17 Email Scripts That Have Helped Us Grow Our Business (For You to Steal)

These email templates have made an impact on our bottom line, and now they’re yours. Our earliest customers. The first influencers who would help us successfully launch our blog. Our biggest integration partners. Nearly every single big win we’ve achieved that relied on getting somebody else to do something… …they all started with an email. Of course, there’s more to getting what you want than simply sending emails. There’s plenty of background work. But the fact remains that asking for right things, the right way, can take you very, very far. In preparing this post, I—and a couple of teammates—searched our “Sent” folders for dozens of keywords that would suggest we were emailing to make a request of someone, and we came up with thousands of results. We’ve always tried to share as many of our successful emails as possible, not only for transparency’s sake, but because our content
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Account-Based Marketing: How to Apply it to Your B2B Content Strategy

Editor’s Note: The following is an excerpt from the book Account-Based Marketing for Dummies. With account-based marketing (ABM), you’re tailoring your message to contacts in an account. These contacts should match your personas, or the type of people who are the best-fit for your product or service. Keeping the accounts and contacts in mind when developing your content will help to make sure it resonates. To think about your content from an account-based marketing perspective:
  • Know your audience: remembering your audience is extremely important as you’re taking a targeted account approach.
  • Deliver content meaningfully: don’t just blast an email to thousands of people every time you publish a new infographic or whitepaper.
  • Your content was designed with your audience in mind. Spraying and praying is the opposite of account-based marketing.
I’m a huge fan of Joe Chernov. He’s one of the content marketing gurus in the B2B world, having run
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Software-as-a-Service (SaaS): What are some of the skills that every SaaS startup founder must have?

You need to learn to become a parallel recruiter. To constantly, painfully, boring-ly be recruiting the next level of management and managers — all the time. Doing 30+ interviews a month — minimum. In SaaS, you need more VPs earlier. By $1m in ARR, you need a VP of Sales, Marketing, Customer Success, Product and Engineering (if you can afford them all). At least. Where I see a lot of SaaS founders fail after $1m ARR is when they are only able to be part-time recruiters, episodic recruiters, and/or sequential recruiters. “I’ll focus on the product hire first. Then I’ll get to customer success.” That sometimes works, sometimes doesn’t, but it always does a disservice to a SaaS business. You need them all. It’s a tough adjustment for many. And many take too long to make it. And those that don’t, never do something really big. More here: https://www. Continue reading "Software-as-a-Service (SaaS): What are some of the skills that every SaaS startup founder must have?"

In what ways did entrepreneurship change your personality?

For me, the #1 way it changed me, for life, is I can never decompress. When I was a Director, then a VP, at two start-ups, I could always turn it off. Turn it off on Saturday. Turn it off when I got home. Turn it off when I went for a run. After being a 2x founder over 9 years (13 if you count SaaStr as a start-up) … now I can never turn it off.

I’m always thinking about whatever I’m working on, every moment of the day, or at least close to it.

That’s a good thing. It’s necessary to be a very good, let alone great, founder. But part of me still remembers when I could shut it off. I miss some of it, and it takes your toll on the rest of your life. Because once you are a founder, the rest of your life Continue reading "In what ways did entrepreneurship change your personality?"

How Much is Your SaaS Startup Worth?

If your SaaS startup were to trade in the public markets today, what would it be worth? The true answer is we don’t know, but we can approximate it by comparing it to the other publicly traded SaaS companies and benchmarking the business by its growth rate. The chart above shows the median multiple of public SaaS companies by growth rate bucket, 25%-49%, 50%-74%, and 75%+ trailing twelve month revenue growth rate. Each color represents a different year. Let’s take the big green bar in the 75% bucket. In 2013, the median SaaS company growing at 75%+ traded at a multiple of 14.2x. That’s very likely an all time record. The red bar indicates 2016 figures. Today, 75%+ growers trade at 7.4x. A company growing between 50-74% trades at 5.1x and 25%-49% at 4.7x today. These slower growing companies are fetching near historically high multiples, which
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Adam Miller, CEO of Cornerstone OnDemand: Lessons Learned Building a SaaS Unicorn

At the recent SaaStr Summer Social in L.A., we were not only hosted by Cornerstone OnDemand (THANK YOU!) but Adam Miller, CEO, wasn’t called back for jury duty so was able to join us for a deep-dive session.  My co-investor (and co-host) Jim Andelman of Rincon Venture Partners led the discussion here: Cornerstone is a $2.5b public SaaS company doing $400m+ in ARR so I impressed how fresh Adam’s memories still were of scaling in the early-ish days.  Being a founder is tough work, folks, even at the most successful SaaS companies ? Some of his key take-aways:

SaaStr Podcast #051: Kristin Koh Goldstein, Co-Founder & CEO @ HireAthena On Why You Should Hire Slow and Fire Fast


Welcome to Episode 50! Kristen Koh Goldstein is the Co-Founder and CEO of  HireAthena, the on demand workforce specializing in accounting, HR and payroll. Prior to HireAthena, Kristen was the Co-Founder of Scalus, where she raised millions of dollars in venture capital from top VCs including Google Ventures and Sherpa Capital. Before that Kristen was the Co-Founder of BackOps, the world’s fastest growing back office solution. If you enjoy the show with Kristen today and would like to join Jason and me at SaaStr Annual 2017 next year, then all you have to do is buy your tickets for SaaStr Annual 2017.Kristin_Koh_Goldstein

In today’s episode Kristin discusses: Why it is that the faster you hire, the longer it takes to build your business. How to make the transition from a family to a village with your team. Why is it imperative to hire slowly and fire fast? How to communicate new hires to the existing Continue reading "SaaStr Podcast #051: Kristin Koh Goldstein, Co-Founder & CEO @ HireAthena On Why You Should Hire Slow and Fire Fast"

Are You Measuring Customer Success Like Trump University?

In case you hadn’t heard, Donald Trump’s now infamous Trump University had a very interesting way of “validating” the success of its products. Like many for-profit businesses, Trump University put a lot of effort into generating customer reviews and using them as a form of social proof. The more glowing reviews it could get, the better. Unlike most businesses, however, it appears that Trump University wasn’t interested in whether that feedback was truly genuine, meaningful, or insightful. In fact, according to a March report by The New York Times, Trump University appears to have pressured its students into leaving positive reviews. And, the Times claims, it did so before those students had any real opportunity to decide whether they liked or disliked the “product.”

How Some Software Companies Inadvertently Follow the Trump U Model

As a result, Trump University had remarkable — some might say fabricated — customer
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Is it good for a company to return investors money if the business is not profitable?

I hope you don’t find yourself in this situation. But if you do … Just Ask. Ask the investors. Or at least, ask the largest 1 or 2. Some may want their money back. But if they believe in you, and think you have a shot at doing something with the money that’s left … they may want to roll the dice again. If a $1b VC fund has invested $1m in you … that’s only 0.1% of the fund. They may want to let it ride in some cases. Or get back what’s left in others.

If an angel has invested 10% of his net worth in you, by contrast … he’ll almost certainly want to save what’s left of his investment.

Guard every $$ you raise as if it’s the last dollar ever. But don’t worry about losing it all if you are going for it and Continue reading "Is it good for a company to return investors money if the business is not profitable?"