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   Check out this week's best SaaS reads
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   ‌ ‌ ‌
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                      Edition #389, 19-Oct-2023
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                    Recently, we hosted a live discussion on the journey of scaling to $10M ARR. Databox founder Peter Caputa and Dealroom founder Yoram Wijngaarde shared their take on what helped them build sustainable growth and chasing product-market fit. As a founder myself, I've learned that it doesn't need to be lonely at the top. A few years back I started a Slack community of SaaS Founders and CEOs - join us at
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                     mogul.io
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                    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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                     @nick_franklin
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                     New at
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                     Lessons Learned Scaling a SaaS Business to $10M
                    </a>
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                    Peter Curac-Dahl
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                     The founders of Databox and Dealroom sit down to discuss lessons learned and insights from scaling SaaS businesses to $10M ARR.
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                    <span style="font-weight:700;">
                     Yoram's customer-centric approach:
                    </span>
                    “You have to maintain a culture of being obsessed with delighting your customers. Try not to get too focused on internal BS. Customer satisfaction has to be your north star.”
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                     Our top SaaS reads
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                       CUSTOMER SUCCESS
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                    How to Start an Academy with Limited Resources, Bandwidth, and Budget
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                  <h3 style="margin:0;color:#0775ff;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">
                      By Gainsight
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="font-size:14px;">
                      Digital customer academies can be a great way to speed up onboarding, reduce support costs, and drive product adoption... sprinkle in some up/cross-selling and you have a recipe for success. This post is a great overview of how to start.
                     </span>
                    </p>
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                              ">
                    <span style="font-weight:700;">
                     On the efficiency of academies:
                    </span>
                    “This need for scale in a cash-strapped world is why we continue to see the rise of digital customer education and customer academies. CSMs need help, and that’s what these functions aim to deliver.”
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                      <strong>
                       SALES
                      </strong>
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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">
                    B2FI: Demystifying Software Sales Into Financial Institutions
                   </a>
                  </h1>
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                  <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">
                      Sumeet Singh, David Haber, Brad Kern, and Katy Nelson
                     </span>
                    </strong>
                   </span>
                  </h3>
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                     <a rel="noopener" style="text-decoration: none; color: #0775ff;" target="_blank">
                     </a>
                     Selling into financial institutions has long been the end goal for software-oriented fintech businesses. However, a fear of long sales cycles, heavy compliance requirements, and opaque organizational structures preclude many early-stage founders from pursuing this go-to-market channel.
                    </p>
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       margin-top:10px;
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       margin-left:10px;
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                              ">
                    <span style="font-weight:700;">
                     Introducing the MEDDICC framework:
                    </span>
                    “To share what we’ve learned from the fintech founders and operators we’ve spoken to about this topic, we have collated their advice under an overarching sales framework known as MEDDICC. This framework, which is frequently leveraged by our GTM team, is a qualification methodology that supports the sales process and can help companies answer internal sales questions such as which customers to go after and how to actually win a deal. ”
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                      <strong>
                       PRICING
                      </strong>
                     </span>
                    </span>
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                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
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                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    A Simple Framework for Pricing Pages
                   </a>
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                   </a>
                  </h1>
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                  <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">
                      Rob Litterst, Good Better Best newsletter
                     </span>
                    </strong>
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                  </h3>
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                    <p style="margin:0;mso-line-height-alt:25.2px">
                     Treat your pricing page like a sales team member. Do you lean PLG or SLG and how does it affect what information you share on your pricing page?
                    </p>
                   </div>
                  </div>
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	   margin-right:10px;
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                              ">
                    <span style="font-weight:700;">
                     Rob expands:
                    </span>
                    "Through that lens, you can either think about your pricing page as an AE (Account Executive) or a BDR (Business Development Representative) depending on how far you lean towards PLG (Product Led Growth) vs SLG (Sales Led Growth).”
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                    <span style="font-weight:700;">
                     Chart of the Week
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                     <span style="font-size:14px;">
                      2022 saw over 60% of all corporate data stored in the cloud. However, there are still organizations that prefer on-premise solutions. The main driver?
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                     <span style="font-size:14px;">
                      Security and data sovereignty are still a high priority in industries like banking, healthcare, security/defense, and governments.
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                       Source:
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                        Techopedia
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