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   This week's SaaS reads.
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   ‌ ‌ ‌
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                     <span style="color:#888888;font-size:14px;">
                      Edition #388, 13-Oct-2023
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                    Hi,
                    <br/>
                    If you’re adding subscriptions not managed in your billing platform to ChartMogul, check out this
                    <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     feature release
                    </a>
                    . It’s now easier to add, configure, and analyze your manual subscriptions.
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                    Scroll down for the best SaaS reads this week 👇👇
                   </p>
                   <p style="margin:0;margin-bottom:16px">
                    Enjoy,
                   </p>
                   <p style="margin:0">
                    Nick Franklin, Founder &amp; CEO
                    <a rel="noopener" style="text-decoration: underline; color: #0068a5;" target="_blank">
                     @ChartMogul
                    </a>
                    <br/>
                    <a rel="noopener" style="text-decoration: underline; color: #0068a5;" target="_blank">
                     @nick_franklin
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                     New at
   ChartMogul
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                   <strong>
                    <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     It’s Now Easier to Configure Manual Subscriptions
                    </a>
                   </strong>
                  </h1>
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                   Dijana Kostic
                  </h3>
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                    <img src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252F1697104929803_blog_add_subscription_manually-1200x500_01HCHNC9NH0C64RFSEYGR068W9.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyJ9:1qrHJ0:sPcffjTtAO9DzMIaF-2vPeKZuDk5m4hW3lHxcBsQOT4" style="display:block;height:auto;border:0;max-width:580px;width:100%" width="580"/>
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                    <p style="margin:0;mso-line-height-alt:25.2px;letter-spacing:normal">
                     We created an improved way for you to add subscriptions that happen outside your billing platform, so you can ensure accurate data from ChartMogul.
                    </p>
                   </div>
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                     Dijana explains:
                    </span>
                    “We’ve released a series of improvements to ensure any subscription added manually to your ChartMogul account is fully supported across our Subscription Analytics Platform, giving you greater control over how these subscriptions are handled and making it easier to add them.”
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                       Read the post
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                    <span style="font-weight:700;">
                     Our top SaaS reads
                    </span>
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                       METRICS
                      </strong>
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                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    Your Guide to CAC Payback Period
                   </a>
                  </h1>
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                    <strong>
                     <span class="tinyMce-placeholder">
                      Kyle Poyar
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-14" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      Customer Acquisition Cost (CAC) payback period can be a helpful indicator of your company's growth efficiency. It can be complicated since it's tied to Net Dollar Retention (NDR), the size of your company, and your target. Check out these CAC Payback benchmarks and other tips for analyzing this metric.
                     </span>
                    </p>
                   </div>
                  </div>
                 </td>
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              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-15" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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       margin-left:10px;
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       border-left: 6px solid #D4E3EC;
                              ">
                    <span style="font-weight:700;">
                     Kyle on CAC paybacks's value:
                    </span>
                    “CAC payback is a fantastic metric mostly because it’s better than the alternatives. It’s a more sophisticated metric than CAC on its own, which ignores customer quality – whether they actually buy, spend more over time, how much they spend, and so on. And it beats LTV:CAC too since LTV can be limitless in high retention SaaS businesses.”
                   </div>
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                  <div align="left" class="alignment">
                   <!--[if mso]><v:roundrect xmlns:v="urn:schemas-microsoft-com:vml" xmlns:w="urn:schemas-microsoft-com:office:word" style="height:30px;width:63px;v-text-anchor:middle;" arcsize="0%" stroke="false" fill="false"><w:anchorlock/><v:textbox inset="0px,0px,0px,0px"><center style="color:#9caab3; font-family:Arial, sans-serif; font-size:12px"><![endif]-->
                   <div style="text-decoration:none;display:inline-block;color:#9caab3;background-color:transparent;border-radius:0;width:auto;border-top:0 solid transparent;font-weight:400;border-right:0 solid transparent;border-bottom:0 solid transparent;border-left:0 solid transparent;padding-top:3px;padding-bottom:3px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:12px;text-align:center;mso-border-alt:none;word-break:keep-all">
                    <span style="padding-left:7px;padding-right:7px;font-size:12px;display:inline-block;letter-spacing:normal;">
                     <span style="word-break: break-word; line-height: 24px;">
                      <strong>
                       REVOPS
                      </strong>
                     </span>
                    </span>
                   </div>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-17" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                 <td class="pad" style="padding-bottom:5px;padding-left:10px;padding-right:10px;text-align:center;width:100%">
                  <h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    Tim Hurst: Creating a High-Impact RevOps Team to Maximise Your Growth
                   </a>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-18" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
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                 <td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
                  <h3 style="margin:0;color:#999;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <span style="color: #000000;">
                    <strong>
                     <span class="tinyMce-placeholder">
                      By SaaSiest and Tim Hurst
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-19" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
               <tbody>
                <tr>
                 <td class="pad" style="padding-bottom:15px;padding-left:10px;padding-right:10px">
                  <div style="font-family:sans-serif">
                   <div class="" style="font-size:14px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:25.2px;color:#000;line-height:1.8">
                    <p style="margin:0;font-size:14px;mso-line-height-alt:25.2px">
                     <a rel="noopener" style="text-decoration: none; color: #0775ff;" target="_blank">
                     </a>
                     Tim Hurst, answers some of the common questions about revenue operations (RevOps) – including what it is, when you need it, and how it can positively affect your business – then shares three principles for building a high-impact RevOps team and mistakes to avoid.
