Assume Your Top Partners Compete With You By Year 4
I note a whole bunch of recent announcements: Salesforce is now competing with a whole ‘nother bunch of its top partners with its new High Velocity Sales Cloud. It adds better dialer and cadence functionalities, among others, competing at least in part with a dozen or more of its top partners. While a lot of […]
10 Non-Obvious Things About Scaling SaaS with David Kellogg (Annual Video + Transcript)
Filled with actionable insights and pro tips on how deliver better business metrics to the board, David Kellogg’s session on 10 non-obvious things about scaling SaaS was one of the most anticipated during Annual 2018. Want in on this awesome SaaStr content? Check out the full video and transcript below! And in case you […]
As Soon As You Have Your First Real Management Team — It’s Time to Add Redundancy
A year or two ago, I was walking on the streets of San Francisco and bumped into a terrific Unicorn CEO. A beloved CEO of a beloved startup. We caught up briefly, and I asked if there was any way I could help. He said, “I’m looking for a great VP of Marketing.” Oh goodness, […]
10 Things That Would Have Helped Me Go From $1m to $10m Faster with Less Stress
Recently I put together a quick list on twitter of the Top 10 things that with hindsight, I could and should have done to get from $1m to $10m ARR faster — and with less stress. I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: […]
Champion Change: You Gotta Jump On It
One of the most subtly stressful parts of running a SaaS company, or any company with larger customers, is Champion Change. When the key stakeholder at your customer who brought you in, shepparded the deal, baked you into their business process … leaves. Your champions may on average stay ~24 months (I’m making this average […]
Growing and Scaling SaaS Businesses from $1M to $500M in ARR with Intercom (Video + Transcript)
In this session from Annual 2018, Intercom COO Karen Peacock shares success stories, battle scars and practical advice she’s learned from growing scaling SaaS businesses from $1M to $500M in annual recurring revenue. In case you haven’t heard, we’re building a completely immersive experience for SaaStr Annual 2019! With 3 full days of sessions, featuring over 300 speakers […]
5 Tips To Improve the Odds When You Hire VPs Who Were Fired or Quit
As you scale up in SaaS, one thing I can almost guarantee is that you are going to hire some VPs who were either fired or quit their last role. Especially in the Bay Area. There are lots of reasons for this: All your hires can’t either be (x) folks you magically poach from other […]
Growth and Burn Rates at $1m ARR for 20+ Fast Growing SaaS Companies
The other day, for the first time ever, I put together a little bit of analysis on the 24 SaaS companies I’ve invested in since late 2013. 20 have crossed $1m ARR now, a bunch have crossed $10m ARR since, and a handful $50m ARR. I wanted to go back in time and look at […]
More Catfished By A Candidate: Why Not Hire Him Anyway? And Answers To Other Burning Questions
Since I published my Catfished by a Candidate blog post a couple of weeks ago, our website traffic has increased by 250% and it has become the number one most viewed post on our site from the last 12 months. Plus, it has a 700 comment thread on Hacker News and a podcast on Hacker […]
News Analysis: Adobe Completes Campaign To Commerce With $1.68B Magento Acquisition
Commerce Finally Comes To Adobe On May 21st, 2018, Adobe announced a $1.68 billion acquisition to acquire Magento for commerce capabilities and the developer ecosystem. When the transaction closes, the Campbell, Ca based company will be part of the Adobe Digital Experience team with Magento’s CEO Mark Lavelle reporting to Adobe’s executive vice president and […]
