To Really Scale, You Need $1M on Your Balance Sheet for Every $2M in ARR
There's a moment in time in every SaaS company where money doesn't really matter anymore. You have enough to hit your goals. And there's a much earlier moment in time where every single dollar matters. Between the two is the art of investing your balance...Five “Cons” To Adding a Free Edition
Dear SaaStr: Is There Any “Con” In Giving Our Sales Tool For Free to Early-Stage Startups? Free of course can real work, done right.: Slack Zoom Canva All built massive businesses on the back of very Free editions, even if they later turned more...How Revenue Leaders at Box, Calendly, and Lattice Scaled From $0 to $100M+ and Beyond
Mark Roberge, SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies.
Dini Mehta, former CRO at Lattice, Kate Ahlering, CRO at Calendly, and Mark Wayland, CRO at Box, share their stories and offer advice to founders on how to scale companies from $0 to $100M ARR in Revenue and beyond.
The #1 Most Important Thing You Can Do With Your Leads: Implement an SLA
Dear SaaStr: “What should your sales team do with marketing qualified leads? Follow-up. There will be a lot of spirited debate between marketing + sales in the lead hand-off process. Do you have MQLs and then … SALs? (Sales Accepted Leads)? Does sales get to...A Very Simple Sales Comp Plan For Your First Sales Reps
Dear SaaStr: What is a good model for SaaS product sales commission? The average package price is USD 500 for subscription/month. At the end of the day, most SaaS companies pay their reps all-in (base + bonus) from 20%-25% of what they close in total comp —...From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Founders Fund on CRO Confidential
In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. Together they share how they scaled an outbound sales team from $0 to $300 million and how you can replicate their success step-by-step.
Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home. (Updated)
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...15 Signs You Have A SaaS Metrics Problem (and How to Fix it) with Dave Kellogg, EIR at Balderton Capital
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.
Dear SaaStr: What’s the #1 Mistake New Sales Leaders Make?
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. It is incredibly hard to figure out how to replicate the magic of...The Top 3 Things CROs Are Quietly Talking About These Days
So backstage at SaaStr Annual this year, and in a number of other conversations since, I’ve had a chance to get a few quiet moments with maybe two dozen top CROs and VPs of Sales. I’ve asked all of them what’s really on their minds. Yes, macro...The Top 5 Tips to Getting Sales Right in Any Market with Capchase’s CEO and Head of Marketing
In 2023, SaaS sales cycles got longer, churn increased as businesses sought to cut costs, average contract value (ACV) decreased and sign-off is now required from more stakeholders. CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. They also share strategies that real businesses have used to grow and scale despite headwinds.