Introducing Raise the Bar
To say we’re passionate about helping our readers save time is putting it lightly. Our simplest and most important editorial guideline is: if we can’t read to the end of the article without getting bored, we won’t share it.
Backed by our experience of curating the Mattermark Daily for over 100,000 subscribers, we’re turning our focus toward sifting through the mountains of content out there around sales, marketing, and growth to help the community of DOERS who grow companies to Raise The Bar.
As an early adopter of Raise the Bar, we’d love to hear any ideas or suggestions you may have for improving the format, content, style, etc. Simply send us an email or tweet us @Mattermark. Thank you 🙂
Always Be Closing
Gabor Koncz of MSCI takes a look at how how the conversion funnel influences churn in “How To Fix a Leaking Conversion Funnel To Decrease SaaS Churn Using Email Automation”
Jason Lemkin of SaaStr believes there is a proven formula to get from $1 million ARR (Annual Recurring Revenue) to $10 million ARR the most efficiently and outlines a 5-step playbook in “The Easiest Ways to get from $1M ARR to $10m ARR”
Peter Caputa of Databox reflects on joining HubSpot at fifteen employees as the first sales rep and growing to 1,500+ in “How I Built a $100M+ Sales Channel By Challenging the Status Quo”
Expand The Funnel
Alexis Getscher of Bizible dives into marketers’ shift in priorities, goals and success metrics from 2015 to 2016 in “The Goals, Priorities and Success Metrics that Shifted for Marketers in 2016”
Avinash Kaushik of Google acknowledges all of the key elements necessary to ensuring an analytics existence that can help create a high-impact data-influenced organization in “Five Key Elements For A Big Analytics Driven Business Impact”
Jay Baer of Convince & Convert describes what ABM is, why it works, and how you can implement it in your organization and massively improve your B2B lead-gen in “Why Is Account-Based Marketing Right for B2B?”
Up and To The Right
Brian Balfour of Coelevate looks at the faulty myth of “Average CAC,” and the most meaningful CAC segmentations that you should be paying attention to instead in “Your Average CAC is Lying to You — What to do Instead”
David Skok of Matrix Partners recaps why understanding churn is so important for SaaS companies and offers thoughts on how to stop churn in ”Managing Customer Success to Reduce Churn”
Jeri Smith of Communicus sees that marketers often assume that an unchanging share of market implies stability in consumers’ brand purchasing habits and outlines the underlying elements in “How to Redefine Customer Loyalty With Churn Analysis”
How SaaS Sales Teams Can Reduce Churn
For any VP of Sales, increasing a company’s run rate from $300K to $3MM over the span of six months is an impressive feat. But when Mark Roberge attempted to do that at HubSpot, he ran into a big problem:
ARR was up. Customer count was up. But churn had skyrocketed. Here’s how they approached fixing their churn problem.