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Blog Posts, Fundraising
I Wrote Off $4M to $0. My Co-Investor Marked Up the Same Deal to $30M. Here’s What Founders Need to Know About VC Incentives.
So at the end of last year, I made my biggest write-off ever at SaaStr Fund. $4 million to $0. Gone. But here’s what’s wild: my co-investor in the exact same deal? He marked up his investment. From about $15 million to $30 million. Same company. Same outcome. Completely opposite marks. How is this even…
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Blog Posts, Q&A
Dear SaaStr: How Long of a Ramp Period Should I Give a New VP of Sales?
Dear SaaStr: How Long of a Ramp Period Should I Give a New VP of Sales? Look, to be clear, the best ones just hit the ground running. Their first week and really even their first day. Everyone else … looks a little lost when they start 😉 For a Head of Sales at a…
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Blog Posts, Sales, Scale
The #1 Conceit in B2B at Scale: Masking a Slowdown in Net New Customers
Why Covering Up Declining Customer Growth is the Beginning of the End I’ve seen this movie play out dozens of times now across hundreds of B2B companies. And it almost always ends the same way. The #1 conceit in B2B — the thing that kills more companies than bad product, bad timing, or even bad…
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