What makes people love your product so much that they want to spread the word about it? Is it clever marketing? No. You can have the best...

In the early stages of most SaaS startups’ lives, the CEO or founder often acts as the initial head of sales. This makes sense given the...

For salespeople, your sales pitch is crucial – above all else, it must be crystal clear what you’re trying to sell and what the value is...

Too many startups focus on the first S in SaaS, but they forget all about the second one. When software and service aren’t equal...

At Intercom, we know how challenging it is to strike a balance between being personable and being efficient. You want to be welcoming to...

The SaaS industry has exploded in recent years due to relatively low barriers to entry, readily available venture capital funding and a...

In a relay race, the most exciting moments often come not at the finish line, but when the baton gets passed from one runner to the next....

There’s one thing all wilderness survivors have in common: they didn’t get eaten by a bear. The only way to make sure your customers see...

When everything you ship presents a marketing opportunity, there’s a tendency to announce everything. Don’t do it. We’ve all heard the...

Knowing what to charge for your startup’s product is hard, but you should always price for the value it creates for your customers, not...

The typical salesperson is more focused on prospecting new clients than driving value for existing customers. By passing off clients...

The traditional SaaS sales team structure is built on outbound sales — an approach that requires salespeople to pursue leads that are...

Fundraising can be a distracting period for a company. The CEO and the finance/analytics team particularly feel the weight of this burden...

When you launch a start up you want to go global and reach as many international markets as possible. But bridging the gulf between the...

Tech investors love SaaS companies, and 2013 was a phenomenal year for the valuations of public companies in the sector. As the year...

Don’t confuse consulting revenue, one-time deals, or charity donations with actual recurring monthly product revenue. They’re very...

40-60% of users who sign up for a free trial of your software or SaaS application will use it once and never come back. What follows is a...