbookscorp
SaaStr 101 by Perennial Systems

54.
Pendo.io
FIRST UNDERSTAND YOUR
CUSTOMERS AND INVEST
TIME TO LEARN WHAT THEY
NEED.
@algolia
SaaStr 101 by Perennial Systems

55.
Pendo.io
TAKE GOOD TIME TO BUILD
THE COMPANY’S CULTURE.
@JustworksHR
SaaStr 101 by Perennial Systems

56.
Pendo.io
SAAS DOES NOT WORK
WITHOUT GOOD DATA!
@LeadGenius
SaaStr 101 by Perennial Systems

57.
Pendo.io
FOCUS ON YOUR
CUSTOMERS KEY BUSINESS
OBJECTIVES.
@clientsuccess
SaaStr 101 by Perennial Systems

58.
Pendo.io
GATHER FEEDBACK FROM
YOUR CUSTOMERS TO
IMPROVE YOUR PRODUCT.
@delighted
SaaStr 101 by Perennial Systems

59.
Pendo.io
STAND OUT! IT’S NOT GOOD
TO BLEND IN!
@gooddata
SaaStr 101 by Perennial Systems

60.
Pendo.io
IF YOU CAN’T MEASURE
YOU CAN’T IMPROVE THAT!
@insightsquared
SaaStr 101 by Perennial Systems

61.
Hope you enjoyed the learnings …
#learnings
SAASTR101

62.
THANK YOU
Pras hant Sac hdev
Follow me @ pr as hantsachdev
Pr oduc t Innovation & Str ategy