Blog Posts, Fundraising, Q&A
Dear SaaStr: Why Is a “Downround” So Bad? Down-rounds shouldn’t be such a big deal — if the private stock markets worked more like the public ones. Public stock prices go up…
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Blog Posts, Early, Q&A, SaaS Product Pricing, Sales
Dear SaaStr: Should We Charge for Pilots and How Much? Charge for any true pilot. If you don’t charge, it’s not a pilot. It’s an extended demo. Now, that’s better…
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Q: Is free trialing still an effective way to get customers in your B2B SaaS these days? Free Trials are Great. And really, it would be great if every app…
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Growth, Q&A, Sales, Sales
Dear SaaSt: Do sales commission clawbacks typically apply after a customer’s payment has cleared (e.g. if they ask for and are granted a refund) or only up until payment is…
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Dear SaaStr:As a founder of a series A startup, was it unreasonable for me to use the company’s money for first class tickets? A European company was interested in doing…
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Blog Posts, Early, Other, Product, Q&A
Dear SaaStr: How Do You Know If Your Startup Idea Already Exists? Well, of course it already exists. You really think you’re the only person on the entire planet that…
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Blog Posts, Early, Fundraising, Leadership, Q&A
Dear SaaStr: How Long is a Venture Round Supposed to Last? I think like many venture axioms, founders get often get bad advice here out of good solid rules. Until…
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Blog Posts, Fundraising, Q&A
Dear SaaStr: How Does an Investor Protect Themselves When Investing in a Startup? It’s actually pretty hard. Investing in startups actually requires a lot of trust by VCs and investors….
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Blog Posts, Q&A
Dear SaaStr: I am leaving a startup I co-founded on good terms with both the company and the remaining team. Should I resign my board seat? You should. If they…
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Q&A
Dear SaaStr: What’s The Top Early Sign a New VP or Manager Won’t Work Out? There are quite a few: No one good wants to join them Don’t move out…
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Blog Posts, Early, Q&A, Sales
Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? To overgeneralize, but to give you a pretty rough sense: Sales cycles are very much impacted by the intent of…
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Blog Posts, Fundraising, Q&A
Dear SaaStr: What Happens When a VC Loses All Their Money on a Startup Investment? It’s a question being asked more often these days, unfortunately. And the answer? It’s OK…
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Blog Posts, Q&A
Dear SaaStr: What’s The Typical Enterprise SaaS Cancellation Policy For $100k ACV/Bigger Deals? Should The Contract Have a Fine? Generally, just track to the cash: If a customer has signed…
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Blog Posts, Exit Strategy, Q&A
Dear SaaStr: What Do Most People Not Know About Acqusitions? That people, not companies, do acquisitions. “Amazon”, “Salesforce”, “Google”, etc. don’t buy companies. Executives do — to meet their goals…
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Early, Leadership, Q&A, Sales
Dear SaaStr: How Do You Handle Commissions if the Customer Auto-Upgrades for More Seats? There’s no perfect answer here, but what most startups do is comp the sales rep for…
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