At Least 20% of Your New Customers Should Come from Referrals and Word of Mouth. Ideally, 50%.
Dear SaaStr: What Percent of My Revenue Should Come from Referrals and Word of Mouth? "Word of mouth is ultimately the only way you can scale in SaaS." pic.twitter.com/UAsIkG4Ixx — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) December 18, 2024 Ultimately, most...
VPs That Can’t Hire … They Aren’t Real VPs. At Least, Not Yet.
The best VPs can recruit in ways I barely understand You need someone for a key role? They somehow have 2-3 strong candidates in a week or two This is so, so hard But the very best VPs make it somehow look almost effortless It's also the only way to scale —...
Sometimes All Your Bigger Customers Want is Just To Be Heard
A ways back we put together a series of SaaStr posts on how the customers I visited in person never churned. Some almost churned, but if I went out in person, and built a relationship, they never left. At least, not on my watch: I Never Lost a Customer I Actually...
10 Ways to Build a Moat in SaaS. But AI is Also Making Them Weaker.
The real moat in SaaS is brand Almost every market leader has a really, really good competitor or 2 or even 3 That would honestly do the job just as well — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) February 5, 2025 A while back we did an extra “Day 0” AMA...
You’ll Lose Customers. It Hurts. But Don’t Let Them Become Angry Ex-Customers.
When a customer leaves happy, they often still recommend you When a customer leaves unhappy, they always recommend a competitor — Jason ✨👾SaaStr 2025 is May 13-15✨ Lemkin (@jasonlk) February 19, 2025 The other day, I had an experience I’ve never had in 14...
Eventually … Almost Everyone Has a Sales Team
Eventually … everyone goes a bit enterprise Eventually … everyone adds a sales team https://t.co/6h3LesrvRo — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) October 16, 2025 The lure of freemium (like The Force) is strong. No headaches. Customers try and...
5 Ways AI Has Already Changed SaaS Sales Forever with Perplexity’s CBO Dmitry Shevelenko and SaaStr CRO Confidential Host Sam Blond
Perplexity’s CBO Dmitry Shevelenko and host of the SaaStr CRO Confidential series (and former CRO at Brex), Sam Blond at SaaStr Annual share how AI has already fundamentally rewired how SaaS sales works.
Events Work. Events Are Back. But Are They Worth the Big Expense?
Just got an email from a CEO yesterday that they closed a $450,000 TCV deal from a buyer they met at SaaStr Annual in September Don’t say events don’t work Be where your customers are. Even in the age of AI. — Jason ✨👾SaaStr 2025 is May 13-15✨ Lemkin (@jasonlk)...
30+ Tough Learnings from Losing a Top Customer
On both SaaStr University and Twitter, we had 30+ founders, CEOs and execs share their top, tough learnings from losing one of their top customers. There are some great teachable moments here, and also some deja-vu if you’ve been through it! “I should...
That Super-Successful VP of Sales. Great? Or Just Lucky?
I get sent this resume to review all the time. Director+ of Sales at Slack / Zoom / Mongo / Datadog / Qualtrics Your Brand Name SaaS Company. Took Hot Start-Up from $0 to $50m as VPS from Day 0. Was there “early” through IPO and did amazing things. That all sounds...
The 1 Simple Test to Know if You’ve Actually Hired a Real VP of Product or Customer Success … Or Not
I remember the first time I had a “head of product” in SaaS. I’d known him for many years, and knew he was great … but didn’t really know what help he could give us. I just knew we needed help around $2m-$3m so I asked him to help. I...
Dear SaaStr: How Do I Convince My Customers with Monthly plans to Upgrade to Annual Plans?
Dear SaaStr: How Do I Convince My Customers with Monthly plans to Upgrade to Annual Plans? My advice: Don’t. It’s too many calories expended for not enough benefit. Let me explain what I mean … Large customers only pay via invoices, especially for any deal of any...
Fake Multi-Product vs. Real Multi-Product
Go multi-product too early, it’s a huge distraction Go multi-product too late, growth stalls Getting it right is a key part of the CEO’s job after $10m-$20m ARR — Jason ✨👾SaaStr 2025 is May 13-15✨ Lemkin (@jasonlk) January 2, 2024 So one thing that’s...
CRO Confidential: How Windsurf Built A Billion-Dollar AI Company and a Winning Sales Machine with VP of Worldwide Sales, Graham Moreno
Join us on this episode of CRO Confidential as host Sam Blond dives into the remarkable journey of Codium’s VP of Worldwide Sales, Graham Moreno. Discover how Graham led Codium from a 30-employee startup to a unicorn with 150 employees in just one year.
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