How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 key levers within the funnel:
1) Product/Market fit
2) Top of the funnel flow
3) Conversion rate
4) CAC (customer acquisition cost)
5) Number of sales people
6) PPR (productivity per rep)
7) Getting enough leads
8) Pricing
9) Customer retention rate
10) Dollar retention rate
11) Months to recover CAC
12) Recruiting, onboarding & management
Slack's Ali Rayl on Scaling Support for User GrowthHeavybit
In this Heavybit Speaker Series Presentation, Ali Rayl talks about building Slack's Support Stack particularly after the company's exponential growth spikes. Ali Rayl is the Director of Quality and Support at Slack where she’s built the team to manage more than 5,000 corporate clients including Stripe, Rdio, Medium, Airbnb, Expedia and Buzzfeed. In the past she was the Director of QA at Songbird — an open-source cross platform music player built on Mozilla’s XULRunner and GStreamer.
Full Video available Here: http://www.heavybit.com/library/developer-operations/video/2014-09-16-ali-rayl
How to Drive Growth with Customer Success MetricsGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Growth with Customer Success Metrics - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists Aaron Ross, author of Predictable Revenue, Jason Lemkin of Storm Ventures, Tomasz Tunguz of Redpoint Ventures, and Brian Stafford McKinsey.
Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 key levers within the funnel:
1) Product/Market fit
2) Top of the funnel flow
3) Conversion rate
4) CAC (customer acquisition cost)
5) Number of sales people
6) PPR (productivity per rep)
7) Getting enough leads
8) Pricing
9) Customer retention rate
10) Dollar retention rate
11) Months to recover CAC
12) Recruiting, onboarding & management
Slack's Ali Rayl on Scaling Support for User GrowthHeavybit
In this Heavybit Speaker Series Presentation, Ali Rayl talks about building Slack's Support Stack particularly after the company's exponential growth spikes. Ali Rayl is the Director of Quality and Support at Slack where she’s built the team to manage more than 5,000 corporate clients including Stripe, Rdio, Medium, Airbnb, Expedia and Buzzfeed. In the past she was the Director of QA at Songbird — an open-source cross platform music player built on Mozilla’s XULRunner and GStreamer.
Full Video available Here: http://www.heavybit.com/library/developer-operations/video/2014-09-16-ali-rayl
How to Drive Growth with Customer Success MetricsGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Growth with Customer Success Metrics - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists Aaron Ross, author of Predictable Revenue, Jason Lemkin of Storm Ventures, Tomasz Tunguz of Redpoint Ventures, and Brian Stafford McKinsey.
Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
Developing the pricing model for your B2B SaaS app is one of the biggest marketing challenges your company will face.
This is a guide to developing your SaaS pricing model was created by noted SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures.
This guide takes you through the questions you need to ask about not just your market and customers, but about your company and goals, to help you figure out your SaaS pricing model.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you create a profitable and successful SaaS pricing model.
Get inside your Buyers Head - Improve Funnel Conversion RatesDavid Skok
SaaStock 2018 Dublin.
Everyone wants more sales. In this presentation, David Skok unlocks the secrets to how he has been able to work with company after company and help them discover breakthroughs that drastically improve their conversion rates. The secret behind it all is become a master at understanding how your buyer thinks as they go through their purchasing journey, and as they experience your marketing and sales.
• 3. The 3 Models of SaaS Pricing1How to Pick the Best Price28 Pricing Hacks3How to Test New Pricing4We’ll cover...
• 4. Model 1: Targeting Small Businesses1
• 5. Self-service, no sales team, limited support
• 6. Pricing in the $10 - $100/month rangeThis mean you need to focus onscale and acquiring customerscheaply.
• 7. Similar companies
• 8. Model 2: Targeting Enterprise2
• 9. Sales team, contracts, full support
• 10. Pricing is $1,000s or $10,000s/monthVery little is automated, your teamwill be working very closely witheach customer.
• 11. Similar companies
• 12. Model 3: The Mid-Size Hybrid3
• 13. Automated marketing with a sales team
• 14. Pricing is $100’s/monthYou’ll need to scale your leads butyou’ll have a full sales team toclose them.
