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Blog Posts, Engineering, Featured Videos, Growth, Marketing, Marketing Strategy, Metrics, Other, SaaStr Events, Scale, VideosScaling Revenue via Indirect Channels and Platform Ecosystems with Stripe, Box and Slack (Video + Transcript)
Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect…
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Blog Posts, Exit Strategy, GrowthThe Age of the $1 Billion+ Acquisition in SaaS Has Just Begun
When I started off as a SaaS founder, the #1 SaaS company’s market cap was … $2.6 billion. Yup, Salesforce was worth just a bit more than $2 billion. And…
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Q&AWhat are some techniques SaaS companies use to combat trial abuse?
Let it go. A lot of things will drive you a bit nuts when you are small: Folks that do repeat free trials. Folks that share accounts. Early customers that…
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Company Culture, Customer Success, Early, PodcastsSaaStr Podcast #217: Stripe COO Claire Hughes Johnson on The Trapdoor Decisions to Avoid When Scaling
Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she’s helped guide the online payments firm through rapid growth. Stripe today has…
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Blog Posts, Early, Featured Posts, Sales, Sales StrategyWhy Your Cost of Sales Generally Doubles As You Scale
One of the biggest things first-time founders intuit wrong is how much sales efficiency plummets … just as it is getting good. Usually, most SaaS start-ups follow a pattern where…
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SaaStr EventsMeet our Awesome SaaStr Europa 2019 Speakers!
Coucou from us here at SaaStr HQ! Are you looking for more on the star-studded line-up coming to Europa 2019? Take a look at some of the all-star unicorn CEOs…
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Blog Posts, SaaStr NewsThe Week in Cloud: March 17, 2019
The Week in Cloud: A look at the stories in Cloud, SaaS, and business software that we found particularly useful and interesting. Big or small. __________________________ Microsoft is doing a…
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Featured Q&A, Q&AWhat 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…
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Have YC batches become too big? How can startups expect to get the same value and surface area vs. the old days?
Probably not. The Cloud has grown 100x since YC started. There are 100 Cloud Unicorns alone, vs. 1–2 when YC started. The size of the batches seems roughly proportionate to…
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How long did it take you to grow your side project $1000 MRR?
We kicked off a side project to structure the best SaaStr content into “SaaStrPro.com” — weekly structured lessons that CEOs could use to automatically train their teams in how to…
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Podcasts, SalesSaaStr Podcast #216: Dan Reich, Founder & CEO @ Troops.ai On Why Your Sales Team Is Not Working Together The Way You Think It Is
Dan Reich is the Founder & CEO @ Troops.ai, the startup that is the ultimate slackbot for sales teams. To date, Dan has raised over $17m in VC funding with…
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Blog Posts, EarlyBuilding a SaaS Sales Machine (Podcast)
I don’t usually post podcasts or similar media that I do about … myself. That seems a little much. Especially these days, with all the incredible content on SaaStr. But…
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Blog Posts, Early, Fundraising, Growth, Product, VideosSaaStr Europa: Stop Wasting Your Life. Know When It’s Time to Sell Your Company (Video + Transcript)
Andy Tryba, Founder & CEO at Think3, talks about his thoughts on exits and why you should sell your startup. He suggests that the more times you sell (or exit…
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Product, Sponsored PostsiOS Subscription Offers: How They Work
It’s taken a looooong time, but SaaS mobile subscriptions are finally becoming mainstream. SaaS on mobile is nothing new, but having the primary payment and subscription mechanics be on mobile…
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What are the legal implications in Y Combinator’s Template Sales Agreement?
I love 99.9% of what YC does. I do not love their Template Sales Agreement. Why? It was written by a lawyer at a Big Law Firm who almost certainly…
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From Sponsors We Love
iOS Subscription Offers: How They Work
It's taken a looooong time, but SaaS mobile subscriptions are finally becoming mainstream. SaaS on mobile is nothing new, but having the primary payment and subscription mechanics be on mobile is new. And still early. This is a fun trend to watch so I'm grabbiing some...
read moreSolving the number-one blind spot in customer success
By Matthew Klassen, Gainsight Head of Creative The promise at the heart of the SaaS business model has always been that by sacrificing relatively large one-time payments, you'd maximize revenue over the long-term lifetime of the customer. In four letters, the promise...
read moreFour key relationships that define the journey from startup to billion-dollar business
By Neha Mirchandani, RingCentral VP of Corporate Marketing At SaaStr Annual this year, Vlad Shmunis, RingCentral founder and CEO, participated in a fireside chat with Fortune Magazine’s Jonathan Vanian. The topic was: the journey from idea to billion-dollar business....
read moreThree Secrets to a Successful Acquisition
By Dialpad CEO, Craig Walker, Dialpad Founder, and CEO An acquisition can make or break your startup. At worst, a disastrous deal leads to wasted wasted time and money, a startup's two most precious resources. On the flip side, a strategic transaction can give a speed...
read moreGive Users Another Reason to Love Your Software with Integrated Payments
By Chelsea White, Integrated Solutions Marketing Manager, CardConnect In a world where speed is imperative, business owners can’t afford to be anything but efficient. Fully integrating payment acceptance into your SaaS offering is an excellent way to empower them to...
read moreThe Customer-Focused Professional’s Guide to SaaStr
By Gainsight Welcome to your curated SaaStr experience, built for those interested in delivering exceptional customer outcomes and experiences. Read on to discover valuable SaaStr sessions and networking opportunities that will expand your network and your mind. Your...
read moreGreen Gloving Customer Success: Finding a Path Toward Self-Funding
By Haresh Gangwani, Bolstra Co-Founder and CEO For SaaS companies to be successful in the long-term, we will have to figure out a way to turn our Customer Success organization into one that is self-funded, rather than one that is a cost center. Customer Success teams...
read more5 Ways to Make Product Your New Marketing Superpower
By: Jake Sorofman, CMO, Pendo. If you’re of a certain age, you’re probably familiar with the now highly questionable truism that the best products don’t always win. From VisiCalc to Betamax to Apple’s OS, there are plenty of comically old examples of better products...
read moreWhy Managing Subscriptions in Apple iOS is So Hard
iOS Subscriptions are Hard The unreasonable difficulty of implementing iOS subscriptions Subscriptions provide developers a better way to make money. Building an audience of paying subscribers not only generates more revenue, but it offers better customer-developer...
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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
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,...
How difficult is to become a venture capitalist after 45?
It can be harder than you might think. The further you are along in your career, the easier it is to have the time, networks and personal capital to be an investor. No question. And it can take a decade or more to make any real money from investing. It’s hard to have...
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