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The SaaStr Academy

SaaStr Academy provides you with all of the knowledge and best practices you need in whatever format works the best for you–whether you like blogs, podcasts, videos, ebooks, Q&A, or more!

Our primary reason for existence and our biggest passion is our community. And our community is fueled by our content. Now you can have all of the great SaaStr content you love in one place–easily sortable by content type, company stage, role, and topic!

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Best of Sales

Popular Posts

A Framework For Your First SaaS Sales Comp Plan (Updated)

A Framework For Your First SaaS Sales Comp Plan (U...

The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One.

The 48 Types of VP Sales. Make Deadly Sure You Hir...

How Cheap a Product Can You Have And Still Have Salespeople?

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-08-13-at-1-07-13-pm.jpg" alt="How Cheap a Product Can You Have And Still Have Salespeople?" />

How Cheap a Product Can You Have And Still Have Sa...

When You Hire Your First Sales Rep — Just Make Sure You Hire Two

When You Hire Your First Sales Rep — Just Ma...

What a Great VP Sales Actually Does. Where The Magic Is. And When to Hire One.

What a Great VP Sales Actually Does. Where The Mag...

Why Competition Is So Bitter in SaaS: Oligopolies and Dominant Strategy Equilibriums

<img decoding="async" alt="Why Competition Is So Bitter in SaaS: Oligopolies and Dominant Strategy Equilibriums" data-src="https://www.saastr.com/wp-content/uploads/2018/04/sales1-440x264.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/04/sales1-440x264.jpg" alt="Why Competition Is So Bitter in SaaS: Oligopolies and Dominant Strategy Equilibriums" />

Why Competition Is So Bitter in SaaS: Oligopolies ...

What Makes a Great VP of Sales and How to Hire One

What Makes a Great VP of Sales and How to Hire One

Your #1 Sales Rep Should Be Driving a Tesla Plaid By Month 12. (And Not Buying a Panerai Watch) — Updated

Your #1 Sales Rep Should Be Driving a Tesla Plaid ...

Curse of the ‘Middlers’: Why Happiness Officers Can’t Stand In for True Sales Professionals

Curse of the ‘Middlers’: Why Happiness...

If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days

If Your VP Sales Isn’t Going to Work Out ...

The Second-Timers: Nick Mehta, CEO of Gainsight – “Never Stop Hiring Reps”

The Second-Timers: Nick Mehta, CEO of Gainsight &#...

How My VP, Sales Doubled Our Sales in 90 Days. And No, It Wasn’t Magic.

How My VP, Sales Doubled Our Sales in 90 Days. And...

5 Tips to Grow 10-20% Faster Than Plan This Year

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2015/03/just-a-little-bit-more-440x264.jpeg" alt="5 Tips to Grow 10-20% Faster Than Plan This Year" />

5 Tips to Grow 10-20% Faster Than Plan This Year

Silos-in-the-Enterprise: Good. But Not All They Are Cracked Up to Be.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-08-27-at-2-15-23-pm.jpg" alt="Silos-in-the-Enterprise: Good. But Not All They Are Cracked Up to Be." />

Silos-in-the-Enterprise: Good. But Not All They Ar...

Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home.

Why The Greatest Sales Teams Just Kill It On Dec 3...

To Really Scale, You Need $1M on Your Balance Sheet for Every $2M in ARR

<img decoding="async" alt="To Really Scale, You Need $1M on Your Balance Sheet for Every $2M in ARR" data-src="https://www.saastr.com/wp-content/uploads/2018/06/motorpower.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/motorpower.jpg" alt="To Really Scale, You Need $1M on Your Balance Sheet for Every $2M in ARR" />

To Really Scale, You Need $1M on Your Balance Shee...

Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home. (Updated)

Why The Greatest Sales Teams Just Kill It On Dec 3...

7 Learnings: Building Your First, Great Sales Development (SDR) Team

<img decoding="async" alt="7 Learnings: Building Your First, Great Sales Development (SDR) Team" data-src="https://www.saastr.com/wp-content/uploads/2018/06/Kyle_Richless.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Kyle_Richless.jpg" alt="7 Learnings: Building Your First, Great Sales Development (SDR) Team" />

7 Learnings: Building Your First, Great Sales Deve...

“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin — Download Part 1 Now!

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-05-15-at-5-40-52-am.jpg" alt="“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin — Download Part 1 Now!" />

“The Predictable Revenue Guide To Tripling Y...

Inbound or Outbound Sales? The Answer is Yes

Inbound or Outbound Sales? The Answer is Yes

How to Ensure Your First 2 Sales Reps Actually Work Out (Updated)

How to Ensure Your First 2 Sales Reps Actually Wor...

