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Keith Rabois is a General Partner at Founders Fund where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments. Keith began his career in the industry as a senior executive at PayPal and subsequently served in...

Should You Visit More Of Your Prospects In Person? Almost Certainly

Jun 23, 2019

I remember the first customer I lost due to not showing up in person. They were a Fortune 50 customer. We did a CSAT survey, and every user loved us. The implementation was flawless. There were zero issues. And ... we lost them at renewal. Our buyer was kind...

New!! Join 1,000 SaaStr Alums at SaaStr Scale on August 29. The Playbook To Scaling Faster!

Jun 21, 2019

Now that we're done with SaaStr Europa 2019 -- which was truly amazing -- we've added a new, special event to bridge the gap between Europa and 2020 Annual. SaaStr Scale. It'll be 2+ stages and 100+ Braindates that just give you the playbook. Nothing more, nothing...

How we did it: Gender Equality, Equal Pay, and Racial Equality with Sa...

Disrupting the Desk Phone: How and Why We Made a $50M Acquisition with...

Lessons From a Second-Time Founder: How Brex Went From 0 – $1B i...

“The “Dos & Don’ts” of Building Winning SaaS Companies with...

10 Tough Lessons We Learned Building a Prenicorn Outside of Silicon Va...

5 Things You Need to Do to Create a Category with Gainsight (Video + T...

From Freemium to Explosive Growth in a Crowded Market – 8 Years ...

Top Global SaaS Trends You Should Know with Google Cloud and Zenoss (V...

Popular Q&A

Is Salesforce a feasible solution to manage leads within a small company environment?

Jun 1, 2019

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?

Mar 15, 2019

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)

Mar 12, 2019

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?

Feb 18, 2019

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?

Jan 7, 2019

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

Jan 4, 2019

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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