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   🎧 SaaS Roundup: We're Back With a New Season of SaaS Open Mic Podcast
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   In this first episode of the season, Bianca Wilk discusses pricing experiments with Marc Boscher, CEO and co-founder of Unito.
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                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    <strong>
                     SaaS Roundup
                    </strong>
                    <strong>
                     #308
                    </strong>
                   </span>
                  </h1>
                  <br/>
                  <br/>
                  Hi there,
                  <br/>
                  <br/>
                  We're very excited to announce a new season of the SaaS Open Mic Podcast, hosted by our new host, Bianca Wilk — 🎉 woohoo!!
                  <br/>
                  <br/>
                  In our first episode of the season, Bianca speaks with Marc Boscher, CEO and co-founder of Unito. They discuss continuous pricing experimentation and the strategies to de-risk your SaaS pricing migrations.
                  <br/>
                  <br/>
                  Tune in and listen to the
                  <a style="mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #007C89;font-weight: normal;text-decoration: underline;" target="_blank">
                   episode now
                  </a>
                  .
                  <br/>
                  <br/>
                  Happy listening,
                  <br/>
                  <strong>
                   Sid @ ChartMogul
                  </strong>
                  <br/>
                  <br/>
                  PS: We're hiring a content marketing manager.
                  <a style="mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #007C89;font-weight: normal;text-decoration: underline;" target="_blank">
                   Apply here
                  </a>
                  if you'd like to join us.
                 </div>
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                     New from ChartMogul.
                    </span>
                   </strong>
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                 <h3 style="font-weight: 400;line-height: 28px;display: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 20px;font-style: normal;letter-spacing: normal;text-align: left;">
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                   <font face="open sans, helvetica neue, helvetica, arial, sans-serif">
                    <span style="font-size:21px">
                     Running Pricing Experiments with Marc Boscher of Unito
                    </span>
                   </font>
                  </font>
                  <br/>
                  <span style="font-size:13px">
                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    <font color="#999999">
                     Bianca Wilk
                    </font>
                   </span>
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                  <br/>
                  <font color="#000000" face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   In this wide-ranging conversation, Bianca and Marc talk about Unito's pricing model, lessons from performing several pricing experiments, &amp; the metrics that SaaS businesses need to keep an eye on when testing pricing strategies.
                  </font>
                  <br/>
                  <font color="#000000" face="open sans, helvetica neue, helvetica, arial, sans-serif">
                  </font>
                 </div>
                 <blockquote style="border: 0px;padding: 20px;margin: 0px;background: #EBEAEC;font-style: italic;color: black;text-size-adjust: 100%;text-align: left;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
                  <font color="#000000" face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    "Ultimately, pricing is a muscle. (..) You have to develop the practice of it. You have to get good at it, make it part of your business. It’s a continuous practice. So always be surveying and interviewing your customers, always be validating with your data, and ideally, testing continuously."
                   </span>
                  </font>
                 </blockquote>
                 <div style="text-align: left;">
                  <br/>
                  <font color="#000000" face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    <a style="color: #1c79ed;text-decoration: none;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;font-weight: normal;" target="_blank">
                     Listen here
                    </a>
                   </span>
                  </font>
                 </div>
                </td>
               </tr>
              </tbody>
             </table>
            </td>
           </tr>
          </tbody>
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             <!--[if mso]>
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				<tr>
				<![endif]-->
             <!--[if mso]>
				<td valign="top" width="600" style="width:600px;">
				<![endif]-->
             <table align="left" border="0" cellpadding="0" cellspacing="0" class="mcnTextContentContainer" style="max-width: 100%;min-width: 100%;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" width="100%">
              <tbody>
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                <td class="mcnTextContent" style="padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;word-break: break-word;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;" valign="top">
                 <div style="padding-top: 20px; padding-bottom: 20px; font-family:open sans,helvetica neue,helvetica,arial,sans-serif;">
                  <h1 class="null" style="font-weight: 400;text-align: center;display: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 26px;font-style: normal;line-height: 125%;letter-spacing: normal;">
                   <strong>
                    <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif; font-size:26px">
                     Our top SaaS reads.
