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   Here are the best SaaS reads and resources this week
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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 #409, 29-March-2024
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                      <strong>
                       Welcome to this week's SaaS RoundUp!
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                      For first-time readers: every week we curate the most interesting, insightful, and practical SaaS resources and deliver them straight to your inbox. With so much content and newsletters out there, we appreciate you choosing the SaaS Roundup. Enjoy this week's edition👨‍💻
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                     As usual, the best SaaS reads from the week can be found below,
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                     <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      @Nick_Franklin
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                     <br/>
                     Founder &amp; CEO
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                      @ChartMogul
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                     New from ChartMogul
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                            <strong>
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                              <strong>
                               <strong>
                                Is customer-led growth (CLG) the new PLG?
                               </strong>
                              </strong>
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                            </strong>
                           </strong>
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                    Rishen Kappor, Edward Chiu and Ingmar Zahorsky
                    <br/>
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                     <img alt="Is CLG the new PLG?" height="auto" src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252F1711621712025_Screen%2520Shot%25202024-03-28%2520at%252009.54.02_01HT29NAKSD0Y7SE9ZENGBGQWV.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyIsInRpbWUiOjE3MTE3MjA4NDEuNjI5Mzc5NX0:1rqCmf:sSsQeM4xWGU4UKPTFaOiaf4VeFtHN6k2i6nwYd7K7Mk" style="display:block;height:auto;border:0;width:100%" title="Is CLG the new PLG?" width="600"/>
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                      Earlier this week we hosted a live panel discussion comparing product-led with customer-led growth, and what both motions look like in reality. The panel explained what external and internal factors impact which model is right for your company, and when a hybrid approach makes the most sense.
                     </span>
                     <span style="font-size:14px;">
                      Thanks to our guests Toplyne CEO and Co-founder, Rishen, and Catalyst CEO Edward!
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                      Watch the Panel
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                     This week's best SaaS reads
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                       FINANCE
                      </strong>
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                     An introduction to ARR
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                    CJ Gustafson,
                   </strong>
                   Mostly Metrics
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      In a world where there is an incentive is to show the largest total ARR possible, it can be enticing to expand your definition to include things like consulting fees, deferred revenue or just use Contracted ARR. CJ explains the right way of calculating your ARR, and a reminder of why not all revenue is created equal.
                     </span>
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-13" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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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;">
                     CJ on what counts as ARR:
                    </span>
                    "...it’s the Wild West these days on FinTwit (that’s finance Twitter, for those not talking LTV to CAC on weekends). Pop in, and you’ll see online marketplaces calling their GMV Revenue and service-based businesses calling their one-time Revenue ARR. Your aunt’s quilt business does not fall under ARR."
                   </div>
                  </div>
                 </td>
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              <table border="0" cellpadding="0" cellspacing="0" class="button_block block-14" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
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                 <td class="pad" style="padding-left:5px;text-align:left">
                  <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:159px;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">
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                     <span style="word-break: break-word; line-height: 24px;">
                      <strong>
                       PRODUCT-LED GROWTH
                      </strong>
                     </span>
                    </span>
                   </div>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
                  </div>
                 </td>
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               <tbody>
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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;mso-line-height-alt:21.599999999999998px">
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    6 best practices to boost your SaaS free-to-paid conversion rate
                   </a>
                   <br/>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-16" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
                <tr>
                 <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:#000;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;mso-line-height-alt:16.8px">
                   <strong>
                    Wes Bush,
                   </strong>
                   Product-led
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-17" 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:12px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:21.6px;color:#000;line-height:1.8">
                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      Monetization is tricky. In this post, Wes suggests a series of logical steps with clear examples including reminding users what features they have access to, and how to ensure your free model is suitable for your product.
                     </span>
                    </p>
                   </div>
                  </div>
                 </td>
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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;">
                     Wes on fine tuning your upgrade sequence:
                    </span>
                    “Every step users complete before entering their credit card details impacts conversion rates when upgrading to a paid subscription... The reason [for this impact] has everything to do with psychology. Starting with the easiest task gives users confidence.”
                   </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:110px;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">
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                      <strong>
                       GO-TO-MARKET
                      </strong>
                     </span>
                    </span>
                   </div>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
                  </div>
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               <tbody>
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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;mso-line-height-alt:21.599999999999998px">
                   <span class="tinyMce-placeholder">
                    <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     SaaS Purchasing Insights: April 2024
                    </a>
                    <br/>
                   </span>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-21" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
                <tr>
                 <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;mso-line-height-alt:16.8px">
                   <span style="color: #000000;">
                    <strong>
                     <span class="tinyMce-placeholder">
                      Vertice
                     </span>
                    </strong>
                    <span class="tinyMce-placeholder">
                    </span>
                   </span>
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-22" 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:Arial,sans-serif">
                   <div class="" style="font-size:12px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:21.6px;color:#000;line-height:1.8">
                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      Data from Vertice shows that while there has been more spent on SaaS products in Q1 2024 compared to Q4, most has been focussed on renewing existing tech stacks rather than adding new tools. While 2023 was the year of belt-tightening, it looks like 2024 will be the year of tech stack consolidation.
                     </span>
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-23" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
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                 <td class="pad">
                  <div align="center" style="font-family:Helvetica Neue,Helvetica,Arial,sans-serif;text-align:center">
                   <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;">
                     Vertice's key intel for April:
                    </span>
                    <br/>
                    1.
                    <b>
                     SaaS inflation is dropping
                    </b>
                    . Lower inflation will eventually make prices more competitive, putting customers in a more advantageous buying position.
                    <br/>
                    2.
                    <b>
                     But now is not the time.
                    </b>
                    The majority of SaaS vendors, across multiple sectors, are still increasing their prices (though by smaller margins than before).
                    <br/>
                    3.
                    <b>
                     Instead, look at your renewals for the short term.
                    </b>
                    Vendors are maximizing returns by increasing prices. They will not want to lose current customers either, and this offers big discount opportunities when renewing.
                   </div>
                  </div>
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                   <div class="our-class" style="font-family:Helvetica Neue;
       padding:15px;
       margin-bottom:20px;
       margin-top:20px;
       font-size:20px;
       color: #ffffff;

       background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 40.78%,  #40bcd4 100%);
                              ">
                    <span style="font-weight:700;">
                     Post of the week
                    </span>
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                  <div style="font-family:Arial,sans-serif">
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      <strong>
                       How can you de-risk each funding stage?
                      </strong>
                      <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                       Chris Tottman
                      </a>
                      , Partner at Notion Capital shares his take on what fundamentals founders should focus on at each fundraising stage, and which key actions to prioritize.
                     </span>
                    </p>
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                     <img alt="Derisking fundraising at every stage" height="auto" src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252Feditor_images%252F129698a3-0fc4-40eb-bcf0-eca4ae97daf8-01HT23GSA16AQX247JC887EZ8F.jpeg/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyIsInRpbWUiOjE3MTE3MjA4NDEuNjI5NTY0fQ:1rqCmf:Ko_e0MM4PiOZ-i6hSP4-hpJ_OQWleByzp-Vnia2l_Qg" style="display:block;height:auto;border:0;width:100%" title="Derisking fundraising at every stage" width="600"/>
                    </a>
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                  <div style="font-family:sans-serif">
                   <div class="" style="font-size:14px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:16.8px;color:#555;line-height:1.2">
                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                     <span style="font-size:12px;">
                      <span style="color:#000000;">
                       Source:
                      </span>
                      <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                       Chris Tottman
                      </a>
                     </span>
                    </p>
                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                    </p>
                   </div>
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