BC Startup Sales Podcast – Customer Success Leverage in Bottoms-Up Sales with Jason Mills (Expensify)

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customer success leverage

Customer success leverage can sometimes be the difference between a winning and losing SaaS business when operating in low ACV environments. The theory is basically that if you are selling software at low prices you must be focused on extracting the highest degree of leverage out of your sales, marketing, and customer success teams to build a… Read more »

Improving Lead Management Using The Demand Waterfall

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improving lead management

Improving lead management is a very important topic relevant to any SaaS company. This week, we talked to Ryan Mettee to learn more about the Demand Waterfall®, a concept developed by SiriusDecisions in 2006 to help align the goals of marketing and sales teams in B2B organizations and improve lead management. SiriusDecisions is a company… Read more »

The Impact of Social Media on B2B Technology

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smw-new-york2

Channels for expression have moved from physical to digital.  Consumer and business communication today is instantaneous, documented, and shareable.  The digital citizen responds to content more than ever before, content that is distributed ever more widely.  Depending on the platform of broadcast, all content can instantly become social, which is one of the major reasons… Read more »

BC Startup Sales Podcast – The Demand Waterfall with Ryan Mettee (SiriusDecisions)

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improving lead management

SiriusDecisions introduced The Demand Waterfall® concept in 2006 to create a shared view between marketing and sales to ultimately reveal the health of an organization’s new-business-related activities. We love this concept and recommend it to pretty much any portfolio company that cares about marketing and sales alignment. As demand generation efforts are becoming more and… Read more »

Meltwater’s 3 Tips For Understanding Customer Turnover

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customer turnover

Last week, we had a discussion with Kaveh Rostampor, Executive Director, Americas at Meltwater, on understanding customer turnover, also known as churn. Meltwater is a global leader in media intelligence. It is a Scandinavian “outside insight” company that tracks online news and social media with nearly $200MM of ARR. Kaveh joined Meltwater when it was just… Read more »