Blog Posts, Customer Success, Customer Success, Growth, Q&A
In SaaS, they all have top-tier net revenue retention. Even, and even especially, if their customers are SMBs (which churn at a higher rate): PagerDuty, 139% net revenue retention. 5…
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Q&A
It’s confusing. Realistically, Apple, or almost any successful tech co., can only do 3 things with their huge piles of cash: Buy other companies; and/or Repurchase their own shares; and/or…
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Blog Posts, Early, Marketing, Marketing, Q&A
The simplest way is to get sales and marketing to work together is align marketing’s #1 goal to a revenue-related “commit” that sales agrees to. Your VP Sales Has a…
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Q&A
Yes — because you likely have 1,000+ prospects already in your “database”. You need a CRM not just to manage your closed customers, but to manage your prospects. To track…
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Blog Posts, Early, Q&A, SaaS Product Pricing, Sales
For most SaaS apps, you want to at least start with “just right”, Goldilocks pricing: Too high a price, and you start to add friction to the sales process. Deals…
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Q&A
Let me at least share my first meeting with a VC. It went really well. The very first VC I ever pitched as a founder offered to fund us tentatively…
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Q&A
It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really…
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Q&A
Bear on thing in mind: You can fix a lot of things in equity later before you sell — if you are still in charge. So you can always grant…
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Fundraising, Q&A
How do VCs decide which startups to invest in? VCs take different types of risks. More on those types, and flavors here: The Different Flavors of Risk Early Stage VCs…
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Q&A
I don’t like asking for the credit card upfront. What I see time and time again is a short-term boost to short-term metrics, at the cost of longer term revenue…
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Q&A
It is, at least by some, viewed as a slight negative sign. But, usually both aren’t Top Tier accelerators 😉 So what most people do is just highlight the core…
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Q&A
First, of course, you are already in trouble. If you are worried about your co-founder already, trouble will come. The best way to mitigate founder economic issues is a longer…
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Q&A
It doesn’t matter. On the face of it, there really should not be any termination clause in an annual contract, especially if the customer is paying a lower annualized rate…
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Q&A
No. Instead, what you should try to do is renew them, especially in the enterprise. I’ve had many customers, especially big old customers, get excited, plan and buy … and…
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Q&A
It is popular in enterprise sales, especially as a “trick” to get a customer to sign a multi-year deal. Why would a customer sign a multi-year deal (especially one with…
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