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Blog Posts, Career Growth & Advice, Growth, Leadership, SaaStr EventsFrom A(ccel) to Z(uora): What Went Down at SaaStr Europa 2018
Last week was a whirlwind in Paris, and it all culminated in the epic event that was our very first SaaStr Europa. And boy, what a trip. There was the…
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Blog Posts, Growth, Hiring5 Tips To Improve the Odds When You Hire VPs Who Were Fired or Quit
As you scale up in SaaS, one thing I can almost guarantee is that you are going to hire some VPs who were either fired or quit their last role. …
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Blog Posts, Growth, International Expansion, Sales, Sales StrategyGo Global or Go Home: Key Considerations for International B2B Enterprise Pipeline Development
By Craig Hooper, CEO and Co-Founder of DWCC Going international is a critical step in your B2B journey from $0 to $100m, but the path is rarely a simple one,…
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Blog Posts, Career Growth & Advice, Growth, Leadership, SaaStr Events, SaaStr NewsHow to Make New Friends and Level Up Your Career With Braindates at SaaStr Europa
The countdown to SaaStr Europa is ON! With the conference quickly approaching, only a small handful of tickets remaining, and more than +1200 people attendees coming to the Intercontinental in…
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Blog Posts, Career Growth & Advice, Growth, LeadershipGrowth and Burn Rates at $1m ARR for 20+ Fast Growing SaaS Companies
The other day, for the first time ever, I put together a little bit of analysis on the 24 SaaS companies I’ve invested in since late 2013. 20 have crossed…
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Blog Posts, Career Growth & Advice, Growth, Hiring, LeadershipMore Catfished By A Candidate: Why Not Hire Him Anyway? And Answers To Other Burning Questions
Since I published my Catfished by a Candidate blog post a couple of weeks ago, our website traffic has increased by 250% and it has become the number one most…
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Blog Posts, Growth, Leadership, SaaStr Events, SaaStr News1,467 Folks Coming to SaaStr Europa in Paris on 14-15 June! Grab Any Final Tickets Left!
Ok so not sure where everyone is going to fit, but we’ve crossed 1,467 tickets to our first ever SaaStr Europa! We’ll kick things off with a Big Party at…
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Blog Posts, Growth, Leadership, SaaStr Events, SaaStr News1,000 Folks Already Coming to 2019 SaaStr Annual!! Last Chance for Super Early Bird Tickets
The SaaStr team is heads down for our first SaaStr Europa in Paris on June 14-15. It will be an amazing event, from the pre-party with Harry Stebbings and Jason…
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Blog Posts, Career Growth & Advice, Growth, Leadership10 Things I Wish My Board and VCs Had Told Me
1. Power laws are real. $1m MRR is when it gets great. No, it doesn’t get any easier then, per se. It never gets truly easier. But you won’t fail after $10m…
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Blog Posts, Leadership, Scale, Tech NewsPower Laws: A Look Back To Where 20 SaaS Break-Out Companies from 2012 Are Today
The second SaaStr post ever, way back in late 2012, was “Everybody Lies: SaaS Revenues in the Inc. 5000“. It was a fun one, analyzing the only public source of data…
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Blog Posts, Career Growth & Advice, Growth, Hiring, LeadershipWhat Order Should You Hire Your Management Team In?
The other day I was meeting with a great CEO who had raised a modest seed round. Enough to invest, but not enough to go crazy with. He’d found several…
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Blog Posts, Career Growth & Advice, Growth, Leadership, SaaStr Events, SaaStr NewsUnicorn Morning at SaaStr Europa! 5 of the Unicorns You’ll Meet.
We’ll have 3 different tracks and themes at SaaStr Europa on 15 June (+ evening before 14 June) in Paris: Unicorn Morning, Founder-to-Founder: The True Stories, and Scaling Revenue. Fresh…
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Blog Posts, Career Growth & Advice, Growth, LeadershipSqueezing Out That Last 10%-20% Growth
Once you have something in SaaS, somewhere on the path from $1m to $10m where you’re either on your way to Initial Scale or getting past it, you’ll often end…
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Blog Posts, Featured Posts, Growth, Hiring, LeadershipI Got Catfished By A Candidate: The True Story and How to Keep It From Happening to You
What follows is a true story. Names, places, and companies have been changed to protect the innocent (or not so innocent). I was catfished by a candidate. And not just…
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Blog Posts, Career Growth & Advice, Growth, Leadership7 Simple Tips to Being a (Much) Better First Time Manager
One privilege I get as part of mentoring and investing in a few dozen startups is a chance to work with first-time managers. The reality is, most start-ups are better…
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Popular Q&A
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 for my SaaS company at $10kMRR?
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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