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Presentation deck from SaaStock 2019

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Matt Bomer: Gay Actor, Father and Role Model

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The COVID recession has not impacted the 20-year love affair investors have had with SaaS. But as the era of "SaaS for X" draws to a close, where are the next opportunities for today's cloud startups? Rory O’Driscoll, partner at Scale Venture Partners and early investor in SaaS pioneers like Box, Docusign, and Bill.com, takes a data-driven look at the evolution of the SaaS market then looks ahead to the next generation of enterprise software: the Intelligent Connected World.

Rory O’Driscoll - The war is over and the cloud won. What comes next?

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The moral imperative for SaaS vendors is the idea that "what got you to this point, will not get you to the next point". Many founders/leaders of a company have achieved their success by bucking the trend and ignoring the advice of trusted advisors. This for many is perceived as having an ego. But this was needed for survival to make it this far. Then suddenly this method stops working. That point has come for many of us, as the problems we face today are far greater than any single company can tackle. It requires companies to work together as a team, it asks for die hard competitors (Apple and Google) to create a unified front, and may even require a joint venture between a multinational and a small start-up with innovative products. This is the time to put your ego in check and let common sense prevail.

Jacco vanderKooij - This time it’s personal: Business ethics & ego in a globa...

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How can you create confidence in your revenue outlook at a time when all your planning assumptions have changed? When Covid hit, leading Silicon Valley Venture Capital firms asked Clari CEO Andy Byrne to call on the company’s experience to deliver a series of clinics on this question for CEO’s of portfolio companies. In this practical how-to session Andy shares the checklist of 13 must-do tasks and analyses revenue leaders can take their team through to establish certainty of their revenue outlook. Attendees will get practical guidance on assessing pipeline risk, protecting renewals and finding new sources of growth.

Andy Byrne - Your checklist for revenue confidence

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The world’s economies aren’t going to recover anytime soon. There’s more risk – and opportunity – than ever before. How can a business pivot, survive and thrive? Based on the very newest material in the 2nd Edition of From Impossible To Inevitable, Aaron Ross dives into the surprisingly few big levers that ignite – or stifle – growth. Based on lessons learned from some of the world’s fastest growing companies, including: • Entrepreneurial Depression and the Anxiety Economy • How to cut through customer and prospect paralysis • How $3B Investor Sagemount Triples Company Valuations In Three Years • How Twilio Nailed A Billion Dollar Niche • 3 Uncommon Practices of Hypergrowth CMOs

Aaron Ross - The playbook to (re)igniting growth

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It’s official. The digital future is here. It’s not going anywhere, and if you’re not on board, you’re in trouble. So, in this new world where digital channels have become the primary (and sometimes the only) customer-engagement model, how can you adapt and thrive? Tricia Gellman, CMO of Drift will discuss exactly that, and how in a new low-touch world, you can continue to have high-touch engagements and hit your revenue goals. You'll uncover how savvy marketers can “think outside the screen”, optimise different channels and double down on customer experience and communication.

Tricia Gellman - Re-think the funnel: High-touch engagements in a low-touch w...

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Glean insights into the current state of Go-to-Market Strategy through a data-driven analysis led by Tomasz Tunguz, Managing Director at Redpoint Ventures. This presentation will outline the Top 10 learnings from the Redpoint 2020 GTM Survey and provide a snapshot of the best practices performed by industry leaders across growth stages. What are the most common structures for sales, account executives, and development representatives teams? How much of your ARR should be spent on marketing programs? What gross margin payback period should you be targeting? These questions and more will be answered in a cohort analysis of over 500 companies.

Tomasz Tunguz - 10 Learnings from Redpoint 2020 GTM Survey

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COVID-19 sent the entire ecosystem into a new reality. Rafael Sweary, co-founder and president of WalkMe, the leading Digital Adoption Platform will share how WalkMe, with 800+ employees and 10 global offices, quickly adopted its plan and execution and turned the COVID-19 disruption into a big opportunity. The session includes in-depth, multi-faceted explorations of the complex issues (from shifting product priorities to board communication) and provides a practical guide, tips, and proprietary data that you can use in your plan today.

Rafael Sweary - Shifting priorities, reducing risk and strategizing for the n...

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Nathan Latka is a tour-de-force of data. Over the last few months he’s collected 3 tactics for customers, cash, and growth by interviewing 100 SaaS CEO's during COVID. In this session, we'll talk through all 9 tactics so you can: - Grow your customers even when you think you can't - Get cash from places you didn't know you had access to - Drive growth using tactics no one knew about 3 months ago If you want up-to-the-minute, on-the-money insights alongside hard metrics; this is the session for you.

Nathan Latka - Grow 2x during crisis: The secret to Customers, Cash, and Crea...

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The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs - the biggest impact for the business. Join TripActions CMO Meagen Eisenberg as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis.

Meagen Eisenburg - Marketing in times of crisis

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For most SaaS companies, now is the time to carefully protect revenue. As lockdown and shelter-in-place measures begin to lift, attention must turn to the economic recovery. SaaS has a major role to play. SaaS improves the efficiency of existing businesses, makes it cheaper and easier to start new ones, and lowers the barriers to economic access. As a result SaaS companies need to combine two modes of thinking: protecting revenue today, whilst plotting growth tomorrow.

Matt Henderson - Walking the SaaS tightrope: Protecting revenue whilst plotti...

