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SAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to$100M ARR faster.
HOW MUCH ANGEL INVESTING IS TOO MUCH FOR FOUNDERS? 6 hours ago · On other hand, too much time investing is a signal to others that the highest ROI of your time isn’t as a founder. That you might make more money, for less stress, investing in someone else’s company — than your own WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
SAASTR PODCAST #424: WHAT IT TAKES TO REALLY RAISE CAPITAL Christoph shared the fundraising numbers through every round from Pre-Seed to Series C. He focused on several specific metrics, including Round Size, Valuation, and ARR & MRR. (Originally, in 2016, Point 9 measured MRR, but they have since changed their focus to ARR). Round Size – 2016: $200K – $500K. 2021: $300K – $1M. Valuation– 2016
5 INTERESTING LEARNINGS FROM MONGODB AT $700,000,000 ARR MongoDB is accelerating at $700m ARR. The size and power of the Cloud is just awesome these days. 5 Interesting Learnings: #1. 98 $1M+ ACV Customers, Up from 62 a Year Ago. But $100k customers only increased from 898 to 975 year-over-year . HUBSPOT'S GROWTH ACCELERATES TO 41% AT $1.1B IN ARR. AND Yup. HubSpot is now growing a stunning 41% at $1.1B ARR, and has raised guidance to $1.3B for the full fiscal year, up from $1.17B. And this isn’t 41% growing leveraging, say, 130% NRR. Now, it’s the harder way — on top of 100% NRR from mostly SMBs. Without the huge NRR boost from the existing base you get in more enterprise SaaS. CRUNCHBASE: WE’RE MINTING UNICORNS TWICE AS FAST AS LAST Crunchbase: We’re Minting Unicorns Twice as Fast as Last Year. by Jason Lemkin | Blog Posts, Fundraising. Crunchbase has a new post on lots of data on how VC investing is changing, and how so much of it comes from growth funds and firms. Read it here. Perhaps the most interesting tidbit to me was quantifying just how many unicorns we are 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN And When to Hire One. Now if you are ready, but haven’t done it before in SaaS, here are 10 good screening questions to see if you have a real VP, Sales candidate in hand — or not. These questions mostly don’t have right or wrong answers, but will help you determine the quality and fit of the candidates: 1. How big a team doyou think we
SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training. 5 KEY STARTUP LESSONS WE LEARNED FROM COVID 6 hours ago · Q: What are the top startup lessons we learned during Covid? A few lessons that maybe weren't new, but they we relearned in 2020-2021: Things alwaysSAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to$100M ARR faster.
HOW MUCH ANGEL INVESTING IS TOO MUCH FOR FOUNDERS? 6 hours ago · On other hand, too much time investing is a signal to others that the highest ROI of your time isn’t as a founder. That you might make more money, for less stress, investing in someone else’s company — than your own WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
SAASTR PODCAST #424: WHAT IT TAKES TO REALLY RAISE CAPITAL Christoph shared the fundraising numbers through every round from Pre-Seed to Series C. He focused on several specific metrics, including Round Size, Valuation, and ARR & MRR. (Originally, in 2016, Point 9 measured MRR, but they have since changed their focus to ARR). Round Size – 2016: $200K – $500K. 2021: $300K – $1M. Valuation– 2016
