Blog Posts, Career Growth & Advice, Early, Leadership, Q&A
Dear SaaStr: What Are Some Lies Founders Tell Themselves? #1 Lie. That it will get easier. It never gets easy, but it can get less difficult: You get better. You…
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Blog Posts, Early, Q&A, Sales
Dear SaaStr: At What ACV Can We Afford a Sales Team? Even with a very efficient team, it’s tough to afford a sales team much below $299 a month /…
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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, Early, Q&A, Sales, Sales
Dear SaaStr: Why would any big business take a risk on a start-up? They wouldn’t. Unless, the gain way outweighs the risk. And yet … they do all the time….
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Blog Posts, Early, Fundraising, Q&A
Dear SaaStr: How Do I Reject a VC Without Spoiling the Relationship? Be (1) clear (2) and respectful. Let me use myself as a case study. I have one spoiled…
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Blog Posts, Career Growth & Advice, Early, Human Resources, Q&A
Dear SaaStr: What are Some Red Flags That Signal You Shouldn’t Take a Start-up Job? A few B2B/SaaS specific thoughts. 1. Don’t join a B2B/SaaS start-up that won’t share its…
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Blog Posts, Early, Q&A, Sales
Dear SaaStr: How Do Startups Really Sell to Big Enterprises Before They’re Proven? You solve their problems. And you solve a specific problem that is important to your buyer —…
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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, Q&A
Dear SaaStr: What do you look for when hiring a VP of Product for a B2B SaaS? In particular, the dilemma I’m facing is hiring between a SaaS expert or…
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Blog Posts, Q&A
Dear SaaStr: When should a bootstrapped startup hire a (CFO, COO, CMO)? How can a CEO hire those C-level positions for the first time as a CEO and entrepreneur? What…
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Blog Posts, Early, Q&A
Q: How do you acquire customers on a zero dollar budget? You use “sweat dollars” instead: Get any press and PR you can. It doesn’t have to be TechCrunch. Get…
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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, Q&A
Dear SaaStr: How Do You Steal Customers From the Leader in the Space? First, don’t hide. Don’t run away from where they are. You have to be where your competitors…
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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, Fundraising, Q&A
Do startup investors care about how employees are treated where they invest? The reality is VCs, for the most part, sort of care. What I can tell you 100% for…
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