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Career Growth & Advice, Growth, Hiring, Leadership, SaaStr Events, VideosBusting the Myths About Startup Success with BlackLine (Video + Transcript)
One of the most popular sessions at Annual 2018, Busting the Myths About Startup Success with BlackLine CEO and Founder Therese Tucker is up at the top of our must-watch…
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Q&AWhat is the typical Enterprise SaaS cancellation policy for $100k ACV/bigger deals? Should the contract have a fine?
Generally, track to the cash. If a customer has signed a pre-paid annual or multi-year contract in exchange for a discount or other terms, then there’s generally no reason to…
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Q&AAs the best practice, should a VP of Sales (holds a team quota) be clawed back on commissions for a prior year booking (>12 months) that does not convert to revenue?
Probably. Just bear in mind, in almost all scenarios, clawbacks are overrated. By all means, clawback bookings that don’t convert, or deals that don’t last the expected duration, etc. It’s…
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Q&AAre there other SaaS companies that have a “fair billing policy” like Slack? Do you think it’s a worthwhile policy to try?
I think more SaaS companies should use a fair billing policy, especially ones that sell to SMBs. The simple reason: your current ARR (revenue) is almost irrelevant in SaaS. What…
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Why should CEOs get stock options?
They don’t always need more equity / options. Typically, most CEOs one way or another — as founders, or from their initial grant — have plenty of equity. But incentives…
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Q&AIf a startup becomes hot for investors, can the founder ask to sell part of his equity/shares, and how much to sell?
Certainly. As a rough rule though, (x) the start-up usually needs to be far enough along to be valued at $100m or more and (y) the founders ideally only sell…
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For an enterprise software company, what percent of total expenses should the marketing department take up?
In the end, you probably don’t want to spend too much more than 20% of the first-year customer value in marketing. You can justify spending more if you have a…
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Company Culture, Hiring, Leadership, Marketing Strategy, PodcastsSaaStr Podcast #183: Eoghan McCabe, Co-Founder & CEO @ Intercom on The Right Way To Structure Your Org Chart
Welcome to Episode 183! Eoghan McCabe is the Co-Founder & CEO @ Intercom, one of the fastest growing SaaS companies of the day, providing a new and better way to acquire,…
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Q&AShould you introduce Freemium in a B2B SaaS startup to boost growth?
Probably not — because it’s too late. If you don’t start Freemium, it’s very very hard to add that DNA later, once you have real revenues, processes and software optimized…
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As a SaaS founder, can you tell us the story of how you found product-market fit?
I had to brute force it, at least the second time at EchoSign. When we launched we had a small but decent number of sign-ups, and once we had a…
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Career Growth & Advice, Company Culture, Hiring, Leadership, Scale, VideosSmooth Scaling: 3 Female Tech CEOs. Lessons on How to Scale Faster, Better & Farther. (Video + Transcript)
In the below session from Annual 2018, CEOs Jennifer Tejada (PagerDuty), Michel Feaster (Usermind), and Amy Chang (Accompany) discuss the challenges of scaling culture, their biggest career mistakes, and more…
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Blog Posts, GrowthWhen You Need a CMO. And The #1 Reason CMOs Fail.
To many of you, “CMO” will seem like an almost silly title. At say $2m in ARR, when you’re just figuring our demand gen, SDRs and BDRs and all that…
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Q&AAs an entrepreneur, how do you make tough business decisions? Is it better to slightly overthink it or adapt later?
I’ve screwed up a lot of tough business decisions. A lot of them. For me at least, I think the rule I’ve realized is: Accelerate 90%-95% of decisions, ones that…
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Q&ADid you start your business with the intention for it to be acquired?
The truth is, this strategy can work. It’s just super risky. If you know a particular acquirer well, and you know you are right in the middle of a phase…
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Blog Posts, SaaStr EventsConnect with 12,500 of the Best & Brightest in SaaS! The Top 7 Reasons You Can’t Miss SaaStr Annual 2019.
If you’ve been binge reading our content lately, you’ve probably noticed an increasing number of posts about the SaaStr Annual — our yearly show in the San Francisco Bay Area that…
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The Top 100+ SaaStr Posts to Help You Scale
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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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