5 INTERESTING LEARNINGS FROM MONGODB AT $700,000,000 ARR MongoDB is accelerating at $700m ARR. The size and power of the Cloud is just awesome these days. 5 Interesting Learnings: #1. 98 $1M+ ACV Customers, Up from 62 a Year Ago. But $100k customers only increased from 898 to 975 year-over-year . HUBSPOT'S GROWTH ACCELERATES TO 41% AT $1.1B IN ARR. AND Yup. HubSpot is now growing a stunning 41% at $1.1B ARR, and has raised guidance to $1.3B for the full fiscal year, up from $1.17B. And this isn’t 41% growing leveraging, say, 130% NRR. Now, it’s the harder way — on top of 100% NRR from mostly SMBs. Without the huge NRR boost from the existing base you get in more enterprise SaaS. CRUNCHBASE: WE’RE MINTING UNICORNS TWICE AS FAST AS LAST Crunchbase: We’re Minting Unicorns Twice as Fast as Last Year. by Jason Lemkin | Blog Posts, Fundraising. Crunchbase has a new post on lots of data on how VC investing is changing, and how so much of it comes from growth funds and firms. Read it here. Perhaps the most interesting tidbit to me was quantifying just how many unicorns we are 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN And When to Hire One. Now if you are ready, but haven’t done it before in SaaS, here are 10 good screening questions to see if you have a real VP, Sales candidate in hand — or not. These questions mostly don’t have right or wrong answers, but will help you determine the quality and fit of the candidates: 1. How big a team doyou think we
5 KEY STARTUP LESSONS WE LEARNED FROM COVID 6 hours ago · Q: What are the top startup lessons we learned during Covid? A few lessons that maybe weren't new, but they we relearned in 2020-2021: Things always A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
20 GREAT NEW SALES + MARKETING LEADERS SPEAKING AT 2021 You wanted even more sales and marketing and revenue leaders at 2021 SaaStr Annual — and you got it!. We’re back together again in person, outdoors this time and 100% vaccinated, at the San Mateo County Fairgrounds just south of San Francisco on Sept 27-29. JOIN TEAM SAASTR IN CUSTOMER SUCCESS!! 6 hours ago · We’re hiring for several roles for our tiny but might team at SaaStr, but our top priority is really professionalizing customer and account success 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN And When to Hire One. Now if you are ready, but haven’t done it before in SaaS, here are 10 good screening questions to see if you have a real VP, Sales candidate in hand — or not. These questions mostly don’t have right or wrong answers, but will help you determine the quality and fit of the candidates: 1. How big a team doyou think we
LAYOFFS ARE LESS COMMON TODAY AFTER ACQUISITIONS. BUT HERE Q: After an acquisition, how long before severance packages are offered due to layoffs/downsizing? Layoffs and downsizing are less common in most tech acquisitions today. THE 7 SIMPLE REASONS SO MANY COMPANIES ARE LEAVING THE SF It’s a combination of factors: We’ve all learned to work as distributed teams now. All of us. And what we’re learning is that not only do many employees want to work and live in cheaper parts of the U.S. (and the world), but a lot of them want to work somewherewarm.
WHAT TO DO WHEN YOU ARE TOO EARLY TO A NEW MARKET Some of us are intentional in which type of market we pick — mature and competitive, or new and emerging (and likely less competitive). Some of us really want to compete with a new entrant in a proven market, and explode like a Datadog. 5 INTERESTING LEARNINGS FROM VEEVA AT $2 BILLION IN ARR 1 day ago · Veeva Systems is a quieter SaaS enterprise giant that if you sell bigger deals, and/or do vertical SaaS, it’s worth learning more about. CEO Peter Gassner is truly of the most impressive founders I’ve personally met and you can take a look at our deep TOMORROW! LEARN FROM THE VPES OF BOX, DATADOG, CODA, GUSTO 23 hours ago · TOMORROW! Learn from the VPEs of Box, Datadog, Coda, Gusto, Atlassian and More!! SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training. WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
14 WAYS TO HELP YOUR SALES TEAM IN 2021 If you haven’t done this yet, specialize more next year. This will take some of the pressure off the sales team. Hire more folks to acquire, manage and qualify leads for your reps. Let your closers be closers. Have sane quotas for 2021. Make sure the majority of yourreps can hit quota.
