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<title>HANDELSBERIGTEN. AMSTERDAM, Dingsdag 25 Julij.</title>
<p>De aanstaande Koffijveiling der N. H. M. zal plaats hebben te Rotterdam , op den 9den Augustus en bestaan uit 78,400 b. Java en 7000 b. Padang.</p>
<p>Heden werden uit de eerste hand afgedaan 500 stuks gez. Buenos- Ayres Huiden, aangebragt per het schip Johanna Louisa, via Antwerpen, tot geheimen prijs.</p>
<p>ROTTERDAM, 24 Julij. Tarwe: De aanvoer van Vlaams, Zeeuws., Flakk. en Overm. was ruim voldoende tegen overtragen kooplust, zoodat de beste soorten vorige prijzen niet ten volle konden opbrengen en de mindere kwaliteiten 10 a 20 c. lager zijn afgegaan. De beste soorten van ƒ7.70a8.50; goede van ƒ6.90a7.50; mindere ƒ6.20a6.80; jar. van ƒ 7.80 a 8.70. Pools, en roode met kleinen handel, 125/126 ®o. witb. Pools. ƒ310; 131, 132 ffi Hoogl. Kleefs. ƒ 285; 129,130 ffi Bovenl. Ris ƒ270 per 2400 .?. Rogge: Inl. mede flaauw gestemd en 10 e. lager. Vlaams. en Zeeuws, ƒ 6.10 a 6.30; Overm. en N.-Brab. ƒ5.50a6.10; buitenl. in een doen met weinig omgang, 124, 125 ffi Frans, ƒ 188, 189; 125, 126 S" dito in zakken ƒ 190 per 2250 ffi, 149/2 ffi Windau ƒ 205, 153/2 ffi Bretagne te Schiedam ƒ 186. Boekweit met minder aanvoer wat beter te verkoopen. Op 140/2 fi? Steenbergsche. ƒ 195; Noord- Brabantsehe ƒ 182, 183, 185, 190 per 2100 4. ; Fransche ƒ175 a 180. Garst: Vlaamsche, Zeeuwsche, Flakk. en Overm. Winter als voren van ƒ 3.90 a 4.90; Zomer ƒ 3.80 a 4.50. Van nieuwe Wintergarst waren eenige partijtjes ter markt, die naar deugd verkocht zijn van ƒ4.25 a 5. Haver vast; korte van ƒ3.50 a 4.50; lange ƒ3 a 4. Koolzaad: Met een aanvoer van ca. 200 last van zeer verschillende en weinig drooge kwaliteit, waarvan tot genoteerde prijijzen prijzen slechts ruim ;de helft is verkocht. Vlaamsche gestort 73% _.; dito zakmaat 73 <£ ; Zeeuwsche gestort 66, 74, 75 <£; dito zakmaat 64, 65, 71% , 72, 72%, 73, 74 d_; Overm. 70, 72 <£; Flakkeeseh. 60, 63%, 65, 65% __. Publieke veilingen: Uit den Wilhelmina-polder 97 mud ƒ 8.15 a 8.30; 15 mud dito ƒ 7.80; 205 m. dito ƒ 7.50 a 7.55 ; 136 mud ƒ 7.50. Uit Dirksland 30 mud dito ƒ 7.45, alles per 75 kilo. Raapolie per cont. niet onder ƒ 47 Vi te koop, terwijl per najaar geen vraag bestond en ook coulant gelaten werd. Lijnolie schaarsch, per cont. met ƒ 39% betaald; op November-le vering werd aƒ3B^4 iets gedaan. SCHIEDAM, 24 Julij. Rogge. Verkocht: 146/2 ffi Libau ƒ196 6/w. Garst: 128/2 11. Pernau ƒl7B 6/w. Moutwijn ƒ8; Genever ƒ13.50; Amst. Proef ƒ14.75; Spoeling ƒ 0.70. GORINCHEM, 24 Julij. Bij middelmatigen aanvoer van Granen op onze markt van heden, waven de prijzen als volgt: Tarwe ƒ 7, 7.80 a 8.20; Rogge ƒ 5.50, 6 a 6.30; Garst ƒ 3.50, 3.75 a' 4.40; Haver ƒ 3a3.40; Boonen ƒ 6.10 a 6.40; Aardappelen ƒ 2.10 a 2 60; Boter ruim aangevoerd^.lOal.2o per ffi; Eijeren ƒ 2.50a2.7Ö per 100st.; vette Varkens vlug 20 e. vuil, Biggen ƒ6.50 a 9. Veemarkt was goed voorzien met goeden handel. ALKMAAR, 24 Julij. Aangevoerd 2 Koeijen, van ƒ 130 tot 160; 255 vette Kalveren, van ƒ23 tot 63; 292 Schapen, van ƒl3 tot 33; ,35 vette Varkens, van 32 tot 44 'e. het ©.</p>
<p>EDE, 24 Julij. Rogge ƒ 6.50; Haver ƒ3.65; Aardappelen ƒ2. Biggen ƒ6 a 7.50; Boter ƒ 1.10 a 1.26 per ffi; Eijeren Ben 9 st. voor 20 e. STEENWIJK, 24 Julij. Marktprijzen. Rogge ƒ 6.25 a 6.50; Boekweit ƒ6.10 a 6.60; Garst ƒ 4.50 a 5; Haver f 3.20 a 3.60 ; Aardappelen ƒ 1.25 a 2.30 alles per mud. Boter per Vi vat ƒ4B a 49, id. per % vat/23, a 24, id. perffi ƒ! .15 a 1.20. Eijeren per 100 stuksƒ2.6s. Paarden (werk) ƒ4O a 150; Koetspaarden ƒ2OO a 350; Veulens ƒ3O a 70; vette Koeijen 45 a 50 e. per ü. ; Kalfde ƒ 100 a 180, Melk ƒ7O a 160; Gusteƒ6o a 100 ; Vaarsen ƒ5O a 80 ; Pinken ƒ2oa 40 ; Kalveren ƒ8 a 12; Stieren ƒ3O a 65. In de Kalf koeijen was de handel zeer geanimeerd.</p>
<p>COEVÖRDEN, 24 Julij. De marktprijzen op heden waren: Rogge ƒ5.70 a 6; Boekweit ƒ 4.50 a 5.50; Boter per $£ vat ƒ4O a 44, per pond 90 a 95 ets.; Eijeren ƒ 1.90 per 100 stuks.</p>
<p>OOSTERHOUT, 23 Julij. Op onze beurs van gisteren was de handel niet levendig. Roode Tarwe ƒ 8.65a9.40; Rogge 1864 ƒ 5.75a6.30 Boekweit ƒ — a—; Garst ƒ—; Haver ƒ 2.95 a 3.55 per mud; Boter; ƒ 1.12 a 1.20 per 'S. ; Eijeren ƒ 2.75 a 3 de 100 stuks. WOUDRICHEM, 24 Julij. Op de heden alhier gehouden jaarlijksche paardenmarkt, telde men weinig paarden aan de lijn. Het getal beliep slechts 154 stuks, van zeer goede hoedanigheid. De handel wa 3 zeer flaauw.</p>
<p>PETERSBURG, 18 Julij. Talk flaauw. Men heeft verkocht 100 v. prima gele a 46 % R. en 100 v. dito a 46 R. op levering in Augustus , tot laatstgemelden koers zijn thans varkoopers; la Ukraine disponible wordt gehouden op 46% R. RIGA, 19 Julij. In Hennep is weinig omgegaan, wegens de vastheid; der houders. Er zijn in het geheel slechts circa 1000 berk. verkocht. voor het vaste land werd betaald ordinaire waar met 120,117 en 114 R. fijne reine 131 , 123 en 126 ; voor Engeland heeft men Pas a 112 R. verkocht. — Van Lijnzaad werden 6000 t. tot 7-t a 7% verhandeld, en voor 115 tö Koerl. Rogge werd 105 R. bedongen.</p>
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<date>22,June,2004</date>
<post>
Currently reading through a Devin Grayson script (available online urlLink here ). Trying to work out the best pages to use, pages 1, 2 and 3 are good - 2 and 3 is a single splash image though, so I'd prolly use another couple of pages after that. None of them feature Batman (Poison Ivy is in the first page) and the rest feature Robin (Tim Drake) in civvies - if anyone can point me in the right direction...? (The Batman panel is from a previous sample, just thought I'd throw some art up...)
</post>
<date>21,June,2004</date>
<post>
I think I have to lay out some ground rules for myself here. Let me know if anyone thinks I'm onto a loser. Only use scripts that have already been published. Cuts down the chance that any flaws lie with the script and not my artwork. Four samples minimum . I was gonna go for three, reckoned I should go for five, but four sounds reasonable. Pencils only. Simply letter outlaying who I am, why I'm sending stuff (at the invitation of Bob Schreck) Added: Also, don't pick any obvious things - leave "The Killing Joke" alone and any other very high profile script. And er.. just do it. That should be enough.
</post>
<date>20,June,2004</date>
<post>
Finally got iTunes to accept payments from my visa card. Unfortunately Annette has discovered how easy it is to rebuild her audio tape collection using downloads, so I'm considering cancelling my visa card - there're only so many Debbie Gibson songs one man can listen to. In answer to Rich's question (to paraphrase) 'reveal all' - there ain't that much to reveal, it's like, you know when you know you're hungry but you don't know what you want to eat? and then someone asks what you want to eat? but all you can do is say you're hungry? well, it's like that. I hope that's cleared that up.
</post>
<date>20,June,2004</date>
<post>
Just putting the finishing touches on this page of Nanas and Custard for toxic, two figures to draw and that's it - get it scanned tomorrow and then put everything aside to concentrate on a batman sample. This month hasn't been as productive as I'd've liked, on the plus side got an offer out of blue which might be interesting (if it comes off), might have found a home for one project and maybe found another home for another project.
</post>
<date>18,June,2004</date>
<post>
Is often described as peculiar. iTunes is finally in the UK (and, more importantly, it's working for me). I've just bought 'cry your eyes' by The Streets and deleted the one I'd downloaded from Kazaa (I think the iTunes one is better quality, but only just, but I'd rather legitimately own a track than not). Really like the song urlLink ''Oh, What A World' (Windows Media High Quality) by urlLink Rufus Wainright (you can listen to different quality/versions of it from his website). iTunes lets you create things called 'iMixs' basically, you set up a list of your favourite tracks and share them with other people. As Annette will tell you the mix 'Wailing Bints' just right there is the reason apple/iTunes/music is great. (Although, to be fair, they aren't all wailing bints sadly).
</post>
<date>16,June,2004</date>
<post>
Internet has been awful the past couple of days but seems to be playing nice now. Been working (unsuccessfully) through some character sketchs for a couple of projects. (the colour mummy isn't one) but I've got to turn my attention now to the next episode of Nanas and Custard (started three times and abandoned three times)
</post>
<date>14,June,2004</date>
<post>
Might be tomorrow before it's up...
</post>
<date>13,June,2004</date>
<post>
And some days it's not. Today is a 'pushing tar around a piece of paper using a broom' whether that's down to the ink, the brush or just me I'm not sure, but in any case it's meant a fairly unproductive weekend.
</post>
<date>13,June,2004</date>
<post>
BATMAN!!!!
</post>
<date>12,June,2004</date>
<post>
Bought a water-colour set a few years ago and did a bunch of sketches this was the first.
</post>
<date>12,June,2004</date>
<post>
Which I'll try and post here, mostly without explanation. 2000AD went full colour a several years ago, up until it did it ran black and white artwork with a full colour centre spread which made the colour pages look like magic (yes, look like magic, not look magic). They were often a double page Judge Dredd splash. When it went full colour every page was painted and the colour pages lost their sheen. In recent years 2000AD has been putting some black and white artwork back - in an anthology title I think contrasts and changes of pace work. Waaay back when the UK had a full comic industry lots of work was printed in duotone (single spot colour plus black) this character sketch is stealing that idea (spurned on, in no small part by much of the gorgeous line art on urlLink Fábio and Gabriel's blog ) In answer to James' question: no, sadly, the ape cover appeared as black and white only (the blue was done as a greyscale, at Arthur's suggestion) - small press print run of about 50 - I put the blue in later just before uploading it cus I could :)
</post>
<date>11,June,2004</date>
<post>
This is the cover image.
</post>
<date>10,June,2004</date>
<post>
I dunno if my Cap Britain made the final cut (geddit? it's a charity deck of cards? oh never mind), but I had originally drawn an original Herb Trimpe Captain Britain which was painted in Water colour. Apparently it sold for £22 and the lineart of the published went for £16. I'm hoping this will show, as I hated the final piece so much I didn't make a copy of it, but, y'know, it's alright...
</post>
<date>10,June,2004</date>
<post>
tom said... i cant believe Dom Reardon (Artist for ‘Caballistics’ - 2000AD) got best new commer over you at the diamond awards thing, he is rubbish, is there no justic in the comic world? Let me assure you Tom (whoever you are) there's no need to worry because (deep breath...) I was sixth on the best newcomer list, if you ignore the writers on the list (Andy Diggle, Simon Spurrier) then I was fourth, but ... if you then ignore those newcomers who were on the list last year (Dom, Boo Cook and Jock - come on, best newcomer twice in a row? that can't be right...) then it means ... tadaa! I won. Sadly despite having written to Dom several times he has yet to return my award to me. (Course if you read Tom's quote in another way it sounds like I was attending some sort of Porno awards... in which case, forget I said anything...)
</post>
<date>10,June,2004</date>
<post>
Here's some images and a brief rundown of my working environment... This is my drawing desk. It's a bit messy (but I'm sure everyones desk is) from left to right on the desk, buried under paper is my A3 scanner. Next my Kyocera A4 laser print (it'll do duplex and I fully intend to use it for such). My 17" TFT screen (with spare CDs in front) the laptop (Apple Power book 12") and my canon scan A4 scanner. On the wall are various things, notable "Wally Wood's 22 Panels that Always work", the 2000AD 10 commandments wallplaner and my Alphonse Mucha calendar. Drawing table to the right of it is junk accumulator and digital radio. The angle poise lamp is new and is fitted with a daylight bulb (which is the first I've had one so not sure yet about it).
</post>
<date>10,June,2004</date>
<post>
I've been asked this a few times and the best I could come up with is 'giant robots' 'things that make me laugh' and other stuff. Essentially, though, I think I like drawing real people - Dredd is great but he isn't a real person - the people around him are real. 'Meet the Flooks' and 'Waiting' feaure, respectivly, a family of goofy but very lucky people and a put upon middle aged bloke. I really enjoyed drawing those people because they felt real. Steve Dillon apparently, when asked by Garth Ennis what he wanted to draw said 'stories'. Stories is good.
</post>
<date>10,June,2004</date>
<post>
urlLink This was drawn in 2000, first page of a 48 page story by Malachy Coney set in and around Belfast. Drawn with a nib in indian ink, and touched up using white ink and a nib - giving a scratchy texture which I think looked really nice. Hope to return to this at some point this year.
</post>
<date>10,June,2004</date>
<post>
Figured I might as well say hello. If you're wondering where all the old content went... it didn't go far, but I've decided to seperate my personal stuff from my drawing stuff. From now on, this blog is all about drawing - so probably less entries, but they'll be more content filled.
</post>
<date>23,July,2004</date>
<post>
urlLink Sci Fi Wire -- The News Service of the Sci Fi Channel Ray Bradbury's the Sound of Thunder. Looks a little low budget but bloody cool...
</post>
<date>22,July,2004</date>
<post>
Finally got up to the newly re-opened and moved Forbidden Planet International, it's bloody massive. I haven't been inside a comic shop for yonks (the last time was just after Bristol when I nipped in bought a bunch of batman for reference and nipped out again). I just stood gawping at the selection of books and the quality of the stuff. And, oddly, rather than putting me off drawing (cus I've been on a bit of a drawing downer at the moment) it made me want to go home and draw. Spent most of today running around killing time while waiting on being phoned about my car which is in the garage to be looked over for it's six month service and mot exam. They didn't bother phoning me and when I phoned them turned out the garage was closed. So now no car till tomorrow. Pain in the bloody arse.
</post>
<date>21,July,2004</date>
<post>
South Park + SuperMarionation = Team America
</post>
<date>18,July,2004</date>
<post>
urlLink NBCSandiego.com - News - Health Officials Warn Residents About 'Bathtub Cheese' Man in husky voice wearing a mac and a hat. 'Alright mate, wanna buy some cheese?' he looks around rapidly. 'S'good stuff. 100% pure diary. Nothin' cut into it'. -- Seriously, has anyone in the UK been offered cheese out of the back of a van? (not counting some episode of Only Fools and Horses).
</post>
<date>18,July,2004</date>
<post>
Ok, I've done next to nothing (well nothing that's any use at any rate) I've a new script, by Robbie Morrison featuring Mister Freeze - but I need reference! Does anyone have a decent pic of Mister Freeze?
</post>
<date>16,July,2004</date>
<post>
Apparently this preacher guy called 'Breedlove' wants to burn books (and videos and cds and dvds) - but he's not allowed as it would contravene local pollution laws or something - so instead they're gonna bung them into bins and then light a candle symbolically. But I'd kinda like to know where they're getting these books and things? Did they buy them in the first place? On the assumption they didn't raid the local shops for material they felt offensive were exactly did they get the books? What books does Rev Breedlove own that he wants to burn and why? Did they buy playboy and then realise it was offensive? or did they decide to burn some stuff and realised they didn't have anything to burn so had to nip into the local shop to buy books? it's all very odd.
</post>
<date>13,July,2004</date>
<post>
Been a slow old month for the drawing table. Didn't get anything of any real significance done and every-time I thought I was back on the horse I fell off again. My head has been filled with computer programming type stuff. My real job involves computers and every so often I think of jacking in the drawing and just working on computers (even the part time work I do pays better than a lot of work in comics - on the one hand it gives me a safety net, on the other hand there's a tendency to fall into the safety net because it's a lot easier than walking the tightrope -- sound of analogy reaching stretching point...). Anyhue this week is the annual 12th of July holidays (a thing that's celebrated in N.I. when some people killed some other people and then er... something else, I dunno - I wasn't raised in any particular belief system so I'm kinda non-plussed by most of NI specific holidays). Anyway, off this week and starting to get some stuff done. Gotta go to my little brothers primary school on Thursday to teach them how to draw Nanas and Custard and then Friday Annette and I are going up to get a scan of the baby.
</post>
<date>04,July,2004</date>
<post>
First Family The Monsters meets the West Wing. Meet President Zombie Monkey, Defence Secretary Alucard and Vice President Chaney - the first Werewolf Vice-President. (c)Me.
</post>
<date>01,July,2004</date>
<post>
Buying flat. Getting new kitchen in. Flat in mess. Drawing table inaccessible... in other news: I've watched the demo of the new version of Mac OS X Tiger. And it's fantastic. Coolest things (and probably most useful) The search everything features. Now instead of remembering where I've put my gif preview I can just search for it. In fact I can create smart folders which are basically searches for preview images so it no longer matters where I put files (it used to matter but every so often I'd forget then store files somewhere different again). I've bought a 160Gb external firewire drive so that should be me set for the next hundred years or so. Other cool features: dashboard - you can have loads of killer widgets accessible at the hit of a key - so instead of hunting out the calculator tool when you need it it'll be right there at the touch of a function key (or, even cooler, at the move of a mouse to the bottom right of the screen). First third party most useful widget? my guess will be a replacement for the dock - I love the dock but it takes up too much space.
</post>
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db 0xfa, 0xdd, 0x03, 0xd0, 0xaa, 0xaa, 0xa9, 0xfe,
0x99, 0x04, 0x90, 0x07, 0x0e, 0x07, 0x7d, 0xfc,
0xdd
db 0x05, 0x00, 0x03, 0xff, 0xff, 0xfc, 0x00
db 0xfa, 0xdd, 0x0b, 0x0a, 0xaa, 0xaa, 0x9a, 0xa9,
0x99, 0x99, 0xa9, 0x07, 0x0e, 0xe0, 0x77, 0xfc,
0xdd
db 0x05, 0x00, 0x07, 0xff, 0xff, 0xfc, 0x00
db 0xfb, 0xdd, 0x0c, 0xd0, 0x9a, 0xaa, 0xaa, 0x9a,
0x9a, 0x99, 0x99, 0xaa, 0x10, 0x70, 0xe0, 0x77,
0xfc, 0xdd
db 0x05, 0x00, 0x07, 0xff, 0xff, 0xfc, 0x00
db 0xfb, 0xdd, 0x03, 0xd0, 0x99, 0xaa, 0xa9, 0xfd,
0x99, 0x04, 0xaa, 0xa0, 0x70, 0xe0, 0x77, 0xfc,
0xdd
db 0x05, 0x00, 0x0f, 0xff, 0xff, 0xfe, 0x00
db 0xfb, 0xdd, 0x03, 0x09, 0xa9, 0x9a, 0xa9, 0xfe,
0x99, 0x06, 0x9a, 0xa9, 0xa9, 0x07, 0x0e, 0x07,
0x7d, 0xfd, 0xdd
db 0x05, 0x00, 0x0f, 0xff, 0xff, 0xfe, 0x00
db 0xfb, 0xdd, 0x02, 0x0a, 0xaa, 0xa9, 0xfd, 0x99,
0x06, 0x9a, 0x99, 0xa9, 0x07, 0x0e, 0x07, 0x7d,
0xfd, 0xdd
db 0x05, 0x00, 0x0f, 0xff, 0xff, 0xfe, 0x00
db 0xfb, 0xdd, 0x02, 0x0a, 0xaa, 0xa9, 0xfb, 0x99,
0x04, 0xaa, 0x07, 0x0e, 0x07, 0x7d, 0xfd, 0xdd
db 0x05, 0x00, 0x0f, 0xff, 0xff, 0xfe, 0x00
db 0xfb, 0xdd, 0x02, 0x0a, 0xaa, 0xaa, 0xfc, 0x99,
0x05, 0x9a, 0xaa, 0x07, 0x0e, 0x07, 0x7d, 0xfd,
0xdd
db 0x05, 0x00, 0x0f, 0xff, 0xff, 0xfe, 0x00
db 0xfb, 0xdd, 0x02, 0x0a, 0xaa, 0xaa, 0xfc, 0x99,
0x05, 0x9a, 0xaa, 0x07, 0x0e, 0x07, 0x7d, 0xfd,
0xdd
db 0x05, 0x00, 0x0f, 0xff, 0xff, 0xfe, 0x00
db 0xfb, 0xdd, 0x02, 0x0a, 0xaa, 0xa9, 0xfc, 0x99,
0x05, 0x9a, 0xaa, 0x07, 0x0e, 0x07, 0x7d, 0xfd,
0xdd
db 0x05, 0x00, 0x0f, 0xff, 0xff, 0xfe, 0x00
db 0xfb, 0xdd, 0x02, 0x0a, 0xaa, 0xa9, 0xfc, 0x99,
0x05, 0x9a, 0xaa, 0x07, 0x0e, 0x07, 0x7d, 0xfd,
0xdd
db 0x05, 0x00, 0x07, 0xff, 0xff, 0xfe, 0x00
db 0xfb, 0xdd, 0x01, 0xd0, 0x09, 0xfb, 0x99, 0x05,
0x9a, 0xa0, 0x70, 0xe0, 0x77, 0x7d, 0xfd, 0xdd
db 0x05, 0x00, 0x07, 0xff, 0xff, 0xfe, 0x00
db 0xfb, 0xdd, 0x01, 0xd0, 0xe0, 0xfb, 0x99, 0x05,
0xaa, 0xa0, 0x70, 0xe0, 0x77, 0x7d, 0xfd, 0xdd
db 0x05, 0x00, 0x07, 0xff, 0xff, 0xfc, 0x00
db 0xfb, 0xdd, 0x02, 0xd0, 0x0e, 0x09, 0xfb, 0x99,
0x03, 0x07, 0x0e, 0xe0, 0x77, 0xfc, 0xdd
db 0x05, 0x00, 0x0f, 0xff, 0xff, 0xfc, 0x00
db 0xfb, 0xdd, 0x02, 0x0e, 0x00, 0x09, 0xfe, 0x99,
0x06, 0xaa, 0xa9, 0x90, 0x77, 0x0e, 0x07, 0x77,
0xfc, 0xdd
db 0x05, 0x00, 0x1f, 0xff, 0xff, 0xf8, 0x00
db 0xfc, 0xdd, 0x0d, 0xd0, 0xe0, 0x33, 0x09, 0x99,
0x9a, 0xaa, 0xaa, 0xa9, 0x07, 0x70, 0xe0, 0x77,
0x7d, 0xfc, 0xdd
db 0x05, 0x00, 0x3f, 0xff, 0xff, 0xf0, 0x00
db 0xfc, 0xdd, 0x04, 0x0e, 0x0e, 0x03, 0x30, 0x09,
0xfe, 0xaa, 0x04, 0x00, 0x77, 0x0e, 0xe0, 0x77,
0xfb, 0xdd
db 0x05, 0x00, 0x3f, 0xff, 0xff, 0xf0, 0x00
db 0xfc, 0xdd, 0x04, 0x00, 0x0e, 0xe0, 0x07, 0x70,
0xfe, 0x00, 0x04, 0x77, 0x00, 0xee, 0x07, 0x77,
0xfb, 0xdd
db 0x05, 0x00, 0x07, 0xff, 0xff, 0xe0, 0x00
db 0xfb, 0xdd, 0x0b, 0xd0, 0x0e, 0xe0, 0x07, 0x77,
0x77, 0x33, 0x00, 0xee, 0x00, 0x77, 0x7d, 0xfb,
0xdd
db 0x05, 0x00, 0x01, 0xff, 0xff, 0xc0, 0x00
db 0xfa, 0xdd, 0x02, 0xd0, 0xee, 0xe0, 0xfe, 0x00,
0x03, 0xee, 0xe0, 0x77, 0x77, 0xfa, 0xdd
db 0x05, 0x00, 0x00, 0xff, 0xff, 0x80, 0x00
db 0xf9, 0xdd, 0x01, 0x00, 0x0e, 0xfe, 0xee, 0x03,
0x00, 0x07, 0x77, 0x7d, 0xfa, 0xdd
db 0x05, 0x00, 0x00, 0x1f, 0xfe, 0x00, 0x00
db 0xf8, 0xdd, 0x00, 0xd0, 0xfe, 0x00, 0x02, 0x77,
0x77, 0x7d, 0xf9, 0xdd
db 0x05, 0x00, 0x00, 0x07, 0x38, 0x00, 0x00
db 0xf7, 0xdd, 0x04, 0xd0, 0xe0, 0xdd, 0x77, 0x7d,
0xf8, 0xdd
db 0x05, 0x00, 0x00, 0xff, 0xff, 0x80, 0x00
db 0xf9, 0xdd, 0xfa, 0x00, 0x01, 0x77, 0x7d, 0xfa,
0xdd
db 0x05, 0x00, 0x01, 0xff, 0xff, 0xc0, 0x00
db 0xfa, 0xdd, 0x00, 0xd0, 0xfa, 0x66, 0x01, 0x07,
0x77, 0xfa, 0xdd
db 0x05, 0x00, 0x03, 0xff, 0xff, 0xe0, 0x00
db 0xfa, 0xdd, 0xf8, 0x00, 0x01, 0x77, 0x7d, 0xfb,
0xdd
GSEndString
}
}
end AppSCMonikerResource;
/*
* Moniker generated from PCX/newdesk.pcx with pixel 13 masked out
*/
start AppSMMonikerResource, data;
visMoniker WSWorldSMMoniker = {
size = standard;
style = icon;
aspectRatio = normal;
color = gray1;
cachedSize = 48, 30;
gstring {
GSBeginString
GSFillBitmapAtCP 186
Bitmap <48,30,0,BMF_MONO>
db 0x00, 0x00, 0x0f, 0xe1, 0x80, 0x00
db 0x00, 0x00, 0x3f, 0xfb, 0xc0, 0x00
db 0x00, 0x00, 0x7f, 0x5f, 0xe0, 0x00
db 0x00, 0x01, 0xfe, 0x87, 0x60, 0x00
db 0x00, 0x01, 0xfc, 0x03, 0x30, 0x00
db 0x00, 0x03, 0xfb, 0x05, 0xb8, 0x00
db 0x00, 0x06, 0xfa, 0x86, 0xd8, 0x00
db 0x00, 0x06, 0x70, 0x07, 0xd8, 0x00
db 0x00, 0x0d, 0x30, 0x0d, 0x6c, 0x00
db 0x00, 0x0f, 0xc0, 0x09, 0x6c, 0x00
db 0x00, 0x0f, 0xc0, 0x01, 0xec, 0x00
db 0x00, 0x0f, 0xe0, 0x03, 0xec, 0x00
db 0x00, 0x0f, 0xe0, 0x03, 0xec, 0x00
db 0x00, 0x0f, 0xc0, 0x03, 0xec, 0x00
db 0x00, 0x0f, 0xc0, 0x03, 0xec, 0x00
db 0x00, 0x07, 0x00, 0x03, 0xd8, 0x00
db 0x00, 0x06, 0x80, 0x07, 0xd8, 0x00
db 0x00, 0x03, 0x40, 0x03, 0xb8, 0x00
db 0x00, 0x07, 0xc0, 0x77, 0x30, 0x00
db 0x00, 0x0f, 0xc3, 0xff, 0x60, 0x00
db 0x00, 0x1e, 0x77, 0xfc, 0xe0, 0x00
db 0x00, 0x1f, 0x3f, 0xf9, 0xc0, 0x00
db 0x00, 0x03, 0xcf, 0xe7, 0x80, 0x00
db 0x00, 0x00, 0xf0, 0x1e, 0x00, 0x00
db 0x00, 0x00, 0x7f, 0xfc, 0x00, 0x00
db 0x00, 0x00, 0x0f, 0xe0, 0x00, 0x00
db 0x00, 0x00, 0x03, 0x80, 0x00, 0x00
db 0x00, 0x00, 0x7f, 0xfe, 0x00, 0x00
db 0x00, 0x00, 0xca, 0x01, 0x00, 0x00
db 0x00, 0x01, 0xff, 0xff, 0x80, 0x00
GSEndString
}
}
end AppSMMonikerResource;
/*
* Moniker generated from PCX/newdesk.pcx with pixel 13 masked out
*/
start AppSCGAMonikerResource, data;
visMoniker WSWorldSCGAMoniker = {
size = tiny;
style = icon;
aspectRatio = verySquished;
color = gray1;
cachedSize = 48, 14;
gstring {
GSBeginString
GSFillBitmapAtCP 90
Bitmap <48,14,0,BMF_MONO>
db 0x00, 0x07, 0xc0, 0x00, 0x00, 0x00
db 0x00, 0x01, 0x30, 0x00, 0x00, 0x00
db 0x00, 0x00, 0xdf, 0xf8, 0x00, 0x00
db 0x00, 0x01, 0x7c, 0x07, 0x00, 0x00
db 0x00, 0x01, 0x7e, 0x0f, 0x80, 0x00
db 0x00, 0x02, 0xfc, 0x01, 0x40, 0x00
db 0x00, 0x02, 0xf0, 0x04, 0xc0, 0x00
db 0x00, 0x02, 0xd3, 0x07, 0xc0, 0x00
db 0x00, 0x01, 0x6e, 0x03, 0xc0, 0x00
db 0x00, 0x00, 0xbf, 0x07, 0x80, 0x00
db 0x00, 0x00, 0x7f, 0xf8, 0xe0, 0x00
db 0x00, 0x00, 0x00, 0x40, 0x38, 0x00
db 0x00, 0x00, 0x05, 0xfc, 0x00, 0x00
db 0x00, 0x00, 0x1b, 0xff, 0x00, 0x00
GSEndString
}
}
end AppSCGAMonikerResource;
| 36.123153 | 67 | 0.647348 |
8a71f1ab43c8e016c0931f4919e296575a275d01 | 1,112 | xml | XML | corpus_recettes/test/recette_25121.xml | JyLIU-emma/Complexit-_recettes | 9ae6db442cbf3f10460a5e1b6e2d7d33fdf8f8f3 | [
"CC0-1.0"
] | null | null | null | corpus_recettes/test/recette_25121.xml | JyLIU-emma/Complexit-_recettes | 9ae6db442cbf3f10460a5e1b6e2d7d33fdf8f8f3 | [
"CC0-1.0"
] | null | null | null | corpus_recettes/test/recette_25121.xml | JyLIU-emma/Complexit-_recettes | 9ae6db442cbf3f10460a5e1b6e2d7d33fdf8f8f3 | [
"CC0-1.0"
] | null | null | null | <?xml version="1.0" encoding="utf-8"?>
<recette id="25121">
<titre>Poêlée de sarrasin aux olives et aux champignons</titre>
<type>Plat principal</type>
<niveau>Facile</niveau>
<cout>Moyen</cout>
<ingredients>
<p>750 g de champignons de Paris</p>
<p>450 g de sarrasin</p>
<p>450 g d'oignons</p>
<p>375 g d'olives noires</p>
<p>2 gousses d'ail</p>
<p>3 cuillères à soupe d'huile</p>
<p>2 branches de thym séché</p>
<p>1 feuille de laurier</p>
<p>sel et poivre</p>
</ingredients>
<preparation>
<![CDATA[
Dénoyauter les olives.
Faire cuire le sarrasin avec le thym et le laurier pendant 20 minutes.
Emincer les oignons, l'ail et les champignons.
Faire fondre les oignons dans l'huile chaude puis ajouter les champignons et l'ail.
Lorsque les champignons ont rendu leur eau, ajouter les olives.
Egoutter le sarrasin et l'incorporer au mélange. Mélanger et rectifier l'assaisonnement.
Poursuivre la cuisson 5 minutes à feu doux pour que le sarrasin s'imprègne de la saveur des autres aliments et servir.
]]>
</preparation>
</recette>
| 37.066667 | 122 | 0.689748 |
b957508797e53f902b2dfdb224744ead0ca1134a | 1,949 | xml | XML | client/open-osrs-plugins/config/checkstyle/checkstyle.xml | Jgb14002/frost-bets-tracker | 8857b557e033b05c23241e1e6b57064bc221db82 | [
"MIT"
] | null | null | null | client/open-osrs-plugins/config/checkstyle/checkstyle.xml | Jgb14002/frost-bets-tracker | 8857b557e033b05c23241e1e6b57064bc221db82 | [
"MIT"
] | null | null | null | client/open-osrs-plugins/config/checkstyle/checkstyle.xml | Jgb14002/frost-bets-tracker | 8857b557e033b05c23241e1e6b57064bc221db82 | [
"MIT"
] | null | null | null | <?xml version="1.0"?>
<!DOCTYPE module PUBLIC
"-//Checkstyle//DTD Checkstyle Configuration 1.3//EN"
"https://checkstyle.org/dtds/configuration_1_3.dtd">
<module name="Checker">
<module name="TreeWalker">
<module name="SuppressionCommentFilter"/>
<module name="LeftCurly">
<property name="option" value="nl"/>
<!-- allow {} on anonymous classes and lambdas-->
<property name="tokens" value="ANNOTATION_DEF, CLASS_DEF, CTOR_DEF, ENUM_CONSTANT_DEF, ENUM_DEF, INTERFACE_DEF, LITERAL_CASE, LITERAL_CATCH, LITERAL_DEFAULT, LITERAL_DO, LITERAL_ELSE, LITERAL_FINALLY, LITERAL_FOR, LITERAL_IF, LITERAL_SWITCH, LITERAL_SYNCHRONIZED, LITERAL_TRY, LITERAL_WHILE, METHOD_DEF, STATIC_INIT"/>
</module>
<module name="RightCurly">
<property name="option" value="alone"/>
</module>
<!-- require tabs for indenting - https://stackoverflow.com/a/28550141 -->
<module name="RegexpSinglelineJava">
<property name="format" value="^\t* "/>
<property name="message" value="Indent must use tab characters"/>
<property name="ignoreComments" value="true"/>
</module>
<module name="AvoidStarImport">
<property name="allowStaticMemberImports" value="true"/>
</module>
<module name="WhitespaceAround">
<property name="allowEmptyTypes" value="true"/>
</module>
<module name="WhitespaceAfter">
<property name="tokens" value="COMMA"/>
</module>
<module name="UnusedImports"/>
</module>
<module name="RegexpMultiline">
<property name="format" value="else[ \t]*[\r\n]+[ \t]*if"/>
<property name="message" value="Newline should not be between else and if"/>
</module>
<module name="RegexpMultiline">
<property name="format" value="^[\r\n\s]+import"/>
<property name="maximum" value="1"/>
<property name="message" value="There should not be empty lines in the imports list"/>
</module>
<module name="SuppressionFilter">
<property name="file" value="${config_loc}/suppressions.xml"/>
</module>
</module> | 43.311111 | 321 | 0.708568 |
be952a14607a41ea8067143f0efc8c9e93c1f85b | 230 | sublime-snippet | XML | string/string-replace.sublime-snippet | llaraujo/velocity-snippets | d164afa0c91d19a7604ed58a429d1bd8dff9b018 | [
"MIT"
] | 4 | 2015-06-08T15:59:49.000Z | 2015-11-25T14:52:43.000Z | string/string-replace.sublime-snippet | llaraujo/sublime-velocity-snippets | d164afa0c91d19a7604ed58a429d1bd8dff9b018 | [
"MIT"
] | null | null | null | string/string-replace.sublime-snippet | llaraujo/sublime-velocity-snippets | d164afa0c91d19a7604ed58a429d1bd8dff9b018 | [
"MIT"
] | null | null | null | <snippet>
<content><![CDATA[
\$!\{${1:string}.replace("${2:find}", "${3:replace}")\}
]]></content>
<tabTrigger>sre</tabTrigger>
<scope>source.velocity</scope>
<description>string.replace(find, replace)</description>
</snippet> | 28.75 | 57 | 0.665217 |
de97d705bf1a03258dd7417fba98675758ef583d | 9,416 | xml | XML | app/src/main/res/layout/add_habit_event_dialog.xml | CMPUT301F21T12/InterestingRespectfulProfessional | a0dc668a980eb2de2bf26d3e030c754c7292f1d8 | [
"Apache-2.0"
] | 2 | 2021-11-24T18:25:28.000Z | 2021-12-16T07:10:51.000Z | app/src/main/res/layout/add_habit_event_dialog.xml | CMPUT301F21T12/InterestingRespectfulProfessional | a0dc668a980eb2de2bf26d3e030c754c7292f1d8 | [
"Apache-2.0"
] | 103 | 2021-10-08T01:29:46.000Z | 2021-12-03T01:28:45.000Z | app/src/main/res/layout/add_habit_event_dialog.xml | CMPUT301F21T12/InterestingRespectfulProfessional | a0dc668a980eb2de2bf26d3e030c754c7292f1d8 | [
"Apache-2.0"
] | 3 | 2021-12-04T08:02:01.000Z | 2022-01-07T20:39:57.000Z | <?xml version="1.0" encoding="utf-8"?>
<androidx.constraintlayout.widget.ConstraintLayout xmlns:android="http://schemas.android.com/apk/res/android"
xmlns:app="http://schemas.android.com/apk/res-auto"
xmlns:tools="http://schemas.android.com/tools"
android:layout_width="match_parent"
android:layout_height="match_parent"
android:background="@color/habit_add_button">
<View
android:id="@+id/add_habit_header"
android:layout_width="match_parent"
android:layout_height="80dp"
android:layout_below="@+id/add_habit_event_header"
android:background="@color/menu_bar"
android:visibility="visible"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintHorizontal_bias="0.0"
app:layout_constraintStart_toStartOf="parent"
app:layout_constraintTop_toTopOf="parent" />
<View
android:id="@+id/blank_spacer"
android:layout_width="418dp"
android:layout_height="33dp"
android:layout_below="@+id/add_habit_event_header"
android:layout_marginTop="10dp"
android:background="@color/habit_add_button"
android:visibility="visible"
app:layout_constraintBottom_toBottomOf="parent"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintHorizontal_bias="0.0"
app:layout_constraintStart_toStartOf="parent"
app:layout_constraintTop_toBottomOf="@+id/confirm_habit_event"
app:layout_constraintVertical_bias="0.0" />
<TextView
android:id="@+id/add_habit_event_header"
android:layout_width="330dp"
android:layout_height="55dp"
android:layout_alignParentTop="false"
android:layout_marginStart="5dp"
android:layout_marginTop="24dp"
android:gravity="center|start"
android:text="@string/add_habit_event"
android:textColor="#FFFFFF"
android:textSize="36sp"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintHorizontal_bias="0.0"
app:layout_constraintStart_toStartOf="parent"
app:layout_constraintTop_toTopOf="parent" />
<Button
android:id="@+id/confirm_habit_event"
android:layout_width="135dp"
android:layout_height="50dp"
android:layout_marginTop="40dp"
android:background="@color/menu_bar_variant"
android:text="@string/confirm"
android:textSize="20sp"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintHorizontal_bias="0.532"
app:layout_constraintStart_toEndOf="@+id/cancel_habit_event"
app:layout_constraintTop_toBottomOf="@+id/habit_event_date_selection" />
<Button
android:id="@+id/cancel_habit_event"
android:layout_width="135dp"
android:layout_height="50dp"
android:layout_marginStart="28dp"
android:layout_marginTop="40dp"
android:background="@color/menu_bar_variant"
android:text="@string/cancel"
android:textColor="@color/white"
android:textSize="20sp"
app:layout_constraintStart_toStartOf="parent"
app:layout_constraintTop_toBottomOf="@+id/new_habit_date_label" />
<TextView
android:id="@+id/comment_label"
android:layout_width="wrap_content"
android:layout_height="wrap_content"
android:layout_marginStart="6dp"
android:layout_marginTop="20dp"
android:layout_marginEnd="226dp"
android:text="@string/habit_event_comment_label"
android:textColor="@color/design_default_color_background"
android:textSize="24sp"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintHorizontal_bias="1.0"
app:layout_constraintStart_toStartOf="@+id/add_habit_event_comment"
app:layout_constraintTop_toBottomOf="@+id/habit_event_add_photo" />
<TextView
android:id="@+id/new_habit_date_label"
android:layout_width="wrap_content"
android:layout_height="wrap_content"
android:layout_marginTop="24dp"
android:text="@string/date"
android:textColor="@color/design_default_color_background"
android:textSize="24sp"
app:layout_constraintStart_toStartOf="@+id/comment_label"
app:layout_constraintTop_toBottomOf="@+id/add_habit_event_comment" />
<TextView
android:id="@+id/add_location_label"
android:layout_width="130dp"
android:layout_height="55dp"
android:layout_marginStart="51dp"
android:layout_marginTop="92dp"
android:layout_marginEnd="50dp"
android:layout_marginBottom="21dp"
android:gravity="center"
android:text="@string/add_habit_event_location_label"
android:textColor="@color/design_default_color_background"
android:textSize="24sp"
app:layout_constraintBottom_toTopOf="@+id/add_location_button"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintStart_toEndOf="@+id/habit_event_add_photo"
app:layout_constraintTop_toTopOf="parent" />
<EditText
android:id="@+id/add_habit_event_comment"
android:layout_width="267dp"
android:layout_height="102dp"
android:layout_marginStart="10dp"
android:layout_marginTop="60dp"
android:layout_marginEnd="20dp"
android:background="@drawable/text_view_background"
android:ems="10"
android:gravity="start"
android:hint="Enter Comment..."
android:inputType="textMultiLine"
android:singleLine="false"
android:textColor="@color/theme_dark_grey"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintHorizontal_bias="0.517"
app:layout_constraintStart_toStartOf="parent"
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android:tint="@color/white"
app:backgroundTint="@color/menu_bar_variant"
app:fabCustomSize="60dp"
app:layout_constraintEnd_toEndOf="@+id/add_location_label"
app:layout_constraintStart_toStartOf="@+id/add_location_label"
app:layout_constraintTop_toTopOf="parent"
app:srcCompat="@android:drawable/ic_input_add"
tools:ignore="SpeakableTextPresentCheck,SpeakableTextPresentCheck" />
<TextView
android:id="@+id/habit_event_date_selection"
android:layout_width="180dp"
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android:layout_marginTop="28dp"
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android:background="@color/white"
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android:gravity="center"
android:hint="@string/dd_mm_yyyy"
android:onClick="onClick"
android:textColor="@color/theme_dark_grey"
android:textSize="18sp"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintStart_toEndOf="@+id/new_habit_date_label"
app:layout_constraintTop_toBottomOf="@+id/add_habit_event_comment" />
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android:id="@+id/habit_event_add_photo"
android:layout_width="128dp"
android:layout_height="118dp"
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android:src="@drawable/add_photo"
app:layout_constraintBottom_toTopOf="@+id/comment_label"
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app:layout_constraintTop_toBottomOf="@+id/add_habit_header" />
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android:layout_height="wrap_content"
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android:textColor="@color/red"
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app:layout_constraintTop_toBottomOf="@+id/new_habit_date_label" />
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android:id="@+id/edit_dialog_map"
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android:layout_height="83dp"
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android:visibility="invisible"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintHorizontal_bias="0.827"
app:layout_constraintStart_toEndOf="@+id/habit_event_add_photo"
app:layout_constraintTop_toTopOf="parent" />
<Button
android:id="@+id/edit_location_button"
android:layout_width="wrap_content"
android:layout_height="wrap_content"
android:layout_marginTop="96dp"
android:layout_marginEnd="36dp"
android:text="@string/editLocation"
android:visibility="invisible"
app:layout_constraintEnd_toEndOf="parent"
app:layout_constraintTop_toTopOf="parent" />
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ec17476be586d997d83930349257d2810b8117c7 | 8,383 | xml | XML | 500F/ijs.0.02420-0-001.pbm/log.xml | ContentMine/ijsem | 1235b5eab144ff152ea0ae21570f3323c3b8e57c | [
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] | 1 | 2015-09-14T19:11:29.000Z | 2015-09-14T19:11:29.000Z | 500F/ijs.0.02420-0-001.pbm/log.xml | ContentMine/ijsem | 1235b5eab144ff152ea0ae21570f3323c3b8e57c | [
"CC0-1.0"
] | 3 | 2015-08-28T11:31:39.000Z | 2015-09-15T06:49:26.000Z | 500F/ijs.0.02420-0-001.pbm/log.xml | ContentMine/ijsem | 1235b5eab144ff152ea0ae21570f3323c3b8e57c | [
"CC0-1.0"
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<log date="2015-08-29T20:09:08.924+01:00">
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.ensureOutputDirectory" message="PhyloTree output to: target/junk/1440875348924; suggest you setOutputDir()" millis="0"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX []" millis="19012"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX []" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX []" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus popilliae ATCC]" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus validus ATCC 29948]" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus thiaminolyticus DSM 72627]" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus agarexedens DSM]" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus sp.]" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus Ientimorbus ATCC]" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX []" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus macerans NCDO]" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus dendritiformis 30A17]" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus pabuli NCIMB]" millis="19013"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus alvei]" millis="19014"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus polymyxa DSM 367]" millis="19014"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus macquariensis]" millis="19014"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus glucanolyticus]" millis="19014"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus sp.]" millis="19014"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus sp.]" millis="19014"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus apiarius DSM]" millis="19014"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus lautus NRRL-NRS]" millis="19014"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX []" millis="19015"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus kobensis NBRC]" millis="19015"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus chondroitinus]" millis="19015"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.processOtu" message="ERR_BAD_SYNTAX [Paenibacillus alginolyticus DSM]" millis="19015"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.13" millis="19015"/>
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<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.24" millis="19016"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.25" millis="19016"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.26" millis="19016"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.27" millis="19017"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.28" millis="19017"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.29" millis="19017"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.30" millis="19017"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.32" millis="19018"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.33" millis="19018"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.34" millis="19018"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.35" millis="19018"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.36" millis="19018"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.37" millis="19019"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.38" millis="19019"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.39" millis="19019"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.41" millis="19019"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.42" millis="19019"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.43" millis="19020"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.44" millis="19020"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.46" millis="19020"/>
<error method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="cannot delete tip java.lang.RuntimeException: null parentEdge in elideIfHasSingletonChild" millis="19020"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.48" millis="19020"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.pruneBadTips" message="deleted node NT1.49" millis="19020"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.createTree" message="Analyzed pixels for tree successfully" millis="19024"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.outputNexml" message="wrote NEXML: ../ijsem/500F/ijs.0.02420-0-001.pbm/results/phylotree/001.nexml.xml" millis="19024"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.outputNewick" message="wrote Newick: ../ijsem/500F/ijs.0.02420-0-001.pbm/results/phylotree/001.nwk" millis="19027"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.outputHocrSvg" message="wrote HOCSVG: ../ijsem/500F/ijs.0.02420-0-001.pbm/results/phylotree/001.hocr.svg" millis="19033"/>
<info method="org.xmlcml.ami2.plugins.phylotree.PhyloTreeArgProcessor.outputSvg" message="wrote HOCSVG: ../ijsem/500F/ijs.0.02420-0-001.pbm/results/phylotree/001.svg" millis="19039"/>
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| 139.716667 | 203 | 0.801622 |
b862bf864ce44bc8f68901b8c0ad1b051e3c6464 | 11,384 | csproj | XML | VirtualPet.iOS/VirtualPet.iOS.csproj | Trystanr/VirtualPet | 26bb26f6c40f39da692d1dc2d742d2a076e5aa10 | [
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] | 1 | 2020-04-14T14:06:50.000Z | 2020-04-14T14:06:50.000Z | VirtualPet.iOS/VirtualPet.iOS.csproj | Trystanr/VirtualPet | 26bb26f6c40f39da692d1dc2d742d2a076e5aa10 | [
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] | null | null | null | VirtualPet.iOS/VirtualPet.iOS.csproj | Trystanr/VirtualPet | 26bb26f6c40f39da692d1dc2d742d2a076e5aa10 | [
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<Folder Include="Assets.xcassets\Speech_Food_Virus.imageset\" />
<Folder Include="Assets.xcassets\Speech_Food_Water_Virus.imageset\" />
<Folder Include="Assets.xcassets\Speech_Food_Water.imageset\" />
<Folder Include="Assets.xcassets\Speech_Food.imageset\" />
<Folder Include="Assets.xcassets\Speech_Skull.imageset\" />
<Folder Include="Assets.xcassets\Speech_Virus.imageset\" />
<Folder Include="Assets.xcassets\Speech_Water_Virus.imageset\" />
<Folder Include="Assets.xcassets\Speech_Water.imageset\" />
<Folder Include="Assets.xcassets\Character_Man.imageset\" />
<Folder Include="Assets.xcassets\Character_Man_Dead.imageset\" />
<Folder Include="Assets.xcassets\Character_Woman.imageset\" />
<Folder Include="Assets.xcassets\Button_Left.imageset\" />
<Folder Include="Assets.xcassets\Button_Right.imageset\" />
<Folder Include="Assets.xcassets\Character_Woman_Dead.imageset\" />
<Folder Include="Assets.xcassets\Character_Crash.imageset\" />
<Folder Include="Assets.xcassets\Character_Crash_Dead.imageset\" />
</ItemGroup>
<ItemGroup>
<BundleResource Include="Resources\Silkscreen.ttf">
<CopyToOutputDirectory>Always</CopyToOutputDirectory>
</BundleResource>
<BundleResource Include="Resources\Silkscreen-bold.ttf">
<CopyToOutputDirectory>Always</CopyToOutputDirectory>
</BundleResource>
</ItemGroup>
<Import Project="$(MSBuildExtensionsPath)\Xamarin\iOS\Xamarin.iOS.CSharp.targets" />
<Import Project="..\VirtualPet\VirtualPet.projitems" Label="Shared" />
</Project> | 59.915789 | 118 | 0.753074 |
8278343fd44f8e78cc7cfe8da5032304ffd9ae7d | 2,295 | xml | XML | app/src/main/res/layout/activity_reset_password.xml | Rajeshkeshoju/Crazie | 4b221645af1f7bea3d367c2669e9e271e8bfdf5a | [
"Apache-2.0"
] | 7 | 2021-04-06T13:45:29.000Z | 2021-12-24T11:40:46.000Z | app/src/main/res/layout/activity_reset_password.xml | Rajeshkeshoju/Crazie | 4b221645af1f7bea3d367c2669e9e271e8bfdf5a | [
"Apache-2.0"
] | 1 | 2021-04-05T11:00:22.000Z | 2021-04-05T11:00:22.000Z | app/src/main/res/layout/activity_reset_password.xml | Rajeshkeshoju/Crazie | 4b221645af1f7bea3d367c2669e9e271e8bfdf5a | [
"Apache-2.0"
] | 3 | 2021-04-06T13:45:40.000Z | 2021-12-22T21:40:50.000Z | <?xml version="1.0" encoding="utf-8"?>
<RelativeLayout
xmlns:android="http://schemas.android.com/apk/res/android"
xmlns:tools="http://schemas.android.com/tools"
android:layout_width="match_parent"
android:layout_height="match_parent"
tools:context=".activity.ResetPasswordActivity"
android:orientation="vertical"
android:background="?attr/colorPrimaryVariant">
<LinearLayout
android:layout_width="match_parent"
android:layout_height="wrap_content"
android:orientation="vertical"
android:layout_centerInParent="true"
android:gravity="center">
<TextView
android:layout_width="match_parent"
android:layout_height="wrap_content"
android:text="Forgot Password? Reset here"
android:textAlignment="center"
android:textSize="@dimen/text_large"/>
<com.google.android.material.textfield.TextInputLayout
android:id="@+id/et_reset_email"
android:layout_width="match_parent"
android:layout_height="wrap_content"
android:textColorHint="?attr/colorSecondary"
android:layout_margin="8dp">
<com.google.android.material.textfield.TextInputEditText
android:layout_width="match_parent"
android:layout_height="match_parent"
android:hint="@string/email"
android:inputType="textEmailAddress"
android:maxLines="1"
android:textSize="@dimen/text_small"
android:background="@drawable/bg_edittext"
android:textColor="@color/white"
android:textCursorDrawable="@drawable/edittext_cursor"
android:cursorVisible="true"/>
</com.google.android.material.textfield.TextInputLayout>
<android.widget.Button
android:id="@+id/btn_send_reset_password_link"
android:layout_width="match_parent"
android:layout_height="wrap_content"
android:background="@drawable/bg_button"
android:text="Send reset link"
android:textColor="@android:color/white"
android:layout_margin="8dp"
android:visibility="gone"/>
</LinearLayout>
</RelativeLayout> | 39.568966 | 70 | 0.644009 |
7d1949c1b795789885fb6ed7195cde74bdf366cf | 7,578 | ct | XML | compiler/engines/mapper/applyaggr.ct | CvR42/timber-compiler | fcd35f78378dff111902052916f76adb037f2cf1 | [
"Naumen",
"Condor-1.1",
"MS-PL"
] | 2 | 2018-04-21T00:43:16.000Z | 2019-03-14T03:22:08.000Z | compiler/engines/mapper/applyaggr.ct | CvR42/timber-compiler | fcd35f78378dff111902052916f76adb037f2cf1 | [
"Naumen",
"Condor-1.1",
"MS-PL"
] | null | null | null | compiler/engines/mapper/applyaggr.ct | CvR42/timber-compiler | fcd35f78378dff111902052916f76adb037f2cf1 | [
"Naumen",
"Condor-1.1",
"MS-PL"
] | null | null | null | /* Applyaggr engine
Generate communication scheme with processor loop, but not with buffering.
This should lead eventually to the introduction of Sidney's aggregation
primitives.
*/
.. File: applyaggr.ct
..
.insert genwalk.t
..
.. For which types are there actions defines?
.set actors
.append actors SmtForeach
.append actors DeclFunction DeclProcedure
..
.insert tmcwalk.t
..
.set visit_types ${call calc_treewalk "vnusprog" "$(actors)"}
..
#include <assert.h>
#include <tmc.h>
#include "defs.h"
#include "tmadmin.h"
#include "vnusctl.h"
#include "global.h"
#include "error.h"
#include "service.h"
#include "search.h"
#include "applyaggr.h"
.call generate_walker_forwards "$(visit_types)"
/* ----------- Actors ----------- */
.call generate_admin_current_parms_action DeclFunction
.call generate_admin_current_parms_action DeclProcedure
static statement rewrite_SmtForeach_action(
SmtForeach e, global_context gc )
{
.call generate_walker_call " " e SmtForeach SmtForeach
if (!pragma_list_contains_tmsymbol(
e->pragmas,
add_tmsymbol("independent")))
return e;
fprintf(stderr, "AGGR: found independent foreach\n");
statement_list sl = e->body->statements;
if (sl->sz != 1)
return e;
if (sl->arr[0]->tag != TAGSmtAssign)
return e;
fprintf(stderr, "AGGR: found ass.stmt\n");
SmtAssign as = to_SmtAssign(sl->arr[0]);
if (!is2owned(as))
return e;
fprintf(stderr, "AGGR: found 2-owned statement\n");
assert (gc->current_parms != 0);
location strippedLHS = pierceLocationWrapper(as->lhs);
if (strippedLHS->tag != TAGLocSelection)
return e;
assert (as->rhs->tag == TAGExprWrapper);
assert (to_ExprWrapper(as->rhs)->on != OwnerExpr_listNIL);
assert (to_ExprWrapper(as->rhs)->on->sz == 1);
OwnerExpr rhsOwner = rdup_OwnerExpr(to_ExprWrapper(as->rhs)->on->arr[0]);
rfre_OwnerExpr_list(to_ExprWrapper(as->rhs)->on);
to_ExprWrapper(as->rhs)->on = OwnerExpr_listNIL;
assert (as->on != OwnerExpr_listNIL);
assert (as->on->sz == 1);
OwnerExpr lhsOwner = rdup_OwnerExpr(as->on->arr[0]);
rfre_OwnerExpr_list(as->on);
as->on = OwnerExpr_listNIL;
LocSelection lhs = to_LocSelection(strippedLHS);
expression strippedRHS = pierceExprWrapper(as->rhs);
// We don't need an array as rhs. I think...
// assert (strippedRHS->tag == TAGExprSelection);
ExprSelection rhs = to_ExprSelection(strippedRHS);
fprintf(stderr, "AGGR: array access\n");
SmtWaitPending waitpend = snew_SmtWaitPending();
expression currentProc = build_currentProcessor_expression(gc);
SmtBlock nb = snew_SmtBlock(
snew_block());
SmtForeach outerSendLoop = snew_SmtForeach(
new_cardinality_list(),
OwnerExpr_listNIL,
snew_block());
outerSendLoop->cards = append_cardinality_list(
outerSendLoop->cards,
new_cardinality(
gen_origsymbol("__aggr_cv_"),
new_ExprInt(0),
build_numberOfProcessors_expression(gc),
new_ExprInt(1),
new_secondary_list()));
nb->body->statements = append_statement_list(
nb->body->statements, outerSendLoop);
SmtForeach innerSendLoop = snew_SmtForeach(
unique_rdup_cardinality_list(gc, e->cards),
OwnerExpr_listNIL,
snew_block());
outerSendLoop->body->statements = append_statement_list(
outerSendLoop->body->statements, innerSendLoop);
SmtForeach outerRecvLoop = snew_SmtForeach(
unique_rdup_cardinality_list(gc, outerSendLoop->cards),
OwnerExpr_listNIL,
snew_block());
nb->body->statements = append_statement_list(
nb->body->statements, outerRecvLoop);
SmtForeach innerRecvLoop = snew_SmtForeach(
unique_rdup_cardinality_list(gc, e->cards),
OwnerExpr_listNIL,
snew_block());
outerRecvLoop->body->statements = append_statement_list(
outerRecvLoop->body->statements, innerRecvLoop);
OwnerExpr lhsOwner1 = rdup_OwnerExpr(lhsOwner);
OwnerExpr rhsOwner1 = rdup_OwnerExpr(rhsOwner);
SmtIf ifsend = snew_SmtIf(
new_ExprBinop(
new_ExprIsNewOwner(
lhsOwner1,
build_procList(
new_ExprName(rdup_origsymbol(outerSendLoop->cards->arr[0]->name)),
lhsOwner1,
gc)),
BINOP_SHORTAND,
new_ExprIsNewMaster(
rhsOwner1,
build_procList(
rdup_expression(currentProc),
rhsOwner1,
gc))),
snew_block(),
snew_block());
SmtSend sendElt = snew_SmtSend(
new_ExprName(rdup_origsymbol(outerSendLoop->cards->arr[0]->name)),
rdup_expression(rhs));
ifsend->thenbody->statements = append_statement_list(
ifsend->thenbody->statements,
sendElt);
ifsend = to_SmtIf(replace_statement_indices(gc, ifsend, e->cards, innerSendLoop->cards));
innerSendLoop->body->statements = append_statement_list(
innerSendLoop->body->statements, ifsend);
OwnerExpr lhsOwner2 = rdup_OwnerExpr(lhsOwner);
OwnerExpr rhsOwner2 = rdup_OwnerExpr(rhsOwner);
SmtIf ifrecv = snew_SmtIf(
new_ExprBinop(
new_ExprIsNewOwner(
lhsOwner2,
build_procList(
rdup_expression(currentProc),
lhsOwner2,
gc)),
BINOP_SHORTAND,
new_ExprIsNewMaster(
rhsOwner2,
build_procList(
new_ExprName(rdup_origsymbol(outerRecvLoop->cards->arr[0]->name)),
rhsOwner2,
gc))),
snew_block(),
snew_block());
SmtReceive recvElt = snew_SmtReceive(
new_ExprName(rdup_origsymbol(outerRecvLoop->cards->arr[0]->name)),
rdup_location(lhs));
ifrecv->thenbody->statements = append_statement_list(
ifrecv->thenbody->statements,
recvElt);
ifrecv = to_SmtIf(replace_statement_indices(gc, ifrecv, e->cards, innerRecvLoop->cards));
innerRecvLoop->body->statements = append_statement_list(
innerRecvLoop->body->statements, ifrecv);
add_cardinality_declarations(gc, innerSendLoop->cards);
add_cardinality_declarations(gc, innerRecvLoop->cards);
add_cardinality_declarations(gc, outerSendLoop->cards);
add_cardinality_declarations(gc, outerRecvLoop->cards);
// Just to be sure...
nb->body->statements = append_statement_list(
nb->body->statements, rdup_statement(waitpend));
// Let's not forget that the new loops are independent as well.
innerSendLoop->pragmas = new_Pragma_list();
innerRecvLoop->pragmas = new_Pragma_list();
outerSendLoop->pragmas = new_Pragma_list();
outerRecvLoop->pragmas = new_Pragma_list();
innerSendLoop->pragmas = append_Pragma_list(innerSendLoop->pragmas, new_FlagPragma(add_origsymbol("independent")));
innerRecvLoop->pragmas = append_Pragma_list(innerRecvLoop->pragmas, new_FlagPragma(add_origsymbol("independent")));
outerSendLoop->pragmas = append_Pragma_list(outerSendLoop->pragmas, new_FlagPragma(add_origsymbol("independent")));
outerRecvLoop->pragmas = append_Pragma_list(outerRecvLoop->pragmas, new_FlagPragma(add_origsymbol("independent")));
rfre_OwnerExpr(lhsOwner);
rfre_OwnerExpr(rhsOwner);
rfre_expression(currentProc);
rfre_SmtForeach(e);
rfre_statement(waitpend);
return nb;
}
.call generate_walker "$(visit_types)"
/* Given a vnusprog, rewrite it to the final form for output. */
vnusprog apply_aggr( vnusprog elm, global_context gc )
{
.call init_current_parms
.call generate_descent_call " " elm vnusprog vnusprog
gc->prog->declarations = delete_marked_declaration_list(gc->prog->declarations);
return elm;
}
| 32.663793 | 119 | 0.698205 |
844e02d9151036ca140de12c7ec47d5d15684a89 | 2,831 | xml | XML | spec/fixtures/feed.xml | bradleyd/elixir-sips-downloader | 9ec5ac621e7dafe31b8f9fb5f9c771e1233b214c | [
"WTFPL"
] | 1 | 2015-04-09T01:07:05.000Z | 2015-04-09T01:07:05.000Z | spec/fixtures/feed.xml | bradleyd/elixir-sips-downloader | 9ec5ac621e7dafe31b8f9fb5f9c771e1233b214c | [
"WTFPL"
] | null | null | null | spec/fixtures/feed.xml | bradleyd/elixir-sips-downloader | 9ec5ac621e7dafe31b8f9fb5f9c771e1233b214c | [
"WTFPL"
] | null | null | null | <?xml version="1.0" encoding="UTF-8"?>
<rss xmlns:itunes="http://www.itunes.com/dtds/podcast-1.0.dtd" version="2.0">
<channel>
<title>Example</title>
<link>https://example.com</link>
<description/>
<pubDate>Thu, 29 Aug 2013 09:00:00 -0400</pubDate>
<managingEditor>example@example.com</managingEditor>
<language>en</language>
<copyright>Copyright 2013 Example</copyright>
<generator>example.com</generator>
<itunes:summary>Example: example example</itunes:summary>
<itunes:image href="http://example.com/example.png"/>
<image>
<url>http://example.com/example.png</url>
<title>Example</title>
<link>http://example.com</link>
<width>849</width>
<height>849</height>
</image>
<item>
<title><![CDATA[129 Some episode]]></title>
<link>http://example.com/some-episode</link>
<description><![CDATA[<div class="blog-entry">
<div class="blog-content"><p>Short description of episode</p>
</div>
<h3>Attached Files</h3>
<ul>
<li><a href="http://example.com/some-episode-file.html">some-episode-file.html</a></li>
<li><a href="http://example.com/some-episode-file.mp4">some-episode-file.mp4</a></li>
<li><a href="http://example.com/some-episode-file.rb">some-episode-file.rb</a></li>
</ul></div>]]></description>
<guid isPermaLink="false">asslaksda-sdfasd-fkasdfkas-ka-sdjga-sdfk-</guid>
<pubDate>Thu, 29 Aug 2013 09:00:00 -0400</pubDate>
<enclosure url="http://example.com/some-episode-file.mp4" length="25085949" type="video/mp4"/>
<itunes:subtitle>Some subtitle</itunes:subtitle>
<itunes:image href="http://example.com/example.png"/>
</item>
<item>
<title><![CDATA[130 Some other episode]]></title>
<link>http://example.com/some-other-episode</link>
<description><![CDATA[<div class="blog-entry">
<div class="blog-content"><p>Short description of other episode</p>
</div>
<h3>Attached Files</h3>
<ul>
<li><a href="http://example.com/some-other-episode-file.html">some-other-episode-file.html</a></li>
<li><a href="http://example.com/some-other-episode-file.mp4">some-other-episode-file.mp4</a></li>
<li><a href="http://example.com/some-other-episode-file.rb">some-other-episode-file.rb</a></li>
</ul></div>]]></description>
<guid isPermaLink="false">laksdjfasd-fasjgasfgkasdjf-asdfajdskfjadsf-</guid>
<pubDate>Thu, 29 Aug 2013 09:00:00 -0400</pubDate>
<enclosure url="http://example.com/some-other-episode-file.mp4" length="25085949" type="video/mp4"/>
<itunes:subtitle>Some subtitle</itunes:subtitle>
<itunes:image href="http://example.com/example.png"/>
</item>
</channel>
</rss>
| 47.983051 | 111 | 0.62946 |
845b95207df142fc3fc45a62dacc7efe00c03518 | 11,343 | xml | XML | xml/System.Windows/ThemeInfoAttribute.xml | MSDN-WhiteKnight/dotnet-api-docs.ru-ru | dd8db863d3c41519e42613ed0f99dffb99cd6ffd | [
"CC-BY-4.0",
"MIT"
] | null | null | null | xml/System.Windows/ThemeInfoAttribute.xml | MSDN-WhiteKnight/dotnet-api-docs.ru-ru | dd8db863d3c41519e42613ed0f99dffb99cd6ffd | [
"CC-BY-4.0",
"MIT"
] | null | null | null | xml/System.Windows/ThemeInfoAttribute.xml | MSDN-WhiteKnight/dotnet-api-docs.ru-ru | dd8db863d3c41519e42613ed0f99dffb99cd6ffd | [
"CC-BY-4.0",
"MIT"
] | null | null | null | <Type Name="ThemeInfoAttribute" FullName="System.Windows.ThemeInfoAttribute">
<Metadata><Meta Name="ms.openlocfilehash" Value="61b99e99bea01c94ba2776104630b6823530411c" /><Meta Name="ms.sourcegitcommit" Value="756d085f27705e86604f1bba5f2086ee23761acf" /><Meta Name="ms.translationtype" Value="MT" /><Meta Name="ms.contentlocale" Value="ru-RU" /><Meta Name="ms.lasthandoff" Value="01/30/2019" /><Meta Name="ms.locfileid" Value="55337777" /></Metadata><TypeSignature Language="C#" Value="public sealed class ThemeInfoAttribute : Attribute" />
<TypeSignature Language="ILAsm" Value=".class public auto ansi sealed beforefieldinit ThemeInfoAttribute extends System.Attribute" />
<TypeSignature Language="DocId" Value="T:System.Windows.ThemeInfoAttribute" />
<TypeSignature Language="VB.NET" Value="Public NotInheritable Class ThemeInfoAttribute
Inherits Attribute" />
<TypeSignature Language="C++ CLI" Value="public ref class ThemeInfoAttribute sealed : Attribute" />
<TypeSignature Language="F#" Value="type ThemeInfoAttribute = class
 inherit Attribute" />
<AssemblyInfo>
<AssemblyName>PresentationFramework</AssemblyName>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
<AssemblyVersion>4.0.0.0</AssemblyVersion>
</AssemblyInfo>
<Base>
<BaseTypeName>System.Attribute</BaseTypeName>
</Base>
<Interfaces />
<Attributes>
<Attribute>
<AttributeName>System.AttributeUsage(System.AttributeTargets.Assembly)</AttributeName>
</Attribute>
</Attributes>
<Docs>
<summary>Задает расположение, в котором хранятся тематические словари для сборок.</summary>
<remarks>
<format type="text/markdown"><![CDATA[
## Remarks
Этот атрибут используется на уровне сборки, чтобы указать, какие словарей ресурсов, которые объявлены в сборке для определенных элементов управления, и где расположены словари ресурсов.
Например, если вы не укажете словарей тематических ресурсов и ваш `generic.xaml` что блоки определения ресурсов для всех поисков ресурсов компилируется в той же сборке, в которой существует определения классов сборки элемента управления, как применяются следующие соответствие `AssemblyInfo.cs` для сборки проекта:
`[assembly:ThemeInfoAttribute(ResourceDictionaryLocation.None, ResourceDictionaryLocation.SourceAssembly)]`
В дополнение к <xref:System.Windows.ThemeInfoAttribute> приложения, проект и сборка должны иметь дополнительные характеристики в порядке для словарей ресурсов для использования системой темы WPF.
- При объявлении <xref:System.Windows.ResourceDictionaryLocation.SourceAssembly>, то следует поместить в словарь ресурсов, на которую указывает ссылка `themes` каталог в структуре сборки.
- При объявлении <xref:System.Windows.ResourceDictionaryLocation.SourceAssembly> для <xref:System.Windows.ThemeInfoAttribute.ThemeDictionaryLocation%2A>, а затем имена файлов XAML должен соответствовать схеме именования файла XAML `themes\<Theme Name>.<Theme Color>.xaml`. Например ниже приведен список файлов темы, которые поддерживают различные возможные сценарии темы WPF на клиентах:
- `themes\luna.normalcolor.xaml`
- `themes\luna.homestead.xaml`
- `themes\luna.metallic.xaml`
- `themes\royale.normalcolor.xaml`
- `themes\aero.normalcolor.xaml`
- `themes\classic.xaml`
- При объявлении <xref:System.Windows.ResourceDictionaryLocation.ExternalAssembly>, затем имена внешних сборок должен соответствовать схеме именования, и каждой сборки для каждой темы должен быть создан с использованием те же основные сведения.
Дополнительные сведения о том, как создать и использовать словарей ресурсов см. в разделе «Определение ресурсов на уровне темы» раздела [Общие сведения о разработке управления](~/docs/framework/wpf/controls/control-authoring-overview.md).
]]></format>
</remarks>
</Docs>
<Members>
<Member MemberName=".ctor">
<MemberSignature Language="C#" Value="public ThemeInfoAttribute (System.Windows.ResourceDictionaryLocation themeDictionaryLocation, System.Windows.ResourceDictionaryLocation genericDictionaryLocation);" />
<MemberSignature Language="ILAsm" Value=".method public hidebysig specialname rtspecialname instance void .ctor(valuetype System.Windows.ResourceDictionaryLocation themeDictionaryLocation, valuetype System.Windows.ResourceDictionaryLocation genericDictionaryLocation) cil managed" />
<MemberSignature Language="DocId" Value="M:System.Windows.ThemeInfoAttribute.#ctor(System.Windows.ResourceDictionaryLocation,System.Windows.ResourceDictionaryLocation)" />
<MemberSignature Language="VB.NET" Value="Public Sub New (themeDictionaryLocation As ResourceDictionaryLocation, genericDictionaryLocation As ResourceDictionaryLocation)" />
<MemberSignature Language="C++ CLI" Value="public:
 ThemeInfoAttribute(System::Windows::ResourceDictionaryLocation themeDictionaryLocation, System::Windows::ResourceDictionaryLocation genericDictionaryLocation);" />
<MemberSignature Language="F#" Value="new System.Windows.ThemeInfoAttribute : System.Windows.ResourceDictionaryLocation * System.Windows.ResourceDictionaryLocation -> System.Windows.ThemeInfoAttribute" Usage="new System.Windows.ThemeInfoAttribute (themeDictionaryLocation, genericDictionaryLocation)" />
<MemberType>Constructor</MemberType>
<AssemblyInfo>
<AssemblyName>PresentationFramework</AssemblyName>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
<AssemblyVersion>4.0.0.0</AssemblyVersion>
</AssemblyInfo>
<Attributes>
<Attribute FrameworkAlternate="netframework-4.0">
<AttributeName>System.Runtime.TargetedPatchingOptOut("Performance critical to inline this type of method across NGen image boundaries")</AttributeName>
</Attribute>
</Attributes>
<Parameters>
<Parameter Name="themeDictionaryLocation" Type="System.Windows.ResourceDictionaryLocation" />
<Parameter Name="genericDictionaryLocation" Type="System.Windows.ResourceDictionaryLocation" />
</Parameters>
<Docs>
<param name="themeDictionaryLocation">Расположение тематических ресурсов.</param>
<param name="genericDictionaryLocation">Расположение универсальных (не тематических) ресурсов.</param>
<summary>Инициализирует новый экземпляр класса <see cref="T:System.Windows.ThemeInfoAttribute" /> и создает атрибут, определяющий расположения тематических словарей для типов из сборки.</summary>
<remarks>
<format type="text/markdown"><![CDATA[
## Remarks
Когда `themeDictionaryLocation` является <xref:System.Windows.ResourceDictionaryLocation.SourceAssembly>, можно включить файлы, такие как Luna.NormalColor.xaml. Эти имена определяются файлами тем системы, в том числе следующие.
Классическая модель — «Классической» Windows 9 x / 2000 можно найти на Windows XP.
Luna.NormalColor - синяя тема по умолчанию в Windows XP.
Luna.Homestead - Оливковая тема в Windows XP.
Luna.Metallic - серебристая тема в Windows XP.
Royale.NormalColor — тема по умолчанию в Windows XP Media Center Edition.
