Iannarino

JUNE 10, 2023

Research on B2B buyers shows they have changed how they buy. The biggest shift is that they do their own research before starting the sales process, and most would prefer to buy without having to speak with a salesperson. Buyers complain that salespeople don’t understand their business and their challenges, and that the sales experience doesn’t give them what they need.

B2B 297

B2B Sales Experience Process Sales 297

SaaStr

JUNE 10, 2023

Dear SaaStr: Can Founders Force a Reluctant VC to Exit (Assuming There is a Reasonable Return for All)? Sort of. Generally speaking, there is no legal or contractual way to make a VC sell / exit. There can be some exceptions, but usually there are no “drag along” or forced put rights in standard terms and conditions. But …unless (x) the VCs control the company (own > 50%+) AND (y) are willing to step in and put a CEO in, or be the CEO … the founders have a lot of de facto power here.

Legal 93

Legal Price Sell Growth 93

The Digital Technology

JUNE 10, 2023

Investing in an idea that’s not feasible and doesn’t resonate with the market is worse than not executing it. The damage done to your resources and credibility is irreversible. Testing your idea and market demand is essential. You can build a minimum viable product (MVP).

Minimum Viable Product 40

Minimum Viable Product Product 40

SaaStr

JUNE 10, 2023

If you do raise prices, how about also adding more value than price increase? E.g., add: – More great features – Close feature gaps – Better support – New integrations, partners – Better API, security – New stakeholders, dashboards, analytics Turns a Rip-Off into a Good Deal — Jason ✨Be Kind✨ Lemkin  (@jasonlk) June 4, 2023 For the last few years, SaaS has felt less like a service than it used to. 2023 has become the year of not just the aggressive pri

Price 71

Price Service Closing Customers 71

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