WHAT ARE THE CORE MANAGEMENT ROLES IN A SAAS STARTUP? What are the core management roles in a SaaS startup? There are plenty of folks to hire, but there’s a basic suite of VPs you’ll need to add on the way from $0.1m to $10m in ARR: Marketing, Sales, Customer Success, Product, and Engineering. A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. WHAT TO DO WHEN A CUSTOMER WANTS TO CANCEL A CONTRACT Think long. They may come back, or at least, refer a colleague or friend to your app. Make the exit process as positive as the entrance process. Thank them for being a customer, for however long. For taking a chance on you. Move on. Issues like trying to get out of an annual contract can get the whole team’s dander up. 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN And When to Hire One. Now if you are ready, but haven’t done it before in SaaS, here are 10 good screening questions to see if you have a real VP, Sales candidate in hand — or not. These questions mostly don’t have right or wrong answers, but will help you determine the quality and fit of the candidates: 1. How big a team doyou think we
THE TOP 8 QUESTIONS TO ASK CANDIDATES FOR HEAD OF CUSTOMER The good news today, is there are tons of customer success veterans out there. So you can find folks to join you.Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” WHAT ARE THE DIFFERENCES BETWEEN A VP OF MARKETING AND A A VP of Marketing, in theory, should also be able to do and own Demand Gen. if you hire a VP of Marketing that hasn’t been at least a Director of Demand Gen previously, and held a lead commit, and met it, and grew it quarter over quarter they won’t WHAT ARE GREAT EXAMPLES OF FAST FOLLOWER COMPANIES THAT In many ways, All of Them. Microsoft. Bought 86-DOS, turned into MS-DOS (which Gates did not invent), which in turn was an improved clone of CP/M. Did not SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training. WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
14 WAYS TO HELP YOUR SALES TEAM IN 2021 If you haven’t done this yet, specialize more next year. This will take some of the pressure off the sales team. Hire more folks to acquire, manage and qualify leads for your reps. Let your closers be closers. Have sane quotas for 2021. Make sure the majority of yourreps can hit quota.
WHAT ARE THE CORE MANAGEMENT ROLES IN A SAAS STARTUP? What are the core management roles in a SaaS startup? There are plenty of folks to hire, but there’s a basic suite of VPs you’ll need to add on the way from $0.1m to $10m in ARR: Marketing, Sales, Customer Success, Product, and Engineering. A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. WHAT TO DO WHEN A CUSTOMER WANTS TO CANCEL A CONTRACT Think long. They may come back, or at least, refer a colleague or friend to your app. Make the exit process as positive as the entrance process. Thank them for being a customer, for however long. For taking a chance on you. Move on. Issues like trying to get out of an annual contract can get the whole team’s dander up. 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN And When to Hire One. Now if you are ready, but haven’t done it before in SaaS, here are 10 good screening questions to see if you have a real VP, Sales candidate in hand — or not. These questions mostly don’t have right or wrong answers, but will help you determine the quality and fit of the candidates: 1. How big a team doyou think we
THE TOP 8 QUESTIONS TO ASK CANDIDATES FOR HEAD OF CUSTOMER The good news today, is there are tons of customer success veterans out there. So you can find folks to join you.Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” WHAT ARE THE DIFFERENCES BETWEEN A VP OF MARKETING AND A A VP of Marketing, in theory, should also be able to do and own Demand Gen. if you hire a VP of Marketing that hasn’t been at least a Director of Demand Gen previously, and held a lead commit, and met it, and grew it quarter over quarter they won’t WHAT ARE GREAT EXAMPLES OF FAST FOLLOWER COMPANIES THAT In many ways, All of Them. Microsoft. Bought 86-DOS, turned into MS-DOS (which Gates did not invent), which in turn was an improved clone of CP/M. Did not A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
WHAT'S A GOOD NET RETENTION RATE IN SAAS? Veeva, 121% today and very enterprise, 180% at IPO. Crowdstrike, 124% net revenue retention. Asana, 130% net revenue retention at IPO. Fastly, 130% net revenue retention. 5 Interesting Learnings from Fastly. As It IPOs. | SaaStr. Smartsheet, 135% net revenue retention with a mix of small, medium and large customers. WHAT TO DO WHEN YOU ARE TOO EARLY TO A NEW MARKET 1 day ago · Some of us are intentional in which type of market we pick — mature and competitive, or new and emerging (and likely less competitive). Some of us really want to compete with a new entrant in a proven market, and explode like a Datadog. 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN And When to Hire One. Now if you are ready, but haven’t done it before in SaaS, here are 10 good screening questions to see if you have a real VP, Sales candidate in hand — or not. These questions mostly don’t have right or wrong answers, but will help you determine the quality and fit of the candidates: 1. How big a team doyou think we
LAYOFFS ARE LESS COMMON TODAY AFTER ACQUISITIONS. BUT HERE Q: After an acquisition, how long before severance packages are offered due to layoffs/downsizing? Layoffs and downsizing are less common in most tech acquisitions today. THE 7 SIMPLE REASONS SO MANY COMPANIES ARE LEAVING THE SF It’s a combination of factors: We’ve all learned to work as distributed teams now. All of us. And what we’re learning is that not only do many employees want to work and live in cheaper parts of the U.S. (and the world), but a lot of them want to work somewherewarm.
