Dear SaaStr: When Do Free Trials Work Well?
Dear SaaStr: Is free trialing still an effective way to get customers in your B2B SaaS these days? Free Trials are Great. And really, it would be great if every app had one today. It’s 2024! Should you offer a Free edition? Yes, it depends, but if you can...
Top SaaStr Content for the Week: Divvy’s CRO, Flexport’s CRO, G2 Reach, Founders Fund’s Partner and more!
The top SaaStr content you might have missed for the week of January 29th, 2023.
The Perils and Pitfalls of the “Been There, Done That” VP: Posers and Mercenaries
Basically all of the SaaS CEOs/founders I know of have made at least one terrible VP+ level hire. It’s one of our enduring topics on SaaStr. Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really...
A Top Unforced Error: Alienating Your Investors
It’s really hard to ask much of an investor if you don’t give them regular, detailed updates This is why these updates are even more important in tougher times — Jason ✨Be Kind✨ Lemkin ???????? (@jasonlk) April 14, 2023 So I’m seeing something I...
Dear SaaStr: Are Clawbacks in Sales Applied if the Customer Has Paid in Full?
Dear SaaSt: Do sales commission clawbacks typically apply after a customer’s payment has cleared (e.g. if they ask for and are granted a refund) or only up until payment is collected? Ah, clawbacks. This is an issue that will worry you a lot in the early days —...
CRO Confidential: Sales Recruitment in 2023 For Candidates and Hiring Managers With Founders Fund Partner Sam Blond and Flexport Fund’s Ben Braverman (Pod 629 + Video)
As the past few years have demonstrated, it’s wise to expect the unexpected, especially when it comes to hiring. In particular, hiring for your sales team is critical in an uncertain economic outlook. Additionally, sales professionals looking for a new role should...
My Best Advice If You Are Laid Off
Layoffs are brutal. In fact, I don’t think they generally ever should happen in SaaS. Why not? The simple fact is if you have 110%, 120%+ NRR … then you >know<. You know then the next 6-8 months, within a range. You should plan to that model. Many of us got into...Dear SaaStr: Is It OK to Fly First Class to Close A Big 7 Figure Deal?
Dear SaaStr:As a founder of a series A startup, was it unreasonable for me to use the company’s money for first class tickets? A European company was interested in doing a 7-figure deal with us and I paid $32k for 4 first class tickets. My VC is now mad at me. Is $32k...
Pitchbook & IVP: Top Tier SaaS Companies Usually Raise at 15x ARR. It Was 114x in 2021.
Most folks that were funded 12 months ago are not fundable anymore If you're not sure, ask your existing investors — Jason ✨Be Kind✨ Lemkin (@jasonlk) January 26, 2023 So there are a lot of rough and armchair metrics for fundraising in SaaS in terms of...
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