Martech

FEBRUARY 28, 2024

I’d tell my mom about it, and she’s like, “You know, you should be an architect. You always think about building things.” So I got a bit smarter and realized what I really like is business, and it isn’t the law. What attracted you to it? How you’re going to get your insurance, right?

Clients 108

Clients Management Consulting Start-ups Consult 108

Martech

APRIL 15, 2024

Q: You studied in São Paulo. Is that where you are from? Q: You did a bachelor’s in economics and then — fashion marketing? A: I never really liked economics in itself. That really piqued my interest. Dig deeper: MarTech Spotlight interviews Q: How did you come to join Stanley Black & Decker?

CRM 107

CRM Retail Technology Technology 107

Martech

MAY 7, 2024

We were in a meeting, and I said something like, “Alex, I think it would be helpful if we could cut the data in a different way to figure out what’s really happening.” I didn’t specifically ask Alex to look at the data differently, did I? and “I want you to do X.” In hindsight, I now know that my language was vague.

X-functional 104

X-functional Follow-up Meeting Strategize 104

SaaStr

MAY 13, 2024

And that thing I’ve learned is that you can take two brutally competitive products, that are very similar, give each a booth at SaaStr Annual, Europa or at one of our digital events… or each can try a podcast ad or do a newsletter ad … and one can walk away with more leads than you can follow up on. The difference?

Quota 83

Quota Pipeline Follow-up Start-ups 83

SaaStr

MAY 13, 2024

Dear SaaStr: As a SaaS Founder, Can You Tell Us The Story of How You Found Product-Market Fit? We weren’t in agreement on how aggressively to push our API, or our freemium vector, or different expressions of our product. We tried leading tradeshows in different verticals. Sometimes you know. But we didn’t know.

Tradeshows 88

Tradeshows Product Launch B2B 88

Partners in Excellence

MAY 7, 2024

“What work are you referring to?” How will they use the time you are freeing up?” “Other than improving efficiency and productivity, what other things do you free up your customer to do?” Do you understand what problems your solutions address? “What does that mean,” I asked.

Start-ups 116

Start-ups Up-sell Conversion Product 116

SaaStr

DECEMBER 25, 2023

Dear SaaStr: Should SaaS Pricing Be Adjusted for Different Geographical Markets? But if you really can show it can move the needle now, ignore this, and go for it. A common exception here is when your app takes off in less developed countries as a large % of your customer base without you really planning for it. $5

Price 101

Price Territory Customers Growth 101

Search Engine Land

MAY 6, 2024

While the policy began yesterday, the enforcement is really kicking off today.” You're right. Such content ranking highly in Search can confuse or mislead visitors who may have vastly different expectations for the content on a given website.” I'm seeing the same thing.

Education 144

Education Launch Trust Closing 144

Martech

MAY 15, 2024

Q: Tell us about what you’re doing with Silicon Foundry. Some of the most exciting innovations are happening at the intersection of these different industries. Marketing was not really part of this scope until this AI lifecycle. Q: One example of a startup you have worked with is Echo AI. No surprise.

Retail 88

Retail Cross-sell Technology Technology 88

SaaStr

OCTOBER 19, 2023

Dear SaaStr: How do VCs Really Feel About Founder Salaries? I Was Told That a General Rule of Thumb is 75% of Market The 75% Rule once you are VC Funded for more than a few million dollars is a good one. But if you raise less than that — 75% may well be too high. You need the cash to last 24 months.

Start-ups 102

Start-ups Engineering Sales 102

Martech

APRIL 29, 2024

If you thought tech’s post-COVID letdown, marked by higher interest rates, widespread layoffs and consolidation, would put an end to marketers’ “shiny object syndrome,” it looks like you were wrong. But maybe none of this really matters. Survey respondents said only 56.4% of purchased martech tools are being used.

Technology 102

Technology Technology B2B Process 102

Partners in Excellence

MAY 8, 2024

All we really want to do is present our product, our pricing, and hope that we get an order. And, I’m thinking, what we really want is to skip all of that and just take the order. We miss being able to shape the customer requirements, understanding what they are thinking, getting them to think differently.

