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Blog Posts, Early, Fundraising, Q&A
Dear SaaStr: How Much Should I Talk About the Competition in a Pitch Deck?
Q: Dear SaaStr: How Much Should I Talk About the Competition in a Pitch Deck? The best startup pitch decks almost all have great competition slides. Why? Because the best…
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Blog Posts, Early, Leadership, Q&A
7 “Little” Things That Almost Caused My Startups to Fail
I haven’t failed yet, but boy every time, I’ve come close. Let me make a list of the “little things” I let go, but that I shouldn’t have, that almost…
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Blog Posts, Q&A
Maybe Slow Down the Most Critical Hires. When You’re Not Sure.
As a company founder, were there any early hires that almost ruined the company? I’ve had one or two each time. Try to avoid it! In my first start-up, I…
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Blog Posts, Fundraising, Q&A
Want to Raise Money from VCs? De-risk Things
The pace of VC investing today is faster than ever. Investing over Zoom, and the incredible rise of SaaS unicorns and decacorns, has changed everything in the past 18 months….
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Blog Posts, Early, Leadership, Q&A, Sales
Dear SaaStr: Should a Startup Founder Handle Sales Themself When First Getting Started?
Q: Dear SaaStr: Should a Startup Founder Handle Sales Themself When First Getting Started? The answer is yes – 95% of the time. The “best” sequence for building a repeatable…
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Blog Posts, Growth, Hiring, Q&A, Sales
Dear SaaStr: How Many Sales Reps Do I Need?
You can back into it. First, figure out how much revenue you need to close in the next twelve months. Because that’s more than now. Second, calculate a reasonable attainable…
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Blog Posts, Customer Success, Growth, Marketing, Q&A
At Least 20% of Your New Customers Should Come from Referrals and Word of Mouth
Q: Dear SaaStr: What Percent of My Revenue Should Come from Referrals and Word of Mouth? Ultimately, almost all top software companies end up getting 20-50% or so of their…
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Blog Posts, Fundraising, Q&A
Dear SaaStr: How Do VCs Find Companies To Invest In?
Q: How do VCs and investors find companies to invest in? True – just tell me what you do in 1 sentence, your ARR, MoM growth rate, website URL, and…
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Blog Posts, Early, Q&A
Dear SaaStr: As a Co-founder, How Do You Know When It’s Time to Quit?
Q: As a co-founder of a startup, how do you know it’s time to quit? You don’t. Why? Because 50% or more of the time, you’re not seeing things 100%…
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Blog Posts, Q&A
Dear SaaStr: The CEO of Our Competitor Wants to Meet – What Should I Do?
Q: Suppose the CEO of my competitor contacts me, interested in acquiring my app (privately owned). What steps would I take to avoid giving away proprietary information before the sale…
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Blog Posts, Early, Q&A, Sales
10 Common Blindspots When Hiring Your First Sales Team
Q: What are some common blind spots and mistakes startups make when hiring for and building out a sales team? Some of the top blind spots founders and even VPs…
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Blog Posts, Q&A
Dear SaaStr: I’m Moving to SaaS After Years in Consumer. What’s Different?
Q: I’m starting a job at a SaaS company after years in consumer apps. What should I know that might not be obvious to a newcomer? You have to love…
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Growth, Hiring, Human Resources, Metrics, Q&A
Dear SaaStr: At What Stage Should the Founders Stop Being Individual Contributors?
Q: At what stage should SaaS founders fully stop being individual contributors? I’ve come up with 2 rough rules here to avoid stalling out: Try to have a complete 1.0…
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Blog Posts, Early, Marketing, Q&A, SaaS Product Pricing, Sales
Dear SaaStr: Should I Publish My Pricing?
Q: Dear SaaStr: Should I Publish My Pricing? If you aren’t sure — then yes. Transparent pricing has many advantages: It makes the sales process simpler. It allows prospects and…
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Blog Posts, Fundraising, Q&A
What Differentiates The Best Founders? They Really Know Their Stuff
What can entrepreneurs do to stand out to prospective investors during a pitch? The best founders really know their sh*t. The best founders just know everything cold about their business:…
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Q&A
Dear SaaStr: What’s the Proper Way to Commission Multi-Year Deals?
