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...
I got a LinkedIn DM the other day from the CRO of a well-known B2B company. Nice guy. Some mutual friends. He’d seen me posting about vibe-coding some internal tools and wanted to show me what they’re building. Fair enough. I said thanks, but honestly,...
Dear SaaStr: What Are Your Top 5 Pieces of Advice for a Young, First Time VP of Sales? I’m Just Turning 30 A few top mistakes I see with first-time stretch VPs of Sales. 1. Don’t lower the bar on hiring. Almost every first-time VP of Sales does this,...
Everyone’s gotten more efficient in B2B and tech overall, and … the trend isn’t plateauing. It’s continuing, and even potentially accelerating. A16z just released data showing ARR per employee has essentially tripled at top-performing companies...
Dear SaaStr: How Much Do Founder-CEOs Own at Time of Exit? It can vary a lot, of course. If you never raise venture capital, the founder-CEO might own 50%, or even 100% in some cases. The founders of $10B+ Mailchimp still own 100% of the company, for example. But, on...
The CEO of an AI Agents company we genuinely admire reached out recently and asked why we didn’t select them as a vendor. It was a fair question — they have a great product. The honest answer? Their VP of Sales argued with us. Wouldn’t do any work up...
Dear SaaStr: My Customer Missed the Deadline for AutoRenewal. How Do I Handle This Situation? You can ask them to pay, for sure. But if they don’t want to, just turn the product off if they don’t pay. Then, Let it go and Move On. At a practical level, it is...
Capital One just announced it’s acquiring Brex for $5.15 billion. An incredible, top 0.1% “exit” in less than 10 years from a category creator that created massive wealth and opportunities. A huge win. But also … less than half of Brex’s $12.3 billion...
The Bottom Line: Ava by Vivun is an AI sales teammate built by founders with 25+ years in technical sales. It’s not a call summarizer—it preps you before meetings, answers complex questions in real-time during calls, and generates the follow-up materials after....
Dear SaaStr: What’s The Typical Enterprise SaaS Cancellation Policy For $100k ACV/Bigger Deals? Should The Contract Have a Fine? Generally, just track to the cash. Anything more than that isn’t worth the energy and effort: If a customer has signed a pre-paid...
