SaaS Roundup #199

Hello roundup reader,

I'm really excited for this week's newsletter because I have two great pieces of content to share with you:

The first one is a recording from an interview our CEO Nick Franklin gave for the Inside Intercom Podcast. In it, he talks about his experience founding ChartMogul 5 years ago and shares what he believes are the most important things in order to achieve (and survive) hypergrowth.

Running a partner program? Thinking about starting one? You might want to check out the case study with Ryan Mesches of Teamwork in which we discuss one of the trickiest aspects of working with partners — measuring the impact they have on your company's bottom line.

Have a great weekend!
Ilia @ ChartMogul
New from ChartMogul

The good, the bad, and the ugly: ChartMogul’s Nick Franklin on navigating hypergrowth

Dee Reddy & Courtney Chuang, Inside Intercom Podcast

In this interview with Intercom’s Kate O’Hanlon, our CEO Nick lifts the curtain on what it takes to get to scale in just 5 years. From what to do in the early days (invest in building an audience), to know to make sure you don't fall behind (keep improving the main product) this has valuable advice regardless of the stage you find yourself in.
"Ask any founder and they’ll tell you – growing a fledgling startup into a thriving business is an exercise in survival."

Teamwork is Turning Its Partner Program into a Powerful Acquisition and Retention Tool

Ilia Markov

Before Teamwork started using ChartMogul, Ryan was facing a Sisyphean task of measuring the impact partners have on the bottom line. They could track how many customers were referred to or by partners, but it was nearly impossible to understand how that affects activation and retention rates.
"Every time I get into a customer profile and see all the movements, I realize it would have been a nightmare trying to track it on my own."

This week's top reads

On-Page SEO: The Definitive Guide (Updated for 2020)

Brian Dean, Backlinko

If you think that success with Google in 2020 depends on getting (buying) backlinks and hiring an expensive half-SEO-half-developer type to get your technical setup right, think again. On-page SEO is still the highest factor when it comes to ranking. And it comes with a bonus — it's completely under your control. 
"There’s more to on-page SEO than cramming keywords into your page’s HTML. To rank your content in 2020, you also need to optimize your content for:

User experience
Bounce Rate and Dwell Time
Search Intent
Page loading speed

15 Sales Closing Techniques: How to Close Your Next Sale

Sujan Patel, Milkshake

It doesn't matter if you have the best cold outreach successfully connecting with the most qualified leads in the world. If your closing skills are lacking, you're never going to be successful. Sujan Patel collected the 15 most popular closing techniques in this post — use them if you need to brush up on your skills.
"Closing isn’t all-or-nothing, and it doesn’t have to use a defined technique to be successful. Experiment. Test. Transform these techniques into your own models to see what works and what doesn’t. The data you gain throughout this process will be invaluable to your overall sales performance."

What is a Best in Class Payback Period for a Software Company in 2020?

Tom Tunguz

Tom Tunguz calls Payback period (i.e. the amount of time it takes for a customer to repay its CAC) one of the best composite diagnostic metrics of product-market fit. So he set out to find out what's constitutes a good payback period in 2020 comparing data from 50 publicly traded SaaS companies.
"It bears noting that 4 of the top 5 started out as bottoms up businesses, which have grown to support enterprise customers as they've matured. Zoom, DataDog, Slack, and Twilio all share this pattern."
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