Price 68

Price Up-sell Conversion Presentation 68

SaaStr

APRIL 2, 2024

Once you sell it, it is not yours anymore. You can no longer fail or run out of money, but really, you can no longer win in the same ways, either. You now have a much, much narrower role than you did before the deal, in most cases. Even if they tell you nothing has really changed.

Sell 91

Sell Product 91

Search Engine Land

MAY 3, 2024

There’s so much around the update, from its length to the death of the helpful content update (HCU) to all of the quality issues on the SERP (talking about you, Reddit ). Not really. The March 2024 core update was a very different update. If you’re screaming, “No, I’ve seen crazy ranking swaps at the top of the SERP you fool!”

Construction 118

Construction Follow-up Start-ups Presentation 118

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 115

Sell Territory Consult Contract 115

Search Engine Land

APRIL 30, 2024

Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? And what if you had a butler who was brilliant at every subject in the world and could give you the best answer to any question you had, not just an accurate answer but helpful, friendly and thoughtful? Now, think about this.

User Experience 114

User Experience Niche Service Closing 114

SaaStr

DECEMBER 12, 2023

While different data sources report different numbers, the companies themselves in the Keybanc Sapphire data report 80% hitting quota attainment. If you can’t get close, for too long — any organization will do much better routing those leads and accounts to those who can close. And how many hit quota?

Sell 113

Sell Quota Commission Contract 113

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. To get you from reps 3 to 300. It’s great.

Sales 100

Sales Quota Closing Up-sell 100

Martech

SEPTEMBER 18, 2023

Those are the demographic of accounts that we found are really looking to deliver an English ESL or a Spanish-to-English program. What parts of it do you use the most? Those are really what bring our sales and marketing teams together. Q: What kinds of segmentation do you do? Q: So who are your customers?

Agriculture 125

Agriculture Territory Construction Manufacturing 125

Martech

APRIL 16, 2024

Without a robust consent mechanism allowing people to accept analytics cookies, you risk losing valuable insights into user behavior. From WordPress to Shopify, there’s a solution out there for you. If you’re using a different analytics tool, consult your provider for help. The repercussions?

Territory 127

Territory Consult Price Start-ups 127

Partners in Excellence

APRIL 19, 2024

CEO: I’m excited to speak to you. Can you tell me a little about the results you produced in your last role. You know how important the “Rule of 40” is for our organizations, our “Rule of 40” number, based on 200% growth last year, is 50! CEO: That’s really interesting.

Quota 120

Quota Growth Prospecting Start-ups 120

SaaStr

FEBRUARY 26, 2024

Well, as frustrating as it can be when a new VP, a new Director, a new IC doesn’t work out … it was your fault not doing enough diligence: Did you really do reference checks? Did you do good ones? Were you really sure they could do the job? Or did you more love their LinkedIn and experience?

Education 103

Education Trust Meeting Sell 103

Martech

APRIL 23, 2024

We were looking last year to solve a really big problem as we scaled globally, and that was how with limited resources we could address post-purchase experience,” said Breanna Moreno, True Classic’s VP of customer experience. “We She added, “You never want your consumer to reach out to you asking, ‘Where’s my order?’

Click Through Rate 107

Click Through Rate Territory Retail Service 107

SaaStr

DECEMBER 19, 2023

In the early days, it’s simply that you have a few more leads than you can currently handle. There are only so many demos, so many Zooms, so many follow-up calls you can do. There are only so many demos, so many Zooms, so many follow-up calls you can do. Later, as you approach $8m-$10m ARR, it will flip around.

Lead generation 110

Lead generation Follow-up Gaming Growth 110

Partners in Excellence

MAY 6, 2024

It will not respond with, “You may want to rethink this and consider a different approach… ” And it will never tell us, “You are full of s**t in the way you are doing this!” Use ChatGPT as a debate partner, explicitly asking it to take a different point of view.