SaaS and The 7-10 Year Sales Cycle

SaaS and The 7-10 Year Sales Cycle

Should Your VP Sales Start Off as a Player-Coach? (UPDATED)

Should Your VP Sales Start Off as a Player-Coach? ...

Why It May Take You 12-18 Months to Hire a Great VP, Sales — Period. And What to Do About It.

Why It May Take You 12-18 Months to Hire a Great V...

How the VPs of Sales of Talkdesk, Zenefits, Showpad and GuideSpark all Doubled Sales in One Sales Cycle

How the VPs of Sales of Talkdesk, Zenefits, Showpa...

Pick Up The Phone. Answer the Chat. Be Present.

<img decoding="async" alt="Pick Up The Phone. Answer the Chat. Be Present." data-src="https://www.saastr.com/wp-content/uploads/2018/06/mimirogers.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/mimirogers.jpg" alt="Pick Up The Phone. Answer the Chat. Be Present." />

Pick Up The Phone. Answer the Chat. Be Present.

Sorry, But Your Start-Up’s Team Isn’t Actually Any More Agile Than the Big Guys. Why You Really Still Can Win.

Sorry, But Your Start-Up’s Team Isn’t ...

From Marketo to Engagio: 7 Things That I’ve Learned Building Sales at an Early-stage Startup

From Marketo to Engagio: 7 Things That I’ve ...

I Hired My VP of Marketing at $20k MRR. It Wasn’t a Week Too Early.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2015-04-28-at-3.07.24-PM.jpg" alt="I Hired My VP of Marketing at $20k MRR. It Wasn’t a Week Too Early." />

I Hired My VP of Marketing at $20k MRR. It Wasn...

Money, Bonuses, “Customers That Waste My Time”, and Greed: You Get What You Pay For

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-09-08-at-7-15-00-pm.jpg" alt="Money, Bonuses, “Customers That Waste My Time”, and Greed: You Get What You Pay For" />

Money, Bonuses, “Customers That Waste My Tim...

Your Variable Comp Plans for Next Year: You Probably Need More of Them

Your Variable Comp Plans for Next Year: You Probab...

How To (Successfully) Source Your First 2 Sales Reps

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2015-08-31-at-9.11.01-AM.jpg" alt="How To (Successfully) Source Your First 2 Sales Reps" />

How To (Successfully) Source Your First 2 Sales Re...

Your Variable Comp Plans for Next Year: More Are Better

Your Variable Comp Plans for Next Year: More Are B...

Can an 8-Person StartUp Sell to a CIO? Yes — If You Understand The Social Contract.

Can an 8-Person StartUp Sell to a CIO? Yes —...

How to Hire A Great VP Sales: The Full Video and Transcript

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-08-18-at-10-37-01-am.jpg" alt="How to Hire A Great VP Sales: The Full Video and Transcript" />

How to Hire A Great VP Sales: The Full Video and T...

That Super-Successful VP of Sales. Great? Or Just Lucky?

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/mrluckybigger.jpg" alt="That Super-Successful VP of Sales. Great? Or Just Lucky?" />

That Super-Successful VP of Sales. Great? Or Just ...

How We Increased Sales Nearly 100% In One Quarter

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2016-01-14-at-1.04.27-PM-1.jpg" alt="How We Increased Sales Nearly 100% In One Quarter" />

How We Increased Sales Nearly 100% In One Quarter

Your Quickest Way to Grow Faster: Move from Quarterly to Monthly Quotas. Today. Now.

<img decoding="async" alt="Your Quickest Way to Grow Faster: Move from Quarterly to Monthly Quotas. Today. Now." data-src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2017-03-01-at-2.21.26-PM.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2017-03-01-at-2.21.26-PM.jpg" alt="Your Quickest Way to Grow Faster: Move from Quarterly to Monthly Quotas. Today. Now." />

Your Quickest Way to Grow Faster: Move from Quarte...

How to Cope With Long Sales Cycles

How to Cope With Long Sales Cycles

Can You Scale Sales in the Bay Area? $30k ACV is Probably The Cut-Off

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/churnimage.jpg" alt="Can You Scale Sales in the Bay Area? $30k ACV is Probably The Cut-Off" />

Can You Scale Sales in the Bay Area? $30k ACV is P...

A Great VP of Sales Isn’t Great at Everything

A Great VP of Sales Isn’t Great at Everythin...

Beware of the Confidence of High Win Rates

Beware of the Confidence of High Win Rates

See How Far Your VPs Can Take You. You May Be Surprised.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/alltheway.jpg" alt="See How Far Your VPs Can Take You. You May Be Surprised." />

See How Far Your VPs Can Take You. You May Be Surp...