TOP 10 SAASTR VIDEOS OF THE WEEK: YCOMBINATOR, G2 There’s so much incredible new content on the SaaStr YouTube Channel and podcast — check it all out here!! And with 20+ sessions from the recent SaaStr Enterprise to dig into alone, as well as an incredible new session with the CEO of Klaviyo.. OK — now on to The Top 10. 5 INTERESTING LEARNINGS FROM VEEVA AT $2 BILLION IN ARR 7 hours ago · Veeva Systems is a quieter SaaS enterprise giant that if you sell bigger deals, and/or do vertical SaaS, it’s worth learning more about. CEO Peter Gassner is truly of the most impressive founders I’ve personally met and you can take a look at our deep NEW SAASTR ANNUAL SPEAKERS!! CEOS OF CALENDLY, YCOMBINATOR 1 day ago · New SaaStr Annual Speakers!! CEOs of Calendly, YCombinator, Vimeo, President Shopify and More!! DO SMBS NEED CUSTOMER SUCCESS? 100% FOR SURE IF YOU ALSO An open question for small customers is how do you stuff up Customer Success. Generally speaking, most self-service products supply very limited dedicated Customer Success.* Inclusion
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SAASTR. THE WORLD’S LARGEST COMMUNITY FOR BUSINESS SOFTWARE. SHARE. SCALE. LEARN.Video Player
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6 BRUTAL TRUTHS ABOUT FUNDRAISINGNEVER QUIT IF
WHY SEED INVESTING IS KIND OF A SUCKER BET (RELATIVELY SPEAKING) 14,000 NOW COMING TO SAASTR SUMMIT: BRIDGING THE GAP THIS WEDNESDAY.MOVING TO WAITLIST.
YOUR NEW PLAN FOR MAY: JUST DO BETTER THAN THE LAST 30 DAYS “WHAT ARE YOU SEEING? #001” WITH ROMAIN LAPEYRE, CEO OF GORGIAS: 2,500+ SMB E-COMMERCE C... SEGMENTING YOUR SALES GOALS BY CUSTOMER CATEGORY: GROWING. STRUGGLING.AND DIRE STRAITS
BRIDGING BUYER-SELLER GAPS LIKE IT’S 2020 NEW INCREDIBLE SESSIONS ADDED TO FREE SAASTR SUMMIT ON APRIL 22: CEOS + CIOS TWILIO, ZUORA, ZENDESK,... OFFICES ARE GOING TO GET SMALLER AFTER THIS. EXCEPT MAYBE FORSALESTEAMS.
10 THINGS NEW SALES REPS ARE TAUGHT. THAT MAYBE THEY SHOULDN’T BE. GROW SOMETHING THAT MATTERS. EVEN IF IT ISN’T REVENUE. THE LATEST SAASTR EVENTS SCHEDULE: IRL+ DIGITAL IF TIMES ARE TOUGH — DON’T HIDE. BE PRESENT. CAPPING NEW SAASTR SPONSORS GOING FORWARD JEFF LAWSON (CEO TWILIO) + BYRON DEETER (GP BESSEMER VENTURE PARTNERS) JOIN US AT FREE SAASTR SUMMIT... HUBSPOT + SAP: NEW CUSTOMER DEMAND IS DOWN 25%-30% ALREADY 8 MORE SAAS TOOLS AND FREEBIES FOR ALL YOUR WFH NEEDS YOUR PRODUCT HAS TO BE EASIER TO BUY THAN TO USE 14 THINGS YOU CAN DO NOW TO BE MORE CUSTOMER-CENTRIC 10 CRYSTAL CLEAR SIGNS YOUR VP OF SALES JUST ISN’T GOING TO WORK OUT: THE COVID-19 EDITION THE SAAS YEAR OF HELL. AND THEN – REIGNITION. VC FIRMS ARE STILL OPEN FOR BUSINESS. JUST ASSUME IT TAKES 2X LONGERAND IS 2X HARDER.
