Hans-Kristian Bjerregaard

Q4 is the most important season for SaaS In November, SaaS companies see an 11-24% increase in average MRR Even higher if you play your cards right But you don’t just walk into Q4 with a plan The results you get from Q4 come from your preparations in Q3 Q3 is all about figuring out your ICP & the Q4 roadmap Q4 is all about executing the Q4 roadmap Promotional deals, marketing efforts, localising campaigns Records are broken when opportunity meets preparation Don’t miss this opportunity

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Positioning your SaaS product in a way that creates results starts with making choices. If you've read my posts from Tuesday (https://lnkd.in/d78hefN2) you've likely already thought: but how? I've reflected on the +100 repositioning projects I've been involved in. Here are the 5 most critical choices that move the needle most: 1 - What you are prepared NOT to talk about. While 100% of your SaaS product matters to you, only 5% matters to your customers. 2 - What you dare to take position on. Standing out is about daring to claim your position. If you do not clearly explain how you stand out, your competitor will happily take advantage of that. 3 - What your customers secretly want. Don't focus on how you compare against your competitors; focus on what your customers silently aspire to most. 4 - What you are prepared to leave to your competitors. It is not only about attracting the right customers; it's also about repelling the wrong ones. 5 - What nerves you need to hit with precision. Weak SaaS positioning is often factual. The strongest SaaS positioning is emotional, memorable and brutally honest—that gets noticed and talked about. The more specific your choices, The more reliable your growth. ----------------------- Give this a repost ♻️ to help your B2B SaaS peers If you found this valuable, I share a daily tip with 1,000+ Sales-Led SaaS founders on the secrets to become a remarkable Saas business. Join here: valueinspiration [dot] com / daily

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Our strategy at PeakSpan is simple - scaling a growth company successfully should be an iterative, incremental process. The decisions and options you have in front of you at $3M of ARR scale are vastly different than those at $10M and different still from those at $25M and beyond - scale your way into success sensibly, putting your foot on the gas more and more when the data asserts that you’re ready for it and it’s the right thing to do. This video encapsulates our approach in a nutshell - swinging as hard as you can for a statistically unlikely outcome when you’re a young, still very much evolving business, simply isn’t the value maximizing strategy. https://lnkd.in/e96AzU_N

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How you get going with video 🎥 🚀 Viktor Underwood - CEO at Quickchannel - joins me in B2B SaaS CEOs ⭐ We talked about: - Why you must start using video - Quickchannel's best lead-generator the last six months - Big mistakes teams make when start using video - Choosing the right strategy depending on the size of deals you have - And much more...💡 Listen to the interview by searching for" B2B SaaS CEOs" where you listen to podcasts. 🎧 #SaaS #Video #Marketing #B2BSaaSCEOs

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Why do most account scoring models not work? And why haven’t the dozens, if not hundreds of companies that have attempted to solve this actually gotten it right? We spend way more time talking about account scoring at AccountAim than I ever thought we would. When we started AccountAim we explicitly said we weren’t going to get into account scoring. In our view it was as solved a problem as it was ever going to be. Most of the companies we talk to have it. Most of the companies we talk to hate it. RevOps hates spending weeks building out super sophisticated scoring algorithms only for them to not be used past week 1 of rollout and / or answer the same set of questions every single time a change is made. Reps hate getting handed lists of accounts that are scored super high when it’s immediately clear to them the accounts on the list aren’t going to be good customers. So what’s the silver bullet on how we fix account scoring? I’m not sure (if you do have one, dm me, I’d love to chat). But there is one process we’ve seen start working pretty well almost universally. Shifting from scoring models to tiering models with context. In the past after rolling out new account scoring, RevOps teams would be inundated with questions like why is this an account an 87 and this one is an 84? What am I supposed to do differently with an account that is an 87 vs. and 84? Why does this tool say the account is an 87 and the other says its a 63? Taking a tiering approach and layering in the context on why an account is in the tier it is can solve a lot of these challenges. This account is in Tier 1 because it matches our ICP based on historical win rates, expected ASPs, and customer lifetime value AND is showing intent AND has been to our pricing page 4 times in the last 3 weeks is a heck of a lot more powerful than just saying this account is an 84. In some cases we’ve seen it become immediately apparent that the tiering model needs to be changed dramatically. Within 10 minutes reps have pointed towards other signals or metrics that should be included to make the tiering even better. It can take weeks or even months to get this feedback if you’re using a generic scoring model without any context given. This can get a lot more challenging when the models you use get more sophisticated but we’ve seen the effort to simplify start to pay off in some big ways.

