How to Ensure Your First 2 Sales Reps Actually Work Out
A long-time reader, first time caller recently wrote in to ask a question that pretty much everyone asks some variant of: If you had to force rank these items in terms of what we should primarily be looking for in these first sales reps, how would you rank them? – has sold SaaS before (as […]
Products are Lines, not Dots
I see a lot of founders and startups struggling with explaining what they are trying to accomplish. Many are just focused on how they are going to do the next thing. The next release, the next pitch, the next campaign. Releasing a product is not an accomplishment in and of itself. Launching isn’t either. Getting a feedback and […]
All These Enterprise IPOs: Why It’s Just Getting Good. Why These are The Best of Times for SaaS.
Reading the tech press you might get the sense that The Enterprise is something they are sort of forced to write about because it’s having a good run. We had a great Consumer run, a nice set of Multi-Billion Dollar deals around Social Networking, a WhatsApp/Snapchat fad around mobile messaging, an Alibaba, Instacart, Fab-ulous e-commerce […]
The Low Viral Coefficient of SaaS, And Why That’s Just Fine
We’ve talked a lot on SaaStr about how to get from $1m to $10m, $2m to $5m, $10m to $30m, etc. etc. One area we haven’t talked as much about is getting from say $100k in ARR to Initial Traction, or $1-$2m in ARR. A bit, but not as much. The reason is while I […]
The Second-Timers: Mark Organ, CEO/Founder of Influitive and Eloqua: “10 Hard-Won Lessons”
We’ve had a lot of fun with our Second-Timers series, from successful SaaS CEOs who are now on their second SaaS company. It started with our overview here, and since then, we’ve had Lessons Learned for The Second Time from Nick Mehta from Gainsight, Kris Duggan from Betterworks, and more. Up next is one of […]
Box Will Hit $1 Billion In Revenues Before You Know It
TechCrunch recently published a short post we did explaining why now, Box will clearly get to $1,000,000,000 in ARR, once it IPOs. There’s so much controversy around the space, and Box. But for us SaaStr’s, its just an example of how recurring revenue models work at scale. No matter what the product does, really. The […]
Some High-Tech Career Counseling Tips
I get a fair number of emails and calls from former colleagues and friends asking for career advice. I’m always happy to provide it and the process of doing so is both thought-provoking and fun. I have a learned a lot from having these conversations and have noticed a few patterns and principles in that […]
The Second-Timers: Kris Duggan of Betterworks: “This Time, I Generated Leads Before We Even Launched”
Our new Second Timers series has proven to be pretty popular on SaaStr. You can see our first post on an overview of what the Second Timers are doing here, and a pretty epic post with Nick Mehta, CEO of Gainsight here, on what he’s doing even better this time as a second-time SaaS CEO. […]
How to Grow 25% Faster Than Plan in ’15: The Salesforce Live Video with SaaStr, Aaron Ross and Parker Conrad, CEO of Zenefits
The other day Aaron Ross (my co-author of the next volume of Predictable Revenue), Parker Conrad (CEO of Zenefits) and I had a ton of fun talking about Doing Even Better in ’15 on Salesforce Live. It’s very well produced and was a fun session. You can check it out here or by clicking below if you […]
If You’re Looking for a New York Insta-Office — Apply to Work-Bench
Last summer, the team at Work-Bench in Union Square was kind enough to give me space to work out of it. We did a great SaaStr event on How to Hire a Great VP of Product there with the Greenhouse.io founders, as well as another event on How to Hire a Great VP of Sales offsite […]
