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   Join us for a live panel discussion where we will discuss the modern B2B sales tech stack, tools to power your RevOps division and the promise of AI in sales.
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                   <span class="tinyMce-placeholder">
                    SaaS Roundup #371
                   </span>
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                   <p style="margin:0;margin-bottom:24px">
                    Hi there,
                   </p>
                   <p style="margin:0;margin-bottom:24px">
                    Sales tools can be really expensive to implement and replace, so thinking about your sales tech stack early on is crucial.
                   </p>
                   <p style="margin:0;margin-bottom:24px">
                    With that in mind, we are hosting a
                    <a rel="noopener" style="text-decoration: underline; color: #007c89;" target="_blank">
                     panel discussion
                    </a>
                    next week to discuss the modern B2B sales tech stack for every stage of business.
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                   <p style="margin:0;margin-bottom:24px">
                    As always, find this week's top SaaS reads and the chart of the week below.
                   </p>
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                    <span style="background-color: transparent;">
                     Happy reading
                    </span>
                    ,
                    <br/>
                    <strong>
                     Sid @ ChartMogul
                    </strong>
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                    New from ChartMogul.
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                       Live Panel: Scaling the Sales Tech Stack
                      </span>
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:23.400000000000002px;letter-spacing:normal">
                     <span style="color:#999999;font-size:13px;">
                      Best for Founders, Sales, RevOps, Customer Success, and Marketing Leaders
                     </span>
                    </p>
                    <p style="margin:0;font-size:14px;mso-line-height-alt:25.2px;letter-spacing:normal">
                    </p>
                    <p style="margin:0;font-size:14px;mso-line-height-alt:25.2px;letter-spacing:normal">
                     Join us for a live panel discussion where we will discuss the modern B2B sales tech stack, tools to power your RevOps, and the promise of AI in sales.
                    </p>
                   </div>
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       padding:15px;
       text-align:left;
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       ">
                    We'll be joined by three industry leaders who have decades of experience in SaaS:
                    <br/>
                    <br/>
                    1. Graham Hunter, Head of Startup Program at Segment
                    <br/>
                    2. Dani Riggs, Head of Operations at Accord
                    <br/>
                    3. Jonah Mandel, VP Sales and Customer Success at Capchase
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                       Save Your Seat
                      </span>
                     </a>
                    </p>
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                   <strong>
                    Our top SaaS reads.
                   </strong>
                  </h1>
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                      Industry
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                     <a rel="noopener" style="text-decoration: none; color: #1c79ed;" target="_blank">
                      <span style="font-size:18px;">
                       A Total Addressable Market (TAM) Masterclass
                      </span>
                     </a>
                    </p>
                    <p style="margin:0;mso-line-height-alt:32.4px">
                     <span style="color:#999999;">
                      <span style="font-size:13px;">
                       CJ Gustafson, Mostly Metrics
                      </span>
                     </span>
                    </p>
                    <p style="margin:0;mso-line-height-alt:25.2px">
                    </p>
                    <p style="margin:0;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      What is TAM? And why is it important? Learn about all the frameworks you can use to calculate TAM and grow it
                     </span>
                     <span style="font-size:14px;">
                      .
                     </span>
                    </p>
                   </div>
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                 </td>
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               </tbody>
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       margin-bottom:35px;
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       ">
                    "Vertical SaaS companies historically always traded on lower revenue multiples  vs. horizontal players. One of the drivers is the idea that vertical SaaS companies tend to grow more linearly into a more constrained TAM vs. horizontal players."
                   </div>
                  </div>
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                      Go-to-Market
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                      <span style="font-size:18px;">
                       It’s All About Trials: The Benefits and Drawbacks of Each Configuration
                      </span>
                     </a>
                    </p>
                    <p style="margin:0;mso-line-height-alt:32.4px">
                     <span style="color:#999999;">
                      <span style="font-size:13px;">
                       Elena Verna
                      </span>
                     </span>
                    </p>
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                    </p>
                    <p dir="ltr" style="margin:0;mso-line-height-alt:23.400000000000002px">
                     What are some best practices to consider when designing the trial experience? How long should it be? Is freemium better? And what should you offer as a part of a trial?
                    </p>
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       ">
                    "Trial and Freemium are entirely different concepts and should not be compared. Trials are paid conversion optimization vehicles allowing customers to try a paid product version before purchasing it. Freemium is a business model that offers a free basic version of the product, with additional features or functionality available to purchase."
                   </div>
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                      Growth
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                     <span style="font-size:18px;">
                      <a rel="noopener" style="text-decoration: none; color: #1c79ed;" target="_blank">
                       How to Combine PLG + Sales for Efficient Revenue Growth?
                      </a>
                      <a rel="noopener" style="text-decoration: none; color: #1c79ed;" target="_blank">
                      </a>
                     </span>
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                    <p style="margin:0;mso-line-height-alt:32.4px">
                     <span style="color:#999999;">
                      <span style="font-size:13px;">
                       Kyle Poyar, Growth Unhinged
                      </span>
                     </span>
                    </p>
                    <p style="margin:0;mso-line-height-alt:25.2px">
                    </p>
                    <p style="margin:0;mso-line-height-alt:23.400000000000002px">
                     Gone are the days when it was PLG versus sales. Today it's all about combining PLG and sales to drive more efficient growth. Here are some anti-patterns and steps to achieve that.
                    </p>
                   </div>
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                    "In my experience, users who opt-into a sales touchpoint tend to convert at far higher rates than ones who don’t. It can be tempting to extrapolate these signals and have sales reach out to nearly every qualified user as soon as they sign up."
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                  <h1 style="margin:0;color:#000;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:26px;font-weight:700;letter-spacing:normal;line-height:120%;text-align:center;margin-top:0;margin-bottom:0">
                   <strong>
                    Chart of the week.
                   </strong>
                  </h1>
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                  <div style="font-family:Arial,sans-serif">
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      <span style="font-size:14px;">
                       <strong style="font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px">
                        What does the cost structure of a B2B SaaS business look like?
                       </strong>
                       <span style="font-size:14px;">
                        It's no surprise, that
                       </span>
                      </span>
                     </span>
                     <span style="font-size:14px;">
                      <span style="font-size:14px;">
                       <span style="font-size:14px;">
                        R&amp;D (tech team) is the biggest cost for most SaaS businesses. Depending on whether you are bootstrapped or VC-backed R&amp;D makes up for 17-27% of your revenues. Sales and marketing costs are right up there too. They account for 17-30% of your revenue. Also, note how VC-backed startups have higher costs compared to bootstrapped startups. This is because VC-backed startups invest more aggressively in anticipation of future gr
                       </span>
                      </span>
                     </span>
                     <span style="font-size:14px;">
                      <span style="font-size:14px;">
                       <span style="font-size:14px;">
                        owth.
                       </span>
                       <strong style="font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px">
                        <br/>
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                     Source:
                     <a rel="noopener" style="text-decoration: underline; color: #007c89;" target="_blank">
                      Dirk Sahlmer from saas.group
                     </a>
                    </p>
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