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SAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to$100M ARR faster.
WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
SAASTR ANNUAL 2021 PRICES GO UP ON TUESDAY!! We are so excited to be the first major Cloud event to be BACK!! Dreamforce is back as well, and things are going to be great in IRL SaaS for 2021! 5,000+ A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
WHAT MAKES A GREAT VP OF SALES AND HOW TO HIRE ONE And I’ll even give you a script to help you make the right hire. Before we get there, though, let’s outline in order of importance The Top 5 Things a Great VP of Sales Actually Does at a SaaS Company from say $500k in ARR to $20m+ ARR: 1. Recruiting. Like Nick Saban: 20%+ of their time . SAASTR PODCAST #424: WHAT IT TAKES TO REALLY RAISE CAPITAL Christoph shared the fundraising numbers through every round from Pre-Seed to Series C. He focused on several specific metrics, including Round Size, Valuation, and ARR & MRR. (Originally, in 2016, Point 9 measured MRR, but they have since changed their focus to ARR). Round Size – 2016: $200K – $500K. 2021: $300K – $1M. Valuation– 2016
DEAR SAASTR: WHY IS STRIPE WAITING TO IPO? There are 5 basic reasons: Raise capital. But Stripe can raise all the capital it needs pre-IPO. So no need to IPO just for working capital. A currency for M&A. At some point this will help Stripe, to be public to make mega-acquisitions. But right now, it can and has funded acquisitions with stock and cash. Liquidity for employees. A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. WHAT TO DO WHEN A CUSTOMER WANTS TO CANCEL A CONTRACT Think long. They may come back, or at least, refer a colleague or friend to your app. Make the exit process as positive as the entrance process. Thank them for being a customer, for however long. For taking a chance on you. Move on. Issues like trying to get out of an annual contract can get the whole team’s dander up. SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training.SAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to$100M ARR faster.
WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
SAASTR ANNUAL 2021 PRICES GO UP ON TUESDAY!! We are so excited to be the first major Cloud event to be BACK!! Dreamforce is back as well, and things are going to be great in IRL SaaS for 2021! 5,000+ A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
WHAT MAKES A GREAT VP OF SALES AND HOW TO HIRE ONE And I’ll even give you a script to help you make the right hire. Before we get there, though, let’s outline in order of importance The Top 5 Things a Great VP of Sales Actually Does at a SaaS Company from say $500k in ARR to $20m+ ARR: 1. Recruiting. Like Nick Saban: 20%+ of their time . SAASTR PODCAST #424: WHAT IT TAKES TO REALLY RAISE CAPITAL Christoph shared the fundraising numbers through every round from Pre-Seed to Series C. He focused on several specific metrics, including Round Size, Valuation, and ARR & MRR. (Originally, in 2016, Point 9 measured MRR, but they have since changed their focus to ARR). Round Size – 2016: $200K – $500K. 2021: $300K – $1M. Valuation– 2016
DEAR SAASTR: WHY IS STRIPE WAITING TO IPO? There are 5 basic reasons: Raise capital. But Stripe can raise all the capital it needs pre-IPO. So no need to IPO just for working capital. A currency for M&A. At some point this will help Stripe, to be public to make mega-acquisitions. But right now, it can and has funded acquisitions with stock and cash. Liquidity for employees. A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. WHAT TO DO WHEN A CUSTOMER WANTS TO CANCEL A CONTRACT Think long. They may come back, or at least, refer a colleague or friend to your app. Make the exit process as positive as the entrance process. Thank them for being a customer, for however long. For taking a chance on you. Move on. Issues like trying to get out of an annual contract can get the whole team’s dander up. 5 KEY STARTUP LESSONS WE LEARNED FROM COVID 1 day ago · Q: What are the top startup lessons we learned during Covid? A few lessons that maybe weren't new, but they we relearned in 2020-2021: Things always SAASTR ANNUAL 2021 PRICES GO UP ON TUESDAY!! We are so excited to be the first major Cloud event to be BACK!! Dreamforce is back as well, and things are going to be great in IRL SaaS for 2021! 5,000+ A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
THE 7 WAYS PROSPECTS CHOOSE ONE VENDOR OVER ANOTHER 3 hours ago · Industry News. The CEO of $38 billion UiPath says the company's next big thing is automating the world of high finance with 'semantic AI' The Ruthless Hackers Behind Ransomware Attacks on U.S. Hospitals: 'They Do Not Care' LAYOFFS ARE LESS COMMON TODAY AFTER ACQUISITIONS. BUT HERE Q: After an acquisition, how long before severance packages are offered due to layoffs/downsizing? Layoffs and downsizing are less common in most tech acquisitions today. JOIN TEAM SAASTR IN CUSTOMER SUCCESS!! 1 day ago · We’re hiring for several roles for our tiny but might team at SaaStr, but our top priority is really professionalizing customer and account success by bringing on a HOW MUCH ANGEL INVESTING IS TOO MUCH FOR FOUNDERS? 1 day ago · On other hand, too much time investing is a signal to others that the highest ROI of your time isn’t as a founder. That you might make more money, for less stress, investing in someone else’s company — than your own TOMORROW! LEARN FROM THE VPES OF BOX, DATADOG, CODA, GUSTO 1 day ago · At SaaStr we’ve partnered with PlatoHQ since its inception and we love the parallel efforts it does for mentorship and community in engineering.. Tomorrow they have an incredible and FREE event with truly some of the best engineering leaders in Cloud. The line-up and topics are simply incredible.. They have sessions and roundtables with the VPEs and CTOs of Atlassian, Datadog, Gusto, Box DO SMBS NEED CUSTOMER SUCCESS? 100% FOR SURE IF YOU ALSO An open question around smaller customers is how do you staff up Customer Success for them — if at all. Many founders wrestle with the question of if they can really afford customer success professionals for their smaller customers. 5 INTERESTING LEARNINGS FROM VEEVA AT $2 BILLION IN ARR Veeva Systems is a quieter SaaS enterprise giant that if you sell bigger deals, and/or do vertical SaaS, it’s worth learning more about. CEO Peter Gassner is truly of the most impressive founders I’ve personally met and you can take a look at our deep SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training. WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
14 WAYS TO HELP YOUR SALES TEAM IN 2021 If you haven’t done this yet, specialize more next year. This will take some of the pressure off the sales team. Hire more folks to acquire, manage and qualify leads for your reps. Let your closers be closers. Have sane quotas for 2021. Make sure the majority of yourreps can hit quota.
