Our startup is about to close a $25M+ funding C round. As an early employee, when and how do I go about asking for my salary to be right-sized?

Two thoughts: First, it’s time. If you took a salary cut to join a start-up, and they’ve raised even $10m+, let alone $25m, it’s time for that salary cut to end. Startups that have raised eight figures need to pay market salaries, more or less. But second … Maybe wait a month or two. Once you raise a round, a ton of folks come at you to raise prices, and even, rip you off. Others may give different advice, but as a CEO, it would be nice for things to settle down just a bit. Otherwise, it can feel a tiny bit like blackmail. But differently, perhaps you just don’t want to be the first person barging in for the raise after the round. Maybe try to be the third or so ? Right or wrong, it may feel a bit disloyal or mercenary. Stick up for yourself, get brought up Continue reading "Our startup is about to close a $25M+ funding C round. As an early employee, when and how do I go about asking for my salary to be right-sized?"

The Salesforce MBA: What We Learned with FinancialForce, Twilio, StitchFix (Video + Transcript)

We were very happy to have the Salesforce “Mafia,” consisting of four executives–three who have since moved onto their next ventures–on the Strategy Stage so they could discuss some important lessons learned from being a part of the 19-year-old SaaS powerhouse. Leyla Seka, EVP of Appexchange/Salesforce, Tod Nielsen, President & CEO of FinancialForce; Cathy Polinsky, CTO at Stitch Fix; and George Hu, COO of Twilio, share the mistakes they made, what they loved about Salesforce’s culture, the importance of establishing priorities and V2MOM, and how they’ve applied what they’ve learned to their new companies. And if you haven’t heard: SaaStr Annual is less than one week away,  and we’ve made it bigger and better than ever! Join 10,000 fellow founders, investors and execs for 3 days of unparalleled networking and epic learnings from SaaS legends like Jon MillerDavid SteinbergJennifer Tejada, and Eoghan McCabe. If you
Continue reading "The Salesforce MBA: What We Learned with FinancialForce, Twilio, StitchFix (Video + Transcript)"

The Salesforce MBA: What We Learned with FinancialForce, Twilio, StitchFix (Video + Transcript)

We were very happy to have the Salesforce “Mafia,” consisting of four executives–three who have since moved onto their next ventures–on the Strategy Stage so they could discuss some important lessons learned from being a part of the 19-year-old SaaS powerhouse. Leyla Seka, EVP of Appexchange/Salesforce, Tod Nielsen, President & CEO of FinancialForce; Cathy Polinsky, CTO at Stitch Fix; and George Hu, COO of Twilio, share the mistakes they made, what they loved about Salesforce’s culture, the importance of establishing priorities and V2MOM, and how they’ve applied what they’ve learned to their new companies. And if you haven’t heard: SaaStr Annual is less than one week away,  and we’ve made it bigger and better than ever! Join 10,000 fellow founders, investors and execs for 3 days of unparalleled networking and epic learnings from SaaS legends like Jon MillerDavid SteinbergJennifer Tejada, and Eoghan McCabe. If you
Continue reading "The Salesforce MBA: What We Learned with FinancialForce, Twilio, StitchFix (Video + Transcript)"

Reorganizing Your SaaS Startup’s Organizational Structure to Optimize the Customer Lifecycle

Recently, I wrote about customer/revenue operations, an idea that seems to be taking hold at many different SaaS companies. Instead of optimizing the performance of each individual step of the customer lifecycle, customer operations optimizes it over the entire journey. This is a fundamental change in the way a business manages its customers, and it’s now starting to be reflected in the organizational structure of SaaS startups Two advances in thinking have led to the idea of customer operations. First, customer journeys are not linear. The classic funnel that we all picture in our minds isn’t the way that customers buy anymore. A customer may register for a SaaS product’s free trial, try it, contact customer support and decide not to buy at the expiration of the trial. But they return 90 days later and sign a contract for $90,000. Or a buyer might attend a few events hosted Continue reading "Reorganizing Your SaaS Startup’s Organizational Structure to Optimize the Customer Lifecycle"

Getting to the root of the revenue multiple

Valuation concerns are top of mind for many investors. For those in tech investing, this concern is perhaps most acute, given the generally high multiples assigned to the sector. There are good articles addressing how revenue multiples have moved over time or why this methodology even came to be, but I'm still curious as to how a revenue multiples ties to some fundamental unit of company value.

Getting to the root of the revenue multiple

 Valuation concerns are top of mind for many investors. For those in tech investing, this concern is perhaps most acute, given the generally high multiples assigned to the sector. There are good articles addressing how revenue multiples have moved over time or why this methodology even came to be, but I’m still curious as to how a revenue multiples ties to some fundamental unit of… Read More

SAP snags CallidusCloud for $2.4 billion

SAP, the German enterprise software giant, announced it acquired CallidusCloud last night for $2.4 billion or $36 per share. Callidus provides configure price quote (CPQ) and sales performance management tools delivered as a cloud service. The share price is a nice bump for shareholders, representing a 21 percent premium over the 30-day volume weighted average […]

SAP snags CallidusCloud for $2.4 billion

 SAP, the German enterprise software giant, announced it acquired CallidusCloud last night for $2.4 billion or $36 per share. Callidus provides configure price quote (CPQ) and sales performance management tools delivered as a cloud service. The share price is a nice bump for shareholders, representing a 21 percent premium over over the 30-day volume weighted average share price, according to… Read More

Does Jason Lemkin answer his own questions?

I have written:
  • 100% of my 2,610 answers on Quora.
  • Probably 60% of the tweets at @jasonlk — the ones that don’t look like content links. It’s pretty easy to tell.
  • ~80% of the total blog posts at SaaStr.com and 100% of the ones with the by-line “Jason M. Lemkin”.
  • 0% of the tweets @saastr.
  • 0% of the 150+ podcasts. Harry Stebbings has done 100% of the work here. Bless him.
and I have
  • Designed ~50%+ of the 700+ sessions at each SaaStr Annual for the past 4 years (this % is going down thanks to tremendous work by Courtney Rogin).
It doesn’t take THAT much time. I do it during coffee breaks, or sanity breaks, or when I am tired, or when I can’t sleep. The trick: I only write the answers I already know in my head, and I only write blog posts that I’ve also basically Continue reading "Does Jason Lemkin answer his own questions?"