![Page 2: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/2.jpg)
Pendo.io
THERE ARE QUITE A LOT OF SAAS PRODUCTS…BETTER CONSOLIDATE AND MAKE IT EASIER FOR YOUR CLIENTS Adriane Goetze@pendoio
SaaStr 101 by Perennial Systems
![Page 3: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/3.jpg)
Pendo.io
BETTER FOCUS ON YOUR CUSTOMER SUCCESS THAN YOUR OWN AND YOU WILL WIN Rupert Bonham Carter@klipfolio
SaaStr 101 by Perennial Systems
![Page 4: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/4.jpg)
Pendo.io
MAKE FRIENDS WITH FELLOW SAAS COMPANIES, YOU NEED THEM TO SELL TO YOUR CLIENTS Zach Lundgreen@goGrow
SaaStr 101 by Perennial Systems
![Page 5: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/5.jpg)
Pendo.io
BETTER CREATE APIs AS SAAS PRODUCT IS NOT ABOUT YOU BUT ADDING VALUE TO ECOSYSTEM James Arcieri@IBM
SaaStr 101 by Perennial Systems
![Page 6: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/6.jpg)
Pendo.io
TREAT EVERY SINGLE CUSTOMER LIKE GOLD
Mike McCarthy@fusebill
SaaStr 101 by Perennial Systems
![Page 7: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/7.jpg)
Pendo.io
IT IS EASIER TO BUILD A SALES TEAM IN TENNESSEE. GO VOLS!
Brandon Bruce@cirrusinsight
SaaStr 101 by Perennial Systems
![Page 8: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/8.jpg)
Pendo.io
ENGAGE YOURSELF WITHIN THE SALES PROCESS WITH CUSTOMER STORIES @SalesLoft
SaaStr 101 by Perennial Systems
![Page 9: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/9.jpg)
Pendo.io
WORK WITH CUSTOMERS THAT ARE GOOD FIT. IT HELPS GROW FAST WITH MINIMAL EFFORTS @engagio
SaaStr 101 by Perennial Systems
![Page 11: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/11.jpg)
Pendo.io
CONTENT HELPS YOU GET QUALITY LEADS ONLY IF IT ADDS VALUE TO YOUR CUSTOMERS
@datanyze
SaaStr 101 by Perennial Systems
![Page 12: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/12.jpg)
Pendo.io
UNDERSTAND YOUR KEY SAAS METRICS TO DRIVE YOUR GROWTH
@saasoptics
SaaStr 101 by Perennial Systems
![Page 13: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/13.jpg)
Pendo.io
THE POWER OF FACE TO FACE MEETINGS HELPS BUILD RELATIONSHIP TO A HIGHER LEVEL
@GartnerDigital
SaaStr 101 by Perennial Systems
![Page 14: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/14.jpg)
Pendo.io
LEARN FROM THE EBOOKS AND BLOGS AS YOU BUILD YOUR PRODUCTS
@Zuora
SaaStr 101 by Perennial Systems
![Page 15: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/15.jpg)
Pendo.io
SHUT UP AND LISTEN TO YOUR CLIENTS. YOU WILL SELL A LOT MORE THIS WAY.
@Gong_io
SaaStr 101 by Perennial Systems
![Page 16: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/16.jpg)
Pendo.io
BE MORE PERSONAL WITH YOUR CUSTOMERS. IT WORKS!
@intercom
SaaStr 101 by Perennial Systems
![Page 17: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/17.jpg)
Pendo.io
WHEN YOU SEE EVERYTHING AS A PROCESS YOU BUILD TOOLS. WHEN YOU SEE IT AS A PROBLEM YOU DISRUPT THE ENTIRE INDUSTRY.Ankur Srivastava@SwarmSales
SaaStr 101 by Perennial Systems
![Page 18: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/18.jpg)
Pendo.io
BETTER WORK ON RETAINING YOUR CUSTOMERS, IT IS 5-25 TIMES EXPENSIVE TO ACQUIRE A NEW CUSTOMERAbby Hammer@churnzero
SaaStr 101 by Perennial Systems
![Page 19: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/19.jpg)
Pendo.io
PAY ATTENTION TO THE DETAILS AND DON’T SELL STUFF. MAKE BETTER CUSTOMER STORIES.
@chargebee
SaaStr 101 by Perennial Systems
![Page 20: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/20.jpg)
Pendo.io
CAPTURE THE CUSTOMER VOICE TO MAKE THE BEST POSSIBLE PRODUCT!
