# Top 10 in Tech - What to know for Week ending March 24, 2023

Published: 23 March 2023
Canonical: https://www.top10in.tech/posts/week-ending-march-24-2023

## 1. SaaS METRIC OF THE WEEK

**VALUE-BASED PRICING**: It's a tough nut to crack as it makes the most of what the maximum cost customers would be willing to pay for a product or service - this means there is no magic guesswork or thumb-suck number. These prices need to be arrived at Empirically. [Paddle.com](http://Paddle.com) has a [good guide on what this means](https://paddle.com/blog/how-to-calculate-implement-value-based-pricing) (with examples), and [Profitwell has a comprehensive guide on making it happen](https://www.profitwell.com/recur/all/value-based-pricing) (and how to go about calculating/measuring it).

Link: http://Paddle.com

## 2. PRICING

This one is totally a follow-up to #1 above and is interesting as the author is pitching [a new, better (gasp!) way to decide your product pricing](https://tips.ariyh.com/p/better-way-to-decide-your-pricing) HINT: It's all about how you ask the question. And this is a variant of how to [research and implement a value-based pricing model](https://paddle.com/resources/guide-to-value-based-pricing/).

Link: https://tips.ariyh.com/p/better-way-to-decide-your-pricing

## 3. ENTERPRISE

Moving upmarket into larger organizations is a [standard SaaS growth strategy](https://tomtunguz.com/when-to-move-up-market/). Increasing ARPU (Average Revenue Per Customer) is good! But it takes a lot of work to pull this move off as a tiny startup selling to large organizations. Here are [10 tips for selling to big companies as a little guy](https://www.saastr.com/how-can-anyone-start-a-big-business-by-small-startup/).

Link: https://tomtunguz.com/when-to-move-up-market/

## 4. PERSONALIZATION

SaaS marketers have been increasingly turning to personalization in recent years to increase conversion rates, improve customer success, and increase the quality of sales/marketing funnels. So check out this [great article from Chart Mogul](https://blog.chartmogul.com/saas-guide-website-personalization)on the (modern-day) personalization fundamentals. As a teaser: Personalization [reduces acquisition costs by as much as 50%](https://www.mckinsey.com/business-functions/digital-mckinsey/our-insights/marketings-holy-grail-digital-personalization-at-scale), and [87% of companies see a lift in key growth metrics](https://venturebeat.com/2015/09/23/new-vb-insight-research-shows-web-personalization-is-not-just-for-amazon/) when they employ personalization.

Link: https://blog.chartmogul.com/saas-guide-website-personalization

## 5. PLG DATA

One of the keys to excellent product-led growth is capturing and leveraging the right data to determine what to build next. [Here's how to do that](https://productled.com/blog/b2b-saas-product-strategy)(REALLY in-depth with great examples).

Link: https://productled.com/blog/b2b-saas-product-strategy

## 6. INFLUENCE MAPS

I love discovering great tools - especially visual ones, as my mind works mainly in diagrams. Add Influence Maps to your tech dictionary this week - as one of the [coolest Marketing Frameworks](https://sparktoro.com/blog/influence-maps-the-best-marketing-framework-youve-never-heard-of/) I've come across in a while and is an excellent tool for answering strategic marketing questions.

Link: https://sparktoro.com/blog/influence-maps-the-best-marketing-framework-youve-never-heard-of/

## 7. DEV

Great report from HeavyBit covering [Software and Development Trends for Engineering Leaders](https://www.dropbox.com/s/h5w0bbi5qecy060/Heavybit_TrendReportII_Final.pdf?dl=0), 16 pages of quality, including best practices, top languages, trends, and spending forecasts (Productivity Tools are top).

Link: https://www.dropbox.com/s/h5w0bbi5qecy060/Heavybit_TrendReportII_Final.pdf?dl=0

## 8. FINANCES

For many startups across the globe, it's been a [heck of a month](https://www.cnbc.com/2023/03/19/svb-fail-is-double-whammy-for-startups-dealing-with-plunge-in-venture-.html) for finance teams. So for pre or post-mortem reasons, look at these guides on [cash management](https://docs.google.com/document/d/19Lwgrz_jOVTzx6B-yCWoT02DCj3v38tAa1J8tvvgWd4/edit) and [treasury management](https://docs.google.com/document/d/1aeChSNLP7S1tem-eL-CjueYcBMEchn5ztWsaHwUOdtI/edit) to help with more strategic planning or finance-based BCPs going forward. They are Google Docs - so be sure to make a copy!

Link: https://www.cnbc.com/2023/03/19/svb-fail-is-double-whammy-for-startups-dealing-with-plunge-in-venture-.html

## 9. VC AI

[Pitchbook](http://pitchbook.com) has launched an AI platform called [VC Exit Predictor](https://techcrunch.com/2023/03/20/pitchbooks-new-tool-uses-ai-to-predict-which-startups-will-successfully-exit/). This new tool aims to answer the question, "*Of all the startups and funds, which ones are worth putting time into?*". A full PDF report can be [viewed here](https://www.dropbox.com/s/goljoqekgasygq7/Q1_2023_PitchBook_Analyst_Note_Gaining_an_Edge_in_VC_Investment_Selection.pdf?dl=0).

Link: http://pitchbook.com

## 10. CASE STUDY

The [Airtable links last week](https://www.top10in.tech/top-10-in-tech/top-10-in-tech-what-to-know-for-week-ending-march-17-2023) were popular - so doubling down on journeys into the Enterprise this week with [a great article from Canny](https://canny.io/blog/moving-upmarket/) on how (tactically) they did it.

Link: https://www.top10in.tech/top-10-in-tech/top-10-in-tech-what-to-know-for-week-ending-march-17-2023

## POD OF THE WEEK

From Ophelia Brown, the Founder of Blossom Capital, discusses [why growth investors ruined the Venture market](https://podcasts.apple.com/us/podcast/20vc-why-growth-investors-ruined-the-venture-market/id958230465?i=1000604624891) (mainly via follow-on investing), along with some insight into the European VC market.

Link: https://podcasts.apple.com/us/podcast/20vc-why-growth-investors-ruined-the-venture-market/id958230465?i=1000604624891