- Accessories
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- Writing
- & Other Stories
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- Staples
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Here are the best SaaS reads and resources this week
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Edition #408, 22-March-2024
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We've invited PLG experts Ramli John (Appcues), Rishen Kapoor (Toplyne) and CLG expert Edward Chiu (Catalyst) to debate the difference, plus share what works for them,
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As usual, the best SaaS reads from the week can be found below,
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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:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:21.599999999999998px">
<span style="color: #0775ff;">
<strong>
<strong>
<span style="color: #0775ff;">
<strong>
<strong>
<a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
<span style="color: #0775ff;">
<strong>
<strong>
<span style="color: #0775ff;">
<strong>
<strong>
How do You Prove that Your Company is Going to Grow Faster?
</strong>
</strong>
</span>
</strong>
</strong>
</span>
</a>
</strong>
</strong>
</span>
</strong>
</strong>
</span>
<br/>
</h1>
</td>
</tr>
</tbody>
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<tbody>
<tr>
<td class="pad" style="padding-bottom:15px;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:700;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:16.8px">
<span class="tinyMce-placeholder">
Ingrid Bonde Åkerlind
<br/>
</span>
</h3>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="video_block block-5" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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<td class="pad" style="box-sizing:content-box;width:100%;padding-left:0;padding-right:0" width="100%">
<!--[if (mso)|(IE)]><table width="600" align="center" cellpadding="0" cellspacing="0" role="presentation"><tr><td><![endif]-->
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<td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px">
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<p style="margin:0;font-size:12px;mso-line-height-alt:25.2px;letter-spacing:normal">
<span style="font-size:14px;">
No matter the stage, when raising investment you need to convince others that your company is on a growth track that makes the math look really good. In a bear market, this can be hard to prove coming off a few years of difficult conditions. Ingrid, Investor at Oxx shares what sort of evidence you can share that make your growth plan believable for investors.
<a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
Watch the full discussion
</a>
with Ingrid, Christoph Janz and Danil Kislinksy.
</span>
</p>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="html_block block-7" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
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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;
padding:15px;
margin-bottom:20px;
margin-top:20px;
font-size:20px;
color: #ffffff;
background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 30.78%, #40bcd4 100%);
">
<span style="font-weight:700;">
This Week's Best SaaS Reads
</span>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="button_block block-8" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-left:5px;text-align:left">
<div align="left" class="alignment">
<!--[if mso]>
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<w:anchorlock/>
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<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>
SALES
</strong>
</span>
</span>
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</td>
</tr>
</tbody>
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<tbody>
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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;mso-line-height-alt:21.599999999999998px">
<span class="tinyMce-placeholder">
<a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
A New Framework: The Four W's of Product-Lead Sales
</a>
<br/>
</span>
</h1>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-10" 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>
Elena Verna,
</strong>
Growth Scoop
</h3>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="text_block block-11" 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;">
Whether you have a hybrid product-led sales motion, or are considering it, here's a clear breakdown of how to think your process through so you get the hand-off right: when, who, where, what.
</span>
</p>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="html_block block-12" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<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;">
Elena on reaching out to the wrong persona:
</span>
"Self-serve usage will be ripe with end-users and champions, but buyers will be few and far between. Sales teams are trained to interact with economic buyers, so if you send them a bunch of end-users as leads, they will start labeling product leads as ‘garbage’ and your PLS motion will be dead in the water."
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="button_block block-13" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-left:5px;text-align:left">
<div align="left" class="alignment">
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<span style="word-break: break-word; line-height: 24px;">
<strong>
TEAM
</strong>
</span>
</span>
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</div>
</td>
</tr>
</tbody>
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<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-14" 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;mso-line-height-alt:21.599999999999998px">
<a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
How to Thrive With Your Autist (Engineer) Colleagues
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<br/>
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</td>
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</tbody>
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<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-15" 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>
BowTied Fullstack,
</strong>
for Beauty of SaaS
</h3>
</td>
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</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="text_block block-16" 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;">
Everyday you depend on your engineers, so how can you better set the team up for success? BowTied Fullstack shares their advice on how to manage and communicate with colleagues who struggle with social skills. Written from an engineer's point of view, there's wisdom here for everyone.
</span>
</p>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="html_block block-17" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<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;
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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;">
BowTied Fullstack on changing your approach:
</span>
“More than asking them to put the Rubik's cube down during sprint planning, successfully managing and working with the autist engineer type takes a variety of skills and approaches.”
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="button_block block-18" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-left:5px;text-align:left">
<div align="left" class="alignment">
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GO-TO-MARKET
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Your Ultimate Guide to Affiliate Referrals for B2B SaaS
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Alexander Estner and Stefan Bader,
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Startup Business Tips
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<td class="pad" style="padding-bottom:15px;padding-left:10px;padding-right:10px">
<div style="font-family:Arial,sans-serif">
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Do you have a referral program? These programs seem powerful but are tricky to set up well, and Stefan explains why. In this guide he outlines the two types of referrals and what types of products they work best for.
</span>
</p>
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Stefan on potential:
</span>
“In the fast-moving world of B2B SaaS, affiliate referrals are quickly becoming key to growth. With a market value exceeding $17 billion in 2023, experts predict it could reach $40 billion by 2030. Not surprisingly, more than 81% of brands are already applying these growth loops. What works incredibly well, especially in B2C e-com, remains untapped for B2B SaaS.”
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<span style="font-weight:700;">
Chart of the Week
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<strong>
Good news:
</strong>
high-intent search volumes were up +5% month-over-month and +17% year-over-year in February, based on
<a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
Cloud Research's data
</a>
. This is a positive sign that activity is starting to accelerate at the top of the funnel, indicating better ARR growth rates for SaaS.
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<a style="outline:none" tabindex="-1" target="_blank">
<img alt="SaaS Buyer Demand Over Time, Cloud Ratings" src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252F1711010935864_Screen%2520Shot%25202024-03-21%2520at%252009.48.39_01HSG35XQT38KVEMCFEW6V6VKS.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyIsInRpbWUiOjE3MTExMTI0NDAuODA5NDY3fQ:1rneVk:w0WNtAGcHGam_bQ4YIYg2A_t-HbfcOpdvxIEYi1wG34" style="display:block;height:auto;border:0;width:100%" title="SaaS Buyer Demand Over Time, Cloud Ratings" width="600"/>
</a>
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<span style="font-size:12px;">
<span style="color:#000000;">
Source:
</span>
<a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
Cloud Ratings
</a>
</span>
</p>
<p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
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1 month, 3 weeks ago - nick@chartmogul.com
🚀 SaaS Roundup: proving your growth plan to investors, PLS, referrals and more
Here are the best SaaS reads and resources this week Edition #408, 22-March-2024 Subscribe ...