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Sponsored PostsWhy Managing Subscriptions in Apple iOS is So Hard
iOS Subscriptions are Hard The unreasonable difficulty of implementing iOS subscriptions Subscriptions provide developers a better way to make money. Building an audience of paying subscribers not only generates more revenue, but…
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Blog Posts, Growth, Sales11 Things That Set The Best Salesteams Apart From The Rest
The best salesteams seem to just do amazing things together. What differentiates them? Well, they do tend to work at some of the best companies, so there is that. But…
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Blog Posts, Company Culture, Early, Growth, Hiring, Human Resources, International Expansion, Leadership, Product, SaaStr Events, Scale, VideosBuild A Culture That Scales: Lessons from Algolia, Glassdoor’s Highest Rated SaaS Company
This fireside chat with, Nicolas Dessaigne, CEO @ Algolia and Edith Harbaugh, Co-Founder & CEO @ Launch Darkly, discusses building a culture that scales. In the early days, Nicolas mentions…
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Blog Posts, Early, SalesYou Have to Train Reps 3-10. They Won’t Train Themselves.
There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. And 8 others? 10%-40%. What’s happening here? …
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Blog Posts, SaaStr Events10+ Amazing New Speakers at SaaStr Annual, from WordPress to Adyen to Shopify to Stripe to Dropbox and More!
We’ve slotted about 50% of the speakers for the huge 2019 SaaStr Annual, and we’ll post the very first draft agenda soon! A quick look at just a handful of…
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Blog Posts, SaaStr EventsLast Chance to Come To Come to SaaStr Europa 2019 in Paris for only $299 (!)
We’re heads down for the 12,000 person, 6+ stage, sort of crazy SaaStr Annual this February in SF, our 1,000 person Big Holiday Party in SF on 15 November, and even…
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Blog Posts, Growth, SalesYour Product Has to Be Easier to Buy Than to Use
Lately we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. …
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Blog Posts, Exit Strategy, Growth, ScaleWhere Are The Top 10 Salesforce AppExchange Apps of 2010 Today?
What’s the value of being a First Mover in SaaS? There’s clearly value there. But exactly how much? How often do first movers just dominate the world? I stumbled onto…
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Blog Posts, Growth, Metrics, Product, SaaStr Events, Scale, VideosSaaS Metrics Masterclass: Key Business Metrics, Pricing Strategies and Billing Models (Video + Transcript)
Didn’t get the chance to fly out to Paris for SaaStr Europa earlier this year? Check out this session with Guillaume Princen, Head of France and Southern Europe @ Stripe,…
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Blog Posts, Exit Strategy, GrowthSaaS: Maybe Plan for 30+ Years as a Founder
A ways back on SaaSr, we wrote that it takes 7-10 years to get anywhere real in SaaS. It’s still true today. It usually takes 1-2 years to get to…
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Blog Posts, Exit Strategy, Growth, Product, Sales StrategySaaS eSignature Market: From $1 Million in 2006 to $1 Billion in 2018
Is it better to create a new market, or enter a large existing one? Or even redefine a smaller one, to make it bigger? All of these can work. But…
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Blog Posts, Early, Q&A10 Things Maybe Not to Do In The Earlyish Days
A lot of rules are just that — guidelines. You can blaze your own path. 1 founder, 5 founders. Bootstrapped, overfunded. There are many ways to get there. But here’s…
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Blog Posts, SaaStr EventsCome to The SaaStr Really Big Holiday Party Nov 15! Get Tix Now!
We’re doing a Really Big Holiday Party this year for SaaStr, and we’re doing it SaaStr-style with mentorship, top-notch sessions, our house band, and much more! We’ve taken over a…
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Blog Posts, Featured Videos, Growth, International Expansion, SaaStr Events, Scale, VideosHow to Expand Internationally – Lesson From VP of Growth @ LinkedIn (Video + Transcript)
At SaaStr Annual earlier this year, VP of Growth at LinkedIn, Aatif Awan, had a session on expanding internationally. Has your SaaS startup gone global? If so, what tips and…
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Blog Posts, Growth, SalesMaybe in 2018, Every SaaS Contract Should Have An Automatic Out Clause
Lately at SaaStr, we’ve become more and more buyers of SaaS software ourselves. Our own tiny little team and organization has grown, and we have to start putting the infrastructure…
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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 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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