• 15. Similar companies
• 16. Pick the right price range for your vision
• 17. 2 Bad Methods for Pricing
• 18. 1. Product cost + X%You’ll undercharge somecustomers and overcharge others.
• 19. 2. What does the customer want to pay?People have no idea until you askthem for their credit card.
• 20. Pricing by Value
• 21. Value-Based PricingYour customers get value worth $Yand it only costs them $X.
• 22. For B2B, focus on money earned or saved
• 23. How much extra revenue do they earn?1How many hours do they save?2What other costs do they avoid?3Ask your customers:
• 24. Capture more value from each customer.
• 25. There’s no such thing as a perfect price.If you need more guidance, pick aprice that’s 10% of the valuedelivered.
• 26. 8 Pricing Hacks8
• 27. Rule 1: Go AnnualYou’ll improve cash flow, reduceyour churn, and improve yourrevenue.
• 28. Rule 2: Don’t Add Unnecessary Digits$1000 looks cheaper than $1,000or $1000.00
• 29. Rule 3: Avoid Discounts Unless LaunchingDiscounts create destructivecustomer habits. Do not use themregularly.
• 30. Rule 4: Offer Multiple Prices to Anchor
• 31. Rule 5: Use pricing plans to segment customers.Different customer types getdifferent value from your product.Capture that value.
• 32. Rule 6: Double Your PriceWe all tend to UNDERvalue our ownservices.
• 33. Rule 7: Be Careful With Freemium PlansVery difficult to make it work in B2Bmarkets.
• 34. Rule 8: Grandfather Old Customers InAs long as you don’t raise pricesfor old customers, you won’t getany complaints.
• 35. These are rules, not laws.
• 36. How to Test New Pricing - 4 Steps
• 37. Step 1: Track subscription plans for all customersSubscription plans1Each monthly charge2Any cancelations3Access to total revenue, averagerevenue per user, and churn4
• 38. Step 2: Launch Your New Pricing Page
• 39. Step 3: Track your entire funnel
• 40. Step 4: Track ARPU and churn
• 41. KISSmetrics helps you find the right priceConnects all data to individual people1A/B tests for your entire funnel2See which plans are most profitable
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
The No-BS Guide to Understanding (and Calculating) ChurnClose.io
Founders: Are you being honest about your churn rates? Really, really honest?
Probably not. At best, you track your customer churn and neglect the other, more important churn rates.
Do you know your revenue churn? Your monthly subscription churn? What about your net churn? If you don't, you need to. In startups, ignorance isn't bliss; it's death.
Use our No-BS Guide to learn about the four most important churn rates, what they mean, and how to calculate them.
Check out our free, automatic churn calculator at the end!
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
Zero to 100 - Part 6: Experiences putting Theory into PracticeDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Sales mistakes that can kill your saas business and how to avoid themmarkroberge
What does it mean to find your repeatable, scalable sales process?
Who should my first sales hire be?
How should I design my sales comp plan?
How should I design my sales org?
In my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer's head to increase funnel conversion rates. In the talk, I cover:
- How to design and build a buyer-centric sales funnel that has low CAC and fast sales cycles.
- How to figure out why your sales funnel isn't working as well as it could be, and how to fix it.
- How to understand the way buyers react to your funnel, and how to use that knowledge to increase funnel conversion rates.
• 3. We’ll cover...1 Right and wrong ways to pick a price2 The two stages of pricing3 7 rules to give your pricing the edge
• 4. Price has a MASSIVE impact on your business.
• 5. Bad Methods for Pricing
• 6. 1. Product cost + X% You’ll undercharge some customers and overcharge others.
• 7. 2. What does the customer want to pay? People have no idea until you ask them for their credit card.
• 8. Pricing by Value
• 9. Value-Based Pricing Your customers get value worth $Y and it only costs them $X.
• 10. Why does this work? People cannot perceive absolute value, only comparative value.
• 11. Some value is easy to calculate...
• 12. Other value isn’t...
• 13. Pricing - Stage 1 1
• 14. Stage 1 is all about the unknown. Customers don’t understand your product and you don’t understand your customers.