Aero.NormalColor — тема по умолчанию в Windows Vista
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<!-- PDF PAGE 84 -->good their late ſolemn Proteſtation and ſacred Vow, made to Almighty God, and with the laſt drop of their deareſt Bloods, to defend and maintan the true reformed Proteſtant Religion, and according to the duty of their Allegiance, Your Majeſties Royall Perſon, Honour and Eſtate, (whatſoever is maliciouſly and moſt falſely ſug<g ref="char:EOLhyphen"/>geſted to Your Majeſtie to the Contrary) as well as the Power and Priviledges of Parliament, and the Lawfull Rights and Liberties of the Subject; and do hereby in<g ref="char:EOLhyphen"/>gage themſelves, their Eſtates, and all they have to their uttermoſt Power, to defend and preſerve Your Majeſty and both Houſes of Parliament from all Tumults, Af<g ref="char:EOLhyphen"/>fronts and Violence, with as mach Loyalty, Love, and Duty as ever Citizens expreſſed towards Your Majeſtie, or any of Your Royall Progenitors, in their greateſt Glory.</p>
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<!-- PDF PAGE 85 -->who begat thoſe Tumults, and the ſame Army which gave Battell to His Majeſty. And therefore as no good Subject can more deſire from His ſoul a Compoſure of the generall diſtractions, ſo no good Citizen can more deſire the eſtabliſhment of the particular Peace and Proſperity of that place, by His Majeſties Acceſſe thither, then His Ma<g ref="char:EOLhyphen"/>jeſty Himſelf doth.</p>
<p>But His Majeſtie deſires His good Subjects of <hi>London</hi> ſeriouſly to conſider, what confidence His Majeſtie can have of Security there, whileſt the Laws of the Land are ſo notoriouſly deſpiſed and trampled under foot, and the wholſome Govern<g ref="char:EOLhyphen"/>ment of that City (heretofore ſo famous over all the World) is now ſubmitted to the Arbitrary Power of a few deſperate perſons of no Reputation, but for malice and diſloyalty to Him; Whileſt Arms are taken up not onely without, but againſt His conſent and expreſſe command, and Collections publiquely made, and Contributions avowed for the mainte<g ref="char:EOLhyphen"/>nance of the Army which hath given Him Battell, and therein uſed all poſſible means Treaſon and Malice could ſuggeſt to them, to have taken His Life from Him, and to have deſtroyed His Royall Iſſue; Whileſt ſuch of His Majeſties Subjects, who out of Duty & Affection to His Majeſtie, and Compaſſion of their bleeding Countrey, have la<g ref="char:EOLhyphen"/>boured for Peace, are reviled, injured and murther<g ref="char:EOLhyphen"/>ed, even by the Magiſtrates of that City, or by their directions; Laſtly, what hope His Majeſtie can have of ſafety there, whileſt Alderman <hi>Pennington,</hi> their pretended Lord Major, (the principall Au<g ref="char:EOLhyphen"/>thor
<pb n="5" facs="tcp:37137:5"/>
<!-- PDF PAGE 85 -->of thoſe Calamities, which ſo neerly threaten the Ruine of that famous City,) <hi>Ven, Foulke,</hi> and <hi>Main waring,</hi> (all Perſons notoriouſly guilty of Schiſme, and high Treaſon) commit ſuch outra<g ref="char:EOLhyphen"/>ges in oppreſſing, robbing and impriſoning, accord<g ref="char:EOLhyphen"/>ing to their diſcretion, all ſuch His Majeſties loving Subjects, whom they are pleaſed to ſuſpect but for wiſhing well to His Majeſtie. And His Ma<g ref="char:EOLhyphen"/>jeſtie would know whether the Petitioners be<g ref="char:EOLhyphen"/>leeve, That the reviling and ſuppreſſing the Book of Common-Prayer, (eſtabliſht in this Church ever ſince the Reformation,) the diſcountenancing and impriſoning Godly, Learned, and painfull Preach<g ref="char:EOLhyphen"/>ers, and the cheriſhing and countenancing of Browniſts, Anabaptiſts, and all manner of Secta<g ref="char:EOLhyphen"/>ries, be the way to defend, and maintain the true, reformed, Proteſtant Religion? That to comply with, and aſſiſt perſons who have actually attempt<g ref="char:EOLhyphen"/>ed to kill His Majeſtie, and to allow and favour Libells, Paſquills, and ſeditious Sermons againſt His Majeſtie, be to defend His Royall Perſon and Honour, according to the duty of their Allegiance? Whether to impriſon mens Perſons, and to Plun<g ref="char:EOLhyphen"/>der their Houſes, becauſe they will not rebell againſt His Majeſtie, nor asſiſt thoſe that do? Whe<g ref="char:EOLhyphen"/>ther to deſtroy their Property, by taking away the twentieth part of their Eſtates from them, and by the ſame Arbitrary Power to refer to four ſtand<g ref="char:EOLhyphen"/>ers by of their own Faction, to judge what that twentieth part is, be to defend the lawfull Rights and Liberties of the Subject? And if they think theſe Actions to be inſtances of either; Whether
<pb n="6" facs="tcp:37137:6"/>
<!-- PDF PAGE 86 -->they do not know the perſons before named to be guilty of them all? Or whether they think it poſ<g ref="char:EOLhyphen"/>ſible, that Almighty God can bleſſe that City, and preſerve it from deſtruction, whileſt perſons of ſuch known Guilt and Wickedneſſe are defended and juſtified amongſt them, againſt the power of that Law, by which they can onely ſubſiſt?</p>
<p>His Majeſtie is ſo farre from ſuffering Himſelf to be incenſed againſt the whole City, by the acti<g ref="char:EOLhyphen"/>ons of theſe ill men, though they have hitherto been ſo prevalent as to make the Affections of the reſt of little uſe to Him, and is ſo willing to be with them, and to protect them, that the Trade, Wealth, and Glory thereof (ſo decayed and ecclipſed by theſe publike Diſtractions) may again be the Envy of all forraign Nations, That He doth once more graci<g ref="char:EOLhyphen"/>ouſly offer His free and generall Pardon to all the Inhabitants of that His City of <hi>London,</hi> the Sub<g ref="char:EOLhyphen"/>urbs, and City of <hi>Weſtminſter,</hi> (except the Perſons formerly excepted by His Majeſtie,) if they ſhall yet return to their Duty, Loyalty and Obedience. And if His good Subjects of that His City of <hi>Lon<g ref="char:EOLhyphen"/>don,</hi> ſhall firſt ſolemnly declare, That they will de<g ref="char:EOLhyphen"/>fend the known Laws of the Land, and will ſubmit to, and be governed by no other Rule; If they ſhall firſt manifeſt, by defending themſelves, and maintaining their own Rights, Liberties and In<g ref="char:EOLhyphen"/>tereſts, and ſuppreſſing any force and violence im<g ref="char:EOLhyphen"/>lawfully raiſed againſt thoſe and His Majeſtie, their Power to defend and preſerve Him from all Tumults, Affronts and Violence; Laſtly, if they ſhall apprehend and commit to ſafe Cuſtody the
<pb n="7" facs="tcp:37137:6"/>
<!-- PDF PAGE 86 -->Perſons of thoſe four men, who enrich themſelves by the ſpoyl and oppreſſion of His loving Subjects, and the ruine of the City, that His Majeſtie may proceed againſt them by the courſe of Law, as guil<g ref="char:EOLhyphen"/>ty of high Treaſon, His Majeſtie will ſpeedily re<g ref="char:EOLhyphen"/>turn to them with His Royall, and without His Martiall Attendance, and will uſe His utmoſt en<g ref="char:EOLhyphen"/>deavour, that they may hereafter enjoy all the Bleſſings of Peace and Plenty, and will no longer expect Obedience from them, then he ſhall, with all the faculties of His Soul, labour in the preſer<g ref="char:EOLhyphen"/>ving and advancing The true reformed Proteſtant Religion, The Laws of the Land, The Liberty and Propriety of the Subject, and The juſt Priviled<g ref="char:EOLhyphen"/>ges of Parliament.</p>
<p>If, notwithſtanding all this, the Art and Intereſt of theſe men can prevaile ſo far, That they involve more men in their guilt, and draw that His City to ſacrifice it's preſent Happineſſe and future Hopes to their Pride, Fury, and Malice, His Majeſtie ſhall onely give them this Warning, That whoſo<g ref="char:EOLhyphen"/>ever ſhall henceforward take up Arms without His conſent, contribute any Money or Plate, up<g ref="char:EOLhyphen"/>on what pretence of Authority ſoever, for mainte<g ref="char:EOLhyphen"/>nance of the Army under the Command of the Earle of <hi>Eſſex,</hi> or any other Army in Rebellion againſt Him, or ſhall pay Tonnage and Poundage, till the ſame ſhall be ſetled by Act of Parliament, every ſuch Perſon muſt expect the ſevereſt puniſh<g ref="char:EOLhyphen"/>ment the Law can inflict; and in the mean time His Majeſtie ſhall ſeize upon any part of his Eſtate within His Power, for the relief and ſupport of
<pb n="8" facs="tcp:37137:7"/>
<!-- PDF PAGE 87 -->Him and His Army, raiſed and maintained for the Defence of His Perſon, the Laws, and this His Kingdom: And ſince he denies to His Majeſtie the duty and benefit of his ſubjection, by giving aſſiſt<g ref="char:EOLhyphen"/>ance to Rebels, which by the known Laws of the Land is high Treaſon, His Majeſtie ſhall likewiſe deny him the benefit of his Protection, and ſhall not onely ſignifie to all His forreign Miniſters, That ſuch Perſon ſhall receive no advantage by being His Subject, but ſhall by all other wayes and means proceed againſt him as a publike Ene<g ref="char:EOLhyphen"/>my to His Majeſtie, and this Kingdom.</p>
<p>But His Majeſtie hopes, and doubts not but His good Subjects of <hi>London</hi> will call to mind the Acts of their Predeceſſors, their Duty, Affection, Loyalty and merit towards their Princes, the Re<g ref="char:EOLhyphen"/>nown they have had with all Poſterity for, and the Bleſſings of Heaven which alwayes accompanyed thoſe vertues, and will conſider the perpetuall ſcorn and infamy which unavoydably will follow them and their Children, if infinitely the meaner part in quality, and much the leſſer part in number ſhall be able to alter the Government ſo admirably eſta<g ref="char:EOLhyphen"/>bliſhed, deſtroy the Trade ſo excellently ſetled, and to wake the wealth ſo induſtriouſly gotten, of that flouriſhing Citie; And then they will eaſily gather up the Courage and Reſolution to joyn with His Majeſtie in Defence of that Religion, Law and Li<gap reason="illegible" extent="1 letter">
<desc>•</desc>
</gap>erty, which hitherto hath and onely can make themſelves, His Majeſtie, and His Kingdom Happy.</p>
<p>For concurring with the Advice of His Two
<pb n="9" facs="tcp:37137:7"/>
<!-- PDF PAGE 87 -->Houſes of Parliament, which with reference to the Common-wealth may be as well at this diſtance, as by being at <hi>White-hall,</hi> His Majeſtie doubts not but His good Subjects of <hi>London,</hi> well know how far (beyond the example of any of His Predeceſſors) His Majeſtie hath concurred with their advice in paſſing of ſuch Laws, by which He willingly parted with many of His known Rights, for the benefit of His Subjects, which the fundamentall Conſtitutions of this Kingdom did not oblige Him to conſent unto, and hath uſed all poſſible means to beget a right underſtanding between them, And will therefore apply them<g ref="char:EOLhyphen"/>ſelves to thoſe, who by making Iuſt, Peace<g ref="char:EOLhyphen"/>able and honourable Propoſitions to His Majeſtie, can onely beget that Concurrence.</p>
<trailer>FINIS.</trailer>
</div>
</body>
</text>
</TEI>
| 131.57732 | 1,850 | 0.705438 |
caefca16c444ee9dc30c390470fd327b583ad0fb | 2,757 | fxml | XML | src/main/resources/stl/threebodysimulation/layouts/canvasPanelLayout.fxml | richmondvan/threebodysimulation | f81e71af3115fb0071c5a84dd7261f2061f15513 | [
"MIT"
] | null | null | null | src/main/resources/stl/threebodysimulation/layouts/canvasPanelLayout.fxml | richmondvan/threebodysimulation | f81e71af3115fb0071c5a84dd7261f2061f15513 | [
"MIT"
] | null | null | null | src/main/resources/stl/threebodysimulation/layouts/canvasPanelLayout.fxml | richmondvan/threebodysimulation | f81e71af3115fb0071c5a84dd7261f2061f15513 | [
"MIT"
] | null | null | null | <?xml version="1.0" encoding="UTF-8"?>
<?import javafx.geometry.Insets?>
<?import javafx.scene.canvas.Canvas?>
<?import javafx.scene.control.Button?>
<?import javafx.scene.control.Label?>
<?import javafx.scene.layout.HBox?>
<?import javafx.scene.layout.StackPane?>
<?import javafx.scene.text.Font?>
<StackPane xmlns:fx="http://javafx.com/fxml/1" maxHeight="-Infinity" maxWidth="-Infinity" minHeight="-Infinity"
minWidth="-Infinity"
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<Canvas fx:id="trailCanvas" height="720.0" layoutX="11.0" layoutY="11.0" width="800.0"/>
<Canvas fx:id="canvas" height="720.0" width="800.0"/>
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style="-fx-background-color: #F2F2F2; -fx-border-color: #F2F2F2; -fx-text-fill: #F2F2F2;"
styleClass="warning" text="Stop">
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<Insets/>
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</Button>
<Button alignment="TOP_LEFT" mnemonicParsing="false"
style="-fx-background-color: #F2F2F2; -fx-border-color: #F2F2F2; -fx-text-fill: #F2F2F2;" text="Pause">
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<Button fx:id="stopButton" mnemonicParsing="false" onAction="#stopPressed" styleClass="danger" text="Stop">
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<Button fx:id="pauseButton" alignment="TOP_LEFT" mnemonicParsing="false" onAction="#pausePressed" text="Pause">
<HBox.margin>
<Insets/>
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<Label fx:id="timeLabel" alignment="CENTER" text="Time: N/A" StackPane.alignment="TOP_RIGHT">
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| 45.196721 | 119 | 0.59231 |
d3df6aa9dae650f8882586555ea454b72d36fed3 | 6,457 | xml | XML | meertens-song-collection-DH2019/test/6712.xml | vincentsarbachpulicani/Wilhelmus_project | 0078bb111a864843d0c0fdda663908759c6ba4c8 | [
"MIT"
] | null | null | null | meertens-song-collection-DH2019/test/6712.xml | vincentsarbachpulicani/Wilhelmus_project | 0078bb111a864843d0c0fdda663908759c6ba4c8 | [
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] | 1 | 2021-12-14T17:03:15.000Z | 2021-12-14T17:03:15.000Z | meertens-song-collection-DH2019/test/6712.xml | vincentsarbachpulicani/Wilhelmus_project | 0078bb111a864843d0c0fdda663908759c6ba4c8 | [
"MIT"
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<song>
<meta>
<id>6712</id>
<date>
<year-start>1620</year-start>
<year-end>1620</year-end>
</date>
<location>
<orginal-name>gent</orginal-name>
<standard-name>Gent, Belgium</standard-name>
<coordinates>
<lon>51.0538286</lon>
<lat>3.7250121</lat>
</coordinates>
</location>
<tags>
<tag standard-name="psalm" translation="psalm">psalm</tag>
</tags>
<melody>O Heer wil mijn gebed</melody>
<categories>
<category translation="religion">godsdienst</category>
</categories>
<author></author></meta>
<text>
<lg type="song">
<lg id="s1" type="stanza">
<l id="s1:l1" met="6" type="-+">O Heer! wilt mijn ghebedt met mijne clacht <rhyme label="a" type="f">aenhoren</rhyme>,</l>
<l id="s1:l2" met="6" type="-+">Soo ghy waerachtelijck beloofde van te <rhyme label="a" type="f" corresp="#s1:l1">vooren</rhyme>:</l>
<l id="s1:l3" met="3" type="-+">Wilt my bermertich <rhyme label="b" type="m">sijn</rhyme>;</l>
<l id="s1:l4" met="6" type="-+">Noch en roept nimmermeer stuer, gram en <rhyme label="c" type="f">onghenaedigh</rhyme></l>
<l id="s1:l5" met="6" type="-+">Ten Oordeel uwen knecht: want, laes! voor u <rhyme label="b" type="m" corresp="#s1:l3">aenschijn</rhyme></l>
<l id="s1:l6" met="3" type="-+">Een yder is <rhyme label="c" type="f" corresp="#s1:l4">mis-daedigh</rhyme>.</l>
</lg>
<lg id="s2" type="stanza">
<l id="s2:l1" met="6" type="-+">Ach! siet den Vyandt eens mijn siele nu <rhyme label="a" type="f">verdrucken</rhyme>:</l>
<l id="s2:l2" met="6" type="-+">Mijn lichaem teghen d’aerd oock murselen in <rhyme label="a" type="f" corresp="#s2:l1">stucken</rhyme>.</l>
<l id="s2:l3" met="3" type="-+">Ach! wat all <rhyme label="b" type="m">over-last</rhyme>!</l>
<l id="s2:l4" met="6" type="-+">Hy heeft my near een graf, al levendigh gaen <rhyme label="c" type="f">jaeghen</rhyme>,</l>
<l id="s2:l5" met="6" type="-+">Al waer van over langh hoop over hoop <rhyme label="b" type="m" corresp="#s2:l3">ghetast</rhyme>,</l>
<l id="s2:l6" met="3" type="-+">Veel dooden inne <rhyme label="c" type="f" corresp="#s2:l4">laeghen</rhyme>.</l>
</lg>
<lg id="s3" type="stanza">
<l id="s3:l1" met="6" type="-+">Wee my, ellendigh mensch! wee my vuyl aerdschen <rhyme label="a" type="f">worrem</rhyme>!</l>
<l id="s3:l2" met="6" type="-+">Mijn siel, en mijn ghemoedt sijn in ghewoel en <rhyme label="a" type="f" corresp="#s3:l1">storrrem</rhyme>,</l>
<l id="s3:l3" met="3" type="-+">Door desen mijnen <rhyme label="b" type="m">staet</rhyme>;</l>
<l id="s3:l4" met="6" type="-+">Daerom sal ick, u Heer van oudder eeuw <rhyme label="c" type="f">ghedincken</rhyme>,</l>
<l id="s3:l5" met="6" type="-+">En overlegghen dicks u wonderbaere <rhyme label="b" type="m" corresp="#s3:l3">daedt</rhyme>,</l>
<l id="s3:l6" met="3" type="-+">Die gheenen tijdt sal <rhyme label="c" type="f" corresp="#s3:l4">krincken</rhyme>.</l>
</lg>
<lg id="s4" type="stanza">
<l id="s4:l1" met="6" type="-+">Tot u heff’ ick, mijn God, mijn twee ghevouwen <rhyme label="a" type="f">handen</rhyme>:</l>
<l id="s4:l2" met="6" type="-+">Naer u dorst mijne Siel als doen de dorre <rhyme label="a" type="f" corresp="#s4:l1">landen</rhyme>.</l>
<l id="s4:l3" met="3" type="-+">Och, och! niet en <rhyme label="b" type="m">verbeydt</rhyme></l>
<l id="s4:l4" met="6" type="-+">T’aen-hooren mijne clacht, of anders, ick <rhyme label="c" type="f">beswijcke</rhyme>,</l>
<l id="s4:l5" met="6" type="-+">En een die in het graf doot en verstorven <rhyme label="b" type="m" corresp="#s4:l3">leydt</rhyme>,</l>
<l id="s4:l6" met="3" type="-+">Ick naecktelijck <rhyme label="c" type="f" corresp="#s4:l4">ghelijcke</rhyme>.</l>
</lg>
<lg id="s5" type="stanza">
<l id="s5:l1" met="6" type="-+">Dat ick dogh u Ghenae in corten spoed’ <rhyme label="a" type="f">aenschouwe</rhyme>,</l>
<l id="s5:l2" met="6" type="-+">Aenghesien ick op die my all-all-een <rhyme label="a" type="f" corresp="#s5:l1">betrouwe</rhyme>:</l>
<l id="s5:l3" met="3" type="-+">Maeckt dat my sy <rhyme label="b" type="m">bekent</rhyme>,</l>
<l id="s5:l4" met="6" type="-+">Den wegh om in te gaen, en sijt daer van <rhyme label="c" type="f">gheleyde</rhyme>.</l>
<l id="s5:l5" met="6" type="-+">Verlost my vande quae die my sijn noch <rhyme label="b" type="m" corresp="#s5:l3">ontrent</rhyme>:</l>
<l id="s5:l6" met="3" type="-+">Want daer naer ick <rhyme label="c" type="f" corresp="#s5:l4">verbeyde</rhyme>.</l>
</lg>
<lg id="s6" type="stanza">
<l id="s6:l1" met="6" type="-+">Wilt my dogh uwen will’ met u gheboden <rhyme label="a" type="f">leeren</rhyme>:</l>
<l id="s6:l2" met="6" type="-+">Want ghy sijt mijnen God dien ick altijt zal <rhyme label="a" type="f" corresp="#s6:l1">eeren</rhyme>.</l>
<l id="s6:l3" met="3" type="-+">Dat ick door uwen <rhyme label="b" type="m">gheest</rhyme>,</l>
<l id="s6:l4" met="6" type="-+">Ter rechter haeven eens voirspoedigh sy <rhyme label="c" type="f">ghedreven</rhyme>,</l>
<l id="s6:l5" met="6" type="-+">En wilt door uwen naem, die alle lof <rhyme label="b" type="m" corresp="#s6:l3">verheescht</rhyme>,</l>
<l id="s6:l6" met="3" type="-+">Vernieuwen heel mijn <rhyme label="c" type="f" corresp="#s6:l4">leven</rhyme>.</l>
</lg>
<lg id="s7" type="stanza">
<l id="s7:l1" met="6" type="-+">Verlost uyt allen druck mijn aerme banghe <rhyme label="a" type="f">Siele</rhyme>.</l>
<l id="s7:l2" met="6" type="-+">Dat u Ghenaede soet al het ghespu <rhyme label="a" type="f" corresp="#s7:l1">verniele</rhyme>,</l>
<l id="s7:l3" met="3" type="-+">‘Twelck dapper my <rhyme label="b" type="m">bevecht</rhyme>:</l>
<l id="s7:l4" met="6" type="-+">Het welck my maeckt benout, en aen-doet veel <rhyme label="c" type="f">on-vreden</rhyme>.</l>
<l id="s7:l5" met="6" type="-+">Och ditte my ghedooght: want ick ben uwen <rhyme label="b" type="m" corresp="#s7:l3">knecht</rhyme>,</l>
<l id="s7:l6" met="3" type="-+">Godt der <rhyme label="c" type="f" corresp="#s7:l4">Bermertigheden</rhyme>.</l>
</lg>
</lg>
</text>
</song>
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"CC-BY-4.0",
"MIT"
] | null | null | null | <Type Name="IWithRedisConfiguration" FullName="Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IWithRedisConfiguration">
<TypeSignature Language="C#" Value="public interface IWithRedisConfiguration" />
<TypeSignature Language="ILAsm" Value=".class public interface auto ansi abstract IWithRedisConfiguration" />
<TypeSignature Language="DocId" Value="T:Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IWithRedisConfiguration" />
<TypeSignature Language="VB.NET" Value="Public Interface IWithRedisConfiguration" />
<TypeSignature Language="F#" Value="type IWithRedisConfiguration = interface" />
<AssemblyInfo>
<AssemblyName>Microsoft.Azure.Management.Redis.Fluent</AssemblyName>
<AssemblyVersion>1.0.0.61</AssemblyVersion>
<AssemblyVersion>1.0.0.62</AssemblyVersion>
<AssemblyVersion>1.0.0.63</AssemblyVersion>
<AssemblyVersion>1.0.0.64</AssemblyVersion>
<AssemblyVersion>1.0.0.65</AssemblyVersion>
<AssemblyVersion>1.0.0.66</AssemblyVersion>
<AssemblyVersion>1.0.0.67</AssemblyVersion>
</AssemblyInfo>
<Interfaces />
<Docs>
<summary>
A Redis Cache update allowing Redis configuration to be modified.
</summary>
<remarks>To be added.</remarks>
</Docs>
<Members>
<Member MemberName="WithoutRedisConfiguration">
<MemberSignature Language="C#" Value="public Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate WithoutRedisConfiguration ();" />
<MemberSignature Language="ILAsm" Value=".method public hidebysig newslot virtual instance class Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate WithoutRedisConfiguration() cil managed" />
<MemberSignature Language="DocId" Value="M:Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IWithRedisConfiguration.WithoutRedisConfiguration" />
<MemberSignature Language="VB.NET" Value="Public Function WithoutRedisConfiguration () As IUpdate" />
<MemberSignature Language="F#" Value="abstract member WithoutRedisConfiguration : unit -> Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate" Usage="iWithRedisConfiguration.WithoutRedisConfiguration " />
<MemberType>Method</MemberType>
<AssemblyInfo>
<AssemblyName>Microsoft.Azure.Management.Redis.Fluent</AssemblyName>
<AssemblyVersion>1.0.0.61</AssemblyVersion>
<AssemblyVersion>1.0.0.62</AssemblyVersion>
<AssemblyVersion>1.0.0.63</AssemblyVersion>
<AssemblyVersion>1.0.0.64</AssemblyVersion>
<AssemblyVersion>1.0.0.65</AssemblyVersion>
<AssemblyVersion>1.0.0.66</AssemblyVersion>
<AssemblyVersion>1.0.0.67</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate</ReturnType>
</ReturnValue>
<Parameters />
<Docs>
<summary>
Cleans all the configuration settings being set on Redis Cache.
</summary>
<returns>To be added.</returns>
<remarks>To be added.</remarks>
<return>The next stage of Redis Cache update.</return>
</Docs>
</Member>
<Member MemberName="WithoutRedisConfiguration">
<MemberSignature Language="C#" Value="public Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate WithoutRedisConfiguration (string key);" />
<MemberSignature Language="ILAsm" Value=".method public hidebysig newslot virtual instance class Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate WithoutRedisConfiguration(string key) cil managed" />
<MemberSignature Language="DocId" Value="M:Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IWithRedisConfiguration.WithoutRedisConfiguration(System.String)" />
<MemberSignature Language="VB.NET" Value="Public Function WithoutRedisConfiguration (key As String) As IUpdate" />
<MemberSignature Language="F#" Value="abstract member WithoutRedisConfiguration : string -> Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate" Usage="iWithRedisConfiguration.WithoutRedisConfiguration key" />
<MemberType>Method</MemberType>
<AssemblyInfo>
<AssemblyName>Microsoft.Azure.Management.Redis.Fluent</AssemblyName>
<AssemblyVersion>1.0.0.61</AssemblyVersion>
<AssemblyVersion>1.0.0.62</AssemblyVersion>
<AssemblyVersion>1.0.0.63</AssemblyVersion>
<AssemblyVersion>1.0.0.64</AssemblyVersion>
<AssemblyVersion>1.0.0.65</AssemblyVersion>
<AssemblyVersion>1.0.0.66</AssemblyVersion>
<AssemblyVersion>1.0.0.67</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate</ReturnType>
</ReturnValue>
<Parameters>
<Parameter Name="key" Type="System.String" />
</Parameters>
<Docs>
<param name="key">Redis configuration name.</param>
<summary>
Removes specified Redis Cache configuration setting.
</summary>
<returns>To be added.</returns>
<remarks>To be added.</remarks>
<return>The next stage of Redis Cache update.</return>
</Docs>
</Member>
<Member MemberName="WithRedisConfiguration">
<MemberSignature Language="C#" Value="public Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate WithRedisConfiguration (System.Collections.Generic.IDictionary<string,string> redisConfiguration);" />
<MemberSignature Language="ILAsm" Value=".method public hidebysig newslot virtual instance class Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate WithRedisConfiguration(class System.Collections.Generic.IDictionary`2<string, string> redisConfiguration) cil managed" />
<MemberSignature Language="DocId" Value="M:Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IWithRedisConfiguration.WithRedisConfiguration(System.Collections.Generic.IDictionary{System.String,System.String})" />
<MemberSignature Language="VB.NET" Value="Public Function WithRedisConfiguration (redisConfiguration As IDictionary(Of String, String)) As IUpdate" />
<MemberSignature Language="F#" Value="abstract member WithRedisConfiguration : System.Collections.Generic.IDictionary<string, string> -> Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate" Usage="iWithRedisConfiguration.WithRedisConfiguration redisConfiguration" />
<MemberType>Method</MemberType>
<AssemblyInfo>
<AssemblyName>Microsoft.Azure.Management.Redis.Fluent</AssemblyName>
<AssemblyVersion>1.0.0.61</AssemblyVersion>
<AssemblyVersion>1.0.0.62</AssemblyVersion>
<AssemblyVersion>1.0.0.63</AssemblyVersion>
<AssemblyVersion>1.0.0.64</AssemblyVersion>
<AssemblyVersion>1.0.0.65</AssemblyVersion>
<AssemblyVersion>1.0.0.66</AssemblyVersion>
<AssemblyVersion>1.0.0.67</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate</ReturnType>
</ReturnValue>
<Parameters>
<Parameter Name="redisConfiguration" Type="System.Collections.Generic.IDictionary<System.String,System.String>" />
</Parameters>
<Docs>
<param name="redisConfiguration">Configuration of Redis Cache as a map indexed by configuration name.</param>
<summary>
All Redis Settings. Few possible keys:
rdb-backup-enabled, rdb-storage-connection-string, rdb-backup-frequency, maxmemory-delta, maxmemory-policy,
notify-keyspace-events, maxmemory-samples, slowlog-log-slower-than, slowlog-max-len, list-max-ziplist-entries,
list-max-ziplist-value, hash-max-ziplist-entries, hash-max-ziplist-value, set -max-intset-entries,
zset-max-ziplist-entries, zset-max-ziplist-value etc.
</summary>
<returns>To be added.</returns>
<remarks>To be added.</remarks>
<return>The next stage of Redis Cache update.</return>
</Docs>
</Member>
<Member MemberName="WithRedisConfiguration">
<MemberSignature Language="C#" Value="public Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate WithRedisConfiguration (string key, string value);" />
<MemberSignature Language="ILAsm" Value=".method public hidebysig newslot virtual instance class Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate WithRedisConfiguration(string key, string value) cil managed" />
<MemberSignature Language="DocId" Value="M:Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IWithRedisConfiguration.WithRedisConfiguration(System.String,System.String)" />
<MemberSignature Language="VB.NET" Value="Public Function WithRedisConfiguration (key As String, value As String) As IUpdate" />
<MemberSignature Language="F#" Value="abstract member WithRedisConfiguration : string * string -> Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate" Usage="iWithRedisConfiguration.WithRedisConfiguration (key, value)" />
<MemberType>Method</MemberType>
<AssemblyInfo>
<AssemblyName>Microsoft.Azure.Management.Redis.Fluent</AssemblyName>
<AssemblyVersion>1.0.0.61</AssemblyVersion>
<AssemblyVersion>1.0.0.62</AssemblyVersion>
<AssemblyVersion>1.0.0.63</AssemblyVersion>
<AssemblyVersion>1.0.0.64</AssemblyVersion>
<AssemblyVersion>1.0.0.65</AssemblyVersion>
<AssemblyVersion>1.0.0.66</AssemblyVersion>
<AssemblyVersion>1.0.0.67</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>Microsoft.Azure.Management.Redis.Fluent.RedisCache.Update.IUpdate</ReturnType>
</ReturnValue>
<Parameters>
<Parameter Name="key" Type="System.String" />
<Parameter Name="value" Type="System.String" />
</Parameters>
<Docs>
<param name="key">Redis configuration name.</param>
<param name="value">Redis configuration value.</param>
<summary>
Specifies Redis Setting.
rdb-backup-enabled, rdb-storage-connection-string, rdb-backup-frequency, maxmemory-delta, maxmemory-policy,
notify-keyspace-events, maxmemory-samples, slowlog-log-slower-than, slowlog-max-len, list-max-ziplist-entries,
list-max-ziplist-value, hash-max-ziplist-entries, hash-max-ziplist-value, set -max-intset-entries,
zset-max-ziplist-entries, zset-max-ziplist-value etc.
</summary>
<returns>To be added.</returns>
<remarks>To be added.</remarks>
<return>The next stage of Redis Cache update.</return>
</Docs>
</Member>
</Members>
</Type>
| 65.006024 | 296 | 0.7244 |
3ec1baaf6a0d3edf588adea5ec8f066101777e3c | 2,600 | xml | XML | MedTARSQI/src/main/resources/ttk/data/in/TimeBank/ABC19980120.1830.0957.xml | CDCgov/DCPC | c3fadef1bd6345e01a58afef051491d8ef6a7f93 | [
"Apache-2.0"
] | 25 | 2016-02-28T16:42:57.000Z | 2022-01-03T13:29:48.000Z | MedTARSQI/src/main/resources/ttk/data/in/TimeBank/ABC19980120.1830.0957.xml | CDCgov/DCPC | c3fadef1bd6345e01a58afef051491d8ef6a7f93 | [
"Apache-2.0"
] | 84 | 2016-02-13T01:07:55.000Z | 2021-04-06T18:57:36.000Z | MedTARSQI/src/main/resources/ttk/data/in/TimeBank/ABC19980120.1830.0957.xml | CDCgov/DCPC | c3fadef1bd6345e01a58afef051491d8ef6a7f93 | [
"Apache-2.0"
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<TimeML
xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance"
xsi:noNamespaceSchemaLocation="../../dtd/timeml_1.2.1.xsd">
<DOCNO> ABC19980120.1830.0957 </DOCNO>
<DOCTYPE SOURCE="broadcast news"> NEWS STORY </DOCTYPE>
<BODY>
<section endTime="1094.00" startTime="957.31" type="report">
<TEXT>
For his part, Fidel Castro is the ultimate political survivor. People have predicted his demise so many times, and the US has tried to hasten it on
several occasions. Time and again, he endures. He has outlasted and
sometimes outsmarted eight American presidents.
Fidel Castro invited John Paul to come for a reason. This is clearly an
opportunity for Cuba to look good internationally.
The entire world will see images of the Pope in Cuba. They'll see images
of
the Pope with Fidel Castro. It will give the rest of the world the view
that Cuba is like any other nation, something the US has, of course,
tried to persuade the world that it is not .
For nearly forty years, the United States has said categorically it would not tolerate totalitarian rule in its own backyard. It is the US economic
and political embargo which has kept Cuba in a box.
The main positive for Castro to invite the Pope is international, to be
able
to say to the rest of the world, this government is not as closed, as
intolerant, uh as totalitarian as some make it out to be.
One of the scenarios widely advanced before the visit is that through the
Pope, Cuba, still led by Castro, can begin a more productive relationship
with the world. That will, in turn, bring pressure on Washington to change.
Those observers looking for a battle between uncompromising representatives
and very different ideologies will, in all likelihood, be disappointed.
Castro has said that you can be a Communist and still be a
Christian. He says he and the Pope both want to end the exploitation of
man by man. The question is who will Cubans believe?
The main negative is the risk that the Pope's visit will persuade a great
many more Cubans to break loose of the Cuban government. If so, then the
Pope's visit would really open up a new chapter in the government's
relations with its own society. For the Cuban government, that is the
risk.
At the end of the broadcast this evening, one more trip around Havana to see
what it's been like since the last time. And in just a moment Diane Sawyer will have some other news.
</TEXT>
</section>
</BODY>
</TimeML>
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fb82053c282add464171a6ccd00da9f86e65313e | 1,395 | xml | XML | tags/derived/index.xml | neofelisho/neofelisho.github.io | 656d6c89f83841c5375a6e1dc8d52174ede1e613 | [
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ef23dd0a03c3c17524464f5c067b7478d60c9de2 | 1,363 | xml | XML | calendarview/src/main/res/values/attrs_calendar_view.xml | jpttrindade/calendarview | e3d7a719e8005247bff0534c25978b137cad2112 | [
"MIT"
] | 11 | 2016-10-19T05:09:15.000Z | 2021-05-12T14:44:11.000Z | calendarview/src/main/res/values/attrs_calendar_view.xml | jpttrindade/calendarview | e3d7a719e8005247bff0534c25978b137cad2112 | [
"MIT"
] | 18 | 2016-09-15T18:56:15.000Z | 2018-08-27T13:38:08.000Z | calendarview/src/main/res/values/attrs_calendar_view.xml | jpttrindade/calendarview | e3d7a719e8005247bff0534c25978b137cad2112 | [
"MIT"
] | 8 | 2016-11-16T06:33:34.000Z | 2019-06-18T07:29:37.000Z | <resources>
<declare-styleable name="CalendarView">
<!-- Month Label Attrs -->
<attr name="monthLabelPadding" format="dimension"/>
<attr name="monthLabelPaddingTop" format="dimension"/>
<attr name="monthLabelPaddingTopBottom" format="dimension"/>
<attr name="monthLabelPaddingTopStart" format="dimension"/>
<attr name="monthLabelPaddingTopEnd" format="dimension"/>
<attr name="monthLabelHeight" format="dimension"/>
<attr name="monthLabelSize" format="dimension"/>
<attr name="monthLabelColor" format="color|reference"/>
<attr name="monthDividerSize" format="dimension"/>
<!-- Weekrow attrs -->
<attr name="dayHeight" format="dimension"/>
<attr name="dayWidth" format="dimension"/>
<attr name="todayCircleSize" format="dimension"/>
<attr name="todayCircleColor" format="color|reference"/>
<attr name="eventCircleColor" format="color|reference"/>
<attr name="weekdayNameHeight" format="dimension"/>
<attr name="weekdayNameBackgroundColor" format="color|reference"/>
<!--<attr name="exampleDimension" format="dimension" />-->
<!--<attr name="exampleColor" format="color" />-->
<!--<attr name="exampleDrawable" format="color|reference" />-->
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519c2c3cb4068c0c31ded74b2d0afbe5c928fbbe | 1,022 | xml | XML | app/src/main/res/menu/menu_details.xml | Centria-NGL/com.ruuvi.station | ce334026b3d3df7f4821ef81bdeaed7eec4bd915 | [
"BSD-3-Clause"
] | 51 | 2018-02-27T21:35:41.000Z | 2022-01-25T22:26:41.000Z | app/src/main/res/menu/menu_details.xml | Centria-NGL/com.ruuvi.station | ce334026b3d3df7f4821ef81bdeaed7eec4bd915 | [
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] | 316 | 2018-01-07T14:24:59.000Z | 2022-03-31T19:53:06.000Z | app/src/main/res/menu/menu_details.xml | Centria-NGL/com.ruuvi.station | ce334026b3d3df7f4821ef81bdeaed7eec4bd915 | [
"BSD-3-Clause"
] | 32 | 2018-02-27T21:34:34.000Z | 2022-02-21T11:37:46.000Z | <?xml version="1.0" encoding="utf-8"?>
<menu xmlns:android="http://schemas.android.com/apk/res/android"
xmlns:app="http://schemas.android.com/apk/res-auto">
<item
android:id="@+id/action_settings"
app:showAsAction="always"
android:orderInCategory="2"
android:title="settings"
android:icon="@drawable/ic_settings_24px" />
<item
android:id="@+id/action_graph"
app:showAsAction="always"
android:orderInCategory="1"
android:title="graphs"
android:icon="@drawable/ic_ruuvi_graphs_icon" />
<item
android:id="@+id/action_alarm"
app:showAsAction="always"
android:orderInCategory="0"
android:title="alarm"
android:icon="@drawable/ic_notifications_off_24px" />
<!--
<item
android:id="@+id/action_share"
app:showAsAction="always"
android:orderInCategory="0"
android:title="@string/share"
android:icon="@drawable/ic_share_24px"/>
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</menu> | 29.2 | 64 | 0.618395 |
96c0cfcc65eda0a5024bc607ce4c45561a28d49b | 1,359 | xml | XML | oscm-webtest-base/pom.xml | srinathjiinfotach/billingdevelopment | 564e66593c9d272b8e04804410b633bc089aa203 | [
"Apache-2.0"
] | null | null | null | oscm-webtest-base/pom.xml | srinathjiinfotach/billingdevelopment | 564e66593c9d272b8e04804410b633bc089aa203 | [
"Apache-2.0"
] | null | null | null | oscm-webtest-base/pom.xml | srinathjiinfotach/billingdevelopment | 564e66593c9d272b8e04804410b633bc089aa203 | [
"Apache-2.0"
] | null | null | null | <!-- Copyright FUJITSU LIMITED 2017-->
<project xmlns="http://maven.apache.org/POM/4.0.0" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:schemaLocation="http://maven.apache.org/POM/4.0.0 http://maven.apache.org/xsd/maven-4.0.0.xsd">
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<name>${project.artifactId}-${project.version}</name>
<url>https://github.com/servicecatalog</url>
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<groupId>org.apache.maven.plugins</groupId>
<artifactId>maven-compiler-plugin</artifactId>
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<target>1.8</target>
</configuration>
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<dependencies>
<!-- Third party libraries -->
<dependency>
<groupId>org.seleniumhq.selenium</groupId>
<artifactId>selenium-server</artifactId>
<version>3.0.1</version>
</dependency>
<dependency>
<groupId>com.sun.mail</groupId>
<artifactId>javax.mail</artifactId>
<version>1.5.6</version>
</dependency>
</dependencies>
</project> | 28.3125 | 204 | 0.639441 |
af10cd6ff89b12ac15e51627096a75a0e0d81771 | 2,815 | xml | XML | holiday_library/holiday_defs/public_holiday/zaf/zaf.xml | arkaninger/enrico | e82542c4b6446a2ce0982877751d25c5a52bac5c | [
"MIT"
] | 25 | 2018-03-19T20:17:50.000Z | 2022-01-27T04:35:24.000Z | holiday_library/holiday_defs/public_holiday/zaf/zaf.xml | arkaninger/enrico | e82542c4b6446a2ce0982877751d25c5a52bac5c | [
"MIT"
] | 21 | 2018-04-06T07:08:53.000Z | 2022-03-27T20:47:56.000Z | holiday_library/holiday_defs/public_holiday/zaf/zaf.xml | arkaninger/enrico | e82542c4b6446a2ce0982877751d25c5a52bac5c | [
"MIT"
] | 18 | 2018-02-21T08:09:03.000Z | 2022-02-13T09:26:10.000Z | <?xml version="1.0" encoding="UTF-8"?>
<holidays xmlns="https://kayaposoft.com/enrico/xsd/1.0" country="zaf">
<metadata>
<reference>https://www.gov.za/node/63</reference>
</metadata>
<!-- current dates -->
<holiday validFrom="2013-01-01">
<date>
<fixedDate day="1" month="1" />
</date>
<name lang="en">New Year's Day</name>
<observanceRule dayOfWeek="7" addDays="1" additionalHoliday="true" />
</holiday>
<holiday validFrom="2013-01-01">
<date>
<fixedDate day="21" month="3" />
</date>
<name lang="en">Human Rights Day</name>
<observanceRule dayOfWeek="7" addDays="1" additionalHoliday="true" />
</holiday>
<holiday validFrom="2013-01-01">
<date>
<dateTransformation>
<baseDate>
<specialDate>EASTER_SUNDAY</specialDate>
</baseDate>
<addDays>-2</addDays>
</dateTransformation>
</date>
<name lang="en">Good Friday</name>
</holiday>
<holiday validFrom="2013-01-01">
<date>
<dateTransformation>
<baseDate>
<specialDate>EASTER_SUNDAY</specialDate>
</baseDate>
<addDays>1</addDays>
</dateTransformation>
</date>
<name lang="en">Family Day</name>
</holiday>
<holiday validFrom="2013-01-01">
<date>
<fixedDate day="27" month="4" />
</date>
<name lang="en">Freedom Day</name>
<observanceRule dayOfWeek="7" addDays="1" additionalHoliday="true" />
</holiday>
<holiday validFrom="2013-01-01">
<date>
<fixedDate day="1" month="5" />
</date>
<name lang="en">Workers' Day</name>
<observanceRule dayOfWeek="7" addDays="1" additionalHoliday="true" />
</holiday>
<holiday validFrom="2013-01-01">
<date>
<fixedDate day="16" month="6" />
</date>
<name lang="en">Youth Day</name>
<observanceRule dayOfWeek="7" addDays="1" additionalHoliday="true" />
</holiday>
<holiday validFrom="2013-01-01">
<date>
<fixedDate day="9" month="8" />
</date>
<name lang="en">National Women's Day</name>
<observanceRule dayOfWeek="7" addDays="1" additionalHoliday="true" />
</holiday>
<holiday validFrom="2013-01-01">
<date>
<fixedDate day="24" month="9" />
</date>
<name lang="en">Heritage Day</name>
<observanceRule dayOfWeek="7" addDays="1" additionalHoliday="true" />
</holiday>
<holiday validFrom="2013-01-01">
<date>
<fixedDate day="16" month="12" />
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</holidays> | 25.36036 | 71 | 0.642984 |
d328de950da46f64657c986f095e6faebc1fdebc | 921 | xml | XML | data/images/train/fire.20_11zon.xml | kpradeep1999/object_detection_demo | 8c575f67b0528f29e43c5ebbe2ccbde5662c815f | [
"MIT"
] | null | null | null | data/images/train/fire.20_11zon.xml | kpradeep1999/object_detection_demo | 8c575f67b0528f29e43c5ebbe2ccbde5662c815f | [
"MIT"
] | null | null | null | data/images/train/fire.20_11zon.xml | kpradeep1999/object_detection_demo | 8c575f67b0528f29e43c5ebbe2ccbde5662c815f | [
"MIT"
] | null | null | null | <annotation>
<folder>untitled folder 14</folder>
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69b59ce9d5d7661ac5fed32cc9631bb72ea9be43 | 1,211 | xml | XML | maven/impl-maven/src/test/resources/poms/test-resources.xml | proksch/shrinkwrap-resolver | 6d8df88f72d0647e404a6524a272b9b2d1cdfe61 | [
"Apache-2.0"
] | 111 | 2015-01-15T17:17:19.000Z | 2022-01-15T02:12:21.000Z | maven/impl-maven/src/test/resources/poms/test-resources.xml | proksch/shrinkwrap-resolver | 6d8df88f72d0647e404a6524a272b9b2d1cdfe61 | [
"Apache-2.0"
] | 56 | 2015-02-17T16:28:30.000Z | 2022-01-13T15:15:27.000Z | maven/impl-maven/src/test/resources/poms/test-resources.xml | proksch/shrinkwrap-resolver | 6d8df88f72d0647e404a6524a272b9b2d1cdfe61 | [
"Apache-2.0"
] | 61 | 2015-02-11T17:31:42.000Z | 2022-03-18T08:32:28.000Z | <?xml version="1.0" encoding="UTF-8"?>
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<!-- Model Version -->
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<!-- Artifact Configuration -->
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<artifactId>shrinkwrap-resolver-impl-maven-test-resources</artifactId>
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<name>ShrinkWrap Resolver Maven Importer Implementation Tests: Build Resources</name>
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<build>
<testOutputDirectory>myoutputdir</testOutputDirectory>
<resources>
<resource>
<directory>${basedir}/src/main/resources</directory>
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<testResources>
<testResource>
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b2a0716a34b7c73eb2c816b4f0e34d933f7fa355 | 321 | xml | XML | addons/nuxeo-drive-server/nuxeo-drive-core/src/test/resources/OSGI-INF/test-nuxeodrive-clustering-enabled-repo-contrib.xml | ron1/nuxeo | b75665c9c22b4d6c280003c9e672a4edf59ea96d | [
"Apache-2.0"
] | 1 | 2021-02-15T19:07:59.000Z | 2021-02-15T19:07:59.000Z | addons/nuxeo-drive-server/nuxeo-drive-core/src/test/resources/OSGI-INF/test-nuxeodrive-clustering-enabled-repo-contrib.xml | ron1/nuxeo | b75665c9c22b4d6c280003c9e672a4edf59ea96d | [
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] | 1 | 2022-03-17T14:55:30.000Z | 2022-03-17T14:55:30.000Z | <?xml version="1.0"?>
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87913cfb03a19dd72da882950bde9b64caa9c7d6 | 352 | xml | XML | Languages/PortugueseBrazilian/DefInjected/RecipeDefs/Recipes_ButcheryDrone.xml | zymex22/PRF-Lite | 7f50d8262b520b44479f59fbc552928d04ec14bb | [
"MIT"
] | null | null | null | Languages/PortugueseBrazilian/DefInjected/RecipeDefs/Recipes_ButcheryDrone.xml | zymex22/PRF-Lite | 7f50d8262b520b44479f59fbc552928d04ec14bb | [
"MIT"
] | 1 | 2021-02-23T19:51:27.000Z | 2021-02-23T19:51:27.000Z | Languages/PortugueseBrazilian/DefInjected/RecipeDefs/Recipes_ButcheryDrone.xml | zymex22/PRF-Lite | 7f50d8262b520b44479f59fbc552928d04ec14bb | [
"MIT"
] | 2 | 2021-02-22T20:57:08.000Z | 2021-05-10T00:14:43.000Z | <?xml version="1.0" encoding="utf-8"?>
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131cfea29caff6a34b4b2f30478761a27380d58e | 492 | xml | XML | src/lib_foo/package.xml | romainreignier/share_ros1_ros2_lib_demo | 8a84d1ad3550453facddde9d57b384da4acad183 | [
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] | 16 | 2019-07-12T01:20:24.000Z | 2022-02-25T06:21:10.000Z | src/lib_foo/package.xml | Kyungpyo-Kim/share_ros1_ros2_lib_demo | 8a84d1ad3550453facddde9d57b384da4acad183 | [
"BSD-3-Clause"
] | 1 | 2022-01-20T13:00:44.000Z | 2022-01-20T13:00:44.000Z | src/lib_foo/package.xml | Kyungpyo-Kim/share_ros1_ros2_lib_demo | 8a84d1ad3550453facddde9d57b384da4acad183 | [
"BSD-3-Clause"
] | 3 | 2020-01-30T03:53:59.000Z | 2020-08-19T01:56:31.000Z | <?xml version="1.0"?>
<package format="3">
<name>lib_foo</name>
<version>0.0.1</version>
<description>A dummy lib to make pure CMake lib to work woth ROS 1 and ROS 2</description>
<maintainer email="rre@robopec.com">rre</maintainer>
<license>BSD</license>
<buildtool_depend condition="$ROS_VERSION == 1">catkin</buildtool_depend>
<buildtool_depend condition="$ROS_VERSION == 2">ament_cmake</buildtool_depend>
<export>
<build_type>cmake</build_type>
</export>
</package>
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"Apache-2.0"
] | 13 | 2016-05-24T00:09:44.000Z | 2021-04-02T17:04:10.000Z | entity-services-e2e/data/Superstore/4354.xml | sarojsethy/entity-services | cc254e5bb016bdf5965d8d2bbc6a8e91250fede2 | [
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] | 300 | 2016-05-12T19:01:01.000Z | 2020-07-15T16:22:08.000Z | entity-services-e2e/data/Superstore/4354.xml | sarojsethy/entity-services | cc254e5bb016bdf5965d8d2bbc6a8e91250fede2 | [
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"MIT"
] | 123 | 2020-03-11T22:04:33.000Z | 2022-03-31T03:29:20.000Z | data/WIDER_FACE_rect/annotations/19--Couple_19_Couple_Couple_19_527.xml | gemhalo1/libfacedetection.train | fbbf5f3c9da95904ae3b434a875ce98c023962b4 | [
"MIT"
] | null | null | null | data/WIDER_FACE_rect/annotations/19--Couple_19_Couple_Couple_19_527.xml | gemhalo1/libfacedetection.train | fbbf5f3c9da95904ae3b434a875ce98c023962b4 | [
"MIT"
] | 50 | 2020-03-13T14:35:00.000Z | 2022-02-21T08:38:23.000Z | <?xml version="1.0" ?>
<annotation>
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<filename>19--Couple_19_Couple_Couple_19_527.jpg</filename>
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abf67ec8da57b883d6868ae81871a34b4434ff72 | 1,399 | xml | XML | pipeline/src/test/resources/thesaurus/pharmacologicsubstance/dioxaphetylbutyrate.xml | detnavillus/modular-informatic-designs | 15f5ff2abe1aefe9286daaeb7ac00d68e69d761d | [
"Apache-2.0"
] | 1 | 2020-01-05T04:19:08.000Z | 2020-01-05T04:19:08.000Z | pipeline/src/test/resources/thesaurus/pharmacologicsubstance/dioxaphetylbutyrate.xml | detnavillus/modular-informatic-designs | 15f5ff2abe1aefe9286daaeb7ac00d68e69d761d | [
"Apache-2.0"
] | null | null | null | pipeline/src/test/resources/thesaurus/pharmacologicsubstance/dioxaphetylbutyrate.xml | detnavillus/modular-informatic-designs | 15f5ff2abe1aefe9286daaeb7ac00d68e69d761d | [
"Apache-2.0"
] | 6 | 2015-11-13T15:39:06.000Z | 2020-07-09T16:04:43.000Z | <Record>
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| 60.826087 | 499 | 0.835597 |
1e9766f0990487b973f8543364a2fad7faef2584 | 3,327 | xaml | XML | MusicScalesPractice/MainWindow.xaml | TomerMe2/MusicScalesPractice | 4b050794d54b732246ba9acecca33ccc66dd9f78 | [
"Apache-2.0"
] | null | null | null | MusicScalesPractice/MainWindow.xaml | TomerMe2/MusicScalesPractice | 4b050794d54b732246ba9acecca33ccc66dd9f78 | [
"Apache-2.0"
] | null | null | null | MusicScalesPractice/MainWindow.xaml | TomerMe2/MusicScalesPractice | 4b050794d54b732246ba9acecca33ccc66dd9f78 | [
"Apache-2.0"
] | null | null | null | <Window x:Class="MusicScalesPractice.MainWindow"
xmlns="http://schemas.microsoft.com/winfx/2006/xaml/presentation"
xmlns:x="http://schemas.microsoft.com/winfx/2006/xaml"
xmlns:d="http://schemas.microsoft.com/expression/blend/2008"
xmlns:mc="http://schemas.openxmlformats.org/markup-compatibility/2006"
xmlns:local="clr-namespace:MusicScalesPractice"
mc:Ignorable="d"
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| 103.96875 | 221 | 0.708446 |
0b802530c78af1e6ee2758a3b562b4570e11423f | 134,048 | xml | XML | downloaded_data/7240/data.xml | AlexsLemonade/rna-seq-accession-management | ae97a60b21a25084ab2b2c4b12518a66e5db82dd | [
"BSD-3-Clause"
] | null | null | null | downloaded_data/7240/data.xml | AlexsLemonade/rna-seq-accession-management | ae97a60b21a25084ab2b2c4b12518a66e5db82dd | [
"BSD-3-Clause"
] | 1 | 2019-07-01T18:17:27.000Z | 2019-07-02T18:41:39.000Z | downloaded_data/7240/data.xml | AlexsLemonade/rna-seq-accession-management | ae97a60b21a25084ab2b2c4b12518a66e5db82dd | [
"BSD-3-Clause"
] | null | null | null | <?xml version="1.0" encoding="UTF-8"?>
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<NAME>RNAseq Drosophila species against parasitoid</NAME>
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<PROJECT accession="PRJEB20533" alias="ena-STUDY-VETMEDUNI_POPGEN-24-04-2017-13:29:47:647-152" center_name="Institute of Population Genetics, University of Veterinary Medicine, Vienna (Vetmeduni Vienna)">
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<SUBMITTER_ID namespace="VETMEDUNI_POPGEN">ena-STUDY-VETMEDUNI_POPGEN-24-04-2017-13:29:47:647-152</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Pele invasion in Dsim</NAME>
<TITLE>P-element invasion in Drosophila simulans</TITLE>
<DESCRIPTION>P-element invasion in Drosophila simulans</DESCRIPTION>
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<PROJECT accession="PRJEB27022" alias="ena-STUDY-VETMEDUNI_POPGEN-29-05-2018-22:06:33:416-343" center_name="Institute of Population Genetics, University of Veterinary Medicine, Vienna (Vetmeduni Vienna)">
<IDENTIFIERS>
<PRIMARY_ID>PRJEB27022</PRIMARY_ID>
<SECONDARY_ID>ERP109058</SECONDARY_ID>
<SUBMITTER_ID namespace="VETMEDUNI_POPGEN">ena-STUDY-VETMEDUNI_POPGEN-29-05-2018-22:06:33:416-343</SUBMITTER_ID>
</IDENTIFIERS>
<TITLE>A simple genetic basis of adaptation to a novel thermal environment results in complex metabolic rewiring in Drosophila</TITLE>
<DESCRIPTION>Background: Population genetic theory predicts that rapid adaptation is largely driven by complex traits encoded by many loci of small effect. Because large effect loci are quickly fixed in natural populations, they should not contribute much to rapid adaptation.Results: To investigate the genetic architecture of thermal adaptation - a highly complex trait - we performed experimental evolution on a natural Drosophila simulans population. Transcriptome and respiration measurements revealed extensive metabolic rewiring after only ~60 generations in a hot environment. Analysis of genome-wide polymorphisms identified two interacting selection targets, Sestrin and SNF4Aγ, pointing to AMPK, a central metabolic switch, as a key factor for thermal adaptation.Conclusions: Our results demonstrate that large-effect loci segregating at intermediate allele frequencies can allow natural populations to rapidly respond to selection. Because SNF4Aγ also exhibits clinal variation in various Drosophila species, we suggest that this large effect polymorphism is maintained by temporal and spatial temperature variation in natural environments.</DESCRIPTION>
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<VALUE>2018-07-27</VALUE>
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<PROJECT accession="PRJEB30547" alias="ena-STUDY-VETMEDUNI_POPGEN-02-01-2019-12:46:12:933-511" center_name="Institute of Population Genetics, University of Veterinary Medicine, Vienna (Vetmeduni Vienna)">
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<PRIMARY_ID>PRJEB30547</PRIMARY_ID>
<SECONDARY_ID>ERP113018</SECONDARY_ID>
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</IDENTIFIERS>
<TITLE>24-hour age difference causes twice as much gene expression divergence as 100 generations of adaptation to a novel environment</TITLE>
<DESCRIPTION>Gene expression profiling is one of the most reliable high-throughput phenotyping methods, allowing to quantify the transcript abundance of expressed genes. Because many biotic and abiotic factors influence gene expression, it is recommended to control them as tightly as possible. Here we show that the 24-hour age difference of Drosophila simulans females that were subjected to RNA-Seq five and six days after eclosure results in more than 2000 differentially expressed genes. This is twice the number of genes that changed gene expression during 100 generations of evolution in a novel hot laboratory environment. Importantly, most of the genes differing in expression due to age introduce false positives/negatives if an adaptive gene expression analysis is not controlled for age. Our results indicate that tightly controlled experimental conditions, including precise developmental staging, are needed for reliable gene expression analyses, in particular in an evolutionary framework.</DESCRIPTION>
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<VALUE>2019-01-25</VALUE>
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<VALUE>2019-01-02</VALUE>
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<PROJECT accession="PRJEB7936" alias="ena-STUDY-VETMEDUNI_POPGEN-05-12-2014-16:40:37:345-23" center_name="Institute of Population Genetics, University of Veterinary Medicine, Vienna (Vetmeduni Vienna)">
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<SUBMITTER_ID namespace="VETMEDUNI_POPGEN">ena-STUDY-VETMEDUNI_POPGEN-05-12-2014-16:40:37:345-23</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>P-element in Dsim</NAME>
<TITLE>P-element in Dsim</TITLE>
<DESCRIPTION>Pele in dsim</DESCRIPTION>
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<LOCUS_TAG_PREFIX>BN2756</LOCUS_TAG_PREFIX>
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<ID>ERX639553-ERX639559</ID>
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<ID>ERR694694-ERR694700</ID>
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<ID><![CDATA[http://www.ebi.ac.uk/ena/data/warehouse/filereport?accession=PRJEB7936&result=read_run&fields=run_accession,submitted_ftp,submitted_md5,submitted_bytes,submitted_format]]></ID>
</XREF_LINK>
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</PROJECT_LINKS>
<PROJECT_ATTRIBUTES>
<PROJECT_ATTRIBUTE>
<TAG>ENA-FIRST-PUBLIC</TAG>
<VALUE>2015-05-15</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-LAST-UPDATE</TAG>
<VALUE>2016-05-20</VALUE>
</PROJECT_ATTRIBUTE>
</PROJECT_ATTRIBUTES>
</PROJECT>
<PROJECT accession="PRJNA132691" alias="PRJNA132691" center_name="Institute for Genomics and Systems Biology, University of Chicago">
<IDENTIFIERS>
<PRIMARY_ID>PRJNA132691</PRIMARY_ID>
<SECONDARY_ID>SRP003653</SECONDARY_ID>
<EXTERNAL_ID namespace="GEO">GSE24449</EXTERNAL_ID>
<SUBMITTER_ID namespace="Institute for Genomics and Systems Biology, University of Chicago">PRJNA132691</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Genome-wide comparative ChIP-seq data of CTCF and RNA-seq data in Drosophila white prepupa on Illumina Genome Analyzer</NAME>
<TITLE>Genome-wide comparative ChIP-seq data of CTCF and RNA-seq data in Drosophila white prepupa on Illumina Genome Analyzer</TITLE>
<DESCRIPTION>This is a dataset which comprises the following two different kinds of genomic data in Drosophila species: First, triplicate ChIP-seq data of CTCF (CCCTC binding factor) binding profiles in each of the four closely related Drosophila species : Drosophila melanogaster, Drosophila simulans, Drosophila yakuba and Drosophila pseudoobscura at white pre pupa stage; Second, triplicate RNA-seq data of white pre pupa whole animals of three Drosophila species: Drosophila melanogaster, Drosophila simulans and Drosophila yakub. The binding site/region/peaks are called using a modified method of QuEST( please see details in our related publication). The sequence read counts and RPKM values are calculated following the method in Mortazavi et al 2008 Nature Methods paper. For data usage terms and conditions, please refer to http://www.genome.gov/27528022 and http://www.genome.gov/Pages/Research/ENCODE/ENCODEDataReleasePolicyFinal2008.pdf Overall design: Examination of CTCF binding in 4 Drosophila species and their correlation with gene expression levels in the same development stages</DESCRIPTION>
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</XREF_LINK>
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</PROJECT_LINKS>
<PROJECT_ATTRIBUTES>
<PROJECT_ATTRIBUTE>
<TAG>ENA-REFSEQ</TAG>
<VALUE>N</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>PROJECT-ID</TAG>
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<VALUE>SUBMISSION</VALUE>
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<PROJECT_ATTRIBUTE>
<TAG>ENA-FIRST-PUBLIC</TAG>
<VALUE>2013-05-31</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-LAST-UPDATE</TAG>
<VALUE>2018-01-28</VALUE>
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</PROJECT_ATTRIBUTES>
</PROJECT>
Entry: PRJNA139725 display type is either not supported or entry is not found.
Entry: PRJNA146121 display type is either not supported or entry is not found.
<PROJECT accession="PRJNA159443" alias="PRJNA159443" center_name="Sharp, Biology, MIT">
<IDENTIFIERS>
<PRIMARY_ID>PRJNA159443</PRIMARY_ID>
<SECONDARY_ID>SRP012190</SECONDARY_ID>
<EXTERNAL_ID namespace="GEO">GSE36764</EXTERNAL_ID>
<SUBMITTER_ID namespace="Sharp, Biology, MIT">PRJNA159443</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Expression profiling of Drosophila testes</NAME>
<TITLE>Expression profiling of Drosophila testes</TITLE>
<DESCRIPTION>We performed mRNA-seq of dissected testes of multiple Drosophila species and RNAi animals Overall design: mRNA seq of testis</DESCRIPTION>
<SUBMISSION_PROJECT>
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<PARENT_PROJECT accession="PRJNA159211"/>
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</XREF_LINK>
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</PROJECT_LINKS>
<PROJECT_ATTRIBUTES>
<PROJECT_ATTRIBUTE>
<TAG>ENA-REFSEQ</TAG>
<VALUE>N</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>PROJECT-ID</TAG>
<VALUE>159443</VALUE>
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<VALUE>SUBMISSION</VALUE>
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<PROJECT_ATTRIBUTE>
<TAG>ENA-FIRST-PUBLIC</TAG>
<VALUE>2013-05-31</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-LAST-UPDATE</TAG>
<VALUE>2018-08-04</VALUE>
</PROJECT_ATTRIBUTE>
</PROJECT_ATTRIBUTES>
</PROJECT>
<PROJECT accession="PRJNA174356" alias="PRJNA174356" center_name="Non-coding RNA, epigenetics and genome stability, Institute of Human Genetics, CNRS">
<IDENTIFIERS>
<PRIMARY_ID>PRJNA174356</PRIMARY_ID>
<SECONDARY_ID>SRP015363</SECONDARY_ID>
<EXTERNAL_ID namespace="GEO">GSE40592</EXTERNAL_ID>
<SUBMITTER_ID namespace="Non-coding RNA, epigenetics and genome stability, Institute of Human Genetics, CNRS">PRJNA174356</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Drosophila simulans</NAME>
<TITLE>Maternally deposited germline piRNAs silence the tirant retrotransposon in somatic cells</TITLE>
<DESCRIPTION>Transposable elements (TEs), whose propagation can result in severe damage to the host genome, are silenced in the animal gonad by Piwi-interacting RNAs (piRNAs). piRNAs produced in the ovaries are deposited in the embryonic germline and initiate TE repression in the germline progeny. Whether the maternally transmitted piRNAs play a role in the silencing of somatic TEs is, however, unknown. Here we show that maternally transmitted piRNAs from the tirant retrotransposon in Drosophila are required for the somatic silencing of the TE and correlate with an increase in histone H3K9 trimethylation an active tirant copy. Overall design: Comparison of tirant piRNAs in two Drosophila simulans natural populations.</DESCRIPTION>
<SUBMISSION_PROJECT>
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<ORGANISM>
<TAXON_ID>7240</TAXON_ID>
<SCIENTIFIC_NAME>Drosophila simulans</SCIENTIFIC_NAME>
</ORGANISM>
</SUBMISSION_PROJECT>
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<PARENT_PROJECT accession="PRJNA12463"/>
</RELATED_PROJECT>
</RELATED_PROJECTS>
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</XREF_LINK>
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</PROJECT_LINKS>
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<PROJECT_ATTRIBUTE>
<TAG>ENA-REFSEQ</TAG>
<VALUE>N</VALUE>
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<PROJECT_ATTRIBUTE>
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<VALUE>174356</VALUE>
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</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-FIRST-PUBLIC</TAG>
<VALUE>2013-05-31</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-LAST-UPDATE</TAG>
<VALUE>2019-05-19</VALUE>
</PROJECT_ATTRIBUTE>
</PROJECT_ATTRIBUTES>
</PROJECT>
<PROJECT accession="PRJNA181345" alias="PRJNA181345" center_name="Cornell University">
<IDENTIFIERS>
<PRIMARY_ID>PRJNA181345</PRIMARY_ID>
<SECONDARY_ID>SRP017257</SECONDARY_ID>
<SUBMITTER_ID namespace="Cornell University">PRJNA181345</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Psathyrella</NAME>
<TITLE>TE regulation and small RNA production in Drosophila interspecific hybrids</TITLE>
<DESCRIPTION>We compared Drosophila melanogaster, Drosophila simulans and their interspecific hybrid ovaries using mRNA and small RNA seq. We also compared two strains of Drosophila melanogaster (wK and w1118) and the F1 dysgenic hybrids using small-RNA seq. Transcriptome or Gene expression</DESCRIPTION>
<SUBMISSION_PROJECT>
<SEQUENCING_PROJECT/>
<ORGANISM>
<TAXON_ID>71729</TAXON_ID>
<SCIENTIFIC_NAME>Psathyrella</SCIENTIFIC_NAME>
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<SECONDARY_ID>SRP020619</SECONDARY_ID>
<SUBMITTER_ID namespace="UC Irvine">PRJNA193071</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Drosophila simulans strain:w501</NAME>
<TITLE>Drosophila simulans strain:w501 Transcriptome or Gene expression</TITLE>
<DESCRIPTION>Single end RNA sequencing for D simulans w501 reference strain.</DESCRIPTION>
<SUBMISSION_PROJECT>
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<TAXON_ID>7240</TAXON_ID>
<SCIENTIFIC_NAME>Drosophila simulans</SCIENTIFIC_NAME>
<STRAIN>w501</STRAIN>
</ORGANISM>
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</XREF_LINK>
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</XREF_LINK>
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<VALUE>2013-05-31</VALUE>
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<VALUE>2018-01-28</VALUE>
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<PROJECT accession="PRJNA205470" alias="PRJNA205470" center_name="Carnegie Mellon University">
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<SECONDARY_ID>SRP023274</SECONDARY_ID>
<SUBMITTER_ID namespace="Carnegie Mellon University">PRJNA205470</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Drosophila</NAME>
<TITLE>D. simulans tsimbazazaa and D. sechellia 14021-0428.25 Transcriptome or Gene expression</TITLE>
<DESCRIPTION>Transcriptome RNA-seq data from D. simulans and D. sechellia adult females.</DESCRIPTION>
<SUBMISSION_PROJECT>
<SEQUENCING_PROJECT/>
<ORGANISM>
<TAXON_ID>7215</TAXON_ID>
<SCIENTIFIC_NAME>Drosophila</SCIENTIFIC_NAME>
</ORGANISM>
</SUBMISSION_PROJECT>
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<RELATED_PROJECT>
<PARENT_PROJECT accession="PRJNA190716"/>
</RELATED_PROJECT>
</RELATED_PROJECTS>
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<ID>24515119</ID>
</XREF_LINK>
</PROJECT_LINK>
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</XREF_LINK>
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<VALUE>N</VALUE>
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<VALUE>2013-05-31</VALUE>
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<TAG>ENA-LAST-UPDATE</TAG>
<VALUE>2018-01-28</VALUE>
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<PROJECT accession="PRJNA208680" alias="PRJNA208680" center_name="University of Michigan">
<IDENTIFIERS>
<PRIMARY_ID>PRJNA208680</PRIMARY_ID>
<SECONDARY_ID>SRP026109</SECONDARY_ID>
<EXTERNAL_ID namespace="GEO">GSE48017</EXTERNAL_ID>
<SUBMITTER_ID namespace="University of Michigan">PRJNA208680</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>New microRNAs in Drosophila</NAME>
<TITLE>New microRNAs in Drosophila</TITLE>
<DESCRIPTION>MicroRNAs (miRNA) are small, endogenous RNAs that regulate the expression of mRNAs posttranscriptionally. Evolutionarily new miRNAs, like new protein-coding genes, are dominantly expressed in reproductive organs. To dissect the evolutionary dynamics of new miRNAs in Drosophila spp, we sequenced small RNAs from two species of Drosophila, including four samples from reproductive organs and one sample from imaginal discs / CNS. miRNA expression profile shows vast majority of new miRNAs are specifically expressed in testes and/or ovaries, suggesting a role of sexual selection for new miRNA evolution. Overall design: Five small RNA samples, mainly from reproductive organs of D. simulans and D. pseudoobscura were analyzed. The small RNAs were sequenced by Illumina HiSeq 2000. After triming the adapters, the 18-30 nt sequences were extracted for further study.</DESCRIPTION>
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</SUBMISSION_PROJECT>
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</XREF_LINK>
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<XREF_LINK>
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<ID>SRX306715-SRX306719</ID>
</XREF_LINK>
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<ID>SRR902008-SRR902012</ID>
</XREF_LINK>
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</XREF_LINK>
</PROJECT_LINK>
</PROJECT_LINKS>
<PROJECT_ATTRIBUTES>
<PROJECT_ATTRIBUTE>
<TAG>ENA-REFSEQ</TAG>
<VALUE>N</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>PROJECT-ID</TAG>
<VALUE>208680</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
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</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-FIRST-PUBLIC</TAG>
<VALUE>2013-12-31</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-LAST-UPDATE</TAG>
<VALUE>2019-05-17</VALUE>
</PROJECT_ATTRIBUTE>
</PROJECT_ATTRIBUTES>
</PROJECT>
<PROJECT accession="PRJNA210329" alias="PRJNA210329" center_name="UNIVERSITY OF CALIFORNIA, DAVIS">
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<PRIMARY_ID>PRJNA210329</PRIMARY_ID>
<SECONDARY_ID>SRP026689</SECONDARY_ID>
<SUBMITTER_ID namespace="UNIVERSITY OF CALIFORNIA, DAVIS">PRJNA210329</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Drosophila</NAME>
<TITLE>The population genetics of De novo genes in Drosophila</TITLE>
<DESCRIPTION>This study looks at the population genetics of de novo genes segregating within the model organism Drosophila melanogaster. We look at different lines from the DGRP project and report findings on allele frequency differences, allelic imbalances, and expression level differences of these de novo genes.</DESCRIPTION>
<SUBMISSION_PROJECT>
<SEQUENCING_PROJECT/>
<ORGANISM>
<TAXON_ID>7215</TAXON_ID>
<SCIENTIFIC_NAME>Drosophila</SCIENTIFIC_NAME>
</ORGANISM>
</SUBMISSION_PROJECT>
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<RELATED_PROJECT>
<PARENT_PROJECT accession="PRJNA9554"/>
</RELATED_PROJECT>
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</XREF_LINK>
</PROJECT_LINK>
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<XREF_LINK>
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</XREF_LINK>
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</XREF_LINK>
</PROJECT_LINK>
</PROJECT_LINKS>
<PROJECT_ATTRIBUTES>
<PROJECT_ATTRIBUTE>
<TAG>ENA-REFSEQ</TAG>
<VALUE>N</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>PROJECT-ID</TAG>
<VALUE>210329</VALUE>
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<PROJECT_ATTRIBUTE>
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<PROJECT_ATTRIBUTE>
<TAG>ENA-FIRST-PUBLIC</TAG>
<VALUE>2013-10-11</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-LAST-UPDATE</TAG>
<VALUE>2018-01-28</VALUE>
</PROJECT_ATTRIBUTE>
</PROJECT_ATTRIBUTES>
</PROJECT>
<PROJECT accession="PRJNA213116" alias="PRJNA213116" center_name="Evolution Genomes and Speciation, INEE, CNRS UPR9034">
<IDENTIFIERS>
<PRIMARY_ID>PRJNA213116</PRIMARY_ID>
<SECONDARY_ID>SRP028168</SECONDARY_ID>
<EXTERNAL_ID namespace="GEO">GSE49127</EXTERNAL_ID>
<SUBMITTER_ID namespace="Evolution Genomes and Speciation, INEE, CNRS UPR9034">PRJNA213116</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Drosophila simulans</NAME>
<TITLE>Variation of gene expression associated with colonisation of an anthropized environment: comparison between African and European populations of Drosophila simulans</TITLE>
<DESCRIPTION>The comparison of transcriptome profiles among populations is a powerful tool for investigating the role of gene expression change in adaptation to new environments. In this study, we use massively parallel sequencing of 39 cDNAs obtained from large samples of adult males, to compare a population of Drosophila simulans from a natural reserve within its ancestral range (eastern Africa) with a derived population collected in the strongly anthropized Rhone valley (France). The goal was to scan for adaptation linked to the invasion of new environments by the species. Among 15,090 genes retained for the analysis, 794 were found to be differentially expressed between the two populations. We observed an increase in expression of reproduction-related genes in eastern Africa, and an even stronger increase in expression of Cytochrome P450, Glutathione transferase and Glucuronosyl transferase genes in the derived population. These three gene families are involved in detoxification processes, which suggests that pesticides are a major environmental pressure for the species in this area. The survey of the Cyp6g1 upstream region revealed the insertion of a transposable element, Juan, in the regulatory sequence that is almost fixed in the Rhoˆne Valley, but barely present in Mayotte. This shows that Cyp6g1 has undergone parallel evolution in derived populations of D. simulans as previously shown for D. melanogaster. The increasing amount of data produced by comparative population genomics and transcriptomics should permit the identification of additional genes associated with functional divergence among those differentially expressed. Overall design: Two samples for two populations, with diverse medium. Each sample composed of 100 males from a 100 different wild-caught females</DESCRIPTION>
<SUBMISSION_PROJECT>
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<ORGANISM>
<TAXON_ID>7240</TAXON_ID>
<SCIENTIFIC_NAME>Drosophila simulans</SCIENTIFIC_NAME>
</ORGANISM>
</SUBMISSION_PROJECT>
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<RELATED_PROJECT>
<PARENT_PROJECT accession="PRJNA12463"/>
</RELATED_PROJECT>
</RELATED_PROJECTS>
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</XREF_LINK>
</PROJECT_LINK>
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<XREF_LINK>
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<ID>SRX327240-SRX327243</ID>
</XREF_LINK>
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<XREF_LINK>
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</XREF_LINK>
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</XREF_LINK>
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</PROJECT_LINKS>
<PROJECT_ATTRIBUTES>
<PROJECT_ATTRIBUTE>
<TAG>ENA-REFSEQ</TAG>
<VALUE>N</VALUE>
</PROJECT_ATTRIBUTE>
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<VALUE>213116</VALUE>
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<VALUE>SUBMISSION</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-FIRST-PUBLIC</TAG>
<VALUE>2013-12-01</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-LAST-UPDATE</TAG>
<VALUE>2019-05-19</VALUE>
</PROJECT_ATTRIBUTE>
</PROJECT_ATTRIBUTES>
</PROJECT>
<PROJECT accession="PRJNA215423" alias="PRJNA215423" center_name="Kevin White lab, Institute for Genomics and Systems Biology, University of Chicago">
<IDENTIFIERS>
<PRIMARY_ID>PRJNA215423</PRIMARY_ID>
<SECONDARY_ID>SRP028876</SECONDARY_ID>
<EXTERNAL_ID namespace="GEO">GSE49945</EXTERNAL_ID>
<SUBMITTER_ID namespace="Kevin White lab, Institute for Genomics and Systems Biology, University of Chicago">PRJNA215423</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Genome-wide comparative ChIP-seq data of H3K27me3 and RNA-seq data in Drosophila white prepupa on Illumina Genome Analyzer</NAME>
<TITLE>Genome-wide comparative ChIP-seq data of H3K27me3 and RNA-seq data in Drosophila white prepupa on Illumina Genome Analyzer</TITLE>
<DESCRIPTION>This data consists of RNA-seq data of whole animal white pre pupa of four Drosophila species: Drosophila melanogaster, Drosophila simulans, Drosophila yakuba, and Drosophila pseudoobscura. The processed RPKM values are calculated following the method in Garber et al 2011 Nature Methods paper. Overall design: Examination of H3K27me3 in 4 Drosophila species and its correlation with gene expression levels in the same development stage relevant ChIP-seq data can be found in GSE27111 [for melanogaster], GSE23537 SuperSeries [for simulans, yakuba, and pseudoobscura] (SubSeries: GSE25663, GSE25668, GSE50819)</DESCRIPTION>
<SUBMISSION_PROJECT>
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</SUBMISSION_PROJECT>
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<DB>PUBMED</DB>
<ID>24985914</ID>
</XREF_LINK>
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<PROJECT_LINK>
<XREF_LINK>
<DB>ENA-SAMPLE</DB>
<ID>SRS471071-SRS471074</ID>
</XREF_LINK>
</PROJECT_LINK>
<PROJECT_LINK>
<XREF_LINK>
<DB>ENA-EXPERIMENT</DB>
<ID>SRX336058-SRX336061</ID>
</XREF_LINK>
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<XREF_LINK>
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</XREF_LINK>
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</XREF_LINK>
</PROJECT_LINK>
</PROJECT_LINKS>
<PROJECT_ATTRIBUTES>
<PROJECT_ATTRIBUTE>
<TAG>ENA-REFSEQ</TAG>
<VALUE>N</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>PROJECT-ID</TAG>
<VALUE>215423</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
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</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-FIRST-PUBLIC</TAG>
<VALUE>2013-08-18</VALUE>
</PROJECT_ATTRIBUTE>
<PROJECT_ATTRIBUTE>
<TAG>ENA-LAST-UPDATE</TAG>
<VALUE>2018-01-28</VALUE>
</PROJECT_ATTRIBUTE>
</PROJECT_ATTRIBUTES>
</PROJECT>
<PROJECT accession="PRJNA234526" alias="PRJNA234526" center_name="University of Florida">
<IDENTIFIERS>
<PRIMARY_ID>PRJNA234526</PRIMARY_ID>
<SECONDARY_ID>SRP035389</SECONDARY_ID>
<EXTERNAL_ID namespace="GEO">GSE54068</EXTERNAL_ID>
<SUBMITTER_ID namespace="University of Florida">PRJNA234526</SUBMITTER_ID>
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<NAME>Drosophila simulans</NAME>
<TITLE>RNA-seq: technical variability and sampling (male)</TITLE>
<DESCRIPTION>Background: RNA-seq is revolutionizing the way we study transcriptomes. mRNA can be surveyed without prior knowledge of gene transcripts. Alternative splicing of transcript isoforms and the identification of previously unknown exons are being reported. Initial reports of differences in exon usage, and splicing between samples as well as quantitative differences among samples are beginning to surface. Biological variation has been reported to be larger than technical variation. In addition, technical variation has been reported to be in line with expectations due to random sampling. However, strategies for dealing with technical variation will differ depending on the magnitude. The size of technical variance, and the role of sampling are examined in this manuscript. Results: Independent Solexa/Illumina experiments containing technical replicates are analyzed. When coverage is low, large disagreements between technical replicates are apparent. Exon detection between technical replicates is highly variable when the coverage is less than 5 reads per nucleotide and estimates of gene expression are more likely to disagree when coverage is low. Although large disagreements in the estimates of expression are observed at all levels of coverage. Conclusions: Technical variability is too high to ignore. Technical variability results in inconsistent detection of exons at low levels of coverage. Further, the estimate of the relative abundance of a transcript can substantially disagree, even when coverage levels are high. This may be due to the low sampling fraction and if so, it will persist as an issue needing to be addressed in experimental design even as the next wave of technology produces larger numbers of reads. We provide practical recommendations for dealing with the technical variability, without dramatic cost increases. Overall design: Three independent samples of D. simulans male heads were collected with each sample representing a unique pool of biological material. Each sample was prepared according to manufacturer's instructions and then the same library was run on two lanes of a Solexa/Illumina flow cell, resulting in two technical replicates for each biological replicate, runs were 36 base-pair paired end.</DESCRIPTION>
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<TITLE>Recurrent interactions with heterochromatic repeats drive the evolution of hybrid incompatibility genes Lhr and Hmr</TITLE>
<DESCRIPTION>To investigate the roles of the hybrid incompatibility genes Lhr and Hmr in repression of repetitive DNA and to examine the transcriptomes of D. melanogaster-D. simulans hybrid larvae.</DESCRIPTION>
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<PROJECT accession="PRJNA242736" alias="PRJNA242736" center_name="Department of Biological Statistics and Computational Biology, Cornell University">
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<SECONDARY_ID>SRP040593</SECONDARY_ID>
<EXTERNAL_ID namespace="GEO">GSE56244</EXTERNAL_ID>
<SUBMITTER_ID namespace="Department of Biological Statistics and Computational Biology, Cornell University">PRJNA242736</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Small RNAs from four Drosophila melanogaster-subgroup species</NAME>
<TITLE>Small RNAs from four Drosophila melanogaster-subgroup species</TITLE>
<DESCRIPTION>Curration of small RNAs from four melanogaster-subgroup species (Drosophila simulans, Drosophila sechellia, Drosophila erecta, and Drosophila yakuba) for the purpose of non-coding RNA annotation and comparative genomics assessment. Overall design: Non-replicated small RNA samples from four melanogaster-subgroup species.</DESCRIPTION>
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</IDENTIFIERS>
<NAME>Drosophila simulans strain:M252</NAME>
<TITLE>Drosophila simulans strain M252 assembly</TITLE>
<DESCRIPTION>Assembly and annotation</DESCRIPTION>
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<LOCUS_TAG_PREFIX>DH64</LOCUS_TAG_PREFIX>
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<TAXON_ID>7240</TAXON_ID>
<SCIENTIFIC_NAME>Drosophila simulans</SCIENTIFIC_NAME>
<STRAIN>M252</STRAIN>
</ORGANISM>
</SUBMISSION_PROJECT>
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<PARENT_PROJECT accession="PRJNA12463"/>
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<VALUE>N</VALUE>
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<PROJECT accession="PRJNA260940" alias="PRJNA260940" center_name="University of California Davis">
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<SECONDARY_ID>SRP047141</SECONDARY_ID>
<SUBMITTER_ID namespace="University of California Davis">PRJNA260940</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Drosophila</NAME>
<TITLE>Parallel gene expression and variation of Drosophila melanogaster and Drosophila simulans from high and low latitude</TITLE>
<DESCRIPTION>To investigate geographic expression differentiation we compared, at two temperatures, the whole male transcriptome of Drosophila melanogaster and its sister species, D. simulans, sampled from high and low latitude populations from the Americas.</DESCRIPTION>
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<SCIENTIFIC_NAME>Drosophila</SCIENTIFIC_NAME>
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<PROJECT accession="PRJNA280578" alias="PRJNA280578" center_name="UConn Health Center">
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<PRIMARY_ID>PRJNA280578</PRIMARY_ID>
<SECONDARY_ID>SRP056962</SECONDARY_ID>
<SUBMITTER_ID namespace="UConn Health Center">PRJNA280578</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Drosophila</NAME>
<TITLE>Total RNA Sequencing of Drosophila pseudoobscura, Drosophila sechellia, Drosophila simulans, Drosophila virilis, and Drosophila yakuba transcriptome</TITLE>
<DESCRIPTION>Drosophila pseudoobscura, Drosophila sechellia, Drosophila simulans, Drosophila virilis, and Drosophila yakuba</DESCRIPTION>
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<TAXON_ID>7215</TAXON_ID>
<SCIENTIFIC_NAME>Drosophila</SCIENTIFIC_NAME>
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<NAME>Drosophila simulans</NAME>
<TITLE>Expression divergence of chemosensory genes between Drosophila sechellia and its sibling species and its implications for host shift [Dsim JP]</TITLE>
<DESCRIPTION>Drosophila simulans relies exclusively on the fruits of Morinda citrifolia, which are toxic to most insects, including its sibling species D. melanogaster and D. simulans. Although several odorant binding protein (Obp) genes and olfactory receptor (Or) genes were suggested to be associated with the D. simulans host shift, a broad view of how chemosensory genes have contributed to this shift is still lacking. We therefore studied the antennal transcriptomes, the main organ responsible for detecting food resource and oviposition, of D. simulans and its two sibling species. We wanted to know whether gene expression, particularly chemosensory genes, has diverged between D. simulans and its two sibling species. Using a very stringent definition of differential gene expression, we found 147 genes (including 11 chemosensory genes) were up-regulated while only 81 genes (including 5 chemosensory genes) were down-regulated in D. simulans. Interestingly, Obp50a exhibited the highest up-regulation, a ~100 fold increase, and Or85c – previously reported to be a larva-specific gene– showed ~20 fold up-regulation in D. simulans. Furthermore, Ir84a, proposed to be associated with male courtship behavior, is significantly up-regulated in D. simulans. We also found expression divergence in most of the receptor gene families between D. simulans and the two sibling species. Our observations suggest that the host shift of D. simulans is associated with expression profile divergence in all chemosensory gene families and is achieved mostly by up-regulation of chemosensory genes. Overall design: RNAseq experiments in wild type drosophila antennaes. The strain is D. simulans (k-s05; #14021-025.194).</DESCRIPTION>
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<SCIENTIFIC_NAME>Drosophila simulans</SCIENTIFIC_NAME>
</ORGANISM>
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<SECONDARY_ID>SRP064193</SECONDARY_ID>
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<NAME>Drosophila simulans</NAME>
<TITLE>Drosophila simulans Transcriptome or Gene expression</TITLE>
<DESCRIPTION>we analyzed the TE expression from five D. simulans wild-type strains</DESCRIPTION>
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<SCIENTIFIC_NAME>Drosophila simulans</SCIENTIFIC_NAME>
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<PROJECT accession="PRJNA306729" alias="PRJNA306729" center_name="Department of Developmental Biology, University of Göttingen">
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<EXTERNAL_ID namespace="GEO">GSE76252</EXTERNAL_ID>
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<NAME>A robust (re-)annotation approach to generate unbiased mapping references for RNA-seq-based analyses of differential expression across closely related species</NAME>
<TITLE>A robust (re-)annotation approach to generate unbiased mapping references for RNA-seq-based analyses of differential expression across closely related species</TITLE>
<DESCRIPTION>Background: RNA-seq based on short reads generated by next generation sequencing technologies has become the main approach to study differential gene expression. Until now the main applications of this technique have been to study the variation of gene expression in a whole organism, tissue or cell type under different conditions or at different developmental stages. However, RNA-seq also has a great potential to be used in evolutionary studies to investigate gene expression divergence in closely related species. Since the more reliable statistical methods for differential gene expression inference are based on the use of raw read count data, the reference genomes of the species to be compared need to be highly comparable. Results: We show that the published genomes and annotations of the three closely related Drosophila species, D. melanogaster, D. simulans and D. mauritiana, have limitations for inter-specific gene expression studies. This is due to missing gene models in at least one of the genome annotations, unclear orthology assignments and significant length differences in the different species. We propose that published reference genomes should be re-annotated before using them as references for RNA-seq experiments to include as many genes as possible and to account for a potential length bias. For that we present a straight-forward reciprocal re-annotation pipeline that allows to reliably compare the expression for nearly all genes annotated in D. melanogaster. We carried out a RNA-seq experiment in combination with quantitative real-time PCR to confirm that the newly generated gene sets do not result in a high number of false positives as observed with references that still show a clear length difference of gene models between species. Conclusions: We conclude that our reciprocal re-annotation of previously published genomes facilitates the analysis of significantly more genes in an inter-specific differential gene expression study. We propose that the established pipeline can easily be applied to re-annotate other genomes of closely related animals and plants to improve comparative expression analyses. Overall design: mRNA profiles of larval eye-antennal imaginal discs (late L3) of three species of Drosophila (D. melanogaster OreR, D. simulans YVF and D. mauritiana TAM16) were generated by deep sequencing using Illumina HiSeq 2000. 3 biological replicates were generated for D. melanogaster sample and sequenced in 50 bp single-end reads; 3 biological replicates were generated for D. simulans sample and sequenced in 100 bp paired-end reads; 6 biological replicates were generated for D. mauritiana sample, 3 of these were sequenced in 50 bp single-end reads and the other 3 in 100 bp paired-end reads.</DESCRIPTION>
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<PROJECT accession="PRJNA321079" alias="PRJNA321079" center_name="Peking University">
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<PRIMARY_ID>PRJNA321079</PRIMARY_ID>
<SECONDARY_ID>SRP074828</SECONDARY_ID>
<SUBMITTER_ID namespace="Peking University">PRJNA321079</SUBMITTER_ID>
</IDENTIFIERS>
<NAME>Drosophila</NAME>
<TITLE>Drosophila melanogaster;Drosophila pseudoobscura;Drosophila simulans Raw sequence reads</TITLE>
<DESCRIPTION>RNA editing is the alternation of nucleic acid sequence on RNA level, which imposes modification on genome-encoded RNAs. In eukaryotic cells, the most dominant type of RNA editing is the substitution from adenosine to inosine (A-to-G), mediated by ADAR (adenosine deaminase acting on RNA). RNA editing is prevalent in brain tissues, it acts as an essential process to many organisms as it increases protein diversity without needing to change genomic sequences</DESCRIPTION>
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<TAXON_ID>7215</TAXON_ID>
<SCIENTIFIC_NAME>Drosophila</SCIENTIFIC_NAME>
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<PROJECT accession="PRJNA337934" alias="PRJNA337934" center_name="Volkan, Biology, Duke University">
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<PRIMARY_ID>PRJNA337934</PRIMARY_ID>
<SECONDARY_ID>SRP080993</SECONDARY_ID>
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<SUBMITTER_ID namespace="Volkan, Biology, Duke University">PRJNA337934</SUBMITTER_ID>
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<NAME>Developmental hotspots drive transcriptional variability and convergence in the Drosophila olfactory system</NAME>
<TITLE>Developmental hotspots drive transcriptional variability and convergence in the Drosophila olfactory system</TITLE>
<DESCRIPTION>The goal of this study was to identify the preponderance of developmental hotspots in the Drosophila olfactory system. Using RNASeq-derived transcriptome profiles of the developing and adult antennae for six different Drosophila species, we show that a few highly variable transcription factors may drive, likely in a combinatorial fashion, high variability in a few select olfactory receptor neuron (ORN) developmental lineages (i.e. developmental hotspots) in an otherwise mostly conserved background. Furthermore, the high variability of these few ORN lineages leads to a correspondingly high probability that they will recruited during the adaptation of the Drosophila olfactory system to specific ecological pressures, one potential example being the remarkably convergent antennal transcriptome profiles in two Drosophila species that have independently evolved the ability to specialize on specific host plants. Overall design: mRNA profiles from antenna and antennal discs across 4 developmental time points for 6 Drosophila species</DESCRIPTION>
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<PROJECT accession="PRJNA351832" alias="PRJNA351832" center_name="Gingeras, CSHL">
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<PRIMARY_ID>PRJNA351832</PRIMARY_ID>
<SECONDARY_ID>SRP092332</SECONDARY_ID>
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<NAME>Drosophila simulans</NAME>
<TITLE>Drosophila simulans embryonic development RAMPAGE time series</TITLE>
<DESCRIPTION>Multicellular development is largely determined by transcriptional regulatory programs that orchestrate the expression of thousands of protein-coding and noncoding genes. To decipher the genomic regulatory code that specifies these programs, and to investigate globally the developmental relevance of noncoding transcription, we profiled genome-wide promoter activity throughout embryonic development in 5 Drosophila species. We show that core promoters, generally not thought to play a significant regulatory role, in fact impart broad restrictions on the developmental timing of gene expression on a genome-wide scale. We propose a hierarchical model of transcriptional regulation during development in which core promoters define broad windows of opportunity for expression, by defining a limited range of transcription factors from which they are able to receive regulatory inputs. This two-tiered mechanism globally orchestrates developmental gene expression, including noncoding transcription on a scale that defies our current understanding of ontogenesis. Indeed, noncoding transcripts are far more prevalent than ever reported before, with ~4,000 long noncoding RNAs expressed during embryogenesis. Over 1,500 are functionally conserved throughout the melanogaster subgroup, and hundreds are under strong purifying selection. Overall, this work introduces a hierarchical model for the developmental regulation of transcription, and reveals the central role of noncoding transcription in animal development. Overall design: 22 Samples of Drosophila simulans</DESCRIPTION>
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<ORGANISM>
<TAXON_ID>7240</TAXON_ID>
<SCIENTIFIC_NAME>Drosophila simulans</SCIENTIFIC_NAME>
</ORGANISM>
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<PROJECT accession="PRJNA373933" alias="PRJNA373933" center_name="Lawrence Berkeley National Laboratory">
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<NAME>Pervasive epigenetic effects of Drosophila euchromatic transposable elements impact their evolution [RNA-seq]</NAME>
<TITLE>Pervasive epigenetic effects of Drosophila euchromatic transposable elements impact their evolution [RNA-seq]</TITLE>
<DESCRIPTION>We study the relatively unexplored evolutionary consequences of the epigenetic effects of transpoable elements (TEs) by providing the first genome-wide quantification of such effects in wild-derived D. melanogaster and D. simulans strains. Surprisingly, over half of euchromatic TEs show spread of repressive epigenetic marks to nearby DNA, resulting in differential epigenetic states of homologous genic alleles and, in return, selection against TEs. Interestingly, compared to D. melanogaster, the lower TE content in D. simulans is correlated with stronger epigenetic effects of TEs and higher levels of host genetic factors known to promote epigenetic silencing. We conclude that the epigenetic effects of euchromatic TEs, and host genetic factors modulating such effects, play a critical role in the population dynamics of TEs within and between species. Overall design: Examine the epigenetic effects of transposable elements</DESCRIPTION>
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<VALUE>N</VALUE>
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<VALUE>2018-01-28</VALUE>
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<PROJECT accession="PRJNA397062" alias="PRJNA397062" center_name="Hunter Fraser, Biology, Stanford University">
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<SECONDARY_ID>SRP114787</SECONDARY_ID>
<EXTERNAL_ID namespace="GEO">GSE102233</EXTERNAL_ID>
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</IDENTIFIERS>
<NAME>Spatially varying cis-regulatory divergence in Drosophila embryos elucidates cis-regulatory logic</NAME>
<TITLE>Spatially varying cis-regulatory divergence in Drosophila embryos elucidates cis-regulatory logic</TITLE>
<DESCRIPTION>Both cis- and trans-acting changes could accumulate and participate in complex interactions, so to isolate the cis-regulatory component of patterning evolution, we measured allele-specific spatial gene expression patterns in Drosophila melanogaster × D. simulans hybrid embryos. RNA-seq of cryosectioned slices revealed 55 genes with strong spatially-varying allele-specific expression, and several hundred more with weaker but significant spatial divergence. Combined with mathematical modeling and regulatory locus editing, we determine the SNP responsible for the allele-specific expression observed in the gene hunchback. Overall design: Embryonic mRNA profiles of mid-stage 5 hybrid and parental embryos were generated using RNA-seq</DESCRIPTION>
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<NAME>Drosophila simulans</NAME>
<TITLE>Drosophila simulans Raw sequence reads</TITLE>
<DESCRIPTION>Drosophila simulans sRNA reads from w[XD1] and nmy[12-2-7] strains and RNA-seq data from w[XD1] strain</DESCRIPTION>
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<NAME>Drosophila</NAME>
<TITLE>Natural variation in sugar tolerance</TITLE>
<DESCRIPTION>How genetic control of metabolism contributes to evolution of animal diet choice remains poorly understood. We have addressed this by analyzing Drosophila simulans and sechellia, recently diverged species with differential diet choice. D. sechellia larvae, specialized to a nutrient scarce Morinda fruit, did not survive on sugar-rich diet, while the generalist D. simulans was sugar tolerant. Sugar tolerance in D. simulans was a tradeoff for performance on a low energy diet and it was associated with global reprogramming of metabolic gene expression. Hybridization by phenotype-based introgression revealed that genomic regions in D. simulans chromosome arm 2R were sufficient for sugar tolerance. Within these regions genes involved in the mitochondrial ribosome and intracellular signalling, such as PPP1R15/Gadd34 and SERCA, contributed to sugar tolerance. In these signalling genes, coding and regulatory genomic variations were identified, respectively. In conclusion, genomic variation in genes involved in global metabolic regulation defines species-specific macronutrient space.</DESCRIPTION>
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<NAME>Drosophila melanogaster</NAME>
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<DESCRIPTION>Understanding animal development, physiology and individual variation at a molecular-biological level has been advanced by the ability to determine at high resolution the repertoire of mRNA molecules, by whole transcriptome resequencing. This includes the ability to detect and quantify rare abundance transcripts and isoform-specific mRNA variants produced from a gene. We have used deep RNA sequencing to gain insight into how the Drosophila sex hierarchy generates somatic sex differences, by examining gene and isoform-specific transcript expression differences between the sexes, in adult head tissues. The sex hierarchy consists of a pre-mRNA splicing cascade that directs the production of sex-specific transcription factors that specify nearly all sexual dimorphism. Here we find 1,384 genes that differ in overall expression levels and 1,371 isoform-specific transcripts that differ between males and females. Additionally, we find 504 genes not regulated downstream of transformer that are more highly expressed in males than females. These 504 genes are enriched on the X chromosome and are likely to reside adjacent to dosage compensation complex entry sites, which taken together suggests that their residence on the X chromosome might be sufficient to confer male-biased expression. There is no significant enrichment of a set of transcription unit features in sex differentially expressed isoform-specific transcripts, as compared to all isoform-specific transcripts expressed in head tissues, suggesting that there is no single molecular mechanism that generates isoform-specific transcript differences between the sexes, even though the sex hierarchy is known to include three pre-mRNA splicing factors.</DESCRIPTION>
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] | 1 | 2019-11-20T23:26:14.000Z | 2019-11-20T23:26:14.000Z | <?xml version="1.0" encoding="utf-8"?>
<!-- Copyright © Tanner Gooding and Contributors. Licensed under the MIT License (MIT). See License.md in the repository root for more information. -->
<!-- Ported from https://github.com/MicrosoftDocs/sdk-api/ -->
<doc>
<member name="DXGI_COMPUTE_PREEMPTION_GRANULARITY">
<summary>
<para>Identifies the granularity at which the graphics processing unit (GPU) can be preempted from performing its current compute task.</para>
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<para>You call the <see cref="IDXGIAdapter2.GetDesc2" /> method to retrieve the granularity level at which the GPU can be preempted from performing its current compute task. The operating system specifies the compute granularity level in the <b>ComputePreemptionGranularity</b> member of the <see cref="DXGI_ADAPTER_DESC2" /> structure.</para>
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<selector xmlns:android="http://schemas.android.com/apk/res/android">
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<![CDATA[
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]]>
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<country_of_origin>Россия</country_of_origin>
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<p>Это прибор, который придётся по вкусу всем любителям десертов и сладостей, ведь с его помощью вы сможете делать вкусное домашнее мороженое из натуральных ингредиентов.</p>
]]>
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<param name="Цвет">белый</param>
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<barcode>0123456789379</barcode>
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</offers>
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f0960124110c8a3fa34fbcd50b08004cbe82bccf | 5,661 | xml | XML | meertens-song-collection-DH2019/train/35702.xml | vincentsarbachpulicani/Wilhelmus_project | 0078bb111a864843d0c0fdda663908759c6ba4c8 | [
"MIT"
] | null | null | null | meertens-song-collection-DH2019/train/35702.xml | vincentsarbachpulicani/Wilhelmus_project | 0078bb111a864843d0c0fdda663908759c6ba4c8 | [
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<song>
<meta>
<id>35702</id>
<date>
<year-start>1659</year-start>
<year-end>1659</year-end>
</date>
<location>
<orginal-name>antwerpen</orginal-name>
<standard-name>Antwerp, Belgium</standard-name>
<coordinates>
<lon>51.2211097</lon>
<lat>4.3997081</lat>
</coordinates>
</location>
<tags>
<tag standard-name="passielied" translation="passion song">passielied</tag>
<tag standard-name="devoot lied" translation="devotional song">devoot lied</tag>
<tag standard-name="bijbels historielied" translation="biblical history song">bijbels historielied</tag>
</tags>
<melody>Als Jezus in zijn majesteit</melody>
<categories>
<category translation="seasons and annual events">jaarkring</category>
<category translation="religion">godsdienst</category>
</categories>
<author>Albertus Buitendyck</author></meta>
<text>
<lg type="song">
<lg id="s1" type="stanza">
<l id="s1:l1" met="4" type="-+">MIjn Iesu goet, en Harder <rhyme label="a" type="m">trouw</rhyme></l>
<l id="s1:l2" met="4" type="-+">Wilt in mijn hart u druck u <rhyme label="a" type="m" corresp="#s1:l1">rouw</rhyme>,</l>
<l id="s1:l3" met="3" type="-+">En dat ghy in't <rhyme label="b" type="f">Olyven</rhyme></l>
<l id="s1:l4" met="3" type="-+">Hof, lijdt, drucken en <rhyme label="b" type="f" corresp="#s1:l3">schrijven</rhyme>.</l>
</lg>
<lg id="s2" type="stanza">
<l id="s2:l1" met="4" type="-+">In 't hof zijt ghy Jesu <rhyme label="a" type="m">gegaen</rhyme>,</l>
<l id="s2:l2" met="4" type="-+">Om al dat in 't hof was <rhyme label="a" type="m" corresp="#s2:l1">misdaen</rhyme></l>
<l id="s2:l3" met="3" type="-+">Door uw sweeten, en <rhyme label="b" type="f">bloeden</rhyme>,</l>
<l id="s2:l4" met="3" type="-+">En lijde te <rhyme label="b" type="f" corresp="#s2:l3">vergoeden</rhyme>.</l>
</lg>
<lg id="s3" type="stanza">
<l id="s3:l1" met="4" type="-+">Hier wordt u voor oogen <rhyme label="a" type="m">gestelt</rhyme></l>
<l id="s3:l2" met="4" type="-+">U lijdens kelck, waer in ghy <rhyme label="a" type="m" corresp="#s3:l1">telt</rhyme></l>
<l id="s3:l3" met="3" type="-+">De doorens al, en <rhyme label="b" type="f">slagen</rhyme>,</l>
<l id="s3:l4" met="3" type="-+">U kruys, u doodt, en <rhyme label="b" type="f" corresp="#s3:l3">plagen</rhyme>.</l>
</lg>
<lg id="s4" type="stanza">
<l id="s4:l1" met="4" type="-+">Ghy roept in uwe groote <rhyme label="a" type="m">noot</rhyme>:</l>
<l id="s4:l2" met="4" type="-+">Mijn ziel is droevigh tot de <rhyme label="a" type="m" corresp="#s4:l1">doodt</rhyme>.</l>
<l id="s4:l3" met="3" type="-+">O Vader! Mach 't <rhyme label="b" type="f">geschiede</rhyme>,</l>
<l id="s4:l4" met="3" type="-+">Laet de kelck van my <rhyme label="b" type="f" corresp="#s4:l3">vliede</rhyme>!</l>
</lg>
<lg id="s5" type="stanza">
<l id="s5:l1" met="4" type="-+">Laet mijnen wil geschiede <rhyme label="a" type="m">niet</rhyme>,</l>
<l id="s5:l2" met="4" type="-+">'t Sal doen Vader, dat ghy <rhyme label="a" type="m" corresp="#s5:l1">gebiedt</rhyme>.</l>
<l id="s5:l3" met="3" type="-+">Na dat ghy hebt <rhyme label="b" type="f">gebeden</rhyme>,</l>
<l id="s5:l4" met="3" type="-+">'t Bloedt Sweet uyt al uw' <rhyme label="b" type="f" corresp="#s5:l3">leden</rhyme>.</l>
</lg>
<lg id="s6" type="stanza">
<l id="s6:l1" met="4" type="-+">U bloet dat maeckt de aerde <rhyme label="a" type="m">root</rhyme>,</l>
<l id="s6:l2" met="4" type="-+">Ghy proeft de doodt, voor uwe <rhyme label="a" type="m" corresp="#s6:l1">doodt</rhyme>.</l>
<l id="s6:l3" met="3" type="-+">Ghy hebt de gal <rhyme label="b" type="f">gedroncken</rhyme>,</l>
<l id="s6:l4" met="3" type="-+">En honingh my <rhyme label="b" type="f" corresp="#s6:l3">geschoncken</rhyme>.</l>
</lg>
<lg id="s7" type="stanza">
<l id="s7:l1" met="4" type="-+">Mijn zonden, Iesu! oorsaeck <rhyme label="a" type="m">zijn</rhyme>,</l>
<l id="s7:l2" met="4" type="-+">Van u droefheydt, en zee vol <rhyme label="a" type="m" corresp="#s7:l1">pijn</rhyme>,</l>
<l id="s7:l3" met="3" type="-+">Mijn zonden en <rhyme label="b" type="f">boosheden</rhyme></l>
<l id="s7:l4" met="3" type="-+">U bloedigh sweet <rhyme label="b" type="f" corresp="#s7:l3">uyt-treden</rhyme>.</l>
</lg>
<lg id="s8" type="stanza">
<l id="s8:l1" met="4" type="-+">Ey! maeckt bloedige <rhyme label="a" type="m">Bruydegom</rhyme>;</l>
<l id="s8:l2" met="4" type="-+">Van mijnen wil een <rhyme label="a" type="m" corresp="#s8:l1">Sonne-blom</rhyme>,</l>
<l id="s8:l3" met="3" type="-+">Mijn wil na u wilt <rhyme label="b" type="f">dreyen</rhyme>;</l>
<l id="s8:l4" met="3" type="-+">Dat niet my kan <rhyme label="b" type="f" corresp="#s8:l3">verleyen</rhyme>.</l>
</lg>
<lg id="s9" type="stanza">
<l id="s9:l1" met="4" type="-+">Ick smeeck, u Iesu! met <rhyme label="a" type="m">ootmoedt</rhyme>,</l>
<l id="s9:l2" met="4" type="-+">Mijn ziel maeckt zuyver met u <rhyme label="a" type="m" corresp="#s9:l1">bloedt</rhyme>,</l>
<l id="s9:l3" met="3" type="-+">Wilt my een Engel <rhyme label="b" type="f">zenden</rhyme>,</l>
<l id="s9:l4" met="3" type="-+">Tot troost in mijn <rhyme label="b" type="f" corresp="#s9:l3">ellenden</rhyme>.</l>
</lg>
</lg>
</text>
</song>
| 65.068966 | 132 | 0.565624 |
696b1a4c19243572112a9ab4761637f41adc71a2 | 3,960 | csproj | XML | src/SsisUp/SsisUp.csproj | jsm85/SsisUp | 3d3beb7fe6c05d31f5cf0a80ebba45c50146a453 | [
"MIT"
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"MIT"
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"MIT"
] | 1 | 2017-03-22T02:09:29.000Z | 2017-03-22T02:09:29.000Z | <?xml version="1.0" encoding="utf-8"?>
<Project ToolsVersion="12.0" DefaultTargets="Build" xmlns="http://schemas.microsoft.com/developer/msbuild/2003">
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<ItemGroup>
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<!-- To modify your build process, add your task inside one of the targets below and uncomment it.
