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Blog Posts, Early, Fundraising, Leadership, Q&A

Dear SaaStr: We Gave Away Too Much Equity and Now Will be Minority Holders. What Can We Do?

A founder gave away too much equity in the early rounds and will become a minority holder in the company before series A. How can this be tackled? Don’t raise venture capital. Venture capital is not a gift. Your VC investors are looking for 10x returns. Venture capital is not an accomplishment. It’s a means…
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Blog Posts, Q&A

Dear SaaStr: What Do VCs Do When They Leave Their Position?

Dear SaaStr: What Do VCs Do When They Leave Their Position? It depends on if they own the place. A true “Managing General Partner” usually doesn’t so much leave as wind down, step down, slowly retire, etc. Why not? Because VC funds typically last 13–14 years each, and often 20 years to full distribution. And…
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Blog Posts, Early, Exit Strategy, Leadership, Q&A

Dear SaaStr: How Hard is it For a Startup founder/CEO to Settle Into a non-CEO Role After an Acquisition?

Dear SaaStr: How Hard is it For a Startup founder/CEO to Settle Into a non-CEO Role After an Acquisition? It is tough for most of us. We get that the bureaucracy and frictional taxes are going to go up. But it’s seeing the organization make decisions that are the “right” ones for the larger organization,…
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Blog Posts, Hiring, Q&A

Dear SaaStr: Why Do Great Employees Get Fired?

Dear SaaStr: Why Do Great Employees Get Fired? I’ve hired a lot. Lost a bunch, but fired very, very few. But I’ve watched some tough ones, some truly potentially epic talent get fired. This seemed to happen for two different (though related) reasons in the BigCo vs. The Start-Up: 1. In a Big Co. It’s…
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Blog Posts, Customer Success, Growth, Marketing, Q&A, Sales, Sales

Dear SaaStr: What Are Some Best Practices for Selling a New Product Into Existing Customers?

Dear SaaStr: What are some best practices for selling a new product/service to your existing SaaS clients? First, make sure your NPS is high. And drive it even higher. Here’s the bottom line: if your NPS is say > 40 or so, a significant portion of your customers love you. If your NPS is say…
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Blog Posts, Early, Fundraising, Leadership, Q&A

Dear SaaStr: Why Are So Many CEOs Former Engineers, or At Least Have Technical Backgrounds?

Dear SaaStr: Why Are So Many CEOs Former Engineers, or At Least Have Technical Backgrounds? I’ve come to almost exclusively invest in founder-CEOs that are engineers. Or at least where the co-founder CTO is a true equal partner to the CEO. Why? Well to get something off the ground, You need to build it. If…
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Blog Posts, Career Growth & Advice, Early, Q&A, Sales, Sales

Dear SaaStr: Do Salespeople on Commission Really Sell More Than Salary-only Salespeople?

Dear SaaStr: Do Salespeople on Commission Really Sell More Than Salary-only Salespeople? 1000000000000.00% in SaaS. Commissioned salespeople sell more. Lots of us try to run this experiment. At least, those of us who haven’t done software sales before, and have a low-ish price point and run an all in-bound model. Why can’t someone just answer…
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