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Bridge Group 2015 SaaS Inside Sales Survey Report

Given the new data driven approach, more and more sales managers seek to benchmark their data against their peers to see how they stack up. What does best in class look like? What are the best practices? The annual Bridge Report provides answers to these questions, and is an absolute treasure trove for anyone managing an inside sales organization. Read More

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Startup Killer: the Cost of Customer Acquisition

In the many thousands of articles advising entrepreneurs on what they have to focus on to build successful startups, much has been written about three key factors: team, product and market, with particular focus on the importance of product/market fit. Failure to get product/market fit right is very likely the number 1 cause of startup failure. However in all these articles, I have not seen any discussion about what I believe is the second biggest cause of startup failure: the cost of acquiring customers turns out to be higher than expected, and exceeds the ability to monetize those customers. Read More

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