2017 Private SaaS Company Survey – Part 1

For the sixth year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of over 400 private SaaS companies. The survey represents deep benchmarking data and insights on growth and operations of private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in...

Buyer Centric Funnel Design

In my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer’s head to increase funnel conversion rates. In the talk, I cover: How to design and build a buyer-centric sales funnel that has low CAC and fast sales cycles. How to figure out why your sales funnel...

Cloud computing has demanded a kinder, gentler Oracle

 Oracle has always had a swagger that reflects the public persona of its bombastic leader, Larry Ellison, but over the last several years, as the company has transitioned to the cloud, it has required a transformation to one that is softer and more customer-centric. Mind you, this was a company that was the poster child for vendor lock-in the 90s and early 2000s. They knew you were looking for… Read More

Building a Series A SaaS valuation estimator (2017 edition)

 I have financed nearly 50 early-stage companies and the question of proper valuation comes up in every financing. There is the obvious tension: Generally speaking, the existing shareholders would like the highest valuation possible, while the new investors would prefer the lowest. For founders, understanding how VCs look at valuation is critical for a successful fundraising process. Read More

Salesforce Einstein celebrates its first birthday with several new features

 Salesforce launched Einstein, its artificial intelligence platform just one year ago this week. As it celebrates its first birthday, it’s worth taking a look back at the first year and looking at a couple of enhancements they’re adding as a birthday surprise. It’s easy to lose sight of the fact that Einstein isn’t actually a product at all, even though Salesforce markets… Read More

The SaaS Founder’s Journey – What Matters At Each Stage

As anyone involved with startups will tell you, focus is key to success. But, it can be very hard when there is a huge overload of topics clamoring for a startup CEO’s attention. In order to achieve the necessary focus and understand what you need to accomplish to ensure success/survival, you need to truly understand...

The new wave of Brazilian SaaS innovators

 The SaaS market in Brazil is booming. It mirrors the rapid adoption of SaaS as the dominant cloud computing type in a global public cloud services market that’s forecast to reach more than $122B in 2017. Earlier this year, we embarked on an inaugural survey of more than 400 executives of Brazil-based SaaS companies. Here are some of the most interesting things we learned. Read More