This document discusses how to develop an effective revenue model to convince venture capitalists (VC) to invest. It outlines common revenue growth schemes like stable growth and hockey stick growth. It warns that failing to understand revenue drivers, underestimating time and costs to generate revenue, and lacking comparable industry standards can lead to cash flow issues and failure to attract VC funding. The document emphasizes the importance of demonstrating a clear path to projected revenue numbers and distinguishing revenue from profits.
Kristen Habacht - Gimme the leads: Aligning sales and marketing at the right ...SaaStock
No one likes scoring MQLs to find the best leads to follow up with, and account-based marketing has played a key role in driving revenue growth. As the conversation in SaaS turns to moving marketing’s focus further down the funnel, the sales and marketing teams must work with ever-greater synchronicity. But there's still a case for qualified leads, especially when selling to smaller companies with a high-velocity sales cycle. We explore successful lead-gen strategies that have struck the balance between account-based and high-velocity marketing to drive qualified leads into the arms of hungry salespeople.
Aaron Ross - The playbook to (re)igniting growthSaaStock
The world’s economies aren’t going to recover anytime soon. There’s more risk – and opportunity – than ever before. How can a business pivot, survive and thrive? Based on the very newest material in the 2nd Edition of From Impossible To Inevitable, Aaron Ross dives into the surprisingly few big levers that ignite – or stifle – growth. Based on lessons learned from some of the world’s fastest growing companies, including:
• Entrepreneurial Depression and the Anxiety Economy
• How to cut through customer and prospect paralysis
• How $3B Investor Sagemount Triples Company Valuations In Three Years
• How Twilio Nailed A Billion Dollar Niche
• 3 Uncommon Practices of Hypergrowth CMOs
Cmo vs cco, Chief Marketing Officer Vs Chief Customer Officer, Modern Trends ...Babu Appat
There is a shift in the corporate culture as far the customer centric nature of management of marketing efforts are concerned. Designing, pricing, positioning, and inducting a product into the market is now taking more cues from the cutomer preferrences than the organisational demands. Customer centric products are meeting with more success than other products. Identification of the right need is really important in product designing.
Kristen Habacht - Gimme the leads: Aligning sales and marketing at the right ...SaaStock
No one likes scoring MQLs to find the best leads to follow up with, and account-based marketing has played a key role in driving revenue growth. As the conversation in SaaS turns to moving marketing’s focus further down the funnel, the sales and marketing teams must work with ever-greater synchronicity. But there's still a case for qualified leads, especially when selling to smaller companies with a high-velocity sales cycle. We explore successful lead-gen strategies that have struck the balance between account-based and high-velocity marketing to drive qualified leads into the arms of hungry salespeople.
Aaron Ross - The playbook to (re)igniting growthSaaStock
The world’s economies aren’t going to recover anytime soon. There’s more risk – and opportunity – than ever before. How can a business pivot, survive and thrive? Based on the very newest material in the 2nd Edition of From Impossible To Inevitable, Aaron Ross dives into the surprisingly few big levers that ignite – or stifle – growth. Based on lessons learned from some of the world’s fastest growing companies, including:
• Entrepreneurial Depression and the Anxiety Economy
• How to cut through customer and prospect paralysis
• How $3B Investor Sagemount Triples Company Valuations In Three Years
• How Twilio Nailed A Billion Dollar Niche
• 3 Uncommon Practices of Hypergrowth CMOs
Cmo vs cco, Chief Marketing Officer Vs Chief Customer Officer, Modern Trends ...Babu Appat
There is a shift in the corporate culture as far the customer centric nature of management of marketing efforts are concerned. Designing, pricing, positioning, and inducting a product into the market is now taking more cues from the cutomer preferrences than the organisational demands. Customer centric products are meeting with more success than other products. Identification of the right need is really important in product designing.
Many investment advisors have good intentions regarding succession planning, but are unsure what is needed to execute a plan. This previously presented workshop presented real solutions to succession and sustainability for independent investment advisors, taught by leading experts in transition planning.
Meagen Eisenburg - Marketing in times of crisisSaaStock
The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs - the biggest impact for the business. Join TripActions CMO Meagen Eisenberg as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis.
*Please excuse title, formatting of title page was changed during upload*
Powerpoint from talk I gave during Prince Georges Community Colleges "Why Black Businesses Fail" program on April 11, 2013.
