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Blog Posts, GrowthWhen You Need a CMO. And The #1 Reason CMOs Fail.
To many of you, “CMO” will seem like an almost silly title. At say $2m in ARR, when you’re just figuring our demand gen, SDRs and BDRs and all that…
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Blog Posts, SaaStr EventsConnect with 12,500 of the Best & Brightest in SaaS! The Top 7 Reasons You Can’t Miss SaaStr Annual 2019.
If you’ve been binge reading our content lately, you’ve probably noticed an increasing number of posts about the SaaStr Annual — our yearly show in the San Francisco Bay Area that…
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Blog Posts, Career Growth & Advice, Company Culture, GrowthThings That Are Different As A More Experienced Entrepreneur
Patrick Collision, CEO and co-founder of mammothly successful Stripe, recently put together a list of things to do from age 10 to 20 to be a successful entrepreneur. I do…
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Blog Posts, Fundraising, Growth, Metrics10 Tips to Make Your VCs Calmer, Happier — And On Your Side
Your VCs aren’t the boss. They should work for you. You don’t need to do what they say, or have pre-pre-board meetings if you don’t want to. But … many…
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Blog Posts, Q&A10 Things That Tell a VC You May Not Be Ready for “Prime Time”
Being an amateur is OK, even endearing — if it’s authentic. But here are some things that founders do that perhaps suggest you aren’t yet ready to raise venture capital. …
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Blog Posts, Customer Success, GrowthChampion Change: You Gotta Jump On It
One of the most subtly stressful parts of running a SaaS company, or any company with larger customers, is Champion Change. When the key stakeholder at your customer who brought…
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Blog Posts, Featured Posts, SaaStr EventsSpeaker Submissions for 2019 SaaStr Annual are Now Open!
With our first SaaStr Europa behind us (and over 1,500+ registrants for our first big event in Europe — wow!), it’s time to get going on the 2019 SaaStr Annual!…
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Blog Posts, Early, Marketing Strategy, Sales, Sales StrategyWhat You Think is a “Sales” Problem is More Likely a Marketing Problem
The other day I met with a great founder doing about $40k in MRR that wanted to raise some extra money to “make sales more repeatable.” Sounds good. I started…
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Blog Posts, Growth, ProductAssume the Customer Knows Everything
Recently, as SaaStr itself has turned into a real business, with a real team, and eight figures in revenue, it’s caused me to focus and challenge some prior assumptions I’ve…
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Blog Posts, Fundraising, Growth, Leadership10 Hacks to Have Happier Investors
We’ve crossed 3,000 posts and answers on SaaStr and I’ve yet to write one on How to Have a Great Board Meeting, or most other VC tropes. I will write…
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Blog Posts, Featured PostsThe Top 100+ SaaStr Posts of All Time
We recently gave the SaaStr.com website a rethink, and as part of it, I took a stab at cataloging the Top 100+ of the 3,000+ pieces of content on the…
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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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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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