The weekly top 10 for B2B tech operators · Every Friday
MRR: Subscription revenue is powerful. It accumulates and compounds over time and MRR, or Monthly Recurring Revenue, is a predictable (..get it?) SaaS Metric Classic - so this is a deep dive article into everything you ever wanted to know (and much, much more) about this most common of metrics, covering different MRR types, differences between MRR and ARR, etc, etc, etc.
OK -so what are the best ways that SaaS companies can grow their MRR? Check this article that looks at two (of the five) elements of MRR growth that often fly under the radar of acquisition (expansion and reactivation).
If you are looking to raise capital - You have 2-4 slides tops to grab the attention of an investor. Use those slides wisely and don’t go beyond 12-15. But also check this word of warning from Elizabeth Yin (Co-founder / GP at hustle fund): NOW is really a horrible time to be raising, only fundraise now if you are wrapping up a raise or really need a little bit of money.
Looking to start something soon? Y Combinator is launching a new Startup School intended for the Founders of the future. The course will start next week - November 9th and run for 6 weeks. Spread the word or Sign up here!
SaaS B2B Marketing is a pretty unique beast - and getting into the minds of an idealized customer often requires going through the practice of creating personas - you should try it- it will def make you a better SaaS marketer. For most SaaS companies creating multiple personas is often a strategic necessity. So here is an additional differentiator (and what the difference is compared to a persona) of an Ideal customer profile.
Add this one to your SaaS dictionary: Buyer Intent Data. I have posted all kinds of articles in this newsletter on Marketing strategies and tactics - but there is never a one-size fits all channel for a company. So how does a business find out what are the best marketing channels for them? This article suggests that everything needed to answer that questions is already within the data a business generates every day. (you're gonna need Personas - so don't skip #5)
Looping together 5 and 6 above - Customer data management is a practice, not a technology. I love that simple message. Bluconic give the crib notes/5-steps in this article about how to develop a strategy to optimize and improve customer experience using good data management practices.
Creating an intuitive application or website takes time, and requires a *process*of design - what may seem obvious to one person may not be for everyone. It's not just about UX - it's about usability testing, read here for the fundamentals on this concept. Once you have that article mastered, head over here on how to elevate your UX design empathy skills.
I don't know about you - I think WFH is great but it also makes work-life integration just straight up weird and the boundaries a little tricky to manage. 4 year olds do not respect Zoom rooms. So I did lean into this article and feel we are all in here somewhere - to reel you in: "*Remote isn’t just a different way of working, it’s a different way of living. And if you’re not careful, the only thing you’ll experience is work**"* . The author recognizes 4 different types of work-life boundary management to help you manage your own boundaries: Integrators, Cyclers, Separators and Role-Firsters.
Beyond metrics, a successful framework can distills complex processes or models to make execution more of a simple recipe. Kinda why OKR's exist. Sarah Tavel has compiled a great list of compelling Frameworks covering the 10x model, the hierarchy of engagement, hype cycles and more!
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