Blog Posts, Early, Metrics, Q&A
Q: Can SaaS free pilots and trials periods count towards gross revenue then deducted as a marketing expense? No. First, if you really want to do this — i.e., net…
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Blog Posts, Early, Q&A, Sales, Sales
Q: Should sales reps be compensated differently based on how much prospecting they do? For example, if all of their leads come inbound (without effort on their part) should they…
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Blog Posts, Early, Sales, Sales
It turns out a well-crafted sales and well-designed comp plan does retain sales reps fairly well. Why? Well, if the comp plan is well put together, then: If a sales…
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Blog Posts, Compensation, Early, Leadership
If I had 1 mentor, just 1, Who said: If you are at $10m ARR,Growing 100%,With 150% net revenue retention,With 80% viral and free lead acquisiton,And 50+ NPS,Then,You have already…
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Blog Posts, Early, Marketing, Marketing
One of the things that causes a lot of anxiety in SaaS is market size. If you’re creating the latest Pinning app, or Social Network, the odds are surely against…
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Blog Posts, Early, Fundraising
You’re life as a founder will be from 5%-50% easier if your VCs all trust each other It’s at least worth trying to end up with a syndicate like that…
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Blog Posts, Early, Fundraising, Q&A
Q: What do venture capitalists look for in startups to grant them seed funding? Simply put: Seed VCs are looking to make 100x their money. Founders just don’t get this,…
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Blog Posts, Early, Q&A, Sales
Q: What are the common mistakes in B2B sales in the early-ish days? Wanted to buy a product last week Forced to talk to an SDR first He sent me…
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Blog Posts, Early, Fundraising, Leadership, Q&A
We’ve talked a lot on SaaStr about the challenges in getting from nothing to that first $1m-$1.5m in ARR, “Initial Traction”. That it takes longer than you think. That if you get…
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Blog Posts, Early, Sales
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, Early, Fundraising
These are not just the best of times in SaaS and Cloud, but the best of times on steroids. The best of the best of times. It’s just crazy. Huge…
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Blog Posts, Customer Success, Early, Marketing
Question @jasonlk @saastr to @ericsyuan @zoom_us why the #ads and billboards & the effect of brand on #sales cycle? https://t.co/Zmn0r1gNmO pic.twitter.com/1CuQoc2rcf — Harry Stebbings (@HarryStebbings) January 26, 2017 If you’re…
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Blog Posts, Early, Q&A
Q: What is the greatest business secret in the world? I don’t really know literally the greatest business secret in the world, but let me add a few that are not obvious:…
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Blog Posts, Early, Q&A
A few signs you finally have a “real company” in SaaS: Your customer count is doubling monthly, even from a small base You are getting word-of-mouth customers from existing customers…
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Blog Posts, Early, SaaS Product Pricing, Sales, Sales
Few things will frustrate you more in the early days than long sales cycles on bigger deals. A great logo will come in … but they’ll talk about maybe deploying…
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