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...
6 Months of AI SDRs: What’s Worked, How They Brought In $1M+ in 90 Days, and the Real Data Everyone’s Asking For
After deploying 5 AI SDRs across inbound, outbound, and follow-up—here’s the actual numbers, unexpected learnings, and what it really takes to make them work Six months ago, we had essentially zero AI SDRs at SaaStr. Today, we’re running five specialized...
Dear SaaStr: Our Sales Team Has a 7% Win Rate. Are We Failing?
Dear SaaStr: Our sales team has a 7% win rate over last 6 months. CEO has put full revenue accountability on the marketing team. How do I keep sales from failing? Not to be too much of a Pollyanna — but a 7% win rate isn’t necessarily all bad. In fact, if you have an...
Dear SaaStr: How Did You Get Your First Major Customers?
Dear SaaStr: How Did You Get Your First Major Customers? Secret here: every story is different. In my first start-up, it was pure hustle. We had a concentrated number of high dollar customers, so I did “outbound”. I found the right decision makers, got on the phone,...
The GTM Playbook for Building a $300M+ ARR Business: Lessons from ClickUp’s COO Gaurav Agarwal
How to scale from startup to $300,000,000+ ARR by mastering the fundamentals of go-to-market strategy Building a billion-dollar B2B business isn’t about finding secret hacks or silver bullets. They don’t last or scale. It’s about mastering...
The AI Marketing Revolution: Key Insights from G2’s CMO on How B2B Buying Has Forever Changed
From the new SaaStr “Swapping Notes” podcast series – essential listening for every B2B founder and marketing leader navigating the AI transformation The AI Marketing Revolution: Key Insights from G2’s CMO on How B2B Buying Has Forever Changed...
10 Things My VP of Marketing Did — and Didn’t — Do in Their First 30 Days
So one of the classic SaaStr posts we update and is even more true than ever: ask every VP you hire, especially your VP of Marketing, what they most want to do. Have them make a list. And then realistically, they will only do the first 3-4. They may do a little of...
Yes Customer Testimonials — Done Right — Are Super Important
Do customer testimonials really matter in the age of AI? They still do. Maybe even more so. They are incredibly important. We spend so much time marketing and selling to customers. And building stuff for them. But almost no one thinks enough about what a buyer...
The Confounding Logic of Discounting
There can be nothing more frustrating in the middle-early days than when sales closes some great deal for, say, $125,000 a year … but you “knew” they could have gotten $200,000 if they just held the line on discounting. You’d talked to that...
The 2021 GTM Playbook Is Mostly Dead. But What’s The AI Era Replacement?
So the 2021 GTM Playbook is Dead. Almost all of us agree on that. That playbook was fueled by a desire to load up on 100s of new SaaS apps to fuel a pandemic-inspired buying spree. Today, SaaS and Cloud is back, and AI-fueled B2B spend is on fire. But we’re...
Dear SaaStr: How Can I Get Sales and Marketing to Work Better Together?
Dear SaaStr: How Can I Get Sales and Marketing to Work Better Together? The simplest way is to get sales and marketing to work together is to (x) align marketing’s #1 goal to a revenue-related “commit” that (y) sales agrees to. Your VP Sales Has a Sales Quota. Your VP...
Dear SaaStr: Which SaaS Products Offer ONLY Annual Pricing?
Dear SaaStr: Which SaaS Products Offer ONLY Annual Pricing? Many of the companies I’ve invested in only offer annual pricing. The common denominator is: they are products that require some real business process change to achieve the value from the product. and that...
Dear SaaStr: Should Cancellations be Effective Immediately for a SaaS Company? Why?
Dear SaaStr: Should Cancellations be Effective Immediately for a SaaS Company? Why? Yes, they are leaving. But they may still come back. And even more likely, if you treat them well, they still may tell others to use you. So — do whatever is best for the customer....
Dear SaaStr: Should I Do a Dinner or a Booth at a Big Industry Event? Or Just Buy Tickets?
Dear SaaStr: Should I Do a Dinner or a Booth at a Big Industry Event? Or Just Buy Tickets? So a lot of SaaStr’s team is getting back from AWS Reinvent. We did a dinner with some of our top partners and some of the conversation went to the ROI on big events: Some folks...
CEO & Founder
Related Posts
