by Jason Lemkin | Dec 9, 2025 | Blog Posts, Q&A |
Dear SaaStr: I’ve Started to Hate Selling. Would I Be Happier as Sales Manager Instead? No. Not after a brief moment. Because you will fail at it. So you will also hate sales management. Maybe not being a founder, or a manager in another function. But you...
by Jason Lemkin | Dec 8, 2025 | Blog Posts, Leadership
The brutal truth about what actually kills high-growth companies I’ve now been involved in 100+ B2B startups as an investor, advisor, or founder. I’ve watched companies go from $0 to $1000M ARR. I’ve seen unicorns born. And I’ve seen what...
by Jason Lemkin | Dec 8, 2025 | Blog Posts, Q&A |
Dear SaaStr: How Should I Actually Set the Sales Plan for the Year For My VP Sales? Try the C10, C60, and C90 framework. C = Confidence. The 3 plans you need to make as a founder: The C10 Plan, The C60 Plan, and the C90 Plan: pic.twitter.com/JSPcjbfzpt — Jason...
by Jason Lemkin | Dec 8, 2025 | Blog Posts, Q&A |
Dear SaaStr: What Are The 3 Most Important Traits of a B2B Founder? I think 3 things matter most: 1. Ability to Ship a Great Sellable Product to Market and get it up to $1-$2m in ARR. However it gets done. Build a team. Code it yourself. Outsource it in part. I...
by Jason Lemkin | Dec 7, 2025 | Blog Posts
20VC x SaaStr was back this week, this time live at SaaStr AI LDN!! A deep dive into Databricks’ $134B valuation, the death of per-seat pricing, and why 16% median growth is the new normal in public SaaS. Top 10 Takeaways The TAM Trap is real. The majority of...
by Jason Lemkin | Dec 7, 2025 | Artificial Intelligence (AI), Blog Posts, SaaStr.Ai, Sales
I had a call with a potential new vendor the other day that reminded me why so many B2B sales orgs are going to get disrupted in the next 1-24 months. They made me sit through a brutal 30-minute qualification meeting. Really longer. And it helped me not one bit. Let...
by Jason Lemkin | Dec 6, 2025 | Blog Posts, Fundraising, Leadership
Founders: I know it seems like on X everyone is killing it, massively rounds, AI this, AI that. But if you aren't killing it … 😢Not sending investor updates is not the answer Investors expect tough times. They may be critical, but they expect it. But...
by Jason Lemkin | Dec 6, 2025 | Blog Posts |
We have so, so much content on SaaStr. So much! So many of the best posts do get … missed. So I asked SaaStr.ai what the top SaaStr “gems” are that folks may have missed. That were great ones, but not necessarily the ones SEO would uncover. AI...
by Jason Lemkin | Dec 6, 2025 | Blog Posts, Q&A |
Dear SaaStr: How Are VP of Sales Commissions Normally Structured? VP of Sales commissions in B2B are typically structured around a 50/50 On-Target Earnings (OTE) model. This means 50% of their total compensation is a base salary, and the other 50% is variable, tied to...
by Jason Lemkin | Dec 5, 2025 | Artificial Intelligence (AI), Blog Posts, SaaStr.Ai
A real-world case study on AI transformation in a $10M+ B2B community business Back in 2020, SaaStr was bursting at the seams. We had 20+ full-time employees. We’d just opened a second office down the hall in SF because we literally ran out of room. The team...