• 15. This is before product/market fit.
• 16. The price you pick won’t be the best.
• 17. Your goal = prove that the product can be sold.
• 18. Pricing - Stage 2 2
• 19. This is your growth stage.
• 20. Time to optimize your price. You’ll need a deep understanding for how your customers use your product.
• 21. Interview your customers
• 22. The ideal price is... Just high enough to need consideration but low enough to still provide plenty of value.
• 23. What if you have different customer segments?
• 24. Separate segments with features. Price sensitive customers get limited plans, value sensitive customers get the VIP plan.
• 25. For this to be successful... You need to talk to your customers and understand the benefits they need the most.
• 26. Capture the full value from each customer type.
• 27. Bidsketch Case Study - Old Pricing
• 28. Bidsketch Case Study - New Pricing
• 29. Bidsketch Case Study - Results1 Doubled average revenue per customer2 Only a slight drop in conversions3 No impact on churn Google “bidsketch pricing post”
• 30. Seven Rules for Pricing 7
• 31. Rule 1: End with a 9 $39 or $37?
• 32. Rule 2: Make Your Price Short $1,000.00 or $1000?
• 33. Rule 3: Anchor Your Price 1 That product is $100, this is only $10 2 Was $150, now only $80 3 Value of $1500, selling for only $150
• 34. Rule 4: Offer Multiple Prices
• 35. Rule 5: Double your Price People tend to UNDERvalue their services.
• 36. Rule 6: Be Careful With Freemium Plans Very difficult to make it work outside of mass markets.
• 37. Rule 7: Grandfather Old Customers In As long as you don’t raise prices for old customers, you won’t get any complaints.
• 38. These are rules, not laws.
• 39. Your 3 Tools for Getting It Done
• 40. 1. The Customer Interview
• 41. 2. A/B Testing
• 42. 3. Customer Analytics
• 43. KISSmetrics helps you find the right price 1 Know who to interview 2 Get A/B results from your whole funnel 3 Track WHO’s doing what
Pricing - Setting up your startup for SaaS GrowthAnadi Raj Tiwari
Deep dive into Pricing Strategy. Learn the axes available to pull pricing lever for SaaS growth in subscription economy. Understand the influence ASP has on the options available and how to align it strategically across the 3 key SaaS sales model.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
SaaS Accounting: The blueprint to understanding and optimizingPrice Intelligently
A bad accountant or finance manager can spell doom for your company though by causing you to not invest cash that you should be or worse - spending money you don’t have in the bank. This is why you need to know your SaaS accounting chops, too. To help, let’s walk through a breakdown of how revenue flows through your business from a booking all the way to cash collected.
Here we walk through exactly how to calculate ARPU (Average Revenue Per User) including what to and not to include in the calculation, as well as how to optimize this crucial SaaS metric.
You know about creating a go-to-market strategy, but how are you getting more from your existing customers? This deck will explore a new strategy designed to help you know, grow, and amaze your customers.
"Sales & Customer Success: Where's The Line?" at SaaStr Annual 2016saastr
Dan Steinman, Chief Customer Officer at Gainsight, shares his learnings on how Sales and Customer Success can work together effectively at SaaStr Annual 2016 held in San Francisco Feb 9-11th. www.saastrannual.com
Developing the pricing model for your B2B SaaS app is one of the biggest marketing challenges your company will face.
This is a guide to developing your SaaS pricing model was created by noted SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures.
This guide takes you through the questions you need to ask about not just your market and customers, but about your company and goals, to help you figure out your SaaS pricing model.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you create a profitable and successful SaaS pricing model.
Get inside your Buyers Head - Improve Funnel Conversion RatesDavid Skok
SaaStock 2018 Dublin.
Everyone wants more sales. In this presentation, David Skok unlocks the secrets to how he has been able to work with company after company and help them discover breakthroughs that drastically improve their conversion rates. The secret behind it all is become a master at understanding how your buyer thinks as they go through their purchasing journey, and as they experience your marketing and sales.
• 3. The 3 Models of SaaS Pricing1How to Pick the Best Price28 Pricing Hacks3How to Test New Pricing4We’ll cover...
