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Early, GrowthSaaStr Pro Snippet: “When should we hire a CRO, and what should that role own?”
If you haven’t heard yet, we launched an automatic training program for SaaS companies earlier this year called SaaStr Pro. And it’s taken off. Dozens of CEOs have signed their…
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Blog Posts, Early, Q&AWhen You Are Asked If the Giants Will Put You Out of Business
If you doing something new and novel especially, you’ll constantly get a question for a long title. Why won’t the giants just take you down? Won’t Salesforce, or Google, or…
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Marketing, Marketing Strategy, PodcastsSaaStr Podcast #193: Joe Chernov, CMO at Robin On What Makes The Truly Special CMOs
Welcome to Episode 193! Joe Chernov is the Chief Marketing Officer at Robin, the startup that simplifies scheduling, visibility and management of meeting rooms, desks and people in your workplace. To…
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How do SaaS business find out how to much to charge for their products?
You copy other, more established applications. Most importantly, copy someone that provides similar value to roughly similar buyers. Most software costs only pennies to deliver in the cloud. Maybe millions…
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Blog Posts, Career Growth & Advice, Early, Growth, Hiring, Leadership, SaaStr Events, Videos5 Things I Wished I Asked Before Switching from Employee to Founder (Video + Transcript)
Co-Founder and CEO at GoCardless, Hiroki Takeuchi and CEO and Founder at Shipamax, Jenna Brown on their switch from the employee role to the founder role and what they learned…
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Are consumption-based SaaS business models becoming more prevalent?
They are, and it’s worth thinking about. We actually sort of started there. The first big SaaS success wasn’t Salesforce, it was WebEx before that. Salesforce learned from WebEx, just…
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Blog Posts, Growth, Marketing, SaaStr Events10 Secrets to Putting on a Great Event
So we’ve been putting on events for a while at SaaStr. It started off by accident — we did a meet-up in 2013 as an experiment, with no content. And…
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Q&AWhen should a CEO tell startup employees that the company is going under?
I recently asked this of an interviewee that just went through the shut-down of a top-VC backed start-up. It was a good reminder of two things: everybody knows; and hope…
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Q&AHow do you stay creative as an entrepreneur?
For me at least, it’s an odd blend of stress + free time. Personally, I need periods of both over each year to be sufficiently creative. In business I think…
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Salespeople Will Always Exist
Ah, the age-old question of if you really need salespeople these days. Isn’t that kind of … old school? Can’t bots replace them? Well, there are probably at least 2…
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Early, Q&AThe 10th Sale is The Hardest Sale to Make in SaaS
Is the first customer sale the hardest? It’s hard — but not usually the hardest in SaaS. The 7th or 10th or so sale is usually the hardest to make….
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Blog Posts, Growth, Leadership, SalesThe Double-Stretch Hire Rarely Works Out
Over the past years at SaaStr, we’ve summarized a lot of VP-level hiring decisions down to one strategic choice: do you pick a Stretch VP, one that hasn’t quite done…
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SaaStr EventsHuge Thank You to Pendo and First Data Returning as Diamond Sponsors for 2019 SaaStr Annual!
We’re rapidly reaching “Full” state for our top-rated sponsor expo at the 2019 SaaStr Annual. We’ve added our final 2 Diamond Sponsors — 5x sponsor Pendo and 2x sponsor First Data!…
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Fundraising, Podcasts, SalesSaastr Podcast #192: Michael Katz, Founder & CEO @ mParticle Shares Why Multi-Year Deals Are Not All Good
Welcome to Episode 192! Michael Katz is the Founder & CEO @ mParticle, the customer data platform that integrates all of your data and orchestrates it across channels, partners and systems….
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Q&AWhat is the most influential piece of feedback that you have received from a boss or coworker?
My list: “You need to start managing people.” My second boss was generous enough to give me a small team to manage a few months into my job. I didn’t…
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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
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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...
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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...
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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...
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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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