@MOO
SaaStr 101 by Perennial Systems
![Page 21: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/21.jpg)
Pendo.io
THE BIG THING THAT YOU NEED TO DO WHEN THE CUSTOMER SIGNS UP IS TO ENSURE THAT THEY EXPERIENCE THE AH-MOMENT RIGHT AWAY.Lloyed Lobo@BoastCapital
SaaStr 101 by Perennial Systems
![Page 22: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/22.jpg)
Pendo.io
BUILD A BRAND THAT YOUR CUSTOMERS CAN CRUSH OVER – THEY WILL BE YOUR BIGGEST ADVOCATES AND HELP YOU GROW.Paige Musto@ActOnSoftware
SaaStr 101 by Perennial Systems
![Page 23: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/23.jpg)
Pendo.io
START SMALL. DREAM BIG. DON’T BE SCARED.
Justin Lane@xactly
SaaStr 101 by Perennial Systems
![Page 24: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/24.jpg)
Pendo.io
FOCUS ON THE PROBLEMS THAT YOUR TECHNOLOGY SOLVES INSTEAD OF THE FEATURES IT OFFERS.
Kevin Blessum@DialSource
SaaStr 101 by Perennial Systems
![Page 25: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/25.jpg)
Pendo.io
COLLECTIVELY INNOVATE TO BRING CHANGE THAT BENEFITS EVERYONE IN THE INDUSTRY.
@bandwidth
SaaStr 101 by Perennial Systems
![Page 26: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/26.jpg)
Pendo.io
FOCUS ON BUILDING A STRONG PRODUCT THAT SELLS ITSELF.
Jenna Theisen@DialpadHQ
SaaStr 101 by Perennial Systems
![Page 27: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/27.jpg)
Pendo.io
SUCCESSFUL CAMPAIGNS ARE NOT THE ONES YOU PLANNED. BETTER BE CREATIVE.
Maguire Mealy@showpad
SaaStr 101 by Perennial Systems
![Page 28: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/28.jpg)
Pendo.io
USE MACHINE LEARNING.
@RiskIdent
SaaStr 101 by Perennial Systems
![Page 29: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/29.jpg)
Pendo.io
PEOPLE DON’T BUY PRODUCT, THEY BUY WHAT YOU MAKE THEM BELIEVE.
@WalkMeInc
SaaStr 101 by Perennial Systems
![Page 30: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/30.jpg)
Pendo.io
SAASTR ANNUAL IS MUST ATTEND FOR SAAS FOCUSED ORGANISATIONS TO LEARN, VALIDATE AND GROW.@SimilarWeb
SaaStr 101 by Perennial Systems
![Page 31: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/31.jpg)
Pendo.io
DON’T JUST LISTEN, ENGAGE WITH YOUR CUSTOMERS.
@mixmax
SaaStr 101 by Perennial Systems
![Page 32: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/32.jpg)
Pendo.io
BE PROACTIVE IN SUPPORTING YOUR CUSTOMERS.
@freshdesk
SaaStr 101 by Perennial Systems
![Page 33: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/33.jpg)
Pendo.io
GET THE FIRST FEW CUSTOMERS DELIGHTED TO BE SUCCESSFUL IN SAAS.
@Gliderai
SaaStr 101 by Perennial Systems
![Page 34: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/34.jpg)
Pendo.io
MEASURING CUSTOMER SUCCESS IS IMPERATIVE FOR SAAS BUSINESS TO GROW.
@asknicely
SaaStr 101 by Perennial Systems
![Page 36: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/36.jpg)
Pendo.io
HIRE THE RIGHT PEOPLE.
@Sisense
SaaStr 101 by Perennial Systems
![Page 37: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/37.jpg)
Pendo.io
FOCUS ON SHIPPING CODE FASTER.
@circleci
SaaStr 101 by Perennial Systems
![Page 38: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/38.jpg)
Pendo.io
BETTER OUR COMMUNITY THROUGH SAAS.
@Teamableme
SaaStr 101 by Perennial Systems
![Page 39: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/39.jpg)
Pendo.io
LEVERAGE INDUSTRY LEADING MARKETPLACE AND PLATFORM TO HELP SCALE AND GROW BUSINESS.
Colin Casey@partnerforce
SaaStr 101 by Perennial Systems
![Page 40: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/40.jpg)
Pendo.io
GREAT PLACE TO SHARE IDEAS AND LEARN FROM SO MANY PEOPLE AT SAASTR.