WHAT ARE THE CORE MANAGEMENT ROLES IN A SAAS STARTUP? What are the core management roles in a SaaS startup? There are plenty of folks to hire, but there’s a basic suite of VPs you’ll need to add on the way from $0.1m to $10m in ARR: Marketing, Sales, Customer Success, Product, and Engineering. A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. WHAT TO DO WHEN A CUSTOMER WANTS TO CANCEL A CONTRACT Think long. They may come back, or at least, refer a colleague or friend to your app. Make the exit process as positive as the entrance process. Thank them for being a customer, for however long. For taking a chance on you. Move on. Issues like trying to get out of an annual contract can get the whole team’s dander up. 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN And When to Hire One. Now if you are ready, but haven’t done it before in SaaS, here are 10 good screening questions to see if you have a real VP, Sales candidate in hand — or not. These questions mostly don’t have right or wrong answers, but will help you determine the quality and fit of the candidates: 1. How big a team doyou think we
THE TOP 8 QUESTIONS TO ASK CANDIDATES FOR HEAD OF CUSTOMER The good news today, is there are tons of customer success veterans out there. So you can find folks to join you.Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” WHAT ARE THE DIFFERENCES BETWEEN A VP OF MARKETING AND A A VP of Marketing, in theory, should also be able to do and own Demand Gen. if you hire a VP of Marketing that hasn’t been at least a Director of Demand Gen previously, and held a lead commit, and met it, and grew it quarter over quarter they won’t WHAT ARE GREAT EXAMPLES OF FAST FOLLOWER COMPANIES THAT In many ways, All of Them. Microsoft. Bought 86-DOS, turned into MS-DOS (which Gates did not invent), which in turn was an improved clone of CP/M. Did not SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training. WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
14 WAYS TO HELP YOUR SALES TEAM IN 2021 If you haven’t done this yet, specialize more next year. This will take some of the pressure off the sales team. Hire more folks to acquire, manage and qualify leads for your reps. Let your closers be closers. Have sane quotas for 2021. Make sure the majority of yourreps can hit quota.
WHAT ARE THE CORE MANAGEMENT ROLES IN A SAAS STARTUP? What are the core management roles in a SaaS startup? There are plenty of folks to hire, but there’s a basic suite of VPs you’ll need to add on the way from $0.1m to $10m in ARR: Marketing, Sales, Customer Success, Product, and Engineering. A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. WHAT TO DO WHEN A CUSTOMER WANTS TO CANCEL A CONTRACT Think long. They may come back, or at least, refer a colleague or friend to your app. Make the exit process as positive as the entrance process. Thank them for being a customer, for however long. For taking a chance on you. Move on. Issues like trying to get out of an annual contract can get the whole team’s dander up. 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN And When to Hire One. Now if you are ready, but haven’t done it before in SaaS, here are 10 good screening questions to see if you have a real VP, Sales candidate in hand — or not. These questions mostly don’t have right or wrong answers, but will help you determine the quality and fit of the candidates: 1. How big a team doyou think we
THE TOP 8 QUESTIONS TO ASK CANDIDATES FOR HEAD OF CUSTOMER The good news today, is there are tons of customer success veterans out there. So you can find folks to join you.Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” WHAT ARE THE DIFFERENCES BETWEEN A VP OF MARKETING AND A A VP of Marketing, in theory, should also be able to do and own Demand Gen. if you hire a VP of Marketing that hasn’t been at least a Director of Demand Gen previously, and held a lead commit, and met it, and grew it quarter over quarter they won’t WHAT ARE GREAT EXAMPLES OF FAST FOLLOWER COMPANIES THAT In many ways, All of Them. Microsoft. Bought 86-DOS, turned into MS-DOS (which Gates did not invent), which in turn was an improved clone of CP/M. Did not A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
WHAT'S A GOOD NET RETENTION RATE IN SAAS? Veeva, 121% today and very enterprise, 180% at IPO. Crowdstrike, 124% net revenue retention. Asana, 130% net revenue retention at IPO. Fastly, 130% net revenue retention. 5 Interesting Learnings from Fastly. As It IPOs. | SaaStr. Smartsheet, 135% net revenue retention with a mix of small, medium and large customers. WHAT TO DO WHEN YOU ARE TOO EARLY TO A NEW MARKET 1 day ago · Some of us are intentional in which type of market we pick — mature and competitive, or new and emerging (and likely less competitive). Some of us really want to compete with a new entrant in a proven market, and explode like a Datadog. 10 GREAT QUESTIONS TO ASK A VP SALES DURING AN And When to Hire One. Now if you are ready, but haven’t done it before in SaaS, here are 10 good screening questions to see if you have a real VP, Sales candidate in hand — or not. These questions mostly don’t have right or wrong answers, but will help you determine the quality and fit of the candidates: 1. How big a team doyou think we
LAYOFFS ARE LESS COMMON TODAY AFTER ACQUISITIONS. BUT HERE Q: After an acquisition, how long before severance packages are offered due to layoffs/downsizing? Layoffs and downsizing are less common in most tech acquisitions today. THE 7 SIMPLE REASONS SO MANY COMPANIES ARE LEAVING THE SF It’s a combination of factors: We’ve all learned to work as distributed teams now. All of us. And what we’re learning is that not only do many employees want to work and live in cheaper parts of the U.S. (and the world), but a lot of them want to work somewherewarm.
