SaaStr Podcast #188: Fouad ElNaggarm Founder & CEO @ Sapho Shares The Benefits of Being Old In SaaS

Welcome to Episode 188! Fouad ElNaggar is the Founder & CEO @ Sapho, the only employee experience portal designed for the digital workforce. To date, Ray has raised over $27m in funding with Sapho from some real favorites of ours including Ray @ Caffeinated, Felicis, Uncork, Bloomberg Beta, Clark Landry and Howard Lindzon @ Social Leverage, just to name a few. Prior to founding Sapho, Fouad was the Chief Strategy Officer at CBS Interactive overseeing strategy, operations, partnerships, and M&A. At CBSi, Fouad structured deals with partners such as Yahoo, IAC, and Twitch and acquired premium brands such as TV Guide and Giant Bomb. Prior to CBSi, Fouad was a VC at Redpoint Ventures overseeing the firm’s LA office and helping establish a dedicated fund in Brazil. Fouad has previously founded three venture-backed companies – Marketing Technology Solutions (acquired), Liquid Light (acquired), and Hark. In Today’s Episode You Will Continue reading "SaaStr Podcast #188: Fouad ElNaggarm Founder & CEO @ Sapho Shares The Benefits of Being Old In SaaS"

Lessons Redefining a Really Big Category with Coupa (Annual Video + Transcript)

Earlier this year at the 2018 Annual, Coupa Software CEO Rob Bernshteyn sat down with our very own Jason Lemkin to chat about what he’s learned while redefining a big category. To get the full scoop on his observations, insights, and learnings, check out the full session video and transcript below! And in case you haven’t heard, we’re building a completely immersive experience in San Jose for SaaStr Annual 2019! With 3 full days of sessions, featuring over 300 speakers from the best SaaS companies around the world, SaaStr Annual will be filled with actionable thought leadership to help grow your business. Get your tickets to the SaaS show everyone will be talking about! Transcript: Announcer: Please welcome Rob Bernshteyn, Chief Executive Officer and Coupa Value Orchestrator of Coupa Software and Jason Lemkin, founder of SaaStr. Jason Lemkin: Did everyone get lunch? Rob, thanks for joining us. This Continue reading "Lessons Redefining a Really Big Category with Coupa (Annual Video + Transcript)"

4 Years Ago This Week We Decided to Launch the SaaStr Annual. What We’ve Learned.

As we gear up for the 5th SaaStr Annual, with an expected 12,000+ attendees, 100+ top tier sponsors, and 3+ days of content across 5+1 stages (phew!), I was looking back for our team meeting and trying to assemble what we’ve learned, and found this first tweet from almost exactly 4 years ago: Waaay back in 2014, the type of content at SaaStr.com, on Quora, and at our events was still novel.  Fast forward to day, and there is an amazing amount of B2B-centric content out there, and many others have put together amazing events around the hard-learned lessons of scaling revenue and scaling SaaS companies.  But all this was pretty novel back in 2014.  No one in the “next generation” had IPO’d yet (Aaron Levie came to the first SaaStr Annual a little more than a week after Box’s IPO), Unicorn rounds were
Continue reading "4 Years Ago This Week We Decided to Launch the SaaStr Annual. What We’ve Learned."

Sales Rep 2.0: How to Make Sales Agile with Heresy (Europa Video + Transcript)

Back in June, Heresy CEO and Co-Founder Dimitar Stanimiroff (formerly EMEA Sales Director at Stack Overflow) spoke to our Europa audience about the impact of high attrition within a SaaS sales team, and the importance of building and scaling an agile sales organization. Hear his advice first-hand for how to make your sales team more agile by checking out the full session video and transcript below! And don’t miss out when we do it all again — even bigger and better — next June! We’ll have two full days of thought leadership content, networking opportunities, fantastic French food, and fabulous evening events, all in the heart of Paris — snag your Europa 2019 tickets and catch up with us on the other side of the Atlantic next year! Transcript: Dimitar Stanimiroff: Hi, good morning. How we doing? Doing well? Cool, alright. Well, thanks for coming to see this talk. I’ve been Continue reading "Sales Rep 2.0: How to Make Sales Agile with Heresy (Europa Video + Transcript)"

Events: Are They Worth the Big Expense?

