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Facebook will give academic researchers access to 2020 election ad targeting data - techcrunch

Facebook will give academic researchers access to 2020 election ad targeting data

Starting next month, Facebook will open up academic access to a dataset of 1.3 million political and social issue ads, including those that ran between August 3 and November 3, 2020 — Election Day in the U.S. Facebook’s Ad Library, launched in 2019, offers a searchable database of all ads running on Facebook and Instagram. […]
techcrunch - 48 minutes ago
Qualtrics raises IPO pricing ahead of debut - techcrunch

Qualtrics raises IPO pricing ahead of debut

This morning, Qualtrics, a software company that tracks customer and employee sentiment, filed a new S-1 document. The new filing raises Qualtrics’ expected IPO price range, providing the Utah-based unicorn with a higher potential valuation in its impending debut. Qualtrics previously sold to SAP for $8 billion while on the path to going public; after […]
techcrunch - 1 hour ago
Chamath Palihapitiya’s SPAC for Sunlight Financial is another sign of a renewables boom - techcrunch

Chamath Palihapitiya’s SPAC for Sunlight Financial is another sign of a renewables boom

Former Facebook employee and current enfant terrible of high finance Chamath Palihapitiya is making news again with a $1.3 billion twofer SPAC and PIPE deal into the solar energy financing company, Sunlight Financial. Sunlight Financial is essentially a lending company that gives solar installers a way to provide loans to homeowners to finance solar power […]
techcrunch - 2 hours ago
Twitter’s Birdwatch fights misinformation with community notes - techcrunch

Twitter’s Birdwatch fights misinformation with community notes

Twitter is launching what it calls “a community-based approach to misinformation.” The Birdwatch project first came to light last fall thanks to product sleuth Jane Manchun Wong. Now Twitter has launched a pilot version via the Birdwatch website. The goal, as explained in a blog post by Twitter’s Vice President of Product Keith Coleman, is […]
techcrunch - 2 hours ago
Hear leading voices discuss workplace organizing in tech at TC Sessions: Justice on March 3 - techcrunch

Hear leading voices discuss workplace organizing in tech at TC Sessions: Justice on March 3

In a year defined by economic and civil unrest, it should come as little surprise that workplace organizing has been on the upswing. The COVID-19 pandemic in particular (coupled with the ever-present effects of late capitalism) has brought longstanding questions of employment stability and safety to the forefront of many. Of course, much of this […]
techcrunch - 3 hours ago
Calling Swedish VCs: Be featured in The Great TechCrunch Survey of European VC - techcrunch

Calling Swedish VCs: Be featured in The Great TechCrunch Survey of European VC

TechCrunch is embarking on a major project to survey the venture capital investors of Europe, and their cities. Our <a href=”https://forms.gle/k4Ji2Ch7zdrn7o2p6”>survey of VCs in Stockholm, and Sweden generally, will capture how the country is faring, and what changes are being wrought amongst investors by the coronavirus pandemic. The deadline is the end of this week. […]
techcrunch - 4 hours ago
Unpacking Chamath Palihapitiya’s SPAC deals for Latch and Sunlight Financial - techcrunch

Unpacking Chamath Palihapitiya’s SPAC deals for Latch and Sunlight Financial

Latch is an enterprise SaaS company that makes keyless entry systems for buildings; Sunlight Financial offers point of sale financing for residential solar systems.
techcrunch - 4 hours ago
Goalsetter raises $3.9 million to teach financial literacy to kids - techcrunch

Goalsetter raises $3.9 million to teach financial literacy to kids

Goalsetter, a platform that helps parents teach their kids financial literacy, announced the raise of a $3.9 million seed round this morning, led by Astia. PNC Bank, Mastercard, US. Bank, Northwestern Mutual Future Ventures, Elevate Capital, Portfolia’s First Step and Rising America Fund and Pipeline Angels also participated in the round. The round also saw […]
techcrunch - 4 hours ago
As it hits $100 million run rate, The Pill Club adds former Uber exec Liz Meyerdirk as CEO - techcrunch

As it hits $100 million run rate, The Pill Club adds former Uber exec Liz Meyerdirk as CEO

