5 Challenges in Moving Upmarket and How to Overcome Them with Salesforce Ventures
Managing Director of Salesforce Ventures, Nowi Kallen, details the five main challenges of moving upmarket in SaaS and how to succeed at Enterprise sales in today’s environment.
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.
Most SaaS Metrics Really Only Work if You Have 75%+ Gross Margins and 100%+ NRR
So over the past decade-and-a-half we’ve come up with a lot of yardsticks, metrics and rules for SaaS companies. E.g.,: CAC of < 12-14 months is Good-to-Great Paying sales reps 25%-30% of what they close is Good A burn multiple of 1 or less is Good These metrics do...
My App Stack: Jack Moberger, Director of Enablement at Algolia
“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. I always learn a lot from these — they are in essence a best practices list from each leader. Last week we had a great one...
Top SaaStr Content for the Week: Stage 2 Capital’s Co-Founder, Gong’s SVP Sales, ICONIQ Growth’s General Partners and more!
The top SaaStr content you might have missed for the week of December 3rd, 2023.
Carta: Startup Shutdowns Are Up 237%
So things aren’t all “bad” in SaaS. Many Cloud leaders stock prices are way, way up in 2023, the Cloud platform leaders have re-accelerated, and leaders like Shopify are having close-to-record years. But for many startups, the hangover from the...
Dear SaaStr: What’s The #1 Thing An Entrepreneur Should Look Out For In a VC Term Sheet?
Dear SaaStr: What’s The #1 Thing An Entrepreneur Should Look Out For In a VC Term Sheet? One simple thing: complexity. 99% of terms and term sheet should be simple and straightforward: price the amount invested (and % ownership for investors / cap table) pool for...
Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team?
Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? “Simple”. The optimal structure is one that is accretive. Where, roughly speaking, each sales rep brings in at least 4x-5x the total compensation they take out. If the average sales rep...
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