Other similar extension points exist, see Microsoft.Common.targets.
<Target Name="BeforeBuild">
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<Target Name="AfterBuild">
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</Project> | 48.292683 | 186 | 0.724495 |
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<project name="UNA" basedir="." default="test">
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<!-- ============================================ -->
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<!-- ============================================ -->
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<property name="module" value="antispam" override="yes" />
<if>
<available file="${project.basedir}/modules/${vendor}/${module}/install/config.php" type="file" />
<then>
<php expression="eval('define("BX_DOL_MODULE_TYPE_LANGUAGE", "language"); define("BX_DOL_MODULE_TYPE_TEMPLATE", "template"); define("BX_DOL_MODULE_TYPE_MODULE", "module"); include("${project.basedir}/modules/${vendor}/${module}/install/config.php"); return $aConfig["version"];')" returnProperty="module_version" />
<property name="package_name" value="${module}" />
<property name="package_file" value="${package_name}-v.${module_version}.zip" />
<echo msg="Packaging ${package_file} file..." />
<mkdir dir="${project.basedir}/packages" />
<delete dir="${project.basedir}/packages/tmp" quiet="true" />
<delete file="${project.basedir}/packages/${package_file}" quiet="true" />
<copy todir="${project.basedir}/packages/tmp/${package_name}">
<fileset dir="${project.basedir}/modules/${vendor}/${module}" defaultexcludes="true">
<exclude name="updates/" />
</fileset>
</copy>
<zip destfile="${project.basedir}/packages/${package_file}">
<fileset dir="${project.basedir}/packages/tmp" defaultexcludes="true" />
</zip>
<delete dir="${project.basedir}/packages/tmp" quiet="true" />
</then>
</if>
</target>
<!-- ============================================ -->
<!-- Target: package_lang -->
<!-- ============================================ -->
<target name="package_lang">
<tstamp />
<property name="vendor" value="boonex" override="yes" />
<property name="module" value="antispam" override="yes" />
<if>
<and>
<available file="${project.basedir}/modules/${vendor}/${module}/install/config.php" type="file" />
<not><equals arg1="${module}" arg2="attendant" /></not>
<not><equals arg1="${module}" arg2="mapshow" /></not>
<not><equals arg1="${module}" arg2="una_mods" /></not>
<not><equals arg1="${module}" arg2="hosting_api" /></not>
<not><equals arg1="${module}" arg2="market_api" /></not>
</and>
<then>
<php expression="eval('include("${project.basedir}/modules/${vendor}/${module}/install/config.php"); return $aConfig["name"];')" returnProperty="module_name" />
<echo msg="Copying lang file for ${module} module..." />
<mkdir dir="${project.basedir}/packages" />
<mkdir dir="${project.basedir}/packages/en" />
<delete dir="${project.basedir}/packages/en/${module_name}" quiet="true" />
<copy todir="${project.basedir}/packages/en/${module_name}">
<fileset dir="${project.basedir}/modules/${vendor}/${module}/install/langs" defaultexcludes="true">
<exclude name="ru.xml" />
</fileset>
</copy>
</then>
</if>
</target>
<!-- ============================================ -->
<!-- Target: deploy -->
<!-- ============================================ -->
<target name="deploy">
<property name="deploy_path" value="/var/www" override="yes" />
<echo msg="Deploying to '${deploy_path}' folder..." />
<delete failonerror="true">
<fileset dir="${deploy_path}">
<include name="**/*" />
</fileset>
</delete>
<copy todir="${deploy_path}">
<fileset refid="files_dist" />
</copy>
<phingcall target="change_permissions">
<property name="files_path" value="${deploy_path}" />
</phingcall>
<phingcall target="install">
<property name="install_base_dir" value="${deploy_path}" />
</phingcall>
<delete dir="${deploy_path}/install" failonerror="true" />
</target>
<!-- ============================================ -->
<!-- Target: copy files for doc generation -->
<!-- ============================================ -->
<target name="copy_for_doc">
<property name="path" value="/tmp/doc_files" override="yes" />
<echo msg="Copying to '${path}' folder..." />
<delete failonerror="true">
<fileset dir="${path}">
<include name="**/*" />
</fileset>
</delete>
<copy todir="${path}">
<fileset refid="doc_files" />
</copy>
</target>
<!-- ============================================ -->
<!-- Target: change permissions -->
<!-- ============================================ -->
<target name="change_permissions">
<property name="files_path" value="${project.basedir}" override="yes" />
<echo msg="Change permissions in '${files_path}' folder..." />
<chmod file="${files_path}/cache" mode="0777" />
<chmod file="${files_path}/cache_public" mode="0777" />
<chmod file="${files_path}/logs" mode="0777" />
<chmod file="${files_path}/tmp" mode="0777" />
<chmod file="${files_path}/storage" mode="0777" />
<chmod file="${files_path}/plugins/ffmpeg/ffmpeg.exe" mode="0755" />
</target>
<!-- ============================================ -->
<!-- Target: clean -->
<!-- ============================================ -->
<target name="clean">
<echo msg="Cleaning..." />
<delete dir="${project.basedir}/tests/vendor" quiet="true" />
<delete includeemptydirs="true">
<fileset dir="${project.basedir}/cache">
<include name="**/*" />
<exclude name=".htaccess" />
</fileset>
</delete>
<delete includeemptydirs="true">
<fileset dir="${project.basedir}/cache_public">
<include name="**/*" />
<exclude name=".htaccess" />
</fileset>
</delete>
<delete includeemptydirs="true">
<fileset dir="${project.basedir}/logs">
<include name="**/*" />
<exclude name=".htaccess" />
<exclude name="clover.xml" />
<exclude name="phpcdp.xml" />
<exclude name="junit.xml" />
</fileset>
</delete>
<delete includeemptydirs="true">
<fileset dir="${project.basedir}/tmp">
<include name="**/*" />
<exclude name=".htaccess" />
</fileset>
</delete>
</target>
<target name="clean_install" depends="clean">
<echo msg="Install cleaning..." />
<delete file="${project.basedir}/inc/header.inc.php" quiet="true" />
</target>
</project>
| 41.949622 | 411 | 0.482347 |
92ea045cd2a6ee9c6d0715bc83850faabf162f62 | 1,054 | xml | XML | scripts/deploy-ec2/roles/hadoop/templates/conf/core-site.xml | ejc123/geotrellis | 1208098ce545c67c5ddfaf516098628395b73106 | [
"Apache-2.0"
] | null | null | null | scripts/deploy-ec2/roles/hadoop/templates/conf/core-site.xml | ejc123/geotrellis | 1208098ce545c67c5ddfaf516098628395b73106 | [
"Apache-2.0"
] | 3 | 2015-03-25T15:09:37.000Z | 2015-03-25T15:12:28.000Z | scripts/deploy-ec2/roles/hadoop/templates/conf/core-site.xml | CS378-OSSE/geotrellis | 57d1ec758a3f4d1b3438f2a8b0a9a048a94c194a | [
"Apache-2.0"
] | null | null | null | <?xml version="1.0" encoding="UTF-8"?>
<!--Autogenerated by Cloudera CM on 2014-05-30T17:14:35.351Z-->
<configuration>
<property>
<name>fs.defaultFS</name>
<value>hdfs://{{ hadoop_namenode }}:8020</value>
</property>
<property>
<name>fs.trash.interval</name>
<value>1</value>
</property>
<property>
<name>io.file.buffer.size</name>
<value>65536</value>
</property>
<property>
<name>io.compression.codecs</name>
<value>org.apache.hadoop.io.compress.DefaultCodec,org.apache.hadoop.io.compress.GzipCodec,org.apache.hadoop.io.compress.BZip2Codec,org.apache.hadoop.io.compress.DeflateCodec,org.apache.hadoop.io.compress.SnappyCodec,org.apache.hadoop.io.compress.Lz4Codec</value>
</property>
<property>
<name>hadoop.security.authentication</name>
<value>simple</value>
</property>
<property>
<name>hadoop.rpc.protection</name>
<value>authentication</value>
</property>
<property>
<name>hadoop.security.auth_to_local</name>
<value>DEFAULT</value>
</property>
</configuration>
| 31 | 266 | 0.699241 |
a938abdac0b5a7e7bc5d621537a24773c21071e7 | 3,499 | xml | XML | content/wahidi-asbab/wahidi-asbab_109.xml | qortoba/tafsirs | ded5ca9d77a98f8930081a25cfabcff9cf3f1d8d | [
"MIT"
] | 4 | 2020-12-09T03:36:59.000Z | 2022-03-15T17:48:48.000Z | content/wahidi-asbab/wahidi-asbab_109.xml | qortoba/tafsirs | ded5ca9d77a98f8930081a25cfabcff9cf3f1d8d | [
"MIT"
] | null | null | null | content/wahidi-asbab/wahidi-asbab_109.xml | qortoba/tafsirs | ded5ca9d77a98f8930081a25cfabcff9cf3f1d8d | [
"MIT"
] | 2 | 2020-12-09T03:37:02.000Z | 2022-01-12T23:08:44.000Z | <html xmlns="http://www.w3.org/1999/xhtml"><head><link href="/site_media/static/css/book.css" rel="stylesheet"/></head><body><div class="role-section1" data-chtitle="سورة الكافرون" id="ch109"><h1 id="102.5Kg0M">سورة الكافرون</h1><div class="surah_tafsir"><div class="verse-tafsir" data-verse="109:1"><span class="vo"><span class="vb">﴿</span><span class="v" data-v="109:1" id="qr-wahidi-asbab-109-1">قُلْ يَا أَيُّهَا الْكَافِرُونَ</span><a class="vn" href="/quran/109/1" target="_blank" title="سورة الكافرون"></a><span class="ve">﴾</span></span><div class="tafsir"><p id="102.02edD"/><p id="102.LWZOr">قَوْلُهُ عَزَّ وجَلَّ: <span class="vo"><span class="vb">﴿</span><span class="v">قُلْ يا أيُّها الكافِرُونَ</span><span class="ve">﴾</span></span> . إلى آخِرِ السُّورَةِ. نَزَلَتْ في رَهْطٍ مِن قُرَيْشٍ قالُوا: يا مُحَمَّدُ، هَلُمَّ فاتَّبِعْ دِينَنا ونَتَّبِعْ دِينَكَ، تَعْبُدُ آلِهَتَنا سَنَةً ونَعْبُدُ إلَهَكَ سَنَةً، فَإنْ كانَ الَّذِي جِئْتَ بِهِ خَيْرًا مِمّا بِأيْدِينا قَدْ شَرَكْناكَ فِيهِ، وأخَذْنا بِحَظِّنا مِنهُ، وإنْ كانَ الَّذِي بِأيْدِينا خَيْرًا مِمّا في يَدَيْكَ قَدْ شَرَكْتَنا في أمْرِنا وأخَذْتَ بِحَظِّكَ. فَقالَ: ”مَعاذَ اللَّهِ أنْ أُشْرِكَ بِهِ غَيْرَهُ“ . فَأنْزَلَ اللَّهُ تَعالى: <span class="vo"><span class="vb">﴿</span><span class="v">قُلْ يا أيُّها الكافِرُونَ</span><span class="ve">﴾</span></span> . إلى آخِرِ السُّورَةِ. فَغَدا رَسُولُ اللَّهِ ﷺ إلى المَسْجِدِ الحَرامِ وفِيهِ المَلَأُ مِن قُرَيْشٍ، فَقَرَأها عَلَيْهِمْ حَتّى فَرَغَ مِنَ السُّورَةِ، فَأيِسُوا مِنهُ عِنْدَ ذَلِكَ.</p><p id="102.c28fE"/></div></div><div class="verse-tafsir" data-verse="109:2"><span class="vo"><span class="vb">﴿</span><span class="v" data-v="109:2" id="qr-wahidi-asbab-109-2">لَا أَعْبُدُ مَا تَعْبُدُونَ</span><a class="vn" href="/quran/109/2" target="_blank" title="سورة الكافرون"></a><span class="ve">﴾</span></span><div class="tafsir"><p id="102.BFdAC"/><p id="102.3aE0b"/><p id="102.55fC6"/></div></div><div class="verse-tafsir" data-verse="109:3"><span class="vo"><span class="vb">﴿</span><span class="v" data-v="109:3" id="qr-wahidi-asbab-109-3">وَلَا أَنتُمْ عَابِدُونَ مَا أَعْبُدُ</span><a class="vn" href="/quran/109/3" target="_blank" title="سورة الكافرون"></a><span class="ve">﴾</span></span><div class="tafsir"><p id="102.a1ba3"/><p id="102.6646D"/><p id="102.0F1c0"/></div></div><div class="verse-tafsir" data-verse="109:4"><span class="vo"><span class="vb">﴿</span><span class="v" data-v="109:4" id="qr-wahidi-asbab-109-4">وَلَا أَنَا عَابِدٌ مَّا عَبَدتُّمْ</span><a class="vn" href="/quran/109/4" target="_blank" title="سورة الكافرون"></a><span class="ve">﴾</span></span><div class="tafsir"><p id="102.99EA6"/><p id="102.9bCe6"/><p id="102.aF88d"/></div></div><div class="verse-tafsir" data-verse="109:5"><span class="vo"><span class="vb">﴿</span><span class="v" data-v="109:5" id="qr-wahidi-asbab-109-5">وَلَا أَنتُمْ عَابِدُونَ مَا أَعْبُدُ</span><a class="vn" href="/quran/109/5" target="_blank" title="سورة الكافرون"></a><span class="ve">﴾</span></span><div class="tafsir"><p id="102.6c672"/><p id="102.4C1d4"/><p id="102.C9298"/></div></div><div class="verse-tafsir" data-verse="109:6"><span class="vo"><span class="vb">﴿</span><span class="v" data-v="109:6" id="qr-wahidi-asbab-109-6">لَكُمْ دِينُكُمْ وَلِيَ دِينِ</span><a class="vn" href="/quran/109/6" target="_blank" title="سورة الكافرون"></a><span class="ve">﴾</span></span><div class="tafsir"><p id="102.D840a"/><p id="102.1D54e"/><p id="102.5b5cd"/></div></div></div></div></body></html> | 3,499 | 3,499 | 0.606459 |
7e3d5e13cd009155fe127aee0bacf5293a9477fa | 2,230 | mxml | XML | ide/MoonshineSharedCore/src/components/views/splashscreen/ArtContainer.mxml | Mattlk13/Moonshine-IDE | cbbf172c684d6e379ee263d7079bf69e4ba9a74e | [
"Apache-2.0"
] | 10 | 2021-06-29T12:00:53.000Z | 2022-03-27T21:31:31.000Z | ide/MoonshineSharedCore/src/components/views/splashscreen/ArtContainer.mxml | Moonshine-IDE/Moonshine-IDE | 5bc97cf2ec464059ec3ec9b659d1cc48a6d3ec7b | [
"Apache-2.0"
] | 170 | 2021-06-23T17:02:07.000Z | 2022-03-31T19:10:25.000Z | ide/MoonshineSharedCore/src/components/views/splashscreen/ArtContainer.mxml | Mattlk13/Moonshine-IDE | cbbf172c684d6e379ee263d7079bf69e4ba9a74e | [
"Apache-2.0"
] | 3 | 2021-12-03T02:39:50.000Z | 2022-01-13T18:53:21.000Z | <?xml version="1.0" encoding="utf-8"?>
<!--
////////////////////////////////////////////////////////////////////////////////
//
// Licensed under the Apache License, Version 2.0 (the "License");
// you may not use this file except in compliance with the License.
// You may obtain a copy of the License at
//
// http://www.apache.org/licenses/LICENSE-2.0
//
// Unless required by applicable law or agreed to in writing, software
// distributed under the License is distributed on an "AS IS" BASIS,
// WITHOUT WARRANTIES OR CONDITIONS OF ANY KIND, either express or implied.
// See the License for the specific language governing permissions and
// limitations under the License
//
// No warranty of merchantability or fitness of any kind.
// Use this software at your own risk.
////////////////////////////////////////////////////////////////////////////////
-->
<mx:Canvas xmlns:fx="http://ns.adobe.com/mxml/2009"
xmlns:mx="library://ns.adobe.com/flex/mx"
width="100%"
height="100%"
horizontalScrollPolicy="off"
verticalScrollPolicy="off"
resize="updateSize()">
<fx:Script>
<![CDATA[
[Embed(source="/elements/images/background.jpg")]
[Bindable] protected var art:Class;
private var orgWidth:int;
private var orgHeight:int;
private var isNoSDKMessageShown:Boolean;
private function loaded():void
{
orgWidth = artImg['content'].measuredWidth-4;
orgHeight = artImg['content'].measuredHeight-2;
updateSize();
}
private function updateSize():void
{
if (orgWidth == 0 || orgHeight == 0) return;
var imgScaleX:Number = width/orgWidth;
var imgScaleY:Number = height/orgHeight;
var scale:Number = Math.max(imgScaleX, imgScaleY);
var newWidth:int = int((orgWidth*scale)+0.5);
var newHeight:int = int((orgHeight*scale)+0.5);
artImg.width = newWidth;
artImg.height = newHeight;
artImg.x = (width-newWidth)/2;
artImg.y = (height-newHeight)/2;
}
]]>
</fx:Script>
<mx:Image id="artImg"
creationComplete="loaded()"
source="{art}">
</mx:Image>
<!--<mx:Label text="Photo © Cristian Fattinnanzi"
bottom="6" right="10"
color="#cccccc" fontSize="14"/>-->
</mx:Canvas>
| 28.961039 | 80 | 0.616143 |
1e332e9cfe4c75c82b9553c7138be6159942398c | 3,445 | xml | XML | code/Tests/Multiverse/multiverse-site/src/docbook/chapter-transactional-references.xml | Felorati/Thesis | 96741cffdbf14bfa5ca0664ad96c1834f8bf9d07 | [
"MIT"
] | 161 | 2015-01-19T11:57:08.000Z | 2022-03-19T13:03:29.000Z | multiverse-site/src/docbook/chapter-transactional-references.xml | zyjwall/Multiverse | b73cd3ceb17d0a5122216f2cacc86c4f864ee957 | [
"Apache-2.0"
] | 3 | 2015-07-22T11:43:57.000Z | 2017-09-22T03:44:54.000Z | multiverse-site/src/docbook/chapter-transactional-references.xml | zyjwall/Multiverse | b73cd3ceb17d0a5122216f2cacc86c4f864ee957 | [
"Apache-2.0"
] | 32 | 2015-02-16T13:01:52.000Z | 2021-08-24T13:09:26.000Z | <chapter xml:id="chapter-transactional-references">
<title>Transactional References (in progress)</title>
<sect1>
<title>Introduction</title>
<para>
In Multiverse all coordinated state changes need to be done through transactional references. These references
can be compared to the java.util.concurrent.atomic references, except that they can participate in txns.
So if you have worked with these references before, it shouldn't be too hard to grasp. Check out the following
code fragment:
<programlisting language="java">
import org.multiverse.api.*;
import org.multiverse.api.refs.*;
import static org.multiverse.api.StmUtils.*;
public class Account{
private final IntRef amount = newTxnInteger(0);
private final Ref<Date> lastModified = newTxnRef(new Date());
...
}
</programlisting>
Changes made on the amount and lastModified ref are coordinated through a txn where all changes happen
isolated and are consistent. It is best to make these fields final, since they should not be changed after
creation.
</para>
</sect1>
<sect1>
<title>Types</title>
<para>
There aren't different types of transactional refs. Some are optimized for primitive types, while the
'Ref' is optimized for object references:
<itemizedlist>
<listitem>
<para>IntRef: a transactional ref for primitive int.</para>
</listitem>
<listitem>
<para>BooleanRef: a transactional refs for the primitive boolean.</para>
</listitem>
<listitem>
<para>LongRef: a transactional ref for the primitive long.</para>
</listitem>
<listitem>
<para>TxnDouble: a transactional ref for the primitive double.</para>
</listitem>
<listitem>
<para>Ref: a transactional ref for storing a object reference.</para>
</listitem>
</itemizedlist>
The advantage of the primitive types is that they not only have methods only useful for their specific type (like increment)
but also that they prevent unwanted autoboxing. Generating millions of objects per second, just kills performance and
scalability.
</para>
</sect1>
<sect1>
<title>Atomic methods</title>
<para>
The different ref implementation also expose atomic methods like atomicGet/atomicSet (and many more). These methods
automatically run under their own 'txn' and ignoring the current txn if one is available. Atomic methods
are very fast since a lot of overhead of the txn is removed.
</para>
</sect1>
<sect1>
<title>Commute</title>
<para>
It is important to realize that although certain operations commute, e.g. the add or multiply, but they don't have to commute with
each other. So be careful when combining different commuting operations.
</para>
</sect1>
<sect1>
<title>Alter</title>
<para>
</para>
</sect1>
<sect1>
<title>Blocking methods</title>
<para>
</para>
</sect1>
</chapter> | 39.147727 | 142 | 0.609579 |
faf3458e51c56496b410fc62e0183ba672768f89 | 258 | xml | XML | Download/RxDownload-master/rxdownload2/src/main/AndroidManifest.xml | weiwenqiang/GitHub | a22f3ed254a005a8c8007f677968655620ccd3b1 | [
"Apache-2.0"
] | 10 | 2017-11-27T03:18:15.000Z | 2021-08-10T07:21:44.000Z | Download/RxDownload-master/rxdownload2/src/main/AndroidManifest.xml | lierba64/GitHub | a22f3ed254a005a8c8007f677968655620ccd3b1 | [
"Apache-2.0"
] | null | null | null | Download/RxDownload-master/rxdownload2/src/main/AndroidManifest.xml | lierba64/GitHub | a22f3ed254a005a8c8007f677968655620ccd3b1 | [
"Apache-2.0"
] | 10 | 2018-04-20T08:43:59.000Z | 2022-03-16T02:52:53.000Z | <manifest xmlns:android="http://schemas.android.com/apk/res/android"
package="zlc.season.rxdownload2">
<application>
<service
android:name="zlc.season.rxdownload2.function.DownloadService"/>
</application>
</manifest>
| 25.8 | 76 | 0.666667 |
a6fe038d59618cdad125e7053c4d600e607ff75a | 3,713 | storyboard | XML | Example/FormBuilder/Base.lproj/Main.storyboard | n8glenn/FormBuilder | 8abf5c5c0feb06e034a7eab1d4f30f770b16c81a | [
"MIT"
] | 2 | 2018-05-31T12:57:44.000Z | 2018-06-02T18:47:29.000Z | Example/FormBuilder/Base.lproj/Main.storyboard | n8glenn/FormBuilder | 8abf5c5c0feb06e034a7eab1d4f30f770b16c81a | [
"MIT"
] | null | null | null | Example/FormBuilder/Base.lproj/Main.storyboard | n8glenn/FormBuilder | 8abf5c5c0feb06e034a7eab1d4f30f770b16c81a | [
"MIT"
] | 1 | 2018-05-31T12:57:44.000Z | 2018-05-31T12:57:44.000Z | <?xml version="1.0" encoding="UTF-8"?>
<document type="com.apple.InterfaceBuilder3.CocoaTouch.Storyboard.XIB" version="3.0" toolsVersion="14109" targetRuntime="iOS.CocoaTouch" propertyAccessControl="none" useAutolayout="YES" useTraitCollections="YES" colorMatched="YES" initialViewController="k9j-Xj-2Ae">
<device id="retina4_7" orientation="portrait">
<adaptation id="fullscreen"/>
</device>
<dependencies>
<deployment identifier="iOS"/>
<plugIn identifier="com.apple.InterfaceBuilder.IBCocoaTouchPlugin" version="14088"/>
<capability name="Safe area layout guides" minToolsVersion="9.0"/>
<capability name="documents saved in the Xcode 8 format" minToolsVersion="8.0"/>
</dependencies>
<scenes>
<!--Contact Form View Controller-->
<scene sceneID="VOz-UO-Oi6">
<objects>
<viewController id="k9j-Xj-2Ae" customClass="ContactFormViewController" customModule="FormBuilder_Example" customModuleProvider="target" sceneMemberID="viewController">
<view key="view" contentMode="scaleToFill" id="FNd-wG-KOa">
<rect key="frame" x="0.0" y="0.0" width="375" height="667"/>
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<content:encoded><![CDATA[<p><a href= "https://www.linkedin.com/in/tom-bogan-a0a3aa/">Tom Bogan</a> is the CEO of <a href= "https://www.adaptiveinsights.com/uk">Adaptive Insights</a>, the company that proves a new generation of business planning software for finance and beyond. Prior to their reported $1.55Bn acquisition to WorkDay, Adaptive Insights raised over $175m in VC funding from the likes of Bessemer, Salesforce Ventures, Norwest Venture Partners and many more incredible investors. Prior to Adaptive Insights, Tom was a partner at Greylock Partners where he focused on enterprise software investments. He was also president and COO at Rational Software until its acquisition by IBM. Before Rational, Tom served as CEO at Avatar Technologies and Pacific Data. He began his career as a financial officer in both public and private companies, serving as CFO at SQA and Orange Nassau, Inc., as well as vice president of finance at SCA Services.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Tom made his way into the world of SaaS, came to be a Partner with Greylock and then made the move back into operations with Adaptive Insights?</li> <li style="font-weight: 400;">Elad Gil has previously said the role of CEO is to “find product market fit, ensure the company does not run out of money and ensure the team does not implode”, how does Tom define his role as CEO of a $100m+ SaaS company? How does the role of CEo fundamentally change over time? What aspect of the role does Tom find most challenging? </li> <li style="font-weight: 400;">What core role of CEO is constant throughout the lifecycle of the company? From seeing many of the world’s best SaaS CEOs, what are the commonalities in how the very best CEOs hire the very best execs? How does Tom think about the debate of hiring externally or promoting from within? How does Tom look to reduce internal discontent when hiring externally rather than promoting?</li> <li style="font-weight: 400;">At $100m Jyoti Bansal said on the show, this stage is about “creating and sustaining operational efficiency”. What have been Tom’s biggest learnings on the creation and maintenance of operational efficiency? What has worked? What has not worked? How does Tom think about internal asset allocation?</li> <li style="font-weight: 400;">Why does Tom believe that ultimately, ARR growth is the metric to rule them all? How does Tom think about and prioritise the metric stack in SaaS? How does he approach payback period vs CAC/LTV? In terms of services components of businesses, does Tom believe these should be baked into the CAC? What should the financial targets be for these services businesses? </li> </ul> <p style="text-align: center;">Tom’s 60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Tom know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Tom’s favourite business reading material and why?</li> <li style="font-weight: 400;">What would Tom most like to change in the world of SaaS today?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p>]]></content:encoded>
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<description><![CDATA[<p><a href="https://twitter.com/jonahgoodhart"><span style= "font-weight: 400;">Jonah Goodhart</span></a> <span style= "font-weight: 400;">is the CEO @</span> <a href= "http://www.moat.com/"><span style= "font-weight: 400;">Moat</span></a><span style= "font-weight: 400;">, the SaaS analytics and intelligence company focused on transforming brand advertising online. Prior to their acquisition by Oracle for a reported $850m Moat raised over $67m in VC funding from the likes of Insight Venture Partners, Founders Fund, Mayfield, Founder Collective, SV Angel and more incredible names. Prior to founding Moat, Jonah was the founding investor and board member at Right Media, acquired by Yahoo for a reported $680m. Jonah was also the</span> <span style= "font-weight: 400;">founding partner of WGI Group and co-founder of Billions.org. If all of that was not enough, Jonah is also an angel investor including the likes of adroll, Namely and fitmob all in his personal portfolio.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Jonah made his way into SaaS with is founding investor role in Right Media? How did experiencing both bubbles change the way Jonah thinks about operations today?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Jonah fundamentally define “North Star”? How plastic and flexible does Jonah believe a North Star should be? What was a time where Jonah’s decision was guided in a certain direction by his strong North Star? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jonah believe that in B2B your roadmap is given to you by your customers? What can founders do to clearly and quickly determine what their customers want from their conversations with them? What questions are crucial to ask? What response suggests real intent to buy from them? How does one prevent this from falling into heavy customisation?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Jonah approach the element of “brand” in the world of B2B today? What does Jonah believe is the secret to brand? How does this affect how Jonah both onboards, trains and engages with new and existing employees? Was brand core to Moat being able to sell to enterprise so successfully in the early days? </span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>Jonah’s 60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jonah know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Quality or quantity of logos in the early days?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How important is it for SaaS founders to be involved in the process?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/jonahgoodhart"><span style= "font-weight: 400;">Jonah Goodhart</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jonahgoodhart">Jonah Goodhart</a> is the CEO @ <a href= "http://www.moat.com/">Moat</a>, the SaaS analytics and intelligence company focused on transforming brand advertising online. Prior to their acquisition by Oracle for a reported $850m Moat raised over $67m in VC funding from the likes of Insight Venture Partners, Founders Fund, Mayfield, Founder Collective, SV Angel and more incredible names. Prior to founding Moat, Jonah was the founding investor and board member at Right Media, acquired by Yahoo for a reported $680m. Jonah was also the founding partner of WGI Group and co-founder of Billions.org. If all of that was not enough, Jonah is also an angel investor including the likes of adroll, Namely and fitmob all in his personal portfolio.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Jonah made his way into SaaS with is founding investor role in Right Media? How did experiencing both bubbles change the way Jonah thinks about operations today?</li> <li style="font-weight: 400;">How does Jonah fundamentally define “North Star”? How plastic and flexible does Jonah believe a North Star should be? What was a time where Jonah’s decision was guided in a certain direction by his strong North Star? </li> <li style="font-weight: 400;">Why does Jonah believe that in B2B your roadmap is given to you by your customers? What can founders do to clearly and quickly determine what their customers want from their conversations with them? What questions are crucial to ask? What response suggests real intent to buy from them? How does one prevent this from falling into heavy customisation?</li> <li style="font-weight: 400;">How does Jonah approach the element of “brand” in the world of B2B today? What does Jonah believe is the secret to brand? How does this affect how Jonah both onboards, trains and engages with new and existing employees? Was brand core to Moat being able to sell to enterprise so successfully in the early days? </li> </ul> <p style="text-align: center;">Jonah’s 60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Jonah know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Quality or quantity of logos in the early days?</li> <li style="font-weight: 400;">How important is it for SaaS founders to be involved in the process?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/jonahgoodhart">Jonah Goodhart</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jonah Goodhart is the CEO @ Moat, the SaaS analytics and intelligence company focused on transforming brand advertising online. Prior to their acquisition by Oracle for a reported $850m Moat raised over $67m in VC funding from the likes of Insight...]]></itunes:subtitle>
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<title>SaaStr 184: Step by Step Guide To Scaling Your Sales Team, Why Founders Need To Spend More Time On Top of Funnel & Why Discounting Is A Great Tool with Sam Blond, Chief Sales Officer @ Brex</title>
<pubDate>Mon, 16 Jul 2018 07:27:47 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/samdblond"><span style= "font-weight: 400;">Sam Blond</span></a> <span style= "font-weight: 400;">is Chief Sales Officer @ Brex, the startup that provides corporate cards for startups. To date they have raised over $57m in funding from the likes of Y Combinator, Peter Thiel, Max Levchin, Yuri Milner, Elad Gil and many more incredible names. Prior to Brex, Sam Was Chief Revenue Officer at Rainforest QA. Before Rainforest, Sam saw firsthand the hypergrowth scaling of Zenefits as VP of Sales where he saw the company grow from 18 employees and $1m in ARR to over 1,800 employees and over $70m in ARR. Sam got his start in the SaaS industry with Jason Lemkin @ Echosign as Director of Sales.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Sam made his way into the world of sales and came to join Jason Lemkin with his first role in sales at Echosign?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Sam believe that more sales reps does not always equal more revenue? What are the benchmarks that suggest founders really need to add to their sales team? Does Sam agree Founders should be selling up to $1m in ARR?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Sam assess who is the best person to hire for the role? What have been Sam’s lessons on what it fundamentally takes to attract the best talent? In the early days how does Sam think about both role allocation and whether to hire the young jack of all trades vs the more senior executive?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Sam believe that founders need to spend more time on top of funnel? Why does Sam believe that not all opportunities are created equal? How does Sam think about the right structure and time it should take to pass from lead to MQL to SAL to opportunity to deal? Where does this most commonly breakdown?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Sam believe the key to success in SaaS sales teams is “urgency”? Literally, how can reps instil a sense of urgency in their current pipeline? Why does Sam disagree with the conventional wisdom and say discounting is a great tool? How does Sam determine the right level of discount to give? How does Sam assess pilots as an alternative approach to getting leads over the line? </span></li> </ul> <p><span style="font-weight: 400;">Sam’s 60 Second SaaStr</span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Sam know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Quality or quantity of logos in the early days?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Sales rep productivity, what does Sam believe is good?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/samdblond"><span style= "font-weight: 400;">Sam Blond</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/samdblond">Sam Blond</a> is Chief Sales Officer @ Brex, the startup that provides corporate cards for startups. To date they have raised over $57m in funding from the likes of Y Combinator, Peter Thiel, Max Levchin, Yuri Milner, Elad Gil and many more incredible names. Prior to Brex, Sam Was Chief Revenue Officer at Rainforest QA. Before Rainforest, Sam saw firsthand the hypergrowth scaling of Zenefits as VP of Sales where he saw the company grow from 18 employees and $1m in ARR to over 1,800 employees and over $70m in ARR. Sam got his start in the SaaS industry with Jason Lemkin @ Echosign as Director of Sales.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Sam made his way into the world of sales and came to join Jason Lemkin with his first role in sales at Echosign?</li> <li style="font-weight: 400;">Why does Sam believe that more sales reps does not always equal more revenue? What are the benchmarks that suggest founders really need to add to their sales team? Does Sam agree Founders should be selling up to $1m in ARR?</li> <li style="font-weight: 400;">How does Sam assess who is the best person to hire for the role? What have been Sam’s lessons on what it fundamentally takes to attract the best talent? In the early days how does Sam think about both role allocation and whether to hire the young jack of all trades vs the more senior executive?</li> <li style="font-weight: 400;">Why does Sam believe that founders need to spend more time on top of funnel? Why does Sam believe that not all opportunities are created equal? How does Sam think about the right structure and time it should take to pass from lead to MQL to SAL to opportunity to deal? Where does this most commonly breakdown?</li> <li style="font-weight: 400;">Why does Sam believe the key to success in SaaS sales teams is “urgency”? Literally, how can reps instil a sense of urgency in their current pipeline? Why does Sam disagree with the conventional wisdom and say discounting is a great tool? How does Sam determine the right level of discount to give? How does Sam assess pilots as an alternative approach to getting leads over the line? </li> </ul> <p>Sam’s 60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Sam know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Quality or quantity of logos in the early days?</li> <li style="font-weight: 400;">Sales rep productivity, what does Sam believe is good?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/samdblond">Sam Blond</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Sam Blond is Chief Sales Officer @ Brex, the startup that provides corporate cards for startups. To date they have raised over $57m in funding from the likes of Y Combinator, Peter Thiel, Max Levchin, Yuri Milner, Elad Gil and many more incredible...]]></itunes:subtitle>
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<title>SaaStr 183: Intercom CEO, Eoghan McCabe on The Right Way To Structure Your Org Chart, The Secret To Scaling From SME To Enterprise Successfully & How To Create A Culture of Experimentation Without Fear</title>
<pubDate>Mon, 09 Jul 2018 07:54:06 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/eoghan"><span style= "font-weight: 400;">Eoghan McCabe</span></a> <span style= "font-weight: 400;">is the Co-Founder & CEO @</span> <a href= "https://www.intercom.com/"><span style= "font-weight: 400;">Intercom</span></a><span style= "font-weight: 400;">,</span> <span style="font-weight: 400;">one of the fastest growing saas companies of the day providing a new and better way to acquire, engage and retain customers. Due to their phenomenal growth they have raised over $240m in funding from some of the best in the world including Kleiner Perkins, Social Capital, Bessemer and Index, just to name a few. As for Eoghan, prior to co-founding Intercom, he founded an award-winning software design consultancy called Contrast, and co-founded Exceptional, a developer tool startup acquired in 2011 and now a part of Rackspace.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Eoghan come to be founder of one of the hottest growing startups in SaaS from founding a software design firm in Ireland?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Eoghan believe are the core pillars for success in making the move from SME to enterprise? How does one reinvent oneself to make this transition? How has Eoghan seen te org structure and internal decision-making change with the adoption of many more enterprise clients?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Eoghan determine between the decision to hire the young jack of all trades vs the much more experienced senior exec? Why does Eoghan believe you can never be too early to bring someone more senior than you onto the team? What makes Eoghan say, “we are all learning on the fly”? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Eoghan look to create a culture of experimentation and accountability without the fear of failure? What must the leader do to imbue this culture? Where does Eoghan see many going wrong in trying to make this happen?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Eoghan think about “transparency” with SaaS companies today? Why does he think that not only is it not healthy but also largely not possible? Instead, what is a better, more sustainable solution to transparency? </span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/eoghan"><span style= "font-weight: 400;">Eoghan McCabe</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/eoghan">Eoghan McCabe</a> is the Co-Founder & CEO @ <a href= "https://www.intercom.com/">Intercom</a>, one of the fastest growing saas companies of the day providing a new and better way to acquire, engage and retain customers. Due to their phenomenal growth they have raised over $240m in funding from some of the best in the world including Kleiner Perkins, Social Capital, Bessemer and Index, just to name a few. As for Eoghan, prior to co-founding Intercom, he founded an award-winning software design consultancy called Contrast, and co-founded Exceptional, a developer tool startup acquired in 2011 and now a part of Rackspace.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Eoghan come to be founder of one of the hottest growing startups in SaaS from founding a software design firm in Ireland?</li> <li style="font-weight: 400;">What does Eoghan believe are the core pillars for success in making the move from SME to enterprise? How does one reinvent oneself to make this transition? How has Eoghan seen te org structure and internal decision-making change with the adoption of many more enterprise clients?</li> <li style="font-weight: 400;">How does Eoghan determine between the decision to hire the young jack of all trades vs the much more experienced senior exec? Why does Eoghan believe you can never be too early to bring someone more senior than you onto the team? What makes Eoghan say, “we are all learning on the fly”? </li> <li style="font-weight: 400;">How does Eoghan look to create a culture of experimentation and accountability without the fear of failure? What must the leader do to imbue this culture? Where does Eoghan see many going wrong in trying to make this happen?</li> <li style="font-weight: 400;">How does Eoghan think about “transparency” with SaaS companies today? Why does he think that not only is it not healthy but also largely not possible? Instead, what is a better, more sustainable solution to transparency? </li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/eoghan">Eoghan McCabe</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Eoghan McCabe is the Co-Founder & CEO @ Intercom, one of the fastest growing saas companies of the day providing a new and better way to acquire, engage and retain customers. Due to their phenomenal growth they have raised over $240m in funding...]]></itunes:subtitle>
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<title>SaaStr 182: Marketo CEO, Steve Lucas on What Makes A Truly Great SaaS CEO Today, The Top Considerations You Must make Before Going To Enterprise & Why The Way We Sell Has To Fundamentally Change</title>
<pubDate>Mon, 02 Jul 2018 11:18:57 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/nstevenlucas"><span style= "font-weight: 400;">Steve Lucas</span></a> <span style= "font-weight: 400;">is the CEO @</span> <a href= "https://www.marketo.com/"><span style= "font-weight: 400;">Marketo</span></a><span style= "font-weight: 400;">, the world leader in marketing automation for companies of any size. Prior to their IPO and eventual sale to Vista Equity partners for $1.79Bn they raised over $100m in VC funding from the likes of Battery Ventures, IVP, Mayfield and Lead Edge Capital. As for Steve,</span> <span style= "font-weight: 400;">prior to joining Marketo, he served in many leadership positions at SAP, Salesforce, Microsoft, BusinessObjects, and Crystal Decisions. If that wasn’t enough Steve also sits on the board of Tivo, SendGrid and The American Diabetes Society.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Steve make his way into the world of SaaS and come to be CEO @ Marketo?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Steve describe his experience at Salesforce to be life-changing? What were the core takeaways for Steve? How has that impacted how he operates today with Marketo? What does Steve mean when he says Marc Benioff is a “master of relevance”?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Steve believe the key to success as a CEO is accessibility? How can CEOs be both vulnerable and strong in today’s SaaS world? What are the 2 different types of CEOs and how they engage with their CMOs? What do the best do? What do the worst do?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Steve believe that the “CRM” term is incomplete? How does Steve fundamentally believe the way that customers want to be engaged with has changed? How can marketers enact this level of personalisation and engagement with such large customer bases? How does the role of artificial intelligence fit into this mass scale personalisation?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Steve view the broader martech landscape? Why does Steve strongly believe that we will be entering a period of consolidation in martech? How does Steve view the emergence of new categories such as ABM? How does this impact his overarching view on the next wave for martech? </span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>Steve’s 60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Steve know now that he wishes he had known when he started?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Management upgrade is the most important role of CEO, agree?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What keeps Steve up at night? How does that influence his running and operations of Marketo?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/nstevenlucas"><span style= "font-weight: 400;">Steve Lucas</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/nstevenlucas">Steve Lucas</a> is the CEO @ <a href= "https://www.marketo.com/">Marketo</a>, the world leader in marketing automation for companies of any size. Prior to their IPO and eventual sale to Vista Equity partners for $1.79Bn they raised over $100m in VC funding from the likes of Battery Ventures, IVP, Mayfield and Lead Edge Capital. As for Steve, prior to joining Marketo, he served in many leadership positions at SAP, Salesforce, Microsoft, BusinessObjects, and Crystal Decisions. If that wasn’t enough Steve also sits on the board of Tivo, SendGrid and The American Diabetes Society.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Steve make his way into the world of SaaS and come to be CEO @ Marketo?</li> <li style="font-weight: 400;">Why does Steve describe his experience at Salesforce to be life-changing? What were the core takeaways for Steve? How has that impacted how he operates today with Marketo? What does Steve mean when he says Marc Benioff is a “master of relevance”?</li> <li style="font-weight: 400;">Why does Steve believe the key to success as a CEO is accessibility? How can CEOs be both vulnerable and strong in today’s SaaS world? What are the 2 different types of CEOs and how they engage with their CMOs? What do the best do? What do the worst do?</li> <li style="font-weight: 400;">Why does Steve believe that the “CRM” term is incomplete? How does Steve fundamentally believe the way that customers want to be engaged with has changed? How can marketers enact this level of personalisation and engagement with such large customer bases? How does the role of artificial intelligence fit into this mass scale personalisation?</li> <li style="font-weight: 400;">How does Steve view the broader martech landscape? Why does Steve strongly believe that we will be entering a period of consolidation in martech? How does Steve view the emergence of new categories such as ABM? How does this impact his overarching view on the next wave for martech? </li> </ul> <p style="text-align: center;">Steve’s 60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Steve know now that he wishes he had known when he started?</li> <li style="font-weight: 400;">Management upgrade is the most important role of CEO, agree?</li> <li style="font-weight: 400;">What keeps Steve up at night? How does that influence his running and operations of Marketo?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/nstevenlucas">Steve Lucas</a></p>]]></content:encoded>
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<title>SaaStr 181: How To Gain Enterprise Clients As A Startup, How To Approach Multi-Year and Prepaid Deals with Those Mega Companies & How To Balance Fast Growth Expectations with Profitability with Jerry Jao, Founder & CEO @ Retention Science</title>
<pubDate>Mon, 25 Jun 2018 05:46:13 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/jerryjao"><span style= "font-weight: 400;">Jerry Jao</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.retentionscience.com/"><span style= "font-weight: 400;">Retention Science</span></a><span style= "font-weight: 400;">, the startup that brings intelligence to your marketing automation through artificial intelligence that delivers a personalized customer experience, at scale. To date, Jerry has raised over $10m in VC funding with Retention Science from great friends of the show in Forerunner Ventures, Upfront Ventures, Clark Landry, Andy Rankin and more fantastic names. Prior to founding Retention Science, Jerry founded two other e-Commerce marketing technologies and served as Strategic Innovation Officer to Clear Channel Radio. Jerry is also a Guest Lecturer at The Kellogg School of Management and sits on the board of Penango.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Jerry make his way into the world of SaaS with the founding of his first company? What have been the top 3 mistakes that Jerry has made since founding Retention Science?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">With P&G, Unilever and Olay all as enterprise clients, how did Jerry first sell into them as a small startup? What is required to give these large enterprises confidence in buying from startups? What does the perfect case study look like to convert these mega accounts? In the early days is it a quality or quantity of logos game? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How important is it for the founder to be really actively involved in the sales process to these mega corporations? How does Jerry divide his time now between new and existing customers, as well as team and investor management How does Jerry approach multi-year and prepaid deals with these incumbents? What is the line of reasoning for suggesting prepaid is fair?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Retention Science have been profitable since 2018, how does Jerry look to balance the mindset of fast growth and profitability? How does Jerry think about payback period for enterprise sales reps with this profitability mindset? How does this affect his thoughts and views on internal asset allocation?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>Jerry’s 60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">A moment in Jerry’s life that has changed the way he thinks?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When I say success in SaaS who embodies this to Jerry?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jerry know now that he wishes he had known at the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/jerryjao"><span style= "font-weight: 400;">Jerry Jao</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jerryjao">Jerry Jao</a> is the Founder & CEO @ <a href= "https://www.retentionscience.com/">Retention Science</a>, the startup that brings intelligence to your marketing automation through artificial intelligence that delivers a personalized customer experience, at scale. To date, Jerry has raised over $10m in VC funding with Retention Science from great friends of the show in Forerunner Ventures, Upfront Ventures, Clark Landry, Andy Rankin and more fantastic names. Prior to founding Retention Science, Jerry founded two other e-Commerce marketing technologies and served as Strategic Innovation Officer to Clear Channel Radio. Jerry is also a Guest Lecturer at The Kellogg School of Management and sits on the board of Penango.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Jerry make his way into the world of SaaS with the founding of his first company? What have been the top 3 mistakes that Jerry has made since founding Retention Science?</li> <li style="font-weight: 400;">With P&G, Unilever and Olay all as enterprise clients, how did Jerry first sell into them as a small startup? What is required to give these large enterprises confidence in buying from startups? What does the perfect case study look like to convert these mega accounts? In the early days is it a quality or quantity of logos game? </li> <li style="font-weight: 400;">How important is it for the founder to be really actively involved in the sales process to these mega corporations? How does Jerry divide his time now between new and existing customers, as well as team and investor management How does Jerry approach multi-year and prepaid deals with these incumbents? What is the line of reasoning for suggesting prepaid is fair?</li> <li style="font-weight: 400;">Retention Science have been profitable since 2018, how does Jerry look to balance the mindset of fast growth and profitability? How does Jerry think about payback period for enterprise sales reps with this profitability mindset? How does this affect his thoughts and views on internal asset allocation?</li> </ul> <p style="text-align: center;">Jerry’s 60 Second SaaStr</p> <ol> <li style="font-weight: 400;">A moment in Jerry’s life that has changed the way he thinks?</li> <li style="font-weight: 400;">When I say success in SaaS who embodies this to Jerry?</li> <li style="font-weight: 400;">What does Jerry know now that he wishes he had known at the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/jerryjao">Jerry Jao</a></p>]]></content:encoded>
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<title>SaaStr 180: David Skok on Why You Should Not Focus On CAC/LTV In The Early Days, What Is The Right Way To Analyse Sales Rep Productivity & The Leading Indicators Early Stage VCs Use to Assess Product Market Fit </title>
<pubDate>Mon, 18 Jun 2018 05:53:33 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/bostonvc">David Skok</a> is a serial entrepreneur turned VC at <a href= "http://t.co/8jQCr5dzNi">Matrix Partners</a>. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired. In 2001 David joined Matrix Partners, who had backed his last two startups, as a General Partner. David’s successful exits as an investor at Matrix include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius. You can also find <a href="http://t.co/WxKlKF6gyp">David’s amazing blog here!</a> Huge thanks to Hardi Meybaum and Jason Lemkin for the intro to David today.</p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the leading indicators that early stage VCs dig deep on to assess the strength of product market fit? What level of traction both in enterprise and SMB would an early stage investor deem exciting enough to pursue? What levels of engagement are sufficient enough to suggest cause for a much larger and increased round?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How should founders assess sales rep productivity? What can they do to actively shorten the ramp time? How will early stage investors analyse the ramp time? What suggests repeatability of process?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does David believe there is no point focusing on CAC/LTV in the early days? What is the single biggest thing that founders can do to show repeatability of process and revenue as fast as possible?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the most common reason that people miss plan? How must the mindset of the founder switch from extreme frugality to hyper growth scaling? When is the right time for this transition to take place? What are the inherent challenges to this switch?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/bostonvc"><span style= "font-weight: 400;">David Skok</span></a></p> <p><span style="font-weight: 400;">If you’re looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit</span> <a href="https://egnyte.com/SaaStr"><span style= "font-weight: 400;">egnyte.com/SaaStr</span></a><span style= "font-weight: 400;">.</span></p> <p><span style="font-weight: 400;">MonkeyLearn allows companies to easily analyze text with Machine Learning. Customers like Clearbit and Segment are using MonkeyLearn to turn emails, support tickets, customer feedback, and documents into actionable data. Their platform makes it super easy to classify texts by topic, sentiment or intent or to extract specific data such as keywords, names, and companies. MonkeyLearn makes teams more efficient by automating business processes, getting insights and saving hours of manual text data processing. And if you would like to learn more, head to</span> <a href="http://monkeylearn.com/saastr"><span style= "font-weight: 400;">monkeylearn.com/saastr</span></a><span style= "font-weight: 400;">, that is www. m o n k e y l e a r n .com/saastr. Plus, listeners of the SaaStr podcast will have a very special opportunity to purchase monthly plans for half the price. So, check out MonkeyLearn and start getting more out of your text today.</span></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/bostonvc">David Skok</a> is a serial entrepreneur turned VC at <a href= "http://t.co/8jQCr5dzNi">Matrix Partners</a>. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired. In 2001 David joined Matrix Partners, who had backed his last two startups, as a General Partner. David’s successful exits as an investor at Matrix include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius. You can also find <a href="http://t.co/WxKlKF6gyp">David’s amazing blog here!</a> Huge thanks to Hardi Meybaum and Jason Lemkin for the intro to David today.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">What are the leading indicators that early stage VCs dig deep on to assess the strength of product market fit? What level of traction both in enterprise and SMB would an early stage investor deem exciting enough to pursue? What levels of engagement are sufficient enough to suggest cause for a much larger and increased round?</li> <li style="font-weight: 400;">How should founders assess sales rep productivity? What can they do to actively shorten the ramp time? How will early stage investors analyse the ramp time? What suggests repeatability of process?</li> <li style="font-weight: 400;">Why does David believe there is no point focusing on CAC/LTV in the early days? What is the single biggest thing that founders can do to show repeatability of process and revenue as fast as possible?</li> <li style="font-weight: 400;">What is the most common reason that people miss plan? How must the mindset of the founder switch from extreme frugality to hyper growth scaling? When is the right time for this transition to take place? What are the inherent challenges to this switch?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/bostonvc">David Skok</a></p> <p>If you’re looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit <a href="https://egnyte.com/SaaStr">egnyte.com/SaaStr</a>.</p> <p>MonkeyLearn allows companies to easily analyze text with Machine Learning. Customers like Clearbit and Segment are using MonkeyLearn to turn emails, support tickets, customer feedback, and documents into actionable data. Their platform makes it super easy to classify texts by topic, sentiment or intent or to extract specific data such as keywords, names, and companies. MonkeyLearn makes teams more efficient by automating business processes, getting insights and saving hours of manual text data processing. And if you would like to learn more, head to <a href="http://monkeylearn.com/saastr">monkeylearn.com/saastr</a>, that is www. m o n k e y l e a r n .com/saastr. Plus, listeners of the SaaStr podcast will have a very special opportunity to purchase monthly plans for half the price. So, check out MonkeyLearn and start getting more out of your text today.</p>]]></content:encoded>
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<title>SaaStr 179: What It Means To Be An ARR First SaaS Company, The Most Commonly Misunderstood SaaS Metrics & Why Renewals Does Not Mean Happy Customers with Dave Kellogg, CEO @ Host Analytics</title>
<pubDate>Mon, 11 Jun 2018 07:30:40 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/Kellblog"><span style= "font-weight: 400;">Dave Kellogg</span></a> <span style= "font-weight: 400;">is the CEO @ Host Analytics,</span> <span style="font-weight: 400;">the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M) and big data leader Aster Data (acquired by Teradata for $325M).</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Dave believe it is foundational to be an ARR first company? How does Dave think startups can show their ARR first mentality from the first investor meeting? How does this help drive operational efficiency? How does Dave segment ARR into 3 distinct camps?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Dave argue that SaaS metrics are not nearly as simple as they seem? Which metrics does Dave believe most founders confuse? What metrics will the best VCs pick apart and dig deep on? How can founders respond with accuracy and confidence?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Dave respond to multi-year deals? Under what conditions are they acceptable and not acceptable? How must they be reported in accounting? Where do many startups go wrong when considering multi-year deals? How important is it for them to be pre-paid?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Dave argue that renewals do not measure customer satisfaction?What is an accurate measurement to determine customer satisfaction? How often should this be conducted? What sample size of customer gives the right amount of data? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Dave approach comp with regards to sales team cross-sell and upsell? Why is it not as black and white as boards often portray? Under which circumstances does Dave believe double comp is justified and not justified? How can you communicate this to your board successfully?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/Kellblog"><span style= "font-weight: 400;">Dave Kellogg</span></a></p> <p><span style="font-weight: 400;">If you’re looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit</span> <a href="https://egnyte.com/SaaStr"><span style= "font-weight: 400;">egnyte.com/SaaStr</span></a><span style= "font-weight: 400;">.</span></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/Kellblog">Dave Kellogg</a> is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M) and big data leader Aster Data (acquired by Teradata for $325M).</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">Why does Dave believe it is foundational to be an ARR first company? How does Dave think startups can show their ARR first mentality from the first investor meeting? How does this help drive operational efficiency? How does Dave segment ARR into 3 distinct camps?</li> <li style="font-weight: 400;">Why does Dave argue that SaaS metrics are not nearly as simple as they seem? Which metrics does Dave believe most founders confuse? What metrics will the best VCs pick apart and dig deep on? How can founders respond with accuracy and confidence?</li> <li style="font-weight: 400;">How does Dave respond to multi-year deals? Under what conditions are they acceptable and not acceptable? How must they be reported in accounting? Where do many startups go wrong when considering multi-year deals? How important is it for them to be pre-paid?</li> <li style="font-weight: 400;">Why does Dave argue that renewals do not measure customer satisfaction?What is an accurate measurement to determine customer satisfaction? How often should this be conducted? What sample size of customer gives the right amount of data? </li> <li style="font-weight: 400;">How does Dave approach comp with regards to sales team cross-sell and upsell? Why is it not as black and white as boards often portray? Under which circumstances does Dave believe double comp is justified and not justified? How can you communicate this to your board successfully?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/Kellblog">Dave Kellogg</a></p> <p>If you’re looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit <a href="https://egnyte.com/SaaStr">egnyte.com/SaaStr</a>.</p>]]></content:encoded>
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<title>SaaStr 178: 10 Key Lessons From Scaling Marketo to IPO with Phil Fernandez, Former Marketo CEO & Venture Partner @ Shasta Ventures</title>
<pubDate>Mon, 04 Jun 2018 07:29:19 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/philf1217"><span style= "font-weight: 400;">Phil Fernandez</span></a> <span style= "font-weight: 400;">is a Silicon Valley veteran, with more than 35 years of experience building and leading breakout technology companies. Phil co-founded Marketo in 2006 and led the company as Chairman and CEO for a decade, overseeing its successful IPO and acquisition by Vista Equity Partners. Prior to Marketo, Phil served as president and COO of Epiphany, an enterprise customer relationship management (CRM) software company. Today, Phil is a Venture Partner with Shasta Ventures, the fund with a portfolio including the likes of Nest, eero, Zuora, Canva and many more incredible companies.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">When is the right time to hire your first CRO? Where did Phil make a big mistake in who owns what revenue numbers? What are the traits that make the best CROs? How should they look to work with both sales and marketing to drive efficiency internally?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Phil believe you must hire the most senior Chief People Officer as soon as you can? What does the role of “Chief People Officer” really embody? How should they look to work with HR internally? Who should they report to? How does this role change with a scaling organisation?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How has Phil seen the relationship between average contract value and potential for expansion change? What is the correlation between and ongoing services component and both customer NPS and expansion? Where did Phil go wrong with this at Marketo?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How should emerging SaaS startups today be thinking about technical legacy debt? Why does Phil believe it is never to early to have a Head of Research function? How should this function work with the team to build the latest technology into new products?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why did Steve sell Marketo to Vista Equity Partners? What was the thesis and big learnings from that experience? What does Phil mean when he says he did not “watch the clock properly’’? How can founders today be proactively thinking about ramp time for sales reps, new product engagement etc. </span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/philf1217"><span style= "font-weight: 400;">Phil Fernandez</span></a></p> <p> </p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/philf1217">Phil Fernandez</a> is a Silicon Valley veteran, with more than 35 years of experience building and leading breakout technology companies. Phil co-founded Marketo in 2006 and led the company as Chairman and CEO for a decade, overseeing its successful IPO and acquisition by Vista Equity Partners. Prior to Marketo, Phil served as president and COO of Epiphany, an enterprise customer relationship management (CRM) software company. Today, Phil is a Venture Partner with Shasta Ventures, the fund with a portfolio including the likes of Nest, eero, Zuora, Canva and many more incredible companies.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">When is the right time to hire your first CRO? Where did Phil make a big mistake in who owns what revenue numbers? What are the traits that make the best CROs? How should they look to work with both sales and marketing to drive efficiency internally?</li> <li style="font-weight: 400;">Why does Phil believe you must hire the most senior Chief People Officer as soon as you can? What does the role of “Chief People Officer” really embody? How should they look to work with HR internally? Who should they report to? How does this role change with a scaling organisation?</li> <li style="font-weight: 400;">How has Phil seen the relationship between average contract value and potential for expansion change? What is the correlation between and ongoing services component and both customer NPS and expansion? Where did Phil go wrong with this at Marketo?</li> <li style="font-weight: 400;">How should emerging SaaS startups today be thinking about technical legacy debt? Why does Phil believe it is never to early to have a Head of Research function? How should this function work with the team to build the latest technology into new products?</li> <li style="font-weight: 400;">Why did Steve sell Marketo to Vista Equity Partners? What was the thesis and big learnings from that experience? What does Phil mean when he says he did not “watch the clock properly’’? How can founders today be proactively thinking about ramp time for sales reps, new product engagement etc. </li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/philf1217">Phil Fernandez</a></p> <p> </p>]]></content:encoded>
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<title>SaaStr 177: Why Career Paths Are For B Players in Sales, How To "Rig The Recruiters" To Ensure The Best Talent Pipeline & Successfully Moving From Transactional To Enterprise with Bill Binch, CRO @ Pendo.io</title>
<pubDate>Tue, 29 May 2018 07:40:26 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/billbinch"><span style= "font-weight: 400;">Bill Binch</span></a> <span style= "font-weight: 400;">is</span> <span style="font-weight: 400;">a leader and expert in the SaaS sales industry, currently CRO @</span> <a href="https://www.pendo.io/"><span style= "font-weight: 400;">Pendo.io</span></a><span style= "font-weight: 400;">, the startup that helps you understand and guide your users, creating a product experience they can’t live without. They have raised over $58m in VC funding from some of the best in their space with the likes of Battery Ventures, Spark Capital and Salesforce Ventures, all backing them. As for Bill, prior to Pendo, Bill was the Senior Vice President of Global Sales at Marketo for 8 years. He joined when it was a small venture-backed startup with a mission to reinvent marketing automation. It was his sales leadership and expertise that formed a critical component in building Marketo into one of the fastest-growing enterprise software companies in the world, recognized through his being awarded worldwide VP of sales in 2011.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Bill made his way into the world of SaaS and came to be employee #18 at Marketo before making the transition to today, as CRO @ Pendo?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Bill has said before that career paths are for B players. First, what is wrong with the current thinking around career paths? Why does that inherently mean that A players do not align with them? How can one determine when is the right time to step away from the career paths? What characteristics and attributes do those truly special opportunities have?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Bill has successfully made the transition from transactional business to enterprise business many times, what have been his core learnings on what it takes to make this transition successfully? What are the biggest challenges in making the transition? How does the internal structure of the team change when making this transition?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Bill mean when he says you have to “rig the recruiters”? What incentives can be placed in front of them that ensure you will be a priority for them? On the flip side, what incentives do you have to give the recently on boarded employees to encourage grassroots, word of mouth on the company brand?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does the company and sales cycle fundamentally change when moving from $0-1m ARR? What does that mean for the company policy on discounting and pilots? How does the company alter when transitioning from $1-10m in ARR? How can sustainable social validity be built in this stage? How does a company successfully move from $15m-100m in ARR? </span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr?</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Bill know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What keeps Bill up at night?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Bill mean when he says you have to check your ego?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/billbinch"><span style= "font-weight: 400;">Bill Binch</span></a></p> <p>If you’re looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit <a href= "http://ww.egnyte.com/SaaStr" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=http://ww.egnyte.com/SaaStr&source=gmail&ust=1527894576386000&usg=AFQjCNFhkI54tea658KnbhtsF8nRtO7SSw">www.egnyte.com/SaaStr</a>. </p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/billbinch">Bill Binch</a> is a leader and expert in the SaaS sales industry, currently CRO @ <a href="https://www.pendo.io/">Pendo.io</a>, the startup that helps you understand and guide your users, creating a product experience they can’t live without. They have raised over $58m in VC funding from some of the best in their space with the likes of Battery Ventures, Spark Capital and Salesforce Ventures, all backing them. As for Bill, prior to Pendo, Bill was the Senior Vice President of Global Sales at Marketo for 8 years. He joined when it was a small venture-backed startup with a mission to reinvent marketing automation. It was his sales leadership and expertise that formed a critical component in building Marketo into one of the fastest-growing enterprise software companies in the world, recognized through his being awarded worldwide VP of sales in 2011.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Bill made his way into the world of SaaS and came to be employee #18 at Marketo before making the transition to today, as CRO @ Pendo?</li> <li style="font-weight: 400;">Bill has said before that career paths are for B players. First, what is wrong with the current thinking around career paths? Why does that inherently mean that A players do not align with them? How can one determine when is the right time to step away from the career paths? What characteristics and attributes do those truly special opportunities have?</li> <li style="font-weight: 400;">Bill has successfully made the transition from transactional business to enterprise business many times, what have been his core learnings on what it takes to make this transition successfully? What are the biggest challenges in making the transition? How does the internal structure of the team change when making this transition?</li> <li style="font-weight: 400;">What does Bill mean when he says you have to “rig the recruiters”? What incentives can be placed in front of them that ensure you will be a priority for them? On the flip side, what incentives do you have to give the recently on boarded employees to encourage grassroots, word of mouth on the company brand?</li> <li style="font-weight: 400;">How does the company and sales cycle fundamentally change when moving from $0-1m ARR? What does that mean for the company policy on discounting and pilots? How does the company alter when transitioning from $1-10m in ARR? How can sustainable social validity be built in this stage? How does a company successfully move from $15m-100m in ARR? </li> </ul> <p style="text-align: center;">60 Second SaaStr?</p> <ol> <li style="font-weight: 400;">What does Bill know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What keeps Bill up at night?</li> <li style="font-weight: 400;">What does Bill mean when he says you have to check your ego?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/billbinch">Bill Binch</a></p> <p>If you’re looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit <a href= "http://ww.egnyte.com/SaaStr" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=http://ww.egnyte.com/SaaStr&source=gmail&ust=1527894576386000&usg=AFQjCNFhkI54tea658KnbhtsF8nRtO7SSw">www.egnyte.com/SaaStr</a>. </p>]]></content:encoded>
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<title>SaaStr 176: What SaaS Startups Need To Raise A Series A Today, Why We Need A New Framework To Think About SaaS Multiples and How "The Rule of 40" Changes with Scale with Kristina Shen, Partner @ Bessemer Venture Partners</title>
<pubDate>Mon, 21 May 2018 07:37:15 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/kshenster"><span style= "font-weight: 400;">Kristina Shen</span></a> <span style= "font-weight: 400;">is a Partner @</span> <a href= "https://www.bvp.com/"><span style="font-weight: 400;">Bessemer Venture Partners</span></a><span style="font-weight: 400;">, one of the world’s leading venture funds with a portfolio including the likes of Pinterest, Skype, Box, LinkedIn, Yelp and many more incredible companies. As for Kristina, she serves on the boards of DoubleDutch, Glint, Retail Solutions and Zoosk and is also a board observer with RainforestQA, Vidyard, Gainsight and ServiceTitan. Kristina is also one of the best data gurus as the</span> <span style="font-weight: 400;">co-author of</span> <a href= "http://www.bvp.com/blog/cloud-days-ahead-state-cloud-industry-2016-download-full-report"> <span style="font-weight: 400;">Bessemer’s State of the Cloud 2016</span></a> <span style="font-weight: 400;">and</span> <a href= "http://www.linkedin.com/pulse/state-cloud-2017-byron-deeter?trk=v-feed&trk=v-feed&lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_recent_activity_details_shares%3BFeawTAx1faHM5MZjvqNS2A%3D%3D"> <span style="font-weight: 400;">2017</span></a> <span style= "font-weight: 400;">and</span> <a href= "http://www.bvp.com/blog/bessemers-10-laws-cloud-computing"><span style="font-weight: 400;"> Bessemer 10 Laws of Cloud</span></a><span style= "font-weight: 400;">, which captures the top trends among leading public and private cloud computing and enterprise mobile companies. Due to Kristina’s success she has been named to both Forbes and Business Insider’s 30 Under 30 in 2014 and 2016, respectively.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Kristina made her way into the world of cloud investing and came to be the data guru for much of the cloud landscape?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Kristina fundamentally mean when she states the key question is, is there velocity in this SaaS business? Is velocity just about revenue or ARR growth? How can startups present real velocity with their sales funnel? How can startups present further velocity through their SQL process?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Kristina believe that “private SaaS multiples are not expensive and we need a new framework”? What makes the existing framework inaccurate? What does this mean for the way Kristina assess ARR multiple and growth rates? How does this framework alter Kristina’s perception of the often hailed “Rule of 40”? How does it change with scaling?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the core elements Series A SaaS investors focus on today? With regards to revenue benchmarks for the A round, where do they need you to be both on the low and high end? Where do Series A investors expect startups to be for y/y ARR growth?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What core metrics are required to successfully raise your Series B in SaaS today? What does Kristina think is the fundamental difference between Series A and B today in SaaS? What can founders do to show repeatability and reliability of revenue streams as they move into the B round? </span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr?</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Kristina know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Questions from Jeremy Levine: What would Kristina like her legacy to be as an investor in 20 years time?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What keeps Kristina up at night?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Is it worse to see an amazing deal and pass on it or to have never seen it at all?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/kshenster"><span style= "font-weight: 400;">Kristina Shen</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/kshenster">Kristina Shen</a> is a Partner @ <a href= "https://www.bvp.com/">Bessemer Venture Partners</a>, one of the world’s leading venture funds with a portfolio including the likes of Pinterest, Skype, Box, LinkedIn, Yelp and many more incredible companies. As for Kristina, she serves on the boards of DoubleDutch, Glint, Retail Solutions and Zoosk and is also a board observer with RainforestQA, Vidyard, Gainsight and ServiceTitan. Kristina is also one of the best data gurus as the co-author of <a href= "http://www.bvp.com/blog/cloud-days-ahead-state-cloud-industry-2016-download-full-report"> Bessemer’s State of the Cloud 2016</a> and <a href= "http://www.linkedin.com/pulse/state-cloud-2017-byron-deeter?trk=v-feed&trk=v-feed&lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_recent_activity_details_shares%3BFeawTAx1faHM5MZjvqNS2A%3D%3D"> 2017</a> and <a href= "http://www.bvp.com/blog/bessemers-10-laws-cloud-computing"> Bessemer 10 Laws of Cloud</a>, which captures the top trends among leading public and private cloud computing and enterprise mobile companies. Due to Kristina’s success she has been named to both Forbes and Business Insider’s 30 Under 30 in 2014 and 2016, respectively.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Kristina made her way into the world of cloud investing and came to be the data guru for much of the cloud landscape?</li> <li style="font-weight: 400;">What does Kristina fundamentally mean when she states the key question is, is there velocity in this SaaS business? Is velocity just about revenue or ARR growth? How can startups present real velocity with their sales funnel? How can startups present further velocity through their SQL process?</li> <li style="font-weight: 400;">Why does Kristina believe that “private SaaS multiples are not expensive and we need a new framework”? What makes the existing framework inaccurate? What does this mean for the way Kristina assess ARR multiple and growth rates? How does this framework alter Kristina’s perception of the often hailed “Rule of 40”? How does it change with scaling?</li> <li style="font-weight: 400;">What are the core elements Series A SaaS investors focus on today? With regards to revenue benchmarks for the A round, where do they need you to be both on the low and high end? Where do Series A investors expect startups to be for y/y ARR growth?</li> <li style="font-weight: 400;">What core metrics are required to successfully raise your Series B in SaaS today? What does Kristina think is the fundamental difference between Series A and B today in SaaS? What can founders do to show repeatability and reliability of revenue streams as they move into the B round? </li> </ul> <p style="text-align: center;">60 Second SaaStr?</p> <ol> <li style="font-weight: 400;">What does Kristina know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Questions from Jeremy Levine: What would Kristina like her legacy to be as an investor in 20 years time?</li> <li style="font-weight: 400;">What keeps Kristina up at night?</li> <li style="font-weight: 400;">Is it worse to see an amazing deal and pass on it or to have never seen it at all?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/kshenster">Kristina Shen</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Kristina Shen is a Partner @ Bessemer Venture Partners, one of the world’s leading venture funds with a portfolio including the likes of Pinterest, Skype, Box, LinkedIn, Yelp and many more incredible companies. As for Kristina, she serves on the...]]></itunes:subtitle>
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<title>SaaStr 175: Lemkin's Lesson on How To Approach Long Sales Cycles, When Is The Right Time For A Founder To Take A Step Back From Selling & How To Deal With Being Cloned with Jason Lemkin, Founder @ SaaStr </title>
<pubDate>Mon, 14 May 2018 06:41:52 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a> <span style= "font-weight: 400;">is the Founder @</span> <a href= "https://www.saastr.com/"><span style= "font-weight: 400;">SaaStr</span></a><span style= "font-weight: 400;">, the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the likes of Algolia, TalkDesk, MixMax, Rainforest QA and many more incredible companies.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Jason think founders should approach long sales cycles in the early days? Why does Jason believe that ultimately long sales cycles do not matter? What can the truly great VPs do to impact those long sales cycles?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Jason think founders can tackle lead optimisation with their team? How can founders determine which leads to send to which AEs? What will the effect of this tailored lead distribution be?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is the right time for the founder to begin to take a step back from sales? Why does Jason believe that the founder must always be involved in the sales process? How does this look at scale when selling to thousands of customers? How does this mean the founder works with the growing scaling team over time?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jason believe that SaaS companies have to raise so much money today? What is the core decision that founders must make when determining how much they need to raise? How should founders approach the topic of cloning? What are the 3 core advantages they have over their clones? What must they be mindful of when being cloned by incumbents? </span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaSt</span></a><span style= "font-weight: 400;">r</span></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jasonlk">Jason Lemkin</a> is the Founder @ <a href= "https://www.saastr.com/">SaaStr</a>, the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the likes of Algolia, TalkDesk, MixMax, Rainforest QA and many more incredible companies.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How does Jason think founders should approach long sales cycles in the early days? Why does Jason believe that ultimately long sales cycles do not matter? What can the truly great VPs do to impact those long sales cycles?</li> <li style="font-weight: 400;">How does Jason think founders can tackle lead optimisation with their team? How can founders determine which leads to send to which AEs? What will the effect of this tailored lead distribution be?</li> <li style="font-weight: 400;">When is the right time for the founder to begin to take a step back from sales? Why does Jason believe that the founder must always be involved in the sales process? How does this look at scale when selling to thousands of customers? How does this mean the founder works with the growing scaling team over time?</li> <li style="font-weight: 400;">Why does Jason believe that SaaS companies have to raise so much money today? What is the core decision that founders must make when determining how much they need to raise? How should founders approach the topic of cloning? What are the 3 core advantages they have over their clones? What must they be mindful of when being cloned by incumbents? </li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaSt</a>r</p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the...]]></itunes:subtitle>
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<title>SaaStr 174: How To Make It Big In The US As A Non-US SaaS Startup, How To Manage Distributed Teams Effectively At Scale & How East Coast, West Coast and European VCs Fundamentally Differ In Mentality with Timo Rein, Founder & CEO @ Pipedrive</title>
<pubDate>Tue, 08 May 2018 07:56:08 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/timorein"><span style= "font-weight: 400;">Timo Rein</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.pipedrive.com/en-gb"><span style= "font-weight: 400;">Pipedrive</span></a><span style= "font-weight: 400;">, the startup that helps sales people focus on actions that close deals. To date, Timo has raised over $30m from the likes of Atomico, Bessemer Venture Partners, TransferWise Founder Taavet Hinrikus and Andy MCloughlin and has scaled the team to over 330 people across multiple continents. Prior to founding Pipedrive, Timo was a Partner @ Vain & Partners acting in a consultancy role on how to get the best ROI from your sales process and before that was himself a door-to-door salesman with SouthWestern Company selling high ACV products.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Timo made his way into the world of SMB CRM with the founding of Pipedrive from the days of being a door-to-door salesman of high ACV products?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why did Timo choose to go global with Pipedrive from day 1? What are the benefits of founders having this global mindset from the start? What are Timo’s biggest learnings in terms of acquiring customers globally early on? What worked? What did not work? How did Timo think about pricing on an individual country perspective? What are the challenges with this?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Having raised from both US and UK VCs, how does fundraising differ when comparing Europe to the US? If Timo had to say the West Coast, East Coast and European VCs each had one area they focus, what would that area be? What are the challenges with these inherent focus points? What advice would Timo have for foreign founders looking to make it big in the US?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Timo look to manage a team so spread across the globe? What are the core challenges of this? What works? What does not work? What functions can be split up by geography? What must remain in one location? Now at 300 people, how does Pipedrive ensure for the same values fit when hiring at scale?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Many VCs say with such low ACV and such high churn, the SMB market is too difficult. How does Timo respond to this? How does Timo think about ensuring the continuous refilling of top of funnel? How does Timo think about acquiring such small customers in a cost efficient manner? </span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr?</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Pipedrive look like at $100m ARR?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What keeps Timo up at night?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Who is Timo’s favourite angel investor?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Timo know now that he wishes he had known at the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/timorein"><span style= "font-weight: 400;">Timo Rein</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/timorein">Timo Rein</a> is the Founder & CEO @ <a href= "https://www.pipedrive.com/en-gb">Pipedrive</a>, the startup that helps sales people focus on actions that close deals. To date, Timo has raised over $30m from the likes of Atomico, Bessemer Venture Partners, TransferWise Founder Taavet Hinrikus and Andy MCloughlin and has scaled the team to over 330 people across multiple continents. Prior to founding Pipedrive, Timo was a Partner @ Vain & Partners acting in a consultancy role on how to get the best ROI from your sales process and before that was himself a door-to-door salesman with SouthWestern Company selling high ACV products.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Timo made his way into the world of SMB CRM with the founding of Pipedrive from the days of being a door-to-door salesman of high ACV products?</li> <li style="font-weight: 400;">Why did Timo choose to go global with Pipedrive from day 1? What are the benefits of founders having this global mindset from the start? What are Timo’s biggest learnings in terms of acquiring customers globally early on? What worked? What did not work? How did Timo think about pricing on an individual country perspective? What are the challenges with this?</li> <li style="font-weight: 400;">Having raised from both US and UK VCs, how does fundraising differ when comparing Europe to the US? If Timo had to say the West Coast, East Coast and European VCs each had one area they focus, what would that area be? What are the challenges with these inherent focus points? What advice would Timo have for foreign founders looking to make it big in the US?</li> <li style="font-weight: 400;">How does Timo look to manage a team so spread across the globe? What are the core challenges of this? What works? What does not work? What functions can be split up by geography? What must remain in one location? Now at 300 people, how does Pipedrive ensure for the same values fit when hiring at scale?</li> <li style="font-weight: 400;">Many VCs say with such low ACV and such high churn, the SMB market is too difficult. How does Timo respond to this? How does Timo think about ensuring the continuous refilling of top of funnel? How does Timo think about acquiring such small customers in a cost efficient manner? </li> </ul> <p style="text-align: center;">60 Second SaaStr?</p> <ol> <li style="font-weight: 400;">What does Pipedrive look like at $100m ARR?</li> <li style="font-weight: 400;">What keeps Timo up at night?</li> <li style="font-weight: 400;">Who is Timo’s favourite angel investor?</li> <li style="font-weight: 400;">What does Timo know now that he wishes he had known at the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/timorein">Timo Rein</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Timo Rein is the Founder & CEO @ Pipedrive, the startup that helps sales people focus on actions that close deals. To date, Timo has raised over $30m from the likes of Atomico, Bessemer Venture Partners, TransferWise Founder Taavet Hinrikus and...]]></itunes:subtitle>
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<title>SaaStr 173: Lemkin's Lesson on What To Look For In Your First Sales Reps, How to Approach Variable Compensation, The Right Way To Acquire Customers When Starting Paid Marketing and more with Jason Lemkin, Founder @ SaaStr </title>
<pubDate>Mon, 30 Apr 2018 05:58:44 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a> <span style= "font-weight: 400;">is the Founder @</span> <a href= "https://www.saastr.com/"><span style= "font-weight: 400;">SaaStr</span></a><span style= "font-weight: 400;">, the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the likes of Algolia, TalkDesk, MixMax, Rainforest QA and many more incredible companies.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">When is the right time to hire your first sales rep? What characteristics must those sales have? Why does Jason believe it is impossible to poach a rockstar from another fast scaling startup? Should you then hire the stretch VP or the more experienced, potentially burnt out exec?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Jason think about aligning compensation to company objectives? Within the company, which functions serve as the best test areas for variable compensation? What must you be wary of when installing a system of variable compensation?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is a stretch VP a stretch too far? What must a stretch Head of Sales have done to make him ready? What must a VP of Product done before to make him ready? What resources can you build around stretch VPs to provide them with additional support?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Jason think about the first time you spend to acquire customers? Why does Jason suggest just trying to make $1 for every $1 you spend? Why is it crucial to think of your marketing spend on a blended basis? How can you create alignment between the marketing teams number and the cadence of sales? </span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaSt</span></a><span style= "font-weight: 400;">r</span></p> <p> </p> <p> </p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jasonlk">Jason Lemkin</a> is the Founder @ <a href= "https://www.saastr.com/">SaaStr</a>, the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the likes of Algolia, TalkDesk, MixMax, Rainforest QA and many more incredible companies.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">When is the right time to hire your first sales rep? What characteristics must those sales have? Why does Jason believe it is impossible to poach a rockstar from another fast scaling startup? Should you then hire the stretch VP or the more experienced, potentially burnt out exec?</li> <li style="font-weight: 400;">How does Jason think about aligning compensation to company objectives? Within the company, which functions serve as the best test areas for variable compensation? What must you be wary of when installing a system of variable compensation?</li> <li style="font-weight: 400;">When is a stretch VP a stretch too far? What must a stretch Head of Sales have done to make him ready? What must a VP of Product done before to make him ready? What resources can you build around stretch VPs to provide them with additional support?</li> <li style="font-weight: 400;">How does Jason think about the first time you spend to acquire customers? Why does Jason suggest just trying to make $1 for every $1 you spend? Why is it crucial to think of your marketing spend on a blended basis? How can you create alignment between the marketing teams number and the cadence of sales? </li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaSt</a>r</p> <p> </p> <p> </p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the...]]></itunes:subtitle>
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<title>SaaStr 172: Why It Is Easier To Start In SMB and Work Your Way Up, How To Encourage A Risk Mindset Into Your Culture & How To Separate Ego From Decision-Making with Jon Lee, Founder & CEO @ ProsperWorks</title>
<pubDate>Mon, 23 Apr 2018 07:08:58 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/jonleepw"><span style= "font-weight: 400;">Jon Lee</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.prosperworks.com/"><span style= "font-weight: 400;">ProsperWorks</span></a><span style= "font-weight: 400;">, the #1 recommended CRM for G Suite. To date, ProsperWorks have raised over $85m in VC funding from the likes of True Ventures, Norwest, GV, Bloomberg Beta and more incredible names. As for Jon, prior to ProsperWorks,</span> <span style= "font-weight: 400;">he started in investment banking at Merrill Lynch before moving to run a large operations team at Yahoo. Jon then founded Bazaar Advertising Solutions, a business self funded from a Palo Alto apartment that Jon scaled into a highly profitable $47m business in less than 2 years. Jon then sold Bazaar to Epic Media in 2006. Following the acquisition, Jon founded DNA Games, the number one casino simulation game on Facebook with more than 20 million players, ultimately acquired by Zynga in May 2011.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Jon made his way into the world of CRM having successfully founded and sold 2 prior business in the lead gen and gaming space? Why does Jon believe building a SaaS business is very much like building a gaming business?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does on think about the scaling of company culture with the scaling of headcount? Where does Jon see the inflection points where this culture starts to break down? What does Jon mean when he suggests “the importance of a culture of innovation”?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jon believe it is so important to insert a culture of risk into the organisation? How does this risk mindset differ and look across different segments of the business? How does Jon aim to create a culture of risk and ambition without a fear of failure and not hitting targets?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jon think it is always better to start in SMB and move to enterprise? How does this decision change how one thinks about product roadmap? How does this change how one approaches traction building ahead of fundraising? What should one look to learn from rapid iteration and testing before moving to the enterprise market? </span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr?</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jon know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What keeps Jon up at night?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Jon’s favourite SaaS reading material?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/jonleepw"><span style= "font-weight: 400;">Jon Lee</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jonleepw">Jon Lee</a> is the Founder & CEO @ <a href= "https://www.prosperworks.com/">ProsperWorks</a>, the #1 recommended CRM for G Suite. To date, ProsperWorks have raised over $85m in VC funding from the likes of True Ventures, Norwest, GV, Bloomberg Beta and more incredible names. As for Jon, prior to ProsperWorks, he started in investment banking at Merrill Lynch before moving to run a large operations team at Yahoo. Jon then founded Bazaar Advertising Solutions, a business self funded from a Palo Alto apartment that Jon scaled into a highly profitable $47m business in less than 2 years. Jon then sold Bazaar to Epic Media in 2006. Following the acquisition, Jon founded DNA Games, the number one casino simulation game on Facebook with more than 20 million players, ultimately acquired by Zynga in May 2011.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Jon made his way into the world of CRM having successfully founded and sold 2 prior business in the lead gen and gaming space? Why does Jon believe building a SaaS business is very much like building a gaming business?</li> <li style="font-weight: 400;">How does on think about the scaling of company culture with the scaling of headcount? Where does Jon see the inflection points where this culture starts to break down? What does Jon mean when he suggests “the importance of a culture of innovation”?</li> <li style="font-weight: 400;">Why does Jon believe it is so important to insert a culture of risk into the organisation? How does this risk mindset differ and look across different segments of the business? How does Jon aim to create a culture of risk and ambition without a fear of failure and not hitting targets?</li> <li style="font-weight: 400;">Why does Jon think it is always better to start in SMB and move to enterprise? How does this decision change how one thinks about product roadmap? How does this change how one approaches traction building ahead of fundraising? What should one look to learn from rapid iteration and testing before moving to the enterprise market? </li> </ul> <p style="text-align: center;">60 Second SaaStr?</p> <ol> <li style="font-weight: 400;">What does Jon know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What keeps Jon up at night?</li> <li style="font-weight: 400;">What is Jon’s favourite SaaS reading material?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/jonleepw">Jon Lee</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jon Lee is the Founder & CEO @ ProsperWorks, the #1 recommended CRM for G Suite. To date, ProsperWorks have raised over $85m in VC funding from the likes of True Ventures, Norwest, GV, Bloomberg Beta and more incredible names. As for Jon, prior to...]]></itunes:subtitle>
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<title>SaaStr 171: How To Figure Out Your Pricing Strategy: The Diminishing Role of The Per Seat Model, Why Open Source Is The Only Way To Get In Front of Today's Developers & Why Capital Efficiency Is Always Key with Chetan Puttagunta, General Partner @ NEA</title>
