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TXT. XML. CSV. These are just some of the three-letter file formats that can cause healthcare benefits teams' carrier onboarding process to grind to a halt if they don't have a process to ingest them. It's been an issue for benefits teams for a long time. It usually takes months to solve, too. Watch the video below to find out how you can regain that precious time and make your carriers happy.

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Before diagnosing missed revenue targets Many B2B SaaS companies only look at: - Overall CAC - General LTV - Surface-level metrics To dig deeper, here's what you should track: • Time to impact • Pipeline velocity • LTV by segment • Sales cycle length • Lead quality score • Expansion revenue • Net revenue retention • Feature adoption rates • CAC by customer segment • Customer acquisition cost payback period These metrics reveal hidden insights. Combining these metrics give you the deeper meaning.

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Too often we see business owners focus on scaling their revenue without thinking about what they need to support that. If you are looking to scale your business, check out our latest blog where we walk through key points to scaling successfully.

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Big milestone: DVx Ventures has raised $100 million for its company creation platform-- a huge show of support especially in the tough fundraising market these past few years, and an important validation for our unique approach to venture capital, what we call a company creation platform. At DVx, we don’t just invest, we build companies from the ground up with an operator-first mentality and assemble uniquely talented and diverse teams to solve the biggest problems on our planet. We’ve achieved a success rate of 7 in 10 companies (compared to the industry’s 1 in 20). We’ve already launched 12 companies with 5 of those externally funded by VCs, creating hundreds of jobs and enabling leaders to achieve their dreams.  Here’s how the DVx team stands out: - VC 2.0. We assemble a highly curated portfolio and maintain a high rate of equity ownership through Series C/D and skip management fees. At DVx, a higher success rate + high equity ownership = great returns for our investors and our companies. - High touch: We know what great teams look like, what great product looks like, and what great go-to-market looks like. We are hands-on operators and builders, and spend all our time building and solving problems (vs reading pitch decks) - Top talent factory: We bring together and empower the best teams and stay with them in the trenches for years (vs moving to the next one after a few months) Here are just a few highlights of the portfolio we built: Atomic - Reinventing supply chain and inventory management. - 15x ARR in 12 months, 100% customer satisfaction, zero churn. Curbee - Bringing mobile service tech to dealerships to change car care for consumers. - Live in 25+ dealerships, with 400 more in the pipeline. - Fully integrated with dealers existing management systems, generating new revenues in service for dealers and a loveable customer experience for all consumers. Cork - Eliminating cyber risk for small businesses. - 590% projected growth this year and 90% new customers in 6 months. - Doubled endpoint protection coverage. With this new funding, we’re ready to scale and keep building for the future. Thanks to everyone who believes in our vision. We’re just getting started!

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Why automation is an entrepreneur's best friend. Join Melodie Moore, Founder of Businesstechninjas.com and me on the latest episode of the Conquer the Chaos podcast. We discuss how to automate every area of your business and get the most ROI without sacrificing endless hours, negatively impacting your team or your customer experience. 🎧 Episode link: keap.com/podcast Keap | #smallbusiness #entrepreneur #automation

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The PT industry needs more transparency so we're sharing our data. Here's operational benchmark data for PT practices in California - Let's dive in 👇 Average days until documentation completion - 5.16 days Average units per visit - 3.021 First pass clean claim rate - 97.01% (average) Denial Rate - 4.3% (average) Average Reimbursement Per Visit - $86.58 Top Payers in CA: CA Medicare South - $107.45 MedRisk - $106.04 Align Networks - $89.06 American Speciality Health - $87.78 Curious to see more benchmark data like this for other states? Comment "StrataPT" below and I'll DM you a link to them! #physicaltherapy