10 Rules to Being a VP of Sales in a Startup

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2015-12-22-at-12.53.28-PM-1.png" alt="10 Rules to Being a VP of Sales in a Startup" />

10 Rules to Being a VP of Sales in a Startup

"Talk to You in 2021": When There Isn't Budget

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2016-10-30-at-9.27.41-AM.jpg" alt=""Talk to You in 2021": When There Isn't Budget" />

"Talk to You in 2021": When There Isn�...

The One Secret Tip To Hiring a Great Sales Rep (In The Early Days)

The One Secret Tip To Hiring a Great Sales Rep (In...

Outbound Always Works. If You Do It Right. And You Put In The Time.

Outbound Always Works. If You Do It Right. And You...

One Tough (But Rewarding) Job: Being the First Sales Rep at a SaaS Startup

One Tough (But Rewarding) Job: Being the First Sal...

If You Leave the Low End of the Market … You Probably Can’t Go Back

If You Leave the Low End of the Market … You...

SaaStr Podcast #152: Lars Nilsson, VP of Global Inside Sales @ Cloudera on Why SDRs Are The Most Important Role In The Sales Function

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/05/podcast-featured-152-Lars-Nilsson@2x-300x200-1.jpg" alt="SaaStr Podcast #152: Lars Nilsson, VP of Global Inside Sales @ Cloudera on Why SDRs Are The Most Important Role In The Sales Function" />

SaaStr Podcast #152: Lars Nilsson, VP of Global In...

Best of Customer Success

Popular Posts

CLTV Isn’t The Whole Story. Don’t Shortchange Second-Order Revenue.

<img decoding="async" alt="CLTV Isn’t The Whole Story. Don’t Shortchange Second-Order Revenue." data-src="https://www.saastr.com/wp-content/uploads/2013/02/secondorder-440x264.png" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2013/02/secondorder-440x264.png" alt="CLTV Isn’t The Whole Story. Don’t Shortchange Second-Order Revenue." />

CLTV Isn’t The Whole Story. Don’t Shor...

If You Have 10 {Unaffiliated} Customers in SaaS — You Have Something.

If You Have 10 {Unaffiliated} Customers in SaaS &#...

The $2 Million(*) Dollar Man/Woman: How to Think About Scaling Your Customer Success Team (Updated)

The $2 Million(*) Dollar Man/Woman: How to Think A...

I Never Lost a Customer I Actually Visited In Person (Updated)

I Never Lost a Customer I Actually Visited In Pers...

Dreamforce, Arse-Kissing, and Behavioral vs. Attitudinal Loyalty

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/boxstar-1.jpeg" alt="Dreamforce, Arse-Kissing, and Behavioral vs. Attitudinal Loyalty" />

Dreamforce, Arse-Kissing, and Behavioral vs. Attit...

Dreamforce, BoxWorks, Arse-Kissing, and Behavioral vs. Attitudinal Loyalty

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/boxstar-1.jpeg" alt="Dreamforce, BoxWorks, Arse-Kissing, and Behavioral vs. Attitudinal Loyalty" />

Dreamforce, BoxWorks, Arse-Kissing, and Behavioral...

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-10-11-at-12-30-08-pm.jpg" alt="In The Early Days, You Won’t Have Enough Customers. But Your Mini-Brand Will Come to Your Rescue." />

In The Early Days, You Won’t Have Enough Cus...

Your (Belated) SaaS New Year’s Resolution: Add a Layer

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2021/01/Screen-Shot-2021-01-05-at-8.02.54-AM-440x264.png" alt="Your (Belated) SaaS New Year’s Resolution: Add a Layer" />

Your (Belated) SaaS New Year’s Resolution: A...

Your Customer Success Team. Hire Early. And No Squishy Goals — It’s All About the Numbers.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-03-01-at-3-49-12-pm.jpg" alt="Your Customer Success Team. Hire Early. And No Squishy Goals — It’s All About the Numbers." />

Your Customer Success Team. Hire Early. And No Squ...

Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference

<img decoding="async" alt="Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference" data-src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-06-02-at-5-30-26-pm.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" alt="Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference" data-src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-06-02-at-5-30-26-pm.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-06-02-at-5-30-26-pm.jpg" alt="Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference" />

Got 100 Customers? Believe It Or Not, It’s T...

Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference

<img decoding="async" alt="Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference" data-src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-06-02-at-5-30-26-pm.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" alt="Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference" data-src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-06-02-at-5-30-26-pm.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-06-02-at-5-30-26-pm.jpg" alt="Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference" />

Got 100 Customers? Believe It Or Not, It’s T...

