# Top 10 in Tech - What to know for Week ending December 13, 2019

Published: 13 December 2019
Canonical: https://www.top10in.tech/posts/week-ending-december-13-2019

## 1. SaaS METRIC OF THE WEEK

[Triple-Double-Double](https://techcrunch.com/2015/02/01/the-saas-travel-adventure) is a classic mantra we hear a lot in the SaaS world, referring to an abbreviated version of what it takes (revenue wise) to become a $100m ARR business. Jason Lemkin of SaaStr pitches that “[10-100-110](https://www.saastr.com/triple-double-double-is-good-10-100-110-is-enough)” is enough. Which is 10m ARR, 100% YoY growth, and 110% [net-revenue retention](https://www.lightercapital.com/blog/net-revenue-retention-vs-gross-revenue-retention).

Link: https://techcrunch.com/2015/02/01/the-saas-travel-adventure

## 2. PROSPECTING

Sales prospecting is a method of sales lead generation sourced via quality research (different than a sales prospect). [This article from Crunchbase](https://about.crunchbase.com/blog/the-ultimate-guide-to-sales-prospecting/) outlines some great prospecting techniques rests can utilize.

Link: https://about.crunchbase.com/blog/the-ultimate-guide-to-sales-prospecting/

## 3. CONVERTIBLE LOANS

Can be a quick solution to lines of funding outside of more traditional paths (such as Venture Capital) Point Nine capital [outlines what to look out for.](https://medium.com/point-nine-news/convertible-loans-what-to-look-out-for-404e888ea0c2)

Link: https://medium.com/point-nine-news/convertible-loans-what-to-look-out-for-404e888ea0c2

## 4. SALES

Chorus.ai have [built a great report of what high-performing sales teams are doing to close deals](https://www.chorus.ai/state-of-conversation-intelligence) (this is an analysis of over five million sales calls!). You can add in the kind of business you are (SMB, Mid, Enterprise) to see how you measure up. Key nuggets: An SDR dials, on average, 106 people to schedule just one meeting and the typical win rate of a sales qualified lead (SQL) is 19%.

Link: https://www.chorus.ai/state-of-conversation-intelligence

## 5. ANIMAL TOTEM

This is a repeat post, but it’s a fun one. There are many [different ways to build a $100M SaaS business](http://christophjanz.blogspot.com/2019/04/five-years-later-five-ways-to-build-100.html), and the analogy is, it [depends on the “animals" your business is hunting](https://blog.chartmogul.com/find-out-which-animals-youre-hunting) as to which strategy is best.

Link: http://christophjanz.blogspot.com/2019/04/five-years-later-five-ways-to-build-100.html

## 6. REVOPS

Yes this is a thing and it needs to be! In this [Age of the Customer](https://www.salesforce.com/blog/2016/03/age-of-the-customer.html) it’s a way to align operational excellence around the customer experience. [Here are 3 nuggets of wisdom](https://www.chargebee.com/blog/revenue-operations-tips-from-experts) from some RevOps leaders.

Link: https://www.salesforce.com/blog/2016/03/age-of-the-customer.html

## 7. GROWTH

These are [some of the attributes](https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/are-you-a-growth-leader-the-seven-beliefs-and-behaviors-that-growth-leaders-share) that great growth leaders have.

Link: https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/are-you-a-growth-leader-the-seven-beliefs-and-behaviors-that-growth-leaders-share

## 8. INNOVATION GAP

This is a pretty significant metric: 90% of growth in innovation-sector jobs occurred in just 5 cities across the US according to a [recent report from the Brookings Institution](https://www.brookings.edu/wp-content/uploads/2019/12/Full-Report-Growth-Centers_PDF_BrookingsMetro-BassCenter-ITIF.pdf).

Link: https://www.brookings.edu/wp-content/uploads/2019/12/Full-Report-Growth-Centers_PDF_BrookingsMetro-BassCenter-ITIF.pdf

## 9. EARLY CUSTOMERS

I’m deep in this phase right now. Early customers are critical in Enterprise - [but do they have what it takes as a business to take your product out of the trial phase](https://medium.com/point-nine-news/selling-to-large-enterprises-do-your-early-customers-have-what-it-takes-ea8e22138d9d)?

Link: https://medium.com/point-nine-news/selling-to-large-enterprises-do-your-early-customers-have-what-it-takes-ea8e22138d9d

## 10. CONTENT MARKETING

[How to create a Content Marketing strategy](https://groovyzebra.com/blog/content-marketing-strategy) (and more importantly set up the right OKR’s for success)

Link: https://groovyzebra.com/blog/content-marketing-strategy

## POD OF THE WEEK

To add on to number 8 above. Users tinkering in their homes is often [overlooked as a primary source of innovation](https://podcasts.apple.com/us/podcast/freakonomics-radio/id354668519?i=1000458712068).

**BONUS**: This is super exciting from the ever-entertaining team at CB Insights who make the observation that [the term “Super Excited” has quadrupled over the last 4 years in Earning Calls](https://twitter.com/danielle_fava/status/1181582296345919490).

Link: https://podcasts.apple.com/us/podcast/freakonomics-radio/id354668519?i=1000458712068