What Quota Attainment Reveals About Your SaaS Startup’s Go to Market


This post is by Tomasz Tunguz from Tomasz Tunguz


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Quota attainment is an incredibly powerful diagnostic tool when understanding your SaaS startup’s go-to-market health. Quota attainment measures both the success of individual account executives and the performance of the team. To achieve best-in-class quota attainment, a startup must execute the go-to-market strategy well across five dimensions. First, the startup must supply the sales team with a growing volume of high quality leads. SaaS companies generate leads in many ways including through sales development reps, search engine marketing, paid social, lead capture on the home page, events, customer referrals, evangelists and channel partners.

What Quota Attainment Reveals About Your SaaS Startup’s Go to Market


This post is by Tomasz Tunguz from Tomasz Tunguz


Click here to view on the original site: Original Post




Quota attainment is an incredibly powerful diagnostic tool when understanding your SaaS startup’s go-to-market health. Quota attainment measures both the success of individual account executives and the performance of the team. To achieve best-in-class quota attainment, a startup must execute the go-to-market strategy well across five dimensions. First, the startup must supply the sales team with a growing volume of high quality leads. SaaS companies generate leads in many ways including through sales development reps, search engine marketing, paid social, lead capture on the home page, events, customer referrals, evangelists and channel partners. Consistently growing qualified leads is essential to quota attainment. Second, the startup must ramp sales people quickly. As SaaS companies scale, most companies begin to hire aggressively in sales. In the early days, a SaaS startup might have one or two sales people. Then they begin to hire one per quarter, then one per month. Pretty quickly Continue reading "What Quota Attainment Reveals About Your SaaS Startup’s Go to Market"

The Most Transformational Force in US Society


This post is by Tomasz Tunguz from Tomasz Tunguz


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Taxis. Food. Cars. Mobile phones. Communications. Banking. Healthcare. Entertainment. In the past ten years, is there an industry startups haven’t upheaved? Startups have been the most transformational force in US society over the past 20 years. Uber has transformed the taxi industry, reducing taxi rides in yellow cabs in San Francisco by 65% in 2 years. Hampton Creek has created an eggless mayonnaise that terrified the US egg industry. Android is arguably the most widely distributed consumer software in history.

The Most Transformational Force in US Society


This post is by Tomasz Tunguz from Tomasz Tunguz


Click here to view on the original site: Original Post




Taxis. Food. Cars. Mobile phones. Communications. Banking. Healthcare. Entertainment. In the past ten years, is there an industry startups haven’t upheaved? Startups have been the most transformational force in US society over the past 20 years. Uber has transformed the taxi industry, reducing taxi rides in yellow cabs in San Francisco by 65% in 2 years. Hampton Creek has created an eggless mayonnaise that terrified the US egg industry. Android is arguably the most widely distributed consumer software in history. WhatsApp delivers 50% more messages than all global SMS volumes. As banks stopped lending after 2008, market place lenders like LendingClub and Prosper bloomed and originated $12B of loans in 2014. OneMedical and DoctorsOnDemand have transformed medical experiences for tens of thousands of people. Finally, YouTube and Spotify and Pandora are shifting the media consumption patterns. More than 20% of US homes in 2015 will have cut the cord - Continue reading "The Most Transformational Force in US Society"

Startup Best Practices 19 – Recognizing the Breaking Points of Your Startup’s Management Structure


This post is by Tomasz Tunguz from Tomasz Tunguz


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Last week, I interviewed Tien Tzuo, the former CMO & CSO at Salesforce, and founder/CEO of Zuora. During our conversation, he spoke about one of the major challenges facing fast growing startups. He called it recognizing the breaking points of management. At the founding a startup, the structure of the company is flat. Everyone is effectively a peer. At about 8 people, a leader must emerge to shepherd the growing team, and so the first management layer is created.

Startup Best Practices 19 – Recognizing the Breaking Points of Your Startup’s Management Structure


This post is by Tomasz Tunguz from Tomasz Tunguz


Click here to view on the original site: Original Post




Last week, I interviewed Tien Tzuo, the former CMO & CSO at Salesforce, and founder/CEO of Zuora. During our conversation, he spoke about one of the major challenges facing fast growing startups. He called it recognizing the breaking points of management. At the founding a startup, the structure of the company is flat. Everyone is effectively a peer. At about 8 people, a leader must emerge to shepherd the growing team, and so the first management layer is created. Then again, somewhere around 60 employees, the company must add another management layer, and then again when the company reaches a few hundred employees. Marco Zappacosta, founder and CEO of Thumbtack told me once, “As CEO, I changed from a contributor, to a manager, to a manager of managers, to a manager of manager of managers. And each time, I needed to learn again what it meant to be CEO.” Continue reading "Startup Best Practices 19 – Recognizing the Breaking Points of Your Startup’s Management Structure"

The Future Of Enterprise Storage Is Probably Not Storage


This post is by Jaspreet Singh from SaaS – TechCrunch


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clouds Traditional enterprise storage is dying a slow death. The bulky old-school storage boxes that once filled the data centers of large businesses symbolize a past era. The modern data center is undergoing a tremendous transformation, with everything from hyper-converged systems and open source to software-defined storage and large cloud-scale storage systems that companies can assemble themselves. Read More

SaaS Office Hours with Kenny van Zant


This post is by Tomasz Tunguz from Tomasz Tunguz


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On November 4, SaaS Office Hours at Redpoint will welcome Kenny van Zant, former COO of Asana and Chief Product Strategist at Solarwinds, a $4.1B market cap maker of infrastructure software. Kenny is renowned for pioneering the flywheel sales model that propelled Solarwinds to a $150M company profitably. Unlike traditional sales models, the flywheel sales model requires sales people to close business only from existing users. No outbound prospecting allowed.

SaaS Office Hours with Kenny van Zant


This post is by Tomasz Tunguz from Tomasz Tunguz


Click here to view on the original site: Original Post




On November 4, SaaS Office Hours at Redpoint will welcome Kenny van Zant, former COO of Asana and Chief Product Strategist at Solarwinds, a $4.1B market cap maker of infrastructure software. Kenny is renowned for pioneering the flywheel sales model that propelled Solarwinds to a $150M company profitably. Unlike traditional sales models, the flywheel sales model requires sales people to close business only from existing users. No outbound prospecting allowed. This requirement unifies the go-to-market efforts of companies, and spins a customer acquisition flywheel faster and faster to achieve terrifically efficient growth. Flywheel business models are still rare and not well understood, but when executed well, they create lasting, defensible and hugely valuable businesses. If you’re interested to know more about how to build these bottoms-up businesses, please register at the SaaS Office Hours page. And a quick note about SaaS Office Hours. Due to overwhelming demand for Continue reading "SaaS Office Hours with Kenny van Zant"

Five Words of Wisdom from SaaS Office Hours with Bill Macaitis


This post is by Tomasz Tunguz from Tomasz Tunguz


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Last night, at our inaugural event, SaaS Office Hours welcomed Bill Macaitis, CMO of Slack, former CMO of Zendesk and former SVP of Online Marketing and Operations at Salesforce. Having worked in three hypergrowth companies, Bill is an expert in building massively successful marketing teams. These are the five kernels of wisdom I learned last night. When is the right time to hire a head of marketing? The right time to hire a head of marketing for your startup is when the company has found product market fit.