                    </span>
                   </strong>
                  </h1>
                 </div>
                </td>
               </tr>
              </tbody>
             </table>
             <!--[if mso]>
				</td>
				<![endif]-->
             <!--[if mso]>
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            </td>
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          </tbody>
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            <td align="left" class="mcnButtonBlockInner" style="padding-top: 0;padding-right: 18px;padding-bottom: 18px;padding-left: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" valign="top">
             <table border="0" cellpadding="0" cellspacing="0" class="mcnButtonContentContainer" style="border-collapse: separate !important;border-radius: 0px;background-color: #C2E1FF;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
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                <td align="center" class="mcnButtonContent" style='font-family: "Open Sans", "Helvetica Neue", Helvetica, Arial, sans-serif;font-size: 14px;padding: 10px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;' valign="middle">
                 <a class="mcnButton" style="font-weight: normal;letter-spacing: normal;line-height: 100%;text-align: center;text-decoration: none;color: #000000;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;display: block;" target="_blank" title="Growth">
                  Growth
                 </a>
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              </tbody>
             </table>
            </td>
           </tr>
          </tbody>
         </table>
         <table border="0" cellpadding="0" cellspacing="0" class="mcnTextBlock" style="min-width: 100%;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" width="100%">
          <tbody class="mcnTextBlockOuter">
           <tr>
            <td class="mcnTextBlockInner" style="padding-top: 9px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" valign="top">
             <!--[if mso]>
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				<tr>
				<![endif]-->
             <!--[if mso]>
				<td valign="top" width="600" style="width:600px;">
				<![endif]-->
             <table align="left" border="0" cellpadding="0" cellspacing="0" class="mcnTextContentContainer" style="max-width: 100%;min-width: 100%;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" width="100%">
              <tbody>
               <tr>
                <td class="mcnTextContent" style="padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;word-break: break-word;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;" valign="top">
                 <h4 class="null" style="display: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 18px;font-style: normal;font-weight: bold;line-height: 125%;letter-spacing: normal;text-align: left;">
                  <a style="color: #1c79ed;font-family: open sans,helvetica neue,helvetica,arial,sans-serif;font-weight: 400;text-decoration: none;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" target="_blank">
                   Wordle’s Growth Loop
                  </a>
                 </h4>
                 <p style="padding-bottom: 5px;margin: 10px 0;padding: 0;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;">
                  <span style="font-size:13px">
                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    <font color="#999999">
                     Kevin Indig
                    </font>
                   </span>
                  </span>
                  <br/>
                  <br/>
                  <font face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   <span style="font-size:14px">
                    Here is a case study on how Wordle, the popular word game app grew from just 90 users in Nov 2021 to millions by the end of Jan 2022. Kevin shares six lessons that we all can learn from.
                   </span>
                  </font>
                 </p>
                </td>
               </tr>
              </tbody>
             </table>
             <!--[if mso]>
				</td>
				<![endif]-->
             <!--[if mso]>
				</tr>
				</table>
				<![endif]-->
            </td>
           </tr>
          </tbody>
         </table>
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          <!--[if gte mso 9]>
	<table align="center" border="0" cellspacing="0" cellpadding="0" width="100%">
	<![endif]-->
          <tbody class="mcnBoxedTextBlockOuter">
           <tr>
            <td class="mcnBoxedTextBlockInner" style="mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" valign="top">
             <!--[if gte mso 9]>
				<td align="center" valign="top" ">
				<![endif]-->
             <table align="left" border="0" cellpadding="0" cellspacing="0" class="mcnBoxedTextContentContainer" style="min-width: 100%;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" width="100%">
              <tbody>
               <tr>
                <td style="padding-top: 9px;padding-left: 18px;padding-bottom: 9px;padding-right: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
                 <table border="0" cellspacing="0" class="mcnTextContentContainer" style="min-width: 100% !important;background-color: #EBEAEC;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" width="100%">
                  <tbody>
                   <tr>
                    <td class="mcnTextContent" style='padding: 18px;color: #202020;font-family: "Open Sans", "Helvetica Neue", Helvetica, Arial, sans-serif;font-size: 13px;font-style: italic;font-weight: normal;text-align: left;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;word-break: break-word;line-height: 150%;' valign="top">
                     "Wordle’s growth and virality is due to specific mechanics. It might seem like an 'accident' but when you dissect the user flow and experience with the app, you quickly understand why the app went viral."
