Q&AThis is a more nuanced question than it was a few years back. The vast majority of the very successful European SaaS CEOs from one SaaS generation ago will tell…
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Q&AYou can kind of back into it: Assume a 10% commission rate, maybe 15%. That means, to make $1m, an AE would have to close $7m-$10m in net new business….
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Q&AFor sure, these are some of the best deals — investing in something that is just starting to break out, but before everyone else can see it, and/or before it’s…
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Q&AEvery app / start-up will be different, but looking back, here’s the approximate mix we had: 15% from partners. No individual partner did 5%, but as a group, they drove…
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Q&AIn SaaS, it is very difficult to win simply being cheaper. The biggest burden is simply getting anyone to buy yet another web product. But within a range, is it…
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No. I think what we all missed is just how big “tech” got. 60% of Apple’s revenue is from the iPhone. But the iPhone only launched in 2007/2008, and those…
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I can tell you after 23 SaaS investments … it doesn’t really matter how long it takes you to get to the first $1m ARR, per se. I’ve invested in…
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Bring in a few good reps. and Put in decent processes to train and scale them. Even at just $1m ARR, it’s a hiring game. To go from $1m to…
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Q&AI’m not sure there is a “typical” number for only one reason … as you grow and scale and become a bigger player and a more established brand … you…
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Q&AThere’s a bit of a rough Catch-22 in VP/C-level equity comp these days. At least in the Bay Area, there has been a ton of inflation the past 3 years….
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Blog Posts, Growth, Q&A, Sales StrategyMost of us want to take the high road, and let the best product win. Sometimes that does work, and it’s a place to start from. But here are 5 “cut-throat”…
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My strong guess is that it drives much better alignment in and at the two leading independent SaaS companies for developers. Slack’s #1 competitor today? Microsoft, probably. Who did Microsoft…
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Blog Posts, Growth, Q&A, Sales, Sales StrategyCongratulations on finally hiring your VP of Sales! That’s the hardest part of all. But next up is a more nuanced choice — what should her core goal / KPI…
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I think this is too simplistic. This friends-from-school partnership seems to have worked out well: https://www.theaustralian.com.au… Obviously, hiring friends, like working with a spouse / S.O., adds several extra elements….
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Q&AI think for me, and for many founders up maybe even to $20m ARR or so, it’s losing key people you really needed in senior positions. Other lows are tough….
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