• 4. Model 1: Targeting Small Businesses1
• 5. Self-service, no sales team, limited support
• 6. Pricing in the $10 - $100/month rangeThis mean you need to focus onscale and acquiring customerscheaply.
• 7. Similar companies
• 8. Model 2: Targeting Enterprise2
• 9. Sales team, contracts, full support
• 10. Pricing is $1,000s or $10,000s/monthVery little is automated, your teamwill be working very closely witheach customer.
• 11. Similar companies
• 12. Model 3: The Mid-Size Hybrid3
• 13. Automated marketing with a sales team
• 14. Pricing is $100’s/monthYou’ll need to scale your leads butyou’ll have a full sales team toclose them.
• 15. Similar companies
• 16. Pick the right price range for your vision
• 17. 2 Bad Methods for Pricing
• 18. 1. Product cost + X%You’ll undercharge somecustomers and overcharge others.
• 19. 2. What does the customer want to pay?People have no idea until you askthem for their credit card.
• 20. Pricing by Value
• 21. Value-Based PricingYour customers get value worth $Yand it only costs them $X.
• 22. For B2B, focus on money earned or saved
• 23. How much extra revenue do they earn?1How many hours do they save?2What other costs do they avoid?3Ask your customers:
• 24. Capture more value from each customer.
• 25. There’s no such thing as a perfect price.If you need more guidance, pick aprice that’s 10% of the valuedelivered.
• 26. 8 Pricing Hacks8
• 27. Rule 1: Go AnnualYou’ll improve cash flow, reduceyour churn, and improve yourrevenue.
• 28. Rule 2: Don’t Add Unnecessary Digits$1000 looks cheaper than $1,000or $1000.00
• 29. Rule 3: Avoid Discounts Unless LaunchingDiscounts create destructivecustomer habits. Do not use themregularly.
• 30. Rule 4: Offer Multiple Prices to Anchor
• 31. Rule 5: Use pricing plans to segment customers.Different customer types getdifferent value from your product.Capture that value.
• 32. Rule 6: Double Your PriceWe all tend to UNDERvalue our ownservices.
• 33. Rule 7: Be Careful With Freemium PlansVery difficult to make it work in B2Bmarkets.
• 34. Rule 8: Grandfather Old Customers InAs long as you don’t raise pricesfor old customers, you won’t getany complaints.
• 35. These are rules, not laws.
• 36. How to Test New Pricing - 4 Steps
• 37. Step 1: Track subscription plans for all customersSubscription plans1Each monthly charge2Any cancelations3Access to total revenue, averagerevenue per user, and churn4
• 38. Step 2: Launch Your New Pricing Page
• 39. Step 3: Track your entire funnel
• 40. Step 4: Track ARPU and churn
• 41. KISSmetrics helps you find the right priceConnects all data to individual people1A/B tests for your entire funnel2See which plans are most profitable
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
The No-BS Guide to Understanding (and Calculating) ChurnClose.io
Founders: Are you being honest about your churn rates? Really, really honest?
Probably not. At best, you track your customer churn and neglect the other, more important churn rates.
Do you know your revenue churn? Your monthly subscription churn? What about your net churn? If you don't, you need to. In startups, ignorance isn't bliss; it's death.
Use our No-BS Guide to learn about the four most important churn rates, what they mean, and how to calculate them.
Check out our free, automatic churn calculator at the end!
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
Zero to 100 - Part 6: Experiences putting Theory into PracticeDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Sales mistakes that can kill your saas business and how to avoid themmarkroberge
What does it mean to find your repeatable, scalable sales process?
Who should my first sales hire be?
How should I design my sales comp plan?
How should I design my sales org?
In my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer's head to increase funnel conversion rates. In the talk, I cover:
- How to design and build a buyer-centric sales funnel that has low CAC and fast sales cycles.
- How to figure out why your sales funnel isn't working as well as it could be, and how to fix it.
- How to understand the way buyers react to your funnel, and how to use that knowledge to increase funnel conversion rates.
• 3. We’ll cover...1 Right and wrong ways to pick a price2 The two stages of pricing3 7 rules to give your pricing the edge
• 4. Price has a MASSIVE impact on your business.