Your Customer Success Team. Hire Early. And No Squishy Goals — It’s All About the Numbers.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-03-01-at-3-49-12-pm.jpg" alt="Your Customer Success Team. Hire Early. And No Squishy Goals — It’s All About the Numbers." />

Your Customer Success Team. Hire Early. And No Squ...

Turns Out, 85% of the World Likes “Contact Me”. Even Though You Don’t.

Turns Out, 85% of the World Likes “Contact M...

Everyone in SaaS Needs to Do Customer Support. At Least Until You Have 50-100 Employees. But Ideally, Forever.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-02-14-at-4-39-57-pm-1.jpg" alt="Everyone in SaaS Needs to Do Customer Support. At Least Until You Have 50-100 Employees. But Ideally, Forever." />

Everyone in SaaS Needs to Do Customer Support. At ...

Want Happy Customers? Implement the 5-Visits-Plus-2-Badges Rule. For Your Customer Success Team — And You. (Updated)

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-11-08-at-2-15-55-pm.jpg" alt="Want Happy Customers? Implement the 5-Visits-Plus-2-Badges Rule. For Your Customer Success Team — And You. (Updated)" />

Want Happy Customers? Implement the 5-Visits-Plus-...

Silos-in-the-Enterprise: Good. But Not All They Are Cracked Up to Be.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-08-27-at-2-15-23-pm.jpg" alt="Silos-in-the-Enterprise: Good. But Not All They Are Cracked Up to Be." />

Silos-in-the-Enterprise: Good. But Not All They Ar...

How to Think About The Huge Expenses of Events and Tradeshows

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Adobe_Echosign_06.jpg" alt="How to Think About The Huge Expenses of Events and Tradeshows" />

How to Think About The Huge Expenses of Events and...

Why It’s Year 3 When You Lose Your Larger Customers

<img decoding="async" alt="Why It’s Year 3 When You Lose Your Larger Customers" data-src="https://www.saastr.com/wp-content/uploads/2018/06/thelma.jpeg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/thelma.jpeg" alt="Why It’s Year 3 When You Lose Your Larger Customers" />

Why It’s Year 3 When You Lose Your Larger Cu...

Why There Is a 50/50 Chance You’ll Tilt Upmarket in SaaS

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/customers.png" alt="Why There Is a 50/50 Chance You’ll Tilt Upmarket in SaaS" />

Why There Is a 50/50 Chance You’ll Tilt Upma...

Why You’ll Want to Raise $100,000,000+ for Your SaaS Start-Up: The Incremental Customer

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-04-09-at-2-17-35-pm.jpg" alt="Why You’ll Want to Raise $100,000,000+ for Your SaaS Start-Up: The Incremental Customer" />

Why You’ll Want to Raise $100,000,000+ for Y...

Prisoners, And Why It Doesn’t Really Matter Your App Is So Hard to Rip Out

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-06-06-at-12-29-12-pm.jpg" alt="Prisoners, And Why It Doesn’t Really Matter Your App Is So Hard to Rip Out" />

Prisoners, And Why It Doesn’t Really Matter ...

We All Get To Our First 50 Customers Our Own Way. Then It’s All The Same.

We All Get To Our First 50 Customers Our Own Way. ...

7 Simple Ideas to Immediately Improve Your Conversion Rates in SaaS

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/monthlynewusers.png" alt="7 Simple Ideas to Immediately Improve Your Conversion Rates in SaaS" />

7 Simple Ideas to Immediately Improve Your Convers...

Pick Up The Phone. Answer the Chat. Be Present.

<img decoding="async" alt="Pick Up The Phone. Answer the Chat. Be Present." data-src="https://www.saastr.com/wp-content/uploads/2018/06/mimirogers.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/mimirogers.jpg" alt="Pick Up The Phone. Answer the Chat. Be Present." />

Pick Up The Phone. Answer the Chat. Be Present.

Measure Your Churn. But What’s Even More Important is to Measure Your “Almost Churn”. 5 Tricks to Help You Here.

<img decoding="async" alt="Measure Your Churn. But What’s Even More Important is to Measure Your “Almost Churn”. 5 Tricks to Help You Here." data-src="https://www.saastr.com/wp-content/uploads/2018/06/unhappy-customers.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/unhappy-customers.jpg" alt="Measure Your Churn. But What’s Even More Important is to Measure Your “Almost Churn”. 5 Tricks to Help You Here." />

Measure Your Churn. But What’s Even More Imp...

