And the Winner of the International 'Show Us Your SaaS' Video Contest is…
We went around the world to FIVE continents to track down start-ups that wanted to show us (& the almost 5,000 that voted) their very best SaaS in hopes of winning a trip to SaaStr Annual this February. It was super fun to watch the entries roll in for the “Show...
SaaStr Podcast # 047: Meagen Eisenberg, CMO @ MongoDB Shares How to Increase Leads Through Marketing Funnel Optimization
Welcome to Episode #47! Today’s episode is taken from SaaStr Annual 2016, featuring Meagen Eisenberg, CMO at MongoDB and former VP Demand Gen at DocuSign, sharing her playbook for optimizing the funnel at every stage and converting leads into real, paying customers....
What are some steps sales executives and CEOs should take before jumping into negotiations with clients?
My one bit of advice is understand in each deal if you can charge twice your higher price ever. And then try to do that. This is a terrific exercise to drive your deal size up. It does >not< mean rip off your customer. What it does force you to think about is...
Does Jason Lemkin invest in solo founders?
I definitely view it as a negative / risk factor, but I have and will again. What I really look for is if there is someone besides the CEO to truly carry the load. The load of making it happen — whatever it takes. A great co-founder is one way, and the most common...
How soon after sending out an initial email to investors do I follow up with a phone call?
It doesn’t matter. If a VC is interested, then after your meeting, he will follow up with you. Checking in via email in a few days is a good idea, it will keep things top of mind. Do that, by all means. And you can try to create some urgency with the follow-up. And/or...
How do I evaluate if working for a tech start-up is worth it? I am only being paid in equity. It is part-time.
I like this formula, just with an adjustment. Certain folks will work for you “just for stock”. They won’t really be able to value it. What can you do this is fair and right? I have a basic formula: Figure out a valuation for the company. If one has been set by...
SaaStr Podcast #046: Aaron Ross, Author of Predictable Revenue & From Impossible To Inevitable on How SaaS Companies Scale into Hyper-growth Mode
Welcome to Episode #46! Aaron Ross is the author of the best selling book, Predictable Revenue, providing the framework for the outbound process & sales team Aaron created for Salesforce.com. During his time at Salesforce as Director of Corporate Development and...
What do mergers and acquisitions bankers do?
Generally, they only do two things. And on an hourly basis, are grossly overpaid for it. But it’s totally worth it. A good M&A banker: Give you the threat, sometimes even just the illusion, of a Second Offer. Of competition for the deal. Sometimes there really is...
Building Sales Teams: How, When, and Who (Video + Transcript)
We talk a lot here on SaaStr about the challenges of building out your sales team and the mistakes we all tend to make along the way. In this session three seasoned VPs of Sales from exemplary SaaS companies discuss what it takes to source and grow a sales team....
What are the advantages and disadvantages of bringing a corporate VC in your round?
The world of corporate VC has changed. It used to be that corporate VCs had lots of strings attached when they invested. Rights, options, business limitation clauses. That was a big downside. Rarely worth it. Now, strings from corporate VC are pretty rare. If...
At what revenue level is SaaS gross margin reasonably calculated (i.e. what scale)?
SaaS Gross Margins “at scale” is a concept that a few years ago probably didn’t matter. Pure software delivered over the internet generally should have 80%+ gross margins if it requires limited customer support. Because shifting bits costs almost nothing. 70%+ if it...
What skill has Elon Musk mastered?
To me, his most impressive skill is his ability to truly Go Long, like Jeff Bezos and other masters here. 99% of entrepreneurs don’t really go this long, not really. He has a 20+ year master plan, the second chunk of which he’s just published here: Master Plan, Part...
Crush SaaS Churn with These 8 Tips
Guest Post by If there is a word that inspires visions in SaaS executives of overlooked opportunities for success, it’s churn. Churn is perhaps the metric on which the growth of the enterprise most hinges. What constitutes an acceptable churn rate has been debated...
Aligning CSMs and Sales on Renewals, Upsells, and Hand-offs (Video + Transcript)
Gainsight’s PULSE 2016 happened earlier this month, and Jason Lemkin hosted a four-part panel all about Customer Success from initial hire to scaling a team – and everything in between. We’ll be featuring videos and transcripts from each session, as...
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