Tomasz Tunguz delivered a session on 10 Learnings About Free Trials at Saastr 2019. Based on a survey with 590 respondents – from single digit ARR to public SaaS companies and a wide variety of price points and customer profiles. 1000+ lines of R code was written to make sense of the data.
50 Immigrant founded unicorns (of total 91)have a collective value of $248B and add an average 1200 jobs per unicorn.
In the Smarter with Gartner series, Jordan Bryan recently summarized shifted realities vis a vis B2B Buyers. Although popular discourse amongst the leaders in the sales/sales training industry would like to believe otherwise, the Buyer has actually changed. Here are the headlines :
Why would the Innovation Leader in a top 5 consulting firm sign up with Uber to drive drunk people around at 2am? Ted Graham, now Head of Open Innovation at GM outlines 3 learnings as a UberX driver (while at PWC). Highly regulated industries (like transportation aka Taxi industry or even Accounting) are in for major disruption. Unless disrupted already.
Pricing your SAAS is easy. Just follow the per user/per month formula and build multiple levels based on truncated product or cascading features (higher you pay more you get). According to people who know, SAAS and SAAS pricing it is time to rethink this approach.
CBInsights has put out another interesting infographic that lists all the 310 Unicorns around the world. They sort unicorns into 13 categories, from cyber security to Internet Software Services. The Other category includes companies within real estate, ed tech, renewable energy, aerospace, etc.
According to a recent CBInsights report startups outside US raised more equity dollars than US based startups 2nd year in a row. China – between Beijing and Shanghai – is catching up in terms of number of deals and funds raised. Silicon valley is still way ahead (as a singular location) with over 200 exits above $100mn where Tel Aviv is better performing than London,Boston, NY and LA (it is also a favorite of international investors).
Why it is important to get to ‘That’s right’. Lessons on negotiation from a 24 year Veteran FBI Hostage Negotiator.
Andy Raskin recently wrote on his experience of a CEO he was working with, negotiating with a senior colleague on the strategic story for the company. The colleague was not aligned with what was being proposed and Andy’s sessions with him did not help at all. He didn’t budge. Next, the CEO has a chat at the end of which this employee turns around completely. It was attributed to a negotiation technique espoused by Chris Voss in his book ’Never Split the Difference’.