                    </p>
                   </div>
                  </div>
                 </td>
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               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-20" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                  <div align="center" style="font-family:Helvetica Neue,Helvetica,Arial,sans-serif;text-align:center">
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       font-size:14px;
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       margin-top:10px;
       margin-bottom:40px;
       margin-left:10px;
	   margin-right:10px;
       border-left: 6px solid #D4E3EC;
                              ">
                    <span style="font-weight:700;">
                     Tim on when you need RevOps:
                    </span>
                    “First, when you are relying on heroes within your revenue teams. If you’ve got about 10 sales and customer success people, and you don’t have a clear process for them to follow, then it’s very likely that you’re relying on heroics to get just the basics of the role done.
  ”
                   </div>
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                   <div style="text-decoration:none;display:inline-block;color:#9caab3;background-color:transparent;border-radius:0;width:auto;border-top:0 solid transparent;font-weight:400;border-right:0 solid transparent;border-bottom:0 solid transparent;border-left:0 solid transparent;padding-top:3px;padding-bottom:3px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:12px;text-align:center;mso-border-alt:none;word-break:keep-all">
                    <span style="padding-left:7px;padding-right:7px;font-size:12px;display:inline-block;letter-spacing:normal;">
                     <span style="word-break: break-word; line-height: 24px;">
                      <strong>
                       GTM
                      </strong>
                     </span>
                    </span>
                   </div>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
                  </div>
                 </td>
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                 <td class="pad" style="padding-bottom:5px;padding-left:10px;padding-right:10px;text-align:center;width:100%">
                  <h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    Scaling Beyond Founder-Led Sales with Atomico Partner Laura Connell
                   </a>
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                   </a>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-23" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
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                 <td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
                  <h3 style="margin:0;color:#999;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <span style="color: #000000;">
                    <strong>
                     <span class="tinyMce-placeholder">
                      Amelia Ibarra
                     </span>
                    </strong>
                   </span>
                  </h3>
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              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-24" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                   <div class="" style="font-size:14px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:25.2px;color:#000;line-height:1.8">
                    <p style="margin:0;mso-line-height-alt:25.2px">
                     When you’re first starting out, and have that initial product-market fit and tight feedback loops with champions and customers, there are many pros to founder-led sales. But founder-led sales can be a double-edged sword.
                    </p>
                   </div>
                  </div>
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                   <div class="our-class" style="font-family:Helvetica Neue;
       font-size:14px;
       line-height:1.8em;
       padding:5px;
       padding-left:20px;
       text-align:left;
       margin-top:10px;
       margin-bottom:40px;
       margin-left:10px;
	   margin-right:10px;
       border-left: 6px solid #D4E3EC;
                              ">
                    <span style="font-weight:700;">
                     Pointing out the downsides of founder-led sales:
                    </span>
                    "It can make it difficult to sell to larger clients. At some point, you have product market fit, and you’re ready to scale and cross that chasm into the longer tail of customers.
You want to move away from founder-led sales here because Enterprise might view your involvement as a poor use of your time and a sign that you haven’t scaled your operations appropriately.”
                   </div>
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                    <span style="font-weight:700;">
                     Chart of the Week
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      Design, collaboration, and productivity products have the highest sum of Cloud 100 valuations. AI generative products, features, or embedments have spread like wildfire amongst the Cloud 100 list—check out the full report.
                     </span>
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                    <img src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252F1697105439801_Total-list-valuation-by-category-2023-Cloud-100-Benchmarks-Report_01HCHNVVF8HP8NRZQCWSYPZGXQ.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyJ9:1qrHJ0:sPcffjTtAO9DzMIaF-2vPeKZuDk5m4hW3lHxcBsQOT4" style="display:block;height:auto;border:0;max-width:590px;width:100%" width="590"/>
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                 <td class="pad" style="padding-bottom:30px;padding-left:10px;padding-right:10px;padding-top:10px">
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                     <span style="font-size:14px;color:#000000;">
                      <span style="">
                       Source:
                      </span>
                      <span style="color:#0775ff;">
                       <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                        Cloud 100 Benchmarks Report, by Bessemer
                       </a>
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