• 5. Bad Methods for Pricing
• 6. 1. Product cost + X% You’ll undercharge some customers and overcharge others.
• 7. 2. What does the customer want to pay? People have no idea until you ask them for their credit card.
• 8. Pricing by Value
• 9. Value-Based Pricing Your customers get value worth $Y and it only costs them $X.
• 10. Why does this work? People cannot perceive absolute value, only comparative value.
• 11. Some value is easy to calculate...
• 12. Other value isn’t...
• 13. Pricing - Stage 1 1
• 14. Stage 1 is all about the unknown. Customers don’t understand your product and you don’t understand your customers.
• 15. This is before product/market fit.
• 16. The price you pick won’t be the best.
• 17. Your goal = prove that the product can be sold.
• 18. Pricing - Stage 2 2
• 19. This is your growth stage.
• 20. Time to optimize your price. You’ll need a deep understanding for how your customers use your product.
• 21. Interview your customers
• 22. The ideal price is... Just high enough to need consideration but low enough to still provide plenty of value.
• 23. What if you have different customer segments?
• 24. Separate segments with features. Price sensitive customers get limited plans, value sensitive customers get the VIP plan.
• 25. For this to be successful... You need to talk to your customers and understand the benefits they need the most.
• 26. Capture the full value from each customer type.
• 27. Bidsketch Case Study - Old Pricing
• 28. Bidsketch Case Study - New Pricing
• 29. Bidsketch Case Study - Results1 Doubled average revenue per customer2 Only a slight drop in conversions3 No impact on churn Google “bidsketch pricing post”
• 30. Seven Rules for Pricing 7
• 31. Rule 1: End with a 9 $39 or $37?
• 32. Rule 2: Make Your Price Short $1,000.00 or $1000?
• 33. Rule 3: Anchor Your Price 1 That product is $100, this is only $10 2 Was $150, now only $80 3 Value of $1500, selling for only $150
• 34. Rule 4: Offer Multiple Prices
• 35. Rule 5: Double your Price People tend to UNDERvalue their services.
• 36. Rule 6: Be Careful With Freemium Plans Very difficult to make it work outside of mass markets.
• 37. Rule 7: Grandfather Old Customers In As long as you don’t raise prices for old customers, you won’t get any complaints.
• 38. These are rules, not laws.
• 39. Your 3 Tools for Getting It Done
• 40. 1. The Customer Interview
• 41. 2. A/B Testing
• 42. 3. Customer Analytics
• 43. KISSmetrics helps you find the right price 1 Know who to interview 2 Get A/B results from your whole funnel 3 Track WHO’s doing what
Pricing - Setting up your startup for SaaS GrowthAnadi Raj Tiwari
Deep dive into Pricing Strategy. Learn the axes available to pull pricing lever for SaaS growth in subscription economy. Understand the influence ASP has on the options available and how to align it strategically across the 3 key SaaS sales model.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
SaaS Accounting: The blueprint to understanding and optimizingPrice Intelligently
A bad accountant or finance manager can spell doom for your company though by causing you to not invest cash that you should be or worse - spending money you don’t have in the bank. This is why you need to know your SaaS accounting chops, too. To help, let’s walk through a breakdown of how revenue flows through your business from a booking all the way to cash collected.
Here we walk through exactly how to calculate ARPU (Average Revenue Per User) including what to and not to include in the calculation, as well as how to optimize this crucial SaaS metric.
You know about creating a go-to-market strategy, but how are you getting more from your existing customers? This deck will explore a new strategy designed to help you know, grow, and amaze your customers.
"Sales & Customer Success: Where's The Line?" at SaaStr Annual 2016saastr
Dan Steinman, Chief Customer Officer at Gainsight, shares his learnings on how Sales and Customer Success can work together effectively at SaaStr Annual 2016 held in San Francisco Feb 9-11th. www.saastrannual.com
A SaaS Metric designed to Increase Free Trial ConversionsLincoln Murphy
CCAs & Engagement – An Uncommon Way to Engage & Convert Prospects in Your SaaS Free Trial.