<pubDate>Mon, 16 Apr 2018 10:35:01 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/@chetanp"><span style= "font-weight: 400;">Chetan Puttagunta</span></a> <span style= "font-weight: 400;">is a General Partner @</span> <a href= "http://www.nea.com/"><span style= "font-weight: 400;">NEA</span></a><span style="font-weight: 400;">, one of the world’s largest venture capital firms in the world with over $3Bn in their latest fund and a portfolio including the likes of Mulesoft, Jet.com, Uber, Houzz and many more incredible companies. As for Chetan, Chetan focuses on enterprise software and has made investments in</span> <span style= "font-weight: 400;">MuleSoft, MongoDB, Elastic, Heap, just to name a few. Due to his phenomenal track record, Chetan has been named to GrowthCap’s Top 40 under 40 Growth Investors, Forbes 30 under 30 All-Star Alumni List, and Forbes’ 30 under 30 in Venture Capital.</span> </p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Chetan made his from the world of leveraged buyouts to the world of enterprise VC investing with NEA?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Chetan have such conviction with regards to open source companies today? Why does he feel the big question of “Can open source product multi-billion dollar companies” has been proven”?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Chetan think about the underlying business models of open source when comparing the likes of Red Hat with 85% gross margin to Hortonworks at negative gross margins? What does Chetan believe is a healthy ratio between professional services vs closed premium features? Does Chetan believe this is the end for per seat pricing in SaaS?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Chetan approach market sizing today when evaluating potential enterprise opportunities? Why does Chetan believe there is a mental trap in the VC requirement for large markets? How can founders present the niche market they are attacking, in an exciting enough way to satiate the investor appetite for large market?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Chatan has said before, “if you have conviction and vision, you should not be afraid to raise capital and go big”. Does every founder not have conviction and vision in the early days? How does Chetan determine when truly is the right time to pour fuel on the fire and raise that mega war chest? </span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr?</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">A moment in Chetan’s life that has changed the way he thinks about the world?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Fave SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Chetan know now that he wishes he had known at the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/@chetanp"><span style= "font-weight: 400;">Chetan Puttagunta</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/@chetanp">Chetan Puttagunta</a> is a General Partner @ <a href= "http://www.nea.com/">NEA</a>, one of the world’s largest venture capital firms in the world with over $3Bn in their latest fund and a portfolio including the likes of Mulesoft, Jet.com, Uber, Houzz and many more incredible companies. As for Chetan, Chetan focuses on enterprise software and has made investments in MuleSoft, MongoDB, Elastic, Heap, just to name a few. Due to his phenomenal track record, Chetan has been named to GrowthCap’s Top 40 under 40 Growth Investors, Forbes 30 under 30 All-Star Alumni List, and Forbes’ 30 under 30 in Venture Capital. </p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Chetan made his from the world of leveraged buyouts to the world of enterprise VC investing with NEA?</li> <li style="font-weight: 400;">Why does Chetan have such conviction with regards to open source companies today? Why does he feel the big question of “Can open source product multi-billion dollar companies” has been proven”?</li> <li style="font-weight: 400;">How does Chetan think about the underlying business models of open source when comparing the likes of Red Hat with 85% gross margin to Hortonworks at negative gross margins? What does Chetan believe is a healthy ratio between professional services vs closed premium features? Does Chetan believe this is the end for per seat pricing in SaaS?</li> <li style="font-weight: 400;">How does Chetan approach market sizing today when evaluating potential enterprise opportunities? Why does Chetan believe there is a mental trap in the VC requirement for large markets? How can founders present the niche market they are attacking, in an exciting enough way to satiate the investor appetite for large market?</li> <li style="font-weight: 400;">Chatan has said before, “if you have conviction and vision, you should not be afraid to raise capital and go big”. Does every founder not have conviction and vision in the early days? How does Chetan determine when truly is the right time to pour fuel on the fire and raise that mega war chest? </li> </ul> <p style="text-align: center;">60 Second SaaStr?</p> <ol> <li style="font-weight: 400;">A moment in Chetan’s life that has changed the way he thinks about the world?</li> <li style="font-weight: 400;">Fave SaaS reading material?</li> <li style="font-weight: 400;">What does Chetan know now that he wishes he had known at the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/@chetanp">Chetan Puttagunta</a></p>]]></content:encoded>
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<title>SaaStr 170: Intacct's Rob Reid on Scaling Intacct's Team & Culture To An $850m Exit, Why You Must Attack The Process Not The People & Why The Old School CEO Approach Is Upside Down and Backward</title>
<pubDate>Mon, 09 Apr 2018 06:17:57 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/SageIntacctRob"><span style= "font-weight: 400;">Rob Reid</span></a> <span style= "font-weight: 400;">is the Executive Vice President & Managing Director @</span> <a href= "https://www.sageintacct.com/"><span style="font-weight: 400;">Sage Intacct</span></a><span style="font-weight: 400;">, the undisputed global leader serving finance teams of any size. With over 10,000 employees and and over 3m customers, their financial solutions generate over $2Bn in revenue. As for Rob, prior to Sage Intacct, Rob led Intacct over an incredible 8 year journey culminating in their, reported $850m exit to Sage in 2017. Before that he was CEO and President of LucidEra, a market leader for on-demand business intelligence. Prior to LucidEra Rob was group Vice President of industry leading Siebel CRM for Oracle, managing the SMB sector. Fun fact, over his phenomenal 30 year career, Rob has been involved with 8 startups, 7 of which have had successful exits. </span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Rob made his way into the world of SaaS over 30 years ago from wanting to be in advertising and hating computer science?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">As a multi-time CEO, how has Rob seen his role and understanding of what it takes to be a great CEO changed over the last 30 years? Does Rob agree that “management upscaling is the most important role a CEO can do”? What does Rob mean when he says, “the old school CEO approach is upside down and backward”? How should it be in that case?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Rob believe that an executive team is like a boat of oarsman? What are the fundamentals to ensuring your executive team are aligned and working in tandem? Why is transparency across the organisation fundamental to both efficiency and culture? How does Rob think about internal promotion vs external hire when it comes to the exec team?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is Rob adamant that “cloud companies like never before have to be customer-centric”? What does this mean for thinking about optimising the structure of your organisation? How does one think about such high levels of customer success and touch points when serving the immense SMB landscape? How is this feasible? What have been Rob’s key learnings? </span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr?</strong></span></p> <ol> <li style="font-weight: 400;"><span style= "font-weight: 400;">Following many successful outcomes, what is Rob’s biggest splurge to date?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Greg Sands call Rob “The Big Fundamental”?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Rob know now that he wishes he had known at the beginning of his career?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/SageIntacctRob"><span style= "font-weight: 400;">Rob Reid</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/SageIntacctRob">Rob Reid</a> is the Executive Vice President & Managing Director @ <a href= "https://www.sageintacct.com/">Sage Intacct</a>, the undisputed global leader serving finance teams of any size. With over 10,000 employees and and over 3m customers, their financial solutions generate over $2Bn in revenue. As for Rob, prior to Sage Intacct, Rob led Intacct over an incredible 8 year journey culminating in their, reported $850m exit to Sage in 2017. Before that he was CEO and President of LucidEra, a market leader for on-demand business intelligence. Prior to LucidEra Rob was group Vice President of industry leading Siebel CRM for Oracle, managing the SMB sector. Fun fact, over his phenomenal 30 year career, Rob has been involved with 8 startups, 7 of which have had successful exits. </p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Rob made his way into the world of SaaS over 30 years ago from wanting to be in advertising and hating computer science?</li> <li style="font-weight: 400;">As a multi-time CEO, how has Rob seen his role and understanding of what it takes to be a great CEO changed over the last 30 years? Does Rob agree that “management upscaling is the most important role a CEO can do”? What does Rob mean when he says, “the old school CEO approach is upside down and backward”? How should it be in that case?</li> <li style="font-weight: 400;">Why does Rob believe that an executive team is like a boat of oarsman? What are the fundamentals to ensuring your executive team are aligned and working in tandem? Why is transparency across the organisation fundamental to both efficiency and culture? How does Rob think about internal promotion vs external hire when it comes to the exec team?</li> <li style="font-weight: 400;">Why is Rob adamant that “cloud companies like never before have to be customer-centric”? What does this mean for thinking about optimising the structure of your organisation? How does one think about such high levels of customer success and touch points when serving the immense SMB landscape? How is this feasible? What have been Rob’s key learnings? </li> </ul> <p style="text-align: center;">60 Second SaaStr?</p> <ol> <li style="font-weight: 400;">Following many successful outcomes, what is Rob’s biggest splurge to date?</li> <li style="font-weight: 400;">Why does Greg Sands call Rob “The Big Fundamental”?</li> <li style="font-weight: 400;">What does Rob know now that he wishes he had known at the beginning of his career?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/SageIntacctRob">Rob Reid</a></p>]]></content:encoded>
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<title>SaaStr 169: The Secret To Ensure High Conversion On Trials, How To Start and Scale A Remote Team Successfully & Lessons From Amazon and Netflix on A Culture of Achievement and Goal-setting with Kolton Andrus, Founder & CEO @ Gremlin</title>
<pubDate>Mon, 02 Apr 2018 08:34:00 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/KoltonAndrus"><span style= "font-weight: 400;">Kolton Andrus</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.gremlin.com/"><span style= "font-weight: 400;">Gremlin</span></a><span style= "font-weight: 400;">, the failure as a service startup finds weaknesses in your system before they cause problems. To date, they have raised over $8m in VC funding from some of the best in the business including the likes of Mike Volpi @ Index Ventures and Mike Dauber @ Amplify Partners.</span> <span style= "font-weight: 400;">Prior to Gremlin, Kolton was a Chaos Engineer at Netflix improving streaming reliability and operating the Edge services. Fun fact, Kolton also designed and built Netflix’s failure injection service. Before that he improved the performance and reliability of the Amazon Retail website. At both companies he has served as a ‘Call Leader’, managing the resolution of company-wide incidents.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How a conversation in the hallway of a conference with a VC gave Kolton the confidence that he could leave the corporate world of Netflix and Amazon and start a startup?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were Kolton’s biggest takeaways from seeing the first hand scaling of behemoths like Amazon and Netflix? How did they fundamentally alter how he views goal setting today? How does Kolton look to achieve the balance of ambitious goal setting without the team losing motivation if they do not hit the goals?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Kolton believe that a decentralised workforce is merely an evolution in how we do business? What are the core fundamentals to achieving success in creating and scaling a remote workforce? What have been some of the biggest challenges in structuring the team this way?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the single biggest tip Kolton has for other founders in ensuring high conversion rates from trials? Where do most founders go wrong with this? Today, is engineering buy in the only necessity to succeed in a bottoms up sales world? </span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr?</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Kolton know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">If an investor can provide one thing, what is most important for Kolton?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are Kolton’s favourite SaaS reading materials?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is a stretch a stretch too far for a team member?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/KoltonAndrus"><span style= "font-weight: 400;">Kolton Andrus</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/KoltonAndrus">Kolton Andrus</a> is the Founder & CEO @ <a href= "https://www.gremlin.com/">Gremlin</a>, the failure as a service startup finds weaknesses in your system before they cause problems. To date, they have raised over $8m in VC funding from some of the best in the business including the likes of Mike Volpi @ Index Ventures and Mike Dauber @ Amplify Partners. Prior to Gremlin, Kolton was a Chaos Engineer at Netflix improving streaming reliability and operating the Edge services. Fun fact, Kolton also designed and built Netflix’s failure injection service. Before that he improved the performance and reliability of the Amazon Retail website. At both companies he has served as a ‘Call Leader’, managing the resolution of company-wide incidents.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How a conversation in the hallway of a conference with a VC gave Kolton the confidence that he could leave the corporate world of Netflix and Amazon and start a startup?</li> <li style="font-weight: 400;">What were Kolton’s biggest takeaways from seeing the first hand scaling of behemoths like Amazon and Netflix? How did they fundamentally alter how he views goal setting today? How does Kolton look to achieve the balance of ambitious goal setting without the team losing motivation if they do not hit the goals?</li> <li style="font-weight: 400;">Why does Kolton believe that a decentralised workforce is merely an evolution in how we do business? What are the core fundamentals to achieving success in creating and scaling a remote workforce? What have been some of the biggest challenges in structuring the team this way?</li> <li style="font-weight: 400;">What is the single biggest tip Kolton has for other founders in ensuring high conversion rates from trials? Where do most founders go wrong with this? Today, is engineering buy in the only necessity to succeed in a bottoms up sales world? </li> </ul> <p style="text-align: center;">60 Second SaaStr?</p> <ol> <li style="font-weight: 400;">What does Kolton know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">If an investor can provide one thing, what is most important for Kolton?</li> <li style="font-weight: 400;">What are Kolton’s favourite SaaS reading materials?</li> <li style="font-weight: 400;">When is a stretch a stretch too far for a team member?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/KoltonAndrus">Kolton Andrus</a></p>]]></content:encoded>
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<title>SaaStr 168: Why 70% of Startup's VPs of Sales Fail, How and When To Hire Your First VP of Sales & The One Question That You Must Always Ask VP of Sales Candidates with Ryan Williams, Founder @ SalesCollider</title>
<pubDate>Mon, 26 Mar 2018 08:06:25 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/jryanwilliams"><span style= "font-weight: 400;">Ryan Williams</span></a> <span style= "font-weight: 400;">is the Founder @</span> <a href= "http://salescollider.com/"><span style= "font-weight: 400;">SalesCollider</span></a><span style= "font-weight: 400;">, the organisation that helps technical founders jumpstart sales.</span> <span style= "font-weight: 400;">Ryan got his start as the first sales manager at Adroll where he grew the team from 3 to 32 reps in just 8 months, a team that was responsible for ARR growing from $4m to $58m in under 2 years. Ryan then became an advisor to the early team at InVision where he coached both CEO and sales reps to close the first dozen enterprise deals. Then his last stop before founding SalesCollider was as VP of Sales at LeadGenius where he grew enterprise sales by over 400% and added clients such as Ebay, IBM and Google, just to name a few. Ryan is also an Entrepreneur in Residence @ 500 Startups and a Mentor with First Round Capital.</span></p> <p style="text-align: center;"><strong><span style= "text-decoration: underline;">In Today’s Episode You Will Learn:</span></strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Ryan made his way into the world of sales as first sales manager at Adroll and how that led to advising the CEO of InVision on gaining their first enterprise clients?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">70% of VPs of Sales fail when they join early stage startups, why is this? How can founders know when is the right time to bring in their first VP of Sales? What can they do to maximise the chances of success when bringing them into the organisation?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the right profile type for the first VP of Sales? What are the core foundations to assessing the strength of the VP in the interview, especially for engineering minded founders? What is the one question that Ryan loves to ask potential sales candidates? What answer does he look for?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Does Ryan agree with a recent guest, “discounting is now table stakes”? Where do most early stage startups go wrong when thinking about discounts? What framework must startups utilise to analyse the right discount to offer? Why must they know the internal value they are providing to their customer in such a detailed way when discounting?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Ryan know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">SDR’s are the most important function in sales, agree or disagree?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Sales rep productivity, what is good and what is bad?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/jryanwilliams"><span style= "font-weight: 400;">Ryan Williams</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jryanwilliams">Ryan Williams</a> is the Founder @ <a href= "http://salescollider.com/">SalesCollider</a>, the organisation that helps technical founders jumpstart sales. Ryan got his start as the first sales manager at Adroll where he grew the team from 3 to 32 reps in just 8 months, a team that was responsible for ARR growing from $4m to $58m in under 2 years. Ryan then became an advisor to the early team at InVision where he coached both CEO and sales reps to close the first dozen enterprise deals. Then his last stop before founding SalesCollider was as VP of Sales at LeadGenius where he grew enterprise sales by over 400% and added clients such as Ebay, IBM and Google, just to name a few. Ryan is also an Entrepreneur in Residence @ 500 Startups and a Mentor with First Round Capital.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Ryan made his way into the world of sales as first sales manager at Adroll and how that led to advising the CEO of InVision on gaining their first enterprise clients?</li> <li style="font-weight: 400;">70% of VPs of Sales fail when they join early stage startups, why is this? How can founders know when is the right time to bring in their first VP of Sales? What can they do to maximise the chances of success when bringing them into the organisation?</li> <li style="font-weight: 400;">What is the right profile type for the first VP of Sales? What are the core foundations to assessing the strength of the VP in the interview, especially for engineering minded founders? What is the one question that Ryan loves to ask potential sales candidates? What answer does he look for?</li> <li style="font-weight: 400;">Does Ryan agree with a recent guest, “discounting is now table stakes”? Where do most early stage startups go wrong when thinking about discounts? What framework must startups utilise to analyse the right discount to offer? Why must they know the internal value they are providing to their customer in such a detailed way when discounting?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Ryan know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">SDR’s are the most important function in sales, agree or disagree?</li> <li style="font-weight: 400;">Sales rep productivity, what is good and what is bad?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/jryanwilliams">Ryan Williams</a></p>]]></content:encoded>
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<title>SaaStr 167: The Biggest Challenges In Scaling From $1-10m in ARR, How To Navigate Enterprise Sales Negotiations Successfully & Why You Must Reiterate Value At Every Touchpoint with PJ Bouten, Founder & CEO @ Showpad</title>
<pubDate>Mon, 19 Mar 2018 07:34:53 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/pieterjan"><span style= "font-weight: 400;">Pieterjan (PJ) Bouten</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.showpad.com/"><span style= "font-weight: 400;">Showpad</span></a><span style= "font-weight: 400;">, the world’s leading sales enablement platform that allows for the creation of amazing buyer experiences. To date they have raised over $89m in VC funding from the likes of Insight Venture Partners, Dawn Capital and Hummingbird. As for PJ,</span> <span style="font-weight: 400;">Showpad is the second company he has founded. In 2010 he co-founded the mobile development agency, In The Pocket and still serves on its board. Prior to In The Pocket, Pieterjan held senior roles at Netlog and Accenture.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How PJ made his way from the world of Accenture to founding the world’s leading sales enablement platform in Showpad?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What was the most challenging element for PJ and Showpad in scaling from $1m-10m in ARR? How does the go-to-market change with this scaling? How does the team structure and composition alter? How does the branding and positioning change?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">PJ has said before that you must “reiterate value at every touchpoint”, what does he mean by this? How can one look to build a structure and framework to ensure one is effective with this? How does one scale this when serving thousands of SMBs?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were PJs biggest lessons from their experiences of discounting? What advice would PJ give to founders on when and how much to discount? How does PJ think about the use of pilots and trials? How can one ensure optimal efficiency of conversion with both methods?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">Does the role of CEO ever get easier?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does PJ know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What keeps PJ up at night?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/pieterjan"><span style= "font-weight: 400;">Pieterjan Bouten</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/pieterjan">Pieterjan (PJ) Bouten</a> is the Founder & CEO @ <a href= "https://www.showpad.com/">Showpad</a>, the world’s leading sales enablement platform that allows for the creation of amazing buyer experiences. To date they have raised over $89m in VC funding from the likes of Insight Venture Partners, Dawn Capital and Hummingbird. As for PJ, Showpad is the second company he has founded. In 2010 he co-founded the mobile development agency, In The Pocket and still serves on its board. Prior to In The Pocket, Pieterjan held senior roles at Netlog and Accenture.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How PJ made his way from the world of Accenture to founding the world’s leading sales enablement platform in Showpad?</li> <li style="font-weight: 400;">What was the most challenging element for PJ and Showpad in scaling from $1m-10m in ARR? How does the go-to-market change with this scaling? How does the team structure and composition alter? How does the branding and positioning change?</li> <li style="font-weight: 400;">PJ has said before that you must “reiterate value at every touchpoint”, what does he mean by this? How can one look to build a structure and framework to ensure one is effective with this? How does one scale this when serving thousands of SMBs?</li> <li style="font-weight: 400;">What were PJs biggest lessons from their experiences of discounting? What advice would PJ give to founders on when and how much to discount? How does PJ think about the use of pilots and trials? How can one ensure optimal efficiency of conversion with both methods?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Does the role of CEO ever get easier?</li> <li style="font-weight: 400;">What does PJ know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What keeps PJ up at night?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/pieterjan">Pieterjan Bouten</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Pieterjan (PJ) Bouten is the Founder & CEO @ Showpad, the world’s leading sales enablement platform that allows for the creation of amazing buyer experiences. To date they have raised over $89m in VC funding from the likes of Insight Venture...]]></itunes:subtitle>
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<title>SaaStr 166: Why SaaS Startups Do Not Have To Scale To Enterprise, Why Usage Is The Key Metric When Serving SMBs & How To Optimise The Partnership Model In SaaS with Clate Mask, Founder & CEO @ InfusionSoft</title>
<pubDate>Mon, 12 Mar 2018 09:22:31 +0000</pubDate>
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<description><![CDATA[<p><a href= "http://t.sidekickopen08.com/e1t/c/5/f18dQhb0S7lC8dDMPbW2n0x6l2B9nMJW7t5XX48qm0P2N1q0zKbQZqYbW7fsFDW56dvK8f8gYtq802?t=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fclatemask%2F&si=4721041818255360&pi=0498f504-0677-4dbd-bf4c-2d78868fc961"> <span style="font-weight: 400;">Clate Mask</span></a> <span style= "font-weight: 400;">is the CEO of</span> <a href= "http://t.sidekickopen08.com/e1t/c/5/f18dQhb0S7lC8dDMPbW2n0x6l2B9nMJW7t5XX48qm0P2N1q0zKbQZqYbW7fsFDW56dvK8f8gYtq802?t=http%3A%2F%2Fwww.infusionsoft.com%2F&si=4721041818255360&pi=0498f504-0677-4dbd-bf4c-2d78868fc961"> <span style="font-weight: 400;">Infusionsoft</span></a><span style= "font-weight: 400;">, the leading cloud-based CRM platform for growth-minded small businesses with more than 145,000 users worldwide. Under Clate’s leadership, InfusionSoft has grown from a fledgling startup housed in a worn-down strip mall into a 550 person company, raising over $130m in VC funding in the process. If that was not enough, Clate is also an angel investor with the likes of CampusLogic, where he also sits on the board and is co-author of</span> <em><span style="font-weight: 400;">Conquer the Chaos: How to Grow a Successful Small Business Without Going Crazy</span></em><span style="font-weight: 400;">.</span> </p> <p style="text-align: center;"><strong><span style= "text-decoration: underline;">In Today’s Episode You Will Learn:</span></strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Clate made his way into the world of SaaS and came to found the leading CRM for small businesses?</span></li> <li style="font-weight: 400;"><strong>Enterprise vs SMB:</strong> <span style="font-weight: 400;">Why does Clate fundamentally believe that not everyone has to move to enterprise with time? Why do so many founders believe they need to? Why is it such a preference for investors? How does the decision to remain in SMB change the future structure of the team and product roadmap? What was the hardest challenge for Clate about staying in SMB?</span></li> <li style="font-weight: 400;"><strong>The Metrics Stack:</strong> <span style="font-weight: 400;">What is the core metric that founders must observe to analyse the state of their business? How does this core metric affect every other metric? How does Clate view the significance of payback period, what is good to him? How does sales rep productivity change when serving SMB vs enterprise? What is good sales rep productivity? Why does Clate fundamentally believe CAC/LTV is the mothership? What is it solely driven by?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Partnerships 101: How can a founder know whether they have the right model and product for a partnerships model? How do partnership models change both the service and sales process of your company? What are the biggest risks to implementing a full-scale partnerships model? What have been the biggest challenges for Clate of scaling this partnerships model?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Clate know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the most important element an investor can provide?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">A moment in Clate’s life that has changed the way he thinks and sees the world?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/clatemask"><span style= "font-weight: 400;">Clate Mask</span></a></p> <p> </p> <p> </p>]]></description>
<content:encoded><![CDATA[<p><a href= "http://t.sidekickopen08.com/e1t/c/5/f18dQhb0S7lC8dDMPbW2n0x6l2B9nMJW7t5XX48qm0P2N1q0zKbQZqYbW7fsFDW56dvK8f8gYtq802?t=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fclatemask%2F&si=4721041818255360&pi=0498f504-0677-4dbd-bf4c-2d78868fc961"> Clate Mask</a> is the CEO of <a href= "http://t.sidekickopen08.com/e1t/c/5/f18dQhb0S7lC8dDMPbW2n0x6l2B9nMJW7t5XX48qm0P2N1q0zKbQZqYbW7fsFDW56dvK8f8gYtq802?t=http%3A%2F%2Fwww.infusionsoft.com%2F&si=4721041818255360&pi=0498f504-0677-4dbd-bf4c-2d78868fc961"> Infusionsoft</a>, the leading cloud-based CRM platform for growth-minded small businesses with more than 145,000 users worldwide. Under Clate’s leadership, InfusionSoft has grown from a fledgling startup housed in a worn-down strip mall into a 550 person company, raising over $130m in VC funding in the process. If that was not enough, Clate is also an angel investor with the likes of CampusLogic, where he also sits on the board and is co-author of <em>Conquer the Chaos: How to Grow a Successful Small Business Without Going Crazy</em>. </p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Clate made his way into the world of SaaS and came to found the leading CRM for small businesses?</li> <li style="font-weight: 400;">Enterprise vs SMB: Why does Clate fundamentally believe that not everyone has to move to enterprise with time? Why do so many founders believe they need to? Why is it such a preference for investors? How does the decision to remain in SMB change the future structure of the team and product roadmap? What was the hardest challenge for Clate about staying in SMB?</li> <li style="font-weight: 400;">The Metrics Stack: What is the core metric that founders must observe to analyse the state of their business? How does this core metric affect every other metric? How does Clate view the significance of payback period, what is good to him? How does sales rep productivity change when serving SMB vs enterprise? What is good sales rep productivity? Why does Clate fundamentally believe CAC/LTV is the mothership? What is it solely driven by?</li> <li style="font-weight: 400;">Partnerships 101: How can a founder know whether they have the right model and product for a partnerships model? How do partnership models change both the service and sales process of your company? What are the biggest risks to implementing a full-scale partnerships model? What have been the biggest challenges for Clate of scaling this partnerships model?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Clate know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What is the most important element an investor can provide?</li> <li style="font-weight: 400;">A moment in Clate’s life that has changed the way he thinks and sees the world?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/clatemask">Clate Mask</a></p> <p> </p> <p> </p>]]></content:encoded>
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<title>SaaStr 165: Step By Step Guide To Building Truly Diverse Teams, Why Data Professionals Must Be At The Core of Your Company & How To Move Upmarket Effectively with Harry Glaser, Founder & CEO @ Periscope Data</title>
<pubDate>Mon, 05 Mar 2018 13:24:34 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/harryglaser"><span style= "font-weight: 400;">Harry Glaser</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.periscopedata.com/"><span style= "font-weight: 400;">Periscope Data</span></a><span style= "font-weight: 400;">, the startup that allows you to transform your business with the fastest, most powerful analytics platform. To date, Periscope have raised over $34m in funding from some of the very best in the business including Bessemer, SV Angel, DFJ, Susa Ventures and Data Collective, just to name a few. With this funding they now serve over 975 customers including Adobe, Flexport, Tinder, NewRelic and more. Prior to founding Periscope, Harry was a Product Manager @ Google. Fun fact about Periscope, it was voted the best small company to work for in 2017. </span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Harry made his way from being a PM at Google to convincing his co-founder Tom to leave his comfortable corporate job in Seattle to chase the startup dream in the valley?</span></li> <li style="font-weight: 400;"><strong>Diverse Teams:</strong> <span style="font-weight: 400;">There a a lot of all white male teams in SaaS, what should they do to create a more diverse, well-rounded team? What is the first step? What is the framework for achieving this hiring ambition? What are the biggest challenges? Where does Harry see founders most often making mistakes in building diverse teams?</span></li> <li style="font-weight: 400;"><strong>Data Teams:</strong> <span style="font-weight: 400;">Why does Harry believe that founding teams must have data professionals within them from Day 1? Why does Harry believe this makes those startups more successful? What are the fundamental benefits? How does this data-centricity change the decision-making of the organisation? What are the core challenges in scaling this data team?</span></li> <li style="font-weight: 400;"><strong>Moving Upmarket:</strong> <span style="font-weight: 400;">Why does Harry believe that it is better to do SMB to enterprise than enterprise to SMB? How does the product fundamentally change when addressing the enterprise market? How does the structure of the team change with the move? How does the messaging of the company alter with the move to a more enterprise focus?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Harry know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Harry recently tweeted “you don’t choose the kind of CEO you are”, what kind of CEO are you then?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">A moment in Harry’s life that has served as an inflection point and changed the way he thinks?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What can a founder do today to instantly make a better workplace culture?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/harryglaser"><span style= "font-weight: 400;">Harry Glaser</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/harryglaser">Harry Glaser</a> is the Founder & CEO @ <a href= "https://www.periscopedata.com/">Periscope Data</a>, the startup that allows you to transform your business with the fastest, most powerful analytics platform. To date, Periscope have raised over $34m in funding from some of the very best in the business including Bessemer, SV Angel, DFJ, Susa Ventures and Data Collective, just to name a few. With this funding they now serve over 975 customers including Adobe, Flexport, Tinder, NewRelic and more. Prior to founding Periscope, Harry was a Product Manager @ Google. Fun fact about Periscope, it was voted the best small company to work for in 2017. </p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Harry made his way from being a PM at Google to convincing his co-founder Tom to leave his comfortable corporate job in Seattle to chase the startup dream in the valley?</li> <li style="font-weight: 400;">Diverse Teams: There a a lot of all white male teams in SaaS, what should they do to create a more diverse, well-rounded team? What is the first step? What is the framework for achieving this hiring ambition? What are the biggest challenges? Where does Harry see founders most often making mistakes in building diverse teams?</li> <li style="font-weight: 400;">Data Teams: Why does Harry believe that founding teams must have data professionals within them from Day 1? Why does Harry believe this makes those startups more successful? What are the fundamental benefits? How does this data-centricity change the decision-making of the organisation? What are the core challenges in scaling this data team?</li> <li style="font-weight: 400;">Moving Upmarket: Why does Harry believe that it is better to do SMB to enterprise than enterprise to SMB? How does the product fundamentally change when addressing the enterprise market? How does the structure of the team change with the move? How does the messaging of the company alter with the move to a more enterprise focus?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Harry know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Harry recently tweeted “you don’t choose the kind of CEO you are”, what kind of CEO are you then?</li> <li style="font-weight: 400;">A moment in Harry’s life that has served as an inflection point and changed the way he thinks?</li> <li style="font-weight: 400;">What can a founder do today to instantly make a better workplace culture?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/harryglaser">Harry Glaser</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Harry Glaser is the Founder & CEO @ Periscope Data, the startup that allows you to transform your business with the fastest, most powerful analytics platform. To date, Periscope have raised over $34m in funding from some of the very best in the...]]></itunes:subtitle>
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<title>SaaStr 164: The Right Way To Sell To Enterprise Buyers, Why Sales Ops Will Be A C-Suite Role in the Next 10 Years and Whether Or Not To Engage With Pilots and Discounting with Mark Godley, President @ LeadGenius</title>
<pubDate>Mon, 26 Feb 2018 09:22:02 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/mgodley21"><span style= "font-weight: 400;">Mark Godley</span></a> <span style= "font-weight: 400;">is the President of LeadGenius, the startup that provides the power of human intelligence with the scale of machine learning. To date they have raised $16m in funding from the likes of a16z, Initialized Capital, Scott and Cyan Banister and SV angel just to name a few. As for Mark, he most recently served as Chief Revenue Officer for HG Data and before that was VP of Market Development for ConnectandSell. If that was not enough, mark also holds advisory roles</span> <span style="font-weight: 400;">in the salestech and martech space, including Omniquo, ZenIQ.io and The Big Willow.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Mark made his way into the world of SaaS over 25 years ago? How has he seen the industry change so remarkably over that time?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mark believe that many startups today are created with the wrong intentions? Who is ultimately to blame for this, the founders or the investors who back them? Why does Mark believe that SaaS founders should “ignore fundraising and sign customers”? What are the unidentified consequences to Mark of taking external money?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Mark view the function played by discounting in onboarding your first few key customers? What does Mark think of pilots? How willing should founders be to engage with unpaid pilots?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can enterprise founders solve the 2 big problems today of. A.) Standing out in the sea of enterprise startups? Gain trust from enterprise CIOs when they are still a small team with little brand or track record?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Mark believe is the secret to selling to enterprise effectively? Why must founders be both credible and vulnerable when selling? What is the difference between helping someone buy and selling them a product?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Mark know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why are data vendors their own worst enemy?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What would Mark like to change about the world of VC and startups?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/mgodley21"><span style= "font-weight: 400;">Mark Godley</span></a></p> <p>If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the <a href= "https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281694000&usg=AFQjCNHHxjtdZ3v4tmy8MI8o7HEnpt9kYA"> Product Analytics Playbook</a> from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just <a href= "https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281695000&usg=AFQjCNF6F6IBDE1HjIcZzFApSSf0RAZZag"> click here</a> to download.</p> <p> </p> <p>User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY</p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/mgodley21">Mark Godley</a> is the President of LeadGenius, the startup that provides the power of human intelligence with the scale of machine learning. To date they have raised $16m in funding from the likes of a16z, Initialized Capital, Scott and Cyan Banister and SV angel just to name a few. As for Mark, he most recently served as Chief Revenue Officer for HG Data and before that was VP of Market Development for ConnectandSell. If that was not enough, mark also holds advisory roles in the salestech and martech space, including Omniquo, ZenIQ.io and The Big Willow.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Mark made his way into the world of SaaS over 25 years ago? How has he seen the industry change so remarkably over that time?</li> <li style="font-weight: 400;">Why does Mark believe that many startups today are created with the wrong intentions? Who is ultimately to blame for this, the founders or the investors who back them? Why does Mark believe that SaaS founders should “ignore fundraising and sign customers”? What are the unidentified consequences to Mark of taking external money?</li> <li style="font-weight: 400;">How does Mark view the function played by discounting in onboarding your first few key customers? What does Mark think of pilots? How willing should founders be to engage with unpaid pilots?</li> <li style="font-weight: 400;">How can enterprise founders solve the 2 big problems today of. A.) Standing out in the sea of enterprise startups? Gain trust from enterprise CIOs when they are still a small team with little brand or track record?</li> <li style="font-weight: 400;">What does Mark believe is the secret to selling to enterprise effectively? Why must founders be both credible and vulnerable when selling? What is the difference between helping someone buy and selling them a product?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Mark know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Why are data vendors their own worst enemy?</li> <li style="font-weight: 400;">What would Mark like to change about the world of VC and startups?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/mgodley21">Mark Godley</a></p> <p>If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the <a href= "https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281694000&usg=AFQjCNHHxjtdZ3v4tmy8MI8o7HEnpt9kYA"> Product Analytics Playbook</a> from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just <a href= "https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281695000&usg=AFQjCNF6F6IBDE1HjIcZzFApSSf0RAZZag"> click here</a> to download.</p> <p> </p> <p>User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY</p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Mark Godley is the President of LeadGenius, the startup that provides the power of human intelligence with the scale of machine learning. To date they have raised $16m in funding from the likes of a16z, Initialized Capital, Scott and Cyan Banister and...]]></itunes:subtitle>
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<title>SaaStr 163: Scaling Zapier to $35m in ARR with Just $1.3m in Funding &Why Most Founders Should Ignore Fundraising & How To Harness The Power of Completely Remote Teams with Wade Foster, Founder & CEO @ Zapier</title>
<pubDate>Mon, 19 Feb 2018 12:59:29 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/wadefoster"><span style= "font-weight: 400;">Wade Foster</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://zapier.com/"><span style= "font-weight: 400;">Zapier</span></a><span style= "font-weight: 400;">, the startup that moves information between your web apps automatically, so you can focus on your most important work. A couple of incredible achievements from Zapier, they have scaled to a phenomenal $35m in ARR, they have built a time of over 130 people, all without a central office and they have done this with just $1.2m in early stage funding from the likes of Bessemer, Y Combinator and DFJ.</span> </p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Wade made his way into the world of SaaS and came to found Zapier?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Wade believe that founders need to put in place traditional management sooner than they normally do? What should this structure look like? When is the optimal time to start considering it and then implementing it?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Wade has said before that most startups should “ignore fundraising”, why does he believe this? How has bootstrapping Zapier influenced how he manages and scales the company? What lessons has he taken from VC backed founders that he has applied to the growth of Zapier?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Zapier is a completely remote team, what is the secret to seamless communication and company culture when building a team to 130 with no central office? What are the core benefits? What are the fundamental challenges?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Wade know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why should everyone on the team do support?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Wade look to scale himself as CEO?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/wadefoster"><span style= "font-weight: 400;">Wade Foster</span></a></p> <p><span style="font-weight: 400;">If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the <a href= "https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281694000&usg=AFQjCNHHxjtdZ3v4tmy8MI8o7HEnpt9kYA"> Product Analytics Playbook</a> from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just <a href= "https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281695000&usg=AFQjCNF6F6IBDE1HjIcZzFApSSf0RAZZag"> click here</a> to download.</span></p> <p> </p> <p><span style="font-weight: 400;">User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY</span></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/wadefoster">Wade Foster</a> is the Founder & CEO @ <a href= "https://zapier.com/">Zapier</a>, the startup that moves information between your web apps automatically, so you can focus on your most important work. A couple of incredible achievements from Zapier, they have scaled to a phenomenal $35m in ARR, they have built a time of over 130 people, all without a central office and they have done this with just $1.2m in early stage funding from the likes of Bessemer, Y Combinator and DFJ. </p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Wade made his way into the world of SaaS and came to found Zapier?</li> <li style="font-weight: 400;">Why does Wade believe that founders need to put in place traditional management sooner than they normally do? What should this structure look like? When is the optimal time to start considering it and then implementing it?</li> <li style="font-weight: 400;">Wade has said before that most startups should “ignore fundraising”, why does he believe this? How has bootstrapping Zapier influenced how he manages and scales the company? What lessons has he taken from VC backed founders that he has applied to the growth of Zapier?</li> <li style="font-weight: 400;">Zapier is a completely remote team, what is the secret to seamless communication and company culture when building a team to 130 with no central office? What are the core benefits? What are the fundamental challenges?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Wade know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Why should everyone on the team do support?</li> <li style="font-weight: 400;">How does Wade look to scale himself as CEO?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/wadefoster">Wade Foster</a></p> <p>If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the <a href= "https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281694000&usg=AFQjCNHHxjtdZ3v4tmy8MI8o7HEnpt9kYA"> Product Analytics Playbook</a> from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just <a href= "https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281695000&usg=AFQjCNF6F6IBDE1HjIcZzFApSSf0RAZZag"> click here</a> to download.</p> <p> </p> <p>User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY</p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Wade Foster is the Founder & CEO @ Zapier, the startup that moves information between your web apps automatically, so you can focus on your most important work. A couple of incredible achievements from Zapier, they have scaled to a phenomenal $35m...]]></itunes:subtitle>
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<title>SaaStr 162: How To Achieve True Virality in SaaS with $0 CAC, Why Customer Success Is The New Marketing & How To Optimise Remote and Contract Workers with Olof Mathé, Founder & CEO @ Mixmax </title>
<pubDate>Mon, 12 Feb 2018 11:18:39 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/olofster"><span style= "font-weight: 400;">Olof Mathé</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://mixmax.com/"><span style= "font-weight: 400;">Mixmax</span></a><span style= "font-weight: 400;">, the startup that allows you to be a sales pro, providing powerful analytics, automation and enhancements for your outbound communication and a product that has achieved almost the impossible in SaaS, true viral growth and a $0 CAC. As for Olof, prior to Mixmax he</span> <span style="font-weight: 400;">led the team that built</span> <a href= "http://inkling.com/"><span style="font-weight: 400;">Inkling Habitat</span></a><span style="font-weight: 400;">, now adopted by the world’s largest publishers and before that he was an entrepreneur and worked at Skype and McKinsey.</span></p> <p><span style="font-weight: 400;">In Today’s Episode You Will Learn:</span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Olof made his way to the bay and how he made his way into the world of SaaS with the founding of Mixmax?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Olof believe that customer success is the new marketing? What does this mean for the right time to hire your first customer success rep? What are the other subsequent advantages of instilling an early customer success team?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Olof believe that every company must have some haters? What does this suggest about your product? How should startup founders react to this? Is there a method of damage limitation with these segments Why does Olof think it is ok if they come from your core user base?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">With regards to growth, how important does Olof view the differing forms of metrics? How many should founders be focussed on? How does this approach affect your internal decision-making? How does it affect product roadmap?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Olof break down the structure of Mixmax into 3 subsequent parts? Why does Olof not like employees in SF working from home? What are the drawbacks to this? What is the right way to recruit remote employees? Why is not all inbound poor quality?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Olof know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How to cost effectively deal with inbound hiring applications?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the least discussed but most worthy topic in SaaS?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/olofster"><span style= "font-weight: 400;">Olof Mathé</span></a></p> <p><span style="font-weight: 400;">If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the <a href= "https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281694000&usg=AFQjCNHHxjtdZ3v4tmy8MI8o7HEnpt9kYA"> Product Analytics Playbook</a> from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just <a href= "https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281695000&usg=AFQjCNF6F6IBDE1HjIcZzFApSSf0RAZZag"> click here</a> to download.</span></p> <p>User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY</p> <p> </p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/olofster">Olof Mathé</a> is the Founder & CEO @ <a href= "https://mixmax.com/">Mixmax</a>, the startup that allows you to be a sales pro, providing powerful analytics, automation and enhancements for your outbound communication and a product that has achieved almost the impossible in SaaS, true viral growth and a $0 CAC. As for Olof, prior to Mixmax he led the team that built <a href= "http://inkling.com/">Inkling Habitat</a>, now adopted by the world’s largest publishers and before that he was an entrepreneur and worked at Skype and McKinsey.</p> <p>In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Olof made his way to the bay and how he made his way into the world of SaaS with the founding of Mixmax?</li> <li style="font-weight: 400;">Why does Olof believe that customer success is the new marketing? What does this mean for the right time to hire your first customer success rep? What are the other subsequent advantages of instilling an early customer success team?</li> <li style="font-weight: 400;">Why does Olof believe that every company must have some haters? What does this suggest about your product? How should startup founders react to this? Is there a method of damage limitation with these segments Why does Olof think it is ok if they come from your core user base?</li> <li style="font-weight: 400;">With regards to growth, how important does Olof view the differing forms of metrics? How many should founders be focussed on? How does this approach affect your internal decision-making? How does it affect product roadmap?</li> <li style="font-weight: 400;">How does Olof break down the structure of Mixmax into 3 subsequent parts? Why does Olof not like employees in SF working from home? What are the drawbacks to this? What is the right way to recruit remote employees? Why is not all inbound poor quality?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Olof know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">How to cost effectively deal with inbound hiring applications?</li> <li style="font-weight: 400;">What is the least discussed but most worthy topic in SaaS?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/olofster">Olof Mathé</a></p> <p>If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the <a href= "https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281694000&usg=AFQjCNHHxjtdZ3v4tmy8MI8o7HEnpt9kYA"> Product Analytics Playbook</a> from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just <a href= "https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281695000&usg=AFQjCNF6F6IBDE1HjIcZzFApSSf0RAZZag"> click here</a> to download.</p> <p>User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY</p> <p> </p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Olof Mathé is the Founder & CEO @ Mixmax, the startup that allows you to be a sales pro, providing powerful analytics, automation and enhancements for your outbound communication and a product that has achieved almost the impossible in SaaS, true...]]></itunes:subtitle>
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<title>SaaStr 161: Brad Feld on Structuring Your SaaS Startup For Scalability, How The Role Of CEO Should Adjust To The Growth Of The Organisation & What Makes The Most Effective Board Members</title>
<pubDate>Mon, 05 Feb 2018 07:59:36 +0000</pubDate>
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<description><![CDATA[<p><a href="http://foundrygroup.com/team/brad-feld/"><span style= "font-weight: 400;">Brad Feld</span></a> <span style= "font-weight: 400;">is one of the world’s leading VCs having Co-Founded</span> <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCIQFjAAahUKEwjE6duVv7_HAhUJCNsKHYABAzE&url=http%3A%2F%2Ffoundrygroup.com%2F&ei=LePZVYSfJomQ7AaAg4yIAw&usg=AFQjCNFkodWAGu22FrHbJlkSBxSsWnKwig&sig2=OB3S5HnGyb2JjqyuAc09mw"> <span style="font-weight: 400;">Foundry Group</span></a><span style="font-weight: 400;">, Brad has made investments in the likes of</span> <a href= "http://www.zynga.com/"><span style= "font-weight: 400;">Zynga</span></a><span style= "font-weight: 400;">,</span> <a href= "http://makerbot.com/"><span style= "font-weight: 400;">Makerbot</span></a> <span style= "font-weight: 400;">and</span> <a href= "http://www.fitbit.com/"><span style= "font-weight: 400;">Fitbit</span></a><span style= "font-weight: 400;">, just to name a few. Brad is also Co-Founder of</span> <a href="http://techstars.com/"><span style= "font-weight: 400;">Techstars</span></a><span style= "font-weight: 400;">, one of the world’s most prominent startup accelerators, whose portfolio companies have raised over $1.3bn in funding. If that wasn’t enough Brad is also a best selling author having co-authoured</span> <a href= "http://www.amazon.co.uk/gp/product/1118443616/ref=as_li_tl?ie=UTF8&camp=1634&creative=19450&creativeASIN=1118443616&linkCode=as2&tag=thtwmivc03-21"> <span style="font-weight: 400;">Venture Deals: Be Smarter Than Your Lawyer and VC</span></a> <span style="font-weight: 400;">and</span> <a href= "http://www.amazon.co.uk/gp/product/1118441540/ref=as_li_tl?ie=UTF8&camp=1634&creative=19450&creativeASIN=1118441540&linkCode=as2&tag=thtwmivc03-21"> <span style="font-weight: 400;">Startup Communities: Building An Entrepreneurial Ecosystem In Your Community</span></a><span style= "font-weight: 400;">.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Brad made his way into the world of VC and came to found Foundry Group?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Brad has previously stated that companies can be segmented into 3 different core components? What does he mean by this? How can startups be structured internally for scalability?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Brad hate the word culture? How should culture be viewed and approach internally within startups?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How has Brad seen his personal development with regards to being a board member? What has he got better at? What does he believe makes a great board member?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is CAC the easiest metric to game in SaaS? How should the CAC/LTV ratio be approached? How can entrepreneurs use this to attract VC investment?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/bfeld"><span style= "font-weight: 400;">Brad Feld</span></a></p> <p><span style="font-weight: 400;">If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the <a href= "https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281694000&usg=AFQjCNHHxjtdZ3v4tmy8MI8o7HEnpt9kYA"> Product Analytics Playbook</a> from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just <a href= "https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281695000&usg=AFQjCNF6F6IBDE1HjIcZzFApSSf0RAZZag"> click here</a> to download.</span></p> <p> </p> <p>User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY</p>]]></description>
<content:encoded><![CDATA[<p><a href="http://foundrygroup.com/team/brad-feld/">Brad Feld</a> is one of the world’s leading VCs having Co-Founded <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCIQFjAAahUKEwjE6duVv7_HAhUJCNsKHYABAzE&url=http%3A%2F%2Ffoundrygroup.com%2F&ei=LePZVYSfJomQ7AaAg4yIAw&usg=AFQjCNFkodWAGu22FrHbJlkSBxSsWnKwig&sig2=OB3S5HnGyb2JjqyuAc09mw"> Foundry Group</a>, Brad has made investments in the likes of <a href= "http://www.zynga.com/">Zynga</a>, <a href= "http://makerbot.com/">Makerbot</a> and <a href= "http://www.fitbit.com/">Fitbit</a>, just to name a few. Brad is also Co-Founder of <a href="http://techstars.com/">Techstars</a>, one of the world’s most prominent startup accelerators, whose portfolio companies have raised over $1.3bn in funding. If that wasn’t enough Brad is also a best selling author having co-authoured <a href= "http://www.amazon.co.uk/gp/product/1118443616/ref=as_li_tl?ie=UTF8&camp=1634&creative=19450&creativeASIN=1118443616&linkCode=as2&tag=thtwmivc03-21"> Venture Deals: Be Smarter Than Your Lawyer and VC</a> and <a href= "http://www.amazon.co.uk/gp/product/1118441540/ref=as_li_tl?ie=UTF8&camp=1634&creative=19450&creativeASIN=1118441540&linkCode=as2&tag=thtwmivc03-21"> Startup Communities: Building An Entrepreneurial Ecosystem In Your Community</a>.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Brad made his way into the world of VC and came to found Foundry Group?</li> <li style="font-weight: 400;">Brad has previously stated that companies can be segmented into 3 different core components? What does he mean by this? How can startups be structured internally for scalability?</li> <li style="font-weight: 400;">Why does Brad hate the word culture? How should culture be viewed and approach internally within startups?</li> <li style="font-weight: 400;">How has Brad seen his personal development with regards to being a board member? What has he got better at? What does he believe makes a great board member?</li> <li style="font-weight: 400;">Why is CAC the easiest metric to game in SaaS? How should the CAC/LTV ratio be approached? How can entrepreneurs use this to attract VC investment?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/bfeld">Brad Feld</a></p> <p>If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the <a href= "https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links1.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/sg4xKaxCAm3Yteg5D?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281694000&usg=AFQjCNHHxjtdZ3v4tmy8MI8o7HEnpt9kYA"> Product Analytics Playbook</a> from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just <a href= "https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId=eopKkdMOfEfswDIwI&rn=Iycn5WaiJWZ0NFI5JnchhkI&re=ISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI&sc=false" target="_blank" rel="noopener" data-saferedirecturl= "https://www.google.com/url?hl=en&q=https://links7.mixmaxusercontent.com/yojujJcbxSQGwErKP/l/FTc8DNsGFFYuinr73?messageId%3DeopKkdMOfEfswDIwI%26rn%3DIycn5WaiJWZ0NFI5JnchhkI%26re%3DISbvNmLjZXZ0Vnbp1We05WZ3RXZoRHQ5JnchhmI%26sc%3Dfalse&source=gmail&ust=1518648281695000&usg=AFQjCNF6F6IBDE1HjIcZzFApSSf0RAZZag"> click here</a> to download.</p> <p> </p> <p>User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY</p>]]></content:encoded>
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<itunes:duration>32:33</itunes:duration>
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<itunes:subtitle><![CDATA[Brad Feld is one of the world’s leading VCs having Co-Founded Foundry Group, Brad has made investments in the likes of Zynga, Makerbot and Fitbit, just to name a few. Brad is also Co-Founder of Techstars, one of the world’s most prominent startup...]]></itunes:subtitle>
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<title>SaaStr 160: Why People Over Index Culture Fit, How To Hire Through Market Cycles & How To Balance The Assessment of Output vs Input with Mark Mader, CEO @ Smartsheet</title>
<pubDate>Mon, 29 Jan 2018 07:08:33 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/markmader"><span style= "font-weight: 400;">Mark Mader</span></a> <span style= "font-weight: 400;">is the CEO @</span> <a href= "https://t.co/SdhZl4uVWL"><span style= "font-weight: 400;">Smartsheet</span></a><span style= "font-weight: 400;">, the company that allows firms the best way to plan, track, automate and report on work. To date, they have raised over $105m in funding from some of the best in the business including Insight Venture Partners. Prior to Smartsheet, Mark served as senior vice president of global services for Onyx Software, leading the consulting and customer operations teams in the Americas, Europe, and Asia. Due to this success, in 2015, he was recognized as Ernst & Young Entrepreneur of the Year in Technology for the Pacific Northwest.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Why Mark’s being disrupted by Salesforce led to his entry into the world of SaaS and how he came to be CEO @ Smartsheet?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Mark think that startups should approach hiring across market cycles? What have been some core lessons Mark has learnt in frothy markets and the war to win “hot talent”? How does Mark think about “paying up” for certain candidates? How flexible should startup founders be on moving their compensation bands? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mark believe that too many people over index culture fit? How does Mark look to balance between raw IQ and culture fit? How does Mark look to really stress test someone’s ability to perform a role, pre-hire? Where do most startups go wrong in their early hiring processes?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Mark think about creating a structured framework for giving employee feedback? Why do people overestimate the importance of the feedback itself? What else should they be focusing on?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">In terms of providing that feedback, how does Mark assess the importance of output? How does Mark look to balance the complicated elements of output vs input? Is it really all about activity?</span></li> </ul> <p><span style="font-weight: 400;">60 Second SaaStr</span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Mark know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Management upscaling is the most important role of CEO?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is a stretch VP a stretch too far?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/markmader"><span style= "font-weight: 400;">Mark Mader</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/markmader">Mark Mader</a> is the CEO @ <a href= "https://t.co/SdhZl4uVWL">Smartsheet</a>, the company that allows firms the best way to plan, track, automate and report on work. To date, they have raised over $105m in funding from some of the best in the business including Insight Venture Partners. Prior to Smartsheet, Mark served as senior vice president of global services for Onyx Software, leading the consulting and customer operations teams in the Americas, Europe, and Asia. Due to this success, in 2015, he was recognized as Ernst & Young Entrepreneur of the Year in Technology for the Pacific Northwest.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">Why Mark’s being disrupted by Salesforce led to his entry into the world of SaaS and how he came to be CEO @ Smartsheet?</li> <li style="font-weight: 400;">How does Mark think that startups should approach hiring across market cycles? What have been some core lessons Mark has learnt in frothy markets and the war to win “hot talent”? How does Mark think about “paying up” for certain candidates? How flexible should startup founders be on moving their compensation bands? </li> <li style="font-weight: 400;">Why does Mark believe that too many people over index culture fit? How does Mark look to balance between raw IQ and culture fit? How does Mark look to really stress test someone’s ability to perform a role, pre-hire? Where do most startups go wrong in their early hiring processes?</li> <li style="font-weight: 400;">How does Mark think about creating a structured framework for giving employee feedback? Why do people overestimate the importance of the feedback itself? What else should they be focusing on?</li> <li style="font-weight: 400;">In terms of providing that feedback, how does Mark assess the importance of output? How does Mark look to balance the complicated elements of output vs input? Is it really all about activity?</li> </ul> <p>60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Mark know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Management upscaling is the most important role of CEO?</li> <li style="font-weight: 400;">When is a stretch VP a stretch too far?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/markmader">Mark Mader</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Mark Mader is the CEO @ Smartsheet, the company that allows firms the best way to plan, track, automate and report on work. To date, they have raised over $105m in funding from some of the best in the business including Insight Venture Partners. Prior...]]></itunes:subtitle>
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<title>SaaStr 159: Why CAC/LTV Is Not The Guiding Metric In SaaS, How To Build An Inside Sales Team From Scratch & Why SMB Up Is The Right Way with Fred Shilmover, Founder & CEO @ InsightSquared</title>
<pubDate>Mon, 22 Jan 2018 15:24:13 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/fredshilmover"><span style= "font-weight: 400;">Fred Shilmover</span></a> <span style= "font-weight: 400;">is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space. Throughout the InsightSquared journey, Fred has raised over $25m in VC funding from the likes of DFJ, Bessemer, Salesforce and Atlas Venture. Prior to founding InsightSquared, Fred was a corporate development associate with Salesforce Ventures and before that he held several key roles at Bessemer Venture Partners including associate and Director of IT. He is also a board member of TUGG, an organization that brings together tech entrepreneurs with social enterprises that support at-risk youth.</span> </p> <p style="text-align: center;"><strong><span style= "text-decoration: underline;">In Today’s Episode You Will Learn:</span></strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Fred made his way into the world of SaaS, hustled his way to being a VC with Bessemer and then came to found InsightSquared from Boston?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Fred strongly argue that it is easier to start with SMB and move to enterprise than enterprise down? What are both the technical and personnel considerations of the decision? Why is it the product manager’s job to lose complexity as slowly as possible?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Fred disagree and state that CAC/LTV is not the guiding metric for SaaS startups? What are the core problems of CAC/LTV? What alternatives should founders consider as their guiding metrics? Where does Fred believe most founders go wrong when assessing their metrics? What metric keeps Fred up at night?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Fred believe are the fundamentals to successfully building an inside sales team from scratch? What is the lowest ACV that an inside sales team can justify? How does Fred look to create a culture of accountability and responsibility without the element of fear of not hitting quota?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Fred go against conventional wisdom and suggest that customer success is the responsibility of the entire organisation? Why is this advantageous compared to a dedicated CS team? How does this mean both time and teams are allocated towards customer success?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Fred know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the least discussed but most worthy topic in SaaS?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What would Fred’s biggest advice to emerging SaaS founders be?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/fredshilmover"><span style= "font-weight: 400;">Fred Shilmover</span></a></p> <p> </p> <p> </p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/fredshilmover">Fred Shilmover</a> is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space. Throughout the InsightSquared journey, Fred has raised over $25m in VC funding from the likes of DFJ, Bessemer, Salesforce and Atlas Venture. Prior to founding InsightSquared, Fred was a corporate development associate with Salesforce Ventures and before that he held several key roles at Bessemer Venture Partners including associate and Director of IT. He is also a board member of TUGG, an organization that brings together tech entrepreneurs with social enterprises that support at-risk youth. </p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Fred made his way into the world of SaaS, hustled his way to being a VC with Bessemer and then came to found InsightSquared from Boston?</li> <li style="font-weight: 400;">Why does Fred strongly argue that it is easier to start with SMB and move to enterprise than enterprise down? What are both the technical and personnel considerations of the decision? Why is it the product manager’s job to lose complexity as slowly as possible?</li> <li style="font-weight: 400;">Why does Fred disagree and state that CAC/LTV is not the guiding metric for SaaS startups? What are the core problems of CAC/LTV? What alternatives should founders consider as their guiding metrics? Where does Fred believe most founders go wrong when assessing their metrics? What metric keeps Fred up at night?</li> <li style="font-weight: 400;">What does Fred believe are the fundamentals to successfully building an inside sales team from scratch? What is the lowest ACV that an inside sales team can justify? How does Fred look to create a culture of accountability and responsibility without the element of fear of not hitting quota?</li> <li style="font-weight: 400;">Why does Fred go against conventional wisdom and suggest that customer success is the responsibility of the entire organisation? Why is this advantageous compared to a dedicated CS team? How does this mean both time and teams are allocated towards customer success?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Fred know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What is the least discussed but most worthy topic in SaaS?</li> <li style="font-weight: 400;">What would Fred’s biggest advice to emerging SaaS founders be?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/fredshilmover">Fred Shilmover</a></p> <p> </p> <p> </p>]]></content:encoded>
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<itunes:duration>28:58</itunes:duration>
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<itunes:subtitle><![CDATA[Fred Shilmover is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space. Throughout the InsightSquared journey, Fred has raised over $25m in VC funding from the likes of DFJ,...]]></itunes:subtitle>
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<title>SaaStr 158: 3 Core Skills of The Best Performing SaaS CEOs & The Inflection Points In The Scaling of SaaS Teams & How To Mitigate Them with Mike McDerment, Founder & CEO @ Freshbooks</title>
<pubDate>Mon, 15 Jan 2018 07:12:30 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/MikeMcDerment"><span style= "font-weight: 400;">Mike McDerment</span></a> <span style= "font-weight: 400;">is co-founder and CEO of</span> <a href= "http://www.freshbooks.com/"><span style= "font-weight: 400;">FreshBooks</span></a><span style= "font-weight: 400;">, the #1 cloud-based accounting software designed exclusively for service-based small business owners. Starting from his parent’s basement, Mike has grown Freshbooks to more than 10m users worldwide and raising over $75m in VC funding from the likes of Accomplice and Georgian Partners. Mike is also the co-author of Breaking the Time Barrier, downloaded more than 250,000 downloads since its release.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Mike came to enter the world of SaaS with the founding of Freshbooks from his parent’s basement?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mike disagree with the common notion of the “pivot”? How does Mike balance between realism when something is not working and vision?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">From Mike’s conversation with USV’s Fred Wilson, what does he believe are the 3 most important roles of the CEO?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is the No 1 rule in SaaS, you do not replatform your software? What are the inherent dangers? How does it affect your ability to drive revenue? Where do most SaaS startups make big mistakes when replatforming?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Where are the inflection points in SaaS team scaling? What is the biggest challenge at 20 people? How does collaboration change when your team hits 40 people? How can one maintain seamless communication when one hits 80 people?</span></li> </ul> <p style="text-align: center;"><strong><span style= "text-decoration: underline;">60 Second SaaStr</span></strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is Mike so bullish on SaaS outside of Silicon Valley?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does being outside the Valley affect his ability to hire?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Mike know now that he wishes he had known at the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/MikeMcDerment"><span style= "font-weight: 400;">Mike McDerment</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/MikeMcDerment">Mike McDerment</a> is co-founder and CEO of <a href= "http://www.freshbooks.com/">FreshBooks</a>, the #1 cloud-based accounting software designed exclusively for service-based small business owners. Starting from his parent’s basement, Mike has grown Freshbooks to more than 10m users worldwide and raising over $75m in VC funding from the likes of Accomplice and Georgian Partners. Mike is also the co-author of Breaking the Time Barrier, downloaded more than 250,000 downloads since its release.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Mike came to enter the world of SaaS with the founding of Freshbooks from his parent’s basement?</li> <li style="font-weight: 400;">Why does Mike disagree with the common notion of the “pivot”? How does Mike balance between realism when something is not working and vision?</li> <li style="font-weight: 400;">From Mike’s conversation with USV’s Fred Wilson, what does he believe are the 3 most important roles of the CEO?</li> <li style="font-weight: 400;">Why is the No 1 rule in SaaS, you do not replatform your software? What are the inherent dangers? How does it affect your ability to drive revenue? Where do most SaaS startups make big mistakes when replatforming?</li> <li style="font-weight: 400;">Where are the inflection points in SaaS team scaling? What is the biggest challenge at 20 people? How does collaboration change when your team hits 40 people? How can one maintain seamless communication when one hits 80 people?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Why is Mike so bullish on SaaS outside of Silicon Valley?</li> <li style="font-weight: 400;">How does being outside the Valley affect his ability to hire?</li> <li style="font-weight: 400;">What does Mike know now that he wishes he had known at the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/MikeMcDerment">Mike McDerment</a></p>]]></content:encoded>
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<title>SaaStr 157: MuleSoft Founder, Ross Mason on How Unbundling to A SaaS Platform Alters Revenue, Org Structure and Product Roadmap, Why Moving To Silicon Valley Was Fundamental For Mulesoft &Why Startups Can No Longer Own The Entire Customer Lifecycle</title>
<pubDate>Mon, 08 Jan 2018 07:20:58 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/rossmason"><span style= "font-weight: 400;">Ross Mason</span></a> <span style= "font-weight: 400;">is the Founder & VP of Product Strategy @ MuleSoft, one of the world’s leading software platforms making it easy to connect the world’s applications, data and devices. Following over $250m in VC funding from the likes of Lightspeed, Salesforce Ventures, Sapphire Ventures and NEA, MuleSoft then went public in March 2017, popping as much as 45% on it’s first day of trading. As for Ross,</span> <span style="font-weight: 400;">prior to MuleSoft, he was CEO of SymphonySoft, an EU-based company providing services and support for large-scale integration projects. Previously, Ross was Lead Architect for RaboBank and played a key role in developing one of the first large-scale ESB implementations in 2002.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Ross made his way into the world of SaaS with the founding of MuleSoft?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why did Ross decide to move full time to the West Coast having started the company in Europe? What were the biggest challenges about the move to the US? What advice would Ross give to prospective entrepreneurs, looking to make the move? Where does Europe exceed the US and vice versa?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does it really mean to be a SaaS platform? What 3 elements of a company benefit when a product unbundles into a SaaS platform? How does unbundling change the process for building products and services? How does unbundling change the ability to drive new revenue streams? How does unbundling change core operational elements of the business?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Ross mean when he says we are shifting from verticals into value chains? Does Ross believe it is even possible to own the entire customer lifecycle today, from start to finish?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Ross know now which he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How did it feel the day MuleSoft went public?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What advice does Ross commonly hear being given that he most disagrees with?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/rossmason"><span style= "font-weight: 400;">Ross Mason</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/rossmason">Ross Mason</a> is the Founder & VP of Product Strategy @ MuleSoft, one of the world’s leading software platforms making it easy to connect the world’s applications, data and devices. Following over $250m in VC funding from the likes of Lightspeed, Salesforce Ventures, Sapphire Ventures and NEA, MuleSoft then went public in March 2017, popping as much as 45% on it’s first day of trading. As for Ross, prior to MuleSoft, he was CEO of SymphonySoft, an EU-based company providing services and support for large-scale integration projects. Previously, Ross was Lead Architect for RaboBank and played a key role in developing one of the first large-scale ESB implementations in 2002.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Ross made his way into the world of SaaS with the founding of MuleSoft?</li> <li style="font-weight: 400;">Why did Ross decide to move full time to the West Coast having started the company in Europe? What were the biggest challenges about the move to the US? What advice would Ross give to prospective entrepreneurs, looking to make the move? Where does Europe exceed the US and vice versa?</li> <li style="font-weight: 400;">What does it really mean to be a SaaS platform? What 3 elements of a company benefit when a product unbundles into a SaaS platform? How does unbundling change the process for building products and services? How does unbundling change the ability to drive new revenue streams? How does unbundling change core operational elements of the business?</li> <li style="font-weight: 400;">What does Ross mean when he says we are shifting from verticals into value chains? Does Ross believe it is even possible to own the entire customer lifecycle today, from start to finish?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Ross know now which he wishes he had known at the beginning?</li> <li style="font-weight: 400;">How did it feel the day MuleSoft went public?</li> <li style="font-weight: 400;">What advice does Ross commonly hear being given that he most disagrees with?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/rossmason">Ross Mason</a></p>]]></content:encoded>
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<title>SaaStr 156: Most Downloaded SaaStr of 2017: David Skok, General Partner @ Matrix Partners</title>
<pubDate>Mon, 18 Dec 2017 09:45:08 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/bostonvc">David Skok</a> is a serial entrepreneur turned VC at <a href= "http://t.co/8jQCr5dzNi">Matrix Partners</a>. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired. In 2001 David joined Matrix Partners, who had backed his last two startups, as a General Partner. David’s successful exits as an investor at Matrix include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius. You can also find <a href="http://t.co/WxKlKF6gyp">David’s amazing blog here!</a></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did David make his way into the world of SaaS? What was it about Matrix that made him want to make the transition from operations to VC?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Metrics: Why are metrics so important? What role do they play in an organisation? How do good founders respond to questions on not achieving sales targets? What metrics in SaaS really determine the trajectory of the business?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can founders examine unit economics to determine whether they have a sustainable SaaS business?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does David address sales rep productivity? How much in ARR should they be booking in relation to their annual comp package?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Negative Churn: What is negative churn? Why is it fundamental for SaaS startups to have a strong grasp of their negative churn? How does negative churn affect the pricing axis? What can startups do if they have no alternative product to upsell to?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Upsell: To what extent should founders be willing to engage in customisation in order to upsell a product? What are the dangers? What should founders be mindful of?</span> <span style="font-weight: 400;">To what extent is upsell the responsibility of customer success? Should they have a hand in the sales process? What are the dangers and concerns?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How important is it for a startup to track their champion with the customer company? Does it matter if your champion leaves? What should you do if so?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/bostonvc"><span style= "font-weight: 400;">David Skok</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/bostonvc">David Skok</a> is a serial entrepreneur turned VC at <a href= "http://t.co/8jQCr5dzNi">Matrix Partners</a>. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired. In 2001 David joined Matrix Partners, who had backed his last two startups, as a General Partner. David’s successful exits as an investor at Matrix include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius. You can also find <a href="http://t.co/WxKlKF6gyp">David’s amazing blog here!</a></p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did David make his way into the world of SaaS? What was it about Matrix that made him want to make the transition from operations to VC?</li> <li style="font-weight: 400;">Metrics: Why are metrics so important? What role do they play in an organisation? How do good founders respond to questions on not achieving sales targets? What metrics in SaaS really determine the trajectory of the business?</li> <li style="font-weight: 400;">How can founders examine unit economics to determine whether they have a sustainable SaaS business?</li> <li style="font-weight: 400;">How does David address sales rep productivity? How much in ARR should they be booking in relation to their annual comp package?</li> <li style="font-weight: 400;">Negative Churn: What is negative churn? Why is it fundamental for SaaS startups to have a strong grasp of their negative churn? How does negative churn affect the pricing axis? What can startups do if they have no alternative product to upsell to?</li> <li style="font-weight: 400;">Upsell: To what extent should founders be willing to engage in customisation in order to upsell a product? What are the dangers? What should founders be mindful of? To what extent is upsell the responsibility of customer success? Should they have a hand in the sales process? What are the dangers and concerns?</li> <li style="font-weight: 400;">How important is it for a startup to track their champion with the customer company? Does it matter if your champion leaves? What should you do if so?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/bostonvc">David Skok</a></p>]]></content:encoded>
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<title>SaaStr 155: Intercom Co-Founder, Des Traynor on Constructing The Right Brand Architecture, The Right Way To Integrate Customer Feedback Into Product Roadmap & Why There Is An Inverse Correlation Between Quality & Market Size</title>
<pubDate>Mon, 11 Dec 2017 07:53:35 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/destraynor"><span style= "font-weight: 400;">Des Traynor</span></a> <span style= "font-weight: 400;">is the Co-Founder, Chief Strategy Officer and VP of Marketing at</span> <a href= "https://www.intercom.com/"><span style= "font-weight: 400;">Intercom</span></a><span style= "font-weight: 400;">, one of the world’s hottest startups that simply put, makes communicating with customers easy and efficient. They have raised over $115m in funding from some of the world’s leading investors including Social Capital, Index Ventures, Bessemer Venture Partners and then titans of industry with Mark Zuckerberg, Jack Dorsey and the Collison brothers at Stripe. Prior to Intercom,</span> <span style="font-weight: 400;">Des previously co-founded Exceptional (now a part of Rackspace), and prior was a UX designer for web applications.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Des made his way from founding consultancy web design businesses in Ireland to founding SaaS superstar, Intercom, with Eoghan and moving to San Francisco?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Des believe that “brand is the most overlooked element for new startups”? How must founders think differently when constructing their brand for a single product vs multi-product company? What is the right way to think about this brand architecture?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How involved should customers be in the development of product roadmap? Where are the nuances and challenges to this? When is the right time to start thinking about releasing a second product? What is the right and the wrong way for this to be marketed?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Des mean when he says, “there is an inverse correlation between quality and market size”? How should founders think about selling to both SMB and enterprise? How do their buying psychology and implementation process differ?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">When I say success, who is the first person that comes to Des’ mind?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Where do most startups go wrong with their branding?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Des know now that he wishes he had known at the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/destraynor"><span style= "font-weight: 400;">Des Traynor</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/destraynor">Des Traynor</a> is the Co-Founder, Chief Strategy Officer and VP of Marketing at <a href= "https://www.intercom.com/">Intercom</a>, one of the world’s hottest startups that simply put, makes communicating with customers easy and efficient. They have raised over $115m in funding from some of the world’s leading investors including Social Capital, Index Ventures, Bessemer Venture Partners and then titans of industry with Mark Zuckerberg, Jack Dorsey and the Collison brothers at Stripe. Prior to Intercom, Des previously co-founded Exceptional (now a part of Rackspace), and prior was a UX designer for web applications.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Des made his way from founding consultancy web design businesses in Ireland to founding SaaS superstar, Intercom, with Eoghan and moving to San Francisco?</li> <li style="font-weight: 400;">Why does Des believe that “brand is the most overlooked element for new startups”? How must founders think differently when constructing their brand for a single product vs multi-product company? What is the right way to think about this brand architecture?</li> <li style="font-weight: 400;">How involved should customers be in the development of product roadmap? Where are the nuances and challenges to this? When is the right time to start thinking about releasing a second product? What is the right and the wrong way for this to be marketed?</li> <li style="font-weight: 400;">What does Des mean when he says, “there is an inverse correlation between quality and market size”? How should founders think about selling to both SMB and enterprise? How do their buying psychology and implementation process differ?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">When I say success, who is the first person that comes to Des’ mind?</li> <li style="font-weight: 400;">Where do most startups go wrong with their branding?</li> <li style="font-weight: 400;">What does Des know now that he wishes he had known at the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/destraynor">Des Traynor</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Des Traynor is the Co-Founder, Chief Strategy Officer and VP of Marketing at Intercom, one of the world’s hottest startups that simply put, makes communicating with customers easy and efficient. They have raised over $115m in funding from some of...]]></itunes:subtitle>
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<title>SaaStr 154: Why The Rule of 40 Is Wrong, Why Growth Does Matter More Than Profitability & Why Every First Hire In A Function Must Be A Swiss Army Knife with Greg Sands, Founder & Managing Partner @ Costanoa Ventures </title>
<pubDate>Mon, 04 Dec 2017 07:32:31 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/gsands"><span style= "font-weight: 400;">Greg Sands</span></a> <span style= "font-weight: 400;">is the Founder & Managing Partner @ Costanoa Ventures, one of the leading early stage enterprise funds on the West Coast with their latest $175m fund, raised earlier this year. At Costanoa, Greg has made investments in the likes of Intacct (acquired by Sage for $800m), Quizlet, DemandBase and previous guest, Grovo, just to name a few. Prior to founding Costanoa,</span> <span style="font-weight: 400;">Greg was a Managing Director at Sutter Hill, where he was an early investor in the likes of Feedburner, AllBusiness, and Return Path. Before Sutter Hill, Greg was on the other side of the table as the first hire at Netscape after its founding engineering team. As Netscape’s 1st Product Manager, Greg wrote the initial business plan, coined the name Netscape, and created the SuiteSpot Business Unit, which he grew from zero to $150m in revenue. He also served as Manager of Business Development at Cisco where he architected a global channel management plan.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Greg make his way into the world of SaaS as the first non-engineering hire at Netscape and then make his way into the world of SaaS investing, subsequently? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Greg completely disagree with the hailed notion of, “The Rule of 40”? Why does Greg believe it has achieved such status and recognition in market today? Where are the large nuances? If not the rule of 40, what metrics and benchmarks should early stage SaaS founders be focussing on?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">If we disregard “The Rule of 40”, how does that impact the emphasis that should be placed on profitability? Tom Tunguz stated on the show, ““growth is the largest determinant of value at IPO, not profitability”. What are Greg’s thoughts on this?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">In that scaling process, Greg has said to me before, “the first hire in every function should be a Swiss army knife hire and most people go wrong”. What does Greg mean when he says a Swiss Army Knife, how does that change in marketing vs sales? Where do most people go wrong within this?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Greg define the different phases of product market fit? Why does Greg advocate that all founders approach product market fit with a “crawl, walk, run” approach? What examples does Greg have where this has worked and what specifically about this allowed it to work so well?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">Logos or expansion?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Pros and cons of usage based pricing?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Greg know now that he wishes he had known in the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/gsands"><span style= "font-weight: 400;">Greg Sands</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/gsands">Greg Sands</a> is the Founder & Managing Partner @ Costanoa Ventures, one of the leading early stage enterprise funds on the West Coast with their latest $175m fund, raised earlier this year. At Costanoa, Greg has made investments in the likes of Intacct (acquired by Sage for $800m), Quizlet, DemandBase and previous guest, Grovo, just to name a few. Prior to founding Costanoa, Greg was a Managing Director at Sutter Hill, where he was an early investor in the likes of Feedburner, AllBusiness, and Return Path. Before Sutter Hill, Greg was on the other side of the table as the first hire at Netscape after its founding engineering team. As Netscape’s 1st Product Manager, Greg wrote the initial business plan, coined the name Netscape, and created the SuiteSpot Business Unit, which he grew from zero to $150m in revenue. He also served as Manager of Business Development at Cisco where he architected a global channel management plan.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Greg make his way into the world of SaaS as the first non-engineering hire at Netscape and then make his way into the world of SaaS investing, subsequently? </li> <li style="font-weight: 400;">Why does Greg completely disagree with the hailed notion of, “The Rule of 40”? Why does Greg believe it has achieved such status and recognition in market today? Where are the large nuances? If not the rule of 40, what metrics and benchmarks should early stage SaaS founders be focussing on?</li> <li style="font-weight: 400;">If we disregard “The Rule of 40”, how does that impact the emphasis that should be placed on profitability? Tom Tunguz stated on the show, ““growth is the largest determinant of value at IPO, not profitability”. What are Greg’s thoughts on this?</li> <li style="font-weight: 400;">In that scaling process, Greg has said to me before, “the first hire in every function should be a Swiss army knife hire and most people go wrong”. What does Greg mean when he says a Swiss Army Knife, how does that change in marketing vs sales? Where do most people go wrong within this?</li> <li style="font-weight: 400;">How does Greg define the different phases of product market fit? Why does Greg advocate that all founders approach product market fit with a “crawl, walk, run” approach? What examples does Greg have where this has worked and what specifically about this allowed it to work so well?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Logos or expansion?</li> <li style="font-weight: 400;">Pros and cons of usage based pricing?</li> <li style="font-weight: 400;">What does Greg know now that he wishes he had known in the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/gsands">Greg Sands</a></p>]]></content:encoded>
