Understanding the Mendoza Line for SaaS growth

 “How fast do I need to be growing to be interesting to a venture investor?” This is a question we get asked all the time by CEOs, and we realize “it depends” is not the most actionable answer to give. Instead, we have come up with a simple model that allows us to give a clear numerical answer to this question. Read More

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 over the 30-day volume weighted average share price, according to… Read More

Snowflake lands massive $263 million investment on unicorn valuation

 Snowflake, the cloud-based data warehouse service, announced an enormous investment round today, pulling in a whopping $263 million on a unicorn valuation of $1.5 billion. The round was led by a trio of big-name Silicon Valley VC firms including existing investors Iconiq Capital and Altimeter Capital and new investor Sequoia Capital. Today’s announcement comes on top of the $100… Read More

Top Two Reasons for Churn

In working with a number of SaaS portfolio companies, I have found that there are two causes of churn that occur more frequently than any others. They are: Failure to successfully onboard the customer Loss of the champion who drove the purchase Looking at these in order: Failure to successfully onboard It’s easy to understand...