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Whether you're dipping your toes into SaaS acquisitions or looking to expand, understanding the diverse buyer profiles is key. Here's a quick rundown of SaaS acquirers by purchase price to identify where you fit and how to strategize: // <$250k: Side Hustlers: Look for low-maintenance, simple products. Ideal businesses demand <20 hours weekly and minimal support. // <$500k: First-Time Acquirers: With a technical/GTM background, focus on businesses matching your skills, requiring less than $500k capital. // $500k-$1M: Professional Portfolio Acquirers: Experienced? Aim for stable, recurring revenue businesses, managing 5-10 companies with 15-30% EBITDA margins. Serial Acquirers & Niche Specialists: Quick scalability or niche alignment is key, targeting businesses for growth and a perfect fit. // Over $1M: Corporate Integrators & Small Financial Sponsors: Major players seek strategic alignment, investing $3M-$10M for a 20-30% ROI. /Industry Consolidators & Strategic Diversifiers: Focus on efficiencies, market dominance, or diversifying through innovative models. A Reminder: Micro SaaS is a unique field — untouched by Institutional Private Equity and Strategics below $5M ARR, presenting a lucrative avenue for those ready to play smart. Which profile resonates with you? Whether you're aiming to buy, grow, or sell, positioning yourself correctly in the Micro SaaS universe is crucial. 👉 For a deeper dive into each buyer profile and strategic insights tailored to your journey, connect with us at Skaling Ventures. Link to substance in bio... #MicroSaaS #SaaSAcquisitions #StartupGrowth #SkalingVentures

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Prepping for Fall Conferences and curious if the trend of less is more is across the board for SaaS or more prevalent for startups. Conversations with industry leaders reveal a growing consensus: the era of sending an army of 50 people to man a gargantuan booth seems to be gone. Nowadays, a more strategic approach is far more effective. Smaller events provide a chance for intimate interactions and meaningful conversations. Brand Building vs. Pipeline Generation: Large national conferences are great for making a splash and boosting brand visibility. Smaller, niche events offer a better opportunity to dive deep with a targeted audience. Elevate Your GTM Strategy with strategic meetings, set up one-on-one meetings with key prospects and customers. Host exclusive dinners, happy hours, or networking events. Meet with Customers and gather feedback, discuss their evolving needs, and explore upsell opportunities in a relaxed, face-to-face setting. Measure and Optimize: Evaluate your success based on your goals. For brand-building, keep an eye on media exposure and social buzz. For pipeline generation, focus on the quality of leads and conversion rates. Use these insights to refine your strategy and make every interaction count. What’s your strategy for navigating conferences? #SaaS #ConferenceStrategy #BrandBuilding #LeadGeneration #Networking #FallConferences #GTMStrategy #MarketTrends

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Raising capital isn’t just a challenge; it’s a battle, and most founders overlook the complexities of SaaS funding rounds. Think securing investments is all about having a great idea? Think again. Those investors are scrutinizing metrics like revenue run rates and customer lifetime value before they even consider your pitch. You can’t afford to be naive about what they expect. Sure, you might argue that you can bootstrap your way through. But here's the truth: funding rounds are crucial for acceleration. You can only stretch your personal resources so far before hitting a wall. Did you know most startups need at least 5 to 6 months just to secure backing? If you're still riding the bootstrapping wave while your competitors are fueled with funding, it's time for a rethink. Embrace the funding game. It's about more than just cash—it’s an opportunity to expand your network and credibility. Remember, partnerships with the right investors can mean transformative growth. If you’re serious about scaling beyond your current limitations, stop underestimating the power of capital. I'm keen to hear your thoughts or counter-arguments. Is bootstrapping really the way to go, or is it time to play the funding game?