A few years ago I came up with a set of metrics that I called Common Conversion Activities – or CCA – that I defined as “The things that all or most paying customers do during their trial.”
In July 2012 I gave a 54-minute presentation where I introduced the next version of this ever-evolving set of metrics for measuring Free Trial success, the CCA, and I want to share that with you now.
See the video of this presentation here: http://sixteenventures.com/free-trial-metrics
Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
SaaS Marketing Plan: 5 Ways to Get your B2B App to Sell ItselfLincoln Murphy
Your B2B SaaS app will not sell itself unless it is designed to do so. This is a guide to getting your B2B SaaS to 'sell itself' was created by noted SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures.
This guide is full of actionable, unique, and thought-provoking ideas - Growth Hacks if you will - that are designed to allow your product to sell itself.
From attracting the right audience and driving user engagement, to making it easy to buy and easy to share through orchestrated virality, this guide covers all aspects of what's necessary to drive growth with SaaS companies of any stage and serving any market.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you achieve your goals of efficiently scaling your sales process.
Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce [reduced]Point Nine Capital
An shorter introduction to some of our favourite investment areas: Marketplaces, Software-as-a-Service and Ecommerce.
Starting with different ways of monetization, we dip into the major characteristics, address critical challenges and single out the KPIs you should keep an eye on.
As presented in Startit Fest in Belgrade, http://startit.rs/
Making a Marketplace: A Checklist for Online DisruptionNir Eyal
On November 13, 2012, Bill Gurley, a partner at Benchmark Capital, posted a remarkable essay on his blog. In it, he described the, “10 factors to consider when evaluating digital marketplaces.” Given the tremendous value marketplaces are known to create and how hard they are to get right, we found this essay to be a goldmine of insight. We wanted to digest Bill’s post into a more memorable format.
The result is this brief checklist we hope will help take some of the luck out of evaluating marketplace businesses. As Bill wrote, “It is unlikely that you will find a marketplace opportunity that would score ten out of ten with respect to this list.” But according to Bill, the odds of success improve the more of these characteristics the business exhibits.
Read Bill Gurley’s original post here: http://goo.gl/xoAUw
- Nir (nirandfar.com) and Sangeet (platformed.info)
Cloud is one of that kind of digital services that is already here and materialized. Cloud services landscape is becoming more and more dense but still there is a chance for telecom players to take part in that field. Unfortunately, Communication Service Providers are late to come in and therefore it is not sufficient to put computing capacities and just sell them anymore. The economy of scale reached by current industry leaders can barely be beaten even by the largest CSPs. Therefore, some other smarter options should be found to compete with likes of Amazon, Microsoft and Google. This ppt paper is just an effort to think of CSPs role in cloud services domain and any ideas and suggestions for further discussion is very welcome.
Thank you!
Imagine combining the best of both worlds: SaaS + Marketplace.
SaaS and Marketplaces are two of the most current business models used by startups, they both have advantages and inconveniences.
SaaS enabled Marketplace (SEM) is an hybrid between the two which can be a strong differentiator and presents a lot of benefits.
"Hiring that Great (First) VP of Sales" at SaaStr Annual 2016saastr
Brendon Cassidy (VPS TalkDesk, EchoSign, LinkedIn), Sam Blond (SVP Zenefits) and Emmanuelle Skala (VPS Influitive) join Jason Lemkin to explore the thing that first time founders always get wrong - hiring the first VP of Sales at SaaStr Annual 2016 held in San Francisco Feb 9-11th. www.saastrannual.com
Sales Hacker Conference San Francisco - Jason Lemkin - The 10 Key Revenue Mis...Sales Hacker
The 10 Key Revenue Mistakes I Made Getting to $100 Million Arr by Jason Lemkin
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
DF15 Startup Summit: Building a Killer Sales TeamMike Kreaden
At the inaugural Startup Summit at Dreamforce 2015, Jason Lemkin and Aaron Ross talked about key plays and strategies to consider when building and scaling a sales team. Here is the entire presentation behind the talk. Recording of the talk can be found at https://goo.gl/zB9LH9
Territory Assignment Innovation: High-Velocity Techniques to Maximize Sales with Gusto’s CRO and Head of GTM Ops
Speakers: Tolithia Kornweibel, CRO @ Gusto and Jamie Edwards, Head of Go-to-Market Operations and Tools @ Gusto
Building a SaaS Startup | Fernando Okumura | Lunch & Learn UCICove
About UCI Applied Innovation:
UCI Applied Innovation is a dynamic, innovative central platform for the UCI campus, entrepreneurs, inventors, the business community and investors to collaborate and move UCI research from lab to market.