Customer Success Is A Single Digit Hire (Updated)

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2015-06-28-at-9.04.40-AM.jpg" alt="Customer Success Is A Single Digit Hire (Updated)" />

Customer Success Is A Single Digit Hire (Updated)

The Ultimate SaaS Guide to Setting Up the Perfect NPS Campaign

The Ultimate SaaS Guide to Setting Up the Perfect ...

The Second-Timers: Mark Organ, CEO/Founder of Influitive and Eloqua: “10 Hard-Won Lessons”

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/teaminfluitive.jpg" alt="The Second-Timers: Mark Organ, CEO/Founder of Influitive and Eloqua: “10 Hard-Won Lessons”" />

The Second-Timers: Mark Organ, CEO/Founder of Infl...

Don’t Fear Business Process Change. It’s (Usually) a Good Thing.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/group_training_class-1.jpg" alt="Don’t Fear Business Process Change. It’s (Usually) a Good Thing." />

Don’t Fear Business Process Change. It’...

Don’t Fire Your “Worst” Customers. Hire Them a Psychiatrist Instead.

Don’t Fire Your “Worst” Customer...

Money, Bonuses, “Customers That Waste My Time”, and Greed: You Get What You Pay For

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-09-08-at-7-15-00-pm.jpg" alt="Money, Bonuses, “Customers That Waste My Time”, and Greed: You Get What You Pay For" />

Money, Bonuses, “Customers That Waste My Tim...

CEO’s Guide to Customer Success Budget Planning

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/5-how-many-csms.jpg" alt="CEO’s Guide to Customer Success Budget Planning" />

CEO’s Guide to Customer Success Budget Plann...

Why CAC is Usually Irrelevant in Early-ish Stage SaaS Companies (vs. B2C Where It’s Critical)

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2015-01-29-at-1.14.51-PM.jpg" alt="Why CAC is Usually Irrelevant in Early-ish Stage SaaS Companies (vs. B2C Where It’s Critical)" />

Why CAC is Usually Irrelevant in Early-ish Stage S...

On Not Forgetting to be 10x Better

On Not Forgetting to be 10x Better

What should B2B SaaS companies do to ensure the success of their customers and reduce churn?

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2019/09/Dace-James-Photography-Saastr-Day3-2019-3808-440x264.jpg" alt="What should B2B SaaS companies do to ensure the success of their customers and reduce churn?" />

What should B2B SaaS companies do to ensure the su...

Who Really Wields Social Authority In The C-Suite?

Who Really Wields Social Authority In The C-Suite?

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Have the majority of the SaaS companies got customer success all wrong?

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2019/08/Chloe-Jackman-Photography-Saastr-Day3-2019-2656-440x264.jpg" alt="Have the majority of the SaaS companies got customer success all wrong?" />

Have the majority of the SaaS companies got custom...

Don’t Worry Too Much If All Your Customers are in “Tech”

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/logosstartups-1.jpg" alt="Don’t Worry Too Much If All Your Customers are in “Tech”" />

Don’t Worry Too Much If All Your Customers a...

Dear SaaStr: How Do I Convince My Customers with Monthly plans to Upgrade to Annual Plans?

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2019/09/Chloe-Jackman-Photography-Saastr-Day2-2019-2138-440x264.jpg" alt="Dear SaaStr: How Do I Convince My Customers with Monthly plans to Upgrade to Annual Plans?" />

Dear SaaStr: How Do I Convince My Customers with M...

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The Bloomberg Scandal and SaaS. Don’t Let It...

Just Remember, We Don’t Really Need Any More SaaS Products. Then You’ll Do Far Better.

Just Remember, We Don’t Really Need Any More...

A Look Back: Slack at $30,000,000 in ARR

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/SaaStr-1-501_21.jpg" alt="A Look Back: Slack at $30,000,000 in ARR" />

A Look Back: Slack at $30,000,000 in ARR

Leyla Seka (Salesforce): How to *Really* Partner with the Big Guys (Video + Transcript)

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/leyla-1.jpg" alt="Leyla Seka (Salesforce): How to *Really* Partner with the Big Guys (Video + Transcript)" />

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Dreamforce, Arse-Kissing, and Behavioral vs. Attitudinal Loyalty

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Dreamforce, Arse-Kissing, and Behavioral vs. Attit...

Dreamforce, BoxWorks, Arse-Kissing, and Behavioral vs. Attitudinal Loyalty

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How to Sell to SMBs And Still Get to $100m in ARR

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How to Sell to SMBs And Still Get to $100m in ARR

Is 5x the New 2x in SaaS?

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-02-20-at-5-39-20-pm.jpg" alt="Is 5x the New 2x in SaaS?" />

Is 5x the New 2x in SaaS?

