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Welcome to the Future: No Logins Required
Published about 1 month ago • 5 min read
The Middlefrom GrowthCurve
Three ideas to level up your week.
Hey Reader,
Welcome to The Middle, your midweek rundown of the most interesting things we've read this week.
Shoutout to the South Carolina Gamecocks for bringing home the Women's Basketball National Championship.
And impressive to see the rise in viewers around Women's Basketball. (UConn-Purdue: 14.8 million • Iowa-South Carolina: 18.9 million)
4.1 million more people watched the Women's Basketball Championship than the Men's Basketball National Championship this year.
First time in history that's happened.
Let's get you to more greatness in The Middle...
Jeff
Today's Newsletter is brought to you by Gainsight
Four powerful products. One powerful suite. See why businesses who use Gainsight are 15% more likely to view their customers as a revenue center. We call it the Power of One.
The classic “gated” funnel: 1️⃣ 5% of website visitors start using the product 2️⃣ All of them give you their email (although you see high rates of spam, bots, duplicate emails, etc.) 3️⃣ 20-40% of sign-ups reach an ‘aha’ moment The loginless “ungated” funnel: 1️⃣ 15% of website visitors start using the product (3x increase 🚀🚀) 2️⃣ Only a portion give you their email 3️⃣ 40%+ of these reach an ‘aha’ moment (🚀)
Wait, I can get 3x the number of users using the product? Damn, I’m sold.
But besides the numbers, why would companies do this?
Our hunch: It's one way to build trust upfront and in public with the customer.
They’re signaling “We’ve built a strong, useful product. Go ahead and use it before you buy it.”
It reduces friction for the customer. And it puts pressure on incumbents to “show their cards.”
AI Corner
Shoutout to Derek from Tray.io for today’s inspiration.
Today’s AI tip: Summarize an earnings report for a publicly traded customer
Here’s a start on a prompt you can use:
I work for [COMPANY], we're the leading software company for handling [OUTCOMES]. One of my customers, [PUBLIC COMPANY], has recently reported their earnings for [TIME PERIOD]. I have an upcoming meeting where I’d like to be able to: 1) ensure we are aligned with their outcomes 2) ensure their renewal and any potential expansion Please build me a guide that would help present and facilitate this conversation.
If your team uses AI in your daily work, hit reply so you can tell us about it
3. Asking generative questions. For curious minds, every interaction is an opportunity to learn. Exchanging generative questions is one of their favorite modes of communication. They not only ask about facts, but also about feelings, underlying motivations, and cultural context. Their questions are open-ended, multidimensional, and empathetic. Some of them even keep a list of their favorite questions.
Build teams that aren’t afraid to ask tough, necessary questions that can lead to strong relationships.
It gets you moving towards business partner and away from vendor.
9. Welcoming the unpredictable. For curious minds, the fact that the world keeps on changing is a feature, not a bug. They believe that their response determines how much disruptions affect them, and they choose to respond with curiosity. They surf with chaos to not only survive, but to thrive in chaotic times.
SaaS is anything but predictable. Look at the last 4-5 years as evidence.
This constant variability requires a person who can be comfortable in the uncomfortable. It’s not for everyone.
Build teams that approach change with an open mind. And that see themselves Surfing In The Chaos.
Whenever you're ready, there are 3 ways we can help you:
CoverYourSaaS is a financial literacy course for SaaS leaders. It teaches you the fundamental language of business, SaaS metrics, and how to maximize your impact. This course sets the stage for you to make informed, focused, and profitable decisions. Purchase the course here.
Our Level Up Webinar series continues May 22 at 12pm ET with the Big 3 of Subscription Revenue (ARR, GRR, NRR). Save your spot here.