TOP 10 SAASTR VIDEOS OF THE WEEK: YCOMBINATOR, G2 There’s so much incredible new content on the SaaStr YouTube Channel and podcast — check it all out here!! And with 20+ sessions from the recent SaaStr Enterprise to dig into alone, as well as an incredible new session with the CEO of Klaviyo.. OK — now on to The Top 10. 5 INTERESTING LEARNINGS FROM VEEVA AT $2 BILLION IN ARR 5 hours ago · Veeva Systems is a quieter SaaS enterprise giant that if you sell bigger deals, and/or do vertical SaaS, it’s worth learning more about. CEO Peter Gassner is truly of the most impressive founders I’ve personally met and you can take a look at our deep NEW SAASTR ANNUAL SPEAKERS!! CEOS OF CALENDLY, YCOMBINATOR 1 day ago · New SaaStr Annual Speakers!! CEOs of Calendly, YCombinator, Vimeo, President Shopify and More!! DO SMBS NEED CUSTOMER SUCCESS? 100% FOR SURE IF YOU ALSO An open question for small customers is how do you stuff up Customer Success. Generally speaking, most self-service products supply very limited dedicated Customer Success. SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training.SAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to$100M ARR faster.
A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
KNOWING -- AND SHARING -- YOUR ZERO CASH DATE Your Zero Cash Date is the most likely date, at your current spend/burn, that you will run out of cash. Many start-ups don’t track this religiously, or with 100% certainty, and just as importantly, don’t always share it with every single one of your investors — and your employees. THE FASTEST GROWING UNICORNS HAVE THIS IN COMMONCRYSTAL GROWING UNICORNCRYSTAL GROWING UNICORN INSTRUCTIONSGROWING UNICORN EGG Twilio, 155% net revenue retention. Datadog . 146% net revenue retention at IPO. Okta. 119% net revenue retention. On the low end for the very top SaaS companies, but still basically 120%. Companies like SurveyMonkey and Xero with lower dollar retention (100%) have done well, and become unicorns but have grown more slowly: 5 Interesting A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. JASON LEMKIN, AUTHOR AT SAASTRJASON LEMKIN TWITTERSAASTRSAASTR BLOGSAASTR PODCASTSAASTR TWITTERSAASTR 2020 5 Interesting Learnings from Vimeo at $330,000,000 in ARR. By Jason Lemkin | May 28, 2021. Vimeo is certainly an interesting web service, and we’re excited to have CEO Anjali Sud presenting at 2021 SaaStr Annual Sep 27-29 in SF Bay Area! Vimeo started off 16. Read More. THE TOP 8 QUESTIONS TO ASK CANDIDATES FOR HEAD OF CUSTOMERINTERVIEW QUESTIONS TO ASK MANAGER CANDID…QUESTIONS TO ASK DURING INTERVIEW FOR MANA…QUESTIONS TO ASK HR MANAGER DURING INTERVIEW The good news today, is there are tons of customer success veterans out there. So you can find folks to join you.Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” WHAT ARE THE DIFFERENCES BETWEEN A VP OF MARKETING AND ADEMAND GEN MARKETINGWHAT IS DEMAND GEN MARKETING A VP of Marketing, in theory, should also be able to do and own Demand Gen. if you hire a VP of Marketing that hasn’t been at least a Director of Demand Gen previously, and held a lead commit, and met it, and grew it quarter over quarter they won’t SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training.SAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to$100M ARR faster.
A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
KNOWING -- AND SHARING -- YOUR ZERO CASH DATE Your Zero Cash Date is the most likely date, at your current spend/burn, that you will run out of cash. Many start-ups don’t track this religiously, or with 100% certainty, and just as importantly, don’t always share it with every single one of your investors — and your employees. THE FASTEST GROWING UNICORNS HAVE THIS IN COMMONCRYSTAL GROWING UNICORNCRYSTAL GROWING UNICORN INSTRUCTIONSGROWING UNICORN EGG Twilio, 155% net revenue retention. Datadog . 146% net revenue retention at IPO. Okta. 119% net revenue retention. On the low end for the very top SaaS companies, but still basically 120%. Companies like SurveyMonkey and Xero with lower dollar retention (100%) have done well, and become unicorns but have grown more slowly: 5 Interesting A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. JASON LEMKIN, AUTHOR AT SAASTRJASON LEMKIN TWITTERSAASTRSAASTR BLOGSAASTR PODCASTSAASTR TWITTERSAASTR 2020 5 Interesting Learnings from Vimeo at $330,000,000 in ARR. By Jason Lemkin | May 28, 2021. Vimeo is certainly an interesting web service, and we’re excited to have CEO Anjali Sud presenting at 2021 SaaStr Annual Sep 27-29 in SF Bay Area! Vimeo started off 16. Read More. THE TOP 8 QUESTIONS TO ASK CANDIDATES FOR HEAD OF CUSTOMERINTERVIEW QUESTIONS TO ASK MANAGER CANDID…QUESTIONS TO ASK DURING INTERVIEW FOR MANA…QUESTIONS TO ASK HR MANAGER DURING INTERVIEW The good news today, is there are tons of customer success veterans out there. So you can find folks to join you.Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” WHAT ARE THE DIFFERENCES BETWEEN A VP OF MARKETING AND ADEMAND GEN MARKETINGWHAT IS DEMAND GEN MARKETING A VP of Marketing, in theory, should also be able to do and own Demand Gen. if you hire a VP of Marketing that hasn’t been at least a Director of Demand Gen previously, and held a lead commit, and met it, and grew it quarter over quarter they won’tSAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to $100M ARR faster. SaaStr Annual is the largest B2B software conferencein
14 WAYS TO HELP YOUR SALES TEAM IN 2021 If you haven’t done this yet, specialize more next year. This will take some of the pressure off the sales team. Hire more folks to acquire, manage and qualify leads for your reps. Let your closers be closers. Have sane quotas for 2021. Make sure the majority of yourreps can hit quota.