The first speaker discussed some reasons black businesses fail and I followed with a discussion on some steps they can take to succeed.
If you would like the talking points for this lecture you can email me at kendrick.staley@civicgrind.com
Two Hour Financial Model is an excel-based template and series of videos that will help you learn to create a financial model quickly. For students, entrepreneurs, CFOs, and business owners. Checkout our website and Udemy video series.
Mark Roberge - The science of re-establishing growth: When, where, and howSaaStock
Over the past few months, we have moved our operation into a virtual setting, reset budgets and revenue plans, and pivoted to target market and messaging aligned with the economic context. Now what? Are we being too aggressive? Or too conservative? What should we be tracking to understand these critical questions? Mark Roberge, managing director at Stage 2 Capital, professor at Harvard Business School, and former CRO at HubSpot, will share his frameworks to quantitatively answer when, where, and how to scale. He will present the scientific, data-driven approach he implements in companies to assess product-market-fit, go-to-market-fit, and the appropriate pace of scale. He will also illustrate front-line tactics used to accelerate companies toward re-establishing growth.
The RevTech Stack Playbook: Going from $1M to $100M with SalesLoft's CMOsaastr
Gone are the days of Sales and Marketing building their own tech fiefdoms. In this session you’ll learn how and why to take a holistic approach to the technology that powers your revenue engine. What do you need when you’re starting? What is the next investment as you expand beyond $10M? How do you build teams and infrastructure to scale beyond $100M? Sydney Sloan will share examples of tech stacks, best practices, and org designs from successful companies at different growth stages.
Jaleh Rezaei - How to build a scalable growth engine through speed: 5 actiona...SaaStock
To win in the current market, your marketing strategy means life or death for your business. When it comes to building scalable growth, most marketers and CMOs have it wrong. They focus on content quality, channel strategy and planning, when they should be focused on one thing and one thing only -- SPEED. In this session Jaleh will share actionable strategies that any marketing team can adopt to move 10 times faster and stop wasting time building high quality campaigns that don’t work.
"From Day 0 to IPO: What Went to Plan, What Most Certainly Didn't" at SaaStr ...saastr
Dharmesh Shah, co-founder and CTO of Hubspot, shares his learnings building a company from inception to IPO at SaaStr Annual 2016 held in San Francisco Feb 9-11th. www.saastrannual.com
Some companies struggle to unlock growth despite having happy customers and Product-Market-Fit. Unlocking growth requires the company to find Go-To-Market Fit. Tae Hea shares a way to find GTM Fit -- called “Surfing to GTM Fit.” Why surfing? Unlocking growth feels like the transition from paddling to surfing. Surfing is a three step process: 1) catching the wave (finding the urgent pain to get leads), 2) riding the wave (executing a playbook to find and close the same type of customers), and 3) having the right surfboard (personalizing your GTM model).
In the vacation rental industry, creating and maintaining business processes can be overwhelming. Is there value? Where is the ROI? Is it worth the time investment?
In my talk originally given at LiveRez Partner Conference 2017, I walk property managers through the why's and how's of business process creation, usage and maintenance as well as how to setup their own cloud-bases repository to unleash their processes true power and potential in the company.
Developing and Executing Effective CX Metrics, Measurements and ROIAggregage
This session will cover key metrics used to determine ROI. It will also cover the type of VOC measurements that can be utilized in any business environment, be it B2B, B2C, or B2B2C. This is a practical approach to CX measurements – less about the mechanics and more about what to choose, how to decide on what metrics to use, and how to build a business case for CX.
Seattle Analytics Meetup preso - B2B revenue pipeline health and attributionBrian Hansford
I had the honor and pleasure to present to the Seattle Analytics Meetup. I shared ideas on measure B2B revenue pipeline health and the basics of two attribution models - multi-touch attribution and channel/content attribution.
Business Owners - Succession and Transition Planning - Presented by VisionOneJoshua Kluver, MBA
If you are a business owner who will be transitioning your business (either to your children or by sale) in the next 5-10 years, this is a must see. Most business owners are not properly prepared to transition their business and this slide can help you start to think about what that looks like.
Description of the Business Development Bank's BMI program and how it helps Canadian SMEs.
