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Blog Posts, Customer Success, Early, Featured Posts, MarketingHow to Invest in Customer Marketing: The 10+10 Framework
I want to spend a lot of time in the coming year on SaaStr on Customer Marketing. While the concept may sound old hat to those that have been in…
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Company Culture, Hiring, Leadership, PodcastsSaaStr Podcast #188: Fouad ElNaggarm Founder & CEO @ Sapho Shares The Benefits of Being Old In SaaS
Welcome to Episode 188! Fouad ElNaggar is the Founder & CEO @ Sapho, the only employee experience portal designed for the digital workforce. To date, Ray has raised over $27m in…
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Blog Posts, Career Growth & Advice, Leadership, SaaStr Events, Scale, VideosLessons Redefining a Really Big Category with Coupa (Annual Video + Transcript)
Earlier this year at the 2018 Annual, Coupa Software CEO Rob Bernshteyn sat down with our very own Jason Lemkin to chat about what he’s learned while redefining a big category….
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Blog Posts, Growth, Marketing, SaaStr Events4 Years Ago This Week We Decided to Launch the SaaStr Annual. What We’ve Learned.
As we gear up for the 5th SaaStr Annual, with an expected 12,000+ attendees, 100+ top tier sponsors, and 3+ days of content across 5+1 stages (phew!), I was looking…
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Career Growth & Advice, Growth, SaaStr Events, Sales, Sales Strategy, VideosSales Rep 2.0: How to Make Sales Agile with Heresy (Europa Video + Transcript)
Back in June, Heresy CEO and Co-Founder Dimitar Stanimiroff (formerly EMEA Sales Director at Stack Overflow) spoke to our Europa audience about the impact of high attrition within a SaaS…
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Blog Posts, Growth, MarketingEvents: Are They Worth the Big Expense?
It took me a long time to have a strong opinion on events (yes, there’s some irony there given that we put on SaaStr Annual, SaaStr Europa, etc.). In my…
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Q&AIs it possible to build a successful SaaS B2B business in the UK/Europe, or should you move to the US to maximize your success?
This is a more nuanced question than it was a few years back. The vast majority of the very successful European SaaS CEOs from one SaaS generation ago will tell…
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Q&AWhat percentage of software sales reps have earned over $1m in the last 3 years?
You can kind of back into it: Assume a 10% commission rate, maybe 15%. That means, to make $1m, an AE would have to close $7m-$10m in net new business….
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Q&AWould Jason Lemkin invest in a post seed/almost series A company growing fast that is targeting series A in 3-4 months? What are the ownership/valuation targets?
For sure, these are some of the best deals — investing in something that is just starting to break out, but before everyone else can see it, and/or before it’s…
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Q&AWhat drove the most referrals to your business?
Every app / start-up will be different, but looking back, here’s the approximate mix we had: 15% from partners. No individual partner did 5%, but as a group, they drove…
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Early, Fundraising, Leadership, Podcasts, ProductSaaStr Podcast #187: Christoph Janz, Managing Partner @ Point Nine Capital on Making Venture Capital More Human
Welcome to Episode 187! Christoph Janz is the Managing Partner @ Point Nine Capital, one of Europe’s leading early stage funds, with a portfolio that includes the likes of ZenDesk, Algolia,…
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Q&AWhat do consumers prefer more – lower prices or higher quality?
In SaaS, it is very difficult to win simply being cheaper. The biggest burden is simply getting anyone to buy yet another web product. But within a range, is it…
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Blog Posts, Customer Success, Growth, Marketing, Marketing Strategy, SaaStr Events, VideosHow to Create a $50M ARR Inbound Revenue Machine with Justyn Howard and Mike Volpe
Last February, former Hubspot CMO Mike Volpe sat down with Sprout Social Founder and CEO at the SaaStr Annual to talk product pricing, delivering individualized value, and creating a $50M…
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Career Growth & Advice, Company Culture, Leadership, SaaStr Events, Scale, VideosBuilding a Real Unicorn: Tears, Sweat, and Teamwork with Meltwater & Creandum (Europa Video + Transcript)
From bootstrapping a business to building a cohesive culture across continents, our SaaStr Europa 2018 session featuring Meltwater Founder and CEO Jorn Lyseggen in conversation with Creandum’s Carl Fritjofsson covered a wide…
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Blog Posts, Career Growth & Advice, Early, Leadership, SaaStr EventsSession Content 101: How to Submit an A+ SaaStr Speaker Submission
From Aaron Levie, Stewart Butterfield, and Therese Tucker to Jeff Lawson, Claire Hughes Johnson, and Lew Cirne, the SaaStr stages have hosted some pretty legendary SaaS names over the past…
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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...
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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...
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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