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What is the psychology behind the B2B enterprise sale?
In 2019, the average enterprise buyers has deployed over 100+ SaaS apps, per Okta numbers. And the average SMB buyer has already purchased 50+ apps. So your prospects and customers…
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Q&A
Why is a “large overhang of convertible debt resulting from numerous convertible note rounds” bad for startups before a series A round?
Debt can be good for SaaS. The key is — just not too much of it. For convertible debt, a little can help you make that extra hire, extend the…
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How Did Saleforce Get So Big?
Salesforce was an outlier (as you’d) from almost Day 1 … as you’d expect from the #1 largest player in the industry. Look at their growth rate in the early…
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Q&A
Is SaaS Sales really that lucrative?
It can be if you are very good at it (like many things). Why? Well, SaaS combines three things that make it attract for salespeople: Most SaaS products need salespeople….
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Early
SaaStr Crosses 50,000,000 Views on Quora; Our Top Recent Answers
We passed a new milestone on Quora — crossing 50,000,000 total views. As you can see, views dropped a bit and then rebounded strongly in the past few months. With…
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Exit Strategy, Fundraising, Hiring, Podcasts
SaaStr Podcasts for the Week with Fmr. CEO of Host Analytics and CEO of Namely — Jun 14, 2019
Ep. 241: Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. In his most recent role, Dave was the CEO @…
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Blog Posts, Career Growth & Advice, Early, Leadership, Marketing, Marketing, Other, SaaStr Events, Scale, Videos
Top 10 Learnings about Free Trials with Tomasz Tunguz (Video + Transcript)
Join Tomasz Tunguz, Managing Director with Redpoint Ventures as he takes you through a quantitive analysis of 600 Freemium Soon companies. Want to see more content like this? Join us…
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Blog Posts, Career Growth & Advice, Early, Leadership, Marketing, Marketing, Other, SaaStr Events, Scale, Videos
Top Lessons in Building Great Teams from Khosla Ventures (Video + Transcript)
Keith Rabois is an investment partner at Khosla Ventures where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments. Keith began his career in the industry…
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Blog Posts
The Week In Cloud: June 9
Join our Quora group to get all of The Week in Cloud updates throughout the week. “FedEx’s surprise move signals that the No. 2 U.S. courier will bank on…
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Q&A
Have you ever bought something you really didn’t want or need because you were pushed by a sales person?
The “trick”, such as it is, in SaaS is add-ons. It’s pretty tough to get a business buyer to buy a product they don’t need. But … in most enterprise…
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Q&A
Would Salesforce and Adobe ever merge?
It would be tough today. Both are worth about the same — $130b, plus or minus. Mergers of equals sometimes work, but generally when it’s a huge bet that either…
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Early, Podcasts, SaaS Product Pricing
Saastr Podcasts for the Week with Gong and Brex — June 7, 2019
Ep. 239: Amit Bendov is the Founder and CEO @ Gong.io, the startup that provides you with powerful visibility into your customer conversations with conversation intelligence….
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Blog Posts, SaaStr Events
Check Out 190 of the Top VCs Attending SaaStr Europa Next Week!!
We’ve hit venue capacity of 2,500 for SaaStrEuropa 2019 next week in the Left Bank in Paris, 12-13 June! As cancellations come up, we will release a handful of final…
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Blog Posts, Sponsored Posts
6 Payment Acceptance Obstacles SaaS Companies Face and How to Avoid Them
By: Rob Nathan, EVP, Integrated Solutions at CardConnect, a First Data Company With thousands of new startups emerging everyday and the average turnover rate for business applications trending at 39%…
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Blog Posts, Career Growth & Advice, Early, Leadership, Marketing, Marketing, Other, SaaStr Events, Scale, Videos
How to Take Customer Success from Idea to Action from Gainsight, Xactly, Navex and Glint (Video + Transcript)
At this point, everyone knows they need to nurture and protect their customer base—they’re your most precious and valuable assets. They create the vast majority of your revenue, they’re an…
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Best Of
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
Popular Videos
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Popular Q&A
Is Salesforce a feasible solution to manage leads within a small company environment?
If you aren’t sure you need Salesforce yet, that’s OK. You probably don’t need to be using Salesforce. Yet. Salesforce CRM/SFA in the end is a team management tool. If your team is tiny, it likely is overkill. But you’ll see once you have 20+ reps, it is extremely...
What are some of the biggest mistakes you made with enterprise SaaS sales?
Boy a lot. A list of some of the bigger ones: Not mapping out — and getting to know — all the stakeholders. This is a skill you need to learn quickly in the enterpise. The person that contacts you often is just one of many stakeholders in the purchase. Don’t assume...
How to Price Your Product in the Early Days (Hint: It’s Actually Easy)
Just start with comps. With comparables. Software is very expensive to build, but for the most part, costs almost nothing to ship. It might cost you $0.10 a month in hosting charges per user for an app that isn’t server or storage intensive. So why is one app $5 a...
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 on the balance sheet” rule. If you have > 50% of your ARR in cash, in the bank, that’s usually enough to make the key accretive investments you need to make in people, infrastructure and marketing, If you...
If we have two overlapping products is it better to have one sales team or two teams?
It’s almost always better to have different sales teams handling different products Why? If for no other reason — Incentive Alignment. Sales reps work on commission, and they are driven almost entirely by what they get the most commission for. When they sell 2...
Want to Get Ahead in Sales? Make Sure You Pick the Right Track
It is important to decide which of 3 life tracks you want to be on: Super-successful sales rep / individual contributor. I.e., make $200k or even $500k+ someday, just closing deals yourself. Crush your number, live the life, take nice vacations, wear expensive suits,...
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