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From Product Market Fit to Scale – Perspectives from Founder & Investor (Video + Transcript)
Join Rene Yang Stewart, Co-Head and Principal, Vista Equity Partners, and Monica Enand, Founder and CEO, Zapproved, as they discuss growing a company from product market fit to scale. Vista…
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Q&A
What are the qualities of a good co-founder?
My list: Same values and commitment as you. No matter how smart you both are, you also have to share the same values and commitment. Are you both 100% all-in?…
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Blog Posts, Featured Posts, SaaStr Events
Hear From These Amazing Speakers at SaaStr Annual 2020
We’re back in San Jose! Well, not QUITE yet but if you’re already planning your trip to SaaStr Annual 2020, here is our initial speaker lineup. Keep checking this space…
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Why has Microsoft Teams overtaken Slack with 13 million daily users?
It’s an impressive statistic. But … it is difficult to know how seriously to take this without knowing true engagement, because Microsoft Teams is packed into so many editions of…
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Q&A
What skills do you look for in an entry level sales person?
If you are a founder hiring salespeople to manage yourself (i.e., you don’t have a VP of Sales or other sales leader yet) … your #1 criteria should be trust….
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Marketing, Marketing, Metrics, Podcasts
SaaStr Podcasts for the Week with Pendo and New Relic — July 12, 2019
Ep. 248: Joe Chernov is the VP Marketing @ Pendo, the startup that understands and guides your users allowing you to create products they cannot live…
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Blog Posts, Q&A, Sales, Sales
How to Excel If You Are New to SaaS Sales (Or Even If You Aren’t New)
A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution…
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Career Growth & Advice, Early, Growth, Leadership, Other, SaaStr Events, Videos
“From Hackathon to Unicorn” Talkdesk Co-Founder Tiago Paiva and SaaStr CEO Jason Lemkin (Video + Transcript)
In 2011, Tiago Paiva won a Twilio hackathon by embracing the overlooked call center industry. 7 years later that hackathon project achieved Unicorn status while transforming the call center space….
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Blog Posts, Career Growth & Advice, Early, Leadership, Marketing, Marketing, Other, SaaStr Events, Scale, Videos
Crushing the Pivot: Lessons Learned from a Product Reboot with TaskRabbit (Video + Transcript)
Join Leah Busque, TaskRabbit founder and Fuel Capital general partner as she talks about crushing the pivot, doing a complete product reboot and the lessons learned along the way. Want…
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Q&A
We lost an enormous RFP because we are too small of a company. They said our revenues are too small to put thousands of seats on. How can we keep the relationship alive and get a second chance later?
This is a big bummer. Three things though: First, move them on to your Lost Now (But Not Forever) Marketing Program 🙂. I know you don’t have one yet, but…
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Blog Posts, SaaStr Events
Grab SaaStr Scale Tickets on Aug 29 While They Are Still $199!!
We have an incredible line-up coming up for the 1-day, all-day SaaStrScale.com in SF on Aug 29! We’ll continue to roll out new speakers and content, but this less-formal, more…
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Q&A
How do you still get the sale when they ask for mission critical features you don’t have yet?
This is indeed the art of enterprise sales. 🙂 Marc Benioff and his team were legendary at this. Many seasoned enterprise sales execs are good at it, too. The key…
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Q&A
How can I get a large enterprise customer to commit to paying for more seats off the bat? We are self funded and the cash up front helps but they asked for a phased rollout.
There’s no question that getting a full year or two of cash up-front can be magical to cash flow in SaaS. Back in the day, we set a goal of…
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Q&A
Why do venture capitalists almost always receive preferred company stock?
This has evolved over time. In the Old Days, preferred stock had two key advantages: They had some downside protection, in that they’d be paid first in the case of…
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Q&A
Is Salesforce meant for startups or larger companies?
Salesforce is meant for, and to benefit, managers. It: Forces and automates workers to input all key customer data. Provides management dashboard-level insights into their pipeline and business. Enables forecasting….
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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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Is Salesforce a feasible solution to manage leads within a small company environment?
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?
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,...
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