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Over the past few months, we have moved our operation into a virtual setting, reset budgets and revenue plans, and pivoted to target market and messaging aligned with the economic context. Now what? Are we being too aggressive? Or too conservative? What should we be tracking to understand these critical questions? Mark Roberge, managing director at Stage 2 Capital, professor at Harvard Business School, and former CRO at HubSpot, will share his frameworks to quantitatively answer when, where, and how to scale. He will present the scientific, data-driven approach he implements in companies to assess product-market-fit, go-to-market-fit, and the appropriate pace of scale. He will also illustrate front-line tactics used to accelerate companies toward re-establishing growth.

Mark Roberge - The science of re-establishing growth: When, where, and how

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With the recent COVID-19 crisis and its massive-scale impact on shifting market trends and budgets, sales organizations are now faced with two options: sink or swim. Who is your ideal buyer? What does the new remote selling look like? How can (and should) you adapt? You’ll walk away from this session learning how our best-in-class (now remote) sales team recently blew past our 1,000 demo per day target as well as other major takeaways to help you: Identify your ideal buyer; Shift your selling strategy; Ensure sales effectiveness.

Henry Schuck - Hit Your Number: How ZoomInfo Developed a Winning (and Leading...

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Personio is said to be one of Europe's next unicorns and received a Series C funding led by Accel in January and has the ambitious goal of becoming Europe's leading HR software for SMBs. As we all know, Covid-19 has turned the world upside down and has presented businesses with major, and unthinkable, challenges. Yet as many of us struggle to keep pace with the changing market, Hanno Renner, co-founder and CEO of HR software provider Personio, will share his insights on how he led his team in adapting their growth targets and current strategy to the new situation. We’ll dive into how – with the right team, products, and processes – you can continue to accelerate your growth in any situation, no matter the challenge.

Hanno Renner - Growing in turbulent times

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Eric Santos - Revenue plays to preserve MRR, gain efficiency and build a pipe...

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David will start at the very high level analyzing the huge forces that are disrupted the world, and then drop down to how they will cause a major shift in the world equivalent to going through the industrial revolution in a highly compressed timetable. He will look at how the new world is going to be different to the old world. He will then look at the macroeconomic impacts, and then drop down a level to look at the impact on the tech industry, and then drop down to look at the impact this will have on your SaaS business. He will discuss how, as a SaaS entrepreneur/CEO you want to take action to reposition your business for the new world. And finally he will give tactical advice on how to minimize churn and optimize bookings.

David Skok - How to survive and thrive in the post COVID era

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The threat of AI taking over our jobs is a belief that many still have today. But nothing can be further from the truth—as with any disruptive technology, some jobs will be replaced by machines, while many more opportunities will be created and augmented for more efficiency and value. This is evident with the current COVID-19 crisis in how organizations that are utilizing a hybrid workforce of humans and AI-powered virtual agents have been able to optimize the customer experience. While conversational AI provides 24/7 automated self-service, live agents are given more bandwidth to focus on more complex, higher-value work that requires personal interactions.

Vasco Pedro - The future is here: How humans and AI will propel the hybrid wo...

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In this keynote, SaaSOptics CEO Tim McCormick will discuss the difficult balancing act of getting cash in the door by reducing AR balance while also maintaining a positive relationship with your customers in the process. After all, we’re all feeling the effects of COVID-19's economic impact. Attend, and you’ll learn: -How we reduced AR balance by 70% -How to automate collections communications -How to reallocate your resources to better support your customers"

Tim McCormick - SaaSOptics Case Study: Increasing cash flow in a crisis

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Some companies struggle to unlock growth despite having happy customers and Product-Market-Fit. Unlocking growth requires the company to find Go-To-Market Fit. Tae Hea shares a way to find GTM Fit -- called “Surfing to GTM Fit.” Why surfing? Unlocking growth feels like the transition from paddling to surfing. Surfing is a three step process: 1) catching the wave (finding the urgent pain to get leads), 2) riding the wave (executing a playbook to find and close the same type of customers), and 3) having the right surfboard (personalizing your GTM model).

Tae Hea Nahm - Finding 'go to market fit'

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No one likes scoring MQLs to find the best leads to follow up with, and account-based marketing has played a key role in driving revenue growth. As the conversation in SaaS turns to moving marketing’s focus further down the funnel, the sales and marketing teams must work with ever-greater synchronicity. But there's still a case for qualified leads, especially when selling to smaller companies with a high-velocity sales cycle. We explore successful lead-gen strategies that have struck the balance between account-based and high-velocity marketing to drive qualified leads into the arms of hungry salespeople.

Kristen Habacht - Gimme the leads: Aligning sales and marketing at the right ...

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With an abundance of devices, increasing reliance on technology, rapidly-evolving customer requirements, and higher expectations for security, privacy, and customer experience, companies who want to succeed must find ways to ensure their customers can engage with their services at any time, from any device, in a secure and safe manner. A modern CIAM solution must not only meet today’s security and compliance standards but create frictionless customer experiences to meet customers where they are in the ways they need. This webinar will focus on key trends to guide organizations as they design a ciam solution that will meet their current and future needs: ciam and iam features are increasingly overlapping; frictionless, consistent omni-channel experiences facilitated by single sign-on; improved developer support; further emphasis on security and compliance

Keith Casey - Transform the customer experience with a modern customer identi...

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Rory O’Driscoll - The war is over and the cloud won. What comes next?

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Aaron Ross - The playbook to (re)igniting growth

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Tomasz Tunguz - 10 Learnings from Redpoint 2020 GTM Survey

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