What key things should a SaaS startup focus on to grow from 500k-1M ARR?


This post is by Jason Lemkin from SaaStr


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Q: What key things should a SaaS startup focus on to grow from 500k-1M ARR?

< p class="ui_qtext_para u-ltr u-text-align--start">The simplest way to go from $500k to $1m ARR is to treat every prospect like a king or queen.

Like they are the single most important prospect / customer in the world.

Even for a $49/mo deal, spend 10 hours with them if they need it. Tune the product. Provide 24×7 support.

I slept with my laptop next to my bed at this phase to be the “swing shift” support.

It worked.

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SaaStr Podcasts for the Week with Auth0 and CircleCI — January 31, 2020


This post is by Deborah Findling from SaaStr


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Ep. 303: Eugenio Pace is the Founder & CEO @ Auth0, the startup that allows you to rapidly integrate authentication and authorization for web, mobile, and legacy applications so you can focus on your core business. To date, Eugenio has raised over $213m with Auth0 from some of the best in the business including Meritech, Sapphire, Manu Kumar @ K9, Bessemer and Trinity. Prior to founding Auth0, Eugenio spent an incredible 12 years at Microsoft leading the Program Management team in the patterns & practices group at Microsoft.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss:
  • How Eugenio made his way into the world of startups with the founding of Auth0. What were his biggest takeaways from 12 years watching the hyper-growth of Microsoft first hand?
  • How does being a developer-first product fundamentally change the go-to-market? Who has done this best over the last few years? What have they done that has allowed them to scale faster than others? What has been Eugenio’s takeaways in what works when building developer communities and early developer adoption?
  • How does Eugenio respond to the common thinking that “devs don’t have the budget”? Does this limit your ability to expand into large ACVs once in an organisation? How does Eugenio approach the issue of agency when selling to CIOs but having devs use the product?
  • What have been Eugenio’s biggest lessons in what it takes to make a freemium product successful? How does one know how much of the secret sauce to giveaway? How does Eugenio approach pricing today through 4 different variables? How does Eugenio adopt a variable pricing mechanism that does not discourage usage?  

Ep. 304: If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Knowing the common pitfalls won’t stop you or your team from making them, but it will help build the most important skill any manager can have: resiliency. Come and learn how to build great leaders so you can grow your team, and ultimately, your business.

This episode is sponsored by Brex. This episode is sponsored by Brex.     SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Jane’s session at SaaStr Europa 2019.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
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Harry Stebbings
Eugenio Pace
CircleCI Below, we’ve shared the transcript of Harry’s interview with Eugenio. Continue reading "SaaStr Podcasts for the Week with Auth0 and CircleCI — January 31, 2020"

How do you turn coffee meetings into dollars? Sales expert Fabien Pataud shares his secrets


This post is by Collin Stewart from Predictable Revenue


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Getting together for coffee: it’s a request that comes to entrepreneurs and salespeople all the time. And it’s enticing – you never know what will come from a chat with a new connection. Fabien talks about turning those coffee meetings into pipeline. The post How do you turn coffee meetings into dollars? Sales expert Fabien Pataud shares his secrets appeared first on Predictable Revenue.

SaaS Account Executive Compensation in 2020


This post is by Matt Bertuzzi from Inside Sales Experts Blog


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We’ve just released the 2020 SaaS AE Metrics Report. This marks the 7th round of this research project. Leaders from 287 SaaS companies shared their key metrics--growth rate, ACV, model, quota, comp, tech stack, and more. You can get a full copy of the report here, but I wanted to share one finding that really stuck out.

AE comp soars to new highs

Last year, I wrote about SaaS AE compensation continuing to outpace the broader US economy. saasae_v_usall
 
That’s a 52% increase since 2010 (~5% compounded annually). Compare that to SDR compensation, which has been flat since 2010 when adjusting for inflation.  In this report, we find median SaaS AE on-target earnings of $158K. More than 70% of respondents report OTEs in excess of $120K. Wow.

Quotas are rising, but not at quickly 

Median ACV quota rose from $625K in 2012 to $775K in 2020. This represents
ote_quota
Continue reading "SaaS Account Executive Compensation in 2020"

You’ll outgrow your company’s core values. Here’s what to do next.