20 GREAT NEW SALES + MARKETING LEADERS SPEAKING AT 2021 You wanted even more sales and marketing and revenue leaders at 2021 SaaStr Annual — and you got it!. We’re back together again in person, outdoors this time and 100% vaccinated, at the San Mateo County Fairgrounds just south of San Francisco on Sept 27-29. WHAT'S A GOOD NET RETENTION RATE IN SAAS? Veeva, 121% today and very enterprise, 180% at IPO. Crowdstrike, 124% net revenue retention. Asana, 130% net revenue retention at IPO. Fastly, 130% net revenue retention. 5 Interesting Learnings from Fastly. As It IPOs. | SaaStr. Smartsheet, 135% net revenue retention with a mix of small, medium and large customers. A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. TOP 10 SAASTR VIDEOS OF THE WEEK: YCOMBINATOR, G2 1 day ago · There’s so much incredible new content on the SaaStr YouTube Channel and podcast — check it all out here!! And with 20+ sessions from the recent SaaStr Enterprise to dig into alone, as well as an incredible new session with the CEO of Klaviyo.. OK — now onto The Top 10.
5 INTERESTING LEARNINGS FROM SERVICENOW, PALANTIR, AND 1 day ago · ServiceNow. Learning 1: There is No Ceiling to Growth. Contrary to long-held beliefs in the SaaS space, growth can be infinite, as evidenced by companies like Shopify and ServiceNow. Says Lemkin, “Even at $5 billion ARR, they are still growing at 32%If nothing else, it’s a challenge: The best companies, the best founders always find a way to grow.” THE 5 SIMPLE REASONS SO MANY COMPANIES ARE LEAVING THE SF 1 day ago · It’s a combination of factors: We’ve all learned to work as distributed teams now. All of us. And what we’re learning is that not only do many employees want to work and live in cheaper parts of the U.S. (and the world), but a lot of them want to work somewherewarm.
LAYOFFS ARE LESS COMMON TODAY AFTER ACQUISITIONS. BUT HERE Q: After an acquisition, how long before severance packages are offered due to layoffs/downsizing? Layoffs and downsizing are less common in most tech acquisitions today. DO SMBS NEED CUSTOMER SUCCESS? 100% FOR SURE IF YOU ALSO 20 hours ago · An open question for small customers is how do you stuff up Customer Success. Generally speaking, most self-service products supply very limited dedicated Customer Success. SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training.SAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to$100M ARR faster.
A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
KNOWING -- AND SHARING -- YOUR ZERO CASH DATE Your Zero Cash Date is the most likely date, at your current spend/burn, that you will run out of cash. Many start-ups don’t track this religiously, or with 100% certainty, and just as importantly, don’t always share it with every single one of your investors — and your employees. THE FASTEST GROWING UNICORNS HAVE THIS IN COMMONCRYSTAL GROWING UNICORNCRYSTAL GROWING UNICORN INSTRUCTIONSGROWING UNICORN EGG Twilio, 155% net revenue retention. Datadog . 146% net revenue retention at IPO. Okta. 119% net revenue retention. On the low end for the very top SaaS companies, but still basically 120%. Companies like SurveyMonkey and Xero with lower dollar retention (100%) have done well, and become unicorns but have grown more slowly: 5 Interesting A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. JASON LEMKIN, AUTHOR AT SAASTRJASON LEMKIN TWITTERSAASTRSAASTR BLOGSAASTR PODCASTSAASTR TWITTERSAASTR 2020 5 Interesting Learnings from Vimeo at $330,000,000 in ARR. By Jason Lemkin | May 28, 2021. Vimeo is certainly an interesting web service, and we’re excited to have CEO Anjali Sud presenting at 2021 SaaStr Annual Sep 27-29 in SF Bay Area! Vimeo started off 16. Read More. THE TOP 8 QUESTIONS TO ASK CANDIDATES FOR HEAD OF CUSTOMERINTERVIEW QUESTIONS TO ASK MANAGER CANDID…QUESTIONS TO ASK DURING INTERVIEW FOR MANA…QUESTIONS TO ASK HR MANAGER DURING INTERVIEW The good news today, is there are tons of customer success veterans out there. So you can find folks to join you.Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” WHAT ARE THE DIFFERENCES BETWEEN A VP OF MARKETING AND ADEMAND GEN MARKETINGWHAT IS DEMAND GEN MARKETING A VP of Marketing, in theory, should also be able to do and own Demand Gen. if you hire a VP of Marketing that hasn’t been at least a Director of Demand Gen previously, and held a lead commit, and met it, and grew it quarter over quarter they won’t SAASTR | B2B SAAS TRAINING, EVENTS & MORE TO SCALE YOURINCLUSIONFREE EBOOKSCONTENTEVENTSSAASTR PROSPONSORS SaaStr is the only non-vendor destination where SaaS companies can come together to learn and grow their businesses through content, events, and team training.SAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to$100M ARR faster.
A FRAMEWORK FOR YOUR FIRST SAAS SALES COMP PLAN SaaS Enterprise Sales Compensation Plan. Well, a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Walk into work, you make $50-$100k, or whatever the guaranteed base is. Commission that is a Relatively Low % of the Deal. Often, 8-11% of the first year ACV,sometimes less.
WHAT’S YOUR SAAS STARTUP WORTH? FROM 6X-25X REVENUES. (YES The anchor growth rate for a SaaS startup remains, roughly, the Triple Triple Double Double . I.e., go at least from $1m to $3m ARR in one year, then $3m to $9m, then $9m to $18m, etc. I.e., the top SaaS companies still at least triple annually before $10m ARR, and at leastdouble thereafter.