Presentation made at the Feb. 2019 Montreal Lean Startup Circle meetup.
Many investment advisors have good intentions regarding succession planning, but are unsure what is needed to execute a plan. This previously presented workshop presented real solutions to succession and sustainability for independent investment advisors, taught by leading experts in transition planning.
Meagen Eisenburg - Marketing in times of crisisSaaStock
The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs - the biggest impact for the business. Join TripActions CMO Meagen Eisenberg as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis.
*Please excuse title, formatting of title page was changed during upload*
Powerpoint from talk I gave during Prince Georges Community Colleges "Why Black Businesses Fail" program on April 11, 2013.
The first speaker discussed some reasons black businesses fail and I followed with a discussion on some steps they can take to succeed.
If you would like the talking points for this lecture you can email me at kendrick.staley@civicgrind.com
Two Hour Financial Model is an excel-based template and series of videos that will help you learn to create a financial model quickly. For students, entrepreneurs, CFOs, and business owners. Checkout our website and Udemy video series.
Mark Roberge - The science of re-establishing growth: When, where, and howSaaStock
Over the past few months, we have moved our operation into a virtual setting, reset budgets and revenue plans, and pivoted to target market and messaging aligned with the economic context. Now what? Are we being too aggressive? Or too conservative? What should we be tracking to understand these critical questions? Mark Roberge, managing director at Stage 2 Capital, professor at Harvard Business School, and former CRO at HubSpot, will share his frameworks to quantitatively answer when, where, and how to scale. He will present the scientific, data-driven approach he implements in companies to assess product-market-fit, go-to-market-fit, and the appropriate pace of scale. He will also illustrate front-line tactics used to accelerate companies toward re-establishing growth.
The RevTech Stack Playbook: Going from $1M to $100M with SalesLoft's CMOsaastr
Gone are the days of Sales and Marketing building their own tech fiefdoms. In this session you’ll learn how and why to take a holistic approach to the technology that powers your revenue engine. What do you need when you’re starting? What is the next investment as you expand beyond $10M? How do you build teams and infrastructure to scale beyond $100M? Sydney Sloan will share examples of tech stacks, best practices, and org designs from successful companies at different growth stages.
Jaleh Rezaei - How to build a scalable growth engine through speed: 5 actiona...SaaStock
To win in the current market, your marketing strategy means life or death for your business. When it comes to building scalable growth, most marketers and CMOs have it wrong. They focus on content quality, channel strategy and planning, when they should be focused on one thing and one thing only -- SPEED. In this session Jaleh will share actionable strategies that any marketing team can adopt to move 10 times faster and stop wasting time building high quality campaigns that don’t work.
"From Day 0 to IPO: What Went to Plan, What Most Certainly Didn't" at SaaStr ...saastr
Dharmesh Shah, co-founder and CTO of Hubspot, shares his learnings building a company from inception to IPO at SaaStr Annual 2016 held in San Francisco Feb 9-11th. www.saastrannual.com
Some companies struggle to unlock growth despite having happy customers and Product-Market-Fit. Unlocking growth requires the company to find Go-To-Market Fit. Tae Hea shares a way to find GTM Fit -- called “Surfing to GTM Fit.” Why surfing? Unlocking growth feels like the transition from paddling to surfing. Surfing is a three step process: 1) catching the wave (finding the urgent pain to get leads), 2) riding the wave (executing a playbook to find and close the same type of customers), and 3) having the right surfboard (personalizing your GTM model).
In the vacation rental industry, creating and maintaining business processes can be overwhelming. Is there value? Where is the ROI? Is it worth the time investment?
In my talk originally given at LiveRez Partner Conference 2017, I walk property managers through the why's and how's of business process creation, usage and maintenance as well as how to setup their own cloud-bases repository to unleash their processes true power and potential in the company.
Developing and Executing Effective CX Metrics, Measurements and ROIAggregage
This session will cover key metrics used to determine ROI. It will also cover the type of VOC measurements that can be utilized in any business environment, be it B2B, B2C, or B2B2C. This is a practical approach to CX measurements – less about the mechanics and more about what to choose, how to decide on what metrics to use, and how to build a business case for CX.