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<title>SaaStr 153: How To Build and Scale Sales Teams As A Technical Founder, How To Scale The Sales Learning Curve & Why No One Actually Cares About Your Product with Spenser Skates, Founder & CEO @ Amplitude</title>
<pubDate>Mon, 27 Nov 2017 07:04:45 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/spenserskates"><span style= "font-weight: 400;">Spenser Skates</span></a> <span style= "font-weight: 400;">is the Founder & CEO @ Amplitude, the only analytics solution built for modern product teams that helps you understand user behaviour and ship the right solutions fast. They have raised over 55m in VC funding from many friends of SaaStr and 20VC including Eric Vishria @ Benchmark, Neeraj Agrawal @ Battery Ventures, the teams at IVP, Data Collective, Box Group and SV angel, just to name a few of their incredible investors. Prior to Amplitude, Spenser founded Sonalight, an app that allowed users to text while they drive, backed by the likes of Y Combinator.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Spenser make his way into the world of SaaS and come to found Amplitude? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Spenser look to build and scale his sales team, as an engineering focussed founder? Where does Spenser see most engineering founders go wrong in their approach to sales?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were the stumbling blocks that Spenser found hard in this learning process? What is his biggest advice to technical founders to scale the learning curve fast?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Spenser view the importance of a customer’s willingness to pay? Does that suggest a correlated amount of value? How should this propensity to pay, change with the stage of the provider? How does Spenser suggest founders mitigate discounting?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What have been Spenser’s core learnings in creating an incentivised sales team? What are the core drivers that yield the behaviour desired? How does Spenser look to align this with engineering teams, traditionally disgruntled with sales’ compensation packages?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Spenser know now that he wishes he had known at the beginning of Amplitude?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Spenser’s fave SaaS reading material? How does that vary according to stage of business?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Spenser view discounting?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/spenserskates"><span style= "font-weight: 400;">Spenser Skates</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/spenserskates">Spenser Skates</a> is the Founder & CEO @ Amplitude, the only analytics solution built for modern product teams that helps you understand user behaviour and ship the right solutions fast. They have raised over 55m in VC funding from many friends of SaaStr and 20VC including Eric Vishria @ Benchmark, Neeraj Agrawal @ Battery Ventures, the teams at IVP, Data Collective, Box Group and SV angel, just to name a few of their incredible investors. Prior to Amplitude, Spenser founded Sonalight, an app that allowed users to text while they drive, backed by the likes of Y Combinator.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Spenser make his way into the world of SaaS and come to found Amplitude? </li> <li style="font-weight: 400;">How did Spenser look to build and scale his sales team, as an engineering focussed founder? Where does Spenser see most engineering founders go wrong in their approach to sales?</li> <li style="font-weight: 400;">What were the stumbling blocks that Spenser found hard in this learning process? What is his biggest advice to technical founders to scale the learning curve fast?</li> <li style="font-weight: 400;">How does Spenser view the importance of a customer’s willingness to pay? Does that suggest a correlated amount of value? How should this propensity to pay, change with the stage of the provider? How does Spenser suggest founders mitigate discounting?</li> <li style="font-weight: 400;">What have been Spenser’s core learnings in creating an incentivised sales team? What are the core drivers that yield the behaviour desired? How does Spenser look to align this with engineering teams, traditionally disgruntled with sales’ compensation packages?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Spenser know now that he wishes he had known at the beginning of Amplitude?</li> <li style="font-weight: 400;">What is Spenser’s fave SaaS reading material? How does that vary according to stage of business?</li> <li style="font-weight: 400;">How does Spenser view discounting?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/spenserskates">Spenser Skates</a></p>]]></content:encoded>
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<title>SaaStr 152: Cloudera's Lars Nilsson on Why SDRs Are The Most Important Role In The Sales Function, How To Build An SDR Team From Nothing & How To Construct A Compensation Plan That Drives A Behaviour You Want Other Than Just Revenue</title>
<pubDate>Mon, 20 Nov 2017 10:51:09 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/LarsNilsson65"><span style= "font-weight: 400;">Lars Nilsson</span></a> <span style= "font-weight: 400;">is the VP of Global Inside Sales for Cloudera and with over twenty-five years of sales and operations experience, Lars Nilsson is a global leader in enterprise software and selling solutions. One of Lars many incredible achievements was he and his team at Cloudera built the sales methodology</span> <a href= "http://www.funnelholic.com/2015/09/24/account-based-sales-development-a-new-methodology-in-lead-execution-target-outbound-and-pipeline-generation/"> <span style="font-weight: 400;">Account-Based Sales Development</span></a> <span style="font-weight: 400;">(ABSD), which has transformed how businesses approach high-value targets. Prior to Cloudera, Lars founded SalesSource, a business services consulting firm specializing in CRM customization and sales process development. Lars has also served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). As Special Advisor at True Ventures, Lars helps True portfolio companies develop sales compensation plans from the ground up, implement best-of-breed sales technologies, and rapidly scale sales teams to meet demand.</span></p> <p style="text-align: center;"><strong><span style= "text-decoration: underline;">In Today’s Episode You Will Learn:</span></strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Lars make his way into the world of enterprise sales back in 1995? How has Lars seen the industry change so significantly over the last 22 years? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Lars believe that SDRs are the most important role in sales? How does their role of ensuring a full pipe compare to the role of demand gen and marketing?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Lars think about setting a quota that ensures a desired behaviour beyond pure revenue chasing? What is his framework for setting and optimising the right quota? Why does Lars believe that ales is all about activities? What activities is Lars most eager to measure and test?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Lars’ biggest advice to someone looking to build out their SDR team from the ground up? What core characteristics should one look for in those initial SDR hires? What is and has been Lars’ biggest challenge in building out his SDR team? Why is building SDR teams in the bay so hard?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Lars think about setting ideal customer profiles? How big a TAM is large enough to be excited, yet narrow enough to be achievable and solve a true and inherent customer need?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Lars know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Lars favourite piece of SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Sales rep productivity, what does Lars believe is the scale from exceptional to poor?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/LarsNilsson65"><span style= "font-weight: 400;">Lars Nilsson</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/LarsNilsson65">Lars Nilsson</a> is the VP of Global Inside Sales for Cloudera and with over twenty-five years of sales and operations experience, Lars Nilsson is a global leader in enterprise software and selling solutions. One of Lars many incredible achievements was he and his team at Cloudera built the sales methodology <a href= "http://www.funnelholic.com/2015/09/24/account-based-sales-development-a-new-methodology-in-lead-execution-target-outbound-and-pipeline-generation/"> Account-Based Sales Development</a> (ABSD), which has transformed how businesses approach high-value targets. Prior to Cloudera, Lars founded SalesSource, a business services consulting firm specializing in CRM customization and sales process development. Lars has also served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). As Special Advisor at True Ventures, Lars helps True portfolio companies develop sales compensation plans from the ground up, implement best-of-breed sales technologies, and rapidly scale sales teams to meet demand.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Lars make his way into the world of enterprise sales back in 1995? How has Lars seen the industry change so significantly over the last 22 years? </li> <li style="font-weight: 400;">Why does Lars believe that SDRs are the most important role in sales? How does their role of ensuring a full pipe compare to the role of demand gen and marketing?</li> <li style="font-weight: 400;">How does Lars think about setting a quota that ensures a desired behaviour beyond pure revenue chasing? What is his framework for setting and optimising the right quota? Why does Lars believe that ales is all about activities? What activities is Lars most eager to measure and test?</li> <li style="font-weight: 400;">What is Lars’ biggest advice to someone looking to build out their SDR team from the ground up? What core characteristics should one look for in those initial SDR hires? What is and has been Lars’ biggest challenge in building out his SDR team? Why is building SDR teams in the bay so hard?</li> <li style="font-weight: 400;">How does Lars think about setting ideal customer profiles? How big a TAM is large enough to be excited, yet narrow enough to be achievable and solve a true and inherent customer need?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Lars know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What is Lars favourite piece of SaaS reading material?</li> <li style="font-weight: 400;">Sales rep productivity, what does Lars believe is the scale from exceptional to poor?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/LarsNilsson65">Lars Nilsson</a></p>]]></content:encoded>
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<title>SaaStr 151: AppDynamics Founder, Jyoti Bansal on The Requirements To Proceed Through The Scaling Stages in SaaS To Build One Of The Fastest Growing Enterprise Companies And Achieve a $3.7Bn Exit</title>
<pubDate>Mon, 13 Nov 2017 07:49:27 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/jyotibansalsf"><span style= "font-weight: 400;">Jyoti Bansal</span></a> <span style= "font-weight: 400;">is the former Founder & CEO @</span> <a href="https://www.appdynamics.com/"><span style= "font-weight: 400;">AppDynamics</span></a><span style= "font-weight: 400;">, backed by the likes of Lightspeed, Greylock and Kleiner Perkins just to name a few before it’s ultimate acquisition by Cisco for $3.7Bn. Today, Jyoti is the Founder and CEO @ BIG Labs essentially a laboratory for creating, developing and launching innovative ideas. The first of these ideas being turned into companies being, Harness.io the industry’s first continuous delivery as a service platform, where Jyoti is the Founder & CEO. As a result of his tremendous success, Jyoti has been a recipient of many leadership awards including, "Best Cloud Computing CEO to Work For", "Best CEO" by San Francisco Business Times.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Jyoti made his way from selling agricultural machinery with his father in India to creating one of the fastest growing enterprise companies with AppDynamics? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">$0-3m ARR: What is the key goal and objective for startups scaling through this phase? How can startups look to accurately determine what their North Star in this stage? To what extent should the founder involve the customer in product roadmap and development?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">$10-15m ARR: What are the core objectives for the business in this stage of the cycle? How should founders view competition through this phase? What does Jyoti mean when he says about “go-to-market strategy fit”? How can this be determined most accurately?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">$60-80m: What should be front and centre of the mind of the entrepreneur at this stage? Why does Jyoti believe it is here that it is crucial to get sales execution right? WHere are the breaking points that occur in the team scaling at this phase? How does the role CEO change here?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Pre-IPO: Why is operational efficiency so crucial in this stage of the business? What did AppDynamics do best at this stage of the business? Where would Jyoti say AppDynamics could have done better in the progression through this stage?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jyoti know now that he wishes he had known at the beginning of Appdynamics?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Jyoti’s must read SaaS material?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Payback period is the most important metric?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/jyotibansalsf"><span style= "font-weight: 400;">Jyoti Bansal</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jyotibansalsf">Jyoti Bansal</a> is the former Founder & CEO @ <a href="https://www.appdynamics.com/">AppDynamics</a>, backed by the likes of Lightspeed, Greylock and Kleiner Perkins just to name a few before it’s ultimate acquisition by Cisco for $3.7Bn. Today, Jyoti is the Founder and CEO @ BIG Labs essentially a laboratory for creating, developing and launching innovative ideas. The first of these ideas being turned into companies being, Harness.io the industry’s first continuous delivery as a service platform, where Jyoti is the Founder & CEO. As a result of his tremendous success, Jyoti has been a recipient of many leadership awards including, "Best Cloud Computing CEO to Work For", "Best CEO" by San Francisco Business Times.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Jyoti made his way from selling agricultural machinery with his father in India to creating one of the fastest growing enterprise companies with AppDynamics? </li> <li style="font-weight: 400;">$0-3m ARR: What is the key goal and objective for startups scaling through this phase? How can startups look to accurately determine what their North Star in this stage? To what extent should the founder involve the customer in product roadmap and development?</li> <li style="font-weight: 400;">$10-15m ARR: What are the core objectives for the business in this stage of the cycle? How should founders view competition through this phase? What does Jyoti mean when he says about “go-to-market strategy fit”? How can this be determined most accurately?</li> <li style="font-weight: 400;">$60-80m: What should be front and centre of the mind of the entrepreneur at this stage? Why does Jyoti believe it is here that it is crucial to get sales execution right? WHere are the breaking points that occur in the team scaling at this phase? How does the role CEO change here?</li> <li style="font-weight: 400;">Pre-IPO: Why is operational efficiency so crucial in this stage of the business? What did AppDynamics do best at this stage of the business? Where would Jyoti say AppDynamics could have done better in the progression through this stage?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Jyoti know now that he wishes he had known at the beginning of Appdynamics?</li> <li style="font-weight: 400;">What is Jyoti’s must read SaaS material?</li> <li style="font-weight: 400;">Payback period is the most important metric?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/jyotibansalsf">Jyoti Bansal</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jyoti Bansal is the former Founder & CEO @ AppDynamics, backed by the likes of Lightspeed, Greylock and Kleiner Perkins just to name a few before it’s ultimate acquisition by Cisco for $3.7Bn. Today, Jyoti is the Founder and CEO @ BIG Labs...]]></itunes:subtitle>
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<title>SaaStr 150: Why New Qualified Leads Divided By Win Rate Is The Metric in SaaS, Why It Is Harder To Go Enterprise Down Than SMB Up & How To Create Engines of Growth Within Your Organisation with Paul Albright, Former CRO @ Marketo </title>
<pubDate>Mon, 06 Nov 2017 12:04:44 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/paulalbright"><span style= "font-weight: 400;">Paul Albright</span></a> <span style= "font-weight: 400;">is one of the valley’s most experienced SaaS execs with extensive operational and capital management experience, including 3 IPOs. Most recently Paul was the Founder & CEO @</span> <a href="https://www.captora.com/"><span style= "font-weight: 400;">Captora</span></a><span style= "font-weight: 400;">, the marketing acceleration software solution that raised over $25m in VC funding from the likes of NEA and Bain Capital Ventures. Prior to Captora, Paul was Chief Revenue Officer at Marketo where he drove the overall revenue strategy across sales and marketing that delivered global revenue growth over 100% year-over-year, from $14m to $58m. In a similar position at SuccessFactors, he grew revenues to more than $200m and over 80% year-over-year growth. Previously, Paul led worldwide marketing at NetApp and at Informatica, which he joined pre-revenue through their successful IPO. If that was not enough he has also served as an entrepreneur-in-residence at Greylock.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Paul made his way into the world with the likes of SuccessFactors and Marketo? What were his big lessons from seeing both companies scale into hyper-growth mode? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Does Paul agree with Dave Kellogg in stating, “CAC/LTV is the single most important metric for SaaS startups? What other metrics must all VPs of Demand Gen and Sales be watching constantly?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does an efficient sales and marketing engine look like? What are the core components to build that? What are the requirements to both run this engine and scale it quickly? How does the growth of this engine affect hiring in other parts of the business?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Paul believe that it is much harder to go SMB up than enterprise down? What are the changes that are required on both ends? For this in “no man’s land of pricing” what does an efficient sales process timeline look like from lead to conversion?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Paul think about picking the investors he works with?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Is customisation always wrong?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is “good sales rep productivity” to Paul?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Paul know now that he wishes he had known at the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/paulalbright"><span style= "font-weight: 400;">Paul Albright</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/paulalbright">Paul Albright</a> is one of the valley’s most experienced SaaS execs with extensive operational and capital management experience, including 3 IPOs. Most recently Paul was the Founder & CEO @ <a href="https://www.captora.com/">Captora</a>, the marketing acceleration software solution that raised over $25m in VC funding from the likes of NEA and Bain Capital Ventures. Prior to Captora, Paul was Chief Revenue Officer at Marketo where he drove the overall revenue strategy across sales and marketing that delivered global revenue growth over 100% year-over-year, from $14m to $58m. In a similar position at SuccessFactors, he grew revenues to more than $200m and over 80% year-over-year growth. Previously, Paul led worldwide marketing at NetApp and at Informatica, which he joined pre-revenue through their successful IPO. If that was not enough he has also served as an entrepreneur-in-residence at Greylock.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Paul made his way into the world with the likes of SuccessFactors and Marketo? What were his big lessons from seeing both companies scale into hyper-growth mode? </li> <li style="font-weight: 400;">Does Paul agree with Dave Kellogg in stating, “CAC/LTV is the single most important metric for SaaS startups? What other metrics must all VPs of Demand Gen and Sales be watching constantly?</li> <li style="font-weight: 400;">What does an efficient sales and marketing engine look like? What are the core components to build that? What are the requirements to both run this engine and scale it quickly? How does the growth of this engine affect hiring in other parts of the business?</li> <li style="font-weight: 400;">Why does Paul believe that it is much harder to go SMB up than enterprise down? What are the changes that are required on both ends? For this in “no man’s land of pricing” what does an efficient sales process timeline look like from lead to conversion?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">How does Paul think about picking the investors he works with?</li> <li style="font-weight: 400;">Is customisation always wrong?</li> <li style="font-weight: 400;">What is “good sales rep productivity” to Paul?</li> <li style="font-weight: 400;">What does Paul know now that he wishes he had known at the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/paulalbright">Paul Albright</a></p>]]></content:encoded>
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<title>SaaStr 149: 2 Fundamental Challenges To Rapid Scaling in SaaS, The Importance of Short Qualification Periods & Why Departments Must Also Have North Stars with Jack Altman, Founder & CEO @ Lattice</title>
<pubDate>Mon, 30 Oct 2017 10:33:52 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/jaltma"><span style= "font-weight: 400;">Jack Altman</span></a> <span style= "font-weight: 400;">is the Founder & CEO of</span> <a href= "https://lattice.com/"><span style= "font-weight: 400;">Lattice</span></a><span style= "font-weight: 400;">, t</span><span style="font-weight: 400;">he #1 performance management solution for growing companies.They have raised close to $10m in funding from some of our favourites in industry including the likes of Miles Grimshaw @ Thrive, Khosla Ventures, Elad Gil, Alexis Ohanian and YC’s Daniel Gross. Prior to founding Lattice, Jack was the Head of Business Development @ Teespring where he saw the firm move into hyper scaling. Jack has also build an incredible angel portfolio including the likes of Gusto, OpenDoor, Instacart, Zenefits and Soylent.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Jack made his way from seeing the hypergrowth of Teespring to starting Lattice?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jack identify as the 2 core challenges to rapid scaling in SaaS? Does Jack agree with Chris Caren in stating you have to hire for 3-4 years ahead of the role? How does Jack see the role and structure of communication change with the scaling of a firm?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How did the early days of selling look with Lattice? How did Jack incorporate the team into his learnings and development within the world of SaaS? What should founders look for in the first sales hire? How does that profile change with the scaling?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jack believe that each and every department should have their own North Star as well as a company North Star? Does Jack concur with Eric Ries’ believe that every department must also have their own budget?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">In terms of metrics, how does Jack prioritise within the metric stack? What is most important for Jack to focus on? How has Jack seen this change with time? Does Jack agree with Shan Sinha @ Highfive that it is “always about payback”?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style= "font-weight: 400;">Jack’s Favourite SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jack know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How much time does Jack spend talking to customers?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/jaltma"><span style= "font-weight: 400;">Jack Altman</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jaltma">Jack Altman</a> is the Founder & CEO of <a href= "https://lattice.com/">Lattice</a>, the #1 performance management solution for growing companies.They have raised close to $10m in funding from some of our favourites in industry including the likes of Miles Grimshaw @ Thrive, Khosla Ventures, Elad Gil, Alexis Ohanian and YC’s Daniel Gross. Prior to founding Lattice, Jack was the Head of Business Development @ Teespring where he saw the firm move into hyper scaling. Jack has also build an incredible angel portfolio including the likes of Gusto, OpenDoor, Instacart, Zenefits and Soylent.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Jack made his way from seeing the hypergrowth of Teespring to starting Lattice?</li> <li style="font-weight: 400;">What does Jack identify as the 2 core challenges to rapid scaling in SaaS? Does Jack agree with Chris Caren in stating you have to hire for 3-4 years ahead of the role? How does Jack see the role and structure of communication change with the scaling of a firm?</li> <li style="font-weight: 400;">How did the early days of selling look with Lattice? How did Jack incorporate the team into his learnings and development within the world of SaaS? What should founders look for in the first sales hire? How does that profile change with the scaling?</li> <li style="font-weight: 400;">Why does Jack believe that each and every department should have their own North Star as well as a company North Star? Does Jack concur with Eric Ries’ believe that every department must also have their own budget?</li> <li style="font-weight: 400;">In terms of metrics, how does Jack prioritise within the metric stack? What is most important for Jack to focus on? How has Jack seen this change with time? Does Jack agree with Shan Sinha @ Highfive that it is “always about payback”?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Jack’s Favourite SaaS reading material?</li> <li style="font-weight: 400;">What does Jack know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">How much time does Jack spend talking to customers?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/jaltma">Jack Altman</a></p>]]></content:encoded>
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<title>SaaStr 148: Why Startups Die of Indigestion Not Starvation, Why Early Product Market Fit Can Be Misleading & Why Gross Margin Is So Crucial For SaaS Businesses From Day 1 with Rajeev Batra, Partner @ Mayfield</title>
<pubDate>Mon, 23 Oct 2017 06:09:42 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/rbatra"><span style= "font-weight: 400;">Rajeev Batra</span></a> <span style= "font-weight: 400;">is a Partner at</span> <a href= "https://www.mayfield.com/"><span style= "font-weight: 400;">Mayfield</span></a><span style= "font-weight: 400;">, a firm that has championed bold entrepreneurs since 1969. Rajeev’s investments at Mayfield include the likes of Crunchbase, SmartRecruiters, Marketo (IPO then taken private by Vista Equity), ServiceMax (acquired by GE Digital) and more incredible companies. Prior to Mayfield, Rajeev was at Mobius (Softbank) Venture Capital and Austin Ventures. Before making the move into VC, Rajeev was on the operational side as an entrepreneur and executive with three of the companies he worked with going public and later being acquired, including the very notable Siebel Systems.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Rajeev made the transition from successful operator with 3 IPOs under his belt to investing in the next generation of enterprise companies with Mayfield?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Rajeev mean when he says “startups do not die of starvation, they die of indigestion”? How does this realisation affect Rajeev’s approach to customer profiling and segmenting customers?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Rajeev believe that “early product market fit can be misleading”? How does Rajeev look to provide context and action from numbers and analytics in the early days?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Rajeev feel that founders should approach gross margin from the early days? How should this relationship and thought process towards gross margin change over time?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Rajeev believe that retention is the number 1 metric for SaaS founders to focus on? In the stack of metrics, how does this compare to gross margin, CAC/LTV and payback period?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style= "font-weight: 400;">Enterprise investing is spreadsheet investing: True or false?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Mayfield use an internal budget to align themselves to entrepreneurs?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Rajeev mean when he says “I look for 2 act opportunities”?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/rbatra"><span style= "font-weight: 400;">Rajeev Batra</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/rbatra">Rajeev Batra</a> is a Partner at <a href= "https://www.mayfield.com/">Mayfield</a>, a firm that has championed bold entrepreneurs since 1969. Rajeev’s investments at Mayfield include the likes of Crunchbase, SmartRecruiters, Marketo (IPO then taken private by Vista Equity), ServiceMax (acquired by GE Digital) and more incredible companies. Prior to Mayfield, Rajeev was at Mobius (Softbank) Venture Capital and Austin Ventures. Before making the move into VC, Rajeev was on the operational side as an entrepreneur and executive with three of the companies he worked with going public and later being acquired, including the very notable Siebel Systems.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Rajeev made the transition from successful operator with 3 IPOs under his belt to investing in the next generation of enterprise companies with Mayfield?</li> <li style="font-weight: 400;">What does Rajeev mean when he says “startups do not die of starvation, they die of indigestion”? How does this realisation affect Rajeev’s approach to customer profiling and segmenting customers?</li> <li style="font-weight: 400;">Why does Rajeev believe that “early product market fit can be misleading”? How does Rajeev look to provide context and action from numbers and analytics in the early days?</li> <li style="font-weight: 400;">How does Rajeev feel that founders should approach gross margin from the early days? How should this relationship and thought process towards gross margin change over time?</li> <li style="font-weight: 400;">Why does Rajeev believe that retention is the number 1 metric for SaaS founders to focus on? In the stack of metrics, how does this compare to gross margin, CAC/LTV and payback period?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Enterprise investing is spreadsheet investing: True or false?</li> <li style="font-weight: 400;">How does Mayfield use an internal budget to align themselves to entrepreneurs?</li> <li style="font-weight: 400;">What does Rajeev mean when he says “I look for 2 act opportunities”?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/rbatra">Rajeev Batra</a></p>]]></content:encoded>
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<title>SaaStr 147: Why Payback Period Is The Critical Metric, Why There Is No "No Man's Land In SaaS Pricing" & When Is A Stretch VP, A Stretch Too Far with Shan Sinha, Founder & CEO @ Highfive</title>
<pubDate>Mon, 16 Oct 2017 08:25:52 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/shansinha"><span style= "font-weight: 400;">Shan Sinha</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://highfive.com/"><span style= "font-weight: 400;">Highfive</span></a><span style= "font-weight: 400;">, the startup that quite simply makes insanely simple video conferencing. They have raised over $45m in funding from some of the best in the business including a16z, Lightspeed General Catalyst and Founder Collective and then individuals including Aaron Levie, Drew Houston and Marc Benioff. Prior to Highfive,</span> <span style="font-weight: 400;">Shan was the Group Product Manager for Google Apps for Enterprise, which he joined following Google’s 2010 acquisition of his prior company, DocVerse, which later became part of Google Drive.</span></p> <p style="text-align: center;"><strong><span style= "text-decoration: underline;">In Today’s Episode You Will Learn:</span></strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Shan made his way from being one of the foundations of Google Drive to changing the world of video conferencing with Highfive?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">As a successful second time founder, how has Shan’s thesis around customer success changed? When is the right time to hire your first CS personnel? What profile should those first CS hires have? How does this vary to differing profiles in the scaling journey?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Logos or expansion? What does Shan believe is crucial in the early days of SaaS scaling? What metric is the true determinant of whether a customer is attaining consistent value from your product?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Shan believe that not everything has to scale from Day 1? What are the benefits of implementing a model that is unable to scale? What does this show and teach the startup?</span> <span style= "font-weight: 400;">How does Shan think about capturing the perfect customer experience?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Shan believe that payback period is the single most important metric for SaaS startups? How does Shan think about payback and margins when selling to the traditionally smaller ACV marker of SMB? What are the challenges in doing so?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">When is a stretch VP a stretch too far?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Shan know now that he wishes had known when he started Highfive?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Challenges of doing both hardware and software simultaneously?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/shansinha"><span style= "font-weight: 400;">Shan Sinha</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/shansinha">Shan Sinha</a> is the Founder & CEO @ <a href= "https://highfive.com/">Highfive</a>, the startup that quite simply makes insanely simple video conferencing. They have raised over $45m in funding from some of the best in the business including a16z, Lightspeed General Catalyst and Founder Collective and then individuals including Aaron Levie, Drew Houston and Marc Benioff. Prior to Highfive, Shan was the Group Product Manager for Google Apps for Enterprise, which he joined following Google’s 2010 acquisition of his prior company, DocVerse, which later became part of Google Drive.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Shan made his way from being one of the foundations of Google Drive to changing the world of video conferencing with Highfive?</li> <li style="font-weight: 400;">As a successful second time founder, how has Shan’s thesis around customer success changed? When is the right time to hire your first CS personnel? What profile should those first CS hires have? How does this vary to differing profiles in the scaling journey?</li> <li style="font-weight: 400;">Logos or expansion? What does Shan believe is crucial in the early days of SaaS scaling? What metric is the true determinant of whether a customer is attaining consistent value from your product?</li> <li style="font-weight: 400;">Why does Shan believe that not everything has to scale from Day 1? What are the benefits of implementing a model that is unable to scale? What does this show and teach the startup? How does Shan think about capturing the perfect customer experience?</li> <li style="font-weight: 400;">Why does Shan believe that payback period is the single most important metric for SaaS startups? How does Shan think about payback and margins when selling to the traditionally smaller ACV marker of SMB? What are the challenges in doing so?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">When is a stretch VP a stretch too far?</li> <li style="font-weight: 400;">What does Shan know now that he wishes had known when he started Highfive?</li> <li style="font-weight: 400;">Challenges of doing both hardware and software simultaneously?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/shansinha">Shan Sinha</a></p>]]></content:encoded>
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<title>SaaStr 146: Why Management Upgrade Is The Most Important Thing A CEO Can Do, Why You Must Hire More Generalists with Scale & How To Hire People with 3-4 Years Runway with Chris Caren, CEO @ Turnitin</title>
<pubDate>Mon, 09 Oct 2017 08:20:28 +0000</pubDate>
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<description><![CDATA[<p><a href="https://www.linkedin.com/in/chriscaren/"><span style= "font-weight: 400;">Chris Caren</span></a> <span style= "font-weight: 400;">is the CEO @</span> <a href= "http://v1.turnitin.com/en_us/"><span style= "font-weight: 400;">Turnitin</span></a><span style= "font-weight: 400;">, the company revolutionising the experience of writing to learn with backing from the likes of IVP, Norwest Venture Partners and GIC. Chris has scaled the company to serve over 25m students and 2m teachers across 15,000 institutions. Prior to joining Turnitin in 2009, Chris spent 4 years with Microsoft as a General Manager and before that 3 years at Business Objects as a VP of Product Marketing.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Chris made his way into the world of SaaS and came to be CEO @ Turnitin?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were Chris’ biggest takeaways from watching both Business Objects and Microsoft as they scaled into hyper growth mode? What were his big lessons in management from Bernard Liautaud? What marketing takeaways did he have from working with Dave Kellogg?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Chris believe management team upgrade is the most important role a CEO can perform? What are the core characteristics that upgrade candidates must have for them to be an attractive hire? What culture must be built into the fibre of the leadership team?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Chris look to manage internal discontent when bringing in external managers? How does Chris look to involve internal candidates for the role in the search for their next boss? What are the benefits of this? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is a stretch VP a stretch too far? What are the signs of potential strain? How does the team convey this? Once identified, what is the right post-mortem chain to take place?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What should founders consider before selling their company?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Chris know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Chris’ favourite SaaS reading material and why?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://www.linkedin.com/in/chriscaren/">Chris Caren</a> is the CEO @ <a href= "http://v1.turnitin.com/en_us/">Turnitin</a>, the company revolutionising the experience of writing to learn with backing from the likes of IVP, Norwest Venture Partners and GIC. Chris has scaled the company to serve over 25m students and 2m teachers across 15,000 institutions. Prior to joining Turnitin in 2009, Chris spent 4 years with Microsoft as a General Manager and before that 3 years at Business Objects as a VP of Product Marketing.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Chris made his way into the world of SaaS and came to be CEO @ Turnitin?</li> <li style="font-weight: 400;">What were Chris’ biggest takeaways from watching both Business Objects and Microsoft as they scaled into hyper growth mode? What were his big lessons in management from Bernard Liautaud? What marketing takeaways did he have from working with Dave Kellogg?</li> <li style="font-weight: 400;">Why does Chris believe management team upgrade is the most important role a CEO can perform? What are the core characteristics that upgrade candidates must have for them to be an attractive hire? What culture must be built into the fibre of the leadership team?</li> <li style="font-weight: 400;">How does Chris look to manage internal discontent when bringing in external managers? How does Chris look to involve internal candidates for the role in the search for their next boss? What are the benefits of this? </li> <li style="font-weight: 400;">When is a stretch VP a stretch too far? What are the signs of potential strain? How does the team convey this? Once identified, what is the right post-mortem chain to take place?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What should founders consider before selling their company?</li> <li style="font-weight: 400;">What does Chris know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What is Chris’ favourite SaaS reading material and why?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Chris Caren is the CEO @ Turnitin, the company revolutionising the experience of writing to learn with backing from the likes of IVP, Norwest Venture Partners and GIC. Chris has scaled the company to serve over 25m students and 2m teachers across...]]></itunes:subtitle>
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<title>SaaStr 145: Mulesoft CEO, Greg Schott on The Challenges & Lessons of Scaling from 20 to 1,000 People & Where Most Companies Go Wrong In The Hiring Process</title>
<pubDate>Mon, 02 Oct 2017 05:17:36 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/gregschott"><span style= "font-weight: 400;">Greg Schott</span></a> <span style= "font-weight: 400;">is the Chairman and CEO @</span> <a href= "https://www.mulesoft.com/"><span style= "font-weight: 400;">Mulesoft</span></a><span style= "font-weight: 400;">, provider of the leading platform for building application networks. They have raised over $250m in funding from some of the best investors in the world including NEA and Lightspeed and then some of the largest companies of the day in Cisco, Salesforce and SAP. Greg joined Mulesoft in 2009 when the company only had 20 employees, over the last 8 years Greg has scaled the team to over 1,000 today in 18 countries. A real software industry veteran with over 20 years of experience building and leading high growth technology companies from early stage through IPO.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Greg made his way into the world of SaaS and came to be CEO @ Mulesoft?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Greg has seen Mulesoft scale from 20 to 1,000 employees today, what have been the biggest challenges in scaling the team? Where are the breaking points? What are the signs of those impending breaking points? How does that show through the team behaviour?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Where do most companies go wrong in the hiring process? What is the right and wrong way to respond when a bad hire has been made? How long is long enough to determine whether a bad hire is a bad hire? Does Greg agree with the hire fast, fire fast thesis?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">If Greg could go back to 2009 when he joined the firm with 20 employees, what would Greg change about the way he approached hiring? What hiring advice would Greg give to an early stage SaaS company? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Greg think about scaling sales teams? How does Greg view specialisation in the scaling of sales? When is the right time? What should CEO’s look for in their sales leaders? How does that alter at different points in the journey?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">How have things changed since IPO?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is the right time to expand product line and enter new segments?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Biggest challenge with Mulesoft today?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Which SaaS CEO does Greg most admire and why?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/gregschott"><span style= "font-weight: 400;">Greg Schott</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/gregschott">Greg Schott</a> is the Chairman and CEO @ <a href= "https://www.mulesoft.com/">Mulesoft</a>, provider of the leading platform for building application networks. They have raised over $250m in funding from some of the best investors in the world including NEA and Lightspeed and then some of the largest companies of the day in Cisco, Salesforce and SAP. Greg joined Mulesoft in 2009 when the company only had 20 employees, over the last 8 years Greg has scaled the team to over 1,000 today in 18 countries. A real software industry veteran with over 20 years of experience building and leading high growth technology companies from early stage through IPO.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Greg made his way into the world of SaaS and came to be CEO @ Mulesoft?</li> <li style="font-weight: 400;">Greg has seen Mulesoft scale from 20 to 1,000 employees today, what have been the biggest challenges in scaling the team? Where are the breaking points? What are the signs of those impending breaking points? How does that show through the team behaviour?</li> <li style="font-weight: 400;">Where do most companies go wrong in the hiring process? What is the right and wrong way to respond when a bad hire has been made? How long is long enough to determine whether a bad hire is a bad hire? Does Greg agree with the hire fast, fire fast thesis?</li> <li style="font-weight: 400;">If Greg could go back to 2009 when he joined the firm with 20 employees, what would Greg change about the way he approached hiring? What hiring advice would Greg give to an early stage SaaS company? </li> <li style="font-weight: 400;">How does Greg think about scaling sales teams? How does Greg view specialisation in the scaling of sales? When is the right time? What should CEO’s look for in their sales leaders? How does that alter at different points in the journey?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">How have things changed since IPO?</li> <li style="font-weight: 400;">When is the right time to expand product line and enter new segments?</li> <li style="font-weight: 400;">Biggest challenge with Mulesoft today?</li> <li style="font-weight: 400;">Which SaaS CEO does Greg most admire and why?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/gregschott">Greg Schott</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Greg Schott is the Chairman and CEO @ Mulesoft, provider of the leading platform for building application networks. They have raised over $250m in funding from some of the best investors in the world including NEA and Lightspeed and then some of the...]]></itunes:subtitle>
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<title>SaaStr 144: 7 Steps To Land $100K+ "Whale" Clients with Sequoia Backed, Andy Byrne, Founder & CEO @ Clari</title>
<pubDate>Mon, 25 Sep 2017 06:04:07 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/00byrne"><span style= "font-weight: 400;">Andy Byrne</span></a> <span style= "font-weight: 400;">is the Co-Founder & CEO @</span> <a href= "http://www.clari.com/"><span style= "font-weight: 400;">Clari</span></a><span style= "font-weight: 400;">, the startup that helps sales teams drive more revenue and increase forecast accuracy through improved deal execution and predictive analysis. They have raised over $30m in venture funding from some of the best in the business including Sequoia and Bain Capital Ventures.</span> <span style= "font-weight: 400;">Prior to Clari, Andy was part of the founding executive team at Clearwell Systems—Gartner's highest ranking e-discovery company—which he helped grow from pre-product & pre-revenue in 2005 to $100 million run rate until its acquisition by Symantec (SYMC) in Q2 2011. Prior to joining Clearwell, Andy co-founded Timestock, Inc., acquired by Computer Associates (CA) via the acquisition of Wily Technology.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Andy made his way into the world of SaaS and came to found Clari? What were the key takeaways from his two prior successful founding experiences?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is it important for startups to look larger than life to potential “whale” customer? What is the methodology that startups can use to gain this appearance? What role does the website play in this?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is it important for startups to understand the risk the buyer is undertaking at large corporates when becoming a customer? How does this mean that startups should convey the product roadmap? How can startups sell the product vision and the instant value add simultaneously?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can startups look to “create theatre” with their product? What does this really mean? How can startups do this when the product is in MVP stage?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is it so important for the startup to make the switch from vendor to partner? How can startups use execution time as the key way to achieve this?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What hires does Andy wish he had made earlier with Clari?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Recruiting in the valley, how hard and top tips?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the most challenging element in the day to day running of Clari?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/00byrne"><span style= "font-weight: 400;">Andy Byrne</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/00byrne">Andy Byrne</a> is the Co-Founder & CEO @ <a href= "http://www.clari.com/">Clari</a>, the startup that helps sales teams drive more revenue and increase forecast accuracy through improved deal execution and predictive analysis. They have raised over $30m in venture funding from some of the best in the business including Sequoia and Bain Capital Ventures. Prior to Clari, Andy was part of the founding executive team at Clearwell Systems—Gartner's highest ranking e-discovery company—which he helped grow from pre-product & pre-revenue in 2005 to $100 million run rate until its acquisition by Symantec (SYMC) in Q2 2011. Prior to joining Clearwell, Andy co-founded Timestock, Inc., acquired by Computer Associates (CA) via the acquisition of Wily Technology.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Andy made his way into the world of SaaS and came to found Clari? What were the key takeaways from his two prior successful founding experiences?</li> <li style="font-weight: 400;">Why is it important for startups to look larger than life to potential “whale” customer? What is the methodology that startups can use to gain this appearance? What role does the website play in this?</li> <li style="font-weight: 400;">Why is it important for startups to understand the risk the buyer is undertaking at large corporates when becoming a customer? How does this mean that startups should convey the product roadmap? How can startups sell the product vision and the instant value add simultaneously?</li> <li style="font-weight: 400;">How can startups look to “create theatre” with their product? What does this really mean? How can startups do this when the product is in MVP stage?</li> <li style="font-weight: 400;">Why is it so important for the startup to make the switch from vendor to partner? How can startups use execution time as the key way to achieve this?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What hires does Andy wish he had made earlier with Clari?</li> <li style="font-weight: 400;">Recruiting in the valley, how hard and top tips?</li> <li style="font-weight: 400;">What is the most challenging element in the day to day running of Clari?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/00byrne">Andy Byrne</a></p>]]></content:encoded>
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<title>SaaStr 143: DigitalOcean CEO, Ben Uretsky on Scaling To 1m Customers with No Sales Team, Key Learnings From Raising $123m & Why It Is Not Just About Culture Fit </title>
<pubDate>Mon, 18 Sep 2017 07:01:11 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/benuretsky"><span style= "font-weight: 400;">Ben Uretsky</span></a> <span style= "font-weight: 400;">is the Co-Founder & CEO @</span> <a href= "https://www.digitalocean.com/"><span style= "font-weight: 400;">Digital Ocean</span></a><span style= "font-weight: 400;">. Under Ben’s leadership, DigitalOcean has risen from a cloud startup for developers to the second largest and fastest growing cloud computing platform. To date, more than 1m developers have deployed more than 50 million cloud servers, and the company has expanded its worldwide infrastructure footprint with multiple datacenter locations around the globe. The company has raised $123 million in funding from Andreessen Horowitz, Access Industries, IA Ventures, CrunchFund, and Techstars. Prior to DigitalOcean, he co-founded and built a managed hosting provider that supported some of the top websites online and generated million-dollar annual revenues.</span></p> <p style="text-align: center;"><span style="font-weight: 400;">In Today’s Episode You Will Learn:</span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Ben made the move from co-founding a bootstrapped startup competing with Rackspace to co-founding DigitalOcean and competing with Amazon?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What have been Ben’s big learnings in raising $123m for DigitalOcean? How does Ben suggest building a trusted relationship with VCs?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How have DigitalOcean scaled to over 1m customers without a sales team? What are the core tenets that have made this possible? How does the team prioritise customer acquisition channels at DigitalOcean? How does Ben say is the right way to build a community?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Sean Rad has said before the hardest part is scaling with the firm. How has been seen his scaling as CEO with the firm? How has his personal relationship to the company changed with the scaling? Hear an inflection point in the scaling of DigitalOcean and how Ben’s leadership changed as a result?</span></li> </ul> <p style="text-align: center;"><span style="font-weight: 400;">60 Second SaaStr</span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What hire des Ben wish he had made earlier?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Ben know now that he wishes he had known earlier?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the key inflection points in SaaS businesses?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/benuretsky"><span style= "font-weight: 400;">Ben Uretsky</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/benuretsky">Ben Uretsky</a> is the Co-Founder & CEO @ <a href= "https://www.digitalocean.com/">Digital Ocean</a>. Under Ben’s leadership, DigitalOcean has risen from a cloud startup for developers to the second largest and fastest growing cloud computing platform. To date, more than 1m developers have deployed more than 50 million cloud servers, and the company has expanded its worldwide infrastructure footprint with multiple datacenter locations around the globe. The company has raised $123 million in funding from Andreessen Horowitz, Access Industries, IA Ventures, CrunchFund, and Techstars. Prior to DigitalOcean, he co-founded and built a managed hosting provider that supported some of the top websites online and generated million-dollar annual revenues.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Ben made the move from co-founding a bootstrapped startup competing with Rackspace to co-founding DigitalOcean and competing with Amazon?</li> <li style="font-weight: 400;">What have been Ben’s big learnings in raising $123m for DigitalOcean? How does Ben suggest building a trusted relationship with VCs?</li> <li style="font-weight: 400;">How have DigitalOcean scaled to over 1m customers without a sales team? What are the core tenets that have made this possible? How does the team prioritise customer acquisition channels at DigitalOcean? How does Ben say is the right way to build a community?</li> <li style="font-weight: 400;">Sean Rad has said before the hardest part is scaling with the firm. How has been seen his scaling as CEO with the firm? How has his personal relationship to the company changed with the scaling? Hear an inflection point in the scaling of DigitalOcean and how Ben’s leadership changed as a result?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What hire des Ben wish he had made earlier?</li> <li style="font-weight: 400;">What does Ben know now that he wishes he had known earlier?</li> <li style="font-weight: 400;">What are the key inflection points in SaaS businesses?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/benuretsky">Ben Uretsky</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Ben Uretsky is the Co-Founder & CEO @ Digital Ocean. Under Ben’s leadership, DigitalOcean has risen from a cloud startup for developers to the second largest and fastest growing cloud computing platform. To date, more than 1m developers have...]]></itunes:subtitle>
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<title>SaaStr 142: Why CAC/LTV Is The Most Important Metric In SaaS, How To Analyse Churn Correctly & Why Bookings Are Inaccurate and Easy To Manipulate with Dave Kellogg, CEO @ Host Analytics</title>
<pubDate>Mon, 11 Sep 2017 08:31:22 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/Kellblog"><span style= "font-weight: 400;">Dave Kellogg</span></a> <span style= "font-weight: 400;">is the CEO @ Host Analytics,</span> <span style="font-weight: 400;">the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M) and big data leader Aster Data (acquired by Teradata for $325M).</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Dave made his way into the world of SaaS with Salesforce, came to be CMO at Business Objects and now running his own SaaS company as CEO at Host Analytics?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does David believe is the single most important metric in SaaS? How should SaaS companies structure the first four lines of their financial statements? Why is retention and renewal not always an accurate sign of customer satisfaction?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Dave look to analyse churn? What is the post-mortem? What is more important, logos or expansion? If a startup’s churn is too high, what is the top 3 things they should do? Why must you have a “standard taxonomy” for churn? How can you construct this?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does David think about taking existing customer and up-selling them? How does he view this in contrast to cross-sell? Does Dave agree with David Skok on the need for more than 1 variable pricing mechanism? Why does Dave not encourage usage based pricing?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Dave analyse the benefits of multi-year contracts paid upfront? How does this distort TCV and inflate the figures? Does upfront payment misalign the provider and the consumer, in terms of care and support? With that in mind, how does David view billing frequency? Contract durations?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Dave know now which he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the 90 day rule? Why is it important?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How much ARR should a good sales rep add in relation to comp?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/Kellblog"><span style= "font-weight: 400;">Dave Kellogg</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/Kellblog">Dave Kellogg</a> is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M) and big data leader Aster Data (acquired by Teradata for $325M).</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Dave made his way into the world of SaaS with Salesforce, came to be CMO at Business Objects and now running his own SaaS company as CEO at Host Analytics?</li> <li style="font-weight: 400;">What does David believe is the single most important metric in SaaS? How should SaaS companies structure the first four lines of their financial statements? Why is retention and renewal not always an accurate sign of customer satisfaction?</li> <li style="font-weight: 400;">How does Dave look to analyse churn? What is the post-mortem? What is more important, logos or expansion? If a startup’s churn is too high, what is the top 3 things they should do? Why must you have a “standard taxonomy” for churn? How can you construct this?</li> <li style="font-weight: 400;">How does David think about taking existing customer and up-selling them? How does he view this in contrast to cross-sell? Does Dave agree with David Skok on the need for more than 1 variable pricing mechanism? Why does Dave not encourage usage based pricing?</li> <li style="font-weight: 400;">How does Dave analyse the benefits of multi-year contracts paid upfront? How does this distort TCV and inflate the figures? Does upfront payment misalign the provider and the consumer, in terms of care and support? With that in mind, how does David view billing frequency? Contract durations?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Dave know now which he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What is the 90 day rule? Why is it important?</li> <li style="font-weight: 400;">How much ARR should a good sales rep add in relation to comp?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/Kellblog">Dave Kellogg</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Dave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at...]]></itunes:subtitle>
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<title>SaaStr 141: How To Scale & Segment Your Sales Team Efficiently, How To Move Upmarket With Speed & How To Raise Over $50m in an "Unsexy" Industry with Classy Founder, Scot Chisholm</title>
<pubDate>Tue, 05 Sep 2017 06:40:57 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/scotchisholm"><span style= "font-weight: 400;">Scot Chisholm</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.classy.org/"><span style= "font-weight: 400;">Classy</span></a><span style= "font-weight: 400;">,</span> <span style="font-weight: 400;">the world's leading fundraising platform for nonprofit organizations As a result they have raised close to $50m in VC funding from the likes of Salesforce Ventures, our friends at BullPen Capital, Mithril Capital and many more great investors. With support and funding like this, since 2011, Classy has helped more than 3,000 nonprofits and social enterprises raise hundreds of millions of dollars</span> <span style="font-weight: 400;">and be named to</span> <span style="font-weight: 400;">"The World's Most Innovative Companies in Social Good" and to the "100 Brilliant Companies" by Entrepreneur Magazine. As for Scot, he is also a prolific angel investor, investing out of a fund called Mixture that includes investments in Change.org, inDinero, Iodine, Casetext and more.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Scot made his way into the world of SaaS and how a “pub crawl” came to be the founding story for Classy?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What have been the key learnings for Scot in raising $50m for Classy, in an industry that is maybe not so sexy for investors? Why did Scot choose to raise both the seed and A round from angels? What advice would Scot give to aspiring founders, looking to raise?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How has Scot seen the evolution of his sales team? What are the key inflection points in the scaling when elements tend to break? How important is it to segment the sales team? When should this be done? At what speed is optimal?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Scot evaluate startups looking to move upmarket? How does the decision to move upmarket change the internal decision-making with regards to product roadmap and strategy? How does it change the role of CEO in the organisation? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Scot look to balance the attainment of short term objectives with holding the vision for the future? How far is too far to plan ahead? How should founders think about investing in areas of the business ahead of time?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Scot know now that he wishes he had known when he started?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Challenges as a first time CEO/entrepreneur?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">The key challenges of building a SaaS company in San Diego?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/scotchisholm"><span style= "font-weight: 400;">Scot Chisholm</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/scotchisholm">Scot Chisholm</a> is the Founder & CEO @ <a href= "https://www.classy.org/">Classy</a>, the world's leading fundraising platform for nonprofit organizations As a result they have raised close to $50m in VC funding from the likes of Salesforce Ventures, our friends at BullPen Capital, Mithril Capital and many more great investors. With support and funding like this, since 2011, Classy has helped more than 3,000 nonprofits and social enterprises raise hundreds of millions of dollars and be named to "The World's Most Innovative Companies in Social Good" and to the "100 Brilliant Companies" by Entrepreneur Magazine. As for Scot, he is also a prolific angel investor, investing out of a fund called Mixture that includes investments in Change.org, inDinero, Iodine, Casetext and more.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Scot made his way into the world of SaaS and how a “pub crawl” came to be the founding story for Classy?</li> <li style="font-weight: 400;">What have been the key learnings for Scot in raising $50m for Classy, in an industry that is maybe not so sexy for investors? Why did Scot choose to raise both the seed and A round from angels? What advice would Scot give to aspiring founders, looking to raise?</li> <li style="font-weight: 400;">How has Scot seen the evolution of his sales team? What are the key inflection points in the scaling when elements tend to break? How important is it to segment the sales team? When should this be done? At what speed is optimal?</li> <li style="font-weight: 400;">How does Scot evaluate startups looking to move upmarket? How does the decision to move upmarket change the internal decision-making with regards to product roadmap and strategy? How does it change the role of CEO in the organisation? </li> <li style="font-weight: 400;">How does Scot look to balance the attainment of short term objectives with holding the vision for the future? How far is too far to plan ahead? How should founders think about investing in areas of the business ahead of time?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Scot know now that he wishes he had known when he started?</li> <li style="font-weight: 400;">Challenges as a first time CEO/entrepreneur?</li> <li style="font-weight: 400;">The key challenges of building a SaaS company in San Diego?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/scotchisholm">Scot Chisholm</a></p>]]></content:encoded>
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<title>SaaStr 140: Key Requirement To A Cash Flow Positive SaaS Business, How To Land Your First "Whale" & How To Incentivise Your Sales Team Aligned To The Company Mission with Mark Organ, Founder & CEO @ Influitive</title>
<pubDate>Mon, 28 Aug 2017 21:55:21 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/markorgan"><span style= "font-weight: 400;">Mark Organ</span></a><span style= "font-weight: 400;">, Founder & CEO at</span> <a href= "https://influitive.com/"><span style= "font-weight: 400;">Influitive</span></a><span style= "font-weight: 400;">. Influitive helps B2B companies mobilize their army of advocates for more rapid and profitable revenue growth. They have raised close to $50m in VC funding from some of the best in the business including the likes of Lightspeed, First Round Capital, prior guest Cindy Padnos @ Illuminate and Nick Mehta @ Gainsight, just to name a few. Prior to Influitive, Mark was the founding CEO of Eloqua, growing the business to over 150 people, hundreds of clients and a major presence around the world in 7 years. Eloqua was eventually bought by Oracle in 2012 for a reported $810m.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Mark made his way into the world of SaaS, came to found Eloqua and then what the catalyst was for the founding of Influitive?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Mark make the decision to make profitability a goal? How did Mark communicate his desire to focus on profitability and unit economics over aggressive growth to his investors? What type of SaaS startups should consider this route more?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">To what extent is “landing whales” crucial to getting to cash flow positive? What are some of Mark’s big learnings in how to attain those “whales”, having done it so successfully before with Eloqua? Where do most founders go wrong and how should they approach pricing whales?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mark believe paying sales reps on signing misaligns incentives? Why does he believe it is optimal to pay half on signing and half on cash being received? How do you communicate that to your sales team? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">To what extent should SaaS startups consider debt financing as a respectable and appropriate form of company financing? What type and stage of SaaS company does debt make perfect sense for? When is it wrong in the lifecycle to take debt?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What hire does Mark wish he had made earlier?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Mark know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Pros and cons of running a SaaS startup not in Silicon Valley?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/markorgan"><span style= "font-weight: 400;">Mark Organ</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/markorgan">Mark Organ</a>, Founder & CEO at <a href= "https://influitive.com/">Influitive</a>. Influitive helps B2B companies mobilize their army of advocates for more rapid and profitable revenue growth. They have raised close to $50m in VC funding from some of the best in the business including the likes of Lightspeed, First Round Capital, prior guest Cindy Padnos @ Illuminate and Nick Mehta @ Gainsight, just to name a few. Prior to Influitive, Mark was the founding CEO of Eloqua, growing the business to over 150 people, hundreds of clients and a major presence around the world in 7 years. Eloqua was eventually bought by Oracle in 2012 for a reported $810m.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Mark made his way into the world of SaaS, came to found Eloqua and then what the catalyst was for the founding of Influitive?</li> <li style="font-weight: 400;">How did Mark make the decision to make profitability a goal? How did Mark communicate his desire to focus on profitability and unit economics over aggressive growth to his investors? What type of SaaS startups should consider this route more?</li> <li style="font-weight: 400;">To what extent is “landing whales” crucial to getting to cash flow positive? What are some of Mark’s big learnings in how to attain those “whales”, having done it so successfully before with Eloqua? Where do most founders go wrong and how should they approach pricing whales?</li> <li style="font-weight: 400;">Why does Mark believe paying sales reps on signing misaligns incentives? Why does he believe it is optimal to pay half on signing and half on cash being received? How do you communicate that to your sales team? </li> <li style="font-weight: 400;">To what extent should SaaS startups consider debt financing as a respectable and appropriate form of company financing? What type and stage of SaaS company does debt make perfect sense for? When is it wrong in the lifecycle to take debt?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What hire does Mark wish he had made earlier?</li> <li style="font-weight: 400;">What does Mark know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Pros and cons of running a SaaS startup not in Silicon Valley?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/markorgan">Mark Organ</a></p>]]></content:encoded>
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<title>SaaStr 139: Why Hiring Sales People Is Like Being Thirsty, Why You Have to Separate Between Customers and Money & Why Time Kills More Companies Than Dollars with Mike Dauber, General Partner @ Amplify Partners</title>
<pubDate>Mon, 21 Aug 2017 08:24:43 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/dauber"><span style= "font-weight: 400;">Mike Dauber</span></a> <span style= "font-weight: 400;">is a General Partner @</span> <a href= "http://www.amplifypartners.com/"><span style= "font-weight: 400;">Amplify Partners</span></a><span style= "font-weight: 400;">, the fund that backs technical founders, building technical products for technical buyers. Their portfolio consists of the likes of DataDog, Fastly, Engagio and many more incredible companies. As for Mike, p</span><span style= "font-weight: 400;">rior to joining Amplify he spent more than six years at Battery Ventures, where he lead early-stage enterprise investments on the West Coast. While at Battery, he was on the Boards of Cask, Duetto, Interana, and Platfora (acquired WDAY). Mike also lead Battery’s investment in Vera, which is also in Amplify’s portfolio. He also previously invested in Splunk (SPLK) and RelateIQ (acquired CRM). As a result of this success, Mike was named to Forbes’ Midas Brink List in 2014.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Mike made his way into the world of early stage enterprise investing with Battery and came to be a GP with Amplify?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Mike mean when he says he looks for “practitioner founders”? What are the benefits of these types of founders? Why do they find product market fit faster? Does this tunnel vision not sometimes mean a lack of naivete, which can be good?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mike believe that hiring sales people is like being thirsty? How can founders discover the optimal cadence for expanding the sales team? Why must founders differentiate between customers and money?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mike believe that everyone needs to find their Hobbesian advisor? What characteristics should this person have? How can you find this advisor? What should their incentives be? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mike believe that founders need to set the hook for VCs in the first meeting? How does this compare to how founders traditionally pitch? What should they look for in those early VC meetings?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mike disagree with deal attribution in VC?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Cyber investing: Should you invest if not a domain expert?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Is enterprise investing spreadsheet investing?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/dauber"><span style= "font-weight: 400;">Mike Dauber</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/dauber">Mike Dauber</a> is a General Partner @ <a href= "http://www.amplifypartners.com/">Amplify Partners</a>, the fund that backs technical founders, building technical products for technical buyers. Their portfolio consists of the likes of DataDog, Fastly, Engagio and many more incredible companies. As for Mike, prior to joining Amplify he spent more than six years at Battery Ventures, where he lead early-stage enterprise investments on the West Coast. While at Battery, he was on the Boards of Cask, Duetto, Interana, and Platfora (acquired WDAY). Mike also lead Battery’s investment in Vera, which is also in Amplify’s portfolio. He also previously invested in Splunk (SPLK) and RelateIQ (acquired CRM). As a result of this success, Mike was named to Forbes’ Midas Brink List in 2014.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Mike made his way into the world of early stage enterprise investing with Battery and came to be a GP with Amplify?</li> <li style="font-weight: 400;">What does Mike mean when he says he looks for “practitioner founders”? What are the benefits of these types of founders? Why do they find product market fit faster? Does this tunnel vision not sometimes mean a lack of naivete, which can be good?</li> <li style="font-weight: 400;">Why does Mike believe that hiring sales people is like being thirsty? How can founders discover the optimal cadence for expanding the sales team? Why must founders differentiate between customers and money?</li> <li style="font-weight: 400;">Why does Mike believe that everyone needs to find their Hobbesian advisor? What characteristics should this person have? How can you find this advisor? What should their incentives be? </li> <li style="font-weight: 400;">Why does Mike believe that founders need to set the hook for VCs in the first meeting? How does this compare to how founders traditionally pitch? What should they look for in those early VC meetings?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Why does Mike disagree with deal attribution in VC?</li> <li style="font-weight: 400;">Cyber investing: Should you invest if not a domain expert?</li> <li style="font-weight: 400;">Is enterprise investing spreadsheet investing?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/dauber">Mike Dauber</a></p>]]></content:encoded>
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<title>SaaStr 138: The Rule of 40% For A Healthy SaaS Company, Why It Is Not All About Top Line Growth In Enterprise & Why Land & Expand Is Wrong with Vineet Jain, Founder & CEO @ Egnyte </title>
<pubDate>Mon, 14 Aug 2017 10:54:04 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/CloudNotEnough"><span style= "font-weight: 400;">Vineet Jain</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.egnyte.com/"><span style= "font-weight: 400;">Egnyte</span></a><span style= "font-weight: 400;">, the startup that delivers smart content collaboration in the cloud or on-premises. They have raised over $60m in VC funding from the likes of Kleiner Perkins, Google Ventures and one of our favourites here, Mike Maples @ Floodgate. Prior to Egnyte, Vineet founded and successfully built Valdero, a supply chain software solution provider, funded by KPCB, MDV and Trinity Ventures. Before that, Vineet held a variety of senior operational positions at KPMG and Bechtel.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Vineet made his way into the world of SaaS and came to found his second startup in Egnyte?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Vineet states that it is not all about top line growth, how does he look to satiate VC appetitie for growth with this mentality? Why does he think that we should discuss EBITDA margins more often within business models in Silicon Valley?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Considering this conservative approach, how does Vineet determine when is the right time to put the “pedal to the metal” and raise a large round of funding and really look to gain the market? What metrics suggest product market fit to this extent?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Vineet argue that land and expand is all wrong? What alternative does Vineet offer for those looking to sell to enterprise?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Vineet evaluate “The Rule of 40% For A Healthy SaaS Company”? What are the inherent flaws in this model? How can this model be gamed by posting enormous growth figures? What figures should startups input into this ratio?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Vineet know now that he wishes he had known earlier?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How long is long enough to give someone who is not performing?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What hire does Vineet wish he had made earlier?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/CloudNotEnough"><span style= "font-weight: 400;">Vineet Jain</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/CloudNotEnough">Vineet Jain</a> is the Founder & CEO @ <a href= "https://www.egnyte.com/">Egnyte</a>, the startup that delivers smart content collaboration in the cloud or on-premises. They have raised over $60m in VC funding from the likes of Kleiner Perkins, Google Ventures and one of our favourites here, Mike Maples @ Floodgate. Prior to Egnyte, Vineet founded and successfully built Valdero, a supply chain software solution provider, funded by KPCB, MDV and Trinity Ventures. Before that, Vineet held a variety of senior operational positions at KPMG and Bechtel.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Vineet made his way into the world of SaaS and came to found his second startup in Egnyte?</li> <li style="font-weight: 400;">Vineet states that it is not all about top line growth, how does he look to satiate VC appetitie for growth with this mentality? Why does he think that we should discuss EBITDA margins more often within business models in Silicon Valley?</li> <li style="font-weight: 400;">Considering this conservative approach, how does Vineet determine when is the right time to put the “pedal to the metal” and raise a large round of funding and really look to gain the market? What metrics suggest product market fit to this extent?</li> <li style="font-weight: 400;">Why does Vineet argue that land and expand is all wrong? What alternative does Vineet offer for those looking to sell to enterprise?</li> <li style="font-weight: 400;">How does Vineet evaluate “The Rule of 40% For A Healthy SaaS Company”? What are the inherent flaws in this model? How can this model be gamed by posting enormous growth figures? What figures should startups input into this ratio?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Vineet know now that he wishes he had known earlier?</li> <li style="font-weight: 400;">How long is long enough to give someone who is not performing?</li> <li style="font-weight: 400;">What hire does Vineet wish he had made earlier?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/CloudNotEnough">Vineet Jain</a></p>]]></content:encoded>
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<title>SaaStr 137: How To Scale A Sales Org The Right Way, What Makes A Truly Effective SaaS Board & Why SaaS Leaders Need To Be Vulnerable with Max Yoder, Founder & CEO @ Lessonly</title>
<pubDate>Mon, 07 Aug 2017 08:01:34 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/MaxYoder"><span style= "font-weight: 400;">Max Yoder</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "http://www.lessonly.com/"><span style= "font-weight: 400;">Lessonly</span></a><span style= "font-weight: 400;">, the</span> <span style= "font-weight: 400;">modern learning software used by teams to translate important work knowledge into Lessons that accelerate productivity. They have raised funding from the likes of former ExactTarget CMO Tim Kopp, OpenView Ventures and New York Times Bestseller Jay Baer just to name a few of the impressive figures involved. Fun tact; they are based in Indianapolis and so Max brings a fantastic perspective on scaling and operating a growing SaaS business outside Silicon Valley.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Max made his way into the world of startups and came to found Lessonly, one of the hottest SaaS startups outside of Silicon Valley?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Max has previously stated that ‘SaaS scaling happens in 3 stages’. What are those stages? What is the most challenging stage? How does the CEO need to transition with each stage?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Max view the scaling of the team? Why does Max think it is bad to give large and often inflated titles in the early days? How can CEOs most effectively look to place people in the right place to ensure the most productive of scaling?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Max most look for in potential Lessonly employees? Why is it so fundamental that candidates have experienced some form of professional hardship before?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Max view the role of the board in the scaling of a SaaS organisation? What are the components that make the best boards? What are the components that make the best board members?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What one hire does Max wish he had made sooner?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What SaaS reading material can Max not live without?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Pros and Cons of running a SaaS startup outside the valley?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/MaxYoder"><span style= "font-weight: 400;">Max Yoder</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/MaxYoder">Max Yoder</a> is the Founder & CEO @ <a href= "http://www.lessonly.com/">Lessonly</a>, the modern learning software used by teams to translate important work knowledge into Lessons that accelerate productivity. They have raised funding from the likes of former ExactTarget CMO Tim Kopp, OpenView Ventures and New York Times Bestseller Jay Baer just to name a few of the impressive figures involved. Fun tact; they are based in Indianapolis and so Max brings a fantastic perspective on scaling and operating a growing SaaS business outside Silicon Valley.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Max made his way into the world of startups and came to found Lessonly, one of the hottest SaaS startups outside of Silicon Valley?</li> <li style="font-weight: 400;">Max has previously stated that ‘SaaS scaling happens in 3 stages’. What are those stages? What is the most challenging stage? How does the CEO need to transition with each stage?</li> <li style="font-weight: 400;">How does Max view the scaling of the team? Why does Max think it is bad to give large and often inflated titles in the early days? How can CEOs most effectively look to place people in the right place to ensure the most productive of scaling?</li> <li style="font-weight: 400;">What does Max most look for in potential Lessonly employees? Why is it so fundamental that candidates have experienced some form of professional hardship before?</li> <li style="font-weight: 400;">How does Max view the role of the board in the scaling of a SaaS organisation? What are the components that make the best boards? What are the components that make the best board members?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What one hire does Max wish he had made sooner?</li> <li style="font-weight: 400;">What SaaS reading material can Max not live without?</li> <li style="font-weight: 400;">Pros and Cons of running a SaaS startup outside the valley?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/MaxYoder">Max Yoder</a></p>]]></content:encoded>
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<title>SaaStr 136: What Role Should The CEO Play With The Marketing Strategy, What Do CEOs Most Often Get Wrong About CMOs & What Makes The Optimal CEO-CMO Relationship with Stacey Epstein, CEO @ Zinc</title>
<pubDate>Mon, 31 Jul 2017 09:36:13 +0000</pubDate>
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<description><![CDATA[<p><span style="font-weight: 400;"><a href= "https://twitter.com/staceyepstein">Stacey Epstein</a> is the CEO @ Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing including the likes of Jason Green @ Emergence, CRV with George Zachary and GE Ventures. Prior to Zinc,</span> <span style="font-weight: 400;">Stacey was CMO at Banjo. Before Banjo, Stacey was CMO at ServiceMax where she helped fuel 5 consecutive years of triple-digit growth. Finally, before ServiceMax, Stacey was the Vice President of Global Marketing Communications at SuccessFactors. During her tenure with SuccessFactors, Stacey pioneered the marketing function in 2005, and was instrumental in the company’s successful IPO in 2007, which led to a $3.4B acquisition by SAP in 2010.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Stacey made her way from Executive Assistant working for another Executive Assistant before moving to CMO and today as CEO?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were the fundamental lessons Stacey took from her career as CMO to now being CEO/ What were some of the hardest elements of the transition?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What role should the CEO play in the marketing strategy and execution? What do CEO’s most often get wrong about CMO’s?What is the optimal and most efficient working relationship between CEO and CMO?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Stacey create alignment and strong and successful communication between the traditionally conflicting sales and marketing? How does transparency help drive better business results?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can one look to instill these values and communication standards on inherited organisations they they did not found? Are there any drawbacks to transparency and communication?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What hires does Stacey wish she had made earlier?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What can females do to master the art of negotiating?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Recruiting in the valley today, how tough and top tips?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is the right time to hire your CMO?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/staceyepstein"><span style= "font-weight: 400;">Stacey Epstein</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href= "https://twitter.com/staceyepstein">Stacey Epstein</a> is the CEO @ Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing including the likes of Jason Green @ Emergence, CRV with George Zachary and GE Ventures. Prior to Zinc, Stacey was CMO at Banjo. Before Banjo, Stacey was CMO at ServiceMax where she helped fuel 5 consecutive years of triple-digit growth. Finally, before ServiceMax, Stacey was the Vice President of Global Marketing Communications at SuccessFactors. During her tenure with SuccessFactors, Stacey pioneered the marketing function in 2005, and was instrumental in the company’s successful IPO in 2007, which led to a $3.4B acquisition by SAP in 2010.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Stacey made her way from Executive Assistant working for another Executive Assistant before moving to CMO and today as CEO?</li> <li style="font-weight: 400;">What were the fundamental lessons Stacey took from her career as CMO to now being CEO/ What were some of the hardest elements of the transition?</li> <li style="font-weight: 400;">What role should the CEO play in the marketing strategy and execution? What do CEO’s most often get wrong about CMO’s?What is the optimal and most efficient working relationship between CEO and CMO?</li> <li style="font-weight: 400;">How does Stacey create alignment and strong and successful communication between the traditionally conflicting sales and marketing? How does transparency help drive better business results?</li> <li style="font-weight: 400;">How can one look to instill these values and communication standards on inherited organisations they they did not found? Are there any drawbacks to transparency and communication?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What hires does Stacey wish she had made earlier?</li> <li style="font-weight: 400;">What can females do to master the art of negotiating?</li> <li style="font-weight: 400;">Recruiting in the valley today, how tough and top tips?</li> <li style="font-weight: 400;">When is the right time to hire your CMO?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/staceyepstein">Stacey Epstein</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Stacey Epstein is the CEO @ Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing including the likes of Jason Green @ Emergence, CRV with George Zachary...]]></itunes:subtitle>
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<title>SaaStr 135: Auren Hoffman on Why Raising Prices Is Not A Good Idea, How Fewer Employees Can Mean Fast Growth & Why The CEO Must Never Delegate HR</title>
<pubDate>Mon, 24 Jul 2017 08:45:08 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/auren"><span style= "font-weight: 400;">Auren Hoffman</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "http://www.safegraph.com/"><span style= "font-weight: 400;">Safegraph</span></a><span style= "font-weight: 400;">, the startup that is unlocking the world’s most powerful data so that machines and humans can answer society's toughest questions. They have backing from likes of Naval Ravikant and prior guests of the show including SignalFire, IDG Ventures and David Rodnitzky just to name a few. Prior to Safegraph, Auren has an astonishing 5 successful exits under his belt with one being, LiveRamp (sold to Acxiom for $310m in 2014). If that was not enough, Auren is also a prolific angel investor with a portfolio including the likes of ThumbTack, Rainforest QA, Brightroll and Groupon.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Auren made his way into the world of SaaS and came to found his 6th SaaS startup in Safegraph?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Auren has said before there are two types of successful sales people, what are these two types and what are their character profiles? What type of company should have each different profile? How does each profile interact differently with the rest of the company?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Auren take the contrarian view and saying that highering your price is not always the right answer? In what markets is it right to higher or lower your price? When is it the wrong time? What percentage of revenue should sales and marketing be at a healthy SaaS startup?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Auren believe that you can actually grow faster by having fewer employees? In what situation and start does this work and when does it not? ?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Auren believe that the CEO should never delegate HR? What does Auren mean when he says the best HR professionals are real capital allocators?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/auren"><span style= "font-weight: 400;">Auren Hoffman</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/auren">Auren Hoffman</a> is the Founder & CEO @ <a href= "http://www.safegraph.com/">Safegraph</a>, the startup that is unlocking the world’s most powerful data so that machines and humans can answer society's toughest questions. They have backing from likes of Naval Ravikant and prior guests of the show including SignalFire, IDG Ventures and David Rodnitzky just to name a few. Prior to Safegraph, Auren has an astonishing 5 successful exits under his belt with one being, LiveRamp (sold to Acxiom for $310m in 2014). If that was not enough, Auren is also a prolific angel investor with a portfolio including the likes of ThumbTack, Rainforest QA, Brightroll and Groupon.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Auren made his way into the world of SaaS and came to found his 6th SaaS startup in Safegraph?</li> <li style="font-weight: 400;">Auren has said before there are two types of successful sales people, what are these two types and what are their character profiles? What type of company should have each different profile? How does each profile interact differently with the rest of the company?</li> <li style="font-weight: 400;">Why does Auren take the contrarian view and saying that highering your price is not always the right answer? In what markets is it right to higher or lower your price? When is it the wrong time? What percentage of revenue should sales and marketing be at a healthy SaaS startup?</li> <li style="font-weight: 400;">Why does Auren believe that you can actually grow faster by having fewer employees? In what situation and start does this work and when does it not? ?</li> <li style="font-weight: 400;">Why does Auren believe that the CEO should never delegate HR? What does Auren mean when he says the best HR professionals are real capital allocators?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/auren">Auren Hoffman</a></p>]]></content:encoded>
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<title>SaaStr 134: The Crucial Difference Between Mentorship & Advocacy, Why You Have To Practice Upward Empathy & How To Make The Successful Transition from Services Based Business to SaaS Based Business with TapInfluence CEO, Promise Phelon</title>