About the Cove @ UCI:
To accelerate collaboration by better connecting innovation partners in Orange County, UCI Applied Innovation created the Cove, a physical, state-of-the-art hub for entrepreneurs to gather and navigate the resources available both on and off campus. The Cove is headquarters for UCI Applied Innovation, as well as houses several ecosystem partners including incubators, accelerators, angel investors, venture capitalists, mentors and legal experts.
Follow us on social media:
Facebook: @UCICove
Twitter: @UCICove
Instagram: @UCICove
LinkedIn: @UCIAppliedInnovation
For more information:
cove@uci.edu
http://innovation.uci.edu/
Matt DeLong - Freelancer to Business OwnerLuna Web
A presentation on moving from Freelancer to Business Owner, brought to BarCamp Memphis by Matt DeLong from Core Commerce in Nashville. Core Commerce was a Platinum Sponsor for the event.
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
A high growth SaaS playbook. 12 metrics to drive success. 2 goals, present a simple model to understand SaaS business and show what levers a CEO can pull to get the most impact
Building a Repeatable, Scalable & Profitable Growth ProcessDavid Skok
In a talk I gave at SaaS North 2017 conference in Ottawa, I talk about the fundamentals of building a repeatable, scalable, and profitable growth process for a startup.
Geek n Rolla: WReeve Bootstrapping, Scaling and Cashflowwreeve
William Reeve's presentation at TechCrunch's Geen'n'Rolla in London. Lessons from LOVEFiLM.com (and other UK internet businesses) on bootstrapping, cashflow and scaling. Please note that confidential data has been obscured. Please contact me (via twitter etc) for copies.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
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Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
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Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
How to Hire a Great VP Sales '14: From NY Enterprise Tech Meet-up
1. Jason M. Lemkin
SaaStr
Managing Director, Storm Ventures;
Founder/CEO – EchoSign/Adobe;
@jasonlk
saastr.com & quora.saastr.com
When to Hire (and Fire) Your
First VP of Sales
Or Why Up to 70% of First VP Sales Don’t
Make it 12 Months
2. All about Jason M. Lemkin
2x Founder/CEO Selling to the Enterprise.
Managing Director, Storm Ventures.
Co-Founder/CEO EchoSign, acquired by Adobe, 3000+ 5-star
reviews on AppExchange
Grew business from $0-$100m+ ARR in ‘13 at EchoSign + Adobe
Managing Director at Storm Ventures: First/Early Investor in
Enterprise start-ups, including Marketo, MobileIron, EchoSign,
Appcelerator, etc.
SaaStr social community – 700k+ views a month on web + Quora
3. The First “VP Sales” Probably Has to Be You
You Have to Sell It Yourself First. And Then Hire 2+ Reps.
You You + 2 Reps Hire VP Sales
4. Ideally, Have 2 Reps Doing Well Before Hire VPS
Otherwise, You Won’t Know Yourself
Don’t Want to Hire a VPS Too Early
• Too Expensive, Too Confusing
• You’ll Hire Wrong Type of VPS
A/B Test Will Also Help You Learn
5. Top 5 Things a SaaS VP of Sales Really Does
Note Which One Comes Last
#1 Recruiting the Team
• You’re going to need a team, and a good one. Quickly.
• Player-Coach sounds great -- but at best, will be quickly obsolete as a role.
#2 Backfilling and Helping His/Her Sales Team
#3 Sales Tactics
#4 Sales Strategy
#5 Creating and Selling Deals Him/Herself
6. When to Make The Hire
Immediately - Once you Have a Repeatable Process
Before a repeatable process = exercise in frustration
But just as importantly – if you wait even one month
after you have Initial Traction – you are wasting time
Wasted time = wasted leads & lost 2nd
order revenue,
delay in getting to Scale
7. Change Your Thinking: A Great VPS is Accretive
A mediocre VPS is a cost
center. Feels very expensive.