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You can now handle Business License Registrations - with HubSpot for Economic Developers / Public Sector. New business licenses and renewals. Data entered in the form populates the CRM database. Downstream activities are automated. - example: "this is restaurant, create a task or ticket for the food inspector"! A HubSpot Payment link / invoice is generated and payments are tracked. A renewal process is also set up and automated. This same process can be used for: applications, licenses, permits, etc. #economicdevelopment #publicsector #hubspot #crm

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You can now handle Business License Registrations - with HubSpot for Economic Developers / Public Sector. New business licenses and renewals. Data entered in the form populates the CRM database. Downstream activities are automated. - example: "this is restaurant, create a task or ticket for the food inspector"! A HubSpot Payment link / invoice is generated and payments are tracked. A renewal process is also set up and automated. This same process can be used for: applications, licenses, permits, etc. #economicdevelopment #publicsector #hubspot #crm

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Matias Ketonen led growth at Typeform where he and his team drove millions in ARR. He then joined Pitch as their first growth hire and helped them build their acquisition engine from 0 to 1. He's been a founder, advisor to startups, and today he is the Head of Growth at Flow Engineering. Matias knows what it takes to win in the challenging world of early-stage startup marketing. In this episode, we discuss why complexity is the enemy of startups, why you should hire generalists, product-led growth, how to create high-ROI content and much more. Check it out on: - Spotify: https://spoti.fi/3xWMIOG - Apple: https://apple.co/3VTRt3v - YouTube: https://bit.ly/3RTQCPj p.s., If you listen on Spotify or Apple, would you mind rating us? It'll help us grow, and I'd appreciate your support!

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According to McKinsey, companies with a well-defined and operationalized Ideal Customer Profile (ICP) are 67% more likely to exceed their sales targets. Nothing too surprising about that stat. There are a thousand other benefits if you Google it. Everyone knows you need an ICP. Defining who you sell to is a foundational step for any company and it happens pretty early, usually by series A. The “operationalized” part is less talked about. And it’s a lot more complex. Operationalizing your ICP means turning a strategic document into informed action. It’s implementing the definition across your systems and employees so that it can impact what people do and how decisions are made. In other words, it’s actually putting it to use. Take an example, like tagging all the accounts in your CRM that fit your ICP criteria (FYI a well-defined ICP is not an industry and # of employees… but that's for another post). That seemingly simple step has tremendous ripple effects. It impacts how targets are set, how territories are cut, how TAM is measured, how headcount is determined, how sales prioritizes accounts, how marketing runs ABM, and on and on and on. That’s operationalizing an ICP and putting it to use. And it doesn't happen if it lives in a strategic document.

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Our customers have unique sales workflows and one-size-fits-all doesn't always apply. They want to automate specific use cases like: 🤖 Generate a contract after a proposal is accepted 🤖 Generate a renewal contract one year after the original is signed 🤖 Trigger a notification to Slack if it's been 7 days since their prospect last viewed their proposal 🤖 Push a PDF of their signed proposal to Dropbox or Google Drive That's why today we launched Proposify Automations. This powerful new feature allows Proposify users to connect to hundreds of third-party applications and create customized, automated workflows without needing to rely on tools like Zapier as the go-between. It's an advanced feature, but we're offering it to all of our customers while we work to create more pre-made automations and templates to make building workflows easier. If you're a Proposify customer, just log into your account, click on Integrations, and start playing around with the workflow builder or use one of our pre-made automations! I can't wait to see what kind of automations people make!

