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Blog Posts, Customer Success, Early, Featured Posts, MarketingHow to Invest in Customer Marketing: The 10+10 Framework
I want to spend a lot of time in the coming year on SaaStr on Customer Marketing. While the concept may sound old hat to those that have been in…
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Blog Posts, Career Growth & Advice, Leadership, SaaStr Events, Scale, VideosLessons Redefining a Really Big Category with Coupa (Annual Video + Transcript)
Earlier this year at the 2018 Annual, Coupa Software CEO Rob Bernshteyn sat down with our very own Jason Lemkin to chat about what he’s learned while redefining a big category….
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Blog Posts, Growth, Marketing, SaaStr Events4 Years Ago This Week We Decided to Launch the SaaStr Annual. What We’ve Learned.
As we gear up for the 5th SaaStr Annual, with an expected 12,000+ attendees, 100+ top tier sponsors, and 3+ days of content across 5+1 stages (phew!), I was looking…
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Blog Posts, Growth, MarketingEvents: Are They Worth the Big Expense?
It took me a long time to have a strong opinion on events (yes, there’s some irony there given that we put on SaaStr Annual, SaaStr Europa, etc.). In my…
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Blog Posts, Customer Success, Growth, Marketing, Marketing Strategy, SaaStr Events, VideosHow to Create a $50M ARR Inbound Revenue Machine with Justyn Howard and Mike Volpe
Last February, former Hubspot CMO Mike Volpe sat down with Sprout Social Founder and CEO at the SaaStr Annual to talk product pricing, delivering individualized value, and creating a $50M…
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Blog Posts, Career Growth & Advice, Early, Leadership, SaaStr EventsSession Content 101: How to Submit an A+ SaaStr Speaker Submission
From Aaron Levie, Stewart Butterfield, and Therese Tucker to Jeff Lawson, Claire Hughes Johnson, and Lew Cirne, the SaaStr stages have hosted some pretty legendary SaaS names over the past…
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Blog Posts, Featured Posts, SaaStr EventsHuge Thanks to Intercom, Zoom, Google Cloud and Gainsight for being the Diamond Sponsors for 2019 SaaStr Annual
Ok we’re really gearing up for the 2019 SaaStr Annual this year. It will be, by far, the biggest ever — but without some of the massive, packed-ness we had…
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Blog Posts, Early, Fundraising, LeadershipThe 10x Rule: What Raising $1 of Venture Capital Really Means (the 2018 Edition)
I originally wrote this post way, way back in 2012 and decided to update it in 2018, because it’s an important thing to think about as a founder. Let’s take…
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Blog Posts, Growth, Q&A, Sales Strategy5 “Sharp Elbow” Tactics That Do Work in Competitive Spaces
Most of us want to take the high road, and let the best product win. Sometimes that does work, and it’s a place to start from. But here are 5 “cut-throat”…
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Blog Posts, Early, Featured PostsThe Top 25 SaaStr Posts of 2018 So Far
We’re half-way through Summer (sad, I know) and I thought it might be fun to look at what the Top 25 posts on SaaStr.com were so far this year. You…
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Blog Posts, Growth, Q&A, Sales, Sales StrategyWhat Core Metric Should Your VP of Sales Be Responsible For? It Really Matters What You Pick.
Congratulations on finally hiring your VP of Sales! That’s the hardest part of all. But next up is a more nuanced choice — what should her core goal / KPI…
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Blog Posts, Company Culture, Early, Marketing, Marketing Strategy, SaaStr EventsHow Zoom Does Marketing: What We Learned From the Org’s First Marketing Hire
As part of our Insider’s Guide series, we invited Zoom’s Head of Marketing Janine Pelosi (the company’s very first marketing hire!) to sit down in our SOMA-based Co-Selling Space with…
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Blog Posts, Company Culture, Early, Growth, Human Resources, LeadershipAs Soon As You Have Your First Real Management Team — It’s Time to Add Redundancy
A year or two ago, I was walking on the streets of San Francisco and bumped into a terrific Unicorn CEO. A beloved CEO of a beloved startup. We caught…
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Blog Posts, Growth, Sales6 Things Sales Reps Say That Kill Deals
I recently put together a list on Quora of 6 things sales reps recently said to me as a buyer of SaaS products myself that killed the deal: “You are…
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Blog Posts, Featured Posts, Growth, Leadership10 Things That Would Have Helped Me Go From $1m to $10m Faster with Less Stress
Recently I put together a quick list on twitter of the Top 10 things that with hindsight, I could and should have done to get from $1m to $10m ARR…
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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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