It took me a long time to have a strong opinion on events (yes, there’s some irony there given that we put on SaaStr Annual, SaaStr Europa, etc.).  In my first start-up, we were hunting big whales — $1m+ deals.  There was one big industry event a year.   We went.  We met both our key partners there, connected with one of our customers, and brought back one — (1) — lead.  But that lead was worth potentially $1m a year, and was a lead we weren’t doing a great job of otherwise building a relationship with. But once I started doing SaaS and dealing with much smaller deal sizes, I wasn’t sure.  We did the biggest events in the industry — Dreamforce for “sales”, and SHRM for HR — and they seemed to be worth it.  Even though the leads sure Continue reading "Events: Are They Worth the Big Expense?"

Is it possible to build a successful SaaS B2B business in the UK/Europe, or should you move to the US to maximize your success?

This is a more nuanced question than it was a few years back. The vast majority of the very successful European SaaS CEOs from one SaaS generation ago will tell you coming to the U.S., and in particular, SF, was critical to their success. You can hear a great discussion with Mikkel Svane, CEO of Zendesk, on that here: You’ll hear the same from Eoghan McCabe from Intercom and other leaders as well. I’ve also invested in a ton of SaaS companies from Europe that came to the U.S.: Algolia, Talkdesk, Pipedrive, Automile, Front, PlatoHQ, Gorgias.io, Voxeet, etc. and they have benefited tremendously from coming to SF/U.S. Why? Talent and capital. The experienced VPs, and the big venture checks, are still centered in SF. But it’s more nuanced now. First, venture capital is more distributed. There still is much more of it in Continue reading "Is it possible to build a successful SaaS B2B business in the UK/Europe, or should you move to the US to maximize your success?"

What percentage of software sales reps have earned over $1m in the last 3 years?

For sure, these are some of the best deals — investing in something that is just starting to break out, but before everyone else can see it, and/or before it’s quite “ready” for a Series A. Examples I’ve done like this probably include Algolia, Talkdesk, Gorgias.io, Pipedrive, among others. View original question on quora The post What percentage of software sales reps have earned over $1m in the last 3 years? appeared first on SaaStr.

Would Jason Lemkin invest in a post seed/almost series A company growing fast that is targeting series A in 3-4 months? What are the ownership/valuation targets?

For sure, these are some of the best deals — investing in something that is just starting to break out, but before everyone else can see it, and/or before it’s quite “ready” for a Series A. Examples I’ve done like this probably include Algolia, Talkdesk, Gorgias.io, Pipedrive, among others. View original question on quora The post Would Jason Lemkin invest in a post seed/almost series A company growing fast that is targeting series A in 3-4 months? What are the ownership/valuation targets? appeared first on SaaStr.

What drove the most referrals to your business?

Every app / start-up will be different, but looking back, here’s the approximate mix we had:
  • 15% from partners. No individual partner did 5%, but as a group, they drove ~15% of our revenue. Importantly, they closed at a higher rate than other leads because in general, the partner pre-qualified them.
  • 20% from upsell. Not sure this counts, but we had about 120% net revenue retention from our non-self service accounts. So double-down on customer success and making your customers happy.
  • 20% from viral. Not all apps have this. We were at about 20%. A lot, but not enough on its own.
  • 10%+ from referrals from other customers. We should have counted this better, but at least 10% of new business came from referrals. That’s what we logged from the sales reps. But — it was likely much larger.
What we should have done more, at least after $5m of Continue reading "What drove the most referrals to your business?"

SaaStr Podcast #187: Christoph Janz, Managing Partner @ Point Nine Capital on Making Venture Capital More Human

Welcome to Episode 187! Christoph Janz is the Managing Partner @ Point Nine Capital, one of Europe’s leading early stage funds, with a portfolio that includes the likes of ZenDesk, Algolia, Delivery Hero, Revolut, Contentful, and many more incredible companies. Before that, he co-founded two Internet startups (DealPilot.com in 1997 and Pageflakes in 2005). In 2008 he became an angel investor and discovered Zendesk, Clio, FreeAgent – and his love for SaaS. Christoph is also the writer of the phenomenal blog, The Angel VC, a must read for me. In Today’s Episode You Will Learn: