B2B Outbound sales using cold emails

#StartupBasics | Series by Insights Alley (Hosted by Arun Verma)

S01E10 -How to do B2B Outbound sales using cold emails?

Guest: Olof Mathé, Co-founder of Mixmax

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In this episode of #StartupBasics, we discussed:

– The Story of

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Everything about Landing Pages

#StartupBasics | Series by Insights Alley (Hosted by Arun Verma)

S01E09 -Everything about Landing Pages

Guest: Oli Gardner, Co-founder of Unbounce

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In this episode of #StartupBasics, we discussed:

– The Story of Oli from his early career to co-founding Unbounce.

– What is a Landing Page?

– Types of Landing Pages

– What to use a Landing page for ? in early-stage startups?

– Components of a Landing Page:

  • Headlines, Copy & Structure of Information
  • Page navigation & folds
  • Media components: pictures, graphics, videos
  • Forms & CTAs

– 5 Second test

– Purpose of Heading & Subheading & Headline Flip Method

– Long form vs short form explanation text

– Attention Ratio

– How to use images/graphics in your landing page?

– How to use Forms and CTAs?

– Wistia’s Benchmarking Data:

– How to use testimonials in your landing page?

– Testimonial Creation Customer Interview script:

  • Which things have changed in your business because of our product/service?
  • How have they changed?
  • Can you describe how it feels to see that change?
  • If you were to quantify the change, what metrics have changed and by how much?
  • Do you have any examples of before and after in the form of photos?
  • Would you be willing to record a video testimonial?
  • May I have a photo of you or whoever uses the product/service, actually using it?
  • I’ll also need the name, role, company name (if it’s a client), and links to any published materials documenting your use case.

– Landing Page Optimization & AB testing

– Importance of Segmentation

– What should happen after the landing page?

– How to manage your landing pages at scale?

Resources mentioned:

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Best of Insights Alley from 2018

#StartupBasics | Series by Insights Alley (Hosted by Arun Verma)

S01E08 – Best of Insights Alley from 2018

Part 1:

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Part 2:

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Part 3:

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Understanding SaaS Metrics

#StartupBasics | Series by Insights Alley (Hosted by Arun Verma)

S01E07 -Understanding SaaS Metrics

Guest: Nick Franklin, Founder & CEO at ChartMogul

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In this episode of #StartupBasics, we discussed:

– The Story of Nick from his early career to Zendesk & now ChartMogul.

– Metrics to track in very early stage of your startup: How many people are signing up? Are they logging in? Are they coming back to the product? How often they login back?

– Metrics vs KPI

– Different type of metrics buckets reflecting different parts of your business:

  • Product Usage Metrics
  • SaaS Business Metrics
  • Financial/Accounting

– The upside of using subscription analytics tools for your SaaS Business metrics

– MRR & ARR:

  • Understanding MRR & ARR in detail
  • Importance of MRR
  • Two ways to think of ARR
  • How to calculate it?

– The number of Customers/Accounts & ARPA/ARPU:

  • How to calculate it?
  • It’s significance
  • How segmentation brings more meaning to your metrics

– CAC:
The best customer acquisition method is by word of mouth

– LTV:

  • Understanding Customer Lifetime Value
  • How to calculate it?

– Customer Lifetime Period & Payback Period

– Churn:

  • Understanding Churn & Churn Rate
  • Types of Churn

– Benchmark for these Metrics
Matrix Partner’s Annual Private SaaS Company Survey

– CAC to LTV Ratio:
David Skok’s Lecture on CAC to LTV Ratio

– Health & Sustainability of your SaaS Business

  • Cash in the Bank, Burn Rate and Runway
  • Churn Rate & SaaS ceiling

– Overlooked Metrics

– The relation between SaaS business metrics & product usage metrics.

Resources mentioned:

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Pricing Strategy for B2B & B2C SaaS startups

#StartupBasics | Series by Insights Alley (Hosted by Arun Verma)

S01E06 – Pricing Strategy for B2B & B2C SaaS startups

Guest: Patrick Campbell, Co-Founder & CEO at ProfitWell

 

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In this episode of #StartupBasics, we discussed:

– The Story of Patrick from his early days to Price Intelligently & now ProfitWell.

– Importance of Pricing strategy in your business.

– Free Trial vs Freemium
Freemium is not a Revenue Model, it is instead an acquisition method.

– What type of Pricing strategies are there? Problems with them & which is the best strategy?

  • Cost+Markup
  • Competitive Benchmarking
  • Value Metric based pricing

– How to find the Value Metric?

  • We are able to measure value now that we are creating for our users like we were not able to do 10 years ago.
  • Thinking of value metric in very basic fundamental things.
  • How to find your value metric – Step by step process, with an example for a CRM.

– How to find the exact price point in early-days?

  • Understand that human beings think of value on a spectrum.
  • What questions to ask to find out the right initial price point?

– How to update pricing?

  • Pricing complexity & how often?
  • Your price is the exchange rate on the value you are providing to your customers.
  • Probably you are not great at pricing right now.
  • Treat pricing as the growth lever as it deserves to be treated as.

– What to do with old customers with old pricing?
What not to do? and what to do?

– About One-time fee, Add-on and service fee from your customers.

– How to make kick-ass pricing page?

  • Think in terms of user persona that come on your page.
  • Align everything based on the different buckets of different personas
  • Self-serve vs Contact Sales: Understand the unit economics of each plan/persona pairing.

– Pricing Localization: How to do it? with examples

– What to test and optimize in your pricing strategy?

  • Don’t A/B test your pricing, unless you are Amazon.
  • The pricing strategy of Drift vs Intercom

– What to test and optimize in your pricing strategy?

– Reflecting brand in your pricing

– How to start now when you did not any of this stuff from starting?

– Pricing of ProfitWell itself

– Pricing is a Process, not a magic bullet.

 

Resources mentioned:

 

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