The weekly top 10 for B2B tech operators · Every Friday
ARPA, or Average Revenue Per Account (not annual) is the measure of the revenue generated per account, which can be measured per year or per month. Really helpful identifying which segments, products are high value. Buffer provide excellent commentary on how they grew to $20m ARR by being hyper-focused on ARPA
. Last week I referenced/suggested putting some effort and focus on Churn and optimizing ways to keep that number low. Let's take it a step further this week by leveraging those frothiest of customers into a referral channel. Here is a playbook from SaaStr.
TL;DR both platforms are growing like crazy, one more so. Ok, I'm a Mac guy and I’m also a Slack guy, so I’m also biased. But these days pretty much everyone WFH is using either Slack or Microsoft Teams as their collaboration platform de jour. Last weeks #8 got quite a few reads and reactions regarding Slacks crazy week and this week Go Practice take a look at their astonishing recent growth and soberingly compares it to the growth of Microsoft Teams - there is a huge delta in Teams’ favor, even when ignoring the fact that any Office Microsoft 365 users get Teams by default. When you look at DAU - it’s significant too.
This is a pretty long, but very high value, read from Alex Jarvis with real life examples and some good humor. The business model is always more important than the product (but they both matter), as does timing. There is a longer PDF version - so I got that for ya too (it’s longer).
Yeah you know me. In this Covid-19 world PLG is becoming more viable as a go-to-market strategy for more businesses. Here are a couple of good PLG-first articles - this one is from Profitwell, and a PLG Virtual Summit is happening on April 15th.
It’s a hypothesis, as pricing will never be perfect. Chargify provides 5 pricing scenarios a SaaS company can test. Intercom make the case that a solid pricing strategy helps shape an entire business model
Is king, and that statement has never been more important for a startup that right now. MYOB have some good advice on cash flow management in a Covid-19 world and SaaS academy have solid recommendations on how to preserve your runway
We’re all going virtual, so Google has a pretty comprehensive guide and how to pivot live events to virtual gatherings.
Wondering how best to recruit remotely? Forbes has some recommendations for you and Recruitee has 7 hiring tips.
Data is starting to trickle in how COVID-19 will impact valuations. Check The Startup’s Work and Tom Tunguz takes a swing at what sectors will be most impacted.
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