HOW YOU AND TEAM MAY FEEL AROUND MAY 15 OR SO WHY DO SOME PEOPLE CONSIDER VENTURE CAPITAL A “YOUNG PERSON’SGAME”?
REGISTER NOW FOR SAASTR SUMMIT WITH CEOS AND CXOS OF SLACK, ZUORA, G2, PENDO, TRIPACTIONS, GREENHOUS... TOP CLOUD STORIES OF THE WEEK: APRIL 4, 2020 IS THIS THE BEGINNING OF THE END OF THE BAY AREA AS THE GLOBAL HQ OFSAAS?
5 FREE AND DISCOUNTED SAAS TOOLS TO GET YOU THROUGH CORONAVIRUS IF YOU HAVE TO CUT — 5+ THOUGHTS ON WHERE AS A CEO OF A STARTUP, IS IT NORMAL TO ARGUE WITH YOUR CO-FOUNDEREARLY ON?
A PAUSE IS BETTER THAN A CANCEL. AND A DOWNGRADE IS NOT CHURN. GREAT SALESPEOPLE ARE MADE, NOT BORN. BUT IT DOES HELP TO START EARLY. WHEN A VC INVESTMENT FAILS, DOES THAT MEAN IT WAS A BAD INVESTMENT?PROBABLY NOT
WHAT TO DO WHEN A CUSTOMER WANTS TO CANCEL A CONTRACT THE PLAYBOOK TO RUNNING GROWTH EXPERIMENTS AT SCALE WITH GROWTH EX MACHINA FOUNDER GUILLAUME CABANE ... 11 TIPS TO BUILD STRONGER RELATIONSHIPS WITH CUSTOMERS 7 SIGNS AN ANGEL INVESTOR … MAY REALLY BE A “DEVIL” INVESTOR YOU NEED TO ZOOM WITH AT LEAST 6 CUSTOMERS A WEEK CAN AN ENTREPRENEUR BACK OUT OF A SIGNED TERM SHEET WITHOUT DAMAGINGTHEIR REPUTATION?
VCS OR FOUNDERS: WHO MAKES MORE? NEW, FREE COURSE ON SAASTR UNIVERSITY: IDEAS FOR TOUGHER TIMES 61+ COMPANIES THAT ARE HIRING IN SAAS JOIN STEWART BUTTERFIELD, MICHELLE ZATYLN, MARK SUSTER + MORE AT SAASTR BRIDGING-THE-GAP SUMMIT ON A... TOP CLOUD STORIES OF THE WEEK THE CURRENT STATE OF VENTURE CAPITAL AND CLOUD WITH BYRON DEETER, BESSEMER VENTURE PARTNERS TRY MICROMILESTONES TO PUSH THROUGH SLOWER GROWTH YOU’LL NEED EVERYONE GREAT THE PLAYBOOK TO RECRUITING YOUR SALES TEAM WITH BREX CHIEF SALES OFFICER SAM BLOND (VIDEO + TRANSCRI... NO ONE WANTS TO CANCEL A TRUSTED VENDORPreviousNext
1234567891011121314151617181920212223242526272829303132333435363738394041424344454647484950 6 BRUTAL TRUTHS ABOUT FUNDRAISINGApr 21, 2020
Q: What's the Brutal Truth About Fundraising for Startups? The brutal truths are: Everyone wants to fund the same thing. The earlier stage you are, the more different folks will come to different conclusions based on very limited data. E.g., just the team. Or justa...
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NEVER QUIT IF
Apr 20, 2020
Never Quit If ... 1. Never Quit If ... You Have 10 Unaffiliated, Happy Paying Customers. And Aren't Completely Out of Money. It's almost impossible to get anyone to buy any new business web services. The last thing anyone needs is another CRM, anotherinvoicing app,...