<pubDate>Mon, 17 Jul 2017 07:15:19 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/PromisePhelon"><span style= "font-weight: 400;">Promise Phelon</span></a> <span style= "font-weight: 400;">is the CEO @</span> <a href= "https://www.tapinfluence.com/"><span style= "font-weight: 400;">TapInfluence</span></a><span style= "font-weight: 400;">, bringing the first ever influencer marketing platform to the Fortune 1000. Under Promise’s leadership the company has enjoyed a 300% increase in revenue in 2015 alone, they made the successful transition from a services to a SaaS model and were successful in raising a fantastic $14m Series B. Prior to TapInfluence, Promise was the Founder and CEO at 2 startups, one of which, The Phelon Group, grew to 8 figure revenues and was successfully acquired in 2009. Before that, Promise got her start at BEA systems.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Promise made her way into the world of SaaS and came to be at BEA systems, one of the most exciting companies in the valley at the time?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Promise view the importance of building long lasting relationships with colleagues? How does Promise suggest is the right way to leave a job and sustain the best communication and relationship with former employers and colleagues?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Promise mean when she states the importance of upward empathy? What are the benefits of installing this in your organisation? What is the right way to breed a culture of upward empathy?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Promise differentiate between ‘advocate’ and ‘mentor’? What is the right way to attain each of these? At what point in one’s career is the right time to have each of these?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Promise believe is the formula for making the successful transition from a services based business to a SaaS business? How can one make the change without significant customer churn and revenue loss?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Promise know now that she wishes she had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does motivating people differ when outside of the valley?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Should customer success be able to upsell?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/PromisePhelon"><span style= "font-weight: 400;">Promise Phelon</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/PromisePhelon">Promise Phelon</a> is the CEO @ <a href= "https://www.tapinfluence.com/">TapInfluence</a>, bringing the first ever influencer marketing platform to the Fortune 1000. Under Promise’s leadership the company has enjoyed a 300% increase in revenue in 2015 alone, they made the successful transition from a services to a SaaS model and were successful in raising a fantastic $14m Series B. Prior to TapInfluence, Promise was the Founder and CEO at 2 startups, one of which, The Phelon Group, grew to 8 figure revenues and was successfully acquired in 2009. Before that, Promise got her start at BEA systems.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Promise made her way into the world of SaaS and came to be at BEA systems, one of the most exciting companies in the valley at the time?</li> <li style="font-weight: 400;">How does Promise view the importance of building long lasting relationships with colleagues? How does Promise suggest is the right way to leave a job and sustain the best communication and relationship with former employers and colleagues?</li> <li style="font-weight: 400;">What does Promise mean when she states the importance of upward empathy? What are the benefits of installing this in your organisation? What is the right way to breed a culture of upward empathy?</li> <li style="font-weight: 400;">How does Promise differentiate between ‘advocate’ and ‘mentor’? What is the right way to attain each of these? At what point in one’s career is the right time to have each of these?</li> <li style="font-weight: 400;">What does Promise believe is the formula for making the successful transition from a services based business to a SaaS business? How can one make the change without significant customer churn and revenue loss?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Promise know now that she wishes she had known at the beginning?</li> <li style="font-weight: 400;">How does motivating people differ when outside of the valley?</li> <li style="font-weight: 400;">Should customer success be able to upsell?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/PromisePhelon">Promise Phelon</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Promise Phelon is the CEO @ TapInfluence, bringing the first ever influencer marketing platform to the Fortune 1000. Under Promise’s leadership the company has enjoyed a 300% increase in revenue in 2015 alone, they made the successful transition...]]></itunes:subtitle>
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<title>SaaStr 133: 3 Fundamentals SaaS Founders Have To Nail To Get To $30m+ ARR & What First Time SaaS Founders Can Do To Increase Their Chances of Product Market Fit</title>
<pubDate>Mon, 10 Jul 2017 10:57:24 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/ashugarg"><span style= "font-weight: 400;">Ashu Garg</span></a> <span style= "font-weight: 400;">is a General Partner @</span> <a href= "https://foundationcapital.com/"><span style= "font-weight: 400;">Foundation Capital</span></a> <span style= "font-weight: 400;">whose portfolio includes the likes of Uber, Lending Club, Adroll and Netflix, just to name a few. As for Ashu, at Foundation he has led investments and naming just a few of them here, in the likes of Conviva, Localytics and TubeMogul, later going public in 2014. Prior to Foundation, Ashu was the General Manager for Microsoft’s online advertising business.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Ashu made his way from completing to the Rubik's cube as a kid in 25 seconds to being a leading SaaS VC?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Ashu really define scaling a SaaS company? What does product market fit really look like with regards to ARR growth?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the 3 fundamentals that SaaS founders have to nail if they are to scale to $30m+ ARR? Why does Ashu believe it is so important to have a single insertion point? What does this mean for SaaS founders?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Ashu advise first time founders making their first foray into the world of SaaS? How should they think about obtaining and building an ecosystem of mentors? How should they manage weaknesses within their own skill sets? Does Ashu believe with Aaron Levie @ Box, “anyone can learn to be a great CEO”?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Where do technical founders most often struggle? What can be done to help them go from 0-1 on customer acquisition? Where do business led founders most often struggle? How must they think of the engineering element as a core part of the founding team?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Ashu know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Chats: Fad in the enterprise or here to stay?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Biggest inflection points and breaking points in SaaS company growth?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/ashugarg"><span style= "font-weight: 400;">Ashu Garg</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/ashugarg">Ashu Garg</a> is a General Partner @ <a href= "https://foundationcapital.com/">Foundation Capital</a> whose portfolio includes the likes of Uber, Lending Club, Adroll and Netflix, just to name a few. As for Ashu, at Foundation he has led investments and naming just a few of them here, in the likes of Conviva, Localytics and TubeMogul, later going public in 2014. Prior to Foundation, Ashu was the General Manager for Microsoft’s online advertising business.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Ashu made his way from completing to the Rubik's cube as a kid in 25 seconds to being a leading SaaS VC?</li> <li style="font-weight: 400;">How does Ashu really define scaling a SaaS company? What does product market fit really look like with regards to ARR growth?</li> <li style="font-weight: 400;">What are the 3 fundamentals that SaaS founders have to nail if they are to scale to $30m+ ARR? Why does Ashu believe it is so important to have a single insertion point? What does this mean for SaaS founders?</li> <li style="font-weight: 400;">What does Ashu advise first time founders making their first foray into the world of SaaS? How should they think about obtaining and building an ecosystem of mentors? How should they manage weaknesses within their own skill sets? Does Ashu believe with Aaron Levie @ Box, “anyone can learn to be a great CEO”?</li> <li style="font-weight: 400;">Where do technical founders most often struggle? What can be done to help them go from 0-1 on customer acquisition? Where do business led founders most often struggle? How must they think of the engineering element as a core part of the founding team?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Ashu know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Chats: Fad in the enterprise or here to stay?</li> <li style="font-weight: 400;">Biggest inflection points and breaking points in SaaS company growth?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/ashugarg">Ashu Garg</a></p>]]></content:encoded>
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<itunes:duration>24:36</itunes:duration>
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<itunes:subtitle><![CDATA[Ashu Garg is a General Partner @ Foundation Capital whose portfolio includes the likes of Uber, Lending Club, Adroll and Netflix, just to name a few. As for Ashu, at Foundation he has led investments and naming just a few of them here, in the likes of...]]></itunes:subtitle>
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<title>SaaStr 132: Why The 1 Metric You Have To Know Is "Magic Number", Why Measuring The "Time To Money Is Crucial" & Why You Must Switch From Metrics to KPIs with Kurt Bilafer, CRO @ WePay</title>
<pubDate>Mon, 03 Jul 2017 10:09:29 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/bilafer"><span style= "font-weight: 400;">Kurt Bilafer</span></a> <span style= "font-weight: 400;">is the CRO @</span> <a href= "https://go.wepay.com/"><span style= "font-weight: 400;">WePay</span></a><span style= "font-weight: 400;">,</span> <span style="font-weight: 400;">the most complete payments solution for platforms. To date, they have raised close to $75m in VC funding from some of the best in the business including Max Levchin and August Capital just to name a few. As for Kurt himself, prior to WePay he has had experience both in startups and large corporations with his founding of Pilot Software, sold to SAP in 2007, where he spent a further 7 years holding titles such as a Global Vice President of Sales and Director of Strategic Accounts.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Kurt make his way into the world of SaaS? What were Kurt’s big takeaways from seeing the internal machinations of SAP?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the one metric that guides Kurt’s thinking? How can you calculate your “magic number” for your business? Why must SaaS founders switch from activity based metrics to KPI’s?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Kurt assess scalability and repeatability of revenues? What is a reasonable ratio for sales and marketing expense to revenue?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why should SaaS founders focus on the LPI of “time to money”. How can they look to optimize this? How has Kurt seen the enterprise sales cycles change since his time with SAP?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Kurt assess conflict within the sales and marketing teams and customer success and product teams? How can managers look to implement an element of prioritization into what sales teams submit to product teams?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Kurt know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the worst piece of SaaS advice that Kurt commonly hears being given out?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What should one look for in their VP of Sales?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What mistake does Kurt see most in the world of SaaS?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/bilafer"><span style= "font-weight: 400;">Kurt Bilafer</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/bilafer">Kurt Bilafer</a> is the CRO @ <a href= "https://go.wepay.com/">WePay</a>, the most complete payments solution for platforms. To date, they have raised close to $75m in VC funding from some of the best in the business including Max Levchin and August Capital just to name a few. As for Kurt himself, prior to WePay he has had experience both in startups and large corporations with his founding of Pilot Software, sold to SAP in 2007, where he spent a further 7 years holding titles such as a Global Vice President of Sales and Director of Strategic Accounts.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Kurt make his way into the world of SaaS? What were Kurt’s big takeaways from seeing the internal machinations of SAP?</li> <li style="font-weight: 400;">What is the one metric that guides Kurt’s thinking? How can you calculate your “magic number” for your business? Why must SaaS founders switch from activity based metrics to KPI’s?</li> <li style="font-weight: 400;">How does Kurt assess scalability and repeatability of revenues? What is a reasonable ratio for sales and marketing expense to revenue?</li> <li style="font-weight: 400;">Why should SaaS founders focus on the LPI of “time to money”. How can they look to optimize this? How has Kurt seen the enterprise sales cycles change since his time with SAP?</li> <li style="font-weight: 400;">How does Kurt assess conflict within the sales and marketing teams and customer success and product teams? How can managers look to implement an element of prioritization into what sales teams submit to product teams?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Kurt know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What is the worst piece of SaaS advice that Kurt commonly hears being given out?</li> <li style="font-weight: 400;">What should one look for in their VP of Sales?</li> <li style="font-weight: 400;">What mistake does Kurt see most in the world of SaaS?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/bilafer">Kurt Bilafer</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Kurt Bilafer is the CRO @ WePay, the most complete payments solution for platforms. To date, they have raised close to $75m in VC funding from some of the best in the business including Max Levchin and August Capital just to name a few. As for Kurt...]]></itunes:subtitle>
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<title>SaaStr 131: The Secret To Selling To SMBs & Creating A Sales Model That Scales with Jens Nylander, Founder & CEO @ Automile</title>
<pubDate>Mon, 26 Jun 2017 08:36:54 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/nylanderjens"><span style= "font-weight: 400;">Jens Nylander</span></a> <span style= "font-weight: 400;">is the Founder and CEO @</span> <a href= "https://automile.io/"><span style= "font-weight: 400;">Automile</span></a><span style= "font-weight: 400;">, the startup that makes fleet and asset management much much easier. They have backing from some of the best in the business including Godfather of SaaS himself Jason Lemkin, the wonderful team at Point Nine, Justin Kan and Dawn Capital in London. As for Jens, he really is a serial entrepreneur with past endeavours including creating Sweden’s largest music player and founding Jays, the manufacturer and developer of innovative headphones that went public and is listed on the NASDAQ.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Jens make his way into the world of SaaS and come to found Automile?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Jens look to build a repeatable scalable sales process with Automile? What are the core infrastructure requirements needed to make the process as automated as possible?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Jens evaluate selling into the SMB market? How does Jens look to optimise the onboarding process to maximise conversion? How does Jens look to minimise churn with a market as potentially unstable as SMB’s?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jens prefer technology minded sales teams? What benefits do they bring in terms of process to the sales cycle? What should founders look for in potential new engineering led sales teams? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Jens is increasing transparent, posting numerous figures on Twitter, what are the benefits of such transparency? How does that help the team to achieve the wider goal? Are there any cases, such as fundraising or exits, where transparency has negative consequences?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">What was the hardest element of leaving Europe to go big in the US?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jens know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What hires does Jens wish he had made earlier?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/nylanderjens"><span style= "font-weight: 400;">Jens Nylander</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/nylanderjens">Jens Nylander</a> is the Founder and CEO @ <a href= "https://automile.io/">Automile</a>, the startup that makes fleet and asset management much much easier. They have backing from some of the best in the business including Godfather of SaaS himself Jason Lemkin, the wonderful team at Point Nine, Justin Kan and Dawn Capital in London. As for Jens, he really is a serial entrepreneur with past endeavours including creating Sweden’s largest music player and founding Jays, the manufacturer and developer of innovative headphones that went public and is listed on the NASDAQ.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Jens make his way into the world of SaaS and come to found Automile?</li> <li style="font-weight: 400;">How does Jens look to build a repeatable scalable sales process with Automile? What are the core infrastructure requirements needed to make the process as automated as possible?</li> <li style="font-weight: 400;">How does Jens evaluate selling into the SMB market? How does Jens look to optimise the onboarding process to maximise conversion? How does Jens look to minimise churn with a market as potentially unstable as SMB’s?</li> <li style="font-weight: 400;">Why does Jens prefer technology minded sales teams? What benefits do they bring in terms of process to the sales cycle? What should founders look for in potential new engineering led sales teams? </li> <li style="font-weight: 400;">Jens is increasing transparent, posting numerous figures on Twitter, what are the benefits of such transparency? How does that help the team to achieve the wider goal? Are there any cases, such as fundraising or exits, where transparency has negative consequences?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ul> <li style="font-weight: 400;">What was the hardest element of leaving Europe to go big in the US?</li> <li style="font-weight: 400;">What does Jens know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What hires does Jens wish he had made earlier?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/nylanderjens">Jens Nylander</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jens Nylander is the Founder and CEO @ Automile, the startup that makes fleet and asset management much much easier. They have backing from some of the best in the business including Godfather of SaaS himself Jason Lemkin, the wonderful team at Point...]]></itunes:subtitle>
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<title>SaaStr 130: Accel's Steve Loughlin on Founding RelateIQ & Lessons From Working with Marc Benioff, How Founders Can Determine Which Is The Right Market For Them & Evolutions in The Enterprise AI/ML Landscape</title>
<pubDate>Mon, 19 Jun 2017 15:09:13 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/StevoLoughlin"><span style= "font-weight: 400;">Steve Loughlin</span></a> <span style= "font-weight: 400;">is a Partner @</span> <a href= "https://www.accel.com/"><span style= "font-weight: 400;">Accel</span></a> <span style= "font-weight: 400;">in San Francisco, one of the leading funds with prior investments in the likes of Facebook, Dropbox, Atlassian, Slack and many more incredible companies. Prior to Accel, Steve was the</span> <span style="font-weight: 400;">CEO and co-founder of RelateIQ, later named SalesforceIQ following the acquisition of the company by Salesforce in 2014 for $390 million. Steve was also president and CEO of Affinity Circles, a professional social network that connected more than 18 million professionals. Steve has also advised or invested in the likes of Palantir Technologies, Addepar, and Roam Analytics.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Steve made his way into the world of SaaS with the founding of RelateIQ and then came to be a Partner at Accel on the other side of the table?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Steve believe the hardest balance a founder has to consider is the balance between building for the future and building for the present? How can this short to long term dichotomy be considered effectively by the team?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">RelateIQ was early to the AI/ML landscape, what does Steve think they did so right with RelateIQ? Does Steve agree that for an enterprise ML play to be interesting it must fundamentally change the go to market strategy?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were the key learnings from working so closely with Marc Benioff on the Salesforce exec team? What is it about the internal structure and operations of Salesforce that make it the massively profitable behemoth that it is today? </span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Having been a founder himself and now a VC, how does Steve look to help founders specifically? Where has Steve found that early stage founders need the most help? Where do VCs proclaim to help the most but really do not at all?</span> </li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the worst advice Steve often hears being given?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is something that Steve has changed his mind radically on over the last few years?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Steve’s favourite SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Steve know now that he wishes he had known at the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/StevoLoughlin"><span style= "font-weight: 400;">Steve Loughlin</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/StevoLoughlin">Steve Loughlin</a> is a Partner @ <a href= "https://www.accel.com/">Accel</a> in San Francisco, one of the leading funds with prior investments in the likes of Facebook, Dropbox, Atlassian, Slack and many more incredible companies. Prior to Accel, Steve was the CEO and co-founder of RelateIQ, later named SalesforceIQ following the acquisition of the company by Salesforce in 2014 for $390 million. Steve was also president and CEO of Affinity Circles, a professional social network that connected more than 18 million professionals. Steve has also advised or invested in the likes of Palantir Technologies, Addepar, and Roam Analytics.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Steve made his way into the world of SaaS with the founding of RelateIQ and then came to be a Partner at Accel on the other side of the table?</li> <li style="font-weight: 400;">Why does Steve believe the hardest balance a founder has to consider is the balance between building for the future and building for the present? How can this short to long term dichotomy be considered effectively by the team?</li> <li style="font-weight: 400;">RelateIQ was early to the AI/ML landscape, what does Steve think they did so right with RelateIQ? Does Steve agree that for an enterprise ML play to be interesting it must fundamentally change the go to market strategy?</li> <li style="font-weight: 400;">What were the key learnings from working so closely with Marc Benioff on the Salesforce exec team? What is it about the internal structure and operations of Salesforce that make it the massively profitable behemoth that it is today? </li> <li style="font-weight: 400;">Having been a founder himself and now a VC, how does Steve look to help founders specifically? Where has Steve found that early stage founders need the most help? Where do VCs proclaim to help the most but really do not at all? </li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What is the worst advice Steve often hears being given?</li> <li style="font-weight: 400;">What is something that Steve has changed his mind radically on over the last few years?</li> <li style="font-weight: 400;">What is Steve’s favourite SaaS reading material?</li> <li style="font-weight: 400;">What does Steve know now that he wishes he had known at the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/StevoLoughlin">Steve Loughlin</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Steve Loughlin is a Partner @ Accel in San Francisco, one of the leading funds with prior investments in the likes of Facebook, Dropbox, Atlassian, Slack and many more incredible companies. Prior to Accel, Steve was the CEO and co-founder of RelateIQ,...]]></itunes:subtitle>
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<title>SaaStr 129: How To Quadruple MRR Growth With SDR Training, The Right Way To Scale Prospect Search & Why Startups Can Immediately Be In The Enterprise Market with May Habib, Founder & CEO @ Qordoba</title>
<pubDate>Fri, 16 Jun 2017 09:24:00 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/may_habib"><span style= "font-weight: 400;">May Habib</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "http://qordoba.com/"><span style= "font-weight: 400;">Qordoba</span></a><span style= "font-weight: 400;">, the best platform for building truly localized products across apps, websites and marketing content. It is the fastest, most scalable way to grow from one market to many. We do also want to say a big congratulations to May for recently raising a fantastic Series with the likes of Upfront Ventures and Rincon Partners leading the round. Prior to founding Qordoba, May was Director of M&A at Mubadala and an investment banker at Lehmann Brothers and Barclays in New York. May has also been named to the 30 Under 30 and CEO of the Year award.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How May made her way from North Lebanon to founding one of the hottest early stage SaaS companies on the West Coast?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">May has quadrupled her MRR growth since last year through ‘turning her SDR’s into the smartest people in the space’. What does this mean? How can this be done and replicated? What “SDR best practices did May follow that damaged her?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">May has a unique approach to scaling prospect search, how does this play out Does May agree with Mark Suster with regards to always calling high on customer outbound? Why does May think there is only value in outbound to seriously qualified leads?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does May believe that startups are wrong to think that they have to start at SMB and then move up to enterprise? How can startups immediately start with enterprise? What advice does May have in terms of asking for those big ACV’s as a small startup?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What advice did May receive during her fundraising that she found particularly jarring? What other than funds does May believe fundraising can be particularly good for?</span> </li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does May know now that she wishes she had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is May’s favourite SaaS reading material?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Hardest moment in the journey with Qordoba?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/may_habib"><span style= "font-weight: 400;">May Habib</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/may_habib">May Habib</a> is the Founder & CEO @ <a href= "http://qordoba.com/">Qordoba</a>, the best platform for building truly localized products across apps, websites and marketing content. It is the fastest, most scalable way to grow from one market to many. We do also want to say a big congratulations to May for recently raising a fantastic Series with the likes of Upfront Ventures and Rincon Partners leading the round. Prior to founding Qordoba, May was Director of M&A at Mubadala and an investment banker at Lehmann Brothers and Barclays in New York. May has also been named to the 30 Under 30 and CEO of the Year award.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How May made her way from North Lebanon to founding one of the hottest early stage SaaS companies on the West Coast?</li> <li style="font-weight: 400;">May has quadrupled her MRR growth since last year through ‘turning her SDR’s into the smartest people in the space’. What does this mean? How can this be done and replicated? What “SDR best practices did May follow that damaged her?</li> <li style="font-weight: 400;">May has a unique approach to scaling prospect search, how does this play out Does May agree with Mark Suster with regards to always calling high on customer outbound? Why does May think there is only value in outbound to seriously qualified leads?</li> <li style="font-weight: 400;">Why does May believe that startups are wrong to think that they have to start at SMB and then move up to enterprise? How can startups immediately start with enterprise? What advice does May have in terms of asking for those big ACV’s as a small startup?</li> <li style="font-weight: 400;">What advice did May receive during her fundraising that she found particularly jarring? What other than funds does May believe fundraising can be particularly good for? </li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does May know now that she wishes she had known at the beginning?</li> <li style="font-weight: 400;">What is May’s favourite SaaS reading material?</li> <li style="font-weight: 400;">Hardest moment in the journey with Qordoba?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/may_habib">May Habib</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[May Habib is the Founder & CEO @ Qordoba, the best platform for building truly localized products across apps, websites and marketing content. It is the fastest, most scalable way to grow from one market to many. We do also want to say a big...]]></itunes:subtitle>
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<title>SaaStr 128: Algolia's Nicolas Dessaigne on The Journey To $10m in ARR, Why You Must Separate The Work You Do From The Culture You Build & How To Successfully Create A Developer Community </title>
<pubDate>Mon, 12 Jun 2017 10:19:50 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/dessaigne">Nicolas Dessaigne</a> is the Founder & CEO @ <a href= "https://www.algolia.com/">Algolia</a>, the most reliable platform for building search into your business. Just last week they raised $53m in funding led by Accel with participation from Jason Lemkin @ SaaStr, Point Nine Capital, AppDynamic’s Jyoti Bansal, Intercom’s Des Traynor and InVision’s Clark Valberg and more incredible investors.</p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Nicolas made his way to YC and came to found Algolia?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the key things that change when you cross the 10m in ARR milestone? What have been the fundamental learnings in the march to $10m in ARR?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Jason Lemkin has said before that ‘the first 10 unaffiliated customers you get is the first sign of pre-success’. Does Nicolas agree with him here? When are the first signs of pre-success for Nicolas?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Does Nicolas agree with Jason that $1m-$2m in ARR is always the hardest for a scaling SaaS startup? Which element did Nicolas find most challenging? How has Nicolas seen himself change and develop as a leader with these inflection points?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the fundamental to building a successful developer community? What have Algolia done to do this so successfully? What mistakes do other startups normally make in their pursuit of this?</span> </li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What hires does Nicolas wish he had made earlier?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does success look like for Nicolas with Algolia?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Nicolas know now that he wishes he had known at the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/dessaigne"><span style= "font-weight: 400;">Nicolas Dessaigne</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/dessaigne">Nicolas Dessaigne</a> is the Founder & CEO @ <a href= "https://www.algolia.com/">Algolia</a>, the most reliable platform for building search into your business. Just last week they raised $53m in funding led by Accel with participation from Jason Lemkin @ SaaStr, Point Nine Capital, AppDynamic’s Jyoti Bansal, Intercom’s Des Traynor and InVision’s Clark Valberg and more incredible investors.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Nicolas made his way to YC and came to found Algolia?</li> <li style="font-weight: 400;">What are the key things that change when you cross the 10m in ARR milestone? What have been the fundamental learnings in the march to $10m in ARR?</li> <li style="font-weight: 400;">Jason Lemkin has said before that ‘the first 10 unaffiliated customers you get is the first sign of pre-success’. Does Nicolas agree with him here? When are the first signs of pre-success for Nicolas?</li> <li style="font-weight: 400;">Does Nicolas agree with Jason that $1m-$2m in ARR is always the hardest for a scaling SaaS startup? Which element did Nicolas find most challenging? How has Nicolas seen himself change and develop as a leader with these inflection points?</li> <li style="font-weight: 400;">What are the fundamental to building a successful developer community? What have Algolia done to do this so successfully? What mistakes do other startups normally make in their pursuit of this? </li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What hires does Nicolas wish he had made earlier?</li> <li style="font-weight: 400;">What does success look like for Nicolas with Algolia?</li> <li style="font-weight: 400;">What does Nicolas know now that he wishes he had known at the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/dessaigne">Nicolas Dessaigne</a></p>]]></content:encoded>
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<title>SaaStr 127: Why $1-2m ARR Is Not The Hardest Phase Of A SaaS Startup, Why Your Developer Talent Pipeline Is Broken & How To Approach Regrettable and Non-Regrettable Churn with Ryan Carson, Founder & CEO @ Treehouse</title>
<pubDate>Mon, 05 Jun 2017 09:36:01 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/ryancarson"><span style= "font-weight: 400;">Ryan Carson</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://teamtreehouse.com/"><span style= "font-weight: 400;">Treehouse</span></a> <span style= "font-weight: 400;">the startup that teaches you to code and learn the skills needed to launch a new career. They have backing from some of the best investors in the business including the likes of Social Capital, Greylock Partners and then notable individuals such as Reid Hoffman, Josh Elman and Mark Suster just to name a few. As for Ryan, prior to Treehouse he was the creator of famous The Future of Web Apps Conference, showing his unparalleled access to the top tier of West Coast founders. Due to the success of the conference, Ryan later sold the event to another events company.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Ryan made his way into the world of startups and came to found Treehouse?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Ryan think all founders can build a truly diversified pipeline for developer talent? How does Ryan detect the seeds of potential in young engineers? How does he nurture them to grow and fit the desired role?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Ryan approach regrettable and non-regrettable churn? What is the dunning process? Why is it so important to instantly increase retention and reduce churn?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Does Ryan agree with Jason Lemkin that the hardest element of SaaS scaling is the $1-2m phase? Does Ryan agree with Jason in suggesting that your first 10 unaffiliated customers is the first sign of product market fit?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Ryan has previously said, ‘as a founder, there is one thing you need, otherwise you will quit’. What is the one thing? Why is it so important?</span></li> </ul> <p style="text-align: center;"><strong><span style= "text-decoration: underline;">60 Second SaaStr</span></strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Ryan know now that he wishes he had known when he started?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Ryan’s favourite SaaS reading material?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Freemium in SaaS: What are the pros and cons?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/ryancarson"><span style= "font-weight: 400;">Ryan Carson</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/ryancarson">Ryan Carson</a> is the Founder & CEO @ <a href= "https://teamtreehouse.com/">Treehouse</a> the startup that teaches you to code and learn the skills needed to launch a new career. They have backing from some of the best investors in the business including the likes of Social Capital, Greylock Partners and then notable individuals such as Reid Hoffman, Josh Elman and Mark Suster just to name a few. As for Ryan, prior to Treehouse he was the creator of famous The Future of Web Apps Conference, showing his unparalleled access to the top tier of West Coast founders. Due to the success of the conference, Ryan later sold the event to another events company.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Ryan made his way into the world of startups and came to found Treehouse?</li> <li style="font-weight: 400;">How does Ryan think all founders can build a truly diversified pipeline for developer talent? How does Ryan detect the seeds of potential in young engineers? How does he nurture them to grow and fit the desired role?</li> <li style="font-weight: 400;">How does Ryan approach regrettable and non-regrettable churn? What is the dunning process? Why is it so important to instantly increase retention and reduce churn?</li> <li style="font-weight: 400;">Does Ryan agree with Jason Lemkin that the hardest element of SaaS scaling is the $1-2m phase? Does Ryan agree with Jason in suggesting that your first 10 unaffiliated customers is the first sign of product market fit?</li> <li style="font-weight: 400;">Ryan has previously said, ‘as a founder, there is one thing you need, otherwise you will quit’. What is the one thing? Why is it so important?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Why does Ryan know now that he wishes he had known when he started?</li> <li style="font-weight: 400;">What is Ryan’s favourite SaaS reading material?</li> <li style="font-weight: 400;">Freemium in SaaS: What are the pros and cons?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/ryancarson">Ryan Carson</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Ryan Carson is the Founder & CEO @ Treehouse the startup that teaches you to code and learn the skills needed to launch a new career. They have backing from some of the best investors in the business including the likes of Social Capital, Greylock...]]></itunes:subtitle>
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<title>SaaStr 126: Box's Chief Strategy Officer on How To Build High Performing Teams & Why You Must Only Monetise To 30% of Your Value</title>
<pubDate>Mon, 29 May 2017 08:47:26 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/jpatel41"><span style= "font-weight: 400;">Jeetu Patel</span></a> <span style= "font-weight: 400;">is Senior Vice President of Platform and Chief Strategy Officer of</span> <a href= "https://www.box.com/en-gb/home"><span style= "font-weight: 400;">Box</span></a> <span style= "font-weight: 400;">where he leads the Box Platform organization, driving the strategy of the platform business and developer relations. He also oversees the corporate strategy and development organization for Box. Before joining the company, Patel was General Manager and Chief Executive of EMC's Syncplicity business unit. Prior to EMC, Patel was president of Doculabs, a research and advisory firm focused on collaboration and content management across a range of industries.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Jeetu made his way into the world of SaaS and came to be one of the key executives at Box?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are Jeetu’s 3 tips to startup founders looking to build high performing teams? Why does Jeetu believe that team sizes must always remain small? What are the inflection points in team size when dynamics change?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jeetu argue that founders must pursue really hard problems? What are the benefits of this when hiring new people to the team? How does Jeetu balance between visionary hard problems and unrealistic?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jeetu mean when he says, ‘do things that do not scale so you can do things that sustainably scale? What are some examples of how this has been done effectively? Where do most startups go wrong in scaling sustainably?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jeetu believe that most around him do not?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Fave SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why businesses will find the rules of the future very different to the rules of the past?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/jpatel41"><span style= "font-weight: 400;">Jeetu Patel</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jpatel41">Jeetu Patel</a> is Senior Vice President of Platform and Chief Strategy Officer of <a href= "https://www.box.com/en-gb/home">Box</a> where he leads the Box Platform organization, driving the strategy of the platform business and developer relations. He also oversees the corporate strategy and development organization for Box. Before joining the company, Patel was General Manager and Chief Executive of EMC's Syncplicity business unit. Prior to EMC, Patel was president of Doculabs, a research and advisory firm focused on collaboration and content management across a range of industries.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Jeetu made his way into the world of SaaS and came to be one of the key executives at Box?</li> <li style="font-weight: 400;">What are Jeetu’s 3 tips to startup founders looking to build high performing teams? Why does Jeetu believe that team sizes must always remain small? What are the inflection points in team size when dynamics change?</li> <li style="font-weight: 400;">What does Jeetu argue that founders must pursue really hard problems? What are the benefits of this when hiring new people to the team? How does Jeetu balance between visionary hard problems and unrealistic?</li> <li style="font-weight: 400;">What does Jeetu mean when he says, ‘do things that do not scale so you can do things that sustainably scale? What are some examples of how this has been done effectively? Where do most startups go wrong in scaling sustainably?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Jeetu believe that most around him do not?</li> <li style="font-weight: 400;">Fave SaaS reading material?</li> <li style="font-weight: 400;">Why businesses will find the rules of the future very different to the rules of the past?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/jpatel41">Jeetu Patel</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jeetu Patel is Senior Vice President of Platform and Chief Strategy Officer of Box where he leads the Box Platform organization, driving the strategy of the platform business and developer relations. He also oversees the corporate strategy and...]]></itunes:subtitle>
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<title>SaaStr 125: Why You Should Always Be Premium? Why You Have To Create An Outbound Sales Culture As Early As Possible & Why There Are Only 2 Real Ways To Hire with Laura Bilazarian, Founder & CEO @ Teamable</title>
<pubDate>Fri, 26 May 2017 10:56:19 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/LauraBilazarian"><span style= "font-weight: 400;">Laura Bilazarian</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://teamable.com/"><span style= "font-weight: 400;">Teamable</span></a><span style= "font-weight: 400;">, the startup that allows you to recruit the best talent from your network. They have raised funding from some stellar investors including the likes of True Ventures and SaaStr. As for Laura, she started out her career on Wall St before making forays into the world of Vietnamese hotel building and being a National Rugby Champion. Laura has also spent time with the likes of Fairmount Partners where she worked on dozens of M&A transactions to large public companies.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Laura make her way from Wall St to rugby captain to founder of SaaS startup, Teamable?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Laura believe that “you should always be premium”? What are the benefits to this? How does this affect how Laura views both freemium versions of products and free trials?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Laura believe that you have to “create an outbound sales culture as early as possible”? Why is this? Does this change according to the differing customer profiles?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can SaaS businesses aid in the closing of their clients? What can they do to make this process as seamless and easy as possible? What are the requirements for this process?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Laura believe there are only ‘2 ways to hire’? What are those 2 ways? What methods of inbound applications must be ignored? How can founders ensure continued quality when hiring at scale?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Laura know now that she wishes she had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Laura’s fave SaaS reading materials?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Competitive advantages of being a female CEO?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/LauraBilazarian"><span style= "font-weight: 400;">Laura Bilazarian</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/LauraBilazarian">Laura Bilazarian</a> is the Founder & CEO @ <a href= "https://teamable.com/">Teamable</a>, the startup that allows you to recruit the best talent from your network. They have raised funding from some stellar investors including the likes of True Ventures and SaaStr. As for Laura, she started out her career on Wall St before making forays into the world of Vietnamese hotel building and being a National Rugby Champion. Laura has also spent time with the likes of Fairmount Partners where she worked on dozens of M&A transactions to large public companies.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Laura make her way from Wall St to rugby captain to founder of SaaS startup, Teamable?</li> <li style="font-weight: 400;">Why does Laura believe that “you should always be premium”? What are the benefits to this? How does this affect how Laura views both freemium versions of products and free trials?</li> <li style="font-weight: 400;">Why does Laura believe that you have to “create an outbound sales culture as early as possible”? Why is this? Does this change according to the differing customer profiles?</li> <li style="font-weight: 400;">How can SaaS businesses aid in the closing of their clients? What can they do to make this process as seamless and easy as possible? What are the requirements for this process?</li> <li style="font-weight: 400;">Why does Laura believe there are only ‘2 ways to hire’? What are those 2 ways? What methods of inbound applications must be ignored? How can founders ensure continued quality when hiring at scale?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Laura know now that she wishes she had known at the beginning?</li> <li style="font-weight: 400;">What is Laura’s fave SaaS reading materials?</li> <li style="font-weight: 400;">Competitive advantages of being a female CEO?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/LauraBilazarian">Laura Bilazarian</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Laura Bilazarian is the Founder & CEO @ Teamable, the startup that allows you to recruit the best talent from your network. They have raised funding from some stellar investors including the likes of True Ventures and SaaStr. As for Laura, she...]]></itunes:subtitle>
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<title>SaaStr 124: Upfront's Mark Suster on The One Thing That Kills Sales, Why You Have To Price High and Discount & Why Sales People Are Either Farmers or Hunters? </title>
<pubDate>Mon, 22 May 2017 10:39:37 +0000</pubDate>
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<description><![CDATA[<p><a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=2&ved=0CC0Q6F4wAWoVChMI0dK4mYXtyAIVxW4UCh0Gfgpy&url=https%3A%2F%2Ftwitter.com%2Fmsuster%3Fref_src%3Dtwsrc%255Egoogle%257Ctwcamp%255Eserp%257Ctwgr%255Eauthor&usg=AFQjCNF_Z5sL3oMZjMSVnIrrlfQb7ZVXkA&sig2=L2OPbGgUy6f1CQlWxYwNeQ"> Mark Suster</a> is Managing Partner at <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&sqi=2&ved=0CCEQFjAAahUKEwjDp62phe3IAhWGuhQKHTuRBzc&url=http%3A%2F%2Fupfront.com%2F&usg=AFQjCNH17Nc8BXkgxw3Bw17wcgt4OS7KyA&sig2=bXt2LCXLbrPCTyA4FD_SwA&bvm=bv.106379543,d.d24"> Upfront Ventures</a> which he joined in 2007, having previously worked with Upfront for nearly 8 years as a two-time entrepreneur. Before joining Upfront Mark was Vice President, Product Management at Salesforce.com following its <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&sqi=2&ved=0CCAQFjAAahUKEwjpkMm0he3IAhWG7RQKHWsOAiM&url=http%3A%2F%2Fwww.zdnet.com%2Farticle%2Fsalesforce-com-snags-korals-web-2-0-content-management-service%2F&usg=AFQjCNHfx7qriatcc2Zj_R9lXUHM8ZFZSw&sig2=R6YH6QoEUfMh876Wm6pnhg&bvm=bv.106379543,d.d24"> acquisition of Koral</a>, where Mark was Founder and CEO. Prior to Koral, Mark was Founder and CEO of BuildOnline, a European SaaS company that was acquired by SWORD Group. Mark is also the writer of one of my favourite VC blogs, <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCEQFjAAahUKEwjR0riZhe3IAhXFbhQKHQZ-CnI&url=http%3A%2F%2Fwww.bothsidesofthetable.com%2F&usg=AFQjCNFEH3qZU46D4t_ZQ2fZdI4l8a5FUQ&sig2=x7jPT4_jbL8KK4Cq3yjsMw"> Both Sides Of The Table</a> which is a centre piece to the whole VC community and is a must read for all interested in entrepreneurship and VC.</p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Mark made his way into the world of startups and came to invest in SaaS with Upfront today?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are 4 reasons why startups should prioritise professional services in the early days? Why do most VCs disagree with this? How did Salesforce do this right in their period of hyper-growth?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How should early stage startups approach the topic of pricing? How can they evaluate whether to call high or low? What are the pros and cons of doing both?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Mark has previously discussed the importance of finding your champion in the buying process. How can startups determine whether your champion is a decision-maker? What questions can you ask to find this out?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What changes as a SaaS business scales? What are the key inflection points of company development? How does Mark view the amount B2B startups are raising today? How does Mark evaluate responsible and right spend?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What should your first sales reps be really good at?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How has Mark seen early stage SaaS startups go wrong most often?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">IPO markets, frothy or fantastic?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Mark know now that he wishes he had known before?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/msuster"><span style= "font-weight: 400;">Mark Suster</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=2&ved=0CC0Q6F4wAWoVChMI0dK4mYXtyAIVxW4UCh0Gfgpy&url=https%3A%2F%2Ftwitter.com%2Fmsuster%3Fref_src%3Dtwsrc%255Egoogle%257Ctwcamp%255Eserp%257Ctwgr%255Eauthor&usg=AFQjCNF_Z5sL3oMZjMSVnIrrlfQb7ZVXkA&sig2=L2OPbGgUy6f1CQlWxYwNeQ"> Mark Suster</a> is Managing Partner at <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&sqi=2&ved=0CCEQFjAAahUKEwjDp62phe3IAhWGuhQKHTuRBzc&url=http%3A%2F%2Fupfront.com%2F&usg=AFQjCNH17Nc8BXkgxw3Bw17wcgt4OS7KyA&sig2=bXt2LCXLbrPCTyA4FD_SwA&bvm=bv.106379543,d.d24"> Upfront Ventures</a> which he joined in 2007, having previously worked with Upfront for nearly 8 years as a two-time entrepreneur. Before joining Upfront Mark was Vice President, Product Management at Salesforce.com following its <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&sqi=2&ved=0CCAQFjAAahUKEwjpkMm0he3IAhWG7RQKHWsOAiM&url=http%3A%2F%2Fwww.zdnet.com%2Farticle%2Fsalesforce-com-snags-korals-web-2-0-content-management-service%2F&usg=AFQjCNHfx7qriatcc2Zj_R9lXUHM8ZFZSw&sig2=R6YH6QoEUfMh876Wm6pnhg&bvm=bv.106379543,d.d24"> acquisition of Koral</a>, where Mark was Founder and CEO. Prior to Koral, Mark was Founder and CEO of BuildOnline, a European SaaS company that was acquired by SWORD Group. Mark is also the writer of one of my favourite VC blogs, <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCEQFjAAahUKEwjR0riZhe3IAhXFbhQKHQZ-CnI&url=http%3A%2F%2Fwww.bothsidesofthetable.com%2F&usg=AFQjCNFEH3qZU46D4t_ZQ2fZdI4l8a5FUQ&sig2=x7jPT4_jbL8KK4Cq3yjsMw"> Both Sides Of The Table</a> which is a centre piece to the whole VC community and is a must read for all interested in entrepreneurship and VC.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Mark made his way into the world of startups and came to invest in SaaS with Upfront today?</li> <li style="font-weight: 400;">What are 4 reasons why startups should prioritise professional services in the early days? Why do most VCs disagree with this? How did Salesforce do this right in their period of hyper-growth?</li> <li style="font-weight: 400;">How should early stage startups approach the topic of pricing? How can they evaluate whether to call high or low? What are the pros and cons of doing both?</li> <li style="font-weight: 400;">Mark has previously discussed the importance of finding your champion in the buying process. How can startups determine whether your champion is a decision-maker? What questions can you ask to find this out?</li> <li style="font-weight: 400;">What changes as a SaaS business scales? What are the key inflection points of company development? How does Mark view the amount B2B startups are raising today? How does Mark evaluate responsible and right spend?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What should your first sales reps be really good at?</li> <li style="font-weight: 400;">How has Mark seen early stage SaaS startups go wrong most often?</li> <li style="font-weight: 400;">IPO markets, frothy or fantastic?</li> <li style="font-weight: 400;">What does Mark know now that he wishes he had known before?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/msuster">Mark Suster</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Mark Suster is Managing Partner at Upfront Ventures which he joined in 2007, having previously worked with Upfront for nearly 8 years as a two-time entrepreneur. Before joining Upfront Mark was Vice President, Product Management at Salesforce.com...]]></itunes:subtitle>
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<title>SaaStr 123: Top 10 VP of Sales Lessons In Scaling To $100m in ARR with DFJ, TalkDesk and Predictable Revenue's, Aaron Ross</title>
<pubDate>Fri, 19 May 2017 11:23:16 +0000</pubDate>
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<link><![CDATA[http://saastr.libsyn.com/saastr-123-top-10-vp-of-sales-lessons-in-scaling-to-100m-in-arr-with-dfj-talkdesk-and-predictable-revenues-aaron-ross]]></link>
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<description><![CDATA[<p><span style="font-weight: 400;">Today’s show is centred around The Top 10 VP of Sales Lessons Learned In Scaling To $100M ARR. Leading this conversation is</span> <span style= "font-weight: 400;">Aaron Ross, author of best selling book,</span> <em><span style="font-weight: 400;">Predictable Revenue</span></em><span style="font-weight: 400;">, providing the framework for the outbound process & sales team Aaron created for Salesforce.com. During his time at Salesforce as Director of Corporate Development and Acquisitions, Aaron added an extra $100 million in revenue in just a few years. Joining Aaron from the sales perspective we have Andrew Bothwell, VP of Sales @ TalkDesk and Aaron Schilke, VP Enterprise Sales @ Talkdesk, one of the fastest growing SaaS startups today. Providing insight from the other side of the table we have Josh Stein,</span> <span style= "font-weight: 400;">Partner @ DFJ where his current board responsibilities include Box (NYSE: BOX), Chartbeat, LaunchDarkly, LendKey, SugarCRM, and previous guest with me on SaaStr in</span> <a href= "https://www.saastr.com/saastr-podcast-001-tiago-paiva-founder-on-how-talkdesk-reached-3m-in-sales-without-spending-1-on-marketing/"> <span style="font-weight: 400;">Talkdesk</span></a><span style= "font-weight: 400;">. But enough from me so without further ado I am going to hand over the reigns to Aaron Ross.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Josh Stein believe is the toughest growth stage in SaaS? Which stage separates the men from the boys?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is growing to 100 a case of simple maths? How does this maths affect how you should think about your sales hiring pipeline? How does this maths affect your view of forecasting?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How do TalkDesk look to build a repeatable and scalable sales process? What have been their major learnings? Where do most startups make mistakes and falter?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How should VPs of sales approach feedback with their reps? Why has a VP failed if a rep is blindsided by a particular piece of feedback?</span></li> </ul> <p> </p> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p>]]></description>
<content:encoded><![CDATA[<p>Today’s show is centred around The Top 10 VP of Sales Lessons Learned In Scaling To $100M ARR. Leading this conversation is Aaron Ross, author of best selling book, <em>Predictable Revenue</em>, providing the framework for the outbound process & sales team Aaron created for Salesforce.com. During his time at Salesforce as Director of Corporate Development and Acquisitions, Aaron added an extra $100 million in revenue in just a few years. Joining Aaron from the sales perspective we have Andrew Bothwell, VP of Sales @ TalkDesk and Aaron Schilke, VP Enterprise Sales @ Talkdesk, one of the fastest growing SaaS startups today. Providing insight from the other side of the table we have Josh Stein, Partner @ DFJ where his current board responsibilities include Box (NYSE: BOX), Chartbeat, LaunchDarkly, LendKey, SugarCRM, and previous guest with me on SaaStr in <a href= "https://www.saastr.com/saastr-podcast-001-tiago-paiva-founder-on-how-talkdesk-reached-3m-in-sales-without-spending-1-on-marketing/"> Talkdesk</a>. But enough from me so without further ado I am going to hand over the reigns to Aaron Ross.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">What does Josh Stein believe is the toughest growth stage in SaaS? Which stage separates the men from the boys?</li> <li style="font-weight: 400;">Why is growing to 100 a case of simple maths? How does this maths affect how you should think about your sales hiring pipeline? How does this maths affect your view of forecasting?</li> <li style="font-weight: 400;">How do TalkDesk look to build a repeatable and scalable sales process? What have been their major learnings? Where do most startups make mistakes and falter?</li> <li style="font-weight: 400;">How should VPs of sales approach feedback with their reps? Why has a VP failed if a rep is blindsided by a particular piece of feedback?</li> </ul> <p> </p> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p>]]></content:encoded>
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<itunes:duration>21:41</itunes:duration>
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<itunes:subtitle><![CDATA[Today’s show is centred around The Top 10 VP of Sales Lessons Learned In Scaling To $100M ARR. Leading this conversation is Aaron Ross, author of best selling book, Predictable Revenue, providing the framework for the outbound process & sales...]]></itunes:subtitle>
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<title>SaaStr 122: How To Successfully Scale The 1-10 Customer Phase Of Any SaaS Business, The True Signs Of A Great Sales Person & How To Analyse NPS Effectively with Edith Harbaugh, Founder & CEO @ LaunchDarkly</title>
<pubDate>Mon, 15 May 2017 07:11:20 +0000</pubDate>
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<link><![CDATA[http://saastr.libsyn.com/saastr-122-how-to-successfully-scale-the-1-10-customer-phase-of-any-saas-business-the-true-signs-of-a-great-sales-person-how-to-analyse-nps-effectively-with-edith-harbaugh-founder-ceo-launchdarkly]]></link>
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<description><![CDATA[<p><a href="https://twitter.com/edith_h">Edith Harbaugh</a> is the Founder & CEO @ <a href= "https://launchdarkly.com/">LaunchDarkly</a>, the startup that allows you to fearlessly and swiftly release software by separating feature rollout from code deployment. They have raised over $10m in funding from many previous guests of The Twenty Minute VC including Andy McLoughlin @ SoftTech, Josh Stein @ DFJ and the wonderful team at Bloomberg Beta. As for Edith, prior to LaunchDarkly, she was a Director of Product @ Tripit and Concur. Edith also holds two patents in deployment from her time in engineering at Vignette.</p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Edith made her way into the world of SaaS and came to found LaunchDarkly?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Does Edith agree with Jason Lemkin that the hardest element is the 1-10 customer phase? How has Edith navigated this process with her differing companies?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Edith look to structure her sales team to successfully close Fortune 500 deals? What is the fundamental difference in selling to enterprise rather than SMB?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What can founders do to make NPS a more intelligent metric? How can NPS be analysed effectively to tell you more about the state of your business?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the signs of a truly great sales person? How do they aid not only their company but the customer they are serving? What is their required knowledge base?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400; text-align: left;">What is Edith’s fave SaaS resource?</li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Edith know now that she wishes she had known before?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Oakland Office: Why not SF? What are the benefits?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/edith_h"><span style= "font-weight: 400;">Edith Harbaugh</span></a></p> <p> </p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/edith_h">Edith Harbaugh</a> is the Founder & CEO @ <a href= "https://launchdarkly.com/">LaunchDarkly</a>, the startup that allows you to fearlessly and swiftly release software by separating feature rollout from code deployment. They have raised over $10m in funding from many previous guests of The Twenty Minute VC including Andy McLoughlin @ SoftTech, Josh Stein @ DFJ and the wonderful team at Bloomberg Beta. As for Edith, prior to LaunchDarkly, she was a Director of Product @ Tripit and Concur. Edith also holds two patents in deployment from her time in engineering at Vignette.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Edith made her way into the world of SaaS and came to found LaunchDarkly?</li> <li style="font-weight: 400;">Does Edith agree with Jason Lemkin that the hardest element is the 1-10 customer phase? How has Edith navigated this process with her differing companies?</li> <li style="font-weight: 400;">How does Edith look to structure her sales team to successfully close Fortune 500 deals? What is the fundamental difference in selling to enterprise rather than SMB?</li> <li style="font-weight: 400;">What can founders do to make NPS a more intelligent metric? How can NPS be analysed effectively to tell you more about the state of your business?</li> <li style="font-weight: 400;">What are the signs of a truly great sales person? How do they aid not only their company but the customer they are serving? What is their required knowledge base?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400; text-align: left;">What is Edith’s fave SaaS resource?</li> <li style="font-weight: 400;">What does Edith know now that she wishes she had known before?</li> <li style="font-weight: 400;">Oakland Office: Why not SF? What are the benefits?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/edith_h">Edith Harbaugh</a></p> <p> </p>]]></content:encoded>
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<itunes:duration>25:31</itunes:duration>
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<itunes:subtitle><![CDATA[Edith Harbaugh is the Founder & CEO @ LaunchDarkly, the startup that allows you to fearlessly and swiftly release software by separating feature rollout from code deployment. They have raised over $10m in funding from many previous guests of The...]]></itunes:subtitle>
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<title>SaaStr 121: Box's VP Marketing on Why ARR Pipeline Is Not Just The Responsibility of The Sales Team, Why Lead Nurturing Does Not Stop At Email & Why Lead Segmentation is Key To Success with Lauren Vaccarello</title>
<pubDate>Fri, 12 May 2017 10:42:09 +0000</pubDate>
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<link><![CDATA[http://saastr.libsyn.com/saastr-121-boxs-vp-marketing-on-why-arr-pipeline-is-not-just-the-responsibility-of-the-sales-team-why-lead-nurturing-does-not-stop-at-email-why-lead-segmentation-is-key-to-success-with-lauren-vaccarello]]></link>
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<description><![CDATA[<p><a href="https://twitter.com/LaurenV"><span style= "font-weight: 400;">Lauren Vacarrello</span></a> <span style= "font-weight: 400;">is VP of Marketing @ Box, one of the leading enterprise B2B brands today. At Box, Lauren leads a 50 person team that involves demand generation, global campaigns, events and more. Prior to Box, Lauren was VP of Marketing @ Adroll, where she built and scaled a 25 person global marketing team from the ground up. If that was not enough, Lauren is also the Co-Author of “The Retargeting Playbook” and “Complete B2B Online Marketing”. </span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Lauren view the relationship between sales and marketing? Why does Lauren believe the ARR pipeline is not just the responsibility of the sales team?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is lead nurturing not just about email? What are the other core components to ensure successful progression of leads through the funnel?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Lauren view successful lead segmentation? Why does Lauren like to segment leads into 3 distinct buckets? How does this strategy play out at different ends of the market?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the role of marketing post-purchase? How has Lauren seen this change since the early days of her career? How does this differ when comparing SMB to enterprise?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/LaurenV"><span style= "font-weight: 400;">Lauren Vaccarello</span></a></p> <p><br /> <br /> <br /></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/LaurenV">Lauren Vacarrello</a> is VP of Marketing @ Box, one of the leading enterprise B2B brands today. At Box, Lauren leads a 50 person team that involves demand generation, global campaigns, events and more. Prior to Box, Lauren was VP of Marketing @ Adroll, where she built and scaled a 25 person global marketing team from the ground up. If that was not enough, Lauren is also the Co-Author of “The Retargeting Playbook” and “Complete B2B Online Marketing”. </p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How does Lauren view the relationship between sales and marketing? Why does Lauren believe the ARR pipeline is not just the responsibility of the sales team?</li> <li style="font-weight: 400;">Why is lead nurturing not just about email? What are the other core components to ensure successful progression of leads through the funnel?</li> <li style="font-weight: 400;">How does Lauren view successful lead segmentation? Why does Lauren like to segment leads into 3 distinct buckets? How does this strategy play out at different ends of the market?</li> <li style="font-weight: 400;">What is the role of marketing post-purchase? How has Lauren seen this change since the early days of her career? How does this differ when comparing SMB to enterprise?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/LaurenV">Lauren Vaccarello</a></p> <p> </p>]]></content:encoded>
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<itunes:duration>25:12</itunes:duration>
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<itunes:subtitle><![CDATA[Lauren Vacarrello is VP of Marketing @ Box, one of the leading enterprise B2B brands today. At Box, Lauren leads a 50 person team that involves demand generation, global campaigns, events and more. Prior to Box, Lauren was VP of Marketing @ Adroll,...]]></itunes:subtitle>
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<title>SaaStr 120: Sequoia Partner, Aaref Hilaly on How To Manage Up Your Board & Keep The Happy Even In Hard Times</title>
<pubDate>Mon, 08 May 2017 08:39:19 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/aaref"><span style= "font-weight: 400;">Aaref Hilaly</span></a> <span style= "font-weight: 400;">is a Partner @</span> <a href= "https://www.sequoiacap.com/"><span style= "font-weight: 400;">Sequoia Capital</span></a><span style= "font-weight: 400;">, one of the world’s most successful VC funds with investments in the likes of Apple, Google, Paypal, Whatsapp and LinkedIn just to name a few. As for Aaref he came to the valley with 2 suitcases and the ambition to start a company. That he did and had 2 companies that were Sequoia backed, first CenterRun and then ClearWell Systems where Aaref was instrumental in the company’s growth from 0 to a $100m revenue run rate in just 4 years, prior to their $410m acquisition by Symantec. Today Aaref draws on this incredible operational success to illustrate how to manage up and have a very happy board.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Aaref advocate for founders not to manage the board but to engage them? How can this be done effectively?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Aaref state are the dangers of focussing on metrics with your board? Why should you focus on product instead? How does this shift change the dialogue with the board?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When things do go wrong and the company misses a quarter, how should the founder react? Why does Aaref suggest that founders need to own the miss? How should they structure these conversations? What should they not do when they miss a quarter?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can founders most effectively put their board to work? How should this be communicated and then followed up on by the founder? Where has Aaref found the board can provide the most value?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/aaref"><span style= "font-weight: 400;">Aaref Hilaly</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/aaref">Aaref Hilaly</a> is a Partner @ <a href= "https://www.sequoiacap.com/">Sequoia Capital</a>, one of the world’s most successful VC funds with investments in the likes of Apple, Google, Paypal, Whatsapp and LinkedIn just to name a few. As for Aaref he came to the valley with 2 suitcases and the ambition to start a company. That he did and had 2 companies that were Sequoia backed, first CenterRun and then ClearWell Systems where Aaref was instrumental in the company’s growth from 0 to a $100m revenue run rate in just 4 years, prior to their $410m acquisition by Symantec. Today Aaref draws on this incredible operational success to illustrate how to manage up and have a very happy board.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">Why does Aaref advocate for founders not to manage the board but to engage them? How can this be done effectively?</li> <li style="font-weight: 400;">What does Aaref state are the dangers of focussing on metrics with your board? Why should you focus on product instead? How does this shift change the dialogue with the board?</li> <li style="font-weight: 400;">When things do go wrong and the company misses a quarter, how should the founder react? Why does Aaref suggest that founders need to own the miss? How should they structure these conversations? What should they not do when they miss a quarter?</li> <li style="font-weight: 400;">How can founders most effectively put their board to work? How should this be communicated and then followed up on by the founder? Where has Aaref found the board can provide the most value?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/aaref">Aaref Hilaly</a></p>]]></content:encoded>
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<itunes:duration>17:56</itunes:duration>
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<itunes:subtitle><![CDATA[Aaref Hilaly is a Partner @ Sequoia Capital, one of the world’s most successful VC funds with investments in the likes of Apple, Google, Paypal, Whatsapp and LinkedIn just to name a few. As for Aaref he came to the valley with 2 suitcases and the...]]></itunes:subtitle>
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<title>SaaStr 119: The Sales Mistakes That Can Kill Your Startup & How To Avoid Them with Mark Roberge, Former CRO @ Hubspot & Michele Law, Former COO @ OpenDNS</title>
<pubDate>Fri, 05 May 2017 12:15:53 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/markroberge"><span style= "font-weight: 400;">Mark Roberge</span></a> <span style= "font-weight: 400;">is a Senior Lecturer @ Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark was the Chief Revenue Officer @ Hubspot where he</span> <span style="font-weight: 400;">increased revenue over 6,000% and expanded the team from 1 to 450 employees. As a result, Mark has been named Forbes' Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year by MIT.</span></p> <p><a href= "https://www.linkedin.com/in/michele-law-70521/"><span style= "font-weight: 400;">Michele Law</span></a> <span style= "font-weight: 400;">is an investor and advisor specialising in</span> <span style="font-weight: 400;">building and executing on go to market strategies, creating new revenue models and the operations to support them. Michelle has sat on both sides of the table having been a Principal at Greylock for 8 years before moving to be COO at OpenDNS where she led the sales and customer success team growing enterprise revenue from $0 to $20M ARR in 4 years, prior to the company’s acquisition by Cisco for $635m. Michele then moved to Castlight Health where she grew revenue from $13 to $75m.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Why it is fundamentally dangerous to prematurely focus on growth? How can founders know when is the right time to focus on growth? What does the path to growth phase look like?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How should founders assess and structure the core components: customer success, unit economics and growth? In which order should they be prioritised? What does the funnel look like?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What should the profile of your first sales hire be? How can founders understand who and when to hire? From Hubspot days, when has Mark seen the transition from generalist to specialist?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What should your sales compensation plan look like in the early days of the company? Why does Mark believe that churn is rooted in the sales compensation plan?</span></li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/markroberge">Mark Roberge</a> is a Senior Lecturer @ Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark was the Chief Revenue Officer @ Hubspot where he increased revenue over 6,000% and expanded the team from 1 to 450 employees. As a result, Mark has been named Forbes' Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year by MIT.</p> <p><a href= "https://www.linkedin.com/in/michele-law-70521/">Michele Law</a> is an investor and advisor specialising in building and executing on go to market strategies, creating new revenue models and the operations to support them. Michelle has sat on both sides of the table having been a Principal at Greylock for 8 years before moving to be COO at OpenDNS where she led the sales and customer success team growing enterprise revenue from $0 to $20M ARR in 4 years, prior to the company’s acquisition by Cisco for $635m. Michele then moved to Castlight Health where she grew revenue from $13 to $75m.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">Why it is fundamentally dangerous to prematurely focus on growth? How can founders know when is the right time to focus on growth? What does the path to growth phase look like?</li> <li style="font-weight: 400;">How should founders assess and structure the core components: customer success, unit economics and growth? In which order should they be prioritised? What does the funnel look like?</li> <li style="font-weight: 400;">What should the profile of your first sales hire be? How can founders understand who and when to hire? From Hubspot days, when has Mark seen the transition from generalist to specialist?</li> <li style="font-weight: 400;">What should your sales compensation plan look like in the early days of the company? Why does Mark believe that churn is rooted in the sales compensation plan?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p>]]></content:encoded>
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<itunes:duration>22:15</itunes:duration>
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<itunes:subtitle><![CDATA[Mark Roberge is a Senior Lecturer @ Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark was the Chief Revenue Officer @ Hubspot where he increased revenue over 6,000% and expanded the team...]]></itunes:subtitle>
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<title>SaaStr 118: Why Tension Has Shifted From Sales vs Marketing To Customer Success vs Product & Why You Have To Hire For Ahead Of Where You Are Now with Todd Olson, Founder & CEO @ Pendo.io</title>
<pubDate>Mon, 01 May 2017 11:24:47 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/tolson"><span style= "font-weight: 400;">Todd Olson</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.pendo.io/"><span style= "font-weight: 400;">Pendo</span></a><span style= "font-weight: 400;">, the startup that allows you to capture all user behaviour, gather feedback and then provide contextual support. They have raised over $30m in VC funding from some of the very best in the business including Neeraj @ Battery Ventures, Megan @ Spark and</span> <a href= "https://www.saastr.com/the-official-saastr-podcast-035-matt-garratt-vp-salesforce-ventures-shares-the-strategy-behind-salesforce-ventures/"> <span style="font-weight: 400;">Matt @ Salesforce Ventures</span></a> <span style="font-weight: 400;">just to name a few. As for Todd, prior to Pendo he held various different roles in product as well as co-founding 2 prior startups.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Todd make his way into the world of SaaS and come to found Pendo?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Todd believe that there is inherent tension between customer success and product teams? How has this changed from sales and marketing team tension? What does Todd suggest to mitigate this tension?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Todd evaluate his hiring process? At what stage does one become a specialist vs a jack of all trades? Why does Todd always believe that you should hire ahead of where you are?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Todd has previously said that ‘money is not all the same’. How does Todd look to select his investors? What value adds are most desired for Todd? What do the best investors do that make them so?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Todd know now that he wishes he had known in the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Todd’s favourite SaaS reading material: Mattermark Daily, Tom Tunguz</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Creating a startup culture for adults?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/tolson"><span style= "font-weight: 400;">Todd Olson</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/tolson">Todd Olson</a> is the Founder & CEO @ <a href= "https://www.pendo.io/">Pendo</a>, the startup that allows you to capture all user behaviour, gather feedback and then provide contextual support. They have raised over $30m in VC funding from some of the very best in the business including Neeraj @ Battery Ventures, Megan @ Spark and <a href= "https://www.saastr.com/the-official-saastr-podcast-035-matt-garratt-vp-salesforce-ventures-shares-the-strategy-behind-salesforce-ventures/"> Matt @ Salesforce Ventures</a> just to name a few. As for Todd, prior to Pendo he held various different roles in product as well as co-founding 2 prior startups.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Todd make his way into the world of SaaS and come to found Pendo?</li> <li style="font-weight: 400;">Why does Todd believe that there is inherent tension between customer success and product teams? How has this changed from sales and marketing team tension? What does Todd suggest to mitigate this tension?</li> <li style="font-weight: 400;">How does Todd evaluate his hiring process? At what stage does one become a specialist vs a jack of all trades? Why does Todd always believe that you should hire ahead of where you are?</li> <li style="font-weight: 400;">Todd has previously said that ‘money is not all the same’. How does Todd look to select his investors? What value adds are most desired for Todd? What do the best investors do that make them so?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Todd know now that he wishes he had known in the beginning?</li> <li style="font-weight: 400;">What is Todd’s favourite SaaS reading material: Mattermark Daily, Tom Tunguz</li> <li style="font-weight: 400;">Creating a startup culture for adults?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/tolson">Todd Olson</a></p>]]></content:encoded>
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<itunes:duration>25:30</itunes:duration>
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<itunes:subtitle><![CDATA[Todd Olson is the Founder & CEO @ Pendo, the startup that allows you to capture all user behaviour, gather feedback and then provide contextual support. They have raised over $30m in VC funding from some of the very best in the business...]]></itunes:subtitle>
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<title>SaaStr 117: How, Why & When To Launch A Second SaaS Product & Is There A No Man's Land In SaaS ACV's with Amit Agarwal, Chief Product Officer @ Datadog</title>
<pubDate>Fri, 28 Apr 2017 07:24:43 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/amitcan"><span style= "font-weight: 400;">Amit Agarwal</span></a> <span style= "font-weight: 400;">is the Chief Product Officer @</span> <a href= "https://www.datadoghq.com/"><span style= "font-weight: 400;">Datadog</span></a><span style= "font-weight: 400;">, the startup that provides cloud scale monitoring that tracks your dynamic infrastructure and applications. They have raised over $140m in VC funding from some of the best in the business including Index Ventures, IA Ventures, OpenView and RRE just to name a few. As for Amit, before Datadog, Amit was the Director of Product Management at Quest Software (now Dell), where he led the team responsible for application performance monitoring. Previously, Amit held product management roles at Datamirror (now IBM) and Embarcadero Technologies.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Amit make his way into the world of SaaS and come to be Chief Product Officer @ Datadog?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why did Datadog not have a marketing strategy for the early days? What would Amit advise early stage founders with regards to optimising their marketing in the early days?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Obviously a multi-product line is crucial for a SaaS startup to be successful, what is Amit’s take on how, when and why to launch a second product? What have been his big learnings on this from Datadog?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Amit has said before that it is tough to sell to large enterprises in the early days, does that mean startups should always start with SME’s? At what price point does it become a challenge? Does Amit agree that if you are between 25K-100K you are in the valley of death price wise?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Amit know now that he wishes he had known in the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Amit’s favourite SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is the right time to hire a CPO and why?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/amitcan"><span style= "font-weight: 400;">Amit Agarwal</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/amitcan">Amit Agarwal</a> is the Chief Product Officer @ <a href= "https://www.datadoghq.com/">Datadog</a>, the startup that provides cloud scale monitoring that tracks your dynamic infrastructure and applications. They have raised over $140m in VC funding from some of the best in the business including Index Ventures, IA Ventures, OpenView and RRE just to name a few. As for Amit, before Datadog, Amit was the Director of Product Management at Quest Software (now Dell), where he led the team responsible for application performance monitoring. Previously, Amit held product management roles at Datamirror (now IBM) and Embarcadero Technologies.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Amit make his way into the world of SaaS and come to be Chief Product Officer @ Datadog?</li> <li style="font-weight: 400;">Why did Datadog not have a marketing strategy for the early days? What would Amit advise early stage founders with regards to optimising their marketing in the early days?</li> <li style="font-weight: 400;">Obviously a multi-product line is crucial for a SaaS startup to be successful, what is Amit’s take on how, when and why to launch a second product? What have been his big learnings on this from Datadog?</li> <li style="font-weight: 400;">Amit has said before that it is tough to sell to large enterprises in the early days, does that mean startups should always start with SME’s? At what price point does it become a challenge? Does Amit agree that if you are between 25K-100K you are in the valley of death price wise?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Amit know now that he wishes he had known in the beginning?</li> <li style="font-weight: 400;">What is Amit’s favourite SaaS reading material?</li> <li style="font-weight: 400;">When is the right time to hire a CPO and why?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/amitcan">Amit Agarwal</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Amit Agarwal is the Chief Product Officer @ Datadog, the startup that provides cloud scale monitoring that tracks your dynamic infrastructure and applications. They have raised over $140m in VC funding from some of the best in the business including...]]></itunes:subtitle>
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<title>SaaStr 116: The Most Important Metric For Your Startup, When To Ship Your Second Product & How To Structure Your Sales Team For 7 Figure Deals</title>
<pubDate>Mon, 24 Apr 2017 11:22:48 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/Eades50"><span style= "font-weight: 400;">Tim Eades</span></a> <span style= "font-weight: 400;">is the CEO @ at</span> <a href= "https://www.varmour.com/"><span style= "font-weight: 400;">vArmour</span></a><span style= "font-weight: 400;">,</span> <span style="font-weight: 400;">the industry's first distributed security system that provides application-aware micro-segmentation.</span> <span style= "font-weight: 400;">Tim joined vArmour as CEO in October, 2013. Prior to that, he was the CEO at Silver Tail Systems until the company was acquired by RSA, the security division of EMC in late 2012. Prior to leading Silver Tail Systems, Tim was CEO of Everyone.net, an SMB focused SaaS company that was acquired by Proofpoint. Tim has also held sales and marketing executive leadership positions at BEA Systems, Sana Security, Phoenix Technologies and IBM.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Tim make his way from punk rock fan in the UK to leading Silicon Valley CEO?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Tim believe Incremental Account Opportunity (IAO) is one of the most important metrics for a growing startup?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Tim believe that most founders are far too late to ship their second product? How can they identify adjacent markets? When exactly is the right time to know when to ship your second product?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does it take in terms of sales team structure to successfully orchestrate the 7 figure deals that Tim does? What does that look like in terms of sales team compensation?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/Eades50"><span style= "font-weight: 400;">Tim Eades</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/Eades50">Tim Eades</a> is the CEO @ at <a href= "https://www.varmour.com/">vArmour</a>, the industry's first distributed security system that provides application-aware micro-segmentation. Tim joined vArmour as CEO in October, 2013. Prior to that, he was the CEO at Silver Tail Systems until the company was acquired by RSA, the security division of EMC in late 2012. Prior to leading Silver Tail Systems, Tim was CEO of Everyone.net, an SMB focused SaaS company that was acquired by Proofpoint. Tim has also held sales and marketing executive leadership positions at BEA Systems, Sana Security, Phoenix Technologies and IBM.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Tim make his way from punk rock fan in the UK to leading Silicon Valley CEO?</li> <li style="font-weight: 400;">Why does Tim believe Incremental Account Opportunity (IAO) is one of the most important metrics for a growing startup?</li> <li style="font-weight: 400;">Why does Tim believe that most founders are far too late to ship their second product? How can they identify adjacent markets? When exactly is the right time to know when to ship your second product?</li> <li style="font-weight: 400;">What does it take in terms of sales team structure to successfully orchestrate the 7 figure deals that Tim does? What does that look like in terms of sales team compensation?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/Eades50">Tim Eades</a></p>]]></content:encoded>
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<title>SaaStr 115: Why Not All Companies Should Invest in SEM? Why No Demand Channel Is An Island & How To Ensure For Dollar Efficiency with SEM with David Rodnitzky, Founder @ 3Q Digital and Loretta Jones, VP of Marketing @ Delighted </title>
<pubDate>Fri, 21 Apr 2017 13:02:52 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/rodnitzsky"><span style= "font-weight: 400;">David Rodnitzky</span></a> <span style= "font-weight: 400;">is founder and CEO of</span> <a href= "https://3qdigital.com/"><span style="font-weight: 400;">3Q Digital</span></a><span style="font-weight: 400;">, a leading digital agency that was acquired by Harte Hanks in 2015. Prior to 3Q Digital, he held senior marketing roles at several Internet companies, including Rentals.com (2000-2001), FindLaw (2001-2004), Adteractive (2004-2006), and Mercantila (2007-2008). David currently serves on advisory boards for several companies, including Marin Software, MediaBoost, Mediacause, and a stealth travel start-up.</span></p> <p><span style="font-weight: 400;">Loretta Jones is the vice president of marketing at</span> <a href= "http://delighted.com/"><span style= "font-weight: 400;">Delighted</span></a><span style= "font-weight: 400;">, the fastest way to gather customer feedback and put it into the hands of those who can act on it. Prior to Delighted, Loretta's marketing programs grew Insightly, a CRM for small business, from 100,000 users to over 1.2 million users. Prior to Insightly, Loretta worked at Adobe Sign (formerly Adobe EchoSign) and grew the EchoSign brand to $25 million.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style= "font-weight: 400;">Should all companies invest in SEM?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does SEM differ for SaaS SMB businesses vs enterprise SaaS businesses?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How much of a role should iterating and testing play with regards to SEM? What are the strategies that can be used to ensure for maximal dollar efficiency?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">David has said before that ‘no demand channel is an island’. How does SEM work together with the other channels (SEO, display ads etc) to form a cohesive marketing strategy?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">As LTV takes a considerable time to figure out and can be inaccurate, should startups focus on their CPA (cost per acquisition) more than any other metric?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/rodnitzsky"><span style= "font-weight: 400;">David Rodnitzsky</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/rodnitzsky">David Rodnitzky</a> is founder and CEO of <a href= "https://3qdigital.com/">3Q Digital</a>, a leading digital agency that was acquired by Harte Hanks in 2015. Prior to 3Q Digital, he held senior marketing roles at several Internet companies, including Rentals.com (2000-2001), FindLaw (2001-2004), Adteractive (2004-2006), and Mercantila (2007-2008). David currently serves on advisory boards for several companies, including Marin Software, MediaBoost, Mediacause, and a stealth travel start-up.</p> <p>Loretta Jones is the vice president of marketing at <a href= "http://delighted.com/">Delighted</a>, the fastest way to gather customer feedback and put it into the hands of those who can act on it. Prior to Delighted, Loretta's marketing programs grew Insightly, a CRM for small business, from 100,000 users to over 1.2 million users. Prior to Insightly, Loretta worked at Adobe Sign (formerly Adobe EchoSign) and grew the EchoSign brand to $25 million.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">Should all companies invest in SEM?</li> <li style="font-weight: 400;">How does SEM differ for SaaS SMB businesses vs enterprise SaaS businesses?</li> <li style="font-weight: 400;">How much of a role should iterating and testing play with regards to SEM? What are the strategies that can be used to ensure for maximal dollar efficiency?</li> <li style="font-weight: 400;">David has said before that ‘no demand channel is an island’. How does SEM work together with the other channels (SEO, display ads etc) to form a cohesive marketing strategy?</li> <li style="font-weight: 400;">As LTV takes a considerable time to figure out and can be inaccurate, should startups focus on their CPA (cost per acquisition) more than any other metric?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/rodnitzsky">David Rodnitzsky</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[David Rodnitzky is founder and CEO of 3Q Digital, a leading digital agency that was acquired by Harte Hanks in 2015. Prior to 3Q Digital, he held senior marketing roles at several Internet companies, including Rentals.com (2000-2001), FindLaw...]]></itunes:subtitle>
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<title>SaaStr 114: Redpoint's Tom Tunguz on The Rise of Machine Learning In Enterprise SaaS & How Existing SaaS Startups Can Incorporate ML Into Their Offering?</title>
<pubDate>Mon, 17 Apr 2017 10:23:15 +0000</pubDate>
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<description><![CDATA[<p><span style="font-weight: 400;"><a href= "https://twitter.com/ttunguz">Tom Tunguz</a> is a Partner at <a href="http://www.redpoint.com/">Redpoint Ventures</a> and one of the pre-eminent thought leaders in the rise of SaaS. Tom has made investments in the likes of Demio, Axial, Chorus.ai and more incredible companies.</span> <span style="font-weight: 400;">Tomasz is also the co-author of</span> <a href= "http://amzn.to/2crp1DK"><span style="font-weight: 400;">Winning with Data:</span></a> <span style="font-weight: 400;">which explores the cultural changes big data brings to business, and shows you how to adapt your organization to leverage data to maximum effect. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. If you have not checked out Tom’s blog that is a must and can be found here.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the 4 dominant ways startups are incorporating machine learning into their feature set? Why does Tom not believe in AI and discuss prefers to discuss machine learning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What 3 things have caused the rise of machine learning? Why now will machine learning happen in core categories in SaaS? What role does deep learning play in this rise?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the 5 precepts of the type of companies that Tom wants to invest in using ML in SaaS? Why should startups discuss their value proposition over their technology?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Tom advise startups can gain access to proprietary datasets? How would Tom like to see data access change in the coming years?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Tom approach the aspect of building out a team of experts in machine learning for your startup? What should founders look for?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/ttunguz"><span style= "font-weight: 400;">Tomasz Tunguz</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href= "https://twitter.com/ttunguz">Tom Tunguz</a> is a Partner at <a href="http://www.redpoint.com/">Redpoint Ventures</a> and one of the pre-eminent thought leaders in the rise of SaaS. Tom has made investments in the likes of Demio, Axial, Chorus.ai and more incredible companies. Tomasz is also the co-author of <a href= "http://amzn.to/2crp1DK">Winning with Data:</a> which explores the cultural changes big data brings to business, and shows you how to adapt your organization to leverage data to maximum effect. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. If you have not checked out Tom’s blog that is a must and can be found here.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">What are the 4 dominant ways startups are incorporating machine learning into their feature set? Why does Tom not believe in AI and discuss prefers to discuss machine learning?</li> <li style="font-weight: 400;">What 3 things have caused the rise of machine learning? Why now will machine learning happen in core categories in SaaS? What role does deep learning play in this rise?</li> <li style="font-weight: 400;">What are the 5 precepts of the type of companies that Tom wants to invest in using ML in SaaS? Why should startups discuss their value proposition over their technology?</li> <li style="font-weight: 400;">How does Tom advise startups can gain access to proprietary datasets? How would Tom like to see data access change in the coming years?</li> <li style="font-weight: 400;">How does Tom approach the aspect of building out a team of experts in machine learning for your startup? What should founders look for?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/ttunguz">Tomasz Tunguz</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Tom Tunguz is a Partner at Redpoint Ventures and one of the pre-eminent thought leaders in the rise of SaaS. Tom has made investments in the likes of Demio, Axial, Chorus.ai and more incredible companies. Tomasz is also the co-author of Winning with...]]></itunes:subtitle>
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<title>SaaStr 113: The Most Important Metrics To Assess The State Of A SaaS Startup, Why Customer Payback Period Is Crucial & The Right KPI To Measure Customer Success On with Dan Adika, Founder & CEO @ Walkme</title>
