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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">
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                      Edition #390, 26-Oct-2023
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                    If the
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                     SaaS Open Mic Podcast
                    </a>
                    isn't already on your radar here's a great episode to start with: Founder &amp; CEO of SYSTM (formerly Startup Core Strengths), Matt Lerner, talks about using the jobs to be done framework to optimize product pricing. Plus his take on:
                    <br/>
                    <br/>
                    🤦 Pricing mistakes founders make
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                    👩‍🔬 Testing price sensitivity
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                    ⚖️ 90% of growth from 10% of activities
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                    <br/>
                    As usual, the best SaaS reads this week 👇👇
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                    Enjoy,
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                    Nick Franklin, Founder &amp; CEO
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                     @ChartMogul
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                    <br/>
                    <a rel="noopener" style="text-decoration: underline; color: #0068a5;" target="_blank">
                     @nick_franklin
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                     ChartMogul resource
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                     Pricing &amp; Jobs to be Done with Matt Lerner of SYSTM
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                    Bianca Wilk
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                     Jobs to be done (JTBD) interviews are widespread in product management as a framework for discovering customer needs. It's also a great way to establish product value and determine a price point. Find out more about how this strategy is used at SYSTM (formerly Startup Core Strengths).
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                     Matt on JTBD interviews:
                    </span>
                    “A lot of times, people’s jobs to be done are not functional. They’re social and emotional. They’re trying to impress other people, they’re worried about what people will think of them, and that’s the value that their customers are paying.”
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                     Our top SaaS reads
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                       AI
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                    Startups Versus Incumbents: Who Will Win the Go-to-Market AI Race?
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                      Mark Roberge
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                  <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:14px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      “Who will win the go-to-market AI race?”
                     </span>
                    </p>
                    <p style="margin:0;font-size:14px;mso-line-height-alt:21.6px">
                    </p>
                    <p style="margin:0;font-size:14px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      A great overview of some of the unique advantages and disadvantages startups and incumbents have as they battle it out in the GTM AI race. Plus thought-provoking general perspectives on AI, its potential growth, and its impact on society.
                     </span>
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-14" 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;
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       margin-top:10px;
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       margin-left:10px;
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                              ">
                    <span style="font-weight:700;">
                     Mark on the AI hype cycle:
                    </span>
                    “AI in 2023 is roughly correlated to the Internet in 1998. In 1998, we couldn’t fully conceptualize the true potential of the Internet. The innovations were incremental rather than disruptive. Most efforts were putting the news or a company brochure online. We couldn’t yet see Uber, Zoom, or Snowflake. Those breakthrough ideas happened after the crash during the 'slope of enlightenment' stage.”
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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:41px;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>
                       GTM
                      </strong>
                     </span>
                    </span>
                   </div>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
                  </div>
                 </td>
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              <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: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">
                    How to 10x Your SaaS Workflow and Boost Your Company’s Efficiency
                   </a>
                  </h1>
                 </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%">
               <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">
                      Wes Bush
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-18" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                 <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>
                     The common adage of “move fast and break things” seems helpful until you look back in the rearview mirror and realize that you’ve been working on stuff that hasn’t made a dent in your goals in the past six months. Ouch.
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-19" 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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       padding:5px;
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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;">
                     Wes describes the inverted SaaS workflow:
                    </span>
                    “Unlike a marketing funnel where each customer journey stage will be relentlessly optimized, we will create an inverted SaaS workflow that rewards your team for killing problems and solutions that shouldn’t see the light of day.”
                   </div>
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                   <!--[if mso]><v:roundrect xmlns:v="urn:schemas-microsoft-com:vml" xmlns:w="urn:schemas-microsoft-com:office:word" style="height:30px;width:144px;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>
                       CUSTOMER SUCCESS
                      </strong>
                     </span>
                    </span>
                   </div>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
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                 </td>
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                  <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">
                    SaaS Onboarding: Examples + Best Practices [UPDATED for 2023]
                   </a>
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                   </a>
                  </h1>
                 </td>
                </tr>
               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-22" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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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">
                      Userpilot
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-23" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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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;">
                      Onboarding is an opportunity to teach users how to use our products and convey value upfront. Here are some good
                      <span style="">
                       onboarding
                      </span>
                      practices with examples to help you nail it. See examples from Box, Feedier, Airtable, and more.
                     </span>
                    </p>
                   </div>
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                  <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;
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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;">
                     The importance of onboarding:
                    </span>
                    "In the first few seconds, your user may have a great experience that will lead them to the Aha! moment (the moment when they realize the value of your product). They’ll likely activate and maybe convert from free trial to paid.”
                   </div>
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       color: #ffffff;

       background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 40.78%,  #40bcd4 100%);
                              ">
                    <span style="font-weight:700;">
                     Chart of the Week
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      "In the chart, it’s immediately evident that Mongo has seen dramatic increase in growth rate last quarter. We await the earnings from everyone aside from Google and Microsoft in the next few weeks.
                     </span>
                     <span style="font-size:14px;">
                      Notably, Microsoft has also re-accelerated -
                      <span style="">
                       like
                      </span>
                      Mongo, although to a lesser extent. This growth is fueled by AI workloads." —Tomasz Tunguz
                     </span>
                    </p>
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                 <td class="pad" style="padding-bottom:30px;padding-left:10px;padding-right:10px;padding-top:10px">
                  <div style="font-family:Arial,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:14px;color:#000000;">
                      <span style="">
                       Source:
                      </span>
                      <span style="color:#0775ff;">
                       <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                        Tomasz Tunguz
                       </a>
                      </span>
                     </span>
                    </p>
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