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   Segmentation allows you to peel the onion layer by layer to answer hundreds of questions about your customers.
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   ‌ ‌ ‌
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                      Edition #383, 08-Sep-2023
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                    <strong>
                     Segmentation to Unlock Growth?
                    </strong>
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                     I'm a self-proclaimed data nerd. And if you give me any dataset, I promise, I'll slice it in 100 different ways to get you that hidden insight.
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                    <span style="color: #000000;">
                     You should do the same.
                     <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      Segment your subscription data.
                     </a>
                     That's where you'll find hidden insights that'll unlock growth.
                     <br/>
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                      Happy exploring
                     </span>
                     ,
                    </span>
                    <br/>
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                     Sid
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                      @
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                     ChartMogul
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                    P.S. Noticed the new design? Let me know if you have any feedback.
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                     New from ChartMogul
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                   <strong>
                    <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     Unlocking Revenue Growth with Segmentation
                    </a>
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                   <span class="tinyMce-placeholder">
                    Aaron Wichman, Senior Product Marketer
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                    <p style="margin:0;mso-line-height-alt:25.2px;letter-spacing:normal">
                     If you're only checking high-level, you’re potentially missing out on trends that can help you unlock more growth. Segmentation allows you to peel the onion layer by layer to answer hundreds of questions about your customers.
                    </p>
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                    <span style="font-weight:700;">
                     Aaron shares questions that segmentation can answer:
                    </span>
                    “1) Which marketing channel brings in the most MRR? Which plan? 2) How does my PLG motion compare to Sales-led in terms of revenue or retention? 3) Do customers from particular verticals have a higher LTV? Churn?”
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                       Start Segmenting
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                       INDUSTRY
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              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-13" 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:#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">
                      Meritech Capital
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-14" 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: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;mso-line-height-alt:25.2px">
                     Learn what's the latest on SaaS public market valuations, growth rates, efficiency and profitability in this comprehensive piece from the team at Meritech Capital.
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-15" 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;">
                     Meritech Capital found that:
                    </span>
                    “Companies are trading growth for profitability in today’s market. Forward growth rates have come down dramatically, and free cash flow margins have risen across the board.”
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="button_block block-16" 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]><v:roundrect xmlns:v="urn:schemas-microsoft-com:vml" xmlns:w="urn:schemas-microsoft-com:office:word" style="height:30px;width:68px;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>
                       GROWTH
                      </strong>
                     </span>
                    </span>
                   </div>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
                  </div>
                 </td>
                </tr>
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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">
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    Who Owns “Growth”? It’s Complicated
                   </a>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-18" 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:#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">
                      Kyle Poyar, Partner
                      <span id="9805f866-8212-4336-baf6-3201095fceae">
                       at OpenView Ventures
                      </span>
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-19" 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: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>
                     <span style="font-size:14px;">
                      Who actually owns growth at a software company? Is it product management? Is it marketing? Is it growth? Or is it sales? Kyle surveyed over 1,000+ SaaS companies to find out.
                      <br/>
                     </span>
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-20" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
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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;
       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’s survey showed that:
                    </span>
                    “Sales is the power player. They own sales-assisted revenue — aka nearly all revenue at a traditional SaaS company — and is highly influential across other KPIs.”
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
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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:44px;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">
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                     <span style="word-break: break-word; line-height: 24px;">
                      <strong>
                       DATA
                      </strong>
                     </span>
                    </span>
                   </div>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
                  </div>
                 </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: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">
                    The Great Cloud Data NRR Squeeze is Going Swimmingly
                   </a>
                   <a rel="noopener follow" style="text-decoration: underline; color: #0775ff;">
                   </a>
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                   </a>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-23" 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">
                      Lauren Balik, Owner, Upright Analytics
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-24" 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:Arial,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;mso-line-height-alt:25.2px">
                     Here's a charged take on what is currently happening in the data ecosystem and how it'll impact NRRs of many downstream SaaS companies.
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-25" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
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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;
       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;">
                     Lauren explains that:
                    </span>
                    “Snowflake’s fantastic, wonderful, amazing, awesome, investable NRR comes from two things.

First is the fact that established, larger organizations and enterprises doing migrations from Oracle or Teradata or similar over to Snowflake quite literally often take longer than a year to complete the migration of workloads over to Snowflake and other services.”
                   </div>
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       padding:15px;
       margin-bottom:20px;
       margin-top:20px;
       font-size:20px;
       color: #ffffff;

       background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 40.78%,  #40bcd4 100%);
                              ">
                    <span style="font-weight:700;">
                     Chart of the Week
                    </span>
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                 </td>
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              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-27" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                  <h1 style="margin:0;color:#000;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">
                   <span class="tinyMce-placeholder">
                    How much ARR comes from annual plans?
                   </span>
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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;">
                       <span style="font-size:14px;">
                        As companies scale, the proportion of revenue coming from annual plans increases. Companies with ARR in the range of $15-30M get 41% of their ARR from plans 12 months or longer. For companies just starting out (&lt;$300K ARR) that number is 28%.
                       </span>
                      </span>
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                     <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">
                        <br/>
                       </strong>
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                    <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">
                        ChartMogul SaaS Growth Report
                       </a>
                      </span>
                     </span>
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