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Blog Posts, Growth, Metrics9 Things I Learned from Elastic’s S-1 (IPO Filing)
IPOs seem like a dime-a-dozen these days in B2B/SaaS/B2D, but Elastic was one I wanted to learn a bit more about. Many of you likely use Elastic and/or Algolia to…
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Blog Posts, Growth, Hiring, Leadership, SaaStr Events, Sales, Sales Strategy, VideosHow to Build a World Class Outbound Team with Aaron Ross, Author of Predictable Revenue (Video + Transcript)
At SaaStr Europa a few months ago, we had Aaron Ross join us in Paris to educate the evergrowing European SaaS landscape. In his session, he talks about growing and…
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As a VC, will you show a recent example of a cold email pitch that you responded to?
Here is a good example, a semi-cold email I responded to and funded recently It does a good job of summarizing the opportunity, early customers and traction, growth profile, and…
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Blog PostsMain SaaStr Annual Expo Almost Sold Out, But We are Adding a Secondary Expo Downstairs Soon!
We’ll be close to capacity for the main expo at the 2019 SaaStr Annual by the end of the month, so we’re going to open up an annex on the…
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How often do most SaaS companies push a new release of code?
The concept of a “release” has become a bit blurred. Indeed in today’s world of CI/CD, many even enterprise SaaS companies push code into production weekly and sometimes even daily….
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Q&AWhy would a private company raise $200M+ just before they go in an IPO? They’d raised very little before rumors of their plan to do an IPO.
It’s a great way to de-risk a pre-IPO company. Even today, in the Best of Times for SaaS, there are risks in gearing up for an IPO. The markets could…
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Q&AAs a startup founder CEO, when do you know that it’s the time to pivot?
I think in SaaS, it’s when you have a handful of customers, and they are happy, and it’s been 9+ months … and you are growing, but slowly. If you…
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Blog Posts, Early, Growth, SaaStr Events, Scale, VideosThe Right Way to Build A Unicorn with CEO @ Qualtrics, Ryan Smith and Jason Lemkin (Video + Transcript)
We would all love to have our startup known as the “Unicorn for X.” Think Meltwater or Qualtrics as great examples. To figure out how to build a unicorn, our…
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Career Growth & Advice, Growth, Q&AWhat type of CEO is the most difficult for the Board to work with?
In rough order: The “surprise springer”. Big surprises that could have been disclosed long ago, in a lower-drama format, pop up at a board meeting. Often repeatedly. The “third check-er”….
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Blog Posts, GrowthIf You Want to Hit The ’19 Plan … You Gotta Be Making the Hires Now
A few seasons back, we wrote a post on hitting how in SaaS, you have to be putting the resources in place by Q3 to hit the plan for the…
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Q&AWhat are some early red flags that your SaaS solution is not going to be a good product/market fit?
The biggest red flag I’ve found is when the “insertion point” you think is 10x+ better than the competition … doesn’t end up being something customers highly value once you…
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Blog Posts, Career Growth & Advice, Early, Sales9 Reasons Good Salespeople Fail
In my experience at least, strong salespeople fail all the time in new roles. Good reps, that could otherwise do well, and have in the past. And it feels like…
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Early, Fundraising, Marketing Strategy, Podcasts, Product, SalesSaaStr Podcast #190: Ed Sim, Founder & GP @ Boldstart Ventures on Why SaaS Founders Should Not Sell Their Products in The Early Days
Welcome to Episode 190! Ed Sim is the Founder & General Partner @ Boldstart Ventures, one of the leading players in early stage SaaS investing. Their MO is to be a…
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Blog Posts, Career Growth & Advice, Growth, Leadership, SaaStr Events, SaaStr NewsDrumroll, Please … Announcing Our First Wave of Annual 2019 Speakers!
Q&AWhat SaaS companies has Jason Lemkin invested in?
Many, not all, are here: Fund & Investments They include: Talkdesk Algolia Pipedrive RainforestQA Logikcull Front Automile Intercom Mixmax Pipedrive PlatoHQ Gorgias. io Mapistry HelloOffice Salesloft few more Not that…
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The Top 100+ SaaStr Posts to Help You Scale
"SaaStr is the largest community of people who like enterprise software on the planet. It’s a great community of people trying to build companies and learn from one another. It’s pretty amazing to see."
Aaron Levie, CEO and Co-Founder of Box
"SaaStr is the undisputed thought leader in how to build SaaS businesses. Jason is legendary."
Lew Cirne, CEO of NewRelic
"SaaStr has pulled the entire SaaS community together in a powerful way."
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
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What is the best piece of advice on closing deals for a new, inexperienced salesman?
Add value. Most new salespeople focus a lot on the transaction. What’s your budget? Do you need a discount? How big a discount? Can I give you a bigger discount? What questions do you have? If I give you an even bigger discount, can you sign right now? Your discount...
What is the difference between running a 10 person startup and a 100 person startup?
The biggest structural difference is you have to hire all the VPs by employee 50–100. You won’t be able to scale this far without a full management team — VPs of Sales, Marketing, Product, Engineering, Customer Success at least. But the toughest personal challenge for...
What were aspects of your startup that were easier than you anticipated?
The part I didn’t originally get was how relatively easy is it to grow exising accounts and account size if your customers are happy. We segmented customer retention by Small, Medium and Large accounts after about 24 months and saw a pattern that I now know is fairly...
What should B2B SaaS companies do to ensure the success of their customers and reduce churn?
I know this sounds overly simple, but the answer is: Measure it. Set goals to improve it. Pay people to improve it. Too many start-ups don’t even know their CSAT and NPS. Too many start-ups don’t even visit their customers in person. Too many start-ups don’t know why...
What are some rookie mistakes founders make during VC meetings?
A few that are easy to fix: Not standing (when you present to > 2–3 folks). When you stand, you present better. Period. Standing turns you into the center of the audience, into the owner, the presenter. Sitting is great for a small convo, but sucks all the energy out...
How should I design sales reps compensation plans at $10k MRR?
Figuring out your very first sales comp plan when you don’t have a repeatable process or much revenue is confusing. I was exactly in the place you were (first rep at $10k MRR) and everyone faces some similar challenges: There’s no way this early you can expect a rep...
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