đ How to Have a Superhuman Launch; Your European Market Opportunity; The New Virtual Handshake
Good morning! We hope you had as great of a 4th of July as we did, but arenât nearly as sunburnt and stuffed with hot dogs. We suspect many of you all are still in a food coma, so weâre keeping things short and sweet with a few growth and sales tips.Â
Letâs get to it.
đȘđș America is getting all the attention this week, but once youâre done celebrating, it might be time to consider what your companyâs revenue opportunity is in Europe. That may sound difficult to calculate, there are a couple of easy ways to go about it:
Bottoms Up - Forecast sales productivity by market then multiply by the number of your anticipated sales reps. This provides a rough, short term answer to the question.
Top Down - Look at your target customers in each geo then estimate ARPU to get to your TAM. You can find great Euro country data with company size and vertical here.
Rule of Thumb - On average, roughly 25-30% of US B2B SaaS companiesâ revenue comes from Europe, so if your company is close to that split, youâre in good shape.
𩾠If you havenât heard, email client Superhuman is all the rage due to their lightning fast speed and gorgeous UI. And while theyâve ran into a few privacy bumps lately, the business remains off to a great start thanks to their impressive launch campaign, which simultaneously helped them grow a massive fanbase and find their product-market fit. The million dollar question which founder Rahul Vora used to benchmark that fit: âhow would you feel if you could no longer use our product?â. If 40% or more of participants are âvery disappointedâ (vs. not disappointed or somewhat), then youâre golden.Â
đ€ Itâs no secret that marketing automation has fundamentally changed the way we sell SaaS products. Gone are the days of sales reps cold calling and pitching your service to a potential customerâand that might actually be a bad thing. The email sequences, reminders, and other sales hacks of today donât build rapport and lack personalization, and itâs showing in email open rates, which sit at an all time low. We think the new virtual handshake is going back to the basics, and will require extensive customer research (where marketing tools do provide great value) and real human-to-human interactions.