Q: What’s the proper way to commission a multi-year SaaS sale with increasing ACV each year? There’s no perfect answer here, but at least until you are at $10m+ ARR,…
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Blog Posts, Early, Fundraising, Leadership, Q&A
The Meanest Thing VCs Do To Founders
Q: What is the meanest thing that venture capitalists can do to founders? Even today, a lot of founders worry about raising VC capital. They hear the stories about how…
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Blog Posts, Metrics, Q&A
Dear SaaStr: Should I Include Professional Services In My ARR Calculation?
Q: As a SaaS company should you include professional services in your ARR number? Include professional services in your total revenue run rate. But — break it out. Here’s a…
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Blog Posts, Exit Strategy, Q&A
Dear SaaStr: How Do I Know If It’s The Right Time to Sell My Company?
First off, the axiom that companies are bought, not sold, is mostly right. 95 times out of 100, you can’t wake up some morning and just go sell your start-up….
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Blog Posts, Early, Q&A
Dear SaaStr: What Would a Good Sales Comp Plan for a B2B SaaS Company with ACV ~$1,200 look like?
Q: What would a good Sales Comp Plan for a B2B SaaS Company with ACV ~$1,200 / ARPU ~$100 look like? This is a pretty low price point for a…
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Growth, Hiring, Q&A, Sales
The 2 Things To Look For — At a Minimum — In Any First VP of Sales
I’ve written a lot about this, but for most start-ups, you can boil it down to two criteria any first VP of Sales just has to meet: Has she built…
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Blog Posts, Q&A, Scale
Dear SaaStr: Why is “The LinkedIn for Doctors” Worth $10 Billion?
Q: How has Doximity, the “LinkedIn for doctors” reached a $10B valuation? Answer: very high revenue growth at $200m+ ARR: Doximity’s revenue multiple is quite high, at 40x ARR. Very…
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Blog Posts, Career Growth & Advice, Early, Leadership, Q&A
Dear SaaStr: My Co-Founder is Threatening to Quit Unless I Give Him More Equity
Q: Dear SaaStr: My Co-Founder is Threatening to Quit Unless I Give Him More Equity; what should I do? Generally, this is the last, best chance to fix things. Founder…
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Blog Posts, Q&A
The 9 Biggest Mistakes I Made Learning Enterprise Sales
Learning enterprise sales for the first time leads to a lot of mistakes. A lot of them. Then you learn the playbook. A list of some of the bigger ones…
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Customer Success, Marketing, Marketing, Q&A
Dear SaaStr: Should Cancellations be Effective Immediately for a SaaS Company? Why?
Do whatever is best for the customer. It’s incredibly frustrating when a customer cancels, especially, one you’ve put a ton of work into. But the thing is, it’s not necessarily…
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Popular Q&A
Why SMB Reps Struggle in the Enterprise. And Vice-Versa.
Q: How is low/mid-ticket sales different from enterprise sales? They are very, very different. If I had to boil down how to filter potential sales professionals based on just 1 controlling criterion, it would be deal size. Enterprise sales: Reps often hunt many of...
The Top 50 SaaStr Answers on Quora in 2020
It's been a fun experience being on Quora for ... a decade 🙂 We've crossed 60,000,000 views of our answers there, so let's take a look at the Top 50 most viewed SaaStr Answers on Quora in 2020: Why do many startup owners sell...
The 3 Types of Day 1 Pricing: Low End of Normal. Identical. And Anchor High.
Q: As an entrepreneur starting out, is it better to overprice your product or underprice it? I remember years ago I was at an event with the CEO of a SaaS leader. But this was quite some time ago. And I asked him how he came up with their freemium pricing model. A...
7+ Tips On How To Build Your First Sales Team
Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales. 🙂 At least, close the first 10 customers yourself. If you don’t, you’ll never have any idea how to do it. And the odds your first rep...
Can an Entrepreneur Back Out of a Signed Term Sheet Without Damaging Their Reputation?
Can an entrepreneur back out of a signed term sheet without damaging his/her reputation? I’m going to say Yes, probably. There is a lot of drama around broken term sheets. Mostly around VCs backing out, not founders. But here’s the thing — term sheet are term sheets....
The Playbook to Scaling Your Team in Hypergrowth with Flexport CRO Ben Braverman (Video + Transcript)
Ben Braverman explains how Flexport entered a competitive market with a unique model and continues to grow. Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. Rely on your success,...
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