The weekly top 10 for B2B tech operators · Every Friday
This week is another collection of metrics - this time from Olga Berezovsky, who runs the Data Analytics Journal newsletter, which digs down into standard SaaS metrics and the preferred Board KPIs to measure, be cautious about (ARPU, CAC, and LTV, Churn), and not to overlook (DAU/MAU, Expansion).
Over the past decade, software pricing has shifted from per-seat licenses for legacy software to subscriptions with tiered pricing for SaaS. We are now headed into pricing based on actual usage as the primary pricing method (three in five SaaS companies now have consumption pricing deployed). Take a read of OpenView's latest guide to pricing transformations to see how you may need to review pricing for 2023.
Add this to your bookmarks - I've already used a couple of these templates: 25 Customer Service email templates to cut response times.
Crack open your Tech Dictionaries for the first entry of 2023: Market annealing is a company's effort to create a market pliable enough for early go-to-market motions. Often used when a company has a better idea than the market for what the market needs - check the article from a16z here - I would put all of Web3 and Quantum into that bucket.
While PLG is not a fit for many enterprise players yet - there is hope. Companies are starting to apply PLG techniques in totally new settings, such as complex (more enterprise-like)products.
Sometimes after countless attempts, experiments, pivots, and money burnt, it's time to walk away - hard to do if you are full of grit and determination - but Accelerated has a great blog article this week with a framework on giving up.
Whole new year, whole new content marketing strategy, right? Get up to date on the latest content marketing trends (via Stats you should know) with this article from Search Engine Journal. Also, be sure to read here on Startup content marketing mistakes and spot quiz hot-shot: How long should a Blog Post be? Hypothetically this long (but also literally not that long as it's a long-ass blog post).
The Clouded Judgement newsletter took a look at SaaS revenue multiples this week, and here is the news: Overall Public Median now sits at 5.2x - public multiples don't have a direct correlation to private multiples, but they are definitely a signal of the direction private valuations are trending.
Another big week for layoff announcements - this time from Google and Spotify. This prompted Tomasz Tunguz to look at startup layoffs and how they may differ between B2B & B2C companies. TL;DR - B2C companies suffer more cuts than B2B (likely due to longer-term contracts)
This is a great deep look under the hood of a startup's journey so far (six years in), covering equity allocation, expenses, product, growth challenges, and wins.
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