<pubDate>Fri, 14 Apr 2017 14:32:13 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/DanAdika"><span style= "font-weight: 400;">Dan Adika</span></a> <span style= "font-weight: 400;">is the Founder and CEO @</span> <a href= "https://www.walkme.com/"><span style= "font-weight: 400;">Walkme</span></a><span style= "font-weight: 400;">, the</span> <span style= "font-weight: 400;">cloud-based service designed to help professionals guide and engage prospects and customers, and complete online tasks. They have raised over $90m in VC funding from some of the greats of the industry such as Rory O’Driscoll @ Scale Venture Partners and the team at Insight Venture Partners. As for Dan, prior to Walkme, he spent time at HP as a software engineer and before that spent 5 years in The Israeli Army’s elite computing unit.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Dan made his way from the elite computing unit of the Israeli army to San Francisco to found Walkme?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Dan believe are the most important metrics to assess the growth and potential of a SaaS startup? What does Dan believe is a good customer payback period?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Dan consider a good retention rate? How does Dan calculate sales rep productivity? What metric would suggest a successful rep and at what level should one be concerned?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the KPI that Dan uses to measure customer success? When is the right time to hear your first CS rep?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Dan know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Fave SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is the right time for startups to look to acquire other startups?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/DanAdika"><span style= "font-weight: 400;">Dan Adika</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/DanAdika">Dan Adika</a> is the Founder and CEO @ <a href= "https://www.walkme.com/">Walkme</a>, the cloud-based service designed to help professionals guide and engage prospects and customers, and complete online tasks. They have raised over $90m in VC funding from some of the greats of the industry such as Rory O’Driscoll @ Scale Venture Partners and the team at Insight Venture Partners. As for Dan, prior to Walkme, he spent time at HP as a software engineer and before that spent 5 years in The Israeli Army’s elite computing unit.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Dan made his way from the elite computing unit of the Israeli army to San Francisco to found Walkme?</li> <li style="font-weight: 400;">What does Dan believe are the most important metrics to assess the growth and potential of a SaaS startup? What does Dan believe is a good customer payback period?</li> <li style="font-weight: 400;">What does Dan consider a good retention rate? How does Dan calculate sales rep productivity? What metric would suggest a successful rep and at what level should one be concerned?</li> <li style="font-weight: 400;">What is the KPI that Dan uses to measure customer success? When is the right time to hear your first CS rep?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Dan know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Fave SaaS reading material?</li> <li style="font-weight: 400;">When is the right time for startups to look to acquire other startups?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/DanAdika">Dan Adika</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Dan Adika is the Founder and CEO @ Walkme, the cloud-based service designed to help professionals guide and engage prospects and customers, and complete online tasks. They have raised over $90m in VC funding from some of the greats of the industry...]]></itunes:subtitle>
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<title>SaaStr 112: Brad Feld on Structuring Your SaaS Startup For Scalability, How The Role Of CEO Should Adjust To The Growth Of The Organisation & What Makes The Most Effective Board Members</title>
<pubDate>Mon, 10 Apr 2017 10:58:49 +0000</pubDate>
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<description><![CDATA[<p><a href="http://foundrygroup.com/team/brad-feld/"><span style= "font-weight: 400;">Brad Feld</span></a> <span style= "font-weight: 400;">is one of the world’s leading VCs having Co-Founded</span> <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCIQFjAAahUKEwjE6duVv7_HAhUJCNsKHYABAzE&url=http%3A%2F%2Ffoundrygroup.com%2F&ei=LePZVYSfJomQ7AaAg4yIAw&usg=AFQjCNFkodWAGu22FrHbJlkSBxSsWnKwig&sig2=OB3S5HnGyb2JjqyuAc09mw"> <span style="font-weight: 400;">Foundry Group</span></a><span style="font-weight: 400;">, Brad has made investments in the likes of</span> <a href= "http://www.zynga.com/"><span style= "font-weight: 400;">Zynga</span></a><span style= "font-weight: 400;">,</span> <a href= "http://makerbot.com/"><span style= "font-weight: 400;">Makerbot</span></a> <span style= "font-weight: 400;">and</span> <a href= "http://www.fitbit.com/"><span style= "font-weight: 400;">Fitbit</span></a><span style= "font-weight: 400;">, just to name a few. Brad is also Co-Founder of</span> <a href="http://techstars.com/"><span style= "font-weight: 400;">Techstars</span></a><span style= "font-weight: 400;">, one of the world’s most prominent startup accelerators, whose portfolio companies have raised over $1.3bn in funding. If that wasn’t enough Brad is also a best selling author having co-authoured</span> <a href= "http://www.amazon.co.uk/gp/product/1118443616/ref=as_li_tl?ie=UTF8&camp=1634&creative=19450&creativeASIN=1118443616&linkCode=as2&tag=thtwmivc03-21"> <span style="font-weight: 400;">Venture Deals: Be Smarter Than Your Lawyer and VC</span></a> <span style="font-weight: 400;">and</span> <a href= "http://www.amazon.co.uk/gp/product/1118441540/ref=as_li_tl?ie=UTF8&camp=1634&creative=19450&creativeASIN=1118441540&linkCode=as2&tag=thtwmivc03-21"> <span style="font-weight: 400;">Startup Communities: Building An Entrepreneurial Ecosystem In Your Community</span></a><span style= "font-weight: 400;">.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How Brad made his way into the world of VC and came to found Foundry Group?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Brad has previously stated that companies can be segmented into 3 different core components? What does he mean by this? How can startups be structured internally for scalability?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Brad hate the word culture? How should culture be viewed and approach internally within startups?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How has Brad seen his personal development with regards to being a board member? What has he got better at? What does he believe makes a great board member?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is CAC the easiest metric to game in SaaS? How should the CAC/LTV ratio be approached? How can entrepreneurs use this to attract VC investment?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/bfeld"><span style= "font-weight: 400;">Brad Feld</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="http://foundrygroup.com/team/brad-feld/">Brad Feld</a> is one of the world’s leading VCs having Co-Founded <a href= "https://www.google.co.uk/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCIQFjAAahUKEwjE6duVv7_HAhUJCNsKHYABAzE&url=http%3A%2F%2Ffoundrygroup.com%2F&ei=LePZVYSfJomQ7AaAg4yIAw&usg=AFQjCNFkodWAGu22FrHbJlkSBxSsWnKwig&sig2=OB3S5HnGyb2JjqyuAc09mw"> Foundry Group</a>, Brad has made investments in the likes of <a href= "http://www.zynga.com/">Zynga</a>, <a href= "http://makerbot.com/">Makerbot</a> and <a href= "http://www.fitbit.com/">Fitbit</a>, just to name a few. Brad is also Co-Founder of <a href="http://techstars.com/">Techstars</a>, one of the world’s most prominent startup accelerators, whose portfolio companies have raised over $1.3bn in funding. If that wasn’t enough Brad is also a best selling author having co-authoured <a href= "http://www.amazon.co.uk/gp/product/1118443616/ref=as_li_tl?ie=UTF8&camp=1634&creative=19450&creativeASIN=1118443616&linkCode=as2&tag=thtwmivc03-21"> Venture Deals: Be Smarter Than Your Lawyer and VC</a> and <a href= "http://www.amazon.co.uk/gp/product/1118441540/ref=as_li_tl?ie=UTF8&camp=1634&creative=19450&creativeASIN=1118441540&linkCode=as2&tag=thtwmivc03-21"> Startup Communities: Building An Entrepreneurial Ecosystem In Your Community</a>.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How Brad made his way into the world of VC and came to found Foundry Group?</li> <li style="font-weight: 400;">Brad has previously stated that companies can be segmented into 3 different core components? What does he mean by this? How can startups be structured internally for scalability?</li> <li style="font-weight: 400;">Why does Brad hate the word culture? How should culture be viewed and approach internally within startups?</li> <li style="font-weight: 400;">How has Brad seen his personal development with regards to being a board member? What has he got better at? What does he believe makes a great board member?</li> <li style="font-weight: 400;">Why is CAC the easiest metric to game in SaaS? How should the CAC/LTV ratio be approached? How can entrepreneurs use this to attract VC investment?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/bfeld">Brad Feld</a></p>]]></content:encoded>
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<itunes:duration>31:11</itunes:duration>
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<itunes:subtitle><![CDATA[Brad Feld is one of the world’s leading VCs having Co-Founded Foundry Group, Brad has made investments in the likes of Zynga, Makerbot and Fitbit, just to name a few. Brad is also Co-Founder of Techstars, one of the world’s most prominent startup...]]></itunes:subtitle>
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<title>SaaStr 111: How To Build & Scale A Customer Success Team & Why You Must Hire Full Stack Engineers with Dan Burkhart, Founder & CEO @ Recurly</title>
<pubDate>Fri, 07 Apr 2017 13:12:15 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/danburkhart"><span style= "font-weight: 400;">Dan Burkhart</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://recurly.com/"><span style= "font-weight: 400;">Recurly</span></a><span style= "font-weight: 400;">, the startup powering much of the subscription success, trusted by the likes of Twitch, CBS Interactive and Hubspot just to name a few. They have raised over $20m in VC funding from leading investors including Greycroft, Freestyle, Harrison Metal and more. As for Dan, his background spans 14 years with the likes of eBay and NBC Internet in the marketing, business development and strategic partnership realm.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Dan make his way into the world of SaaS and come to found Recurly?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Dan perceive a good CAC/LTV ratio? Does he agree with the hallowed 3:1 often cited by founders and investors?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Dan manage and measure customer churn? How does he approach regrettable and non-regrettable customer churn?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the post-mortem analysis of customer churn? How does Dan insert an element of accountability without creating a sense of churn?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/danburkhart"><span style= "font-weight: 400;">Dan Burkhart</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/danburkhart">Dan Burkhart</a> is the Founder & CEO @ <a href= "https://recurly.com/">Recurly</a>, the startup powering much of the subscription success, trusted by the likes of Twitch, CBS Interactive and Hubspot just to name a few. They have raised over $20m in VC funding from leading investors including Greycroft, Freestyle, Harrison Metal and more. As for Dan, his background spans 14 years with the likes of eBay and NBC Internet in the marketing, business development and strategic partnership realm.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Dan make his way into the world of SaaS and come to found Recurly?</li> <li style="font-weight: 400;">How does Dan perceive a good CAC/LTV ratio? Does he agree with the hallowed 3:1 often cited by founders and investors?</li> <li style="font-weight: 400;">How does Dan manage and measure customer churn? How does he approach regrettable and non-regrettable customer churn?</li> <li style="font-weight: 400;">What is the post-mortem analysis of customer churn? How does Dan insert an element of accountability without creating a sense of churn?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/danburkhart">Dan Burkhart</a></p>]]></content:encoded>
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<itunes:duration>25:19</itunes:duration>
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<itunes:subtitle><![CDATA[Dan Burkhart is the Founder & CEO @ Recurly, the startup powering much of the subscription success, trusted by the likes of Twitch, CBS Interactive and Hubspot just to name a few. They have raised over $20m in VC funding from leading investors...]]></itunes:subtitle>
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<title>SaaStr 110: Why Payback Period Is The Single Most Important Metric, How To Optimise Sales Efficiency & 3 Fundamental Developments In SaaS with Scott Friend, Managing Director @ Bain Capital Ventures</title>
<pubDate>Mon, 03 Apr 2017 12:05:17 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/sfriend37"><span style= "font-weight: 400;">Scott Friend</span></a> <span style= "font-weight: 400;">is a Managing Director @</span> <a href= "http://www.baincapitalventures.com/"><span style= "font-weight: 400;">Bain Capital Ventures</span></a> <span style= "font-weight: 400;">where he has made investments in the likes of Jet and Rent The Runway.</span> <span style= "font-weight: 400;">Scott joined Bain Capital Ventures in 2006 after selling the company he co-founded, ProfitLogic, to Oracle. At ProfitLogic, Scott saw the immense scaling of the company from its initial three founders to a 300 person global software and solutions business serving the retail industry. As a result, in 2005, Scott was named a winner of the Ernst & Young “Entrepreneur of the Year Award”. Following the acquisition, Scott was Chairman of the Executive Advisory Board and VP of Marketing and Science for Oracle Retail.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Scott make the transition from building a 300 man SaaS startup, ProfitLogic to being a VC with Bain Capital Ventures?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the 3 fundamental ways SaaS has changed over the last decade? What does this mean for SaaS founders and investors today?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is the single most important metric for Scott when evaluating a SaaS investment opportunity? Why is this and how has that thought process changed?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can startups optimise for sales efficiency? Where does Scott see most startups make mistakes in this field?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When is the right time to hire your first customer success rep? Does it have to be embedded within the founding team? How can startups look to scale this and analyse risk over time?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/sfriend37"><span style= "font-weight: 400;">Scott Friend</span></a></p> <p><br /> <br /></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/sfriend37">Scott Friend</a> is a Managing Director @ <a href= "http://www.baincapitalventures.com/">Bain Capital Ventures</a> where he has made investments in the likes of Jet and Rent The Runway. Scott joined Bain Capital Ventures in 2006 after selling the company he co-founded, ProfitLogic, to Oracle. At ProfitLogic, Scott saw the immense scaling of the company from its initial three founders to a 300 person global software and solutions business serving the retail industry. As a result, in 2005, Scott was named a winner of the Ernst & Young “Entrepreneur of the Year Award”. Following the acquisition, Scott was Chairman of the Executive Advisory Board and VP of Marketing and Science for Oracle Retail.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Scott make the transition from building a 300 man SaaS startup, ProfitLogic to being a VC with Bain Capital Ventures?</li> <li style="font-weight: 400;">What are the 3 fundamental ways SaaS has changed over the last decade? What does this mean for SaaS founders and investors today?</li> <li style="font-weight: 400;">What is the single most important metric for Scott when evaluating a SaaS investment opportunity? Why is this and how has that thought process changed?</li> <li style="font-weight: 400;">How can startups optimise for sales efficiency? Where does Scott see most startups make mistakes in this field?</li> <li style="font-weight: 400;">When is the right time to hire your first customer success rep? Does it have to be embedded within the founding team? How can startups look to scale this and analyse risk over time?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/sfriend37">Scott Friend</a></p> <p> </p>]]></content:encoded>
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<itunes:duration>20:37</itunes:duration>
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<itunes:subtitle><![CDATA[Scott Friend is a Managing Director @ Bain Capital Ventures where he has made investments in the likes of Jet and Rent The Runway. Scott joined Bain Capital Ventures in 2006 after selling the company he co-founded, ProfitLogic, to Oracle. At...]]></itunes:subtitle>
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<title>SaaStr 109: Scaling SaaS Teams With Startup Hyper-Growth & When Is The Right Time To Hire A COO with Mat Ellis, Founder & CEO @ Cloudability</title>
<pubDate>Fri, 31 Mar 2017 18:16:43 +0000</pubDate>
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<link><![CDATA[http://saastr.libsyn.com/saastr-109-scaling-saas-teams-with-startup-hyper-growth-when-is-the-right-time-to-hire-a-coo-with-mat-ellis-founder-ceo-cloudability]]></link>
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<description><![CDATA[<p><a href="https://twitter.com/MatEllis"><span style= "font-weight: 400;">Mat Ellis</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.cloudability.com/"><span style= "font-weight: 400;">Cloudability</span></a><span style= "font-weight: 400;">, the startup that provides cloud cost efficiency at scale and they have raised close to $40m in VC funding including from our good friends at Foundry Group and Data Collective. As for Mat, prior to Cloudability,</span> <span style= "font-weight: 400;">Mat held executive positions with four startups, and key technology roles at Frito-Lay, Pepsi Cola and Goldman Sachs and he currently sits on the boards of the Oregon Entrepreneurs Network and the Technology Association of Oregon.</span></p> <p style="text-align: center;"><span style="font-weight: 400;">In Today’s Episode You Will Learn:</span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Mat make the move from the UK to SaaS startup founder in Portland, Oregon?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How has Mat seen elements change within the business when moving through the stages of company growth? What were the challenges when going through these strategic inflection points?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">At present, many SaaS founders are looking to hire COOs, what does Mat believe about this hire? When is the right time to make the hire? What should one look for in their first COO?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Mat assess the balance of sustainability and growth? How does Mat balance between this tough line? What are the inherent challenges?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are Mat’s thought on culture maintenance when startup move into hypergrowth? What is core to retain this startup culture with the scaling through stages?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/MatEllis"><span style= "font-weight: 400;">Mat Ellis</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/MatEllis">Mat Ellis</a> is the Founder & CEO @ <a href= "https://www.cloudability.com/">Cloudability</a>, the startup that provides cloud cost efficiency at scale and they have raised close to $40m in VC funding including from our good friends at Foundry Group and Data Collective. As for Mat, prior to Cloudability, Mat held executive positions with four startups, and key technology roles at Frito-Lay, Pepsi Cola and Goldman Sachs and he currently sits on the boards of the Oregon Entrepreneurs Network and the Technology Association of Oregon.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Mat make the move from the UK to SaaS startup founder in Portland, Oregon?</li> <li style="font-weight: 400;">How has Mat seen elements change within the business when moving through the stages of company growth? What were the challenges when going through these strategic inflection points?</li> <li style="font-weight: 400;">At present, many SaaS founders are looking to hire COOs, what does Mat believe about this hire? When is the right time to make the hire? What should one look for in their first COO?</li> <li style="font-weight: 400;">How does Mat assess the balance of sustainability and growth? How does Mat balance between this tough line? What are the inherent challenges?</li> <li style="font-weight: 400;">What are Mat’s thought on culture maintenance when startup move into hypergrowth? What is core to retain this startup culture with the scaling through stages?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/MatEllis">Mat Ellis</a></p>]]></content:encoded>
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<itunes:duration>19:36</itunes:duration>
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<itunes:subtitle><![CDATA[Mat Ellis is the Founder & CEO @ Cloudability, the startup that provides cloud cost efficiency at scale and they have raised close to $40m in VC funding including from our good friends at Foundry Group and Data Collective. As for Mat, prior to...]]></itunes:subtitle>
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<title>SaaStr 108: Growing To $500m In ARR & How To Hit 7 Figure Sales with Veeva Systems Founder, Peter Gassner</title>
<pubDate>Mon, 27 Mar 2017 07:30:43 +0000</pubDate>
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<description><![CDATA[<p><a href= "https://www.veeva.com/leadership/#peter-gassner"><span style= "font-weight: 400;">Peter Gassner</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.veeva.com/"><span style="font-weight: 400;">Veeva Systems</span></a><span style="font-weight: 400;">, the industry cloud for life science systems. With just $4m in capital raised, Peter has taken Veeva to almost $500m in ARR and a prominent force in the rising tide of enterprise SaaS. As for Peter, prior to Veeva, Peter was a Senior Vice President of Technology at Salesforce where he experienced the successful IPO of the company and their rise into the most successful SaaS platform in the industry. Before Salesforce, Peter was with PeopleSoft for 9 years where he led a team of 450 professionals to support PeopleSoft’s technology platform. I do also want to say a big thank you to Jason Lemkin for the intro to Peter today without which the episode would not have been possible.</span></p> <p style="text-align: center;"><span style="font-weight: 400;">In Today’s Episode You Will Learn:</span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Peter make the move from Salesforce to founding one of the leaders in SaaS, Veeva?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why did Peter not want to be CEO in the beginning? What was the catalyst for his changing mindset? How has view of CEOship evolved over the Veeva journey?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Peter assess the attractiveness of a market? What are the 2 questions Peter asks before going into a market? Is it wrong to move into smaller adjacent markets?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Peter assess the suitability of potential board members? What does he mean when he says all founders should use the ‘grocery store rule’? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is required to close 7 figure enterprise deals? How can sales teams look to build this relationship with large co’s in a natural and non-transactional way?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href= "https://www.veeva.com/leadership/#peter-gassner">Peter Gassner</a> is the Founder & CEO @ <a href= "https://www.veeva.com/">Veeva Systems</a>, the industry cloud for life science systems. With just $4m in capital raised, Peter has taken Veeva to almost $500m in ARR and a prominent force in the rising tide of enterprise SaaS. As for Peter, prior to Veeva, Peter was a Senior Vice President of Technology at Salesforce where he experienced the successful IPO of the company and their rise into the most successful SaaS platform in the industry. Before Salesforce, Peter was with PeopleSoft for 9 years where he led a team of 450 professionals to support PeopleSoft’s technology platform. I do also want to say a big thank you to Jason Lemkin for the intro to Peter today without which the episode would not have been possible.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Peter make the move from Salesforce to founding one of the leaders in SaaS, Veeva?</li> <li style="font-weight: 400;">Why did Peter not want to be CEO in the beginning? What was the catalyst for his changing mindset? How has view of CEOship evolved over the Veeva journey?</li> <li style="font-weight: 400;">How does Peter assess the attractiveness of a market? What are the 2 questions Peter asks before going into a market? Is it wrong to move into smaller adjacent markets?</li> <li style="font-weight: 400;">How does Peter assess the suitability of potential board members? What does he mean when he says all founders should use the ‘grocery store rule’? </li> <li style="font-weight: 400;">What is required to close 7 figure enterprise deals? How can sales teams look to build this relationship with large co’s in a natural and non-transactional way?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p>]]></content:encoded>
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<itunes:duration>22:43</itunes:duration>
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<itunes:subtitle><![CDATA[Peter Gassner is the Founder & CEO @ Veeva Systems, the industry cloud for life science systems. With just $4m in capital raised, Peter has taken Veeva to almost $500m in ARR and a prominent force in the rising tide of enterprise SaaS. As for...]]></itunes:subtitle>
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<title>SaaStr 107: How Hiring Is Just Like Being A VC, Why You Have To Pay Up For Great Talent & Why Multi-Tasking Is Not Always Wrong with Daniel Ruch, Founder & CEO @ Rocketrip </title>
<pubDate>Fri, 24 Mar 2017 11:35:51 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/DanRuch"><span style= "font-weight: 400;">Daniel Ruch</span></a> <span style= "font-weight: 400;">is the Founder and CEO @</span> <a href= "https://www.rocketrip.com/"><span style= "font-weight: 400;">Rocketrip</span></a><span style= "font-weight: 400;">, the startup that reduces travel spend by rewarding employees to save. They have backing from some incredible investors including the likes of Bessemer Venture Partners, Canaan Partners and Y Combinator. Prior to Rocketrip, Dan was a VP in Europe for Tremor Video and before that he</span> <span style= "font-weight: 400;">held several director and managerial level positions at TACODA until TACODA’s sale to AOL.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Dan make his way into the world of SaaS and come to found Rocketrip?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How important is accountability for the founder and CEO? How do you convey this commitment and responsibility to the team? Are there any downsides?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">At what stage does Dan believe the generalist transitions to the specialist? How has Dan seen his team evolve from stage to stage? What have been the challenges within each stage?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Dan approach hiring strategy? How does he look to determine people/company fit? Dan has said before that he ‘would not hire without a track record’, why is this? </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Dan view internal budgets? What are the fundamentals to cost saving within the business? How does Dan think one can cut cost without lowering morale?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Dan’s fave SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Dan know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Carrot or stick, what does Dan prefer to implement?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/danruch"><span style= "font-weight: 400;">Dan Ruch</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/DanRuch">Daniel Ruch</a> is the Founder and CEO @ <a href= "https://www.rocketrip.com/">Rocketrip</a>, the startup that reduces travel spend by rewarding employees to save. They have backing from some incredible investors including the likes of Bessemer Venture Partners, Canaan Partners and Y Combinator. Prior to Rocketrip, Dan was a VP in Europe for Tremor Video and before that he held several director and managerial level positions at TACODA until TACODA’s sale to AOL.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Dan make his way into the world of SaaS and come to found Rocketrip?</li> <li style="font-weight: 400;">How important is accountability for the founder and CEO? How do you convey this commitment and responsibility to the team? Are there any downsides?</li> <li style="font-weight: 400;">At what stage does Dan believe the generalist transitions to the specialist? How has Dan seen his team evolve from stage to stage? What have been the challenges within each stage?</li> <li style="font-weight: 400;">How does Dan approach hiring strategy? How does he look to determine people/company fit? Dan has said before that he ‘would not hire without a track record’, why is this? </li> <li style="font-weight: 400;">How does Dan view internal budgets? What are the fundamentals to cost saving within the business? How does Dan think one can cut cost without lowering morale?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What is Dan’s fave SaaS reading material?</li> <li style="font-weight: 400;">What does Dan know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Carrot or stick, what does Dan prefer to implement?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/danruch">Dan Ruch</a></p>]]></content:encoded>
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<itunes:duration>25:15</itunes:duration>
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<itunes:subtitle><![CDATA[Daniel Ruch is the Founder and CEO @ Rocketrip, the startup that reduces travel spend by rewarding employees to save. They have backing from some incredible investors including the likes of Bessemer Venture Partners, Canaan Partners and Y Combinator....]]></itunes:subtitle>
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<title>SaaStr 106: Why Early Stage SaaS Metrics Do Not Matter, The 5 Things To Look For In Early Stage SaaS Companies & How To Negotiate A Term Sheet The Right Way with Alex Rosen, Managing Director @ IDG Ventures</title>
<pubDate>Mon, 20 Mar 2017 07:19:11 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/rosenrosen">Alex Rosen</a> is a Managing Director with IDG Ventures where he focuses on investments in cloud infrastructure, SaaS applications, ad tech, and consumer marketplaces. Alex currently serves as board director at <a href= "https://www.chubbiesshorts.com/">Chubbies</a>, <a href= "http://www.krux.com/">Krux</a>, <a href= "https://www.mindmeld.com/">MindMeld</a>, <a href= "http://www.minted.com/">Minted</a>, <a href= "http://www.smartling.com/">Smartling</a>, <a href= "http://www.temperednetworks.com/">Tempered Networks</a>, and <a href="http://www.uplift.com/">Uplift</a>. He also led IDG Ventures’ investments in multiple companies including Appboy, Datanyze, Indiegogo, Nuzzel, The League and many more incredible companies. Previously, he was a General Partner at Sprout Group, where he was head of the Internet and Software group. Huge thanks to the team @ Sapphire Ventures for the intro to Alex today.</p> <p style="text-align: center;"><strong><span style= "text-decoration: underline;">In Today’s Episode You Will Learn:</span></strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Alex make his way into the world of SaaS investing and come to be Managing Director @ IDG?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">SaaS businesses can be massively affected by changes in a few very small data points. So what would you say is one of the single most important metric points</span><span style= "font-weight: 400;">?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is a booking? How should we break it down into the 3 different MRRs? What element of those metrics do you want to see growing</span><span style="font-weight: 400;">?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How important a role does unit economics play? What are the couple of forms: customer + sales person? How much ARR should a good sales rep add to in ARR in relation to comp?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is negative churn? How can you take a customer you have already sold and make more money from them? Upsell or cross-sell? What does this to the pricing axis? Why do you want more than 1 axis?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Alex know now that he wishes he had known in the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the greenfield opportunities in SaaS for Alex?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What is Alex’s fave SaaS reading material?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/rosenrosen"><span style= "font-weight: 400;">Alex Rosen</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/rosenrosen">Alex Rosen</a> is a Managing Director with IDG Ventures where he focuses on investments in cloud infrastructure, SaaS applications, ad tech, and consumer marketplaces. Alex currently serves as board director at <a href= "https://www.chubbiesshorts.com/">Chubbies</a>, <a href= "http://www.krux.com/">Krux</a>, <a href= "https://www.mindmeld.com/">MindMeld</a>, <a href= "http://www.minted.com/">Minted</a>, <a href= "http://www.smartling.com/">Smartling</a>, <a href= "http://www.temperednetworks.com/">Tempered Networks</a>, and <a href="http://www.uplift.com/">Uplift</a>. He also led IDG Ventures’ investments in multiple companies including Appboy, Datanyze, Indiegogo, Nuzzel, The League and many more incredible companies. Previously, he was a General Partner at Sprout Group, where he was head of the Internet and Software group. Huge thanks to the team @ Sapphire Ventures for the intro to Alex today.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Alex make his way into the world of SaaS investing and come to be Managing Director @ IDG?</li> <li style="font-weight: 400;">SaaS businesses can be massively affected by changes in a few very small data points. So what would you say is one of the single most important metric points?</li> <li style="font-weight: 400;">What is a booking? How should we break it down into the 3 different MRRs? What element of those metrics do you want to see growing?</li> <li style="font-weight: 400;">How important a role does unit economics play? What are the couple of forms: customer + sales person? How much ARR should a good sales rep add to in ARR in relation to comp?</li> <li style="font-weight: 400;">What is negative churn? How can you take a customer you have already sold and make more money from them? Upsell or cross-sell? What does this to the pricing axis? Why do you want more than 1 axis?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Alex know now that he wishes he had known in the beginning?</li> <li style="font-weight: 400;">What are the greenfield opportunities in SaaS for Alex?</li> <li style="font-weight: 400;">What is Alex’s fave SaaS reading material?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/rosenrosen">Alex Rosen</a></p>]]></content:encoded>
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<itunes:duration>32:47</itunes:duration>
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<itunes:subtitle><![CDATA[Alex Rosen is a Managing Director with IDG Ventures where he focuses on investments in cloud infrastructure, SaaS applications, ad tech, and consumer marketplaces. Alex currently serves as board director at Chubbies, Krux, MindMeld, Minted, Smartling,...]]></itunes:subtitle>
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<title>SaaStr 105: Why Marketing Is Eating Sales, How To Make Data-Driven Marketing Decisions & Why Companies Need To Have A Strong Point of View About The World with Nadim Hossain, Founder & CEO @ BrightFunnel</title>
<pubDate>Fri, 17 Mar 2017 10:14:02 +0000</pubDate>
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<link><![CDATA[http://saastr.libsyn.com/saastr-105-why-marketing-is-eating-sales-how-to-make-data-driven-marketing-decisions-why-companies-need-to-have-a-strong-point-of-view-about-the-world-with-nadim-hossain-founder-ceo-brightfunnel]]></link>
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<description><![CDATA[<p><a href="https://twitter.com/nadimhossain"><span style= "font-weight: 400;">Nadim Hossain</span></a> <span style= "font-weight: 400;">is the Founder and CEO @</span> <a href= "http://www.brightfunnel.com/"><span style= "font-weight: 400;">BrightFunnel</span></a><span style= "font-weight: 400;">, the startup that shows marketing true impact on revenue. They are backed by many past guests of the show including Matt Garratt @ Salesforce Ventures, Tim Kopp, and James Cham @ Bloomberg Beta. As for Nadim,</span> <span style= "font-weight: 400;">prior to founding BrightFunnel, Nadim was VP of Marketing and Sales Development at PowerReviews, paving the way to a $170M exit. He was also a product marketing executive at Salesforce.com during their hyper-growth years.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Nadim make his way into the world of SaaS and come to found BrightFunnel?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">To what extent is marketing an art or a science in today’s data driven world? How can marketers use and analyse data to drive decision making?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can founders determine which channels are a must have as opposed to a nice to have? What metrics should determine this? Does brand building not count in the revenue driven world today?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Nadim has previously said, ‘marketing is eating sales’. What does Nadim mean by this? How does Nadim evaluate the expansion of the marketing funnel?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the biggest mistakes B2B companies make in today’s environment? How can they rectify this and sustain a brand that will deliver for the long term?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/nadimhossain"><span style= "font-weight: 400;">Nadim Hossain</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/nadimhossain">Nadim Hossain</a> is the Founder and CEO @ <a href= "http://www.brightfunnel.com/">BrightFunnel</a>, the startup that shows marketing true impact on revenue. They are backed by many past guests of the show including Matt Garratt @ Salesforce Ventures, Tim Kopp, and James Cham @ Bloomberg Beta. As for Nadim, prior to founding BrightFunnel, Nadim was VP of Marketing and Sales Development at PowerReviews, paving the way to a $170M exit. He was also a product marketing executive at Salesforce.com during their hyper-growth years.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Nadim make his way into the world of SaaS and come to found BrightFunnel?</li> <li style="font-weight: 400;">To what extent is marketing an art or a science in today’s data driven world? How can marketers use and analyse data to drive decision making?</li> <li style="font-weight: 400;">How can founders determine which channels are a must have as opposed to a nice to have? What metrics should determine this? Does brand building not count in the revenue driven world today?</li> <li style="font-weight: 400;">Nadim has previously said, ‘marketing is eating sales’. What does Nadim mean by this? How does Nadim evaluate the expansion of the marketing funnel?</li> <li style="font-weight: 400;">What are the biggest mistakes B2B companies make in today’s environment? How can they rectify this and sustain a brand that will deliver for the long term?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/nadimhossain">Nadim Hossain</a></p>]]></content:encoded>
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<itunes:duration>22:58</itunes:duration>
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<itunes:subtitle><![CDATA[Nadim Hossain is the Founder and CEO @ BrightFunnel, the startup that shows marketing true impact on revenue. They are backed by many past guests of the show including Matt Garratt @ Salesforce Ventures, Tim Kopp, and James Cham @ Bloomberg Beta. As...]]></itunes:subtitle>
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<title>SaaStr 104: Trello Founder, Michael Pryor on The 3 Key Elements That Make A Great CEO, The Fundamentals To Make A Pivot Successfully & The Secrets To Building The Most Efficient Workforce</title>
<pubDate>Mon, 13 Mar 2017 07:15:13 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/michaelpryor"><span style= "font-weight: 400;">Michael Pryor</span></a> <span style= "font-weight: 400;">is Co-Founder & CEO @</span> <a href= "https://trello.com/home"><span style= "font-weight: 400;">Trello</span></a><span style= "font-weight: 400;">, now Head of Product with Trello at Atlassian following their</span> <a href= "https://techcrunch.com/2017/01/09/atlassian-acquires-trello/"><span style="font-weight: 400;"> recent acquisition</span></a><span style="font-weight: 400;">. For those that do not know, Trello lets you work more collaboratively and get more done. Prior to the acquisition they raised from some of the best in the business including the likes of Spark Capital, Index Ventures and Box Group. Michael is also a board member at StackOverflow.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Michael make his way into the world of startups and come to found Trello?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Michael believe is fundamental to making a market transition successfully? What were the challenges of the early market transition with Trello?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Michael believe are the 3 key elements that make a great CEO? How does Michael approach the element of cash burn? Does Michael agree for the need of sustainability within growth?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Michael look to continually recruit the best talent? What are the secrets to running a 60% remote workforce so efficiently?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How did the Atlassian deal come about? What was the thought process behind the sales vs raise more venture funding? How did Michael broach the process with regards to transparency within the team?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/michaelpryor"><span style= "font-weight: 400;">Michael Pryor</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/michaelpryor">Michael Pryor</a> is Co-Founder & CEO @ <a href= "https://trello.com/home">Trello</a>, now Head of Product with Trello at Atlassian following their <a href= "https://techcrunch.com/2017/01/09/atlassian-acquires-trello/"> recent acquisition</a>. For those that do not know, Trello lets you work more collaboratively and get more done. Prior to the acquisition they raised from some of the best in the business including the likes of Spark Capital, Index Ventures and Box Group. Michael is also a board member at StackOverflow.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Michael make his way into the world of startups and come to found Trello?</li> <li style="font-weight: 400;">What does Michael believe is fundamental to making a market transition successfully? What were the challenges of the early market transition with Trello?</li> <li style="font-weight: 400;">What does Michael believe are the 3 key elements that make a great CEO? How does Michael approach the element of cash burn? Does Michael agree for the need of sustainability within growth?</li> <li style="font-weight: 400;">How does Michael look to continually recruit the best talent? What are the secrets to running a 60% remote workforce so efficiently?</li> <li style="font-weight: 400;">How did the Atlassian deal come about? What was the thought process behind the sales vs raise more venture funding? How did Michael broach the process with regards to transparency within the team?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/michaelpryor">Michael Pryor</a></p>]]></content:encoded>
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<itunes:duration>27:24</itunes:duration>
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<itunes:subtitle><![CDATA[Michael Pryor is Co-Founder & CEO @ Trello, now Head of Product with Trello at Atlassian following their recent acquisition. For those that do not know, Trello lets you work more collaboratively and get more done. Prior to the acquisition they...]]></itunes:subtitle>
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<title>SaaStr 103: Why You Must Sell Your Product Before It's Done Being Built, Why Product-Organisation Fit Is Key & Why The Best Sales Process Is The Customer Success Process with Matin Movassate, Founder & CEO @ Heap </title>
<pubDate>Fri, 10 Mar 2017 10:48:09 +0000</pubDate>
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<link><![CDATA[http://saastr.libsyn.com/saastr-103-why-you-must-sell-your-product-before-its-done-being-built-why-product-organisation-fit-is-key-why-the-best-sales-process-is-the-customer-success-process-with-matin-movassate-founder-ceo-heap]]></link>
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<description><![CDATA[<p><a href="https://twitter.com/matinm1"><span style= "font-weight: 400;">Matin Movasatte</span></a> <span style= "font-weight: 400;">is the Founder and CEO @</span> <a href= "https://heapanalytics.com/"><span style= "font-weight: 400;">Heap</span></a><span style= "font-weight: 400;">. the startup that provides analytics infrastructure to automate away the annoying parts of user analytics. They have raised funding from some of the best in the business including our friends and former guests of The Twenty Minute VC including Pejman Nozad, Alexis and Garry @ Initialized, Josh Reeves at Gusto, Redpoint and more incredible investors. As for Matin, prior to Heap Matin was a product manager at Facebook and spent time at both Google and Mozilla. I would like to say a big thank you to Jason Lemkin for the intro today.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Matin make his way into the world of SaaS having been at Facebook and Google?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were Matin’s biggest takeaways from seeing how Facebook operate? What were the pros and cons of their operations? How has this influenced how he builds Heap today?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Matin believe that you should always sell your product before it is done being built? What benefits does this have in terms of pricing and iteration? What are the dangers of asking for payment upfront?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Matin think it is crucial to hire your customer success team before your sales team? How do customer success drive customer acquisition?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Matin mean when he says that “product organisation fit” is so important? How can startups determine the fit? What can be done to optimise this?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/matinm1"><span style= "font-weight: 400;">Matin Movasatte</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/matinm1">Matin Movasatte</a> is the Founder and CEO @ <a href= "https://heapanalytics.com/">Heap</a>. the startup that provides analytics infrastructure to automate away the annoying parts of user analytics. They have raised funding from some of the best in the business including our friends and former guests of The Twenty Minute VC including Pejman Nozad, Alexis and Garry @ Initialized, Josh Reeves at Gusto, Redpoint and more incredible investors. As for Matin, prior to Heap Matin was a product manager at Facebook and spent time at both Google and Mozilla. I would like to say a big thank you to Jason Lemkin for the intro today.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Matin make his way into the world of SaaS having been at Facebook and Google?</li> <li style="font-weight: 400;">What were Matin’s biggest takeaways from seeing how Facebook operate? What were the pros and cons of their operations? How has this influenced how he builds Heap today?</li> <li style="font-weight: 400;">Why does Matin believe that you should always sell your product before it is done being built? What benefits does this have in terms of pricing and iteration? What are the dangers of asking for payment upfront?</li> <li style="font-weight: 400;">Why does Matin think it is crucial to hire your customer success team before your sales team? How do customer success drive customer acquisition?</li> <li style="font-weight: 400;">What does Matin mean when he says that “product organisation fit” is so important? How can startups determine the fit? What can be done to optimise this?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/matinm1">Matin Movasatte</a></p>]]></content:encoded>
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<itunes:duration>22:15</itunes:duration>
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<itunes:subtitle><![CDATA[Matin Movasatte is the Founder and CEO @ Heap. the startup that provides analytics infrastructure to automate away the annoying parts of user analytics. They have raised funding from some of the best in the business including our friends and former...]]></itunes:subtitle>
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<title>SaaStr 102: Why You Should Not Pay Your Sales Team Commission, Why There Is Such Little Innovation In Go-To-Market Strategy & Why Adaptability Is Key Not Efficiency with Didier Elzinga, Founder & CEO @ Culture Amp</title>
<pubDate>Mon, 06 Mar 2017 06:31:01 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/didierelzinga"><span style= "font-weight: 400;">Didier Elzinga</span></a> <span style= "font-weight: 400;">is the Founder & CEO @</span> <a href= "https://www.cultureamp.com/"><span style= "font-weight: 400;">CultureAmp</span></a><span style= "font-weight: 400;">, the world’s most powerful employee feedback and analytics platform. They have raised funding from some of the best in the business including the likes of Index Ventures, our friends at Felicis Ventures and Blackbird Ventures. As for Didier,</span> <span style="font-weight: 400;">he previously co-founded technical academy award winning Rising Sun Research and is non-executive director at Tourism Australia, the Atlassian Foundation and Slingsby Theatre. I also have to say a huge thank you to Ilya @ Index and Niki @ Blackbird for the intro, without which the show would not have been possible.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Didier make his way into the world of SaaS? What was the a-ha moment for him with CultureAmp?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were Didier’s biggest takeaways from watching Scott and Mike build Atlassian? How did that affect and alter how he structured CultureAmp?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Didier evaluate product market fit? What are the signs? What metrics determine whether you have it or you do not? Why did Didier decide to bootstrap until $1m ARR?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Didier believe there is so little innovation in the go to market strategies of today? What would he like to see change and where does he see opportunity?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Didier not believe in paying sales teams commission? How does this affect his ability to hire? How does this affect the internal compensation structure of the firm?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style= "font-weight: 400;">Didier’s Fave SaaS resource?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Didier know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What has been the most challenging element of the CultureAmp journey?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/didierelzinga"><span style= "font-weight: 400;">Didier Elzinga</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/didierelzinga">Didier Elzinga</a> is the Founder & CEO @ <a href= "https://www.cultureamp.com/">CultureAmp</a>, the world’s most powerful employee feedback and analytics platform. They have raised funding from some of the best in the business including the likes of Index Ventures, our friends at Felicis Ventures and Blackbird Ventures. As for Didier, he previously co-founded technical academy award winning Rising Sun Research and is non-executive director at Tourism Australia, the Atlassian Foundation and Slingsby Theatre. I also have to say a huge thank you to Ilya @ Index and Niki @ Blackbird for the intro, without which the show would not have been possible.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Didier make his way into the world of SaaS? What was the a-ha moment for him with CultureAmp?</li> <li style="font-weight: 400;">What were Didier’s biggest takeaways from watching Scott and Mike build Atlassian? How did that affect and alter how he structured CultureAmp?</li> <li style="font-weight: 400;">How does Didier evaluate product market fit? What are the signs? What metrics determine whether you have it or you do not? Why did Didier decide to bootstrap until $1m ARR?</li> <li style="font-weight: 400;">Why does Didier believe there is so little innovation in the go to market strategies of today? What would he like to see change and where does he see opportunity?</li> <li style="font-weight: 400;">Why does Didier not believe in paying sales teams commission? How does this affect his ability to hire? How does this affect the internal compensation structure of the firm?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Didier’s Fave SaaS resource?</li> <li style="font-weight: 400;">What does Didier know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What has been the most challenging element of the CultureAmp journey?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/didierelzinga">Didier Elzinga</a></p>]]></content:encoded>
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<itunes:duration>30:33</itunes:duration>
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<itunes:subtitle><![CDATA[Didier Elzinga is the Founder & CEO @ CultureAmp, the world’s most powerful employee feedback and analytics platform. They have raised funding from some of the best in the business including the likes of Index Ventures, our friends at Felicis...]]></itunes:subtitle>
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<title>SaaStr 101: How To Scale From Early Adopter To Mass Market, Why Organisations Are Not A Good Way To Get Work Done & How To Perfect Upsell Mechanics with Fayez Mohamood, Founder & CEO @ Bluecore</title>
<pubDate>Fri, 03 Mar 2017 12:52:44 +0000</pubDate>
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<link><![CDATA[http://saastr.libsyn.com/saastr-101-how-to-scale-from-early-adopter-to-mass-market-why-organisations-are-not-a-good-way-to-get-work-done-how-to-perfect-upsell-mechanics-with-fayez-mohamood-founder-ceo-bluecore]]></link>
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<description><![CDATA[<p><a href="https://twitter.com/fries_no_r"><span style= "font-weight: 400;">Fayez Mohamood</span></a> <span style= "font-weight: 400;">is the Founder and CEO @</span> <a href= "http://www.bluecore.com/"><span style= "font-weight: 400;">Bluecore</span></a><span style= "font-weight: 400;">, the company that is</span> <span style= "font-weight: 400;">transforming the way eCommerce marketers use data and automation to communicate with customers. They have raised nearly $30m in funding from some of the best in the business and past guests of the show including the teams from FirstMark Capital and Felicis Ventures just to name a few. As a result they have enjoyed some rapid scaling having seen the team grow from 50 to over 100 in just 10 months. As for Fayez, prior to Bluecore he was Head of Product at BigDoor and before that he founded, Gameday Tycoon, a fantasy sports game that runs on Facebook.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Fayez make his way from fantasy sports game to successful SaaS founder with Bluecore?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">To what extent does Fayez consider B2B marketing an art or a science with the rise of data? How can SaaS startups use data to drive conversion and upsell? What metrics does Fayez hone in on?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What 2 methods does Fayez use to harmonise the sales and marketing team? How can these teams be structured to ensure for a clear communication channel and culture of transparency</span><span style="font-weight: 400;">?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">With the team growing from 30 to over 100, what does the hiring process look like for Fayez? How has this altered and developed over time? What have been the big lessons in the rapid scaling of the team?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Fayez view efficiency within organisational structures? What must founders watch out for in the scaling process of their companies?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style= "font-weight: 400;">Advantages and disadvantages of being a SaaS firm in the US?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Fayez’s fave SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Fayez know now that he wishes he had known when he started?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/fries_no_r"><span style= "font-weight: 400;">Fayez Mohamood</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/fries_no_r">Fayez Mohamood</a> is the Founder and CEO @ <a href= "http://www.bluecore.com/">Bluecore</a>, the company that is transforming the way eCommerce marketers use data and automation to communicate with customers. They have raised nearly $30m in funding from some of the best in the business and past guests of the show including the teams from FirstMark Capital and Felicis Ventures just to name a few. As a result they have enjoyed some rapid scaling having seen the team grow from 50 to over 100 in just 10 months. As for Fayez, prior to Bluecore he was Head of Product at BigDoor and before that he founded, Gameday Tycoon, a fantasy sports game that runs on Facebook.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Fayez make his way from fantasy sports game to successful SaaS founder with Bluecore?</li> <li style="font-weight: 400;">To what extent does Fayez consider B2B marketing an art or a science with the rise of data? How can SaaS startups use data to drive conversion and upsell? What metrics does Fayez hone in on?</li> <li style="font-weight: 400;">What 2 methods does Fayez use to harmonise the sales and marketing team? How can these teams be structured to ensure for a clear communication channel and culture of transparency?</li> <li style="font-weight: 400;">With the team growing from 30 to over 100, what does the hiring process look like for Fayez? How has this altered and developed over time? What have been the big lessons in the rapid scaling of the team?</li> <li style="font-weight: 400;">How does Fayez view efficiency within organisational structures? What must founders watch out for in the scaling process of their companies?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Advantages and disadvantages of being a SaaS firm in the US?</li> <li style="font-weight: 400;">Fayez’s fave SaaS reading material?</li> <li style="font-weight: 400;">What does Fayez know now that he wishes he had known when he started?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/fries_no_r">Fayez Mohamood</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Fayez Mohamood is the Founder and CEO @ Bluecore, the company that is transforming the way eCommerce marketers use data and automation to communicate with customers. They have raised nearly $30m in funding from some of the best in the business and...]]></itunes:subtitle>
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<title>SaaStr 100: Box's Aaron Levie on The 3 Stages of Company Scaling, Why Most Enterprise Software Is 'Dumb' & The Future For Enterprise Software with Artificial Intelligence</title>
<pubDate>Mon, 27 Feb 2017 06:38:55 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/levie"><span style= "font-weight: 400;">Aaron Levie</span></a> <span style= "font-weight: 400;">co-founded</span> <a href= "https://www.box.com/en-gb/home"><span style= "font-weight: 400;">Box</span></a> <span style= "font-weight: 400;">with three high school friends in 2005 when they discovered there wasn’t a modern solution for sharing and collaborating on work.They created Box to provide businesses with an easy way to share, access and manage information with enterprise-grade security, compliance and governance.Eleven years later, Box has been adopted by nearly 65% of the Fortune 500 and has nearly 70,000 paying business customers. The company went public in January 2015, and remains one of the fastest growing enterprise software companies.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Aaron with 3 friends from high school come to found one of the fastest growing enterprise software companies in Box?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Aaron view the convergence of enterprise and consumer products in the coming years? How does this convergence effect IT providers?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Aaron view transparency within organisations? How does this affect information flow? What must CEO’s consider when contemplating transparency within their organisation?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Aaron evaluate the inflection points in the growth of Box? What were the challenges in overcoming these hurdles? How did he have to change as a CEO to combat these changes?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does the rise of AI mean for businesses and enterprise? What does the rise of VR allow the enterprise that was not previously possible? How do these emerging technologies affect the product and strategic roadmap at Box?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style= "font-weight: 400;">Aaron’s favourite SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What will it take for Box to be 10x from here?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Aaron know now that he wishes he had known in the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Aaron spend most his time on that he would like to change?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/levie"><span style= "font-weight: 400;">Aaron Levie</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/levie">Aaron Levie</a> co-founded <a href= "https://www.box.com/en-gb/home">Box</a> with three high school friends in 2005 when they discovered there wasn’t a modern solution for sharing and collaborating on work.They created Box to provide businesses with an easy way to share, access and manage information with enterprise-grade security, compliance and governance.Eleven years later, Box has been adopted by nearly 65% of the Fortune 500 and has nearly 70,000 paying business customers. The company went public in January 2015, and remains one of the fastest growing enterprise software companies.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Aaron with 3 friends from high school come to found one of the fastest growing enterprise software companies in Box?</li> <li style="font-weight: 400;">How does Aaron view the convergence of enterprise and consumer products in the coming years? How does this convergence effect IT providers?</li> <li style="font-weight: 400;">How does Aaron view transparency within organisations? How does this affect information flow? What must CEO’s consider when contemplating transparency within their organisation?</li> <li style="font-weight: 400;">How does Aaron evaluate the inflection points in the growth of Box? What were the challenges in overcoming these hurdles? How did he have to change as a CEO to combat these changes?</li> <li style="font-weight: 400;">What does the rise of AI mean for businesses and enterprise? What does the rise of VR allow the enterprise that was not previously possible? How do these emerging technologies affect the product and strategic roadmap at Box?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Aaron’s favourite SaaS reading material?</li> <li style="font-weight: 400;">What will it take for Box to be 10x from here?</li> <li style="font-weight: 400;">What does Aaron know now that he wishes he had known in the beginning?</li> <li style="font-weight: 400;">What does Aaron spend most his time on that he would like to change?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/levie">Aaron Levie</a></p>]]></content:encoded>
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<itunes:duration>23:44</itunes:duration>
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<itunes:subtitle><![CDATA[Aaron Levie co-founded Box with three high school friends in 2005 when they discovered there wasn’t a modern solution for sharing and collaborating on work.They created Box to provide businesses with an easy way to share, access and manage...]]></itunes:subtitle>
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<title>SaaStr 099: How To Hire & Assess The Best Demand Gen Candidates & Where To Put Focus In The Demand Gen Process with Luke Retterath, Head of Demand Generation @ Duo Security</title>
<pubDate>Fri, 24 Feb 2017 15:44:23 +0000</pubDate>
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<description><![CDATA[<p><span style="font-weight: 400;">Luke Retterath is the Director of Demand Generation @</span> <a href= "https://duo.com/"><span style="font-weight: 400;">Duo Security</span></a><span style="font-weight: 400;">, the most loved company in security. They have the backing of some of the best investors in the business including Benchmark, Redpoint, Google Ventures and True Venture just to name a few. As for Luke, his role is to d</span><span style="font-weight: 400;">evelop, execute, and manage demand generation programs assessing the effectiveness of all marketing programs as well as defining goals, metrics and ROI’s for the differing programs.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Luke make his way into the world of SaaS and come to found unicorn startup, Namely?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the 3 practical tests Luke uses to assess demand gen candidates in the hiring process? What are the right questions to ask? Is it right to look for badges on the CV?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Once the demand gen team is in place, how do we get the team jump started? Where should the focus be placed?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the 5 things that have helped drive growth at Duo? How can founders implement these into their demand gen strategy to 3x revenue for 3 years?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How should one plan and forecast when it comes to demand gen? How does Luke approach the topic of MQLs? How does this change for the inside sales team?</span></li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p>]]></description>
<content:encoded><![CDATA[<p>Luke Retterath is the Director of Demand Generation @ <a href= "https://duo.com/">Duo Security</a>, the most loved company in security. They have the backing of some of the best investors in the business including Benchmark, Redpoint, Google Ventures and True Venture just to name a few. As for Luke, his role is to develop, execute, and manage demand generation programs assessing the effectiveness of all marketing programs as well as defining goals, metrics and ROI’s for the differing programs.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Luke make his way into the world of SaaS and come to found unicorn startup, Namely?</li> <li style="font-weight: 400;">What are the 3 practical tests Luke uses to assess demand gen candidates in the hiring process? What are the right questions to ask? Is it right to look for badges on the CV?</li> <li style="font-weight: 400;">Once the demand gen team is in place, how do we get the team jump started? Where should the focus be placed?</li> <li style="font-weight: 400;">What are the 5 things that have helped drive growth at Duo? How can founders implement these into their demand gen strategy to 3x revenue for 3 years?</li> <li style="font-weight: 400;">How should one plan and forecast when it comes to demand gen? How does Luke approach the topic of MQLs? How does this change for the inside sales team?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Luke Retterath is the Director of Demand Generation @ Duo Security, the most loved company in security. They have the backing of some of the best investors in the business including Benchmark, Redpoint, Google Ventures and True Venture just to name a...]]></itunes:subtitle>
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<title>SaaStr 097: Zendesk's Douglas Hanna on How To Build A Platform? How To Scale A Platform? How To Measure The Success Of A Platform?</title>
<pubDate>Fri, 17 Feb 2017 10:53:15 +0000</pubDate>
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<description><![CDATA[<p>Douglas Hanna is the GM of the Developer Platform @ Zendesk, one of the world’s fastest growing SaaS startups. Before joining Zendesk, Douglas was the Founder & CEO @ Help.com where he grew the business from 1 to 16. Prior to Help, Douglas was the CEO of A Small Orange, the web hosting firm that was acquired by Endurance International Group where Douglas was on the Executive team when they went public on the NASDAQ.</p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Douglas make his entry into the world of SaaS and Zendesk?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were the big adjustments that Douglas had to make from founding and working in smaller companies to working at Zendesk? What is the core to making the successful move?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can companies go about building a platform? What are the fundamentals to consider once you have decided on the platform approach? What are the challenges?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can a startup measure the success of their platform? What are the benchmarks and metrics that must be observed? How does testing and iteration play a role in platform success?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Douglas approach the go to market element with regards to platforms? How has the world of platform go to market changed in the world of omni-channel?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ol> <li style="font-weight: 400;"><span style= "font-weight: 400;">Biggest mistake companies make with their platform approach?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Fave SaaS reading material?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Douglas know now that he wishes he had known at the beginning?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/douglashanna"><span style= "font-weight: 400;">Douglas Hanna</span></a></p>]]></description>
<content:encoded><![CDATA[<p>Douglas Hanna is the GM of the Developer Platform @ Zendesk, one of the world’s fastest growing SaaS startups. Before joining Zendesk, Douglas was the Founder & CEO @ Help.com where he grew the business from 1 to 16. Prior to Help, Douglas was the CEO of A Small Orange, the web hosting firm that was acquired by Endurance International Group where Douglas was on the Executive team when they went public on the NASDAQ.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Douglas make his entry into the world of SaaS and Zendesk?</li> <li style="font-weight: 400;">What were the big adjustments that Douglas had to make from founding and working in smaller companies to working at Zendesk? What is the core to making the successful move?</li> <li style="font-weight: 400;">How can companies go about building a platform? What are the fundamentals to consider once you have decided on the platform approach? What are the challenges?</li> <li style="font-weight: 400;">How can a startup measure the success of their platform? What are the benchmarks and metrics that must be observed? How does testing and iteration play a role in platform success?</li> <li style="font-weight: 400;">How does Douglas approach the go to market element with regards to platforms? How has the world of platform go to market changed in the world of omni-channel?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Biggest mistake companies make with their platform approach?</li> <li style="font-weight: 400;">Fave SaaS reading material?</li> <li style="font-weight: 400;">What does Douglas know now that he wishes he had known at the beginning?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/douglashanna">Douglas Hanna</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Douglas Hanna is the GM of the Developer Platform @ Zendesk, one of the world’s fastest growing SaaS startups. Before joining Zendesk, Douglas was the Founder & CEO @ Help.com where he grew the business from 1 to 16. Prior to Help, Douglas was...]]></itunes:subtitle>
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<title>SaaStr 096: How To Sell SaaS To Fortune 500s, What Drives Decision-Making In Large Corporates & Why Enterprise Is Middle Up Not Top Down with Jonathan Lehr, Co-Founder @ WorkBench </title>
<pubDate>Tue, 14 Feb 2017 17:32:51 +0000</pubDate>
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<link><![CDATA[http://saastr.libsyn.com/saastr-096-how-to-sell-saas-to-fortune-500s-what-drives-decision-making-in-large-corporates-why-enterprise-is-middle-up-not-top-down-with-jonathan-lehr-co-founder-workbench]]></link>
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<description><![CDATA[<p><span style="font-weight: 400;">Jonathan Lehr is the Co-Founder and Managing Director of Work-Bench, where he focuses on early stage enterprise technology investments in areas including big data analytics, machine learning, data-defined security and more. Prior to Work-Bench, Jon founded the</span> <a href= "http://nyetm.com/"><span style="font-weight: 400;">NY Enterprise Technology Meetup</span></a> <span style="font-weight: 400;">in January 2012 and organizes monthly meetups of the 5,000+ person group as a way to promote collaboration for the enterprise tech ecosystem in New York. Jon has also worked at Morgan Stanley on the Office of the CIO team in IT. In that capacity, he partnered with internal technology clients to facilitate the selection and on-boarding of emerging technology vendors. He has also written about enterprise technology trends for publications such as</span> <a href="http://blogs.wsj.com/cio/tag/jonathan-lehr/"><span style= "font-weight: 400;">The Wall Street Journal’s CIO Journal</span></a> <span style="font-weight: 400;">and</span> <a href= "http://techcrunch.com/contributor/jonathan-lehr/"><span style= "font-weight: 400;">TechCrunch</span></a><span style= "font-weight: 400;">.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Jonathan make his way into the world of enterprise investing with WorkBench?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Jon has previously said that enterprise tech is like chess, so what are the rules to play by? What can startups do to increase their chance of winning the game?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can startups build scalable and natural relationships with decision makers in large enterprise clients? What are the fundamentals to doing this successfully? What does this conversation look like?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does the buying decision making process look like in large corporates? How does that differ from space to space? How does that affect the sales cycle?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why is NYC the best place in the world to start an enterprise tech company? What are the pros and cons of being in NYC?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style= "font-weight: 400;">Greenfield opportunities in enterprise technology?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jonathan know now that he wishes he had known at the start?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Jonathan’s fave SaaS reading material?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/fendien"><span style= "font-weight: 400;">Jonathan Lehr</span></a></p>]]></description>
<content:encoded><![CDATA[<p>Jonathan Lehr is the Co-Founder and Managing Director of Work-Bench, where he focuses on early stage enterprise technology investments in areas including big data analytics, machine learning, data-defined security and more. Prior to Work-Bench, Jon founded the <a href= "http://nyetm.com/">NY Enterprise Technology Meetup</a> in January 2012 and organizes monthly meetups of the 5,000+ person group as a way to promote collaboration for the enterprise tech ecosystem in New York. Jon has also worked at Morgan Stanley on the Office of the CIO team in IT. In that capacity, he partnered with internal technology clients to facilitate the selection and on-boarding of emerging technology vendors. He has also written about enterprise technology trends for publications such as <a href="http://blogs.wsj.com/cio/tag/jonathan-lehr/">The Wall Street Journal’s CIO Journal</a> and <a href= "http://techcrunch.com/contributor/jonathan-lehr/">TechCrunch</a>.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Jonathan make his way into the world of enterprise investing with WorkBench?</li> <li style="font-weight: 400;">Jon has previously said that enterprise tech is like chess, so what are the rules to play by? What can startups do to increase their chance of winning the game?</li> <li style="font-weight: 400;">How can startups build scalable and natural relationships with decision makers in large enterprise clients? What are the fundamentals to doing this successfully? What does this conversation look like?</li> <li style="font-weight: 400;">What does the buying decision making process look like in large corporates? How does that differ from space to space? How does that affect the sales cycle?</li> <li style="font-weight: 400;">Why is NYC the best place in the world to start an enterprise tech company? What are the pros and cons of being in NYC?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Greenfield opportunities in enterprise technology?</li> <li style="font-weight: 400;">What does Jonathan know now that he wishes he had known at the start?</li> <li style="font-weight: 400;">Jonathan’s fave SaaS reading material?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/fendien">Jonathan Lehr</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jonathan Lehr is the Co-Founder and Managing Director of Work-Bench, where he focuses on early stage enterprise technology investments in areas including big data analytics, machine learning, data-defined security and more. Prior to Work-Bench, Jon...]]></itunes:subtitle>
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<title>SaaStr 095: Trello's JD Peterson on Why Now Is The Best But Hardest Time To Be A Marketer, How To Unify The Sales & Marketing Team & How The Role Of Data Effects Marketers Today</title>
<pubDate>Fri, 03 Feb 2017 15:32:56 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/jd_peterson"><span style= "font-weight: 400;">JD Peterson</span></a><span style= "font-weight: 400;"> is CMO of Trello where he heads the company's marketing and customer service teams.</span> <span style= "font-weight: 400;">A true child of Silicon Valley, J.D. has been helping startups for nearly 20 years. Before Trello,</span> <span style="font-weight: 400;">he held positions as the CRO and interim CEO at Scripted, the VP of Marketing at Zendesk, and the VP of Products at Marketo. JD takes pride in building world-class teams, helping companies accelerate growth, and ensuring the customer remains at the center of every strategic effort. </span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did JD make his slightly unconventional entrance into the world of SaaS?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Having picked Marketo and Zendesk, what does JD assess when picking companies? Once picked, how does JD evaluate culture? How does JD measure this?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does JD approach lead qualification? How does JD measure the effectiveness of lead generation, revenue or amount of leads? How does JD unify the sales and marketing team?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">JD has previously said that now is ‘the best but hardest time to be a marketer’. Why is this and what is behind this thesis? What are the pros and cons of the data driven marketing world? What are the commonalities among the best marketeers?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">JD has seen many companies scale into hyper-growth, when does JD believe is the right time to hire and expand aggressively? What roles should be filled first? What does JD optimize for in the hiring process? When is the transition point needed to have a VP?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">Is SaaS marketing B2B or B2C?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does JD know now that he wishes he had known in the beginning?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Biggest mistake companies are enacting with their current marketing plans?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/jd_peterson"><span style= "font-weight: 400;">JD Peterson</span></a></p> <p><br /> <br /> <br /></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/jd_peterson">JD Peterson</a> is CMO of Trello where he heads the company's marketing and customer service teams. A true child of Silicon Valley, J.D. has been helping startups for nearly 20 years. Before Trello, he held positions as the CRO and interim CEO at Scripted, the VP of Marketing at Zendesk, and the VP of Products at Marketo. JD takes pride in building world-class teams, helping companies accelerate growth, and ensuring the customer remains at the center of every strategic effort. </p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did JD make his slightly unconventional entrance into the world of SaaS?</li> <li style="font-weight: 400;">Having picked Marketo and Zendesk, what does JD assess when picking companies? Once picked, how does JD evaluate culture? How does JD measure this?</li> <li style="font-weight: 400;">How does JD approach lead qualification? How does JD measure the effectiveness of lead generation, revenue or amount of leads? How does JD unify the sales and marketing team?</li> <li style="font-weight: 400;">JD has previously said that now is ‘the best but hardest time to be a marketer’. Why is this and what is behind this thesis? What are the pros and cons of the data driven marketing world? What are the commonalities among the best marketeers?</li> <li style="font-weight: 400;">JD has seen many companies scale into hyper-growth, when does JD believe is the right time to hire and expand aggressively? What roles should be filled first? What does JD optimize for in the hiring process? When is the transition point needed to have a VP?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Is SaaS marketing B2B or B2C?</li> <li style="font-weight: 400;">What does JD know now that he wishes he had known in the beginning?</li> <li style="font-weight: 400;">Biggest mistake companies are enacting with their current marketing plans?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/jd_peterson">JD Peterson</a></p> <p> </p>]]></content:encoded>
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<itunes:subtitle><![CDATA[JD Peterson is CMO of Trello where he heads the company's marketing and customer service teams. A true child of Silicon Valley, J.D. has been helping startups for nearly 20 years. Before Trello, he held positions as the CRO and interim CEO...]]></itunes:subtitle>
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<title>SaaStr 094: The $100m Question All SaaS Founders Must Ask, Learnings From Working with Marc Benioff at Salesforce & Scaling Zuora To A $Bn Valuation with Tien Tzuo, Founder & CEO @ Zuora</title>
<pubDate>Mon, 30 Jan 2017 07:46:35 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/tientzuo"><span style= "font-weight: 400;">Tien Tzuo</span></a> <span style= "font-weight: 400;">is the Founder and CEO @ Zuora, one of the fastest growing SaaS companies that has been at the forefront of the rise of subscription business models. They have funding from some of the best in the business including the likes of Benchmark, Sequoia, Redpoint and Marc Benioff, just to name a few. As for Tien,</span> <span style="font-weight: 400;">before Zuora, Tzuo was one of the 'original forces' at salesforce.com, joining as employee number 11. In his 9 years at salesforce.com, served in numerous different roles including as Chief Marketing Officer for two years, and most recently as Chief Strategy Officer.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Tien make his way from being an early employee at Salesforce to founding Zuora?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were the big takeaways for Tien from seeing the meteoric rise of Salesforce? How has that experience moulded his running and strategy with Zuora today?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Tien see as the fundamental benefits of a subscription model? What products and services does it work best for? What are the keys to assembling this model successfully?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Tien has previously referred to scaling as ‘the climb’. How does he approach this analogy What was the most challenging element of scaling for Tien? How did he overcome it?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Tien has previously said that market strategy is the $100m question all founders must ask. So how does Tien approach go to market? What are the fundamentals to think when considering different go to market options?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style= "font-weight: 400;">Biggest mentor and how the relationship came about?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Tien know now that he wishes he had known in the beginning?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Highlight of the Zuora journey so far?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/tientzuo"><span style= "font-weight: 400;">Tien Tzuo</span></a></p> <p> </p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/tientzuo">Tien Tzuo</a> is the Founder and CEO @ Zuora, one of the fastest growing SaaS companies that has been at the forefront of the rise of subscription business models. They have funding from some of the best in the business including the likes of Benchmark, Sequoia, Redpoint and Marc Benioff, just to name a few. As for Tien, before Zuora, Tzuo was one of the 'original forces' at salesforce.com, joining as employee number 11. In his 9 years at salesforce.com, served in numerous different roles including as Chief Marketing Officer for two years, and most recently as Chief Strategy Officer.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Tien make his way from being an early employee at Salesforce to founding Zuora?</li> <li style="font-weight: 400;">What were the big takeaways for Tien from seeing the meteoric rise of Salesforce? How has that experience moulded his running and strategy with Zuora today?</li> <li style="font-weight: 400;">What does Tien see as the fundamental benefits of a subscription model? What products and services does it work best for? What are the keys to assembling this model successfully?</li> <li style="font-weight: 400;">Tien has previously referred to scaling as ‘the climb’. How does he approach this analogy What was the most challenging element of scaling for Tien? How did he overcome it?</li> <li style="font-weight: 400;">Tien has previously said that market strategy is the $100m question all founders must ask. So how does Tien approach go to market? What are the fundamentals to think when considering different go to market options?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Biggest mentor and how the relationship came about?</li> <li style="font-weight: 400;">What does Tien know now that he wishes he had known in the beginning?</li> <li style="font-weight: 400;">Highlight of the Zuora journey so far?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/tientzuo">Tien Tzuo</a></p> <p> </p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Tien Tzuo is the Founder and CEO @ Zuora, one of the fastest growing SaaS companies that has been at the forefront of the rise of subscription business models. They have funding from some of the best in the business including the likes of Benchmark,...]]></itunes:subtitle>
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<title>SaaStr 093: Why You Cannot Be Excellent For Anyone If You Are Not Willing To Be Ok For Someone & How To Manage NPS Effectively With Scaling with Lexi Reese, Chief Customer Experience Officer @ Gusto </title>
<pubDate>Fri, 27 Jan 2017 14:22:26 +0000</pubDate>
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<description><![CDATA[<p><span style="font-weight: 400;">Lexi Reese is the Chief Customer Experience Officer at unicorn startup, Gusto and is one of the top female executives in Silicon Valley. Lexi’s passion for serving customers was sparked by her early career in microfinance as a public policy advocate with ACCION International—giving loans to people living in poverty to start their own ventures. She later worked at Google for eight years, most recently serving as Vice President of Programmatic Sales and Strategy globally. Lexi also started the Cambridge AdWords team for Google's small business organization. Now at Gusto, Lexi ensures that Gusto is continuously going above and beyond to serve all customers.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Lexi make her way from the world of Google and Facebook to SaaS with Gusto?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What were the biggest takeaways from spending 8 years at Google and seeing the immense hyper-growth there? How has Lexi applied those learnings to Gusto today?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Lexi look to put the ‘customer first’ thesis into practice? What does this look like in reality and from day 1?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can one maintain such high levels of customer service with an ever increasing customer base? How can one insert elements of repeatability to make this easier?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Question from Hunter Walk: How do you fundamentally measure customer satisfaction? What benchmarks do you calibrate against to consider success?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Lexi know now that she wishes she had known in the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Most challenging aspect of Lexi’s role?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Question from Tien @ Zuora: How do you look to avoid the hype culture that pervades the valley?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p> </p>]]></description>
<content:encoded><![CDATA[<p>Lexi Reese is the Chief Customer Experience Officer at unicorn startup, Gusto and is one of the top female executives in Silicon Valley. Lexi’s passion for serving customers was sparked by her early career in microfinance as a public policy advocate with ACCION International—giving loans to people living in poverty to start their own ventures. She later worked at Google for eight years, most recently serving as Vice President of Programmatic Sales and Strategy globally. Lexi also started the Cambridge AdWords team for Google's small business organization. Now at Gusto, Lexi ensures that Gusto is continuously going above and beyond to serve all customers.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Lexi make her way from the world of Google and Facebook to SaaS with Gusto?</li> <li style="font-weight: 400;">What were the biggest takeaways from spending 8 years at Google and seeing the immense hyper-growth there? How has Lexi applied those learnings to Gusto today?</li> <li style="font-weight: 400;">How does Lexi look to put the ‘customer first’ thesis into practice? What does this look like in reality and from day 1?</li> <li style="font-weight: 400;">How can one maintain such high levels of customer service with an ever increasing customer base? How can one insert elements of repeatability to make this easier?</li> <li style="font-weight: 400;">Question from Hunter Walk: How do you fundamentally measure customer satisfaction? What benchmarks do you calibrate against to consider success?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Lexi know now that she wishes she had known in the beginning?</li> <li style="font-weight: 400;">Most challenging aspect of Lexi’s role?</li> <li style="font-weight: 400;">Question from Tien @ Zuora: How do you look to avoid the hype culture that pervades the valley?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p> </p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Lexi Reese is the Chief Customer Experience Officer at unicorn startup, Gusto and is one of the top female executives in Silicon Valley. Lexi’s passion for serving customers was sparked by her early career in microfinance as a public policy advocate...]]></itunes:subtitle>
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<title>SaaStr 092: Raising $100m From Sequoia & Why Sustainable Growth Is Fundamental with Zoom's Eric Yuan</title>
<pubDate>Mon, 23 Jan 2017 08:10:48 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/ericsyuan"><span style= "font-weight: 400;">Eric Yuan</span></a> <span style= "font-weight: 400;">is the Founder & CEO @ Zoom, the video and web conferencing service that just last week raised $100m in venture funding from Sequoia Capital.</span> <span style= "font-weight: 400;">Prior to founding Zoom, Eric was Corporate Vice President of Engineering at Cisco, where he was responsible for Cisco's collaboration software development. As one of the founding engineers and Vice President of Engineering at WebEx, Eric was the heart and soul of the WebEx product from 1997 to 2011. Eric proudly grew the WebEx team from 10 engineers to more than 800 worldwide, and contributed to revenue growth from $0 to more than $800M. Eric is a named inventor on 11 issued and 20 pending patents in real time collaboration.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;">How did Eric make his way into the world of SaaS? What was a-ha moment and founding story of WebEx?</li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Eric think about building products, customer first? What does that mindset and approach look like What are the main questions to ask? What are the challenges in doing so?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How should one approach growth with startups? Is growth ever in need of control? If so, what can be done to control growth? How can this be done without angering investors?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Eric has said before that founders must ‘spend more and burn less’. What does he mean by this? What does that look like in reality? What should be the main focus?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Does Eric agree with the notion that founders always undersell? How does Eric approach the situation of leaving money on the table? What are the challenges of doing so?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Eric know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Eric’s Fave SaaS Reading Material?</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Biggest advice to SaaS founders?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/ericsyuan"><span style= "font-weight: 400;">Eric Yuan</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/ericsyuan">Eric Yuan</a> is the Founder & CEO @ Zoom, the video and web conferencing service that just last week raised $100m in venture funding from Sequoia Capital. Prior to founding Zoom, Eric was Corporate Vice President of Engineering at Cisco, where he was responsible for Cisco's collaboration software development. As one of the founding engineers and Vice President of Engineering at WebEx, Eric was the heart and soul of the WebEx product from 1997 to 2011. Eric proudly grew the WebEx team from 10 engineers to more than 800 worldwide, and contributed to revenue growth from $0 to more than $800M. Eric is a named inventor on 11 issued and 20 pending patents in real time collaboration.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Eric make his way into the world of SaaS? What was a-ha moment and founding story of WebEx?</li> <li style="font-weight: 400;">How does Eric think about building products, customer first? What does that mindset and approach look like What are the main questions to ask? What are the challenges in doing so?</li> <li style="font-weight: 400;">How should one approach growth with startups? Is growth ever in need of control? If so, what can be done to control growth? How can this be done without angering investors?</li> <li style="font-weight: 400;">Eric has said before that founders must ‘spend more and burn less’. What does he mean by this? What does that look like in reality? What should be the main focus?</li> <li style="font-weight: 400;">Does Eric agree with the notion that founders always undersell? How does Eric approach the situation of leaving money on the table? What are the challenges of doing so?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">What does Eric know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">Eric’s Fave SaaS Reading Material?</li> <li style="font-weight: 400;">Biggest advice to SaaS founders?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/ericsyuan">Eric Yuan</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Eric Yuan is the Founder & CEO @ Zoom, the video and web conferencing service that just last week raised $100m in venture funding from Sequoia Capital. Prior to founding Zoom, Eric was Corporate Vice President of Engineering at Cisco, where he was...]]></itunes:subtitle>
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<title>SaaStr 091: Jason Lemkin on Why Hire Fast Fire Fast is BS, Why He Never Invests In Quarterly MRR & Why The Key Is Successful Reinvention</title>
<pubDate>Fri, 20 Jan 2017 09:51:59 +0000</pubDate>