Liz Meyerdirk made a name for herself at Uber as the Senior Director & Global Head of Business Development for the company’s Uber Eats business and she’s now turning her attention to women’s health as the new chief executive of The Pill Club. The move comes at a perilous time for the remote delivery of […]
techcrunch - 5 hours ago
Virgin Orbit will launch first Dutch defense satellite in mission that will demo rapid response capabilities - techcrunch

Virgin Orbit will launch first Dutch defense satellite in mission that will demo rapid response capabilities

Virgin Orbit isn’t slowing down after joining the exclusive club of small launch companies that have made it to orbit – the company just announced that it’s flying a payload on behalf of customer the Royal Netherlands Air Force (RNAF). This is the first ever satellite being put up by the Dutch Ministry of Defense, […]
techcrunch - 5 hours ago
Equity Monday: Clubhouse, Taboola, and why the SPAC wave will get worse - techcrunch

Equity Monday: Clubhouse, Taboola, and why the SPAC wave will get worse

Hello and welcome back to Equity, TechCrunch’s venture capital-focused podcast where we unpack the numbers behind the headlines. This is Equity Monday,  our weekly kickoff that tracks the latest private market news, talks about the coming week, digs into some recent funding rounds and mulls over a larger theme or narrative from the private markets. You […]
techcrunch - 5 hours ago
Moderna says it’s making variant-specific COVID-19 vaccines, but its existing vaccine should still work - techcrunch

Moderna says it’s making variant-specific COVID-19 vaccines, but its existing vaccine should still work

Moderna has detailed some of the steps it’s taking to ensure that its vaccine remains effective in the face of emerging strains of the SARS-CoV-2 virus that leads to COVID-19. These include testing how adding a second booster, for a total of three shots, works with its existing COVID-19 vaccine, and also developing a strain-specific […]
techcrunch - 6 hours ago
Apple hit with another European class action over throttled iPhones - techcrunch

Apple hit with another European class action over throttled iPhones

A third class action lawsuit has been filed in Europe against Apple seeking compensation — for what Italy’s Altroconsumo consumer protection agency dubs “planned obsolescence” of a number of iPhone 6 models. The action relates to performance throttling Apple applied several years ago to affected iPhones when the health of the device’s battery had deteriorated […]
techcrunch - 7 hours ago
Proving voicemail doesn’t have to be wack, the Slack-backed startup Yac raises $7.5 million - techcrunch

Proving voicemail doesn’t have to be wack, the Slack-backed startup Yac raises $7.5 million

Yac, the Orlando, Fla.-based startup that’s digitizing voice messages for remote offices, has raised $7.5 million in a new round of funding. The company’s service has garnered enough attention to pick up a pretty sizable new round from investors led by GGV Capital and a return investment from the Slack Fund. Apparently, reinventing voicemail is a […]
techcrunch - 7 hours ago
Wolt closes $530M round to continue expanding beyond restaurant delivery - techcrunch

Wolt closes $530M round to continue expanding beyond restaurant delivery

Wolt, the Helsinki-based online ordering and delivery company that initially focused on restaurants but has since expanded to other verticals, has raised $530 million in new funding. The round was led by Iconiq Growth, with participation from Tiger Global, DST, KKR, Prosus, EQT Growth and Coatue. Previous backers 83North, Highland Europe, Goldman Sachs Growth Equity, […]
techcrunch - 8 hours ago
Taboola is going public via SPAC - techcrunch

Taboola is going public via SPAC

Taboola is the latest company seeking to go public via special purpose acquisition corporation — more commonly known as a SPAC. To achieve this, it will merge with ION Acquisition Corp, which went public in 2020 with the aim of funding an Israeli tech acquisition (Haaretz reported last month that Taboola was in talks with […]
techcrunch - 8 hours ago
Google pledges grants and facilities for COVID-19 vaccine programs - techcrunch

Google pledges grants and facilities for COVID-19 vaccine programs

Google said today it is taking several steps to help with COVID-19 vaccine distribution in the United States, including grants and opening its facilities to vaccination programs. The tech giant is among several other large corporations, including Amazon, Walmart, Starbucks and Microsoft, that have pledged support to local government agencies and medical providers to help […]
techcrunch - 10 hours ago
Virtual social network IMVU raises $35M from China’s NetEase and others - techcrunch

