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Q&AWhat is the strangest thing you have learned about entrepreneurship?
To me the “strangest” thing I learned is that you get pretty good around Year 3–4. Almost automatically. And somewhere around Year 5 at least, if you make it that…
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Podcasts, SalesSaaStr Podcast #184: Sam Blond, Chief Sales Officer @ Brex With a Step by Step Guide To Scaling Your Sales Team
Welcome to Episode 184! Sam Blond is Chief Sales Officer @ Brex, the startup that provides corporate cards for startups. To date they have raised over $57m in funding from…
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Blog Posts, EarlySaaStr Europa 2019: Expanding to 2 Full Days, 2,500 Attendees, 150% More Fun!
The SaaStr events team is heads down on the SaaStr Annual in the SF Bay Area Feb 5-7. But SaaStr Europa was such a hit we’re already deep in planning…
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Q&AAs an entrepreneur, how have people tried to hold you back?
The toughest one for me is when folks want to scale back the goals to ones that are easy to achieve. This is common for B+ players, or even sometimes…
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Q&AHow much of a sales development representative’s job is automatable?
Well … like many things, technology will evolve a job. Products like Salesloft have dramatically increased the efficiency and repeatability of an SDR’s role. But, can the SDR be replaced…
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Career Growth & Advice, Growth, Hiring, Leadership, SaaStr Events, VideosBusting the Myths About Startup Success with BlackLine (Video + Transcript)
One of the most popular sessions at Annual 2018, Busting the Myths About Startup Success with BlackLine CEO and Founder Therese Tucker is up at the top of our must-watch…
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Q&AWhat is the typical Enterprise SaaS cancellation policy for $100k ACV/bigger deals? Should the contract have a fine?
Generally, track to the cash. If a customer has signed a pre-paid annual or multi-year contract in exchange for a discount or other terms, then there’s generally no reason to…
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Q&AAs the best practice, should a VP of Sales (holds a team quota) be clawed back on commissions for a prior year booking (>12 months) that does not convert to revenue?
Probably. Just bear in mind, in almost all scenarios, clawbacks are overrated. By all means, clawback bookings that don’t convert, or deals that don’t last the expected duration, etc. It’s…
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Q&AAre there other SaaS companies that have a “fair billing policy” like Slack? Do you think it’s a worthwhile policy to try?
I think more SaaS companies should use a fair billing policy, especially ones that sell to SMBs. The simple reason: your current ARR (revenue) is almost irrelevant in SaaS. What…
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Why should CEOs get stock options?
They don’t always need more equity / options. Typically, most CEOs one way or another — as founders, or from their initial grant — have plenty of equity. But incentives…
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Q&AIf a startup becomes hot for investors, can the founder ask to sell part of his equity/shares, and how much to sell?
Certainly. As a rough rule though, (x) the start-up usually needs to be far enough along to be valued at $100m or more and (y) the founders ideally only sell…
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For an enterprise software company, what percent of total expenses should the marketing department take up?
In the end, you probably don’t want to spend too much more than 20% of the first-year customer value in marketing. You can justify spending more if you have a…
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Company Culture, Hiring, Leadership, Marketing Strategy, PodcastsSaaStr Podcast #183: Eoghan McCabe, Co-Founder & CEO @ Intercom on The Right Way To Structure Your Org Chart
Welcome to Episode 183! Eoghan McCabe is the Co-Founder & CEO @ Intercom, one of the fastest growing SaaS companies of the day, providing a new and better way to acquire,…
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Q&AShould you introduce Freemium in a B2B SaaS startup to boost growth?
Probably not — because it’s too late. If you don’t start Freemium, it’s very very hard to add that DNA later, once you have real revenues, processes and software optimized…
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As a SaaS founder, can you tell us the story of how you found product-market fit?
I had to brute force it, at least the second time at EchoSign. When we launched we had a small but decent number of sign-ups, and once we had a…
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