What’s the #1 Most Important Thing in Pricing A New SaaS Product?
Dear SaaStr: What’s the #1 Most Important Thing in Pricing A New SaaS Product? I think the #1 thing to think about is context. Software all sort of all, rough-and-tough, costs the same to build and ship. Why is Calendly $10 a month, when Salesforce is $200 a month...Who Should Your VP of Product Report To?
Lately I’ve been working with 5+ SaaS companies all hiring their first VP of Product. Most around $6m-$10m ARR, although one just past $2m ARR. And critically, most have a really strong CEO-CTO partnership. Both are great leaders, and both are great at...On Your Next Big Deal? Double Your Pricing.
Sign you are going upmarket the right way: Every quarter you have a new largest customer — Jason ✨Be Kind✨ Lemkin 🇮🇱 (@jasonlk) February 24, 2024 There’s a fun — and very lucrative and rewarding — exercise I like to go through with most of...Dear SaaStr: Does It Make Sense For Your First Marketing Hire Be a Product Marketer?
Dear SaaStr: Does It Make Sense For Your First Marketing Hire Be a Product Marketer? No. Strong Disagree. It does not make any sense, 99 times out of 100. Generally, the CEO or another founder will hack being both the head of product, and head of product marketing,...How to Sell a Second Product
Biggest challenge with rolling out a second product: Sales will sell whatever is easiest to sell A second product needs a second sales team maybe even from Day 01 — Jason ✨Be Kind✨ Lemkin 🇮🇱 (@jasonlk) January 30, 2024 So we’ve had a ton of great...When You Fall Out of Product-Market Fit (Updated)
Many folks got a pass for 0% growth in 2023 due to the “downturn”, especially if they cut the burn Barely grow in 2024, though — be honest, it’s you You may have fallen out of product-market fit — Jason ✨Be Kind✨ Lemkin 🇮🇱 (@jasonlk) January 11, 2024...The Intersection of AI and Security: What’s New at Secureframe with CEO Shrav Mehta
In the latest installment of our What’s New At series, Jason Lemkin, SaaStr CEO and Founder sits down with Shrav Mehta, CEO of Secureframe to chat about the intersection of AI and security and the increasing importance of compliance in B2B SaaS companies.
In this episode, they’ll discuss:
* When and why you need SOC-2 and ISO ISO 27001 compliance as a SaaS company
* The Intersection of AI and Security
* Compliance in Year Two and Beyond in SaaS
* Differences in Servicing SMBs and Enterprises
* Re-bundling of Software Services
Dear SaaStr: How Long Should a Free Trial Be for SaaS Products?
Dear SaaStr: How Long Should a Free Trial Be for SaaS Products? It doesn’t really matter. What I mean is, this is one of those things in SaaS that is over-analyzed, as if it will make a magical difference. The sales team will like a shorter period, often, to help them...Dear SaaStr: What Is A Good Demo Conversion Rate for a SaaS Startup?
Dear SaaStr: What Is A Good Demo Conversion Rate for a SaaS Startup? 10%-20%. If fewer than 8%-10% or so of your demos convert to paid customers, you’ll start to burn out your sales team. Because they generally need to close 10-15 deals a month to eat (more for SMB,...5 Lessons from Scaling Six SaaS Products to $100M+ with Samsara’s Chief Strategy Officer
At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. The six products/companies Kiren helped scale to $100M that he’ll reference in this playbook include: Bill, Cloudflare, Crowdstrike, Samsara, Snowflake, and Zscaler.
What’s New at Box and the Future of AI and SaaS in 2024 with Box CEO and Co-Founder Aaron Levie
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.
5 Secrets to Product Velocity as You Scale with Drata’s VP Product
Learn the five not-so-secret secrets to building and shipping your product organization quickly as you scale from the team at Drata.
The 5 Ways AI Will Transform Creativity with Adobe CSO & EVP Scott Belsky (Video + Podcast)
Discover the five ways of change impacting the creative industry with the rise and power of AI. Adobe CSO & EVP Scott Belsky shares how the creative industry will evolve, and it doesn’t involve replacing creatives with AI.
CRO Confidential: The Proven Customer Acquisition Strategies Behind Toast’s Explosive Growth with Founders Fund Partner Sam Blond and CRO of Toast Jonathan Vassil
In this new episode of CRO Confidential, we take a look at the proven customer acquisition strategies behind Toast’s explosive growth to over $1.1B ARR. Hosted by Founders Fund Partner Sam Blond, this episode features CRO of Toast Jonathan Vassil, who walks us through Toast’s go-to-market and customer acquisition strategies.