Seattle Analytics Meetup preso - B2B revenue pipeline health and attributionBrian Hansford
I had the honor and pleasure to present to the Seattle Analytics Meetup. I shared ideas on measure B2B revenue pipeline health and the basics of two attribution models - multi-touch attribution and channel/content attribution.
Business Owners - Succession and Transition Planning - Presented by VisionOneJoshua Kluver, MBA
If you are a business owner who will be transitioning your business (either to your children or by sale) in the next 5-10 years, this is a must see. Most business owners are not properly prepared to transition their business and this slide can help you start to think about what that looks like.
Description of the Business Development Bank's BMI program and how it helps Canadian SMEs.
Presentation made at the Feb. 2019 Montreal Lean Startup Circle meetup.
Matt French & Rhett Glauser, the marketing brains behind ITSM provider Service-now.com, share their best practices. Find out how Service-now.com builds a customer community, shares information with prospects and makes it easy for raving fan customer champions to spread the word.
Infographic - The Momentum Scaling Strategy FrameworkDavender Gupta
What are the major stages of scaling a high-growth-potential, non-VC funded venture from market entry to market leadership, and what are the success criteria for each stage?
Author: Davender Gupta davender@davender.com
(c)2018. All Rights Reserved
95% of manufacturers invest in digital marketing...
But your sales and marketing process doesn’t need to be complicated.
You need regular orders to survive and grow. That means your sales and marketing need to work together to generate and close leads.
However, things aren’t the same as they used to be. In the last 5 years you may have found:
Generating leads and opportunities more difficult
Difficulty targeting the right audience
Challenge in creating enough high-quality content
Measuring success and ROI almost impossible.
This workshop is for ambitious manufacturing businesses that want to build a predictable stream of high-quality opportunities.
If you’re frustrated with your sales and marketing results, need clarification on how to build a successful sales production line or are keen to improve out-of-date marketing habits, then this is the ideal workshop for you.
This workshop will address the issues and challenges you face in growing your manufacturing business. It includes:
- an insight into UK manufacturing trends
- an overview of marketing
- challenges that businesses just like yours are facing
- reasons why your current lead generation is no longer working
- a guide to the new model for building predictable lead generation
- how you should be investing your
- marketing budget for the next 12 months.
The history of mankind has been the history of improvement. Darwin's concept of the survival of the fittest certainly applies to the business community. In the construction industry, the failure rate is about 25% and although there are many reasons for this, one of the prominent ones is that companies do not organize for sustainability and do not continue to do the things necessary to face ever changing challenges which give them the fuel for sustainability. Total Quality Management is a process for continual improvement. Construction contractors should evaluate what TQM has to offer and from that evaluation customize concepts that are appropriate to its culture and needs. This webinar provides the guidance to construction contractors' evaluation of the principles of TQM which can and perhaps should be implemented in a given company.
Strategic Planning And Budgeting Part 1: Business Model and StrategyKenny Ong
ABF Budgeting, Forecasting and Financial Planning Conference, Feb 2009
*Understanding what strategic planning is and why it is important
*Clarify the difference between vision, mission statement, goals and objectives
*The external environment: The need to understand the economic cycle
*SWOT and PESTEL analysis
*Tying the strategic plan to the budget
With 2015 budget planning wrapping up this month, companies are allocating spend on developing and growing their Customer Success footprint. With so many variables such as headcount, quotas, technology and events, how can you ensure that you’ve built a bulletproof strategy going into next year?
See how leading subscription businesses are planning to:
1. Budget for hiring and scaling a CSM team that maps to company performance and account models.
2. Justify the procurement of Customer Success technology with an ROI multiplier on revenue.
3. Consider other Customer Success investments in education and networking to transform their teams into best in class.
Discover and understand the critical actions needed on the venture journey to scale successfully.
What is it for?
To help corporate entrepreneurs identify and successfully navigate each critical action that will ultimately become the foundation of a corporate venture’s scaling effort. Based on the insights from 200+ corporate innovation and venture tracks, this practical guide provides a deeper understanding of what’s needed early-on for long-term venture growth.
Benefits:
Identify the right measurement approach that shines a light on your path forward.
Create an ideal team setup with access to the right talent at the right time.
Select the appropriate ownership structure and legal entity format.