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In The Early Days, You Won’t Have Enough Cus...

A Solution Sale Can Capture 3-20x the Revenues of A Tool Sale. With Almost the Exact Same Core Product.

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Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference

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Got 100 Customers? Believe It Or Not, It’s T...

Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference

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Your VP Sales Has a Sales Quota. Your VP Marketing Has To Have a Quota, Too.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2015-03-27-at-4.35.09-PM.jpg" alt="Your VP Sales Has a Sales Quota. Your VP Marketing Has To Have a Quota, Too." />

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<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/hold-the-line.jpg" alt="Monthly Quotas are Better than Quarterly, At Least Until $10m ARR or So. Here’s Why." />

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Freemium is Back! But You’ll Probably Need 50 Million Active Users for Freemium to Actually Work as a Business Model. (Updated)

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The Top 10 Worst Pieces of SaaS Advice (Updated)

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Don’t Confuse Room at the Bottom with Disruption

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The Confounding Logic of Discounting

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How to Think About The Huge Expenses of Events and...

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<img decoding="async" alt="7 Learnings: Building Your First, Great Sales Development (SDR) Team" data-src="https://www.saastr.com/wp-content/uploads/2018/06/Kyle_Richless.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Kyle_Richless.jpg" alt="7 Learnings: Building Your First, Great Sales Development (SDR) Team" />

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<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2013-01-09-at-3-40-43-pm.jpg" alt="Two SaaS Metrics That Actually Don’t Matter That Much in the Earliest Days: Absolute Churn and Sales Cycles" />

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Why There Is a 50/50 Chance You’ll Tilt Upmarket in SaaS

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Prisoners, And Why It Doesn’t Really Matter Your App Is So Hard to Rip Out

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The Low Viral Coefficient of SaaS, And Why That’s Just Fine

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The Low Viral Coefficient of SaaS, And Why That’s Just Fine

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The Low Viral Coefficient of SaaS, And Why That...

“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin — Download Part 1 Now!

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2014-05-15-at-5-40-52-am.jpg" alt="“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin — Download Part 1 Now!" />

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7 Simple Ideas to Immediately Improve Your Conversion Rates in SaaS

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/monthlynewusers.png" alt="7 Simple Ideas to Immediately Improve Your Conversion Rates in SaaS" />

7 Simple Ideas to Immediately Improve Your Convers...

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A Little Less About Pricing. A Little More About Deal Size. Please.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/pricing_giant1.png" alt="A Little Less About Pricing. A Little More About Deal Size. Please." />

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Measure Your Churn. But What’s Even More Important is to Measure Your “Almost Churn”. 5 Tricks to Help You Here.

<img decoding="async" alt="Measure Your Churn. But What’s Even More Important is to Measure Your “Almost Churn”. 5 Tricks to Help You Here." data-src="https://www.saastr.com/wp-content/uploads/2018/06/unhappy-customers.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/unhappy-customers.jpg" alt="Measure Your Churn. But What’s Even More Important is to Measure Your “Almost Churn”. 5 Tricks to Help You Here." />

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It Doesn’t Really Matter When Your Competitor is Acquired. (Except It Means You Weren’t.)

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/zendesk-shares-pop-after-cloud-ipo-nyse.jpg" alt="It Doesn’t Really Matter When Your Competitor is Acquired. (Except It Means You Weren’t.)" />

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Pick Up The Phone. Answer the Chat. Be Present.

<img decoding="async" alt="Pick Up The Phone. Answer the Chat. Be Present." data-src="https://www.saastr.com/wp-content/uploads/2018/06/mimirogers.jpg" class="lazyload" src="data:image/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==" /><noscript><img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/mimirogers.jpg" alt="Pick Up The Phone. Answer the Chat. Be Present." />

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The Second-Timers: Mark Organ, CEO/Founder of Influitive and Eloqua: “10 Hard-Won Lessons”

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/teaminfluitive.jpg" alt="The Second-Timers: Mark Organ, CEO/Founder of Influitive and Eloqua: “10 Hard-Won Lessons”" />

The Second-Timers: Mark Organ, CEO/Founder of Infl...

In SaaS, Your Burn Rate is Muchly a Function of Your DNA. And Your Chosen Competition.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2015/02/Screen-Shot-2020-06-12-at-8.07.00-AM-440x264.png" alt="In SaaS, Your Burn Rate is Muchly a Function of Your DNA. And Your Chosen Competition." />

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How do you price a Saas which generates revenue for the customer?

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How do you price a Saas which generates revenue fo...