KNOWING -- AND SHARING -- YOUR ZERO CASH DATE Your Zero Cash Date is the most likely date, at your current spend/burn, that you will run out of cash. Many start-ups don’t track this religiously, or with 100% certainty, and just as importantly, don’t always share it with every single one of your investors — and your employees. THE FASTEST GROWING UNICORNS HAVE THIS IN COMMONCRYSTAL GROWING UNICORNCRYSTAL GROWING UNICORN INSTRUCTIONSGROWING UNICORN EGG Twilio, 155% net revenue retention. Datadog . 146% net revenue retention at IPO. Okta. 119% net revenue retention. On the low end for the very top SaaS companies, but still basically 120%. Companies like SurveyMonkey and Xero with lower dollar retention (100%) have done well, and become unicorns but have grown more slowly: 5 Interesting A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. JASON LEMKIN, AUTHOR AT SAASTRJASON LEMKIN TWITTERSAASTRSAASTR BLOGSAASTR PODCASTSAASTR TWITTERSAASTR 2020 5 Interesting Learnings from Vimeo at $330,000,000 in ARR. By Jason Lemkin | May 28, 2021. Vimeo is certainly an interesting web service, and we’re excited to have CEO Anjali Sud presenting at 2021 SaaStr Annual Sep 27-29 in SF Bay Area! Vimeo started off 16. Read More. THE TOP 8 QUESTIONS TO ASK CANDIDATES FOR HEAD OF CUSTOMERINTERVIEW QUESTIONS TO ASK MANAGER CANDID…QUESTIONS TO ASK DURING INTERVIEW FOR MANA…QUESTIONS TO ASK HR MANAGER DURING INTERVIEW The good news today, is there are tons of customer success veterans out there. So you can find folks to join you.Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” WHAT ARE THE DIFFERENCES BETWEEN A VP OF MARKETING AND ADEMAND GEN MARKETINGWHAT IS DEMAND GEN MARKETING A VP of Marketing, in theory, should also be able to do and own Demand Gen. if you hire a VP of Marketing that hasn’t been at least a Director of Demand Gen previously, and held a lead commit, and met it, and grew it quarter over quarter they won’tSAASTR EVENTS
SaaStr Annual attracts over 15,000 SaaS executives, founders, and VCs to the San Francisco Bay Area. With three full days of content sessions from 300+ of the top speakers in SaaS, Annual is filled with actionable thought leadership to help grow your business from $0 to $100M ARR faster. SaaStr Annual is the largest B2B software conferencein
14 WAYS TO HELP YOUR SALES TEAM IN 2021 If you haven’t done this yet, specialize more next year. This will take some of the pressure off the sales team. Hire more folks to acquire, manage and qualify leads for your reps. Let your closers be closers. Have sane quotas for 2021. Make sure the majority of yourreps can hit quota.
20 GREAT NEW SALES + MARKETING LEADERS SPEAKING AT 2021 You wanted even more sales and marketing and revenue leaders at 2021 SaaStr Annual — and you got it!. We’re back together again in person, outdoors this time and 100% vaccinated, at the San Mateo County Fairgrounds just south of San Francisco on Sept 27-29. WHAT'S A GOOD NET RETENTION RATE IN SAAS? Veeva, 121% today and very enterprise, 180% at IPO. Crowdstrike, 124% net revenue retention. Asana, 130% net revenue retention at IPO. Fastly, 130% net revenue retention. 5 Interesting Learnings from Fastly. As It IPOs. | SaaStr. Smartsheet, 135% net revenue retention with a mix of small, medium and large customers. A BASIC STRUCTURE FOR A VP, SALES COMP PLAN: 50/50/25 A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated) by Jason Lemkin | Blog Posts, Growth, Sales. We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. TOP 10 SAASTR VIDEOS OF THE WEEK: YCOMBINATOR, G2 1 day ago · There’s so much incredible new content on the SaaStr YouTube Channel and podcast — check it all out here!! And with 20+ sessions from the recent SaaStr Enterprise to dig into alone, as well as an incredible new session with the CEO of Klaviyo.. OK — now onto The Top 10.
5 INTERESTING LEARNINGS FROM SERVICENOW, PALANTIR, AND 1 day ago · ServiceNow. Learning 1: There is No Ceiling to Growth. Contrary to long-held beliefs in the SaaS space, growth can be infinite, as evidenced by companies like Shopify and ServiceNow. Says Lemkin, “Even at $5 billion ARR, they are still growing at 32%If nothing else, it’s a challenge: The best companies, the best founders always find a way to grow.” THE 5 SIMPLE REASONS SO MANY COMPANIES ARE LEAVING THE SF 1 day ago · It’s a combination of factors: We’ve all learned to work as distributed teams now. All of us. And what we’re learning is that not only do many employees want to work and live in cheaper parts of the U.S. (and the world), but a lot of them want to work somewherewarm.
LAYOFFS ARE LESS COMMON TODAY AFTER ACQUISITIONS. BUT HERE 1 day ago · Q: After an acquisition, how long before severance packages are offered due to layoffs/downsizing? Layoffs and downsizing are less common in most tech acquisitions today. DO SMBS NEED CUSTOMER SUCCESS? 100% FOR SURE IF YOU ALSO 18 hours ago · An open question for small customers is how do you stuff up Customer Success. Generally speaking, most self-service products supply very limited dedicated Customer Success.* Inclusion
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JOIN US AT SAASTR ANNUAL 2021!! 10 SECRETS TO PUTTING ON A GREAT EVENTJun 5, 2021
So we're back for "real-world" / IRL events. After 6+ mega-digital events including doing the 2020 SaaStr Annual digitally, the 2021 SaaStr Annual is back in the SF Bay Area Sept 27-29. And boy we've learned a lot over the years....Read More
