SaaStr’s analysis of the KBCM SaaS Survey highlights CAC and churn as key underlying drivers of “Rule of 40” and capital efficiency. However, high revenue multiples and abundant VC funding have potentially changed whether the “Rule of 40” is worth optimizing for.
A little while back, I had an experience I’ve never had in 16 years of building and buying SaaS: I became That Angry Customer. Really, an Angry Ex-Customer. I don’t have time or energy to get too angry about a few bits and bytes, or a few nickels. But...
Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked...
Q: What billing or pricing tactic have you found in the end just wasn’t worth it? “[You] have to get some sort of dollar commitment for pilots in Mid Market and Enterprise deals. 9/10 times they don’t work otherwise.” and “Something we...
…………………. Hiring a VP of Sales in a startup is an incredibly hard thing. It requires good instincts, luck, timing, and plenty of other things to work. Even if you hire the right person there is no guarantee your startup...
SaaS is not the right industry to aim for incremental, low single-digit revenue growth. This is an industry where stories of 17x growth – like ClickUp scaling from $4 million to $70 million of ARR – are surprisingly common. We’ve curated 6 popular SaaStr Annual 2021 sessions from leaders that have navigated the proverbial rocketship to scale:
The good news today, is there are tons of customer success veterans out there. So you can find folks to join you. Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” But the bad...
As it turns out, all of these are within your control https://t.co/xUh8j7Qb68 — Robby Allen (@_RobbyAllen) February 23, 2021 We’ve talked a lot on SaaStr about great sales professionals, on driving up Revenue Per Lead, on not capping sales comp systems,...
After $10m ARR, every VC in SaaS comes to the same conclusion So interesting that they don't even at $4m-$5m ARR though — Jason ✨BeKind✨ Lemkin ⚫️ (@jasonlk) September 24, 2021 In this era of unprecedented unicorn production and public SaaS multiples, where...
Dig deeper on a lot of titles during recruiting A "VP of Product Marketing" rarely knows anything about demand gen, ABM, etc. A "VP of Revenue" often knows nothing about inside sales or building a sales team A "CRO" often doesn't want...
If you want to hit the plan for Q1'22, You need to be hiring all the sales reps you'll need then … Now — Jason ✨BeKind✨ Lemkin ⚫️ (@jasonlk) September 15, 2021 Recurring revenue certainly has pros and cons. The biggest pro is it recurs. 🙂 With...
As an entrepreneur, what are some tips and strategies to avoid burning out? It’s a huge risk. A lot of “pretty successful” startups all sell at about the same point in time … about 5 years in. Because the founders get just too burnt out around Year 4 … and as Year 5...
Recently, I got a stunning investor update from a unicorn that grew 194% YoY last quarter. Pretty incredible at scale. But what’s more incredible the year prior, they were only growing 67%. What changed? A new revenue team. One that knew the next stage,...
That time when a SaaS vendor raises per seat pricing by 32.45% in 12 months, switching costs actually have a decent ROI now! #CIO — Ben Haines (@bhaines0) May 7, 2024 We’ve talked quite a bit about the pros and many cons of raising prices on existing...
Big Company Folks have a special skill: They know how to scale. They know how to add 50, 100, 200, 1000 people to their teams. How to hire managers of managers. That's just not something you need before $30m-$50m ARR or so — Jason ✨BeKind✨ Lemkin...