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WHY SEED INVESTING IS KIND OF A SUCKER BET (RELATIVELY SPEAKING)Apr 19, 2020
Q: What are the Pros and Cons of Seed Investing? Seed investing is a bit of a sucker bet. At least on a relative basis to other types of venture investing. What do I mean? Well, the “good news” for seed investing is you should have a much lower entry price than a...Read More
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from the SaaStr Blog. THE ULTIMATE GUIDE TO SAAS SALES COMPENSATION PLAN HIRE THE RIGHT TYPE OF VP MARKETING — OR YOU... CLTV ISN’T THE WHOLE STORY. DON’T SHOR... WHY LEAD VELOCITY RATE (LVR) IS THE MOST IMPORTANT... IF YOU HAVE 10 {UNAFFILIATED} CUSTOMERS IN SAAS ... WANT TO UNDERSTAND SAAS? IF NOTHING ELSE — U... THE $2 MILLION DOLLAR MAN/WOMAN: HOW TO THINK ABOU... THE 48 TYPES OF VP SALES. MAKE DEADLY SURE YOU HIR... HOW CHEAP A PRODUCT CAN YOU HAVE AND STILL HAVE SA... IF YOU’RE GOING TO DO A SAAS START-UP …... HOW TO KNOW YOU’VE HIT INITIAL TRACTION IN S... FROM INITIAL TRACTION TO INITIAL SCALE (~$10M IN A... ON “PAYING” YOUR MENTORS AND ADVISORS:... THE NEXT WAVE OF SMB SAAS: TRUE SOLUTIONS. PRICED ... A REAL LIFE SAAS CASE STUDY: ELOQUA. MARKETO. PARD... WHEN YOU HIRE YOUR FIRST SALES REP — JUST MA... 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN INT... WHY TILTING JUST A SMIDGE FROM SELF-SERVICE CAN GR... PLANNING TO DO A SAAS STARTUP? DON’T FORGET ... I NEVER LOST A CUSTOMER I ACTUALLY VISITED WHAT A GREAT VP SALES ACTUALLY DOES. WHERE THE MAG... DREAMFORCE, BOXWORKS, ARSE-KISSING, AND BEHAVIORAL... HOW TO SELL TO SMBS AND STILL GET TO $100M IN ARR WHY COMPETITION IS SO BITTER IN SAAS: OLIGOPOLIES ... IS 5X THE NEW 2X IN SAAS? WHAT MAKES A GREAT VP OF SALES AND HOW TO HIRE ONE WHAT THE SECOND TIME SAAS CEOS ARE ALL DOING HOW GUIDESPARK TRIPLED ARR TWO YEARS IN A ROW, GRO... IN THE EARLY DAYS, YOU WON’T HAVE ENOUGH CUS... ACQUISITIONS — IF YOU DO SELL, TRY TO MAKE S... YOUR (BELATED) SAAS NEW YEAR’S RESOLUTION: A... A SOLUTION SALE CAN CAPTURE 3-20X THE REVENUES OF ... YOUR #1 SALES REP SHOULD BE DRIVING AN M6 CONVERTI... AT ABOUT $2M IN ARR, EVERY GREAT HIRE WILL BE ACCR... GOT 100 CUSTOMERS? BELIEVE IT OR NOT, IT’S T... IT TAKES AT LEAST 7 YEARS IN SAAS: CAN YOU DO THE ... IF YOUR VP SALES ISN’T GOING TO WORK OUT ... CURSE OF THE ‘MIDDLERS’: WHY HAPPINESS... IF YOU GO SMALL, YOU’LL NEVER HAVE A LEGACY TURNS OUT, 85% OF THE WORLD LIKES “CONTACT M...PreviousNext
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6 BRUTAL TRUTHS ABOUT FUNDRAISING By Jason Lemkin | April 21, 2020 Q: What’s the Brutal Truth About Fundraising for Startups? The brutal truths are: Everyone wants to fund the same thing. The earlier stage you are, the more different folks will…Read More
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NEVER QUIT IF
By Jason Lemkin | April 20, 2020 Never Quit If … 1. Never Quit If … You Have 10 Unaffiliated, Happy Paying Customers. And Aren’t Completely Out of Money. It’s almost impossible to get anyone to buy any new…Read More
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Fundraising
WHY SEED INVESTING IS KIND OF A SUCKER BET (RELATIVELY SPEAKING) By Jason Lemkin | April 19, 2020 Q: What are the Pros and Cons of Seed Investing? Seed investing is a bit of a sucker bet. At least on a relative basis to other types ofventure…
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14,000 NOW COMING TO SAASTR SUMMIT: BRIDGING THE GAP THIS WEDNESDAY.MOVING TO WAITLIST.