20 INCREDIBLE NEW SALES + MARKETING LEADERS SPEAKING AT 2021 SAASTRANNUAL!!
Jun 4, 2021
https://youtu.be/QbepQ4nHMjo You wanted even more sales and marketing and revenue leaders at 2021 SaaStr Annual -- and you got it! We're back together again in person, outdoors this time and 100% vaccinated, at the San Mateo County Fairgrounds just south of San...Read More
OLIVIER POMEL, CEO OF DATADOG: HOW TO BUILD AND SELL A PRODUCT THAT CUSTOMERS LOVE (VIDEO + TRANSCRIPT)Jun 4, 2021
We're so excited to have Olivier Pomel, CEO and co-founder of Datadog, back at SaaStr Annual 2021 Sep 26-28 in the SF Bay Area!! Datadog has rocketed to a $28B+ leader in monitoring and security. Olivier was kind enough to join us in Paris at the first SaaStr Europa...Read More
Join us at SaaStr Annual 2021!! 5 INTERESTING LEARNINGSPOPULAR POSTS
from the SaaStr Blog. SALESFORCE GROWS A STUNNING 23% AT $24B IN ARR. 5 ... 5 INTERESTING LEARNINGS FROM VIMEO AT $330,000,000... 5 INTERESTING LEARNINGS FROM MONDAY.COM AT $240,00... 5 INTERESTING LEARNINGS FROM ELASTIC AT $700,000,0... HUBSPOT’S GROWTH ACCELERATES TO 41% AT $1.1B... 5 INTERESTING LEARNINGS FROM FIVE9 AT $550,000,000... 5 INTERESTING LEARNINGS FROM SHOPIFY AT $4 BILLION... 5 INTERESTING LEARNINGS FROM BILL.COM AT $220,000,... 5 INTERESTING LEARNINGS FROM SQUARESPACE AT $700,0... 5 INTERESTING LEARNINGS FROM PAGERDUTY AT $250,000... 5 INTERESTING LEARNINGS FROM OLO AT $130,000,000 I... 5 INTERESTING LEARNINGS FROM UIPATH AT $600,000,00... 5 INTERESTING LEARNINGS FROM BIGCOMMERCE AT $180,0... 5 INTERESTING LEARNINGS FROM SMARTSHEET AT $400,00... 5 INTERESTING LEARNINGS FROM MONGODB AT $700,000,0... 5 INTERESTING LEARNINGS FROM PROCORE AT $500,000,0... 5 INTERESTING LEARNINGS FROM WRIKE AT $140,000,000... 5 INTERESTING LEARNINGS FROM ZOOM AT $4B IN ARR 5 INTERESTING LEARNINGS FROM SALESFORCE AT $24 BIL... 5 INTERESTING LEARNINGS FROM UPWORK AT $400,000,00... 5 INTERESTING LEARNINGS FROM GOOGLE CLOUD AT $13 B... 5 INTERESTING LEARNINGS FROM GODADDY AT $4 BILLION... 5 INTERESTING LEARNINGS FROM ON24 AT $200,000,000 ... 5 INTERESTING LEARNINGS FROM HUBSPOT AT $1 BILLION... 5 INTERESTING LEARNINGS FROM OKTA AT ALMOST $1B IN... 5 INTERESTING LEARNINGS FROM SERVICENOW AT $5 BILL... 5 INTERESTING LEARNINGS FROM DROPBOX AT $2B IN ARR 5 INTERESTING LEARNINGS FROM CLOUDFLARE AT $500,00... 5 INTERESTING LEARNINGS FROM TWILIO AT $2 BILLION ... 5 INTERESTING LEARNINGS FROM DATADOG AT $700,000,0... 5 INTERESTING LEARNINGS FROM QUALTRICS AT $800M+ I... 5 INTERESTING LEARNINGS FROM ATLASSIAN AT $2B IN A... 5 INTERESTING LEARNINGS FROM XERO. AS IT APPROACHE... 5 INTERESTING LEARNINGS FROM SNOWFLAKE AT $850,000... 5 INTERESTING LEARNINGS FROM BOX AT $800,000,000 I... 5 INTERESTING LEARNINGS FROM ASANA AT $250,000,000... 5 INTERESTING LEARNINGS FROM NEW RELIC AT $650,000... 5 INTERESTING LEARNINGS FROM SLACK AT $1B IN ARR 5 INTERESTING LEARNINGS FROM SHOPIFY. AT $3+ BILLI... 5 INTERESTING LEARNINGS FROM PALANTIR AT $1 BILLIO...THE LATEST
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10 SECRETS TO PUTTING ON A GREAT EVENT By Jason Lemkin | June 5, 2021 So we’re back for “real-world” / IRL events. After 6+ mega-digital events including doing the 2020 SaaStr Annual digitally, the 2021 SaaStr Annual is back in the SF Bay Area…Read More
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20 INCREDIBLE NEW SALES + MARKETING LEADERS SPEAKING AT 2021 SAASTRANNUAL!!
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OLIVIER POMEL, CEO OF DATADOG: HOW TO BUILD AND SELL A PRODUCT THAT CUSTOMERS LOVE (VIDEO + TRANSCRIPT) By Faith Storey | June 4, 2021 We’re so excited to have Olivier Pomel, CEO and co-founder of Datadog, back at SaaStr Annual 2021 Sep 26-28 in the SF Bay Area!! Datadog has rocketed to a $28B+ leader…Read More
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DEAR SAASTR: HOW DO I COMPETE WITH A COMPANY THAT HAS UNLIMITED CAPITAL — AND I DON’T? By Jason Lemkin | June 4, 2021 Q: Dear SaaStr: How Do I Compete with a Company that has Unlimited Capital — and I Don’t? Do they have a strong brand? If not, it maynot matter….
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WHAT DO SALESFORCE, HUBSPOT, ASANA AND ELASTIC ALL HAVE IN COMMON? THEY’RE ALL ACCELERATING By Jason Lemkin | June 3, 2021 Hubspot didn't just grow an incredible 41% in Q1'21 to $1.1B in ARR It accelerated * Revenue growth accelerated from 32% to 41%* And new customer growth accelerated to a…Read More
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IN THE EARLY DAYS, DON’T FORGET TO PAY YOURSELF, TOO By Jason Lemkin | June 3, 2021 When I co-founded my first company, way back in the dark stretch between Web 1.0 and Web 2.0, we got a terrible deal, from a dilution and valuation perspective. Yes,…Read More
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THE TOP 5 THINGS EVERYONE SHOULD KNOW BEFORE STARTING A SAAS COMPANY By Jason Lemkin | June 3, 2021 Recently we did a great AMA-style “Quora Session”. You can see the whole list of questions and answers here. One fundamental question asked was What Everyone Should Know Before Starting…Read More
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SAASTR PODCAST #401 WITH MIXMAX CEO OLOF MATHE: “THE SECRETS TO DOING FREEMIUM AND SALES-DRIVEN SALES AT THE SAME TIME” By Amelia Ibarra | June 2, 2021 Ep #401: In this session, you will learn how to make the Freemium model work while also incorporating the traditional sales-driven strategy. Olof Mathe will share how the two strategies…Read More
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5 PROS, AND 5 CONS, TO TAKING A VC ROUND AT A VERY HIGH VALUATION By Jason Lemkin | June 2, 2021 Why is it dangerous to accept too high of a valuation from an investor for a startup company? A lot of VC advice is a bit self-serving. Thereare risks…
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DEAR SAASTR: WHAT ARE SOME TRICKS SOFTWARE COMPANIES USE TO MANIPULATECHURN METRICS?
