Blog Posts, Q&A
What Will Stay Different After Covid
I have nothing profound to add, but let me share what I see happening in SaaS post-Covid: Office life will vary based on the age of the company: Older tech…
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Blog Posts, Q&A
Blog Posts, Q&A, Sales, Sales
How to Get Ahead in SaaS Sales in 7 Easy Steps
For someone just starting out in SaaS sales (entry-level Salesforce in November), what are your tips to accelerate growth/ability in early stages? A few thoughts to excel as someone new…
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Blog Posts, Sales
My First Big Sales Deal. It Was For $6,000,000.
In my first start-up, I was mostly hunting whales — seven figure and eight figure deals. I had no experience doing any of this. For our First Big Customer, we’d…
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Blog Posts, Sales, Sales
A Great Solution Sales Rep Makes the Buyer’s Life a Whole Lot Easier
Q: Do salespeople add to the value received by customers? They do in the enterprise. At least the good ones do. That’s what a lot of founders miss. Let’s break…
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5 Interesting Things, Blog Posts, Scale
5 Interesting Learnings from PagerDuty at $250,000,000 in ARR
Thank you @jasonlk for giving me the @saastr stage +4 yrs ago to share both my story & build @pagerduty's brand … the Sunny Delight, solution to problem fit talk….
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Blog Posts, Fundraising, Q&A
VC Horror Stories Are Real. But They Mostly Happen When You Raise Too Much — And Spend It All.
Q: How often do “VC Horror Stories” happen? Here’s the thing. It doesn’t really happen as often anymore. At least — not the classic stories we’ve heard in the past. …
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Blog Posts, Q&A
5 Top SaaS Companies I Especially Admire
Q: What SaaS companies do you most admire? It’s best not to play favorites in SaaS. There are so many incredible SaaS companies these days. But I’ll make a short…
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Blog Posts, Fundraising, Q&A
How VCs Think About Departed Co-Founder Equity Stakes
Q: What is the highest % equity that a departed / non-working co-founder can own that VCs are comfortable with? Single digits. VCs will be worried about a founder that…
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Blog Posts, Growth, Leadership, Sales
The Double-Stretch Hire Rarely Works Out
The biggest mistake folks make when they go to hire a VP of Sales is hiring a top AE that's never really built a team Being the top rep at…
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Blog Posts, Early, Q&A
The Biggest Sales Mistake I Made. And I Made It Again and Again.
Q: What’s the biggest sales mistake you’ve ever made? I think the biggest sales mistake I’ve made at the CEO level is not being patient enough. As odd as that…
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Blog Posts
Top 10 SaaStr Videos of the Week: Terminus, Zendesk, Twilio, ActiveCampaign, Vanta and More!!
Minutes watched on YouTube were way up this week. What were we all watching? Let’s dive in! #1.”The Playbook to Boosting Net Retention (Quickly) with Terminus’s CEO”. SaaS veteran Tim…
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Blog Posts, Early, Q&A
Top 5 Pieces of Advice for First-Time Founders (Or Anyone Starting Up, Really)
Q: What is your top advice for a first time young entrepreneur? My top advice, in order: Take your time to find a great co-founder. Some of us can do…
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Blog Posts, Product
The Top SaaS Companies Have An Average of ~350 Integrations
Ah, your API. If you are a B2D company, it’s your product itself, your API. But for most B2B companies, your API, your partner programs, and the like are extensions. …
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Blog Posts, Customer Success, Q&A
As You Scale, Most Of Your New Revenue May Well Come from Existing Customers
Q: Can the majority of a SaaS company’s revenues come from existing customers? Yes, especially once you are at scale. In fact, as you get bigger, it gets pretty common…
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Blog Posts, Company Culture
Microsoft: Bosses Are Doing Better Than Their Teams During Work-from-Home
There’s an exercise I’ve quietly done for about 6 months. Every time I talk to a top CEO, founder, or VC over a Zoom catch-up, I first ask them, “How…
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