By Jason Lemkin | April 18, 2020 Thank you to everyone signed up to come to SaaStr Summit: Bridging the Gap this Wednesday April 22. It will be an incredible day, from an open sales breakfast and…Read More
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SAASTR PODCASTS FOR THE WEEK WITH PAGERDUTY AND GUSTO — APRIL 17,2020
By Deborah Findling | April 16, 2020 Ep. 325: Carolyn Guss is VP of Corporate Marketing @ PagerDuty, the company keeping your digital operations running perfectly with their real-time operations platform. Prior to…Read More
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YOUR NEW PLAN FOR MAY: JUST DO BETTER THAN THE LAST 30 DAYS By Jason Lemkin | April 16, 2020 Ok for many of you, everything since March 15 or so has been just crazy. Sometimes, terrible. Sometimes, rough. Sometimes even, not so much worse as just crazy. No matter…Read More
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“WHAT ARE YOU SEEING? #001” WITH ROMAIN LAPEYRE, CEO OF GORGIAS: 2,500+ SMB E-COMMERCE CUSTOMERS By Jason Lemkin | April 15, 2020 I’m kicking off a new series at SaaStr on the #1 question everyone asks me, and I think is asking: “What Are You Seeing?” I’m goingto talk to a…
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SEGMENTING YOUR SALES GOALS BY CUSTOMER CATEGORY: GROWING. STRUGGLING.AND DIRE STRAITS
By Jason Lemkin | April 14, 2020 Everyone usually gets pretty good at segmenting customers by ACV. Large, Medium and Small. Or at least by splitting up sales-driven and self-service revenue. Or enterprise vs smaller customer. And…Read More
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BRIDGING BUYER-SELLER GAPS LIKE IT’S 2020 By Team SaaStr | April 14, 2020 By PandaDoc Marketing Specialist Travis Tyler Even before a global health crisis slammed into the world economy this year, global sales leaders were already pretty shakey about the current state…Read More
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NEW INCREDIBLE SESSIONS ADDED TO FREE SAASTR SUMMIT ON APRIL 22: CEOS + CIOS TWILIO, ZUORA, ZENDESK, AND MUCH MORE By Jason Lemkin | April 14, 2020 Ok we are almost at our cap of 10,000+ attendees for the FREE SaaStrSummit on Bridging the Gap on April 22. Many of the sessions already have 5,000+ registrants or…Read More
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OFFICES ARE GOING TO GET SMALLER AFTER THIS. EXCEPT MAYBE FORSALESTEAMS.
By Jason Lemkin | April 13, 2020 Gartner recently did a survey of 317 CFOs and finance professionals, and found the vast majority plan to permanently shift to more remote work going forward. This doesn’t mean letting…Read More
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10 THINGS NEW SALES REPS ARE TAUGHT. THAT MAYBE THEY SHOULDN’T BE. By Jason Lemkin | April 12, 2020 Q: What sales tactics that are taught to new salespeople bother you enough that you refuse to use them? A few that I think really do you adisservice in…
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GROW SOMETHING THAT MATTERS. EVEN IF IT ISN’T REVENUE. By Jason Lemkin | April 11, 2020 Times are tough for many of us now. What do you do, if half your customers have just gone out of business? If your growth has gone from60% to…
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THE LATEST SAASTR EVENTS SCHEDULE: IRL+ DIGITAL By Jason Lemkin | April 11, 2020 These have been the craziest of times, both in general and certainly for IRL events. The SaaStr Annual 2020 being re-scheduled for us to Q3 was certainly something never in…Read More
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IF TIMES ARE TOUGH — DON’T HIDE. BE PRESENT. By Jason Lemkin | April 10, 2020 (Note: I wrote a version of this in 2017 when times were good. It’s just as relevant today, more so really, but thought it could use some updates. So here’s…Read More
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from the SaaStr Blog. BRIDGING BUYER-SELLER GAPS LIKE IT’S 2020 8 MORE SAAS TOOLS AND FREEBIES FOR ALL YOUR WFH NE... 5 FREE AND DISCOUNTED SAAS TOOLS TO GET YOU THROUG... TWO APPROACHES TO MARKETING MESSAGING AT ODDS 5 SECRETS TO MOVING UPMARKET – HOW THE RIGHT... THE FUTURE OF WORK IS NOT SO DISTANT ANYMORE 4 MYTHS SELLING SAAS INTO ENTERPRISE THE CASE FOR A CROSS-FUNCTIONAL POD STRUCTUREPreviousNext
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SCOTT DORSEY, _CEO of ExactTarget_ "SaaStr is my peeps." DHARMESH SHAH, _CTO of Hubspot_ "SaaStr is definitely the largest collection of people who like enterprise software — on the planet." AARON LEVIE, _CEO and Co-Founder of Box_ "SaaStr’s all about helping the younger founders be successful." PHIL FERNANDEZ, _CEO & Co-Founder of Marketo_PreviousNext
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from the SaaStr Blog. GREAT SESSION ON THE PITFALLS FROM $1M TO $10M ARR MATCHING PRICE TO VALUE: 3 LESSONS IN MONETIZATION FROM MENLOVENTURES...