But a Great VPS is Accretive
Key: Great VPS Raises
Revenue Per Lead
Source: Boston Search Group 2011
http://bit.ly/v2Sbgi
8. Ways Your VPS Will Increase Revenue Per Lead
Ask. For the Most $$$ Per Lead.
Close. Closing is an Art – and a Science.
Hire. Better Than You.
Scale. More Reps Than You, More Quickly.
Position. Give Prospects Right Context.
Go Upmarket. Drive to Highest Practical Deal Size
Better. Great VPS Makes Your Product Better.
Fun. Great VPS Makes It Fun.
9. The Toughest Hire of All in SaaS
When
• Too Early: Manager, Not a Magician
• Too Late: Can Take 20 Months!
Who
• Been There, Done That – Almost Impossible
• Too “Heavy” a Hire? Or One Without the
Full Experience?
Why
• To Take Things To the Next Level; To Scale
• But Usually NOT to Get Sales Going
10. The Toughest Hire of All in SaaS
Hire Wrong, and You’re Set Back a Year
A Bad Hire Can Be Far Worse Than No Hire at All – It’s True
A Bad Hire Isn’t Just Hard Costs – It Involves Huge Soft Costs As Well
• A B-level VP Sales Hires a B-/C+ Team Under Him/Her
• Revenue Per Lead can actually go down dramatically under a mediocre VPS
• Wastes Precious Leads, Wastes Time, Loss of Second-Order Revenue
• You’ll Lose a Year – At the Worst Possible Time
A Bad Hire is Often Made Just as Things Are Taking Off
• So Most Costly Time at All to Make a Mistake
11. The Toughest Hire of All in SaaS
My Year of Hell. But Then – Right VP Sales -> Reignition.
12. The Costs of a Bad Hire
Leads Doubled in Year of Hell
Yes, We Grew. But, Revenue
Per Lead Declined.
Whose Fault?
13. Your VPS is Also Feeding Second-Order Revenue
Wrong Hire = No Second Order Revenue, Not Just Suboptimal Sales That Year
14. How My (Real) VP Sales Doubled Sales in 90 Days
Hint: It Wasn’t New Prospects or Customers.
Immediately Upgraded the Team to Proven Closers. The First
Week.
Got the Most Out of the Team He Inherited – And Got Rid of the
Ones That Weren’t Working.
• 1 + 2 alone Doubled Our Revenue Per Lead.
He Didn’t Even Attempt to Do It Alone.
He Ended Pipeline as a Metric – And Any Real Credit for It.
He Embraced Competition.
15. Different Stages of VPS. Often, a Different Hire.
Hard to Get Stage Perfectly
Right in Early Days
Few Truly Scale Across > 1.5
Stages. Hence, Most SaaS
Cos. End Up with Multiple VPS
16. Key Screening for VPS
Sold at Next Year’s Target ACV – Controls
for a Lot of Variables
Sold at Next Revenue Stage (ARR)
Similar Competitive Selling Background
Outbound vs. Inbound Ratio
First 3 People You’d Bring With You
Less Important: Domain Expertise
17. How to Know If You’ve Made a Mistake
You Should Know Subjectively In Just a Few
Months – Just 50% of The Way Through
Your Average Sales Cycle
Numbers Should Increase in 1 Sales Cycle –
with Keen Focus on Revenue Per Lead
First Few Hires Should be Clear Upgrades –
and made quickly + seemingly effortlessly
18. So As Hard As It Is – You Can’t Settle
It May Be Tempting to Hire a Placeholder
VPS – especially if You Haven’t Done It
Before
But You’ll End Up With a Crummy Team, and
Lost Opportunities.
Start Early. Start Now.
19. When It’s Good – It’s Really Good
Great Sales Teams Have Low Turnover –
They Want to Stay Together
Great Sales Teams Feed on Themselves
Great Sales Teams Energize the Rest of the
Company
You Just Need a Great VPS