To celebrate 10 years of SaaStr, we’re revisiting some classic podcast episodes. Up today: a 2016 interview with Harry Stebbings and Flexport Founder and CEO, Ryan Petersen.
Dear SaaStr: What do Most Startup Founders Get Wrong About Financial Projections? The #1 thing I see with financial projections is they just don’t speak with data. Instead, they speak with dreams. Your core financial projections, at least for the next 12–18 months,...
In the run up to SaaStr Europa 2022 in Barcelona on June 7-8, we’re taking a look at some of the top all-time SaaStr Europa sessions. Want to know what to expect at SaaStr Europa? Check out this 2018 Europa session with Guillaume Princen, Head of France and Southern...
Behind plan for the year? Build a L4M Model — and share it. You probably won’t like it. And that’s the point. “The Power and Honesty in a L4M Model. Build One Now.” https://t.co/Oedu6eCnOn — Jason ✨Be Kind✨ Lemkin (@jasonlk) April 25, 2022 One thing I see most...
On NASDAQ Tower in Times Square for the Cloud 100, I know this is cheesy and just up for a few seconds while they take a picture but it still makes me smile. pic.twitter.com/rR7MyLL3Bk — Matt Mullenweg (@photomatt) August 16, 2022 So as a founder, I was fired by...
There was a very curious thing in Zoom’s financials leading up to its IPO that I am surprised no one commented on, at least that I saw. But as a founder, it jumped out at me. In 2017, Zoom’s cash burn was exactly equal to its Gross Proft. In other words,...
Dear SaaStr: What’s the Relationship Between OTE and Quota for a SaaS Salesperson? In most SaaS companies, a sales rep’s quota is, in the end, 3x-5x their OTE (i.e., salary + target bonus). Generally low with smaller deal sizes and SMBs, and generally...
When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … oftentimes, the founders start to see the first bit of real economic returns on the model. It finally starts to make...
How to check on a competitor's growth plan: 1/ Search on LinkedIn how many sales reps they have2/ Multiply by $500,000 ($250,000 if SMB) That's how much in bookings they plan to add this year — Jason ✨BeKind✨ Lemkin 2️⃣0️⃣2️⃣2️⃣ (@jasonlk) January 12,...
Underrated critical hire in SaaS, at least in the early days: Someone great at collections eSIgnatures are great, but they are just the start Too many startups that invoice customers get far, far behind on actually getting the cash — Jason ✨BeKind✨ Lemkin...
A great standalone resource for the Self-Taught Founder. Highlighted OpenCloud 2021 slides include “Top of Funnel Conversion Rule of 20s” and “PQL:MQL Ratios”
SaaStr’s analysis of the KBCM SaaS Survey highlights CAC and churn as key underlying drivers of “Rule of 40” and capital efficiency. However, high revenue multiples and abundant VC funding have potentially changed whether the “Rule of 40” is worth optimizing for.
We’ve talked a lot on SaaStr about how to get from $1m to $10m, $2m to $5m, $10m to $30m, etc. etc. One area we haven’t talked as much about is getting from, say, $100k in ARR to Initial Traction, or $1-$2m in ARR. A bit, but not as much. The reason is...
BVP partners Byron Deeter, Mary D’Onofrio, and Elliott Robinson share a state of the cloud economy, tactical lessons and case studies for early-stage founders, private market analysis, alongside key predictions and trends driving innovation in SaaS around the globe.
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