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Blog Posts, Fundraising, LeadershipA Quiet Plan B For When The Good Times Are a Smidge Less Good (the 2019 edition)
We originally ran a version of this post way back in May 2015. It didn’t seem like SaaS could get much better than in 2015. And indeed, briefly, for just…
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Blog Posts, Career Growth & Advice, Company Culture, Diversity & Inclusion, Featured Videos, Human Resources, Leadership, SaaStr Events, VideosWhy Diversity is Key to High Performing Companies Big and Small with Notion Capital and Topia (Video + Transcript)
Jos White, Founder at Notion Capital, interviews Brynne Kennedy, CEO and Founder at Topia at SaaStr Europe earlier this year. After raising over 100 million, Brynne has built Topia to…
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Blog Posts, Exit Strategy, Scale8 Things That Change When Your Company is Acquired
This has been a year of incredible M&A, from Qualtrics $8b acquisition by SAP (wow!) to Github’s $7.5b exit to Microsoft (goodness!) to Mulesoft to Salesforce for $6.5b (wow) to…
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SaaStr EventsMeet some of our SaaStr Annual 2019 Sponsors!
Want to know more about some of the companies that helped fuel SaaStr Annual this year? Take a look at some of our sponsors. Here’s a little peek at what…
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Company Culture, Hiring, Leadership, Podcasts, ScaleSaaStr Podcast #204: 2018’s Most Downloaded Episode, Claire Hughes Johnson, COO @ Stripe
Welcome to Episode 204! Today we’re showcasing our most downloaded podcast of the year! Claire Hughes Johnson is the COO @ Stripe, the new standard in online payments that handles…
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Q&AWhat mistakes did you make when you started your business that, in retrospect, you’re glad you made?
I think some of my biggest mistakes, at the time I made them, I had to make them to survive. Still, they were terrible mistakes 🙂 My list: Launching too…
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Q&AIn SaaS products, we often tend to push customers to pay yearly, bi-annually, or quarterly instead of monthly by giving a 2-month, 1-month, and half a month discount. How do we calculate the MRR in this case?
Your MRR will be lower. So is it worth it — the “discount”? The “lost” MRR? Especially if the customer stays 5–10 years, and you lose that extra-discounted revenue for…
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Q&AHow well does Atlassian’s co-CEO model work out in reality?
You can get some answers here in Michael Cannon-Brookes’ fireside with Michael Pryor (CEO of Trello), his direct report! It’s like a mini staff meeting live. The simple answer seems…
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Blog Posts, SaaStr EventsThe countdown is on! Here’s who you should check out at SaaStr Annual.
We’re down to less than 60 days away from this year’s SaaStr Annual! A quick look at just a handful of the amazing new speakers added to the lineup. Yamini…
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Q&AWhen you sold your business, what were the downsides to that? What led you to sell? Do you regret it? Did you start another?
When you sell it’s not yours anymore; and your upside is capped. Start with Challenge #1. Ask yourself 4 “Are You OK With” questions: The name being changed? With the…
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Q&AWhat is the lamest attempt you’ve witnessed of a salesperson trying to appeal to a customer?
The “lamest” is Fake FUD. But the thing is, it works. Up to a point. What is Fake FUD? FUD is Fear, Uncertainty and Doubt: “They just lost Google as…
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Q&ADoes it make sense to start your career in venture capital instead of strategy consulting or high-growth start-up if you want to become an entrepreneur in the mid-term?
No. I don’t see any way in which venture capital prepares you to be an entrepreneur, with the important exception of seeing the playbook, IF you get to attend board…
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Blog Posts, Early, Featured Videos, Fundraising, SaaStr Events, VideosHow to Structure Your Sales and Team to Scale in Enterprise with Accel & Shift Technology (Video + Transcript)
This is a must-watch for those who are trying to scale their sales reps and organization for enterprise sales. Philippe Botteri, Partner at Accel, interviews Jeremy Jawish, CEO at Shift…
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Q&AHow do potential investors decide whether an idea is worth investing on when they listen to a startup pitch?
As a later-seed investor, I have a different perspective than earlier seed investors. I’ve generally already made a rough decision if I am interested before the pitch. Before I even…
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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...
What is the difference between running a 10 person startup and a 100 person startup?
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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