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CAN AN ENTREPRENEUR BACK OUT OF A SIGNED TERM SHEET WITHOUT DAMAGINGTHEIR REPUTATION?
Mar 30, 2020
Can an entrepreneur back out of a signed term sheet without damaging his/her reputation? I’m going to say Yes, probably. There is a lot of drama around broken term sheets. Mostly around VCs backing out, not founders. But here’s the thing — term sheet are term sheets.... 15+ DUE DILIGENCE QUESTIONS YOU REALLY SHOULD BE ASKING EVERY VC YOUMEET
Nov 18, 2019
Q: What is the proper way to do due diligence on a VC firm? Here are the things IMHO and IME that are most important. First, if you want to do it right, you should diligence both (1) the firm and (2) the individual partner leading the deal. Importantly, these days,... THE PLAYBOOK TO SCALING YOUR TEAM IN HYPERGROWTH WITH FLEXPORT CRO BEN BRAVERMAN (VIDEO + TRANSCRIPT)Mar 10, 2020
Ben Braverman explains how Flexport entered a competitive market with a unique model and continues to grow. Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. Rely on your success,... SAASTR PODCASTS FOR THE WEEK WITH SOCIALCHORUS, TRELLO, GREMLIN, TERMINAL, GUILD EDUCATION, GITLAB, AND PLEO — NOVEMBER 15, 2019Nov 15, 2019
Ep. 282: Michael Pryor, Co-Founder & CEO @ Trello, now Head of Trello Product with Atlassian following their recent acquisition. Kolton Andrus is the Founder & CEO @ Gremlin, the failure as a service startup finds... DEFINING YOUR CUSTOMER JOURNEY FROM PROSPECT TO CHAMPION WITH SAGE PEOPLE SVP KATHY LORD (VIDEO + TRANSCRIPT)Feb 25, 2020
Creating champions requires detailed focus on the journey. Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. Want to see more... THE AVERAGE SAAS UNICORN RAISES $370,000,000. AND BOOTSTRAPPING ISRARE.
Nov 14, 2019
We were recently asked: Q: Are there any examples of a unicorn startup that was bootstrapped? Of course the answer is yes. But I didn't have a sense of how many, and how the data might look. So I fired up the 2019 Forbes Cloud 100, which isn't all private unicorns by...More Q&A
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from the SaaStr Blog. SAASTR PODCASTS FOR THE WEEK WITH CHARGEBEE AND GLASSDOOR — NOVE... SAASTR PODCASTS FOR THE WEEK WITH AIRTABLE AND SHOPIFY PLUS — OC... SAASTR PODCAST FOR THE WEEK WITH ASANA AND ATLANTA VENTURES — OC... SAASTR PODCASTS FOR THE WEEK WITH ZYLO AND TASKRABBIT — JULY 26,... SAASTR PODCAST 215: RYAN SMITH, QUALTRICS CO-FOUNDER & CEO ON THE... SAASTR PODCAST #156: MOST DOWNLOADED SAASTR OF 2017: DAVID SKOK,GENER...
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