@CloudElements
SaaStr 101 by Perennial Systems
![Page 41: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/41.jpg)
Pendo.io
DATA AND AI ARE KEY FOR SAAS.
@Invis_Solutions
SaaStr 101 by Perennial Systems
![Page 43: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/43.jpg)
Pendo.io
THE FIRST VALUATION IS ALWAYS OVER PRICED!
@LighterCapital
SaaStr 101 by Perennial Systems
![Page 44: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/44.jpg)
Pendo.io
THE SAAS COMMUNITY IS SMALL BUT HAS POWERFUL IMPACT
@Intacct
SaaStr 101 by Perennial Systems
![Page 45: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/45.jpg)
Pendo.io
SHARE THE RIGHT MESSAGE WITH THE RIGHT USER BASE AT THE RIGHT TIME.
@UserIQ
SaaStr 101 by Perennial Systems
![Page 46: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/46.jpg)
Pendo.io
MARKETERS NEED TO ADAPT TO THE ENGAGEMENT ECONOMY.
@marketo
SaaStr 101 by Perennial Systems
![Page 47: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/47.jpg)
Pendo.io
CREATE MORE CONVERSATIONS.
@ZoomInfo
SaaStr 101 by Perennial Systems
![Page 48: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/48.jpg)
Pendo.io
BUILD BETTER CUSTOMER RELATIONSHIP BY BEING ON PHONE WITH THEM ON A CONTINUOUS BASIS@aircall
SaaStr 101 by Perennial Systems
![Page 49: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/49.jpg)
Pendo.io
OUTAGES HAPPEN BUT HOW DO YOU RECOVER.
@leasewebusa
SaaStr 101 by Perennial Systems
![Page 50: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/50.jpg)
Pendo.io
THE BEST SALES PROFESSIONALS IN SV ARE STARTING TO THINK LIKE VCs WHEN IT COMES TO DATA AND PROSPECTING@mattermark
SaaStr 101 by Perennial Systems
![Page 51: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/51.jpg)
Pendo.io
PRODUCT DEVELOPMENT IS NOT JUST ENGINEERING – IT’S A WHOLE TEAM CONTRIBUTION
@datafoxco
SaaStr 101 by Perennial Systems
![Page 52: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/52.jpg)
Pendo.io
BEST DECISION WE MADE WAS STOPPING FREE TRIAL.
@sellsy_app
SaaStr 101 by Perennial Systems
![Page 53: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/53.jpg)
Pendo.io
KEEP SHOWING RESULTS.
@smartbookscorp
SaaStr 101 by Perennial Systems
![Page 54: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/54.jpg)
Pendo.io
FIRST UNDERSTAND YOUR CUSTOMERS AND INVEST TIME TO LEARN WHAT THEY NEED.
@algolia
SaaStr 101 by Perennial Systems
![Page 55: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/55.jpg)
Pendo.io
TAKE GOOD TIME TO BUILD THE COMPANY’S CULTURE.
@JustworksHR
SaaStr 101 by Perennial Systems
![Page 56: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/56.jpg)
Pendo.io
SAAS DOES NOT WORK WITHOUT GOOD DATA!
@LeadGenius
SaaStr 101 by Perennial Systems
![Page 57: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/57.jpg)
Pendo.io
FOCUS ON YOUR CUSTOMERS KEY BUSINESS OBJECTIVES.
@clientsuccess
SaaStr 101 by Perennial Systems
![Page 58: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/58.jpg)
Pendo.io
GATHER FEEDBACK FROM YOUR CUSTOMERS TO IMPROVE YOUR PRODUCT.
@delighted
SaaStr 101 by Perennial Systems
![Page 59: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/59.jpg)
Pendo.io
STAND OUT! IT’S NOT GOOD TO BLEND IN!
@gooddata
SaaStr 101 by Perennial Systems
![Page 60: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/60.jpg)
Pendo.io
IF YOU CAN’T MEASURE YOU CAN’T IMPROVE THAT!
@insightsquared
SaaStr 101 by Perennial Systems
![Page 62: SaaStr Annual 2017 - Learnings from B2B SaaS (SaaStr101)](https://reader038.vdocument.in/reader038/viewer/2022110108/58d1c2451a28ab705c8b48e9/html5/thumbnails/62.jpg)
THANK YOUPrash an t Sachd evFo l l ow me @prash an t sach devProdu c t I nn ova t i on & S t ra te gy