50,000,000+ Views Later: What I’ve Learned About Content Marketing

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Yes, You Can Measure Everything. Marketing, PR, Dev, Lead Efficiency. Do It.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/screen-shot-2012-11-28-at-8-15-31-am1.jpg" alt="Yes, You Can Measure Everything. Marketing, PR, Dev, Lead Efficiency. Do It." />

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I Hired My VP of Marketing at $20k MRR. It Wasn’t a Week Too Early.

<img decoding="async" src="https://www.saastr.com/wp-content/uploads/2018/06/Screen-Shot-2015-04-28-at-3.07.24-PM.jpg" alt="I Hired My VP of Marketing at $20k MRR. It Wasn’t a Week Too Early." />

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Gadi Shamia, COO of Talkdesk: “8 Things I Learned After Joining a Hyper-Growth SaaS Startup”

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Workday is Growing 90% this Year. At $250m in ARR. So Wake Up: You Probably Need to Do A Lot, Lot Better.

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SaaStr Podcast #088: John Barrows, Godfather of Sales, Shares How To React When a Lead Goes Dark

SaaStr Podcast #088: John Barrows, Godfather of Sa...

SaaStr Podcast #091: Jason Lemkin, Founder & VC @ SaaStr On Why Founders Must Be 110% Committed to Sales

SaaStr Podcast #091: Jason Lemkin, Founder & ...

SaaStr Podcast #095: JD Peterson, CMO @ Trello Discusses Why Now Is The Hardest But Best Time To Be A Marketer

SaaStr Podcast #095: JD Peterson, CMO @ Trello Dis...

100 SaaStr Podcasts – The Top 10 Episodes So Far

100 SaaStr Podcasts – The Top 10 Episodes So...

SaaStr Podcast #100: Aaron Levie, Founder & CEO @ Box Shares The 3 Stages To Company Scaling in Enterprise

SaaStr Podcast #100: Aaron Levie, Founder & C...

SaaStr Podcast #106: Alex Rosen, Managing Director @ IDG Ventures On Why Early Stage SaaS Metrics Don’t Matter

SaaStr Podcast #106: Alex Rosen, Managing Director...

SaaStr Podcast #108: Peter Gassner, Founder & CEO @ Veeva Systems On Growing to $500m in ARR

SaaStr Podcast #108: Peter Gassner, Founder &...

SaaStr Podcast #112: Brad Feld, Co-Founder & VC @ Foundry Group Discusses Structuring Your SaaS Startup for Scalability

SaaStr Podcast #112: Brad Feld, Co-Founder & ...

SaaStr Podcast #150: Paul Albright, Board Member @ Clarizen Discusses Why It Is Harder To Go Enterprise Down Than SMB Up

SaaStr Podcast #150: Paul Albright, Board Member @...

The New SaaStr Video AMAs … And Podcasts!

The New SaaStr Video AMAs … And Podcasts!

SaaStr on First “Zero to Won” Podcast with RainforestQA and Heavybit

SaaStr on First “Zero to Won” Podcast ...

The Official SaaStr Podcast with Harry Stebbings is Now Live!

The Official SaaStr Podcast with Harry Stebbings i...

SaaStr Podcast #005: Mamoon Hamid, Partner @ Social Capital Dsicusses Changing the Way We Work and Bottoms Up Sales Strategy

SaaStr Podcast #005: Mamoon Hamid, Partner @ Socia...

SaaStr Podcast #006: Russell Fujioka, President @ Xero On Taking Adobe from $40m to $1bn

SaaStr Podcast #006: Russell Fujioka, President @ ...

SaaStr Podcast #007: Doug Pepper, General Partner @ Shasta Ventures Discusses What It Takes to Attract Series A Investors in SaaS

SaaStr Podcast #007: Doug Pepper, General Partner ...

SaaStr Podcast #004: Shardul Shah, Partner @ Index Ventures On Why Reducing Time Distance to Value Is So Important

SaaStr Podcast #004: Shardul Shah, Partner @ Index...

Great New Podcasts with Keith Rabois, Josh Stein/DFJ, and Mathilde Collin/CEO FrontApp

Great New Podcasts with Keith Rabois, Josh Stein/D...

Great New Podcasts with Daniel Chait/CEO Greenhouse, Ajay Agarwal/Bain Capital, Mark Woodward/CEO Invoca, and Russ Glass/Linkedin-CEO Bizo

Great New Podcasts with Daniel Chait/CEO Greenhous...

SaaStr Podcast #015: Nicolas Dessaigne @ Algolia on Prioritizing Company Culture and Empowering Your Team To Be Owners

SaaStr Podcast #015: Nicolas Dessaigne @ Algolia o...