Dit is de presentatie van Bob Oord, ceo van Heliview Online. Bob gaf deze presentatie tijdens onze kennissessie 'Innovaties in B2B' op maandag 16 november 2015. Benieuwd naar onze volgende events? Bekijk ons aanbod op: http://www.pimonline.nl/events
Is Your Sales Hiring Process a Competitive Advantage?James Yeagle
Technology, tools and equal access to data has truly put every service company on a level playing field as they try to win customers. Who and how a company hires sales people is as critical as ever. Sometimes it is the only competitive advantage when the top two industry leaders are competing head to head.
Building a sales hiring process that is a true competitive advantage is must for any sales or company leader.
Sales Development in the Digital Transformation EraTenbound
Your sales follow up process is broken, and there's a lot more that we all can be doing to acquire and follow up on our leads, and to respect our profession. We're going to talk about sales development in the digital transformation era.
Created by Patrick Purvis.
Strategic Planning And Organization ClarityKenny Ong
ABF Strategic Corporate Planning Conference
March 2009, KL
*What are the key pitfalls that can derail strategy planning and implementation efforts?
*What are the critical activities that are anecdotes for driving the development of organisational clarity?
*Examples and case studies
Similar to Revenue models: How-to convince VC (20)
How Cash & Flexibility Are Driving Cloud InvestmentMikhail Demidov
Financial experts estimate companies may be jealously sitting on trillions of dollars in cash, and refusing to spend it. Companies are choosing to avoid large capital intensive investment programmes which incur large, upfront costs. Instead, the more desired spending pattern is to switch to projectssuch as investing in a cloud computing infrastructure which is charged monthly on a per usage basis
Social media has moved from the fringes of techno geek culture to the mainstream with astonishing speed. The terms “social media” (or “social networking” or “Web 2.0”) is a catch-all for a variety of digital services, usually free to users and carrying advertising, perhaps the best known of which is Facebook.
A few years ago, this industry barely existed. Now it’s growing and evolving too quickly for anyone to keep pace with it. Where all this is going is impossible to predict, except to say that it is not going away, particularly given the proliferation of smartphones, iPads and tablets, and other mobile devices.
And as technology has always outpaced regulation, social media is no exception. Regulators in the US and Europe have so far issued only general regulatory guidance and still seem to be struggling to get their arms around the issue. As a result firms are skeptical about what steps they should take – if any – to start their foray into social media.
This paper gives firms a look at the four main social media outlets; provides tips in navigating these websites; and lays out a best practices framework for developing a comprehensive social media policy.
Disclaimer: This communication is provided by Advent Software, Inc. for informational purposes only and should not be construed as, and does not constitute, legal advice on any matter whatsoever discussed herein.
Overview of Russian IT venture capital deals in 2011Mikhail Demidov
This first edition of the MoneyTree
ТМ
: Venture Capital Market Navigator (the MoneyTree
TM
Russia Report) 2011 is fully devoted
to venture capital investment in the IT sector, which is the most dynamic and transparent sector of the Russian market
7. Die is cast
Not understanding the revenue drivers
What are the leverage points of revenue build-up?
Underestimating time to generate revenues
Costs come before revenues
Underestimating costs
Leading to cash crunches and ultimate failure
Lack of comparables
VC’s check industry standards
Top-down versus bottom-up forecasting
How do you get to projected numbers?
Views a venture as a set of assumptions that must be learned about, rather than a plan to be proven.
It is positioned as a six step process:
Differentiation between primary and derivative assumptions with focus on extracting and understanding primary assumptions
Early construction of a business model that allows calculation of the impact of the primary assumptions on derivative assumptions such as sales or revenue
Assignment of uncertainty ranges to primary assumptions
Identification of the critical assumptions by determining the impact of their uncertainty ranges on the net present value of the venture
Selection of the next venture milestone based on a test program that results in maximum reduction of uncertainty at least cost in least time for the most critical assumptions
Document all assumptions that you are making as you go through thinking about venture deliverables
Focus on the most critical assumptions.
Some assumptions are more critical than others, due to their close association with the key production- or consumption-chain, hence driving the cost, revenue or business risk of the venture
Create management interventions (« checkpoints ») to deliberately structure the systematic testing of critical assumptions as the plan unfolds
Link the critical assumptions and the checkpoints.
The goal is to have a chart that will help you identify which critical assumptions will be tested at which checkpoint – bearing in mind that many critical assumptions might be tested more than once