Blog Posts, Early, Growth
So I saw this tweet, and even a decade after our acquisition by Adobe, it sort of hurt: Currently evaluating #DocuSign vs #AdobeSign for clients. Started with DocuSign, finding a…
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Blog Posts, Early, Growth, Q&A
Dear SaaStr: Why Do Most SaaS Startups Fail? I’d like to suggest that web start-ups founded by quality teams often fail due to time. I know those hot start-ups seem to…
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Blog Posts, Growth
Quote of the month https://t.co/b88fxMLM6A — Dave Kellogg (@Kellblog) October 2, 2022 So That VP That Has Done it Before always costs more than the stretch VP. They ask for…
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Blog Posts, Exit Strategy, Growth, Q&A
Dear SaaStr: How Do I Do My Retention Negotiation in an Acquisition? A few thoughts on retention compensation when you are acquired First, understand that the acquirer almost certainly already…
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Blog Posts, Growth
So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster Customers don’t expect as much in terms of security, compliance,…
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Blog Posts, Exit Strategy, Growth, Q&A
Figma cost $20B because (x) It was 2x the last round price (y) it wasn't for sale Lots of deals end up getting priced like that in the end —…
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Blog Posts, Growth, Sales
The best sales teams 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. …
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Blog Posts, Customer Success, Early, Growth
120% NRR: Your revenue doubles in 5 years even with no new customers 110% NRR: Your revenue doubles in 8 years even with no new customers 100% NRR: Your revenue…
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Blog Posts, Growth, Marketing, Marketing, Q&A
Dear SaaStr: What makes the ideal Demand Generation candidate for a growth-stage SaaS company? 90% of the candidates you meet will not have: owned a funnel revenue goal/KPI: pipeline, leads,…
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Blog Posts, Growth, Hiring, Sales
Our little team at Adobe Sign, we sold a bit too early, so great to see them go on to be: COO of GongSVPS at GongSVPS at SeismicVPS at TalkdeskVPS…
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Blog Posts, Growth
I recently was in discussions with senior execs at 3 of the top SaaS companies about their platforms and partners. And all 3 made the same point — their partners…
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Blog Posts, Growth, Hiring, Sales, Sales
A mistake many founders make is hiring a VP of Sales who has many strengths — but is not great at selling themselves per se. A VP of Sales who…
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Blog Posts, Growth, Hiring, Sales
Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best…
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Blog Posts, Growth
So I remember the first time I saw a CEO fire their entire revenue team. I’d invested in a PLG-first company that was transitioning at millions in revenue to being…
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Blog Posts, Early, Fundraising, Growth
Most VCs won't really give up on an investment if they know the founders are truly giving it 100% But if they sense otherwise, they check out fast — Jason…
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