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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 #412, 19-April-2024
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                       Coming up soon is our latest live discussion around growth.
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                      Specifically, how to get your growth moving again after the last two years of challenging market conditions.
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                    <p style="margin:0;mso-line-height-alt:28px">
                     Join us on Tuesday, April 30th, for an honest discussion with Aquire.com CEO
                     <strong>
                     </strong>
                     <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      Andrew Gazdecki
                     </a>
                     , TravelPerk COO
                     <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      Jean-Christophe Taunay-Bucalo
                     </a>
                     , Pavilion SVP Growth and Marketing
                     <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      Kathleen Booth
                     </a>
                     , and h
                     <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     </a>
                     osted by our own
                     <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      Sara Archer
                     </a>
                     . They'll share their advice on how to find perspective and identify new growth experiments to test.
                    </p>
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                      👉
                      <strong>
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                        Register to join us
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                     As usual, the best SaaS reads from the week can be found below,
                    </p>
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                    </p>
                    <p style="margin:0;mso-line-height-alt:28px">
                     <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      @Nick_Franklin
                     </a>
                     <br/>
                     Founder &amp; CEO
                     <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      @ChartMogul
                     </a>
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                     New from ChartMogul
                    </span>
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                     <strong>
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                       <strong>
                        <strong>
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                          <span style="color: #0775ff;">
                           <strong>
                            <strong>
                             <span style="color: #0775ff;">
                              <strong>
                               <strong>
                                As a revenue leader, why do you join calls with your team?
                               </strong>
                              </strong>
                             </span>
                            </strong>
                           </strong>
                          </span>
                         </a>
                        </strong>
                       </strong>
                      </span>
                     </strong>
                    </strong>
                   </span>
                   <br/>
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                    <strong>
                     Sara Archer
                    </strong>
                    <br/>
                   </span>
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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;">
                      Last week we hosted a bootcamp for our customer-facing team on
                      <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                       ChartMogul CRM
                      </a>
                      . We had a lot of fun running discovery and demo exercises, and it got our VP Sales, Sara Archer, thinking about doing more proactive sales coaching. Across the industry, sales reps cite limited coaching as a major blocker to achieving their sales targets, despite managers joining up to 80% of calls
                     </span>
                     <span style="font-size:14px;">
                      . So what needs to change?
                      <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                       Read what Sara's changing.
                      </a>
                     </span>
                     <span style="font-size:14px;">
                      <br/>
                     </span>
                    </p>
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       padding:15px;
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       background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 30.78%,  #40bcd4 100%);
                              ">
                    <span style="font-weight:700;">
                     This week's best SaaS reads
                    </span>
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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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                     <span style="word-break: break-word; line-height: 24px;">
                      <strong>
                       PRICING
                      </strong>
                     </span>
                    </span>
                   </div>
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                   <span class="tinyMce-placeholder">
                    <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     How to land a pricing change
                    </a>
                    <br/>
                   </span>
                  </h1>
                 </td>
                </tr>
               </tbody>
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                   <strong>
                    Adam Fishman
                   </strong>
                  </h3>
                 </td>
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      While VP Product and Growth at Patreon, Adam helped drive two major pricing changes; one which went very well, and another which became known as the "fee-asco." Here, Adam shares two case studies of pricing changes, and four principles you should takeaway to avoid his mistakes.
                     </span>
                    </p>
                   </div>
                  </div>
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                              ">
                    <span style="font-weight:700;">
                     Adam on what worked:
                    </span>
                    "We first studied the problem through various discovery techniques and then we actually built new, desirable functionality that didn’t exist in order to more-than-justify small price increases. We also worked hard to expose the dozens (hundreds) of features that already existed... "
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<![endif]-->
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                      <strong>
                       STRATEGY
                      </strong>
                     </span>
                    </span>
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                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
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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">
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    Why startups fail and what we can learn from it
                   </a>
                   <br/>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <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%">
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                  <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>
                    Andre Retterath and Jerome Jaggi,
                   </strong>
                   Data-driven VC
                  </h3>
                 </td>
                </tr>
               </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%">
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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: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;">
                      Jerome and Andre discuss how to overcome the most common pitfalls that lead to failure: having a broken business model, lack of business development or running out of cash.  But sometimes, pivoting can save your company. They share advice on when to persevere or pivot, and how to do it successfully.
                     </span>
                    </p>
                   </div>
                  </div>
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               </tbody>
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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;">
                     Jerome on understanding your market:
                    </span>
                    “Most founders underestimate how difficult it is to identify the right customers, understand their problems, incorporate their feedback, and adapt quickly. More than a third of failed startups suffered from this.”
                   </div>
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<![endif]-->
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                      <strong>
                       GROWTH
                      </strong>
                     </span>
                    </span>
                   </div>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
                  </div>
                 </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;mso-line-height-alt:21.599999999999998px">
                   <span class="tinyMce-placeholder">
                    <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     Your guide to ARR per FTE
                    </a>
                    <br/>
                   </span>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-20" 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;mso-line-height-alt:16.8px">
                   <span style="color: #000000;">
                    <strong>
                     <span class="tinyMce-placeholder">
                      Kyle Poyar,
                     </span>
                    </strong>
                    <span class="tinyMce-placeholder">
                     Growth Unhinged
                    </span>
                   </span>
                  </h3>
                 </td>
                </tr>
               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-21" 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">
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                   <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;">
                      With efficiency at such high priority, the benchmark for ARR per FTE increased in 2023 over the previous year. Key explains how to understand this metric and what steps you can take to improve it.
                     </span>
                    </p>
                   </div>
                  </div>
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                </tr>
               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-22" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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       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;">
                     Kyle on focusing on ARR per FTE too early:
                    </span>
                    "If you over-orient toward ARR per FTE too early in your company building, you’ll risk missing out on key investments that create future competitive advantage and the foundation for continued growth."
                   </div>
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                     Chart of the week
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                     <span style="font-size:14px;">
                      <strong>
                       How prepared are your sales reps?
                      </strong>
                      The latest
                      <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                       State of B2B Sales Report from Salesroom
                      </a>
                      reveals that they're likely struggling not only with confidence, but also with adhering to your sales methodology. The solution? Better coaching, more feedback and stronger tools can all help your reps reach quota more consistently.
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                     <img alt="Salesroom's latest report on B2B Sales" height="auto" src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252Feditor_images%252Fad45d37f-0100-48dd-a017-6630ac73a499-01HVRNKJHPDJYXX89WAVD3MKW0.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyIsInRpbWUiOjE3MTM1MjcxNDcuNTU2MjU3N30:1rxmgd:iAVIW85xW8pLj4ON_evtJ1SITWsZtzq5cTnq7zyMTM4" style="display:block;height:auto;border:0;width:100%" title="Salesroom's latest report on B2B Sales" width="555"/>
                    </a>
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                     <span style="font-size:12px;">
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                       Source:
                      </span>
                     </span>
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                      <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                       Salesroom
                      </a>
                     </span>
                    </p>
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