Prospecting 73

Prospecting 73

Martech

APRIL 17, 2024

GA4 is fundamentally different than its predecessor. You know, if I have a quarterly report, I’m not looking at the last 90 days. Now we have three different levels of events. You want them to set it up right. A: Other than key events,I haven’t really seen much. Well, May has 31 days.

Healthcare 120

Healthcare GTM Clients Price 120

Salesforce

FEBRUARY 14, 2024

It doesn’t really matter how great the technology is. It doesn’t really matter how great the technology is. As you continue to work closely with your IT organizations, you may want to consider creating an AI council or having a chief trust officer to provide guidance and oversight. Here are their tips.

Trust 105

Trust Technology Technology Strategic planning 105

SaaStr

MAY 9, 2024

Dear SaaStr: How Many Hours a Week and On The Weekends Did You Work as a Founder? So really I never got a vacation. I had different cadences. It’s with you always. The post Dear SaaStr: How Many Hours a Week and On The Weekends Did You Work as a Founder? The first time I worked at a start-up, I was confused.

Start-ups 85

Start-ups Service 85

Martech

MAY 2, 2024

Accounts, especially at larger companies, may have a number of different buying teams looking at different buying opportunities. Here’s an example of the types of agendas that may be characteristic of different buying roles. You still don’t really know who is buying what. Influencers Make my job easier.

B2B 120

B2B Drivers/motivators CRM GTM 120

SaaStr

FEBRUARY 10, 2024

This is the #1 thing you can do to move the needle. Especially if you are struggling. And if you can, just go hire 1 great leader, one great VP or even 1 incredible individual contributor. It really does make a difference, adding one more truly great one to the team. You may be doing better than you think.

Growth 123

Growth Product Customers 123

Partners in Excellence

JANUARY 12, 2024

My first hack was really counterintuitive. I decided to take a different approach. While I found the number of people wanting to talk is stunning, I realized I would be spending a lot of time in interesting conversations, but not really selling a lot. I’d ask, “Are you achieving what you want to achieve?

Sell 115

Sell Commission Up-sell Quota 115

SaaStr

DECEMBER 23, 2023

Dear SaaStr: What Advice Do You Have For a First-Time VC? My advice is hard learned, and pretty contrary to what you’ll be told. Don’t Start Slowly — If You Have Great Deal Flow. The advice you’ll often be given is start slowly. If you are truly new to the industry that’s great advice.

Start-ups 117

Start-ups Pitch Closing Conversion 117

SaaStr

JANUARY 18, 2024

VCs really do want you to be a big success. No one is out to get you. So really, the ‘worst’ things VCs do are simply around incentive dis-alignments. So really, the ‘worst’ things VCs do are simply around incentive dis-alignments. If you want to do anything else, you get misaligned, at least partially.

Price 94

Price Up-sell Growth Engineering 94

Martech

APRIL 25, 2024

What do you do if the vendor of one of your martech solutions gets bought? Here are 10 things that will let you be proactive if this happens. Know what you need and why. The most important thing is to understand why you are using the solution in the first place. What are the use cases for it? Look out for promises.

Contract 107

Contract Legal Price Technology 107

SaaStr

MARCH 22, 2024

If you are a VC / private investor, there’s a key meta question: why invest now ? There are really two, related answers to “let’s wait” One is because if you don’t invest now, it will be too late. This is really the reason most very early-stage investments get done. At least, for now.

Price 92

Price 92

SaaStr

NOVEMBER 12, 2022

One experience that confuses a lot of founders is when it really starts to take off — I mean, when it’s really now clearly good — and they still get “No”s from VCs. The answer usually is pretty simple — Early Stage VCs take different types of risks. Others … really don’t care.

Networking 137

Networking Growth Price Engineering 137

Partners in Excellence

MARCH 27, 2024

“So it sounds like you are getting ready to have a fight with the customer. . “So it sounds like you are getting ready to have a fight with the customer. Is that what you want, or do you want to address the issues both of you have and figure out how to move forward?” ” He isn’t alone.

Conversion 105

Conversion Gaming Meeting Trust 105