SaaStr Podcast #017: Laura Behrens Wu of Shippo on Why Fellow Founders Make the Best Advisors

SaaStr Podcast #017: Laura Behrens Wu of Shippo on...

SaaStr Podcast #018: Jon Miller, Founder & CEO @ Engagio on the Benefits of Account-Based Marketing

SaaStr Podcast #018: Jon Miller, Founder & CEO...

SaaStr Podcast #019: David Cancel, CEO @ Drift Hires People, Not Skills

SaaStr Podcast #019: David Cancel, CEO @ Drift Hir...

SaaStr Podcast #020: John Somorjai, Exec VP Corp. Development & Salesforce Ventures @ Salesforce

SaaStr Podcast #020: John Somorjai, Exec VP Corp. ...

SaaStr Podcast #021: Johnny Chin, Founder & CEO @ Bannerman on How to Perfect the Transition from B2B to B2C

SaaStr Podcast #021: Johnny Chin, Founder & CE...

SaaStr Podcast #022: Russ Hearl, VP of Sales @ Datahug On What Makes a Great Sales Leader

SaaStr Podcast #022: Russ Hearl, VP of Sales @ Dat...

SaaStr Podcast #023: Nakul Mandan @ Lightspeed Venture Partners On What It Takes to Attain Series A in SaaS

SaaStr Podcast #023: Nakul Mandan @ Lightspeed Ven...

SaaStr Podcast #024: Nick Mehta, Gainsight CEO On Why Customer Success Is the New Sales

SaaStr Podcast #024: Nick Mehta, Gainsight CEO On ...

SaaStr Podcast #025: Anthony Kennada, VP of Marketing @ Gainsight On Why Events Are So Important for Startup Marketing

SaaStr Podcast #025: Anthony Kennada, VP of Market...

SaaStr Podcast #026: Bill Binch, Former SVP of Sales @ Marketo On How to Hire & Motivate the Best Sales Team

SaaStr Podcast #026: Bill Binch, Former SVP of Sal...

SaaStr Podcast #027: Laura Roeder, Founder & CEO @ Edgar On the Benefits of Bootstrapping in SaaS

SaaStr Podcast #027: Laura Roeder, Founder & C...

SaaStr Podcast #001: Tiago Paiva, Founder On How Talkdesk Reached $3m in Sales Without Spending $1 on Marketing

SaaStr Podcast #001: Tiago Paiva, Founder On How T...

SaaStr Podcast #028: Mark Organ, Founder & CEO of Influitive On Why Customer Success Is The Bedrock For All SaaS Business

SaaStr Podcast #028: Mark Organ, Founder & CEO...

SaaStr Podcast #029: Andy Wilson, Founder & CEO @ Logickull Discusses What It's Like to Have Jason Lemkin As Your Investor

SaaStr Podcast #029: Andy Wilson, Founder & CE...

SaaStr Podcast #030: Harry Glaser, Co-Founder @ Periscope Data On Building & Training a Non-technical Sales Team

SaaStr Podcast #030: Harry Glaser, Co-Founder @ Pe...

SaaStr Podcast #031: Blake Bartlett, Partner @ OpenView Discusses Whether Product Market Fit & Customer Value Is Really So Binary

SaaStr Podcast #031: Blake Bartlett, Partner @ Ope...

SaaStr Podcast #032: Luke Kervin, Co-Founder & Co-CEO @ PatientPop On Scaling the Team from 10 to 130 in Just 12 Months

SaaStr Podcast #032: Luke Kervin, Co-Founder &...

SaaStr Podcast #033: Villi Iltchev, Partner @ August Capital On Why SaaS M&A Is So Challenging

SaaStr Podcast #033: Villi Iltchev, Partner @ Augu...

SaaStr Podcast #034: Cailen D'sa, Head of Sales @ Front (Formerly of Dropbox and Box) Discusses How to Master the Freemium SaaS Model

SaaStr Podcast #034: Cailen D'sa, Head of Sal...

SaaStr Podcast #035: Matt Garratt, VP @ Salesforce Ventures Shares the Strategy Behind Salesforce Ventures

SaaStr Podcast #035: Matt Garratt, VP @ Salesforce...

SaaStr Podcast #036: Christoph Janz, Co-Founder @ Point Nine Capital On the Importance of Local Investors

SaaStr Podcast #036: Christoph Janz, Co-Founder @ ...

SaaStr Podcast #037: Quang Hoang, Co- Founder @ Birdly Discusses Why the Whole SaaS Pricing Model is Going to Change

SaaStr Podcast #037: Quang Hoang, Co- Founder @ Bi...