Virtual social network IMVU raises $35M from China’s NetEase and others

The line between social networking and gaming is increasingly blurring, and internet incumbents are taking notice. NetEase, the second-largest gaming company in China behind Tencent, is among a group of investors who just backed IMVU, an avatar-focused social network operating out of California. Menlo Park-based Structural Capital among other institutions also joined in the strategic […]
techcrunch - 10 hours ago
Sano Genetics, a startup helping with Long Covid research, raises £2.5M in seed funding - techcrunch

Sano Genetics, a startup helping with Long Covid research, raises £2.5M in seed funding

Sano Genetics, a startup with a broad mission to support personalised medicine research by increasing participation in clinical trials, has raised £2.5 million in seed funding. The round is led by Episode1 Ventures, alongside Seedcamp, Cambridge Enterprise, January Ventures, and several Europe and U S.-based angel investors. It adds to £500,000 in pre-seed funding in […]
techcrunch - 10 hours ago
Alma raises $59.4 million for its Klarna-like payment option - techcrunch

Alma raises $59.4 million for its Klarna-like payment option

French startup Alma is raising a $59.4 million Series B funding round (€49 million). The company has been building a new payment option for expensive good. You can choose to pay over three or four installments. This product sounds familiar if you’ve used Klarna in the past. But Klarna isn’t available in France. Cathay Innovation, […]
techcrunch - 12 hours ago
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techcrunch
Bottom-up SaaS: A framework for mapping pricing to customer value

Bottom-up SaaS: A framework for mapping pricing to customer value

techcrunch - 1 month ago

A few years ago, building a bottom-up SaaS company defined as a firm where the average purchasing decision is made without ever speaking to a salesperson was a novel concept. Today, by our count, at least 30% of the Cloud 100 are now bottom-up.

For the first time, individual employees are influencing the tooling decisions of their companies versus having these decisions mandated by senior executives. Self-serve businesses thrive on this momentum, leveraging individuals as their evangelists, to grow from a single use-case to small teams, and ultimately into whole company deployments.

In a truly self-service model, individual users can sign up and try the product on their own. There is no need to get compliance approval for sensitive data or to get IT support for integrations everything can be managed by the line-level users themselves. Then that person becomes an internal champion, driving adoption across the organization.

Today, some of the most well-known software companies such as Datadog, MongoDB, Slack and Zoom, to name a few, are built with a primarily bottom-up product-led sales approach.

In this piece, we will take a closer look at this trend and specifically how it has fundamentally altered pricing and at a framework for mapping pricing to customer value.

Aligning value with pricing

In a bottom-up SaaS world, pricing has to be transparent and standardized (at least for the most part, see below). Its the only way your product can sell itself. In practice, this means you can no longer experiment as you go, with salespeople using their gut instinct to price each deal. You need a concrete strategy that aligns customer value with pricing.

To do this well, you need to deeply understand your customers and how they use your product. Once you do, you can MAP them to help align pricing with value.

The MAP customer value framework

The MAP customer value framework requires deeply understanding your customers in order to clearly identify and articulate their needs across Metrics, Activities and People.

Not all elements of MAP should determine your pricing, but chances are that one of them will be the right anchor for your pricing model:

Metrics: Metrics can include things like minutes, messages, meetings, data and storage. What are the key metrics your customers care about? Is there a threshold of value associated with these metrics? By tracking key metrics early on, youll be able to understand if growing a certain metric increases value for the customer. For example:

  • Zoom Minutes: Free with a 40-minute time limit on group meetings.
  • Slack Messages: Free until 10,000 total messages.
  • Airtable Records: Free until 1,200 records.

Activity: How do your customers really use your product and how do they describe themselves? Are they creators? Are they editors? Do different customers use your product differently? Instead of metrics, a key anchor for pricing may be the different roles users have within an organization and what they want and need in your product. If you choose to anchor on activity, you will need to align feature sets and capabilities with usage patterns (e.g., creators get access to deeper tooling than viewers, or admins get high privileges versus line-level users). For example:

sauce: techcrunch
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