By Jason Lemkin | June 2, 2021 Q: What are some tricks software companies use to manipulate churn metrics? “Churn” is a surprisingly imprecise term. Some ways SaaS companies “manipulate” churn, which may be 100% legitimate in…Read More
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DEAR SAASTR: WHAT ARE SOME STRATEGIES TO GET A HIGHER PRICE IN ANACQUISITION?
By Jason Lemkin | June 2, 2021 What are strategies to justify a higher valuation for my company in an acquisition? The easiest “strategies” to get a higher price in an acquisition — which admittedly are very…Read More
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A SHOULD-I-DO-A-FREE-TRIAL-OR-NOT CHECKLIST By Jason Lemkin | June 1, 2021 The other day I went to buy a SaaS product. I know this SaaS product well, and have used it for years. It’s not a great piece ofsoftware, but…
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DHARMESH SHAH OF HUBSPOT: FROM DAY 0 TO IPO. WHAT WENT TO PLAN. WHAT MOST CERTAINLY DIDN’T (VIDEO, PODCAST + TRANSCRIPT) By Gretchen DeKnikker | June 1, 2021 As part of the run up to 2021 SaaStr Annual in the SF Bay Area Sep 27-29, we’re taking a look back at some of our favorite classic sessions. (And grab…Read More
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DEAR SAASTR: IF I WHITELABEL MY SAAS PRODUCT, WILL IT HURT ME ONBRANDING?
By Jason Lemkin | June 1, 2021 Q: If I White-label my SaaS, will it hurt me on branding my own company? Just do it. If it’s easy to do. Lots of folks agonize over white-labelling. The…Read More
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SALESFORCE GROWS A STUNNING 23% AT $24B IN ARR. 5 INTERESTING LESSONS. By Jason Lemkin | May 31, 2021 Salesforce Growth: 2022 $26B (guidance)2021 $21.25B2020 $17.1B 2019 $13.2B2018 $10.5B2017 $8.4B2016 $6.7B2015 $5.4B2014 $4.1B Thank you Ohana! From 1st Earnings Call Inside. (We’re all vaccinated!) pic.twitter.com/DQAwBNHm2A — Marc Benioff (@Benioff)…Read More
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from the SaaStr Blog. SALESFORCE GROWS A STUNNING 23% AT $24B IN ARR. 5 ... 5 INTERESTING LEARNINGS FROM VIMEO AT $330,000,000... 5 INTERESTING LEARNINGS FROM MONDAY.COM AT $240,00... 5 INTERESTING LEARNINGS FROM ELASTIC AT $700,000,0... HUBSPOT’S GROWTH ACCELERATES TO 41% AT $1.1B... 5 INTERESTING LEARNINGS FROM FIVE9 AT $550,000,000... 5 INTERESTING LEARNINGS FROM SHOPIFY AT $4 BILLION... 5 INTERESTING LEARNINGS FROM BILL.COM AT $220,000,... 5 INTERESTING LEARNINGS FROM SQUARESPACE AT $700,0... 5 INTERESTING LEARNINGS FROM PAGERDUTY AT $250,000... 5 INTERESTING LEARNINGS FROM OLO AT $130,000,000 I... 5 INTERESTING LEARNINGS FROM UIPATH AT $600,000,00... 5 INTERESTING LEARNINGS FROM BIGCOMMERCE AT $180,0... 5 INTERESTING LEARNINGS FROM SMARTSHEET AT $400,00... 5 INTERESTING LEARNINGS FROM MONGODB AT $700,000,0... 5 INTERESTING LEARNINGS FROM PROCORE AT $500,000,0... 5 INTERESTING LEARNINGS FROM WRIKE AT $140,000,000... 5 INTERESTING LEARNINGS FROM ZOOM AT $4B IN ARR 5 INTERESTING LEARNINGS FROM SALESFORCE AT $24 BIL... 5 INTERESTING LEARNINGS FROM UPWORK AT $400,000,00... 5 INTERESTING LEARNINGS FROM GOOGLE CLOUD AT $13 B... 5 INTERESTING LEARNINGS FROM GODADDY AT $4 BILLION... 5 INTERESTING LEARNINGS FROM ON24 AT $200,000,000 ... 5 INTERESTING LEARNINGS FROM HUBSPOT AT $1 BILLION... 5 INTERESTING LEARNINGS FROM OKTA AT ALMOST $1B IN... 5 INTERESTING LEARNINGS FROM SERVICENOW AT $5 BILL... 5 INTERESTING LEARNINGS FROM DROPBOX AT $2B IN ARR 5 INTERESTING LEARNINGS FROM CLOUDFLARE AT $500,00... 5 INTERESTING LEARNINGS FROM TWILIO AT $2 BILLION ... 5 INTERESTING LEARNINGS FROM DATADOG AT $700,000,0... 5 INTERESTING LEARNINGS FROM QUALTRICS AT $800M+ I... 5 INTERESTING LEARNINGS FROM ATLASSIAN AT $2B IN A... 5 INTERESTING LEARNINGS FROM XERO. AS IT APPROACHE... 5 INTERESTING LEARNINGS FROM SNOWFLAKE AT $850,000... 5 INTERESTING LEARNINGS FROM BOX AT $800,000,000 I... 5 INTERESTING LEARNINGS FROM ASANA AT $250,000,000... 5 INTERESTING LEARNINGS FROM NEW RELIC AT $650,000... 5 INTERESTING LEARNINGS FROM SLACK AT $1B IN ARR 5 INTERESTING LEARNINGS FROM SHOPIFY. AT $3+ BILLI... 5 INTERESTING LEARNINGS FROM PALANTIR AT $1 BILLIO...MORE AMAZING STUFF:
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The Top 100+ SaaStr Posts to Help You Scale "SaaStr is the largest community of people who like enterprise software on the planet. It’s a great community of people trying to build companies and learn from one another. It’s pretty amazing tosee."