This post is by Alex Turnbull from Groove Blog


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It wasn’t working, and I was frustrated. Four years ago, we put hundreds of hours into developing our company’s core values, and they now felt broken. The things we used to do because they were “scrappy” were beginning to strain our infrastructure. The things we used to do because they were “fun” led to stagnation […] The post You’ll outgrow your company’s core values. Here’s what to do next. appeared first on Groove Blog.

You’ll outgrow your company’s core values. Here’s what to do next.


This post is by Alex Turnbull from Groove Blog


Click here to view on the original site: Original Post




It wasn’t working, and I was frustrated. Four years ago, we put hundreds of hours into developing our company’s core values, and they now felt broken. The things we used to do because they were “scrappy” were beginning to strain our infrastructure. The things we used to do because they were “fun” led to stagnation […] The post You’ll outgrow your company’s core values. Here’s what to do next. appeared first on Groove Blog.

How Slack Balances the Needs of the User and Buyer in the End User Era [Podcast]


This post is by Ariel Winton from Openview Labs


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Fareed Mosavat, Director of Product at Slack, joins us for a second appearance on BUILD. Learn how Slack’s product teams handle product prioritization at scale, what Fareed thinks about giving product teams a revenue quota, and what he means when he talks about ‘zone-era defense’.
The post How Slack Balances the Needs of the User and Buyer in the End User Era [Podcast] appeared first on OpenView.

Cloud Prem Architecture – The New Way of Serving the Enterprise with a Hub and Spoke Data Model


This post is by Tomasz Tunguz from Tomasz Tunguz


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When we announced our investment in and partnership with Mattermost about a year ago, I wrote about a new architecture for SaaS. I’m starting to see that archiecture more and more, but with a twist. The idea behind the new architecture is split a SaaS app into code and the data. The SaaS company writes, updates, and maintains the code. And the customer manages the data. Typically, the data resides in the customer’s cloud account. This cloud account has many names but no real moniker yet. Some call it a VPC for virtual private cloud. Others call it cloud prem, a contraction of cloud and on-prem(ises). On premisis or on prem means deploying software on datacenters the customer owns. Today, many of those data centers are in the cloud, hence cloud prem. But the drivers are real. The first is cost. Cloud is more expensive for larger enterprises. Many
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Continue reading "Cloud Prem Architecture – The New Way of Serving the Enterprise with a Hub and Spoke Data Model"

Q&A with Maria Pergolino, Anthony Kennada, Aaron Ross and Jason Lemkin (Video + Transcript)


This post is by Louise Lee from SaaStr


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Jason Lemkin moderates a panel of some greatest-of-all-time SaaStr speakers taking questions from the audience and over Twitter. The panel discussed navigating a future recession, building great office culture, app exhaustion and more. Want to see more content like this? Join us at SaaStr Annual 2020.   Jason Lemkin | CEO and Founder @ SaaStr, Inc. Maria Pergolino | Former CMO @ Anaplan Anthony Kennada | Former CMO @ Gainsight Aaron Ross | CEO @ Predictable Revenue FULL TRANSCRIPT BELOW Jason: We wanted to do an experiment this year of, what if we just brought back some of our most popular speakers from the past, the greatest of all time. So, we’ve got three of them here. Aaron’s going to talk about what in a few minutes? Aaron: The playbook for reigniting growth. Jason: All right. So, Aaron and I wrote a book together in 2014 or
Continue reading "Q&A with Maria Pergolino, Anthony Kennada, Aaron Ross and Jason Lemkin (Video + Transcript)"

Steal Our Marketing Persona Template (And the Customer Research Process That Goes With It)


This post is by Nathan Collier from Groove Blog


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A marketing persona template and research process to help your business grow. Before coming to Groove, I worked as a full-time freelance writer and marketing consultant, mostly working in the B2B space. Many of the companies I worked with sent me their marketing personas (sometimes called “customer avatars”) as we started working together. Most (almost […] The post Steal Our Marketing Persona Template (And the Customer Research Process That Goes With It) appeared first on Groove Blog.