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Revenue

Don’t Forget the Services Revenue

Don’t Forget the Services Revenue

By Jason M. Lemkin on December 2, 2014

If you’re doing SaaS for the first time (or even the second), the whole idea of charging for “Services” may seem an anathema.  It sure did to me. If your product is so easy to use that you barely need sales people, why in the world would I need to charge for implementation?  For support?  For […]

Posted in Business | Tagged Entrepreneurship, Revenue, SaaS, SaaStr, salesforce.com, startups

Why You’ll Need Just about $3,000,000 to Build Your First Real Sales & Marketing Team

Why You’ll Need Just about $3,000,000 to Build Your First Real Sales & Marketing Team

By Jason M. Lemkin on October 19, 2014

Every week, I meet with several entrepreneurs, often bootstrapped or close to it, who fit the following sort of model: Gotten to Initial Traction (~$1.5m ARR), or getting close to it, or a bit beyond; and With nice growth (>=100% YoY); and Company isn’t really burning much cash because The CEO basically is the VP […]

Posted in Business, Featured Posts | Tagged Entrepreneurship, HubSpot, Marketo, On-target earnings, OTE, Revenue, SaaS, SaaStr, startups, Uncategorized, Venture Capital

“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin — Download Part 1 Now!

“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin — Download Part 1 Now!

By Jason M. Lemkin on May 15, 2014

Ok, this will be fun. Aaron Ross and I are putting together “The Predictable Revenue Guide to Tripling Your Sales”.  Aaron created and led the original outbound sales team at Salesforce and is well known to most SaaS entrepreneurs and executives.  His last book on Predictable Revenue has become the key handbook for most SaaS founders […]

Posted in Business | Tagged Aaron Ross, Entrepreneurship, Revenue, SaaS, SaaStr, startups

Burn Baby Burn:  A Look at the Box S-1

Burn Baby Burn: A Look at the Box S-1

By Dave Kellogg on March 27, 2014

I’m pretty busy this week so I was hoping not to dive into the Box S-1, but David Cummings’ excellent summary served only to whet, as opposed to satiate, my appetite. Perhaps it was the $168M FY14 operating loss.  Maybe it was the $380M in financing raised during the last three years.  Or the average quarterly burn rate […]

Posted in Business, Featured Posts | Tagged Box, BoxHQ, Cashflow, Cloud, content, Deferred income, IPO, Metrics, Revenue, startups, Venture Capital | 1 Response

The Order to Cash Subscription Process

The Order to Cash Subscription Process

By Denis Pombriant on March 5, 2014

Subscription companies face many of the same challenges that more conventional companies face but the nature of these businesses puts an entirely different spin on the challenges.  All companies have to acquire new customers, make products and price them attractively without leaving money on the table.  Also, once a product is purchased, a company needs […]

Posted in Featured Posts, Technology / Software | Tagged accounting, order to cash, Revenue, Subscription business model | 1 Response

Prisoners, And Why It Doesn’t Really Matter Your App Is So Hard to Rip Out

Prisoners, And Why It Doesn’t Really Matter Your App Is So Hard to Rip Out

By Jason M. Lemkin on June 10, 2013

There are two things I see SaaS entrepreneurs who are post-Traction and post-Scale say again and again: We’re So Sticky.  Once we’re in, it’s so hard to rip us out. Our Churn is Basically Zero in the Enterprise.  We’re doing great because No One Leaves. If you’re coming from a Freemium background, or B2C, that […]

Posted in Business, Featured Posts | Tagged Churn rate, Entrepreneurship, Net Promoter, Revenue, SaaS, SaaStr, startups

SaaS Companies that Don’t Grow Pretty Quickly Have Something Bad Going On

SaaS Companies that Don’t Grow Pretty Quickly Have Something Bad Going On

By Bob Warfield on October 11, 2012

I guess those Old School Enterprise guys running Workday know a thing or two about SaaS too, eh?
So keep an eye on your SaaS investments. They have time to fix it if the growth rate slows–they’ll see it coming from the sales funnel. And if they don’t manage to get it fixed before it manifests in the revenue, something very bad is probably happening there.

Posted in Business, Featured Posts | Tagged Cloud Computing, Customer Lifetime Value, License, Revenue, SaaS, software as a service, workday

SAP  more of the same

SAP more of the same

By Vinnie Mirchandani on July 25, 2012

I tend to not pay too much attention to quarterly earnings – whether they are good or bad. But my friend Dennis Howlett says “SAP’s Q2 results are stunning by any standards” and I decided to apply my own “is this an inflexion point?” st…

Posted in Business | Tagged HANA, Revenue, sap, SuccessFactor

Not all revenue is created equal

Not all revenue is created equal

By Vinnie Mirchandani on April 21, 2011

Fred Reichheld coined the term “good profits” in his book Ultimate Question. His point was in pursuit of financial goals we often focus on certain fees (and related profits) which actually turn off customers and lead to dissatisfaction and worse. Lord knows we have plenty of examples of “bad profits” at airlines, banks and telcos. […]

Posted in Featured Posts, Trends & Concepts | Tagged customer choice, ibm, oracle, Revenue, sap | 3 Responses

Software Has Marginal Cost

Software Has Marginal Cost

By Bob Warfield on January 10, 2011

Every now and again I see the old chestnut trotted out that Software has no marginal cost.  It’s used for all sorts of reasons.  The gut feeling that it is true is probably at the heart of most people’s justification for why piracy is okay, for example, not that I’m saying most people think it’s […]

Posted in Business, Featured Posts | Tagged App Store, Cloud, Cloud Computing, debate, marginal cost, rebuttal, Revenue, SaaS, service, software as a service, software cost, software marginal cost, venture | 1 Response

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