Blog Posts, Early, Q&A, SaaS Product Pricing, Sales
Dear SaaStr: Should We Charge for Pilots and How Much? Charge for any true pilot. If you don’t charge, it’s not a pilot. It’s an extended demo. Now, that’s better…
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Growth, Q&A, Sales, Sales
Dear SaaSt: Do sales commission clawbacks typically apply after a customer’s payment has cleared (e.g. if they ask for and are granted a refund) or only up until payment is…
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Blog Posts, Early, Other, Product, Q&A
Dear SaaStr: How Do You Know If Your Startup Idea Already Exists? Well, of course it already exists. You really think you’re the only person on the entire planet that…
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Blog Posts, Early, Fundraising, Leadership, Q&A
Dear SaaStr: How Long is a Venture Round Supposed to Last? I think like many venture axioms, founders get often get bad advice here out of good solid rules. Until…
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Blog Posts, Exit Strategy, Q&A
Dear SaaStr: What Do Most People Not Know About Acqusitions? That people, not companies, do acquisitions. “Amazon”, “Salesforce”, “Google”, etc. don’t buy companies. Executives do — to meet their goals…
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Early, Leadership, Q&A, Sales
Dear SaaStr: How Do You Handle Commissions if the Customer Auto-Upgrades for More Seats? There’s no perfect answer here, but what most startups do is comp the sales rep for…
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Early, Leadership, Other, Q&A
Dear SaaStr: What Are The Biggest Challenges For a Non-Technical Founder? Adding enough value the first year. If you can’t build it, can you: Sell it? That’s worth it. If…
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Blog Posts, Early, Fundraising, Leadership, Q&A
Q: Dear SaaStr: Why Do Venture Capitalists take Board Seats? It took me a while to figure this out. When I started writing venture (vs. angel) checks, the last thing…
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Blog Posts, Career Growth & Advice, Customer Success, Customer Success, Growth, Q&A
Dear SaaStr: What Do You Do With Churned Customers? You put them into a Get Them Back bucket and re-market to them with a dedicated program. And you have sales…
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Company Culture, Early, Leadership, Q&A
Dear SaaStr: How Do You Know When It’s Time to Leave Your Current Company and Move On? There are a lot of valid reasons to leave your job for a…
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Blog Posts, Customer Success, Early, Leadership, Marketing, Q&A, SaaS Product Pricing
Dear SaaStr: What Should Be The Priorities of SaaS Founders During The Early Stages? Some ideas: Find a truly great co-founder. Slow it down until you do. There is too…
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Blog Posts, Career Growth & Advice, Customer Success, Customer Success, Growth, Q&A
Dear SaaStr: What Were Aspects of Your Startup That Were Easier Than Anticipated? The part I didn’t originally get as a first-time SaaS founder was how relatively easy it is…
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Blog Posts, Early, Fundraising, Leadership, Q&A
Dear SaaStr: What Is The Role of a “General Partner” at a VC Firm? It can be frustrating to be part of large venture firm, be the junior guy that…
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Blog Posts, Early, Fundraising, Leadership, Q&A
Dear SaaStr: What Percentage of Total Incoming Deals Do VCs Invest In? Right here, right now? <1 Oooh maybe but not yet, excited but need to see more? >5 Deals…
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Blog Posts, Marketing, Marketing, Q&A, Scale
Dear SaaStr: What Are Some Signs That Your SaaS Marketing Programs Won’t Scale Well? The #1 flag your marketing efforts aren’t working is that you are spending too much —…
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