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Times have changed. Gone are the days of the FOMO era, when companies would buy tech first and figure out its use case later ⤵️ Today, in the Profitable & Efficient Era, success starts with cascading your strategy down to tech workflows, for example: 1. Define your strategy first: Break into the Nordic market 2. Set objectives: Create a list of 100 target accounts (TAL), have 10 meetings in the first month 3. Determine key results to measure progress: Number of target accounts, contacts per account, engagement per contact person 4. Plan activities that lead to those results: Enriched TALs, enriched contacts, engage with 2 new accounts and 5 contacts per account per week 5. Finally, choose the right tech that helps you execute the activities via the right processes: A data provider and sales engagement tool that integrate well with the CRM Any tech vendor that can’t justify their link to the company’s strategic objectives won't be chosen or will be ripped out How are you evaluating if your revenue tech is actually aligned with your growth strategy? #Strategy #Cepture #RevenueTech #PrivateEquity #B2B #Sales

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How do you use LinkedIn when you are a young startup looking for shortcuts to your series A? In this clip from a longer podcast with SaaS Club and Omer Khan I share what we did at Dreamdata and how we made that work

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I just joined a waitlist the other day. It was all online. Filled out a form in seconds. No hassle. No paper. No waiting in line. This is the future of customer experience. Why do I love digital waitlists? - Instant updates via SMS = no need to hang around - Transparency. Know your place in line - Staff efficiency improves = better service for everyone This is how service should be. -- I'm John Yi, Co-founder of NextMe - A Modern Virtual Waiting Room for SMBs. Bootstrapped entrepreneur sharing stories & lessons learned weekly. #customerservice #digitalwaitlist #virtualwaitingroom #SMB

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We ran our first ads ever Spent $2000 on Facebook during October - these are our results 39 leads 25 danish 14 international 10 qualified leads But not ICPs - we got primarily SMB which we’ve learned are not ideal customers That’s $200 cost per qualified lead We got 6 free trials from that But only 1 closed won, who pays $250 / month While it started off strong, we can see that it’s not the right businesses we’re getting in through those ads So now we’ve decided to turn them off and start some other experiments 🦄 #StartUp #founder #marketing #gtm 

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Clay can now be used for... Customer Support? ✨ Yup. Pylon and Clay now work together seamlessly. => Checkout the demo video 🔄 Example workflows 🔄 "Enrich new requests with job titles" "Categorize tickets using AI" And so much more... -- Some of these features like AI Custom Fields are already natively supported, but this gives you even more flexibility to do whatever your heart desires. You get infinite flexibility is available when you combine Pylon with Clay like this.

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We book 5-10 sales calls every day. The entire process is automated. How? - Post content - Listen to the algorithm - Steer posts based on reach - Hire commission-based setters This is the new way. It's not hard. You don't need to work that much. You don't need to be hunched over your laptop all day. You don't need to check your cold email deliverability. No more back pain. No more annoying prospects. Get leverage.

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We book 5-10 sales calls every day. The entire process is automated. How? - Post content - Listen to the algorithm - Steer posts based on reach - Hire commission-based setters This is the new way. It's not hard. You don't need to work that much. You don't need to be hunched over your laptop all day. You don't need to check your cold email deliverability. No more back pain. No more annoying prospects. Get leverage.

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We book 5-10 sales calls every day. The entire process is automated. How? - Post content - Listen to the algorithm - Steer posts based on reach - Hire commission-based setters This is the new way. It's not hard. You don't need to work that much. You don't need to be hunched over your laptop all day. You don't need to check your cold email deliverability. No more back pain. No more annoying prospects. Get leverage.

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