How do I find out how if my competitor is cold calling prospects?


This post is by Jason Lemkin from SaaStr


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Just assume your competitor is cold calling all your existing customers. They should be. Yes, sometimes the yield here can be low if your customers are very happy. But it is worth a shot if you have the resources and are in a competitive space. Second, assume your competitor has a database of when your contracts are up for renewals, and does campaigns around those dates. They should. Third, assume your competitor reaches out aggressively to your customers if you have downtime, a security issue, etc. Some will use that as a reason to switch. Fourth, assume your competitor may offer big discounts for switching — bigger ones that they’d usually offer. And even buy-out deals. They may be willing to subsidize the cost of switching now, even if they are on annual+ contracts. Assume it all. When you are big enough, you may (or may not) want to do Continue reading "How do I find out how if my competitor is cold calling prospects?"

From Impossible to Inevitable, 2nd Edition, is Out in Hardcover and #1 in New Releases on Amazon!! Get it NOW!!


This post is by Jason Lemkin from SaaStr


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The incredible, muchly updated From Impossible to Inevitable collection of content from Aaron Ross, Jason Lemkin, SaaStr and new case studies is out. It is really good and a big (50%+) update to the original edition. It’s finally out on Hardcover and is the #1 New Release in Business Management Please grab it today here!   The post From Impossible to Inevitable, 2nd Edition, is Out in Hardcover and #1 in New Releases on Amazon!! Get it NOW!! appeared first on SaaStr.

How Spendesk designed an innovative revenue pod structure to build more pipeline and better serve their customers: Part 2 of our conversation with Nicolas Marchais


This post is by Max Barrera from Predictable Revenue


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Find out why, and how Spendesk evolved from having full stack sales reps to their current revenue pod structure. Each pod is a self-contained prospecting, sales, and onboarding unit. The post How Spendesk designed an innovative revenue pod structure to build more pipeline and better serve their customers: Part 2 of our conversation with Nicolas Marchais appeared first on Predictable Revenue.

How Bridge Rounds Work in Venture Capital: Messy, Full of Drama, and Not Without High Risk


This post is by Jason Lemkin from SaaStr


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I’ve watched many bridge rounds over time from a far, and took $500k in bridge capital at EchoSign myself when our seed round didn’t end up being quite enough to get us to the Series A. But I haven’t really seen bridge rounds from the other side, as an investor, until recently.  That’s mainly because over the past 2 years I’ve invested in more early-ish seed companies (vs later seed companies), that often end up needing a second seed, or bridge.  And once you start seeing them in action, you see all the many, many mistakes founders make here. What is a “bridge financing”?  Simply put, it’s another round of venture financing from the same investors as the last round.  VCs do not like to do this.  VCs like to see each round priced 2x-3x the last round, or higher.  And generally, they prefer Continue reading "How Bridge Rounds Work in Venture Capital: Messy, Full of Drama, and Not Without High Risk"

How to Build a $18B+ Success Story Far Away from Silicon Valley with Adyen (Video + Transcript)


This post is by Faith Storey from SaaStr


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In this session, the audience will learn about Adyen’s journey from a Dutch payments startup, to a global public company with more than 15 offices around the world working with large global companies like Facebook, Spotify, Uber and Microsoft. Roelant will share lessons from the company’s own global growth path and will be giving practical tips for companies who are thinking about expanding their business globally. Roelant will be joined by Felicis Ventures Founder, Aydin Senkut, who can share what he sees in successful companies, starting with culture. Want to see more content like this? Join us at SaaStr Annual 2020.   Aydin Senkut, Founder @ Felicis Ventures Roelant Prins, Chief Commercial Officer @ Ayden FULL TRANSCRIPT BELOW Aydin Senkut: Thank you. What a great video. I hope everyone’s doing great this morning. So we’ll get you started off on an exciting story. I think it’s an amazing opportunity to Continue reading "How to Build a $18B+ Success Story Far Away from Silicon Valley with Adyen (Video + Transcript)"

The Biggest Challenges of Scaling Your B2B SaaS Firm in Europe


This post is by Ben Watkins from Openview Labs


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Europe is a major target for B2B SaaS firms seeking to scale their businesses internationally. A region consisting of 750 million people and 50 sovereign countries, with multiple languages and countries, means there’s plenty of opportunity to get it right. During Q1 2019, Intrinsic surveyed over 400 CXO, VP and director-level executives, mostly based in Europe, for their views on the market. We’ve released the results in our survey and highlighted a few of our findings below.

The biggest challenges facing SaaS firms in Europe

It’s clear to see that finding new logos in Europe has given many scaling SaaS firms a big headache during the last year. Further research from Intrinsic shows that top-notch business events and personal referrals are by far the most successful channels in engaging with new prospects. We’ve also found that cold emailing appears to be becoming less and less effective each year as alternatives
Continue reading "The Biggest Challenges of Scaling Your B2B SaaS Firm in Europe"

The Biggest Challenges of Scaling Your B2B SaaS Firm in Europe


This post is by Ben Watkins from Openview Labs


Click here to view on the original site: Original Post




Europe is a major target for B2B SaaS firms seeking to scale their businesses internationally. A region consisting of 750 million people and 50 sovereign countries, with multiple languages and countries, means there’s plenty of opportunity to get it right. During Q1 2019, Intrinsic surveyed over 400 CXO, VP and director-level executives, mostly based in Europe, for their views on the market. We’ve released the results in our survey and highlighted a few of our findings below.

The biggest challenges facing SaaS firms in Europe

It’s clear to see that finding new logos in Europe has given many scaling SaaS firms a big headache during the last year. Further research from Intrinsic shows that top-notch business events and personal referrals are by far the most successful channels in engaging with new prospects. We’ve also found that cold emailing appears to be becoming less and less effective each year as alternatives
Continue reading "The Biggest Challenges of Scaling Your B2B SaaS Firm in Europe"

The SaaS Valuation Environment in Mid-2019


This post is by Tomasz Tunguz from Tomasz Tunguz


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Every six months or so, I take a look at how the public markets are valuing next-generation software companies. There’s been quite a bit of volatility over the last five years, and this update is no exception. As of mid-June, the public markets value software companies at all-time highs. The chart above shows the total enterprise value (TEV)/forward revenue multiple for the basket of public software companies. Just a quick reminder on these metrics. Enterprise value equals market capitalization plus debt minus cash and short-term equivalents. Forward revenue is the sum of the projected revenues over the next 12 months. The blue line the chart is the median over the period which is approximately 5.7x. The red line shows the median across the stocks in that particular month. In 2014, the median touched 7.7x forward before falling by about 60% to 3.3x two years later. Since then,
Continue reading "The SaaS Valuation Environment in Mid-2019"

What is the best way to motivate a sales team?


This post is by Jason Lemkin from SaaStr


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The key to truly motivate a sales team, to excellence, is two-fold:
  • They need to see the top reps making real money. Like, really good money. That will show everyone it is possible. That is can be done. And that maybe it isn’t even that hard if you hustle, listen and learn. Not everyone needs to make huge bucks. But the top 10%-15% do.
  • A great VP of Sales / boss. Sales is a risky career. You can get fired at any time, and there is so much turnover. A great boss backs up her team. Promotes her top performers. Backfills those with promise, but gaps. Etc.
When I see a combination of (x) a great leader in sales + (y) the top few reps making real money … then I almost always see (a) almost no attrition on the sales team and (b) a high performing sales team (i. Continue reading "What is the best way to motivate a sales team?"