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In a recent episode of The Expertise Economy podcast, I sat down with Johnny Page, CEO, and Matt Verlaque, COO, of SaaS Academy. Johnny shared a crucial insight for SaaS founders that challenges conventional wisdom 👇 "Many founders aim to delegate sales once they reach $15-20K MRR. This is often a critical mistake. We advocate for founders to remain deeply involved in sales for as long as possible." Why? According to Johnny, "No one can articulate the problem and solution more compellingly than the founder." Key takeaways from our discussion: > Founder-led sales drive stronger growth > Focus on consistent wins rather than quick handoffs > Clarify your customer acquisition strategy > Define your ideal customer profile precisely > Optimize your sales channel and offer > Maintain this focused approach for at least 12 months This strategy is the catalyst for transforming steady growth into exponential scale. For a deep dive into scaling strategies for your SaaS business, watch the full interview now: https://lnkd.in/dju-Be2u SaaS founders, what has been your experience with sales leadership? I'd love to hear your thoughts in the comments. #sales #SaaS #SaaSAcademy #Scale #Startups #Podcast #Leadership

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GTM tooling is one of the fastest growing verticals in B2B right now. Ton of fluff out there, but there are handful of tools that are * genuinely * exciting. Shortlist of companies we're (actively) test driving: 1. Attention Live sales call recaps, tactical action items, and seamless integrations. Anis Bennaceur + co are building something special. S/o to Dan Jaeck for the flag. 2. Default All-in-one lead routing, scheduling, and automated pipeline workflows. Big ups to Nico F. and Stan Rymkiewicz - building a behemoth of a platform. 3. Unify Warm outbound done right based on live intent signals. IMO the next major untapped B2B growth channel. Watch this space cc Austin Hughes 🤝. 4. 11x.ai AI SDR agents on autopilot. Haven't personally tried it yet but love the concept + impressed with early growth. Excited to test drive it soon - big opp here. 5. Pipeline LinkedIn will increasingly become the go-to GTM and BD channel in the next 12 months. Sudarshan Sridharan and his team are shipping at an insane pace. 6. Seam From a people lens, retaining top performers in a GTM motion is critical. Big fan of what Jacob Honig + Sean Taylor are building. Very happy customer here. 7. Cabal We swear by Cabal for monthly GTM updates and investor emails. Great UI, easy to segment and build referral lists. Brian M. and co are getting a lot right.

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Health and Wellness is a wave, and integrated care will be (and already is!) the defining characteristic of most winners. Many DTC healthcare companies are putting money into Meta/Google, and getting patients out. Something similar is possible at a Doctor's office, with a significantly lower CAC. Put in resources, get patients out. I think this is a compelling distribution channel for a lot of wellness companies--Pharmacies, Gyms, Nutritionists, Therapists, Longevity etc. Because if you're a healthcare company, chances are the people who you can impact the most (and who may be the most motivated to use your product!) are those at the Doctor's office. Yes it will be non-trivial to set up distribution through clinics... but those nuances are just a barrier to entry for your competitors. The rise of multi-clinic operators makes this extra powerful right now.

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Niche doesn't mean single-product. Data from TideMark's 2024 Vertical & SMB SaaS Benchmark Report backs this up. The sauce for Vertical SaaS is owning a niche and layering new products over time to grow 'share of wallet'... Here’s what I’ve learned from acquiring and operating Micro SaaS: // Product Expansion: - Start with your core offering, but always be mapping out adjacent pain points - Look for low-hanging fruit - features users are cobbling together with spreadsheets or third-party tools - Aim for products that increase switching costs and make your solution "stickier" // Acquisition vs. Development: - Sometimes it's faster to acquire a complementary product than build in-house - Look for small, bootstrapped tools in your vertical that solve adjacent problems - Assess potential acquisitions based on tech stack compatibility and integration ease // Pricing and Packaging: - Bundle strategically - not all products need to be sold separately - Use add-ons to increase ARPA without scaring off smaller customers - Consider usage-based pricing for auxiliary products to lower the barrier to adoption // Sales and Marketing: - Retrain your sales team on solution selling rather than product pitching - Develop clear ideal customer profiles for each product combination - Use your existing customer base as a testbed for new products // Technical Considerations: - Plan for integration from day one - whether building or buying - Prioritize a consistent user experience across products - Consider a modular architecture to facilitate future expansion // Metrics to Watch: - Track product adoption rates within your customer base - Monitor support ticket volume as you add products - Keep a close eye on churn rates for single-product vs. multi-product customers The multi-product approach isn't just about making more money. In smaller verticals, it's often the only path to building a substantial business. It's about creating an ecosystem that comprehensively serves your niche, making it harder for competitors to dislodge you. Depth plus breadth. But don’t diversify for the sake of it — be strategic, based on actual user needs and market dynamics. Follow me if you want to learn more about my journey of acquiring & operating Micro SaaS. For the love of the game 🏴‍☠️ ⚡ #Growth #Product #Strategy #Sales #Marketing

