Everything is Sort of the Same at a Given ACV (Annual Contract Value)
As you try to hire up for your SaaS company, you’re going to be faced with a lot of choices and trade-offs. No hire is the perfect package. Do you take a risk on someone a little more junior than you’d like? Someone from a company a little larger than...
Why Lead Velocity Rate (LVR) Is The Most Important Metric in SaaS
One thing that is great in SaaS, from a 20,000 foot perspective at least, is You Can See The Future. It’s the benefit of a recurring revenue stream in a B2B model. If you did $100k last month, and have grown 6% a month each month for the last 12 mos, I can...
Doing 5, 6 or 7 Figure Deals? Don’t Forget the Services Revenue
25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. Importantly, Qualtrics’ margins remain high so it’s not losing money on its services. Gross margins on services are about 35%. — Jason...
Why You’ll Need Just About $3,000,000 to Build Your First Real Sales & Marketing Team
Every week, I meet with several entrepreneurs, often bootstrapped or close to it, who fit the following sort of model: Gotten to Initial Traction (~$1m-$1.5m ARR), or getting close to it, or a bit beyond; and With nice growth (>=100% YoY); and Company isn’t...
How To Drive Up Your Average Deal Size. And Remember — Almost All Pricing is Relative.
You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in...
SaaStr Podcast #398 with Salsify Co-Founder & CMO Rob Gonzalez
SaaStr Podcast #398 with Rob Gonzalez, Founder & CMO @ Salsify: How To Price To Maximise For Upsell and Expansion, Why and When To Engage with Partner Programs & How To Correctly Segment Customer Profiles Most Efficiently
Roundtrip Revenue & Buying Your Customers’ Products: Probably, Just Do It
If you’ve been around since the earlier days of the internet , a certain phrase may send shivers up your spine — “Roundtrip Revenue.” People went to jail at AOL for this, overstating revenue by as much as $1 billion that wasn’t really...
SaaStr Podcast #388 with Okta CMO Ryan Carlson
SaaStr 388: Okta CMO, Ryan Carlson on How To Measure Marketing Attribution Effectively, Why People Think About Category Creation Incorrectly Today & How You Have To Think Through The Product vs The Company Story
SaaStr Podcast #385 with Balsa Founder & CEO Paul Rosania
Ep. 385: Paul Rosania is the Founder & CEO @ Balsa, the company that recognizes that builders move the world forward and so they are building the best second screen for builders, integrating tools you already use like Jira, GitHub, and Figma. Coming out of stealth...
The Rise of LinkedIn as a Core Communications Platform
When LinkedIn added a feed a few years back, it looked like a copycat of Facebook. And perhaps it was, just one full of a ton of B2B product commercials (at least for me). Fast forward to today, though, and LinkedIn is about to pass Twitter as our #1 source of...Our Marketing Learnings From 350+ Podcasts with 130,000+ Downloads a Month
Since Covid-19, we’ve spent more time on our digital assets in general, and on those for our partners and sponsors in particular. We’ve added sponsor inventory on our core newsletters (some of which weren’t sponsorable before) ー the Insider (15k/day) and the...
Go On Any Podcast With Reach
During these Shelter+ times SaaStr is focusing more on our digital events and assets … out of necessity. Our IRL events are in a holding patten, for obvious reasons. During this time I’ve re-learned a lot of things. Perhaps the #1 thing is people...
SaaStr Podcast #349 with Craft Ventures General Partner David Sacks: “How to Turn Your SaaS Startup into an Army”
Ep. 349: Startups can get messy. Especially in growth. David Sacks (Yammer, PayPal) shares how to navigate from 50-500 employees. This episode is sponsored by Lightmatter. SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the...
SaaStr Podcast #345 with PagerDuty CMO Julie Herendeen
Ep. 345: Julie Herendeen is the CMO @ PagerDuty, the real-time operations platform ensuring less downtime and fewer outages, meaning happier customers and more productive teams. Prior to their IPO in 2019 PagerDuty raised funding from some of the best in the business...
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