                    </td>
                   </tr>
                  </tbody>
                 </table>
                </td>
               </tr>
              </tbody>
             </table>
             <!--[if gte mso 9]>
				</td>
				<![endif]-->
             <!--[if gte mso 9]>
                </tr>
                </table>
				<![endif]-->
            </td>
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          </tbody>
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                 <span>
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                  Industry
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				<tr>
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				<td valign="top" width="600" style="width:600px;">
				<![endif]-->
             <table align="left" border="0" cellpadding="0" cellspacing="0" class="mcnTextContentContainer" style="max-width: 100%;min-width: 100%;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" width="100%">
              <tbody>
               <tr>
                <td class="mcnTextContent" style="padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;word-break: break-word;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;" valign="top">
                 <h4 class="null" style="display: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 18px;font-style: normal;font-weight: bold;line-height: 125%;letter-spacing: normal;text-align: left;">
                  <a style="color: #1c79ed;font-family: open sans,helvetica neue,helvetica,arial,sans-serif;font-weight: 400;text-decoration: none;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" target="_blank">
                   10 Lessons Learned After $5B of M&amp;A
                  </a>
                 </h4>
                 <p style="padding-bottom: 5px;margin: 10px 0;padding: 0;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;">
                  <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif; font-size:13px">
                   <font color="#999999">
                    Tomasz Tunguz
                   </font>
                  </span>
                  <br/>
                  <br/>
                  <font face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   <span style="font-size:14px">
                    Tomasz shares his top learnings about M&amp;A from working with founders and management teams over the years.
                   </span>
                  </font>
                 </p>
                </td>
               </tr>
              </tbody>
             </table>
             <!--[if mso]>
				</td>
				<![endif]-->
             <!--[if mso]>
				</tr>
				</table>
				<![endif]-->
            </td>
           </tr>
          </tbody>
         </table>
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          <!--[if gte mso 9]>
	<table align="center" border="0" cellspacing="0" cellpadding="0" width="100%">
	<![endif]-->
          <tbody class="mcnBoxedTextBlockOuter">
           <tr>
            <td class="mcnBoxedTextBlockInner" style="mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" valign="top">
             <!--[if gte mso 9]>
				<td align="center" valign="top" ">
				<![endif]-->
             <table align="left" border="0" cellpadding="0" cellspacing="0" class="mcnBoxedTextContentContainer" style="min-width: 100%;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" width="100%">
              <tbody>
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                <td style="padding-top: 9px;padding-left: 18px;padding-bottom: 9px;padding-right: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
                 <table border="0" cellspacing="0" class="mcnTextContentContainer" style="min-width: 100% !important;background-color: #EBEAEC;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" width="100%">
                  <tbody>
                   <tr>
                    <td class="mcnTextContent" style='padding: 18px;color: #202020;font-family: "Open Sans", "Helvetica Neue", Helvetica, Arial, sans-serif;font-size: 13px;font-style: italic;font-weight: normal;text-align: left;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;word-break: break-word;line-height: 150%;' valign="top">
                     "The deal isn’t done until the money is in the bank. I’ve seen acquisitions fall apart the day of close, out of the blue.(..) There are three types of sales: team, team &amp; tech, and team, tech, &amp; traction. Each one is more valuable than the last, provided the company grows. The greater the revenue, the more likely the acquirer prices a target on a revenue multiple."
                    </td>
                   </tr>
                  </tbody>
                 </table>
                </td>
               </tr>
              </tbody>
             </table>
             <!--[if gte mso 9]>
				</td>
				<![endif]-->
             <!--[if gte mso 9]>
                </tr>
                </table>
				<![endif]-->
            </td>
           </tr>
          </tbody>
         </table>
         <table border="0" cellpadding="0" cellspacing="0" class="mcnDividerBlock" style="min-width: 100%;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;table-layout: fixed !important;" width="100%">
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              <tbody>
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                <td style="mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
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                   CAC Payback Basics: What It Is, How to Calculate It and Why It Matters
                  </a>
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                  <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif; font-size:13px">
                   <font color="#999999">
                    Sean Fanning, OpenView Venture Partners
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                  <br/>
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                    Here is a deep dive into everything customer acquisition cost (CAC). The blog also shares some benchmarks on what is a good CAC payback period.
                   </span>
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                     "When it comes to CAC payback, faster is (almost) always better. In general, most people think of 12 months as a fantastic CAC payback and use this figure as their rule of thumb; however, it’s important to focus on peer benchmarks and not just rules of thumb."
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