This week the Bowery Capital team was joined by Tim Bryan, Chief Revenue Officer at Custora and Brett Robbins, Head of Business Development at Custora, to discuss choosing your scaling units in SaaS Pricing. Custora is one of the leaders in the advanced customer analytics space for the retail industry, providing marketing leaders with insightful guidance they need to deliver results while maximizing profitable growth over the long term. In our podcast, we discussed what exactly scaling units/ "currencies" are and, the difficulty of choosing the proper SaaS pricing model for your company. Every company decides to use different units or currency to determine pricing and breakpoints (i.e users, traffic tiers, number of employees, etc...) we got to hear their take on these and which ones have worked for them, and how they've thought about and addressed this problem. Tim and Brett broke down the process of choosing the proper scaling units in SaaS pricing into five steps: 1) Aligning with Value 2) Aligning with the Product 3) Aligning with the Sector 4) Testing your model 5) Evolving based on experiences. Find out what they had to say on these five steps, and hear how they applied them during their previous and current roles at Custora. What do you think the trends will be in SaaS pricing in 5 years? Hear what Tim and Brett think SaaS pricing trends will be in 5 years.
This week the Bowery Capital team was joined by Tami McQueen, Director of Marketing at SalesLoft, to discuss unique marketing strategies at Dreamforce, on a budget. SalesLoft is one of the leading platforms used for sales development and one of the simplest ways to conduct outreach to prospects in order to ensure quality leads and set up qualified appointments. In our podcast, Tami and I discuss her experience attending and running a successful booth at Dreamforce while operating within a budget. Everyone from startups to Fortune 500 companies attend Dreamforce, so having an impactful and memorable booth takes time, strategizing and real creativity. We spoke with Tami about many unique marketing strategies at Dreamforce that SalesLoft has used and ultimately enabled them to make their time at Dreamforce a success. Tami and I finished off with addressing her take on the importance of executing proper marketing strategies prior to and post the event. So we ask, which companies should be attending Dreamforce? How do you know if your company is a fit? Find out what Tami's take is on all of these points, and hear about how she was able to achieve the success that she did at Dreamforce.
This week the Bowery Capital team hosted Matthew Bellows, Founder and CEO at Yesware, to talk about turning sales failure into sales success. Yesware’s suite of sales tools improves prospecting and tracking abilities, leading to more closed deals with less time spent. In our podcast, Matthew and I discuss identifying failures, crafting solutions to turn them around, and then effectively implementing those solutions. He speaks about the definition of sales success, and how long a startup early in their cycle might need to observe before they can accurately judge their situation. One of the greatest challenges at Yesware was how to tackle sales in a freemium model. More precisely, they struggled with the question of how to convert free users into paying customers. This also raised the issue of how to appropriately evaluate customer acquisition alongside paid conversion. Should every new customer brought in be considered a sales success, or merely those who generate revenue? Matthew takes us through what ended up working for him at Yesware, and how he tested each strategy.
This week we were back in the studio after the holiday weekend with our good friend Pete Kazanjy of TalentBin to discuss the concept of "Founder Led Selling." Pete was formerly the Founder of TalentBin, a category-defining talent search engine and recruiting CRM that sold to Monster in 2014. In our podcast, Pete discusses the high level concept of founder led selling and how to really understand the gap between having your MVP ready to go and hiring a salesperson to then sell it. This gap is obviously filled by founder led selling but Pete dives in on a specific structure that he created that any founder can use to their advantage. We walk through this structure and each component of it in detail in our chat.