Dear SaaStr: Should We Over-Charge or Under-Charge our First Customers?
Dear SaaStr: Should We Over-Charge or Under-Charge our First Customers? My general rules: Overcharge if the customer is big, i.e., >$50k-$100k a year o nor so in ACV. Undercharge if the customer is smaller by revenue. There’s a method to the seeming madness...
Dear SaaStr: How Do I Convince My CEO that Marketing is Important?
Dear SaaStr: How do I Convince My CEO that Marketing is Important? A lot of CEOs these days do seem to be late to truly invest in B2B marketing, and most especially, to hiring a true VP of Marketing. In the Age of AI, so many CEOs hack it to $5m, $8m, $20m+ in ARR...
Dear SaaStr: How Should I Present The Competition Slide of My Pitch Deck if I Have Too Many Competitors?
Dear SaaStr: How Should I Present The Competition Slide of My Pitch Deck if I Have Too Many Competitors? Simple Answer: Just pick the Top 5 competitors, that’s enough. Not just by revenue, but also, by significance. Longer Answer: The competitor slide is a chance to:...
Dear SaaStr: Should Your Ask a Prospect What Competitors They Are Looking At?
Dear SaaStr: Should Your Ask a Prospect What Competitors They Are Looking At? Yes. You’ll find 90% of the time you’ll want to not just tell a client who you are competing with — but do so aggressively. And box the competition out at the start. “Great to learn about...
Dear SaaStr: How Many Of Our Prospects and Customers Should I Meet Face-to-Face?
Dear SaaStr: Should an early- stage B2B startup meet every customer face-to-face to receive feedback? If you could — all of them. The more customers you meet in person, the more that buy from you, and the more “more stuff” they buy from you after,. The full data here...
Dear SaaStr: My Customer Missed the Deadline for AutoRenewal. How Do I Handle This Situation?
Dear SaaStr: My Customer Missed the Deadline for AutoRenewal. How Do I Handle This Situation? You can ask them to pay, for sure. But if they don’t want to, just turn the product off if they don’t pay. Then, Let it go and Move On. At a practical level, it is...
Dear SaaStr: Should We Drop Customers That Complain Too Much?
Dear SaaStr: Should We Drop Customers That Complain Too Much? Sometimes, yes. But just as often, the ones that complain are the ones that care. And oftentimes, their complaints help focus you on the gaps you really do need to fix. One thing most SaaS companies get...
Dear SaaStr: A Big Tech Co Launched a Competitive Product. How Can I Tell How Serious They Are About It?
Dear SaaStr: A Big Tech Co Launched a Competitive Product. How Can I Tell How Serious They Are About It? In SaaS at least, I’ll give you one metric that is fairly reliable: How many dedicated sales and GTM professional do they have, just 100% selling the competitive...
How Our AI BDR Drove Inbound From 30% to 71% of Revenue from Inbound — By Letting AI Qualify 24/7
Since August, our AI inbound agent has handled 45,188 sessions, qualified 1,025 prospects, booked 91 meetings, and closed $1,010,000 in revenue. In October alone, 71% of our closed-won sponsorship deals in Q4 came from AI-qualified inbound leads. Our historic average?...
Dear SaaStr: What Types of Customers Should be Avoided and How Do I Recognize Them?
Dear SaaStr: What Types of Customers Should be Avoided and How Do I Recognize Them? You will get lots of advice on “bad customers”, “firing customers”, and the like. For the most part, in SaaS, I don’t agree. The “Bad Customer” Myth: Why Your Most...
The $8 Billion+ B2B Marketing Strategy That Loses 10% Revenue in Month 1 (But Creates Unbreakable Customer Loyalty) with RevenueCat’s VP of Growth
Rik Haandrikman is VP of Growth, Marketing, Sales & Success at RevenueCat, the in-app monetization platform powering subscription revenue for tens of thousands of mobile apps including ChatGPT, VSCO, and Ladder. RevenueCat processes $8 billion in annual...
From 100M+ Free Users to $1M Enterprise Deals: The Calendly Playbook for Hybrid PLG Success – Insights from CEO Tope Awotona
When you think about Product-Led Growth (PLG) success stories, few companies exemplify the model better than Calendly. Founded in 2013 by Tope Awotona, Calendly has grown from a simple scheduling tool to a scheduling powerhouse that’s touched “double...
SEM Rush: If You Get In The “Top 10” For SEO, You Probably Will Be There in AI Search, Too. But — Differently.
So does SEO still work in the AI era, in ChatGPT, Perplexity, Claude and Google’s AI mode itself? A massive amount of search has already come to the AI leaders, as this latest data from SEM Rush and Sparktaro show: SEO may not be dying, but “GEO” for AI search...
Who Should Marketing Report To? What 3,000+ Companies Actually Do (And Why It Matters)
Where does your CMO sit in the org chart? It’s a question that reveals more about your company’s growth stage and strategic priorities than you might think. New data from Pave reveals the latest patterns in how marketing leaders report across company...
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