In the latest installment of SaaStr’s What’s New series – where we sit down with the leaders in SaaS and Cloud for the inside scoop on what’s top of mind and what’s new, SaaStr CEO and Jason Lemkin chats with the CEO of ZoomInfo, Henry Schuck. In this episode, Jason and Henry discuss: PLG vs. a sales-led motion, and which is more efficient, the macro-environment in SaaS and what to expect next year, and of course,What’s new at ZoomInfo.
Lol ???? agreed — Sam Blond (@samdblond) January 3, 2021 There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front, when they could start with a...
Dear SaaStr: What Are The Top 10 Things to Know Before Starting a SaaS Company? We’ve discussed most before individually, but let me throw ’em together: It may well take 24 months to get to true product-market fit and Initial Traction. If you budget any less,...
Dear SaaStr: Does Everyone Lose Most Of Their Friends on The Entrepreneurial Journey? You will lose friends on many levels if you build a successful start-up. First, if you co-found a company with friends, it’s likely one of them won’t go the distance. And it’s likely...
In the latest installment of SaaStr’s What’s New series – where we sit down with the leaders in SaaS and Cloud for the inside scoop on what’s top of mind and what’s new, SaaStr CEO and Jason Lemkin chats with the CMO of Google Cloud, Alison Wagonfeld.
Come learn from SaaStr OG and fan fave, Dave Kellogg, EIR at Balderton Capital, as he walks you through the complexities of SaaS metrics. With a wealth of experience leading major SaaS and enterprise software firms, Dave will delve into the art of leveraging metrics for strategic advantage and the potential pitfalls of their misinterpretation. This session will equip you with a nuanced understanding of how SaaS metrics can shape success and why careful interpretation is paramount.
So quotas are relatively well understood, if sometimes complicated to get right in practice. Keybanc and Sapphire have some great overall metrics here: Overall, the median AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring...
The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. Mandy Cole, Partner at Stage 2 Capital, shares the five steps every company needs to take to build their first GTM playbook centered around the buyer.
Dear SaaStr: What do mediocre employees do that the best employees don’t do? The #1 sign you need to move on from a team member? You're doing a lot of their job — Jason ✨Be Kind✨ Lemkin ???????? (@jasonlk) December 6, 2023 My list of what mediocre...
Dear SaaStr: What’s the #1 Mistake New Sales Leaders Make? Let me just summarize my #1 observation here: the top mistake first-time sales managers make is recruiting. In that — they can’t do it. They can’t recruit great reps. They can recruit some mediocre...
One of the worst ways to deliver bad news to a truly high performer is via a S**t Sandwich. But I see it being used more and more these days by founders. What is it? Well, the classic s**t sandwich is first leading off with something nice or some good news, often...
A founder gave away too much equity in the early rounds and will become a minority holder in the company before series A. How can this be tackled? Don’t raise venture capital. Venture capital is not a gift. Your VC investors are looking for 10x returns. Venture...
So discounting is such a surprisingly nuanced and complex topic in SaaS. While a few leaders like Atlassian do pursue a mostly “no discounts” policy for the most part — that just doesn’t work in practice for 99% of us. As much as we’d...
Dear SaaStr: When Should I Expect New Sales Hires to Be On Target? At least by 1.5 sales cycles. And yes, that’s true today, too. You should know well before that if you are managing her or him — you’ll usually know by half a sales cycle. But if you have say a...
In our ‘What’s New’ series, SaaStr CEO and Founder Jason Lemkin sits down with the top CEOs from leading SaaS companies to discuss What’s New and what’s top of mind. In this episode, Jason sits down with Aaron Levie, CEO and Co-Founder of Box, and also a SaaStr-fan fave from speaking at various SaaStr events in-person and digitally. Together they discuss: How to go long as a CEO and Founder in SaaS, Overhauling operating margins at Box to a top-tier 25%, Macro issues on the horizon for 2024, Incorporating AI and LLMs into the product and What’s new at Box.