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For AEC focused startups, think about GTM this way. For scale and keeping CAC metrics in line. Bottom Up. PLG for PLG : Product Led Growth for Project Led Growth - User focused marketing - frictionless on boarding - No Sales Function (it’s too expensive) Enterprise: Leverage Project based success to sell to the enterprise. - High Level Solution Sales - Proven ROI Metrics - Make the CFO your champion - Have a well thought out - ABM strategies work well here. Enterprise Solution vs Discounted offering for bulk purchase. Spec to Check: Build generic specifications for your product and work with A/E firms to get them placed. This is for Construction Tech Specific. Owner Influence - Everyone’s ultimate customer. - Brand awareness - Thought Leadership - Building Type Specifc Marketing. We have an entire playbook on this type of stuff. Also what we teach in our stage agnostic incubator.

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The transition from founder led sales -> a repeatable GTM motion is hard... Extremely hard. There are so many things to consider to mitigate risk and get as many repetitions on closed loop feedback as quickly as possible. -> what profile of a rep should I hire -> how to assess the right talent -> SDR or AE or growth hacker type or both -> what channels should we be testing -> what does good look like? What does great look like? -> how do I know if we’re making progress? And so much more… We’re discussing all this live next Tuesday at Kiln. If you’re in Utah, come check it out: https://lnkd.in/eQ9dyJK4

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Let’s talk SDR Health. A good SDR team would be running 7 to 35 sequences total. Much more than that and you’re not controlling your messaging enough. Much less and you’re not using sequences the right way… they’re supposed to be built for different scenarios, it’s imposible to have so few scenarios. I’ve now met a handful of companies with 10,000+ sequences on Outreach. If you have a content team that is looking for better data (yes, beyond reply rate) to optimize sequences, tag them below. I’ll be doing a small group Q&A in October for 10 content leaders on how to optimize their sequences. Let’s go! PS. Some data below, just so people see that this is real, and I mean real good.

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I believe two of the big winners over the next 10 years in the SMB category will be PE who are rolling up the businesses and GenAI powered software that makes running these businesses significantly more turnkey and/or profitable. Thanks for having me on Jay Kapoor. If you want spicy takes fast forward to 25 min mark. If you want to get deep in market analysis buckle in for the whole thing. https://lnkd.in/d8M7Jyrx

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BAM! Way to go Softly Solutions team . . . "Softly is an excellent startup that evaluates the strength of green marketing claims by companies in order to reduce the risk of greenwashing . . . " We are excited about the shoutout and spotlight this week in the Midwest Startups Newsletter by Adam Falkof with Quarles & Brady LLP! Reach out to learn how Softly can help your business! #greenclaims #risk #regulations

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Benchmarkit dropped its 2024 B2B SaaS survey, check it out! Confirms what many of the SaaS founders told me in a tough 2023: shrinking growth rates, tougher NRR environment, and lower "magic numbers". Still great businesses to own and scale, but a tougher operating environment spilled over into the M&A numbers. Lets hope for a 2024 bounce back! Thanks Ray Rike for the great work here. How does your business stack up? https://lnkd.in/gVpfQAdU #saas #benchmarking

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