AARON LEVIE, _CEO and Co-Founder of Box_ "If you really want to be good at building up your company, readSaaStr."
ERIC YUAN, _CEO & Co-Founder of Zoom_ "SaaStr is the undisputed thought leader in how to build SaaS businesses. Jason is legendary." LEW CIRNE, _CEO of NewRelic_ "SaaStr is the undisputed thought leader in how to build SaaS businesses. Jason is legendary." LEW CIRNE, _CEO of NewRelic_ "SaaStr has pulled the entire SaaS community together in a powerfulway."
SCOTT DORSEY, _CEO of ExactTarget_ "SaaStr is definitely the largest collection of people who like enterprise software — on the planet." AARON LEVIE, _CEO and Co-Founder of Box_ "SaaStr’s all about helping the younger founders be successful." PHIL FERNANDEZ, _CEO & Co-Founder of Marketo_ "SaaStr is my peeps." DHARMESH SHAH, _CTO of Hubspot_PreviousNext
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POPULAR POSTS
from the SaaStr Blog. OLIVIER POMEL, CEO OF DATADOG: HOW TO BUILD AND SELL A PRODUCT THATCU...
ERIC YUAN, FOUNDER & CEO, ZOOM: GETTING TO THE FIRST $100M ARR WH... SAASTR PODCAST 451: HOW LEVERAGING PARTNERSHIPS CAN 2X YOUR GROWTHWIT...
SAASTR PODCAST 450: A GUIDE FOR HIRING YOUR FIRST CRO WITH SKILLJAR SAASTR PODCAST 449: HOW NOTION IS WINNING AT ENTERPRISE SAAS BYBUILDI...
SAASTR PODCAST 447: HOW ASANA INCORPORATES CUSTOMER INSIGHTS INTOPROD...
SAASTR PODCAST 445: LOOM CEO JOE THOMAS ON HOW SPEED & SIMPLICITY... SAASTR PODCAST 443: BUILDING YOUR MARKETING TO $100M WITH SNOWFLAKECM...
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POPULAR Q&A
WHY SMB REPS STRUGGLE IN THE ENTERPRISE. AND VICE-VERSA.May 15, 2021
Q: How is low/mid-ticket sales different from enterprise sales? They are very, very different. If I had to boil down how to filter potential sales professionals based on just 1 controlling criterion, it would be deal size. Enterprise sales: Reps often hunt many of... 7+ TIPS ON HOW TO BUILD YOUR FIRST SALES TEAMMay 4, 2020
Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales. At least, close the first 10 customers yourself. If you don’t, you’ll never have any idea how to do it. And the odds your first rep... THE TOP 50 SAASTR ANSWERS ON QUORA IN 2020Jan 5, 2021
It's been a fun experience being on Quora for ... a decade We've crossed 60,000,000 views of our answers there, so let's take a look at the Top 50 most viewed SaaStr Answers on Quora in 2020: Why do many startup owners sell... CAN AN ENTREPRENEUR BACK OUT OF A SIGNED TERM SHEET WITHOUT DAMAGINGTHEIR REPUTATION?
Mar 30, 2020
Can an entrepreneur back out of a signed term sheet without damaging his/her reputation? I’m going to say Yes, probably. There is a lot of drama around broken term sheets. Mostly around VCs backing out, not founders. But here’s the thing — term sheet are term sheets.... THE 3 TYPES OF DAY 1 PRICING: LOW END OF NORMAL. IDENTICAL. AND ANCHORHIGH.
Aug 30, 2020
Q: As an entrepreneur starting out, is it better to overprice your product or underprice it? I remember years ago I was at an event with the CEO of a SaaS leader. But this was quite some time ago. And I asked him how he came up with their freemium pricing model. A... THE PLAYBOOK TO SCALING YOUR TEAM IN HYPERGROWTH WITH FLEXPORT CRO BEN BRAVERMAN (VIDEO + TRANSCRIPT)Mar 10, 2020
Ben Braverman explains how Flexport entered a competitive market with a unique model and continues to grow. Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. Rely on your success,...More Q&A
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from the SaaStr Blog. SAASTR PODCAST 451: HOW LEVERAGING PARTNERSHIPS CAN 2X YOUR GROWTHWIT...
SAASTR PODCAST 450: A GUIDE FOR HIRING YOUR FIRST CRO WITH SKILLJAR SAASTR PODCAST 449: HOW NOTION IS WINNING AT ENTERPRISE SAAS BYBUILDI...
SAASTR PODCAST 447: HOW ASANA INCORPORATES CUSTOMER INSIGHTS INTOPROD...
SAASTR PODCAST 445: LOOM CEO JOE THOMAS ON HOW SPEED & SIMPLICITY... SAASTR PODCAST 443: BUILDING YOUR MARKETING TO $100M WITH SNOWFLAKECM...
SAASTR PODCAST 441: TOP 5 DO’S AND DON’TS OF SCALING WITHMONDAY...
SAASTR PODCAST 439: TOMASZ TUNGUZ OF REDPOINT VENTURES SHARES THE 5ME...
SAASTR PODCAST 438: WEBFLOW CEO VLAD MAGDALIN ON BUILDING AN ENDURING...
SAASTR PODCAST #437: 5 INTERESTING LEARNINGS ON ZOOM AT $4B WITHSAAST...
SAASTR PODCAST 436: THE STATE OF THE CLOUD 2021 WITH BESSEMER VENTURE...
SAASTR PODCAST 435: THE FUTURE OF SALES POST-COVID WITH SAM BLOND,CHI...
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