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Blog Posts, Early, Hiring, Sales
Why Founder-Led Sales Breaks Earlier Than You Think
Founder-led sales generally stops scaling around $1m-$2m ARR Maybe you can wait longer, sometimes a lot longer But you see growth start to decline in new bookings, that's a sign…
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Blog Posts
Top Post & Vids of the Week: CRO Box, CMO Calendly, COO Asana, CCO Figma, and More!
Top SaaStr blog posts and videos for the week of January 13, 2022
Blog Posts, Early, Fundraising, Q&A
Dear SaaStr: Do VCs Prefer Startups With No Competiton, Or Those Disrupting Competitive Spaces?
Q: Do venture capitalists choose companies that have no competition or ones that are trying to disrupt a competitive market? I think most VCs do both. We did an analysis of…
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Blog Posts, Customer Success, Growth, Q&A, Sales
Want To Steal a Customer from the Competition? You Gotta Do The Work
Q: What factors that make it difficult for a salesperson to sell a new product to a customer who has been buying a competing product for many years? You can…
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Blog Posts, Growth, Q&A, Sales, Sales
Dear SaaStr: Should I Move Our Fiscal Year From Dec 31 to Jan 31? Will It Help The Team?
Q: Dear SaaStr: Should I Move Our Fiscal Year From Dec 31 to Jan 31? Will It Help The Team? There’s a natural evolution as you scale a SaaS company. …
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Blog Posts, Q&A
Dear SaaStr: How Much of a Cash Buffer Should I Have For a “Rainy” Patch?
Q: What is the norm for a “rainy days” bank buffer, considering payroll, rent, and everything in-between? The best rule I’ve learned in SaaS is the “50% of your ARR…
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Blog Posts, Featured Podcasts, Featured Videos, Leadership, Podcasts, Product, Videos
10 Learnings Scaling from Consumer to SMB to Enterprise with Grammarly’s Head of Organizations Revenue Dorian Stone (Podcast 520 + Video)
Dorian Stone, Head of Organizations Revenue at Grammarly, shares lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction.
Blog Posts, Growth, Metrics
How to Figure Out Your Competitor’s Growth Plan in About 60 Seconds
How to check on a competitor's growth plan: 1/ Search on LinkedIn how many sales reps they have2/ Multiply by $500,000 ($250,000 if SMB) That's how much in bookings they…
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Blog Posts
Thanks to ChartMogul, ClientSuccess, DuploCloud, FullStory, PeopleAI, and Quolum for Sponsoring SaaStr Annual 2022!
Join us at SaaStr Annual 2022 in San Mateo, CA!
Growth, Marketing, Q&A, Sales, Sales
Dear SaaStr: Our Sales Team Has a 7% Win Rate. Are We Failing?
Q: Sales team has a 7% win rate over last 6 months. CEO has put full revenue accountability on the marketing team. How do I keep sales from failing? Not…
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Blog Posts, Q&A
Dear SaaStr: How Many Employees Does a SaaS Company Have at 100M ARR?
Q: How many employees does a SaaS company have at 100M ARR? It used to be about 500. Now it’s often closer to 1000, with Unicorns raising so much more…
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5 Interesting Things, Blog Posts, Scale
5 Interesting Learnings from Asana at $400,000,000 in ARR
When we last checked in on Asana, they were at $240m in ARR growing an incredible 55% a year. You might expect growth to slow in such a highly competitive…
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Blog Posts, Featured Podcasts, Featured Videos, Leadership, Podcasts, Product, Videos
From B2C to Billions: How Vimeo Executed a B2B Pivot That Redefined Their Future with Vimeo CEO Anjali Sud
Vimeo CEO Anjali Sud shares how a pivot from targeting B2C creators to the B2B market put the company on the path to success.
Blog Posts, Career Growth & Advice, Growth, Hiring, Product, Q&A
Dear SaaStr: What Makes a Bad CTO?
Dear SaaStr: What Makes a Bad CTO? While there is no legal definition for CTO 🙂 or bright line between CTO and VPE, I’d suggest a start-up CTO really only…
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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
"If you really want to be good at building up your company, read SaaStr."
Eric Yuan, CEO & Co-Founder of Zoom
"SaaStr is the undisputed thought leader in how to build SaaS businesses. Jason is legendary."
Lew Cirne, CEO of NewRelic
"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 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
"SaaStr is my peeps."
Dharmesh Shah, CTO of Hubspot
Popular Videos
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Popular Q&A
7+ Tips On How To Build Your First Sales Team
Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales. 🙂 At least, close the first 10 customers yourself. If you don’t, you’ll never have any idea how to do it. And the odds your first rep...
Why SMB Reps Struggle in the Enterprise. And Vice-Versa.
Q: How is low/mid-ticket sales different from enterprise sales? They are very, very different. If I had to boil down how to filter potential sales professionals based on just 1 controlling criterion, it would be deal size. Enterprise sales: Reps often hunt many of...
The Top 50 SaaStr Answers on Quora in 2020
It's been a fun experience being on Quora for ... a decade 🙂 We've crossed 60,000,000 views of our answers there, so let's take a look at the Top 50 most viewed SaaStr Answers on Quora in 2020: Why do many startup owners sell...
The 3 Types of Day 1 Pricing: Low End of Normal. Identical. And Anchor High.
Q: As an entrepreneur starting out, is it better to overprice your product or underprice it? I remember years ago I was at an event with the CEO of a SaaS leader. But this was quite some time ago. And I asked him how he came up with their freemium pricing model. A...
7+ Tips On How To Build Your First Sales Team
Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales. 🙂 At least, close the first 10 customers yourself. If you don’t, you’ll never have any idea how to do it. And the odds your first rep...
Can an Entrepreneur Back Out of a Signed Term Sheet Without Damaging Their Reputation?
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....
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