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<description><![CDATA[<p><span style="font-weight: 400;"><a href= "https://twitter.com/jasonlk">Jason Lemkin</a> is the Founder and VC @ SaaStr, or more accurately put Jason is</span> <span style= "font-weight: 400;">a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, Greenhouse.io,</span> <a href= "http://www.pipedrive.com/"><span style= "font-weight: 400;">Pipedrive</span></a><span style= "font-weight: 400;">,</span> <a href= "http://www.algolia.com/"><span style= "font-weight: 400;">Algolia</span></a><span style= "font-weight: 400;">,</span> <a href= "http://www.talkdesk.com/"><span style= "font-weight: 400;">Talkdesk</span></a><span style= "font-weight: 400;">,</span> <a href= "http://www.rainforestqa.com/"><span style= "font-weight: 400;">RainforestQA</span></a><span style= "font-weight: 400;">,</span> <a href= "http://www.automile.com/"><span style= "font-weight: 400;">Automile</span></a><span style= "font-weight: 400;">, and more. He is also an advisor or smaller investor in Showpad, FrontApp, Influitive, BetterWorks, and other SaaS leaders. Jason has co-founded two successful start-ups selling to the enterprise. Before SaaStr and VC investing, he was CEO and co-founder of EchoSign, the web’s most popular electronic signature service, from inception through its acquisition by Adobe Systems Inc. He then served as Vice President, Web Services at Adobe, where he oversaw the growth of EchoSign and Adobe Document Services to $50,000,000 in ARR in 2012 and $100,000,000+ ARR in 2013. Prior to EchoSign and Adobe, he co-founded one of the only successes in nanotechnology, NanoGram Devices, which was acquired for $50m just 13 months after founding. Other than SaaS he is like me, no known hobbies.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Jason make his way into the world of SaaS and come to be Founder and VC @ SaaStr?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">ACV: What levels of ACV and characteristics suggest potential for a unicorn? How does Jason look to help founders attain higher ACVs? Why is stay focused horrible advice with regards to increasing your ACV with differing customer demands?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Does Jason believe that founders always undersell? What advice would Jason give to founders that are nervous to ask for more? What customer response would excite Jason and what would make him concerned?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Jason has previously said that ‘founders have to be 110% committed to sales’. What does this mean? How does this look when assessing a founder? Should founders be happy to pay their sales hires more than them? How quickly should the payback period be on these reps?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Jason has also previously said that some founders financials are ‘simply ridiculous’. What makes him say this? What financials are fundamental to have very accurately pin pointed? Why is 100% gross margin impossible?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jason like it when startups have clients that are not in tech?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jason know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What should SaaS founders look for in their investors?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jason only invest out of the SaaStr community?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href= "https://twitter.com/jasonlk">Jason Lemkin</a> is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, Greenhouse.io, <a href= "http://www.pipedrive.com/">Pipedrive</a>, <a href= "http://www.algolia.com/">Algolia</a>, <a href= "http://www.talkdesk.com/">Talkdesk</a>, <a href= "http://www.rainforestqa.com/">RainforestQA</a>, <a href= "http://www.automile.com/">Automile</a>, and more. He is also an advisor or smaller investor in Showpad, FrontApp, Influitive, BetterWorks, and other SaaS leaders. Jason has co-founded two successful start-ups selling to the enterprise. Before SaaStr and VC investing, he was CEO and co-founder of EchoSign, the web’s most popular electronic signature service, from inception through its acquisition by Adobe Systems Inc. He then served as Vice President, Web Services at Adobe, where he oversaw the growth of EchoSign and Adobe Document Services to $50,000,000 in ARR in 2012 and $100,000,000+ ARR in 2013. Prior to EchoSign and Adobe, he co-founded one of the only successes in nanotechnology, NanoGram Devices, which was acquired for $50m just 13 months after founding. Other than SaaS he is like me, no known hobbies.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Jason make his way into the world of SaaS and come to be Founder and VC @ SaaStr?</li> <li style="font-weight: 400;">ACV: What levels of ACV and characteristics suggest potential for a unicorn? How does Jason look to help founders attain higher ACVs? Why is stay focused horrible advice with regards to increasing your ACV with differing customer demands?</li> <li style="font-weight: 400;">Does Jason believe that founders always undersell? What advice would Jason give to founders that are nervous to ask for more? What customer response would excite Jason and what would make him concerned?</li> <li style="font-weight: 400;">Jason has previously said that ‘founders have to be 110% committed to sales’. What does this mean? How does this look when assessing a founder? Should founders be happy to pay their sales hires more than them? How quickly should the payback period be on these reps?</li> <li style="font-weight: 400;">Jason has also previously said that some founders financials are ‘simply ridiculous’. What makes him say this? What financials are fundamental to have very accurately pin pointed? Why is 100% gross margin impossible?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Why does Jason like it when startups have clients that are not in tech?</li> <li style="font-weight: 400;">What does Jason know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What should SaaS founders look for in their investors?</li> <li style="font-weight: 400;">Why does Jason only invest out of the SaaStr community?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jason Lemkin is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, Greenhouse.io, Pipedrive, Algolia,...]]></itunes:subtitle>
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<title>SaaStr 090: SaaStr's Own Jason Lemkin on The Specific Characteristics Jason Looks For In Founders? What Levels Of ACV Suggest The Potential For A Unicorn? Why Founders Always Undersell & How You Should Hire Your First Sales Reps? </title>
<pubDate>Mon, 16 Jan 2017 10:00:48 +0000</pubDate>
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<description><![CDATA[<p><span style="font-weight: 400;">Jason Lemkin is the Founder and VC @ SaaStr, or more accurately put Jason is</span> <span style= "font-weight: 400;">a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, Greenhouse.io,</span> <a href= "http://www.pipedrive.com/"><span style= "font-weight: 400;">Pipedrive</span></a><span style= "font-weight: 400;">,</span> <a href= "http://www.algolia.com/"><span style= "font-weight: 400;">Algolia</span></a><span style= "font-weight: 400;">,</span> <a href= "http://www.talkdesk.com/"><span style= "font-weight: 400;">Talkdesk</span></a><span style= "font-weight: 400;">,</span> <a href= "http://www.rainforestqa.com/"><span style= "font-weight: 400;">RainforestQA</span></a><span style= "font-weight: 400;">,</span> <a href= "http://www.automile.com/"><span style= "font-weight: 400;">Automile</span></a><span style= "font-weight: 400;">, and more. He is also an advisor or smaller investor in Showpad, FrontApp, Influitive, BetterWorks, and other SaaS leaders. Jason has co-founded two successful start-ups selling to the enterprise. Before SaaStr and VC investing, he was CEO and co-founder of EchoSign, the web’s most popular electronic signature service, from inception through its acquisition by Adobe Systems Inc. He then served as Vice President, Web Services at Adobe, where he oversaw the growth of EchoSign and Adobe Document Services to $50,000,000 in ARR in 2012 and $100,000,000+ ARR in 2013. Prior to EchoSign and Adobe, he co-founded one of the only successes in nanotechnology, NanoGram Devices, which was acquired for $50m just 13 months after founding. Other than SaaS he is like me, no known hobbies.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Jason make his way into the world of SaaS and come to be Founder and VC @ SaaStr?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">ACV: What levels of ACV and characteristics suggest potential for a unicorn? How does Jason look to help founders attain higher ACVs? Why is stay focused horrible advice with regards to increasing your ACV with differing customer demands?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Does Jason believe that founders always undersell? What advice would Jason give to founders that are nervous to ask for more? What customer response would excite Jason and what would make him concerned?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Jason has previously said that ‘founders have to be 110% committed to sales’. What does this mean? How does this look when assessing a founder? Should founders be happy to pay their sales hires more than them? How quickly should the payback period be on these reps?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Jason has also previously said that some founders financials are ‘simply ridiculous’. What makes him say this? What financials are fundamental to have very accurately pin pointed? Why is 100% gross margin impossible?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jason like it when startups have clients that are not in tech?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Jason know now that he wishes he had known at the beginning?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What should SaaS founders look for in their investors?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Jason only invest out of the SaaStr community?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p>]]></description>
<content:encoded><![CDATA[<p>Jason Lemkin is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, Greenhouse.io, <a href= "http://www.pipedrive.com/">Pipedrive</a>, <a href= "http://www.algolia.com/">Algolia</a>, <a href= "http://www.talkdesk.com/">Talkdesk</a>, <a href= "http://www.rainforestqa.com/">RainforestQA</a>, <a href= "http://www.automile.com/">Automile</a>, and more. He is also an advisor or smaller investor in Showpad, FrontApp, Influitive, BetterWorks, and other SaaS leaders. Jason has co-founded two successful start-ups selling to the enterprise. Before SaaStr and VC investing, he was CEO and co-founder of EchoSign, the web’s most popular electronic signature service, from inception through its acquisition by Adobe Systems Inc. He then served as Vice President, Web Services at Adobe, where he oversaw the growth of EchoSign and Adobe Document Services to $50,000,000 in ARR in 2012 and $100,000,000+ ARR in 2013. Prior to EchoSign and Adobe, he co-founded one of the only successes in nanotechnology, NanoGram Devices, which was acquired for $50m just 13 months after founding. Other than SaaS he is like me, no known hobbies.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Jason make his way into the world of SaaS and come to be Founder and VC @ SaaStr?</li> <li style="font-weight: 400;">ACV: What levels of ACV and characteristics suggest potential for a unicorn? How does Jason look to help founders attain higher ACVs? Why is stay focused horrible advice with regards to increasing your ACV with differing customer demands?</li> <li style="font-weight: 400;">Does Jason believe that founders always undersell? What advice would Jason give to founders that are nervous to ask for more? What customer response would excite Jason and what would make him concerned?</li> <li style="font-weight: 400;">Jason has previously said that ‘founders have to be 110% committed to sales’. What does this mean? How does this look when assessing a founder? Should founders be happy to pay their sales hires more than them? How quickly should the payback period be on these reps?</li> <li style="font-weight: 400;">Jason has also previously said that some founders financials are ‘simply ridiculous’. What makes him say this? What financials are fundamental to have very accurately pin pointed? Why is 100% gross margin impossible?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">Why does Jason like it when startups have clients that are not in tech?</li> <li style="font-weight: 400;">What does Jason know now that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What should SaaS founders look for in their investors?</li> <li style="font-weight: 400;">Why does Jason only invest out of the SaaStr community?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Jason Lemkin is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, Greenhouse.io, Pipedrive, Algolia,...]]></itunes:subtitle>
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<title>SaaStr 089: Buffer's Leo Widrich on The Top 10 Learnings in Growing to 10m ARR.</title>
<pubDate>Fri, 13 Jan 2017 14:49:00 +0000</pubDate>
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<description><![CDATA[<p><span style="font-weight: 400;"><a href= "https://twitter.com/leowid">Leo Widrich</a> is the Founder & COO @ Buffer, the</span> <span style="font-weight: 400;">Simple and powerful social media scheduling, publishing & analytics. They have raised funding from some of the best including Scott and Cyan Banister, Hubspot’s Dharmesh Shah, Hiten Shah and Eric Ries just to name a few. Now in today’s talk with Leo he breaks down his and the Buffer teams Top 10 Learnings in Growing to 10m ARR.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;">What are the 3 questions Leo asks his customers to understand them best? When is the right time to ask them? How should you follow up from this?</li> <li style="font-weight: 400;"><span style="font-weight: 400;">How to experiment with weekly masterminds? How do masterminds work? When is the right time to do them? What is important to remember in entering a mastermind?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Leo assess pricing structure? Why does he think it is important to experiment with different pricing? How do you do so without losing customers or trust?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Leo advise startup founders to get advice from mentors with conflicting opinions? Why is this important and how should a decision be reached?</span></li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/leowid"><span style= "font-weight: 400;">Leo Widrich</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href= "https://twitter.com/leowid">Leo Widrich</a> is the Founder & COO @ Buffer, the Simple and powerful social media scheduling, publishing & analytics. They have raised funding from some of the best including Scott and Cyan Banister, Hubspot’s Dharmesh Shah, Hiten Shah and Eric Ries just to name a few. Now in today’s talk with Leo he breaks down his and the Buffer teams Top 10 Learnings in Growing to 10m ARR.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">What are the 3 questions Leo asks his customers to understand them best? When is the right time to ask them? How should you follow up from this?</li> <li style="font-weight: 400;">How to experiment with weekly masterminds? How do masterminds work? When is the right time to do them? What is important to remember in entering a mastermind?</li> <li style="font-weight: 400;">How does Leo assess pricing structure? Why does he think it is important to experiment with different pricing? How do you do so without losing customers or trust?</li> <li style="font-weight: 400;">Why does Leo advise startup founders to get advice from mentors with conflicting opinions? Why is this important and how should a decision be reached?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/leowid">Leo Widrich</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Leo Widrich is the Founder & COO @ Buffer, the Simple and powerful social media scheduling, publishing & analytics. They have raised funding from some of the best including Scott and Cyan Banister, Hubspot’s Dharmesh Shah, Hiten Shah and...]]></itunes:subtitle>
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<title>SaaStr 088: How To React When A Lead Goes Dark? How Sales Reps Can Be Polite Not Rude? Why Summary Emails Are Fundamental After All Client Interactions with John Barrows, Godfather of Sales</title>
<pubDate>Mon, 09 Jan 2017 07:21:28 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/JohnMBarrows"><span style= "font-weight: 400;">John Barrows</span></a> <span style= "font-weight: 400;">is essentially the Godfather of Sales. We often have VPs of Sales from tech titans on the show but who trains those VPs and sales reps to be the best in the world at sales? That is where John Barrows comes in, with clients including Dropbox, Box, Marketo, Twilio and many more, John has amassed a wealth of knowledge and experience allowing him to provide the most proactive sales tips and strategies to optimise the sales process.</span> <a href="http://t.co/LiGzR1x2pL"><span style="font-weight: 400;">If you have not checked out his blog, that really is a must and can be found here.</span></a></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did John make his way into the world of SaaS and more specifically sales optimisation?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the key points all reps must cover in their first calls with new leads? Why is expectation setting so crucial?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does John believe the best client to rep relationships are those that are equal? How can reps continue to provide value with every interaction?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">In the case of leads going dark, how can sales reps engage with the lead to ensure conversion? What words must be avoided and how should this conversation be structured?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How can sales reps perfect the balance of being direct and being rude? How important is a summary email? What is the optimal structure and how should sales reps follow up on summary emails?</span></li> </ul> <p style="text-align: center;"><strong>60 Second SaaStr</strong></p> <ol> <li style="font-weight: 400;"><span style="font-weight: 400;">The most common question asked to John by VPs of Sales?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the benefits of Top Down prospecting?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Do execs need structure?</span></li> </ol> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/JohnMBarrows"><span style= "font-weight: 400;">John Barrows</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/JohnMBarrows">John Barrows</a> is essentially the Godfather of Sales. We often have VPs of Sales from tech titans on the show but who trains those VPs and sales reps to be the best in the world at sales? That is where John Barrows comes in, with clients including Dropbox, Box, Marketo, Twilio and many more, John has amassed a wealth of knowledge and experience allowing him to provide the most proactive sales tips and strategies to optimise the sales process. <a href="http://t.co/LiGzR1x2pL">If you have not checked out his blog, that really is a must and can be found here.</a></p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did John make his way into the world of SaaS and more specifically sales optimisation?</li> <li style="font-weight: 400;">What are the key points all reps must cover in their first calls with new leads? Why is expectation setting so crucial?</li> <li style="font-weight: 400;">Why does John believe the best client to rep relationships are those that are equal? How can reps continue to provide value with every interaction?</li> <li style="font-weight: 400;">In the case of leads going dark, how can sales reps engage with the lead to ensure conversion? What words must be avoided and how should this conversation be structured?</li> <li style="font-weight: 400;">How can sales reps perfect the balance of being direct and being rude? How important is a summary email? What is the optimal structure and how should sales reps follow up on summary emails?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ol> <li style="font-weight: 400;">The most common question asked to John by VPs of Sales?</li> <li style="font-weight: 400;">What are the benefits of Top Down prospecting?</li> <li style="font-weight: 400;">Do execs need structure?</li> </ol> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/JohnMBarrows">John Barrows</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[John Barrows is essentially the Godfather of Sales. We often have VPs of Sales from tech titans on the show but who trains those VPs and sales reps to be the best in the world at sales? That is where John Barrows comes in, with clients including...]]></itunes:subtitle>
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<title>SaaStr 087: Successful SaaS Startups Do 1 Of Two Things & Why Specialisation Is Key To Success In SaaS with Michael Driscoll, Founder @ CEO @ Metamarkets</title>
<pubDate>Fri, 06 Jan 2017 14:14:35 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/medriscoll"><span style= "font-weight: 400;">Michael Driscoll</span></a> <span style= "font-weight: 400;">is the Co-Founder and CEO @</span> <a href= "http://www.metamarkets.com/"><span style= "font-weight: 400;">Metamarkets</span></a><span style= "font-weight: 400;">, the startup that provide interactive analytics for programmatic marketing. They have raised over $38m in VC funding from our good friends at Data Collective, Founder Collective, IA Ventures and more incredible investors. As for Michael,</span> <span style="font-weight: 400;">prior to Metamarkets, he started two other companies: Dataspora, a life science analytics company (acquired by Via Science in 2011), and CustomInk.com, an early pioneer in e-commerce.</span> <span style= "font-weight: 400;">Fun fact: Michael is also a founding Partner of the previously mentioned VC fund, Data Collective.</span></p> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>In Today’s Episode You Will Learn:</strong></span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How did Michael make his way from data lover to Silicon Valley SaaS Founder?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mike believe in the inherent value of customer focus and product focus? What are the measurable benefits of being so specialised?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Mike believe it is so hard to be a cost leader in software? What are the fundamental challenges? What role does open source play in this?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Mike view the alignment of the sales and the engineering team? Is it possible to have a harmonious relationship between the two?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What should SaaS startup founders look for in potential seed investors? How can they determine whether they have these qualities? What should they look at in particular?</span></li> </ul> <p style="text-align: center;"><span style= "text-decoration: underline;"><strong>60 Second SaaStr</strong></span></p> <ul> <li style="font-weight: 400;"><span style= "font-weight: 400;">Mike’s fave productivity tools?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What most companies are doing wrong in their approach to data science?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What does Mike know now that he wishes he had known at the start?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/medriscoll"><span style= "font-weight: 400;">Michael Driscoll</span></a></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/medriscoll">Michael Driscoll</a> is the Co-Founder and CEO @ <a href= "http://www.metamarkets.com/">Metamarkets</a>, the startup that provide interactive analytics for programmatic marketing. They have raised over $38m in VC funding from our good friends at Data Collective, Founder Collective, IA Ventures and more incredible investors. As for Michael, prior to Metamarkets, he started two other companies: Dataspora, a life science analytics company (acquired by Via Science in 2011), and CustomInk.com, an early pioneer in e-commerce. Fun fact: Michael is also a founding Partner of the previously mentioned VC fund, Data Collective.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400;">How did Michael make his way from data lover to Silicon Valley SaaS Founder?</li> <li style="font-weight: 400;">Why does Mike believe in the inherent value of customer focus and product focus? What are the measurable benefits of being so specialised?</li> <li style="font-weight: 400;">Why does Mike believe it is so hard to be a cost leader in software? What are the fundamental challenges? What role does open source play in this?</li> <li style="font-weight: 400;">How does Mike view the alignment of the sales and the engineering team? Is it possible to have a harmonious relationship between the two?</li> <li style="font-weight: 400;">What should SaaS startup founders look for in potential seed investors? How can they determine whether they have these qualities? What should they look at in particular?</li> </ul> <p style="text-align: center;">60 Second SaaStr</p> <ul> <li style="font-weight: 400;">Mike’s fave productivity tools?</li> <li style="font-weight: 400;">What most companies are doing wrong in their approach to data science?</li> <li style="font-weight: 400;">What does Mike know now that he wishes he had known at the start?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/medriscoll">Michael Driscoll</a></p>]]></content:encoded>
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<itunes:subtitle><![CDATA[Michael Driscoll is the Co-Founder and CEO @ Metamarkets, the startup that provide interactive analytics for programmatic marketing. They have raised over $38m in VC funding from our good friends at Data Collective, Founder Collective, IA Ventures and...]]></itunes:subtitle>
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<title>SaaStr 086: Why You Have To Focus On A Tiny Market & How to Sell That Market To VCs with Auren Hoffman, Founder @ Safegraph & LiveRamp</title>
<pubDate>Mon, 02 Jan 2017 13:07:09 +0000</pubDate>
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<description><![CDATA[<p><a href="https://twitter.com/auren"><span style= "font-weight: 400;">Auren Hoffman</span></a> <span style= "font-weight: 400;">is best known for being the former CEO and Founder @ LiveRamp, the leading data onboarder that was acquired by Acxiom for $310m. Today’s talk focuses on the 5 core lessons Auren took from that incredible journey with LiveRamp. Auren was also an angel investor and board member at BrightRoll, prior to it’s $610m acquisition by Yahoo. Today, he is the CEO at</span> <a href= "http://www.safegraph.com/"><span style= "font-weight: 400;">SafeGraph</span></a><span style= "font-weight: 400;">, the startup that is unlocking the world’s most powerful data so that machines and humans can answer some of society’s toughest questions.</span></p> <p style="text-align: center;"><strong>In Today’s Episode You Will Learn:</strong></p> <ul> <li style="font-weight: 400; text-align: left;"><span style= "font-weight: 400;">What is Auren’s thesis towards hiring all round athletes as opposed to position players? When do it make sense to do either? What stage of the company is right for which persona?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What are the two different types of sales personas? At what type of company should you hire a relationship driven sales team and then what type of company for a product driven sales team?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why does Auren believe you should target a very small niche of the market? What are the benefits of such focus? How can you sell such a small market to VCs?</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How does Auren perceive the future of enterprise software? How has the rise of bottoms up sales affected the SaaS environment? How many more SaaS companies and buyers of SaaS are there today, compared to 10 years ago?</span></li> </ul> <p><span style="font-weight: 400;">If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</span></p> <p><a href="https://twitter.com/jasonlk"><span style= "font-weight: 400;">Jason Lemkin</span></a></p> <p><a href="https://twitter.com/HarryStebbings"><span style= "font-weight: 400;">Harry Stebbings</span></a></p> <p><a href="https://twitter.com/saastr"><span style= "font-weight: 400;">SaaStr</span></a></p> <p><a href="https://twitter.com/auren"><span style= "font-weight: 400;">Auren Hoffman</span></a></p> <p><span style="font-weight: 400;">Algolia the robust search API that allows developers to integrate lightning fast, typo-tolerant search into their SaaS product. Out of the box, Algolia offers developers a powerful platform for building great search experiences. By owning the entire stack from engine to server, Algolia free up development teams to focus on adding intuitive search that delights users.</span> <em><span style= "font-weight: 400;">This is perfect</span></em> <span style= "font-weight: 400;">for existing search teams looking to spend less time on maintenance and infrastructure management and more time on user experience. For small SaaS teams, Algolia is a great investment on top of your existing stack that requires no specialist engineers.</span> <em><span style= "font-weight: 400;">And you</span></em> <span style= "font-weight: 400;">can learn more about how Algolia helps SaaS Scale Search and get started on their 14-day Free Trial at</span> <a href="http://algolia.com/saastrpodcast"><span style= "font-weight: 400;">Algolia.com/SaaStrPodcast</span></a></p> <p><br /> <br /></p>]]></description>
<content:encoded><![CDATA[<p><a href="https://twitter.com/auren">Auren Hoffman</a> is best known for being the former CEO and Founder @ LiveRamp, the leading data onboarder that was acquired by Acxiom for $310m. Today’s talk focuses on the 5 core lessons Auren took from that incredible journey with LiveRamp. Auren was also an angel investor and board member at BrightRoll, prior to it’s $610m acquisition by Yahoo. Today, he is the CEO at <a href= "http://www.safegraph.com/">SafeGraph</a>, the startup that is unlocking the world’s most powerful data so that machines and humans can answer some of society’s toughest questions.</p> <p style="text-align: center;">In Today’s Episode You Will Learn:</p> <ul> <li style="font-weight: 400; text-align: left;">What is Auren’s thesis towards hiring all round athletes as opposed to position players? When do it make sense to do either? What stage of the company is right for which persona?</li> <li style="font-weight: 400;">What are the two different types of sales personas? At what type of company should you hire a relationship driven sales team and then what type of company for a product driven sales team?</li> <li style="font-weight: 400;">Why does Auren believe you should target a very small niche of the market? What are the benefits of such focus? How can you sell such a small market to VCs?</li> <li style="font-weight: 400;">How does Auren perceive the future of enterprise software? How has the rise of bottoms up sales affected the SaaS environment? How many more SaaS companies and buyers of SaaS are there today, compared to 10 years ago?</li> </ul> <p>If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:</p> <p><a href="https://twitter.com/jasonlk">Jason Lemkin</a></p> <p><a href="https://twitter.com/HarryStebbings">Harry Stebbings</a></p> <p><a href="https://twitter.com/saastr">SaaStr</a></p> <p><a href="https://twitter.com/auren">Auren Hoffman</a></p> <p>Algolia the robust search API that allows developers to integrate lightning fast, typo-tolerant search into their SaaS product. Out of the box, Algolia offers developers a powerful platform for building great search experiences. By owning the entire stack from engine to server, Algolia free up development teams to focus on adding intuitive search that delights users. <em>This is perfect</em> for existing search teams looking to spend less time on maintenance and infrastructure management and more time on user experience. For small SaaS teams, Algolia is a great investment on top of your existing stack that requires no specialist engineers. <em>And you</em> can learn more about how Algolia helps SaaS Scale Search and get started on their 14-day Free Trial at <a href="http://algolia.com/saastrpodcast">Algolia.com/SaaStrPodcast</a></p> <p> </p>]]></content:encoded>
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<chunk id="36dce9f7118e056798289b0019752f51e83568d9.c1" text="Powassan virus (POWV) is an emerging tick-borne arbovirus presenting a public health threat in North America. POWV lineage II, also known as deer tick virus, is the strain of the virus most frequently found in Ixodes scapularis ticks and is implicated in most cases of POWV encephalitis in the United States. Currently, no commercial tests are available to detect POWV exposure in tick-borne disease (TBD) patients. We describe here the development and analytical validation of a serologic test panel to detect POWV infections. The panel uses an indirect enzyme immunoassay (EIA) to screen. EIA-positive samples reflex to a laboratory-developed, POWVspecific immunofluorescence assay (IFA). The analytical sensitivity of the test panel was 89%, and the limit of detection was a plaque reduction neutralization test (PRNT) titer of 1:20. The analytical specificity was 100% for the IgM assay and 65% for the IgG assay when heterologous-flavivirus-positive samples were tested. On samples collected from regions where Lyme disease is endemic, seroprevalence for POWV in TBD samples was 9.4% (10 of 106) versus 2% when tested with non-TBD samples (2 of 100, P ϭ 0.034). No evidence of POWV infection was seen in samples collected from a region where Lyme disease was not endemic (0 of 22). This test panel provides a sensitive and specific platform for detecting a serologic response to POWV early in the course of infection when neutralizing antibodies may not be detectable. Combined with clinical history, the panel is an effective tool for identifying acute POWV infection.">
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| 231.75 | 1,640 | 0.808342 |
a88fa1063e2834275e9ba39af9bf367358d6b18d | 2,666 | xml | XML | trainingdata/cache/07/41419607.xml | jremillard/osm-changeset-classification | 61b21d526300c1152f7b29c0c93f2953dd1cd323 | [
"MIT"
] | 16 | 2018-03-05T14:21:53.000Z | 2021-07-11T23:16:21.000Z | trainingdata/cache/07/41419607.xml | jremillard/osm-changeset-classification | 61b21d526300c1152f7b29c0c93f2953dd1cd323 | [
"MIT"
] | 2 | 2018-03-05T16:33:10.000Z | 2018-04-13T01:15:11.000Z | trainingdata/cache/07/41419607.xml | jremillard/osm-changeset-classification | 61b21d526300c1152f7b29c0c93f2953dd1cd323 | [
"MIT"
] | 2 | 2018-03-14T13:06:34.000Z | 2020-09-12T01:50:21.000Z | <changeset id="41419607" schema="2">
<counts nodesAdded="9" nodesDeleted="1" nodesModified="0" relationsAdded="0" relationsDeleted="0" relationsModified="0" waysAdded="1" waysDeleted="0" waysModified="6" />
<meta>
<tag k="comment" v="mejorando LP con MAPbox" />
<tag k="created_by" v="iD 1.9.7" />
<tag k="host" v="https://www.openstreetmap.org/id" />
<tag k="imagery_used" v="Mapbox" />
<tag k="locale" v="es" />
</meta>
<body>
<tag id="565826342" k="highway" o="none" type="node" v="crossing" />
<tag id="565826342" k="crossing_ref" o="none" type="node" v="zebra" />
<tag id="565826348" k="highway" o="none" type="node" v="crossing" />
<tag id="565826348" k="crossing_ref" o="none" type="node" v="zebra" />
<tag id="3927891637" k="name" o="none" type="node" v="Barnett" />
<tag id="3927891637" k="shop" o="none" type="node" v="optician" />
<tag id="4319038737" k="name" o="none" type="node" v="El Condor" />
<tag id="4319038737" k="tourism" o="none" type="node" v="artwork" />
<tag id="4319038737" k="artwork_type" o="none" type="node" v="sculpture" />
<tag id="4319038859" k="highway" o="none" type="node" v="crossing" />
<tag id="4319038859" k="crossing_ref" o="none" type="node" v="zebra" />
<tag id="4319038876" k="natural" o="none" type="node" v="tree" />
<tag id="44218694" k="name" o="none" type="way" v="Calle Plaza El Condor" />
<tag id="44218694" k="oneway" o="none" type="way" v="yes" />
<tag id="44218694" k="highway" o="none" type="way" v="secondary" />
<tag id="44218694" k="junction" o="none" type="way" v="roundabout" />
<tag id="44546751" k="highway" o="none" type="way" v="residential" />
<tag id="44546761" k="name" o="none" type="way" v="Calle Chaco" />
<tag id="44546761" k="fixme" o="none" type="way" v="resurvey" />
<tag id="44546761" k="source" o="none" type="way" v="Yahoo" />
<tag id="44546761" k="highway" o="none" type="way" v="residential" />
<tag id="167106056" k="highway" o="none" type="way" v="residential" />
<tag id="432977479" k="name" o="none" type="way" v="Calle Plaza José Martí" />
<tag id="432977479" k="oneway" o="none" type="way" v="yes" />
<tag id="432977479" k="highway" o="none" type="way" v="residential" />
<tag id="432977479" k="surface" o="none" type="way" v="paved" />
<tag id="432977479" k="junction" o="none" type="way" v="roundabout" />
<tag id="432977479" k="sidewalk" o="none" type="way" v="both" />
<tag id="432977482" k="building" o="none" type="way" v="yes" />
<tag id="436953964" k="leisure" o="add" type="way" v="park" />
</body>
</changeset>
| 62 | 171 | 0.602026 |
e648e08c68309cad8439674f651d4a2b1f29ea32 | 1,688 | fxml | XML | src/mainmenu/mainmenu.fxml | GioBonvi/WhatsappSpammer | 6b24f44e9920a429971cad960c84b899ab01189a | [
"MIT"
] | 12 | 2018-01-20T19:31:45.000Z | 2022-03-05T23:27:54.000Z | src/mainmenu/mainmenu.fxml | GioBonvi/WhatsappSpammer | 6b24f44e9920a429971cad960c84b899ab01189a | [
"MIT"
] | 1 | 2018-02-03T00:50:45.000Z | 2018-02-03T00:50:45.000Z | src/mainmenu/mainmenu.fxml | GioBonvi/WhatsappSpammer | 6b24f44e9920a429971cad960c84b899ab01189a | [
"MIT"
] | 3 | 2018-09-24T22:30:54.000Z | 2020-07-14T14:12:17.000Z | <?xml version="1.0" encoding="UTF-8"?>
<?import javafx.scene.text.*?>
<?import java.lang.*?>
<?import java.net.*?>
<?import java.util.*?>
<?import javafx.geometry.*?>
<?import javafx.scene.*?>
<?import javafx.scene.control.*?>
<?import javafx.scene.layout.*?>
<BorderPane prefHeight="285.0" prefWidth="400.0" styleClass="root" xmlns="http://javafx.com/javafx/8" xmlns:fx="http://javafx.com/fxml/1" fx:controller="mainmenu.MainmenuController">
<top>
<Label styleClass="title" text="Whatsapp Spammer" BorderPane.alignment="CENTER">
<BorderPane.margin>
<Insets top="20.0" />
</BorderPane.margin>
</Label>
</top>
<center>
<VBox alignment="CENTER" prefHeight="265.0" prefWidth="339.0" spacing="20" BorderPane.alignment="CENTER">
<children>
<Button onAction="#handleSingleMessage" text="Single message" />
<Button onAction="#handleMessageList" text="List of messages" />
</children>
<padding>
<Insets bottom="20" left="20" right="20" top="20" />
</padding>
</VBox>
</center>
<bottom>
<HBox alignment="CENTER" maxHeight="50.0" minHeight="50.0" prefHeight="50.0" prefWidth="444.0" spacing="20.0" styleClass="footer" BorderPane.alignment="CENTER">
<children>
<Button mnemonicParsing="false" onAction="#handleHelp" text="Help" />
<Button cancelButton="true" onAction="#handleClose" text="Close" />
</children>
</HBox>
</bottom>
<stylesheets>
<URL value="@/resources/main.css" />
<URL value="https://fonts.googleapis.com/css?family=Roboto:400,500,900" />
</stylesheets>
</BorderPane>
| 38.363636 | 182 | 0.622038 |
5713f24979c0800b629edf1d49a7a7edd181b4cf | 9,383 | xml | XML | doc/en/PCSC.Iso7816/IIsoReader.xml | watsug/pcsc-sharp | 635da34445d07e6759455cedc2e5dd47e362a4a9 | [
"BSD-2-Clause"
] | null | null | null | doc/en/PCSC.Iso7816/IIsoReader.xml | watsug/pcsc-sharp | 635da34445d07e6759455cedc2e5dd47e362a4a9 | [
"BSD-2-Clause"
] | null | null | null | doc/en/PCSC.Iso7816/IIsoReader.xml | watsug/pcsc-sharp | 635da34445d07e6759455cedc2e5dd47e362a4a9 | [
"BSD-2-Clause"
] | 1 | 2020-07-25T02:12:46.000Z | 2020-07-25T02:12:46.000Z | <Type Name="IIsoReader" FullName="PCSC.Iso7816.IIsoReader">
<TypeSignature Language="C#" Value="public interface IIsoReader : IDisposable" />
<TypeSignature Language="ILAsm" Value=".class public interface auto ansi abstract IIsoReader implements class System.IDisposable" />
<AssemblyInfo>
<AssemblyName>pcsc-sharp</AssemblyName>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<Interfaces>
<Interface>
<InterfaceName>System.IDisposable</InterfaceName>
</Interface>
</Interfaces>
<Docs>
<summary>A ISO/IEC 7816 compliant reader.</summary>
<remarks>To be added.</remarks>
</Docs>
<Members>
<Member MemberName="ActiveProtocol">
<MemberSignature Language="C#" Value="public PCSC.SCardProtocol ActiveProtocol { get; }" />
<MemberSignature Language="ILAsm" Value=".property instance valuetype PCSC.SCardProtocol ActiveProtocol" />
<MemberType>Property</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>PCSC.SCardProtocol</ReturnType>
</ReturnValue>
<Docs>
<summary>Gets the active protocol.</summary>
<value>To be added.</value>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="Connect">
<MemberSignature Language="C#" Value="public void Connect (string readerName, PCSC.SCardShareMode mode, PCSC.SCardProtocol protocol);" />
<MemberSignature Language="ILAsm" Value=".method public hidebysig newslot virtual instance void Connect(string readerName, valuetype PCSC.SCardShareMode mode, valuetype PCSC.SCardProtocol protocol) cil managed" />
<MemberType>Method</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>System.Void</ReturnType>
</ReturnValue>
<Parameters>
<Parameter Name="readerName" Type="System.String" />
<Parameter Name="mode" Type="PCSC.SCardShareMode" />
<Parameter Name="protocol" Type="PCSC.SCardProtocol" />
</Parameters>
<Docs>
<param name="readerName">Name of the reader.</param>
<param name="mode">The share mode.</param>
<param name="protocol">The communication protocol. <seealso cref="M:PCSC.ISCardReader.Connect(System.String,PCSC.SCardShareMode,PCSC.SCardProtocol)" /></param>
<summary>Connects the specified reader.</summary>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="ConstructCommandApdu">
<MemberSignature Language="C#" Value="public PCSC.Iso7816.CommandApdu ConstructCommandApdu (PCSC.Iso7816.IsoCase isoCase);" />
<MemberSignature Language="ILAsm" Value=".method public hidebysig newslot virtual instance class PCSC.Iso7816.CommandApdu ConstructCommandApdu(valuetype PCSC.Iso7816.IsoCase isoCase) cil managed" />
<MemberType>Method</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>PCSC.Iso7816.CommandApdu</ReturnType>
</ReturnValue>
<Parameters>
<Parameter Name="isoCase" Type="PCSC.Iso7816.IsoCase" />
</Parameters>
<Docs>
<param name="isoCase">The ISO case that shall be used for this command.</param>
<summary>Constructs a command APDU using the active protocol of the reader.</summary>
<returns>An empty command APDU.</returns>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="CurrentContext">
<MemberSignature Language="C#" Value="public PCSC.ISCardContext CurrentContext { get; }" />
<MemberSignature Language="ILAsm" Value=".property instance class PCSC.ISCardContext CurrentContext" />
<MemberType>Property</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>PCSC.ISCardContext</ReturnType>
</ReturnValue>
<Docs>
<summary>Gets the current context.</summary>
<value>To be added.</value>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="CurrentShareMode">
<MemberSignature Language="C#" Value="public PCSC.SCardShareMode CurrentShareMode { get; }" />
<MemberSignature Language="ILAsm" Value=".property instance valuetype PCSC.SCardShareMode CurrentShareMode" />
<MemberType>Property</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>PCSC.SCardShareMode</ReturnType>
</ReturnValue>
<Docs>
<summary>Gets the current share mode.</summary>
<value>To be added.</value>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="Disconnect">
<MemberSignature Language="C#" Value="public void Disconnect (PCSC.SCardReaderDisposition disposition);" />
<MemberSignature Language="ILAsm" Value=".method public hidebysig newslot virtual instance void Disconnect(valuetype PCSC.SCardReaderDisposition disposition) cil managed" />
<MemberType>Method</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>System.Void</ReturnType>
</ReturnValue>
<Parameters>
<Parameter Name="disposition" Type="PCSC.SCardReaderDisposition" />
</Parameters>
<Docs>
<param name="disposition">The action that shall be executed after disconnect.</param>
<summary>Disconnects the currently connected reader.</summary>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="MaxReceiveSize">
<MemberSignature Language="C#" Value="public int MaxReceiveSize { get; }" />
<MemberSignature Language="ILAsm" Value=".property instance int32 MaxReceiveSize" />
<MemberType>Property</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>System.Int32</ReturnType>
</ReturnValue>
<Docs>
<summary>Gets the maximum number of bytes that can be received.</summary>
<value>To be added.</value>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="Reader">
<MemberSignature Language="C#" Value="public PCSC.ISCardReader Reader { get; }" />
<MemberSignature Language="ILAsm" Value=".property instance class PCSC.ISCardReader Reader" />
<MemberType>Property</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>PCSC.ISCardReader</ReturnType>
</ReturnValue>
<Docs>
<summary>Gets the current reader.</summary>
<value>To be added.</value>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="ReaderName">
<MemberSignature Language="C#" Value="public string ReaderName { get; }" />
<MemberSignature Language="ILAsm" Value=".property instance string ReaderName" />
<MemberType>Property</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>System.String</ReturnType>
</ReturnValue>
<Docs>
<summary>Gets the name of the reader.</summary>
<value>To be added.</value>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="RetransmitWaitTime">
<MemberSignature Language="C#" Value="public int RetransmitWaitTime { get; set; }" />
<MemberSignature Language="ILAsm" Value=".property instance int32 RetransmitWaitTime" />
<MemberType>Property</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>System.Int32</ReturnType>
</ReturnValue>
<Docs>
<summary>Gets or sets the wait time in milliseconds that is used if an APDU needs to be retransmitted.</summary>
<value>To be added.</value>
<remarks>To be added.</remarks>
</Docs>
</Member>
<Member MemberName="Transmit">
<MemberSignature Language="C#" Value="public PCSC.Iso7816.Response Transmit (PCSC.Iso7816.CommandApdu commandApdu);" />
<MemberSignature Language="ILAsm" Value=".method public hidebysig newslot virtual instance class PCSC.Iso7816.Response Transmit(class PCSC.Iso7816.CommandApdu commandApdu) cil managed" />
<MemberType>Method</MemberType>
<AssemblyInfo>
<AssemblyVersion>3.0.0.0</AssemblyVersion>
</AssemblyInfo>
<ReturnValue>
<ReturnType>PCSC.Iso7816.Response</ReturnType>
</ReturnValue>
<Parameters>
<Parameter Name="commandApdu" Type="PCSC.Iso7816.CommandApdu" />
</Parameters>
<Docs>
<param name="commandApdu">The command APDU.</param>
<summary>Transmits the specified command APDU.</summary>
<returns>A response containing one ore more <see cref="T:PCSC.Iso7816.ResponseApdu" />.</returns>
<remarks>To be added.</remarks>
</Docs>
</Member>
</Members>
</Type>
| 43.845794 | 219 | 0.66823 |
5757e50e49bcd7ddde1aa88b49368bd1dc3b69d9 | 303 | xml | XML | garnish-modules/garnish-modules-test/garnish-test-utils-dbunit/src/test/resources/org/garnishtest/modules/it/test_utils_dbunit/complex_2/expected.db.xml | gilvandrosbjr/garnishtest | 9264392f4bc04ce2330756af39d4be70c33b77ea | [
"Apache-2.0"
] | 3 | 2017-02-01T09:48:58.000Z | 2017-09-12T10:09:50.000Z | garnish-modules/garnish-modules-test/garnish-test-utils-dbunit/src/test/resources/org/garnishtest/modules/it/test_utils_dbunit/complex_2/expected.db.xml | gilvandrosbjr/garnishtest | 9264392f4bc04ce2330756af39d4be70c33b77ea | [
"Apache-2.0"
] | 21 | 2016-09-08T09:30:30.000Z | 2017-05-03T09:49:27.000Z | garnish-modules/garnish-modules-test/garnish-test-utils-dbunit/src/test/resources/org/garnishtest/modules/it/test_utils_dbunit/complex_2/expected.db.xml | garnishtest/garnishtest | 668c503e354650c4397edde9c2b0ad89c2dbb134 | [
"Apache-2.0"
] | 3 | 2019-09-25T11:13:12.000Z | 2021-04-06T11:00:14.000Z | <dataset>
<!-- will match: Cristian (pid_1=2) and Ionut (pid_2=5)-->
<PERSONS ID="%{pid_1}" FIRST_NAME="Cristian" />
<PERSONS ID="%{pid_2}" FIRST_NAME="Ionut" />
<ADDRESSES PERSON_ID="%{pid_1}" CITY="Amsterdam" />
<ADDRESSES PERSON_ID="%{pid_2}" CITY="Rotterdam" />
</dataset> | 27.545455 | 62 | 0.607261 |
d488e45006ec833c68a96f49d4ae5ebef4d09e85 | 1,432 | xml | XML | DotNetNuke.Customizations.Security/defs/d/dtsconfig.trid.xml | dnnru/DNN_Platform_9.3.1.2 | d2183c4f55cc3a17a709802e9ed4e24ef8185f1a | [
"MIT"
] | 1 | 2022-02-26T22:30:42.000Z | 2022-02-26T22:30:42.000Z | DotNetNuke.Customizations.Security/defs/d/dtsconfig.trid.xml | dnnru/DNN_Platform_9.3.1.2 | d2183c4f55cc3a17a709802e9ed4e24ef8185f1a | [
"MIT"
] | 1 | 2020-07-24T20:52:35.000Z | 2020-07-24T20:52:35.000Z | DotNetNuke.Customizations.Security/defs/d/dtsconfig.trid.xml | dnnru/DNN_Platform_9.3.1.2 | d2183c4f55cc3a17a709802e9ed4e24ef8185f1a | [
"MIT"
] | null | null | null | <TrID ver="2.00">
<Info>
<FileType>SQL Server Integration Services Configuration</FileType>
<Ext>DTSCONFIG</Ext>
<Mime>text/xml</Mime>
<ExtraInfo>
<Rem></Rem>
<RefURL>https://en.wikipedia.org/wiki/Microsoft_SQL_Server</RefURL>
</ExtraInfo>
<User>Marco Pontello</User>
<E-Mail>marcopon@gmail.com</E-Mail>
<Home>http://mark0.net</Home>
</Info>
<General>
<FileNum>6</FileNum>
<CheckStrings>True</CheckStrings>
<Date>
<Year>2016</Year>
<Month>4</Month>
<Day>15</Day>
</Date>
<Time>
<Hour>22</Hour>
<Min>43</Min>
<Sec>8</Sec>
</Time>
<Creator>TrIDScan/Py v2.02</Creator>
</General>
<FrontBlock>
<Pattern>
<Bytes>3C3F786D6C2076657273696F6E3D22312E3022</Bytes>
<ASCII> . ? x m l v e r s i o n = " 1 . 0 "</ASCII>
<Pos>0</Pos>
</Pattern>
</FrontBlock>
<GlobalStrings>
<String>DTSCONFIGURATIONFILEINFO GENERATEDBY</String>
<String>CONFIGURATION CONFIGUREDTYPE</String>
<String>GENERATEDFROMPACKAGENAME</String>
<String>DTSCONFIGURATIONHEADING</String>
<String>GENERATEDFROMPACKAGEID</String>
<String>CONFIGUREDVALUE</String>
<String>GENERATEDDATE</String>
<String>XML VERSION</String>
<String>PROPERTIES</String>
<String>VALUETYPE</String>
<String>PROPERTY</String>
<String>SERVER</String>
<String>STRING</String>
<String>PATH</String>
<String>USER</String>
</GlobalStrings>
</TrID> | 27.018868 | 71 | 0.659916 |
b0d3e36807e07e7084c65ed92353925128daf154 | 6,588 | xml | XML | shibb_templates/conf/attribute-resolver.xml | handnot2/samly_shibboleth | 44116b6c6a7fd5c09f5384a6951403b361aa6fde | [
"MIT"
] | 1 | 2020-12-21T15:04:07.000Z | 2020-12-21T15:04:07.000Z | shibb_templates/conf/attribute-resolver.xml | handnot2/samly_shibboleth | 44116b6c6a7fd5c09f5384a6951403b361aa6fde | [
"MIT"
] | null | null | null | shibb_templates/conf/attribute-resolver.xml | handnot2/samly_shibboleth | 44116b6c6a7fd5c09f5384a6951403b361aa6fde | [
"MIT"
] | 2 | 2020-07-09T17:03:06.000Z | 2022-03-17T18:25:06.000Z | <?xml version="1.0" encoding="UTF-8"?>
<!--
This file is an EXAMPLE configuration file. While the configuration
presented in this example file is semi-functional, it isn't very
interesting. It is here only as a starting point for your deployment
process.
Very few attribute definitions and data connectors are demonstrated,
and the data is derived statically from the logged-in username and a
static example connector.
Attribute-resolver-full.xml contains more examples of attributes,
encoders, and data connectors. Deployers should refer to the Shibboleth
documentation for a complete list of components and their options.
-->
<AttributeResolver
xmlns="urn:mace:shibboleth:2.0:resolver"
xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance"
xsi:schemaLocation="urn:mace:shibboleth:2.0:resolver
http://shibboleth.net/schema/idp/shibboleth-attribute-resolver.xsd">
<!-- ========================================== -->
<!-- Attribute Definitions -->
<!-- ========================================== -->
<!--
The EPPN is the "standard" federated username in higher ed.
For guidelines on the implementation of this attribute, refer
to the Shibboleth and eduPerson documentation. Above all, do
not expose a value for this attribute without considering the
long term implications.
-->
<AttributeDefinition id="eduPersonPrincipalName"
xsi:type="Scoped" scope="%{idp.scope}" sourceAttributeID="uid">
<AttributeEncoder xsi:type="SAML1ScopedString"
name="urn:mace:dir:attribute-def:eduPersonPrincipalName"
encodeType="false" />
<AttributeEncoder xsi:type="SAML2ScopedString"
name="urn:oid:1.3.6.1.4.1.5923.1.1.1.6"
friendlyName="eduPersonPrincipalName" encodeType="false" />
<Dependency ref="uid" />
</AttributeDefinition>
<!--
The uid is the closest thing to a "standard" LDAP attribute
representing a local username, but you should generally *never*
expose uid to federated services, as it is rarely globally unique.
-->
<AttributeDefinition id="uid"
xsi:type="Simple" sourceAttributeID="uid">
<Dependency ref="myldap" />
<DisplayName xml:lang="en">UID</DisplayName>
<AttributeEncoder xsi:type="SAML1String"
name="urn:mace:dir:attribute-def:uid"
encodeType="false" />
<AttributeEncoder xsi:type="SAML2String"
name="urn:oid:0.9.2342.19200300.100.1.1"
friendlyName="uid"
encodeType="false" />
</AttributeDefinition>
<AttributeDefinition id="cn"
xsi:type="Simple" sourceAttributeID="cn">
<Dependency ref="myldap" />
<DisplayName xml:lang="en">Common Name</DisplayName>
<AttributeEncoder xsi:type="SAML1String"
name="urn:mace:dir:attribute-def:cn"
encodeType="false" />
<AttributeEncoder xsi:type="SAML2String"
name="urn:oid:2.5.4.3"
friendlyName="cn"
encodeType="false" />
</AttributeDefinition>
<AttributeDefinition id="givenName"
xsi:type="Simple" sourceAttributeID="givenName">
<Dependency ref="myldap" />
<DisplayName xml:lang="en">First Name</DisplayName>
<AttributeEncoder xsi:type="SAML1String"
name="urn:mace:dir:attribute-def:givenName"
encodeType="false" />
<AttributeEncoder xsi:type="SAML2String"
name="urn:oid:2.5.4.42"
friendlyName="givenName"
encodeType="false" />
</AttributeDefinition>
<AttributeDefinition id="sn"
xsi:type="Simple" sourceAttributeID="sn">
<Dependency ref="myldap" />
<DisplayName xml:lang="en">Last Name</DisplayName>
<AttributeEncoder xsi:type="SAML1String"
name="urn:mace:dir:attribute-def:sn"
encodeType="false" />
<AttributeEncoder xsi:type="SAML2String"
name="urn:oid:2.5.4.4"
friendlyName="sn"
encodeType="false" />
</AttributeDefinition>
<AttributeDefinition id="homeDirectory"
xsi:type="Simple" sourceAttributeID="homeDirectory">
<Dependency ref="myldap" />
<DisplayName xml:lang="en">Home Directory</DisplayName>
<AttributeEncoder xsi:type="SAML1String"
name="urn:mace:dir:attribute-def:homeDirectory"
encodeType="false" />
<AttributeEncoder xsi:type="SAML2String"
name="urn:oid:1.2.840.113556.1.4.44"
friendlyName="homeDirectory"
encodeType="false" />
</AttributeDefinition>
<!--
In the rest of the world, the email address is the standard identifier,
despite the problems with that practice. Consider making the EPPN
value the same as your official email addresses whenever possible.
-->
<AttributeDefinition id="mail" xsi:type="Template">
<AttributeEncoder xsi:type="SAML1String"
name="urn:mace:dir:attribute-def:mail"
encodeType="false" />
<AttributeEncoder xsi:type="SAML2String"
name="urn:oid:0.9.2342.19200300.100.1.3"
friendlyName="mail"
encodeType="false" />
<Template>
<![CDATA[
${uid}@example.org
]]>
</Template>
<SourceAttribute>uid</SourceAttribute>
<Dependency ref="uid" />
</AttributeDefinition>
<!--
This is an example of an attribute sourced from a data connector.
-->
<AttributeDefinition
id="eduPersonScopedAffiliation"
xsi:type="Scoped"
scope="%{idp.scope}"
sourceAttributeID="affiliation">
<Dependency ref="staticAttributes" />
<AttributeEncoder
xsi:type="SAML1ScopedString"
name="urn:mace:dir:attribute-def:eduPersonScopedAffiliation"
encodeType="false" />
<AttributeEncoder
xsi:type="SAML2ScopedString"
name="urn:oid:1.3.6.1.4.1.5923.1.1.1.9"
friendlyName="eduPersonScopedAffiliation"
encodeType="false" />
</AttributeDefinition>
<!-- ========================================== -->
<!-- Data Connectors -->
<!-- ========================================== -->
<DataConnector id="staticAttributes" xsi:type="Static">
<Attribute id="affiliation">
<Value>member</Value>
</Attribute>
</DataConnector>
<DataConnector id="myldap" xsi:type="LDAPDirectory"
ldapURL="%{idp.attribute.resolver.LDAP.ldapURL}"
baseDN="%{idp.attribute.resolver.LDAP.baseDN}"
principal="%{idp.attribute.resolver.LDAP.bindDN}"
principalCredential="%{idp.attribute.resolver.LDAP.bindDNCredential}"
useStartTLS="%{idp.attribute.resolver.LDAP.useStartTLS:true}">
<FilterTemplate>
<![CDATA[
%{idp.attribute.resolver.LDAP.searchFilter}
]]>
</FilterTemplate>
</DataConnector>
</AttributeResolver>
| 36.6 | 90 | 0.660899 |
54cb9d13790d2f0ab33bb6b4dd959075b98b185c | 80,460 | xml | XML | data/Phase_2_CPD/assessment/Final-Exam-1/Human_Data/All Subjects/S_PSU_232/S_PSU_232_Final-Exam-1_Mission5.xml | mitre-icarus/ICArUS-Challenge-Problem-Software-and-Data | de881551af982d625f8f15fc329590893f1299ca | [
"Apache-2.0"
] | null | null | null | data/Phase_2_CPD/assessment/Final-Exam-1/Human_Data/All Subjects/S_PSU_232/S_PSU_232_Final-Exam-1_Mission5.xml | mitre-icarus/ICArUS-Challenge-Problem-Software-and-Data | de881551af982d625f8f15fc329590893f1299ca | [
"Apache-2.0"
] | null | null | null | data/Phase_2_CPD/assessment/Final-Exam-1/Human_Data/All Subjects/S_PSU_232/S_PSU_232_Final-Exam-1_Mission5.xml | mitre-icarus/ICArUS-Challenge-Problem-Software-and-Data | de881551af982d625f8f15fc329590893f1299ca | [
"Apache-2.0"
] | null | null | null | <?xml version="1.0" encoding="UTF-8" standalone="yes"?>
<ns3:Mission_4_5_6 xmlns:ns2="IcarusCPD_Base" xmlns:ns3="IcarusCPD_2" xmlns:ns4="IcarusCPD_1" xmlns:ns5="IcarusCPD_05" xmlns:ns6="IcarusUIStudy" maxNumBatchPlots="4" missionType="Mission_5" blueScore="-34.0" redScore="34.0" programPhaseId="2" id="Mission5" examId="Final-Exam-1" startTime="2014-02-22T11:02:23.641-05:00" endTime="2014-02-22T11:25:33.349-05:00" name="Mission 5">
<ConditionNum>5</ConditionNum>
<CountCondition>true</CountCondition>
<InstructionPages>
<InstructionsPage imageUrl="../tutorial/Slide65.PNG"/>
<InstructionsPage imageUrl="../tutorial/Slide66.PNG"/>
<InstructionsPage imageUrl="../tutorial/Slide67.PNG"/>
<InstructionsPage imageUrl="../tutorial/Slide68.PNG"/>
<InstructionsPage imageUrl="../tutorial/Slide69.PNG"/>
<InstructionsPage imageUrl="../tutorial/Slide70.PNG"/>
<InstructionsPage imageUrl="../tutorial/Slide71.PNG"/>
<InstructionsPage imageUrl="../tutorial/Slide72.PNG"/>
</InstructionPages>
<ShowInstructionsPage>true</ShowInstructionsPage>
<ShowScore>false</ShowScore>
<ResponseGenerator>
<HumanSubject>true</HumanSubject>
<ResponseGeneratorId>232</ResponseGeneratorId>
<SiteId>PSU</SiteId>
</ResponseGenerator>
<ApplicationVersion>2.2a</ApplicationVersion>
<AoiFile fileUrl="Mission5_Area_Of_Interest.xml"/>
<BlueLocationsFile fileUrl="Mission5_Blue_Locations.xml"/>
<Trial trialTime_ms="30888" trialNum="1">
<Humint redCapability_Pc="1.0">
<numTrialsSinceLastAttack>0</numTrialsSinceLastAttack>
</Humint>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="15475">
<Datum datumType="OSINT" locationId="1-1"/>
<Datum datumType="IMINT" locationId="1-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393084957774"/>
<Probability locationId="1-1" locationIndex="0" redAction="Attack" probability="60.0" rawProbability="60.0" time_ms="101651"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="14586">
<BlueAction action="Divert" locationId="1-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="1-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="1-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="44959" trialNum="2">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="7192">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="28407">
<Datum datumType="OSINT" locationId="2-1"/>
<Datum datumType="IMINT" locationId="2-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085008537"/>
<Probability locationId="2-1" locationIndex="0" redAction="Attack" probability="60.0" rawProbability="60.0" time_ms="104209"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="8253">
<BlueAction action="Divert" locationId="2-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="2-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="2-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="20140" trialNum="3">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="3198">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="5460">
<Datum datumType="OSINT" locationId="3-1"/>
<Datum datumType="IMINT" locationId="3-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085027304"/>
<Probability locationId="3-1" locationIndex="0" redAction="Attack" probability="30.0" rawProbability="30.0" time_ms="105644"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="10562">
<BlueAction action="Do_Not_Divert" locationId="3-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="3-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="3-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="36473" trialNum="4">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="6505">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="12714">
<Datum datumType="OSINT" locationId="4-1"/>
<Datum datumType="IMINT" locationId="4-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085057536"/>
<Probability locationId="4-1" locationIndex="0" redAction="Attack" probability="50.0" rawProbability="50.0" time_ms="110636"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="11139">
<BlueAction action="Do_Not_Divert" locationId="4-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="4-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="4-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="53508" trialNum="5">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="14102">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="8393">
<Datum datumType="OSINT" locationId="5-1"/>
<Datum datumType="IMINT" locationId="5-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085097582"/>
<Probability locationId="5-1" locationIndex="0" redAction="Attack" probability="30.0" rawProbability="30.0" time_ms="111604"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="29297">
<BlueAction action="Divert" locationId="5-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="5-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="5-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="30888" trialNum="6">
<Humint redCapability_Pc="0.9">
<numTrialsSinceLastAttack>3</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="4337">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="9297">
<Datum datumType="OSINT" locationId="6-1"/>
<Datum datumType="IMINT" locationId="6-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085140700"/>
<Probability locationId="6-1" locationIndex="0" redAction="Attack" probability="20.0" rawProbability="20.0" time_ms="113507"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="16302">
<BlueAction action="Do_Not_Divert" locationId="6-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="6-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="6-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="33649" trialNum="7">
<Humint redCapability_Pc="1.0">
<numTrialsSinceLastAttack>4</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="6708">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="16349">
<Datum datumType="OSINT" locationId="7-1"/>
<Datum datumType="IMINT" locationId="7-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085180293"/>
<Probability locationId="7-1" locationIndex="0" redAction="Attack" probability="40.0" rawProbability="40.0" time_ms="121915"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="6864">
<BlueAction action="Do_Not_Divert" locationId="7-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="7-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="7-1" locationIndex="0" winner="Blue"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="20982" trialNum="8">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="1732">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="13384">
<Datum datumType="OSINT" locationId="8-1"/>
<Datum datumType="IMINT" locationId="8-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085207218"/>
<Probability locationId="8-1" locationIndex="0" redAction="Attack" probability="70.0" rawProbability="70.0" time_ms="123569"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="4634">
<BlueAction action="Divert" locationId="8-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="8-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="8-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="64927" trialNum="9">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="4306">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="22698">
<Datum datumType="OSINT" locationId="9-1"/>
<Datum datumType="IMINT" locationId="9-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085231632"/>
<Probability locationId="9-1" locationIndex="0" redAction="Attack" probability="20.0" rawProbability="20.0" time_ms="134723"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="36784">
<BlueAction action="Do_Not_Divert" locationId="9-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="9-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="9-1" locationIndex="0" winner="Blue"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="32869" trialNum="10">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="24414">
<BatchPlotProbe blueLocationsPerTrial="1" numPreviousTrialsSelected="9" optional="false" type="BatchPlotProbe" trialPartTime_ms="23307">
<BlueLocationsClicked></BlueLocationsClicked>
<ButtonPressSequence>Backward Backward Backward Backward Backward Backward Backward Backward Backward</ButtonPressSequence>
<PreviousTrials>9 8 7 6 5 4 3 2 1</PreviousTrials>
</BatchPlotProbe>
<Datum datumType="BatchPlots"/>
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="6053">
<Datum datumType="OSINT" locationId="10-1"/>
<Datum datumType="IMINT" locationId="10-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085309320"/>
<Probability locationId="10-1" locationIndex="0" redAction="Attack" probability="20.0" rawProbability="20.0" time_ms="136267"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="1669">
<BlueAction action="Do_Not_Divert" locationId="10-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="10-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="10-1" locationIndex="0" winner="Blue"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="37300" trialNum="11">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="1280">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="19312">
<Datum datumType="OSINT" locationId="11-1"/>
<Datum datumType="IMINT" locationId="11-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085322502"/>
<Probability locationId="11-1" locationIndex="0" redAction="Attack" probability="30.0" rawProbability="30.0" time_ms="146017"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="15897">
<BlueAction action="Do_Not_Divert" locationId="11-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="11-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="11-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="35443" trialNum="12">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="1451">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="21793">
<Datum datumType="OSINT" locationId="12-1"/>
<Datum datumType="IMINT" locationId="12-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085357556"/>
<Probability locationId="12-1" locationIndex="0" redAction="Attack" probability="30.0" rawProbability="30.0" time_ms="154410"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="11279">
<BlueAction action="Do_Not_Divert" locationId="12-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="12-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="12-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="61636" trialNum="13">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="26395">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="15678">
<Datum datumType="OSINT" locationId="13-1"/>
<Datum datumType="IMINT" locationId="13-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085417382"/>
<Probability locationId="13-1" locationIndex="0" redAction="Attack" probability="40.0" rawProbability="40.0" time_ms="156999"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="18580">
<BlueAction action="Do_Not_Divert" locationId="13-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="13-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="13-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="28002" trialNum="14">
<Humint redCapability_Pc="0.9">
<numTrialsSinceLastAttack>3</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="2621">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="17050">
<Datum datumType="OSINT" locationId="14-1"/>
<Datum datumType="IMINT" locationId="14-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085464650"/>
<Probability locationId="14-1" locationIndex="0" redAction="Attack" probability="10.0" rawProbability="10.0" time_ms="165142"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="7442">
<BlueAction action="Divert" locationId="14-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="14-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="14-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="17378" trialNum="15">
<Humint redCapability_Pc="1.0">
<numTrialsSinceLastAttack>4</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="2480">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="11482">
<Datum datumType="OSINT" locationId="15-1"/>
<Datum datumType="IMINT" locationId="15-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085488143"/>
<Probability locationId="15-1" locationIndex="0" redAction="Attack" probability="20.0" rawProbability="20.0" time_ms="169198"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="2433">
<BlueAction action="Do_Not_Divert" locationId="15-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="15-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="15-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="36364" trialNum="16">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="3541">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="23244">
<Datum datumType="OSINT" locationId="16-1"/>
<Datum datumType="IMINT" locationId="16-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085517284"/>
<Probability locationId="16-1" locationIndex="0" redAction="Attack" probability="50.0" rawProbability="50.0" time_ms="181304"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="8674">
<BlueAction action="Do_Not_Divert" locationId="16-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="16-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="16-1" locationIndex="0" winner="Blue"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="26613" trialNum="17">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="1778">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="17800">
<Datum datumType="OSINT" locationId="17-1"/>
<Datum datumType="IMINT" locationId="17-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085542416"/>
<Probability locationId="17-1" locationIndex="0" redAction="Attack" probability="10.0" rawProbability="10.0" time_ms="187045"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="6068">
<BlueAction action="Divert" locationId="17-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="17-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="17-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="52947" trialNum="18">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="3120">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="41684">
<Datum datumType="OSINT" locationId="18-1"/>
<Datum datumType="IMINT" locationId="18-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085593568"/>
<Probability locationId="18-1" locationIndex="0" redAction="Attack" probability="10.0" rawProbability="10.0" time_ms="189104"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="7378">
<BlueAction action="Do_Not_Divert" locationId="18-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="18-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="18-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="15834" trialNum="19">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="1154">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="10374">
<Datum datumType="OSINT" locationId="19-1"/>
<Datum datumType="IMINT" locationId="19-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085618965"/>
<Probability locationId="19-1" locationIndex="0" redAction="Attack" probability="30.0" rawProbability="30.0" time_ms="191834"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="3198">
<BlueAction action="Divert" locationId="19-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="19-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="19-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="47174" trialNum="20">
<Humint redCapability_Pc="0.9">
<numTrialsSinceLastAttack>3</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="29484">
<BatchPlotProbe blueLocationsPerTrial="1" numPreviousTrialsSelected="19" optional="false" type="BatchPlotProbe" trialPartTime_ms="28532">
<BlueLocationsClicked></BlueLocationsClicked>
<ButtonPressSequence>Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward</ButtonPressSequence>
<PreviousTrials>19 18 17 16 15 14 13 12 11 10 9 8 7 6 5 4 3 2 1</PreviousTrials>
</BatchPlotProbe>
<Datum datumType="BatchPlots"/>
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="8642">
<Datum datumType="OSINT" locationId="20-1"/>
<Datum datumType="IMINT" locationId="20-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085661256"/>
<Probability locationId="20-1" locationIndex="0" redAction="Attack" probability="40.0" rawProbability="40.0" time_ms="195578"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="3885">
<BlueAction action="Do_Not_Divert" locationId="20-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="20-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="20-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="31091" trialNum="21">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="3417">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="21762">
<Datum datumType="OSINT" locationId="21-1"/>
<Datum datumType="IMINT" locationId="21-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085686872"/>
<Probability locationId="21-1" locationIndex="0" redAction="Attack" probability="20.0" rawProbability="20.0" time_ms="209462"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="4212">
<BlueAction action="Divert" locationId="21-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="21-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="21-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="40217" trialNum="22">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="6708">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="26692">
<Datum datumType="OSINT" locationId="22-1"/>
<Datum datumType="IMINT" locationId="22-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085732626"/>
<Probability locationId="22-1" locationIndex="0" redAction="Attack" probability="40.0" rawProbability="40.0" time_ms="213924"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="5600">
<BlueAction action="Divert" locationId="22-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="22-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="22-1" locationIndex="0" winner="Blue"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="20342" trialNum="23">
<Humint redCapability_Pc="0.9">
<numTrialsSinceLastAttack>3</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="1794">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="14586">
<Datum datumType="OSINT" locationId="23-1"/>
<Datum datumType="IMINT" locationId="23-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085758273"/>
<Probability locationId="23-1" locationIndex="0" redAction="Attack" probability="50.0" rawProbability="50.0" time_ms="216498"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="3120">
<BlueAction action="Divert" locationId="23-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="23-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="23-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="29047" trialNum="24">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="10031">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="11700">
<Datum datumType="OSINT" locationId="24-1"/>
<Datum datumType="IMINT" locationId="24-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085783763"/>
<Probability locationId="24-1" locationIndex="0" redAction="Attack" probability="70.0" rawProbability="70.0" time_ms="219197"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="5990">
<BlueAction action="Divert" locationId="24-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="24-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="24-1" locationIndex="0" winner="Blue"/>
<RedTactic>Mission_5_Psensitive</RedTactic>
</Trial>
<Trial trialTime_ms="57551" trialNum="25">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="47379">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="7021">
<Datum datumType="OSINT" locationId="25-1"/>
<Datum datumType="IMINT" locationId="25-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085845494"/>
<Probability locationId="25-1" locationIndex="0" redAction="Attack" probability="10.0" rawProbability="10.0" time_ms="220304"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="2215">
<BlueAction action="Do_Not_Divert" locationId="25-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="25-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="25-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="26319" trialNum="26">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="3963">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="8659">
<Datum datumType="OSINT" locationId="26-1"/>
<Datum datumType="IMINT" locationId="26-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085859598"/>
<Probability locationId="26-1" locationIndex="0" redAction="Attack" probability="50.0" rawProbability="50.0" time_ms="222395"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="12808">
<BlueAction action="Divert" locationId="26-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="26-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="26-1" locationIndex="0" winner="Blue"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="56898" trialNum="27">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="3557">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="11062">
<Datum datumType="OSINT" locationId="27-1"/>
<Datum datumType="IMINT" locationId="27-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085888413"/>
<Probability locationId="27-1" locationIndex="0" redAction="Attack" probability="20.0" rawProbability="20.0" time_ms="225437"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="41280">
<BlueAction action="Do_Not_Divert" locationId="27-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="27-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="27-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="14759" trialNum="28">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="2247">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="5304">
<Datum datumType="OSINT" locationId="28-1"/>
<Datum datumType="IMINT" locationId="28-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085939195"/>
<Probability locationId="28-1" locationIndex="0" redAction="Attack" probability="60.0" rawProbability="60.0" time_ms="228792"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="3931">
<BlueAction action="Do_Not_Divert" locationId="28-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="28-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="28-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="12013" trialNum="29">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="1326">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="60.0" rawProbability="60.0" time_ms="6442"/>
<Probability redTactic="Mission_5_Usensitive" probability="40.0" rawProbability="40.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="6599">
<Datum datumType="OSINT" locationId="29-1"/>
<Datum datumType="IMINT" locationId="29-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393085953673"/>
<Probability locationId="29-1" locationIndex="0" redAction="Attack" probability="60.0" rawProbability="60.0" time_ms="231179"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="3136">
<BlueAction action="Divert" locationId="29-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="29-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="29-1" locationIndex="0" winner="Blue"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="89800" trialNum="30">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="59955">
<BatchPlotProbe blueLocationsPerTrial="1" numPreviousTrialsSelected="29" optional="false" type="BatchPlotProbe" trialPartTime_ms="33137">
<BlueLocationsClicked></BlueLocationsClicked>
<ButtonPressSequence>Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward Backward</ButtonPressSequence>
<PreviousTrials>29 28 27 26 25 24 23 22 21 20 19 18 17 16 15 14 13 12 11 10 9 8 7 6 5 4 3 2 1</PreviousTrials>
</BatchPlotProbe>
<Datum datumType="BatchPlots"/>
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="20.0" rawProbability="20.0" time_ms="14851"/>
<Probability redTactic="Mission_5_Usensitive" probability="80.0" rawProbability="80.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="17146">
<Datum datumType="OSINT" locationId="30-1"/>
<Datum datumType="IMINT" locationId="30-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393086030447"/>
<Probability locationId="30-1" locationIndex="0" redAction="Attack" probability="50.0" rawProbability="50.0" time_ms="236280"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="11763">
<BlueAction action="Do_Not_Divert" locationId="30-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="30-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="30-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="19548" trialNum="31">
<Humint redCapability_Pc="0.9">
<numTrialsSinceLastAttack>3</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="1467">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="20.0" rawProbability="20.0" time_ms="14851"/>
<Probability redTactic="Mission_5_Usensitive" probability="80.0" rawProbability="80.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="14088">
<Datum datumType="OSINT" locationId="31-1"/>
<Datum datumType="IMINT" locationId="31-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393086063615"/>
<Probability locationId="31-1" locationIndex="0" redAction="Attack" probability="70.0" rawProbability="70.0" time_ms="240055"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="3104">
<BlueAction action="Divert" locationId="31-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="31-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="31-1" locationIndex="0" winner="Blue"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="26944" trialNum="32">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="3667">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="20.0" rawProbability="20.0" time_ms="14851"/>
<Probability redTactic="Mission_5_Usensitive" probability="80.0" rawProbability="80.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="11155">
<Datum datumType="OSINT" locationId="32-1"/>
<Datum datumType="IMINT" locationId="32-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393086082367"/>
<Probability locationId="32-1" locationIndex="0" redAction="Attack" probability="40.0" rawProbability="40.0" time_ms="244626"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="10998">
<BlueAction action="Divert" locationId="32-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Do_Not_Attack" locationId="32-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="32-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="26802" trialNum="33">
<Humint redCapability_Pc="0.7">
<numTrialsSinceLastAttack>2</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="2964">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="20.0" rawProbability="20.0" time_ms="14851"/>
<Probability redTactic="Mission_5_Usensitive" probability="80.0" rawProbability="80.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="16896">
<Datum datumType="OSINT" locationId="33-1"/>
<Datum datumType="IMINT" locationId="33-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393086114459"/>
<Probability locationId="33-1" locationIndex="0" redAction="Attack" probability="60.0" rawProbability="60.0" time_ms="257778"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="5882">
<BlueAction action="Divert" locationId="33-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="33-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="33-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="34930" trialNum="34">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="8222">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="20.0" rawProbability="20.0" time_ms="14851"/>
<Probability redTactic="Mission_5_Usensitive" probability="80.0" rawProbability="80.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="15054">
<Datum datumType="OSINT" locationId="34-1"/>
<Datum datumType="IMINT" locationId="34-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393086144553"/>
<Probability locationId="34-1" locationIndex="0" redAction="Attack" probability="5.0" rawProbability="5.0" time_ms="264018"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="8393">
<BlueAction action="Do_Not_Divert" locationId="34-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="34-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="34-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="35288" trialNum="35">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="5709">
<Datum datumType="BlueBook"/>
<Probability redTactic="Mission_5_Psensitive" probability="20.0" rawProbability="20.0" time_ms="14851"/>
<Probability redTactic="Mission_5_Usensitive" probability="80.0" rawProbability="80.0" time_ms="375"/>
</RedTacticsProbe>
<AttackPropensityProbe_Pp id="Pp" normalizationConstraint="LessThanOrEqualTo" targetSum="100.0" name="P(Attack|IMINT, OSINT)" type="AttackProbabilityReport_Pp" trialPartTime_ms="27098">
<Datum datumType="OSINT" locationId="35-1"/>
<Datum datumType="IMINT" locationId="35-1"/>
<Datum datumType="BlueBook"/>
<AdjustmentSequence index="0" timeStamp="1393086187594"/>
<Probability locationId="35-1" locationIndex="0" redAction="Attack" probability="65.0" rawProbability="65.0" time_ms="275313"/>
</AttackPropensityProbe_Pp>
<BlueActionSelection dataProvidedToParticipant="false" name="Blue Action Selection" type="BlueActionSelection" trialPartTime_ms="1732">
<BlueAction action="Divert" locationId="35-1" locationIndex="0"/>
</BlueActionSelection>
<RedActionSelection dataProvidedToParticipant="true" type="RedActionSelection">
<RedAction action="Attack" locationId="35-1" locationIndex="0"/>
</RedActionSelection>
<ShowdownWinner locationId="35-1" locationIndex="0" winner="Red"/>
<RedTactic>Mission_5_Usensitive</RedTactic>
</Trial>
<Trial trialTime_ms="38689" trialNum="36">
<Humint redCapability_Pc="0.4">
<numTrialsSinceLastAttack>1</numTrialsSinceLastAttack>
</Humint>
<RedTacticsProbe xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:type="ns3:RedTacticProbabilityReportProbe" targetSum="100.0" normalizationConstraint="EqualTo" name="P(Red Style)" type="RedTacticsProbabilityReport" trialPartTime_ms="9032">
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] | null | null | null | <vector android:height="48dp" android:viewportHeight="819.48"
android:viewportWidth="872.59" android:width="51.11085dp" xmlns:android="http://schemas.android.com/apk/res/android">
<path android:fillColor="#bbb0bf" android:pathData="M845.39,384.84c0,225.94 -183.16,409.1 -409.1,409.1S27.19,610.74 27.19,384.84 209.41,65.91 432.88,32.61C730.99,-11.81 845.39,158.9 845.39,384.84Z"/>
<path android:fillColor="#a192a8" android:pathData="M872.59,383.19c0,241 -195.34,436.29 -436.3,436.29S0,624.15 0,383.19 194.33,43.06 432.65,7.54C750.59,-39.84 872.59,142.23 872.59,383.19Z"/>
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</vector>
| 172 | 332 | 0.680233 |
afd47f981afcbb6036295ddecc4952df36bb5933 | 600 | csproj | XML | source/Magento.RestClient.Integration/Magento.RestClient.Integration.csproj | mlof/Magento.RestClient | 1d9390addd3e01c24318e75c4beea4f063bb6da5 | [
"BSD-3-Clause"
] | 1 | 2021-08-15T18:39:21.000Z | 2021-08-15T18:39:21.000Z | source/Magento.RestClient.Integration/Magento.RestClient.Integration.csproj | mlof/Magento.RestClient | 1d9390addd3e01c24318e75c4beea4f063bb6da5 | [
"BSD-3-Clause"
] | 4 | 2021-09-02T07:30:25.000Z | 2021-09-10T07:45:36.000Z | source/Magento.RestClient.Integration/Magento.RestClient.Integration.csproj | mlof/Magento.RestClient | 1d9390addd3e01c24318e75c4beea4f063bb6da5 | [
"BSD-3-Clause"
] | null | null | null | <Project Sdk="Microsoft.NET.Sdk">
<PropertyGroup>
<TargetFramework>net5.0</TargetFramework>
<ApplicationIcon />
<OutputType>Exe</OutputType>
<StartupObject />
<IsPackable>false</IsPackable>
</PropertyGroup>
<ItemGroup>
<ProjectReference Include="..\Magento.RestClient.Domain\Magento.RestClient.Domain.csproj" />
<ProjectReference Include="..\Magento.RestClient\Magento.RestClient.csproj" />
</ItemGroup>
<ItemGroup>
<None Update="Fixtures.json">
<CopyToOutputDirectory>PreserveNewest</CopyToOutputDirectory>
</None>
</ItemGroup>
</Project>
| 25 | 96 | 0.708333 |
94f47fde52dfa4b0ae80491d2d327e08e8b1a9a4 | 1,103 | fxml | XML | pdftowordWin/src/application/ZhqjWin.fxml | winsonrich/pdftoword | d014c15a10d2bcd2ead1e995ab569a3ee1ccdcef | [
"MIT"
] | 7 | 2018-10-25T04:07:14.000Z | 2021-01-15T02:43:26.000Z | pdftowordWin/src/application/ZhqjWin.fxml | winsonrich/pdftoword | d014c15a10d2bcd2ead1e995ab569a3ee1ccdcef | [
"MIT"
] | 1 | 2017-10-17T02:41:24.000Z | 2017-10-17T02:41:24.000Z | pdftowordWin/src/application/ZhqjWin.fxml | winsonrich/pdftoword | d014c15a10d2bcd2ead1e995ab569a3ee1ccdcef | [
"MIT"
] | 2 | 2018-10-25T04:07:16.000Z | 2020-08-14T08:48:29.000Z | <?xml version="1.0" encoding="UTF-8"?>
<?import javafx.scene.effect.*?>
<?import javafx.scene.*?>
<?import javafx.geometry.*?>
<?import javafx.scene.text.*?>
<?import javafx.scene.control.*?>
<?import java.lang.*?>
<?import javafx.scene.layout.*?>
<Pane maxHeight="200.0" maxWidth="400.0" minHeight="200.0" minWidth="400.0" prefHeight="200.0" prefWidth="400.0" styleClass="dialog" stylesheets="@application.css" xmlns="http://javafx.com/javafx/8" xmlns:fx="http://javafx.com/fxml/1" fx:controller="application.ZhqjWinController">
<children>
<TextField fx:id="zhqj_startPage" layoutX="14.0" layoutY="69.0" />
<TextField fx:id="zhqj_endPage" layoutX="225.0" layoutY="69.0" />
<Label layoutX="185.0" layoutY="73.0" text="至" />
<Button fx:id="zhqj_okBtn" layoutX="305.0" layoutY="163.0" mnemonicParsing="false" onAction="#ok" text="确定" />
</children>
<opaqueInsets>
<Insets bottom="1.0" left="1.0" right="1.0" top="1.0" />
</opaqueInsets>
<cursor>
<Cursor fx:constant="DEFAULT" />
</cursor>
<effect>
<Glow level="0.0" />
</effect>
</Pane>
| 39.392857 | 281 | 0.647325 |
32d45bcacdd3a9777558ba4f1ae5fb5380d91540 | 3,140 | xml | XML | server/src/main/resources/mybatis/mapper/user-mapper.xml | abondar24/WebScrumBoard | 440257efd74b18f77642f26d7033ddec8c11befa | [
"MIT"
] | 2 | 2020-03-19T03:45:05.000Z | 2020-07-07T21:31:46.000Z | server/src/main/resources/mybatis/mapper/user-mapper.xml | abondar24/WebScrumBoard | 440257efd74b18f77642f26d7033ddec8c11befa | [
"MIT"
] | 2 | 2020-11-10T16:56:27.000Z | 2022-02-27T10:43:15.000Z | server/src/main/resources/mybatis/mapper/user-mapper.xml | abondar24/WebScrumBoard | 440257efd74b18f77642f26d7033ddec8c11befa | [
"MIT"
] | null | null | null | <?xml version="1.0" encoding="UTF-8" ?>
<!DOCTYPE mapper
PUBLIC "-//mybatis.org//DTD Mapper 3.0//EN"
"http://mybatis.org/dtd/mybatis-3-mapper.dtd">
<mapper namespace="org.abondar.experimental.wsboard.server.mapper.UserMapper" >
<cache type="org.mybatis.caches.ehcache.EhcacheCache">
<property name="timeToIdleSeconds" value="500"/>
<property name="timeToLiveSeconds" value="500"/>
<property name="maxEntriesLocalHeap" value="1000"/>
<property name="maxEntriesLocalDisk" value="10000"/>
<property name="memoryStoreEvictionPolicy" value="LRU"/>
</cache>
<resultMap id="userMap" type="org.abondar.experimental.wsboard.server.datamodel.user.User">
<id column="id" property="id"/>
<result column="login" property="login"/>
<result column="email" property="email"/>
<result column="first_name" property="firstName"/>
<result column="last_name" property="lastName"/>
<result column="password" property="password"/>
<result column="roles" property="roles"/>
<result column="avatar" property="avatar"/>
</resultMap>
<insert id="insertUser" useGeneratedKeys="true" keyColumn="id" keyProperty="id">
INSERT INTO wsuser (login, email, first_name, last_name, password, roles)
VALUES (#{user.login},
#{user.email},
#{user.firstName},
#{user.lastName},
#{user.password},
#{user.roles})
ON CONFLICT (id) DO NOTHING;
</insert>
<update id="updateUser">
UPDATE wsuser
SET login = #{user.login},
email = #{user.email},
first_name = #{user.firstName},
last_name = #{user.lastName},
password = #{user.password},
roles = #{user.roles},
avatar = #{user.avatar}
WHERE id = #{user.id}
</update>
<select id="getUserByLogin" resultMap="userMap" useCache="true">
SELECT *
FROM wsuser
WHERE login = #{login}
</select>
<select id="getUserById" resultMap="userMap">
SELECT *
FROM wsuser
WHERE id = #{id}
</select>
<select id="getUsersByIds" resultMap="userMap">
SELECT * FROM wsuser WHERE id IN
<foreach item='id' index='index' collection='idList' open='(' separator=',' close=')'>
#{id}
</foreach>
</select>
<select id="getProjectOwner" resultMap="userMap">
SELECT *
FROM wsuser usr
JOIN contributor ctr ON ctr.user_id = usr.id
JOIN project prj on ctr.project_id = prj.id
WHERE prj.id = #{projectId}
and ctr.is_owner = true
</select>
<select id="getContributorsForProject" resultMap="userMap" useCache="true">
SELECT *
FROM wsuser usr
JOIN contributor ctr ON ctr.user_id = usr.id
WHERE ctr.project_id = #{projectId}
and ctr.is_active = true
ORDER BY ctr.id
OFFSET #{offset}
LIMIT #{limit}
</select>
</mapper>
| 33.763441 | 95 | 0.575478 |
9ee9b52dc24823995d42320f52a0ea2466327e26 | 158 | xml | XML | docs/xero/functions/payment/getpayments/metadata.xml | gititGoro/linx5bootstrapjekyll | 6e5613a15cf7edaad96cf93873c811a5eadbb8ef | [
"MIT"
] | null | null | null | docs/xero/functions/payment/getpayments/metadata.xml | gititGoro/linx5bootstrapjekyll | 6e5613a15cf7edaad96cf93873c811a5eadbb8ef | [
"MIT"
] | null | null | null | docs/xero/functions/payment/getpayments/metadata.xml | gititGoro/linx5bootstrapjekyll | 6e5613a15cf7edaad96cf93873c811a5eadbb8ef | [
"MIT"
] | null | null | null | <Item>
<Name>GetPayments</Name>
<Description>Use this method to retrieve either one or many payments for invoices and credit notes.</Description>
</Item> | 39.5 | 115 | 0.759494 |
3952733e7e716e96c1e9a2349f2341e06bb53434 | 2,072 | xml | XML | app/src/main/res/layout/notification_item.xml | tarek360/GC-Forum | 6a2f8198d1d1697444eb025f4a000f42caec46cc | [
"Apache-2.0"
] | 3 | 2016-05-08T22:53:58.000Z | 2016-11-24T00:47:36.000Z | app/src/main/res/layout/notification_item.xml | tarek360/GC-Forum | 6a2f8198d1d1697444eb025f4a000f42caec46cc | [
"Apache-2.0"
] | null | null | null | app/src/main/res/layout/notification_item.xml | tarek360/GC-Forum | 6a2f8198d1d1697444eb025f4a000f42caec46cc | [
"Apache-2.0"
] | null | null | null | <?xml version="1.0" encoding="utf-8"?>
<LinearLayout
xmlns:android="http://schemas.android.com/apk/res/android"
xmlns:tools="http://schemas.android.com/tools"
android:id="@+id/notification_item"
android:layout_width="match_parent"
android:layout_height="wrap_content"
android:orientation="horizontal"
android:paddingTop="8dp"
android:paddingRight="16dp"
android:paddingLeft="16dp"
android:paddingBottom="0dp">
<LinearLayout
android:id="@+id/graphicLayout"
android:orientation="vertical"
android:layout_width="wrap_content"
android:layout_height="match_parent"
android:gravity="center">
<com.joanzapata.iconify.widget.IconTextView
android:id="@+id/icon"
android:layout_width="36dp"
android:layout_height="36dp"
android:textSize="28sp"
android:gravity="center"
android:text="{md-notifications}"
android:background="@drawable/session_icon_bg"/>
<View
android:id="@+id/timeLine"
android:layout_width="1dp"
android:layout_height="match_parent"
android:minHeight="36dp"
android:background="@color/md_grey_400"
android:layout_marginTop="8dp"/>
</LinearLayout>
<LinearLayout
android:id="@+id/dataLayout"
android:orientation="vertical"
android:layout_width="match_parent"
android:layout_height="wrap_content"
android:layout_marginLeft="16dp"
android:layout_marginBottom="24dp">
<TextView
android:id="@+id/title"
android:layout_width="match_parent"
android:layout_height="wrap_content"
tools:text="Title"
android:textSize="14sp"
android:textColor="@color/md_black_1000"/>
<TextView
android:id="@+id/time"
android:layout_width="match_parent"
android:layout_height="wrap_content"
android:layout_marginTop="6dp"
tools:text="9:00 AM - 10:00 AM"
android:textSize="12sp"
android:textColor="@color/md_grey_600"/>
</LinearLayout>
</LinearLayout> | 31.876923 | 62 | 0.667954 |
3aec4cc67dd25a5a66bcb12a6cc57beab065611f | 442 | xml | XML | data/images/train1/vest19.xml | kpradeep1999/object_detection_demo | 8c575f67b0528f29e43c5ebbe2ccbde5662c815f | [
"MIT"
] | null | null | null | data/images/train1/vest19.xml | kpradeep1999/object_detection_demo | 8c575f67b0528f29e43c5ebbe2ccbde5662c815f | [
"MIT"
] | null | null | null | data/images/train1/vest19.xml | kpradeep1999/object_detection_demo | 8c575f67b0528f29e43c5ebbe2ccbde5662c815f | [
"MIT"
] | null | null | null | <annotation>
<folder>untitled folder 28</folder>
<filename>vest19.jpg</filename>
<size>
<width>800</width>
<height>600</height>
<depth>3</depth>
</size>
<object>
<name>vest</name>
<difficult>0</difficult>
<bndbox>
<xmin>134</xmin>
<ymin>71</ymin>
<xmax>683</xmax>
<ymax>514</ymax>
</bndbox>
</object>
</annotation> | 23.263158 | 39 | 0.493213 |
f783c72edf17423792740af7923e61725b09ae1d | 387 | xml | XML | MagicCMS/test-root/image/img_news/178/_notes/dwsync.xml | magicbruno/MagicCMS.4.5 | 6bb57ab1a22b4f62975276c4a464f00edee14fd4 | [
"MIT"
] | null | null | null | MagicCMS/test-root/image/img_news/178/_notes/dwsync.xml | magicbruno/MagicCMS.4.5 | 6bb57ab1a22b4f62975276c4a464f00edee14fd4 | [
"MIT"
] | null | null | null | MagicCMS/test-root/image/img_news/178/_notes/dwsync.xml | magicbruno/MagicCMS.4.5 | 6bb57ab1a22b4f62975276c4a464f00edee14fd4 | [
"MIT"
] | null | null | null | <?xml version="1.0" encoding="utf-8" ?>
<dwsync>
<file name="Pict3252-3253.jpg" server="62.149.209.100" local="128671992000000000" remote="128671992000000000" />
<file name="PICT3254.jpg" server="62.149.209.100" local="128671992000000000" remote="128671992000000000" />
<file name="PICT3317.jpg" server="62.149.209.100" local="128671992000000000" remote="128671992000000000" />
</dwsync> | 64.5 | 112 | 0.74677 |
c6e8bc8edbfabbdc57c53018eb7fd596650d3bf7 | 5,147 | xsd | XML | actions-beans/src/main/resources/webelement-actions.xsd | MengJueM/actions | fa03c275e800f932309ebc8ae225e316f1ecc66d | [
"Apache-2.0"
] | null | null | null | actions-beans/src/main/resources/webelement-actions.xsd | MengJueM/actions | fa03c275e800f932309ebc8ae225e316f1ecc66d | [
"Apache-2.0"
] | null | null | null | actions-beans/src/main/resources/webelement-actions.xsd | MengJueM/actions | fa03c275e800f932309ebc8ae225e316f1ecc66d | [
"Apache-2.0"
] | null | null | null | <?xml version="1.0" encoding="UTF-8"?>
<xsd:schema attributeFormDefault="unqualified" elementFormDefault="unqualified"
xmlns:xsd="http://www.w3.org/2001/XMLSchema"
xmlns:ns="urn:beans.actions.qatools.yandex.ru"
xmlns:jaxb="http://java.sun.com/xml/ns/jaxb"
xmlns:itn="http://jaxb2-commons.dev.java.net/basic/inheritance"
jaxb:extensionBindingPrefixes="itn"
targetNamespace="urn:beans.actions.qatools.yandex.ru"
version="2.1">
<xsd:complexType name="WebElementAction" abstract="true">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractWebElementAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
<xsd:sequence>
<xsd:element name="findBy" type="ns:FindBy"/>
</xsd:sequence>
</xsd:complexType>
<xsd:complexType name="AbstractFindByFactory" abstract="true"/>
<xsd:complexType name="ClickAction">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractClickAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
</xsd:complexType>
<xsd:complexType name="MouseOverAction">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractMouseOverAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
</xsd:complexType>
<xsd:complexType name="TypeTextAction">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractTypeTextAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
<xsd:attribute name="text" type="xsd:string" use="required"/>
</xsd:complexType>
<xsd:complexType name="ClearAction">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractClearAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
</xsd:complexType>
<xsd:complexType name="SelectListOptionAction">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractSelectListOptionAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
<xsd:attribute name="optionIndex" type="xsd:int" use="required"/>
</xsd:complexType>
<xsd:complexType name="SelectRadioButtonAction">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractSelectRadioButtonAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
<xsd:attribute name="buttonIndex" type="xsd:int" use="required"/>
</xsd:complexType>
<xsd:complexType name="SelectCheckBoxAction">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractSelectCheckBoxAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
</xsd:complexType>
<xsd:complexType name="DeselectCheckBoxAction">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractDeselectCheckBoxAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
</xsd:complexType>
<xsd:complexType name="WaitForElementAction">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.AbstractWaitForElementAction</itn:extends>
</xsd:appinfo>
</xsd:annotation>
<xsd:attribute name="MaxWaitTime" type="xsd:int" default="20"/>
</xsd:complexType>
<xsd:complexType name="FindBy">
<xsd:annotation>
<xsd:appinfo>
<itn:extends>ru.yandex.qatools.actions.beans.FindByFactory</itn:extends>
</xsd:appinfo>
</xsd:annotation>
<xsd:attribute name="how" type="ns:How"/>
<xsd:attribute name="using" type="xsd:string"/>
<xsd:attribute name="id" type="xsd:string"/>
<xsd:attribute name="name" type="xsd:string"/>
<xsd:attribute name="className" type="xsd:string"/>
<xsd:attribute name="css" type="xsd:string"/>
<xsd:attribute name="tagName" type="xsd:string"/>
<xsd:attribute name="linkText" type="xsd:string"/>
<xsd:attribute name="partialLinkText" type="xsd:string"/>
<xsd:attribute name="xpath" type="xsd:string"/>
</xsd:complexType>
<xsd:simpleType name="How">
<xsd:restriction base="xsd:string">
<xsd:enumeration value="CLASS_NAME"/>
<xsd:enumeration value="CSS"/>
<xsd:enumeration value="ID"/>
<xsd:enumeration value="ID_OR_NAME"/>
<xsd:enumeration value="LINK_TEXT"/>
<xsd:enumeration value="NAME"/>
<xsd:enumeration value="PARTIAL_LINK_TEXT"/>
<xsd:enumeration value="TAG_NAME"/>
<xsd:enumeration value="XPATH"/>
</xsd:restriction>
</xsd:simpleType>
</xsd:schema> | 38.410448 | 106 | 0.606956 |
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