This week’s SaaS roundup features tips for putting together a SaaS sales team for growth, attracting your first 100 SaaS customers, getting the most out of your customer feedback and much more! Let’s get started…
Last week saw the introduction of new Openview blog contributor Rodney Laws, making quite a splash with his fantastic presentation on the value of community content. Laws opens with a brief history of software sales tactics, explaining how the advent of the SaaS model has fundamentally changed how software companies approach customer service forever. Unlike the expensive software packages of the past, SaaS customers must be continually earned, and their interest must be captured again and again. Instead of selling products, we now sell services. So how do we establish a great brand reputation and set ourselves apart? According to Laws, the secret lies in the power of community content.
If you’re unfamiliar with this term, community content is quite simply content that has been created by your community. While there are a few different ways to define it, the most powerful form of community content is content produced by people who actually use your service, and believe in it.
But why is this content so powerful? Laws has the answer.
Any company with a thriving community will want to boast about it, while any company getting a lot of flack from its users will want to keep quiet and stick to conventional talking points. The former will win the customers, of course — so make every effort to strengthen your community.– Rodney Laws
Though SaaS Capital‘s Todd Gardner is an outspoken believer in GAAP financials, this article sees the founder on a mission to set the GAAP record straight. In addition to being the standard, Gardner believes that GAAP financials do a better job of reflecting the underlying financial performance of a company than cash-based financial statements do. However, Gardner states that when it comes to the capitalization of software development costs, he feels that GAAP has it “dead wrong”. For a profound explanation of his reasoning, give this 4-minute article a read.
In this fast-paced and granular development world, the idea of breaking down developer work efforts into pre- and post-technical feasibility, then deciding what work is an enhancement vs. a modification, then deciding the useful life of the enhancement, and then recording all these costs separately on the books is absurd. It also serves no purpose.– Todd Gardner
Knowing your LTV allows you to correctly balance the amount of money your SaaS company spends on obtaining customers, also known as your CAC. After all, if your CAC is higher than your LTV, urgent action needs to be taken.– Kaya Ismail
We’re always happy to hear from the brilliant minds behind SaaS super-platform Paddle. Regular contributor Catherine Pearson returned to the blog share her thoughts on putting together a SaaS sales team for growth, taking readers through the growth journey from step one. Pearson’s pieces are always thoroughly insightful, and this one is no exception. Teaming up with VP of sales Adam Kay, the duo take readers on a mixed-media journey through this often-overwhelming subject, demystifying some of the most confusing aspects and stopping along the way to build context with video presentations by Kay himself. We can’t say enough good things about the folks at Paddle. Simply fantastic!
Once you know the ‘why’ behind a sales process and you know your audience, you can begin to establish a sales process.– Catherine Pearson
Don’t mind the clickbaity title – this article is the real deal! Bottom Line Grind writer Mahmud Ahmed sets out to deliver a thorough guide to lassoing your first 100 SaaS customers, and does so with style. This article is brimming with actionable tips for SaaS company growth, though at times it may feel a bit sluggish due to it’s 17-minute estimated read-time. While it may not be ideal for the casual lunch break scroll, this insightful step-by-step guide to turning your SaaS company into a customer magnet is well-worth a weekend read.
If there’s one thing I’ve learned about marketing over the years, it’s that it’s a series of steps, not just one silver bullet.– Mahmud Ahmed
SaaS instant feedback giants Upvoty may be newcomers to our weekly roundup series, but their fantastic blog content has been consistently catching our eye for quite a while now. Though choosing to keep their writers anonymous, the author of this piece does a stellar job of detailing the risks of under-promising and over-delivering. With the aid of a few helpful infographics, this article provides the jumpstart many SaaS companies need to start tracking user feedback the right way. Not sure what the “right” way is? Simply be straightforward and transparent. To learn more about what that entails, give the full article a read!
How do you make sure you please your customers’ expectations while holding on to your products’ vision? There’s one golden rule in SaaS: Don’t under promise &– Upvoty
Thanks so much for joining us for another SaaS roundup. We hope to see you here again next Monday!