Doing 5, 6 or 7 Figure Deals? Don’t Forget the Services Revenue


This post is by Jason Lemkin from SaaStr


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If you’re doing SaaS for the first time (or even the second), the whole idea of charging for “Services” may seem an anathema.  It sure did to me.
  • If your product is so easy to use that you barely need sales people, why in the world would you need to charge for implementation?  For support?  For training and engagement?
  • And isn’t it a bit unseemly to charge for services?  Doesn’t it sort of say your product is Old School?  SAP-level clunky?

Why You’ll Need Just About $3,000,000 to Build Your First Real Sales & Marketing Team


This post is by Jason Lemkin from SaaStr


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Every week, I meet with several entrepreneurs, often bootstrapped or close to it, who fit the following sort of model:
  • Gotten to Initial Traction (~$1m-$1.5m ARR), or getting close to it, or a bit beyond; and
  • With nice growth (>=100% YoY); and
  • Company isn’t really burning much cash because
  • The CEO basically is the VP of Sales and Revenue and Customer Success, with maybe a junior resource or two helping.
And they realize, now that they’ve gotten here, that — it’s time to Go Bigger:

Your VP Sales Has a Sales Quota. Your VP Marketing Has To Have a Quota, Too.


This post is by Jason Lemkin from SaaStr


Click here to view on the original site: Original Post




Screen Shot 2015-03-27 at 4.35.09 PMA ways back, we did an extremely popular post entitled, Hire the Right Type of VP Marketing or You’ll Just End Up With a Bunch of Blue Pens with Your Logo On Them.  The basic idea was to help folks who haven’t hired a VP or Director of Marketing hire the right one for a pre-Scale sales-driven SaaS company.  Someone that knows, lives and breathes leads, funnels and funnel management, drip marketing, and all the rest.  Someone who knows how Marketo and Hubspot actually work, how to deploy capital and measure CAC, who knows how the whole playbook from first touch to money works, as a science. And most importantly … someone who knows how to deliver leads.  A Lead Commit. Or if you want to go a stage further down the funnel, an Opportunity Commit.  An “Opportunity Commit” works well for bigger ACVs ($20k+) in my experience and less well Continue reading "Your VP Sales Has a Sales Quota. Your VP Marketing Has To Have a Quota, Too."

SaaStr Podcast #398 with Salsify Co-Founder & CMO Rob Gonzalez


This post is by Amelia Ibarra from SaaStr


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Ep. 398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. To date, Salsify has raised over $250M in funding from the likes of Venrock, Underscore, Warburg Pincus, Matrix Partners & Greenspring to name a few. As for Rob, before founding Salsify, he was the first-ever product manager at Cambridge Semantics and before that was a Senior Product Manager @ Endeca helping grow the company to it’s $Bn exit.

In Today’s Episode We Discuss:

Why You Should Kill Your Competitor in SaaS


This post is by Jason Lemkin from SaaStr


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IMHO and experience, most SaaS CEOs/founders aren’t Killers.  They can’t be.  They’re Builders.  In fact, the two jobs of a founder/CEO are antithetically opposed to zero-sum and attack thinking.  First, at a strategic level, the founder/CEO has to see the future, a positive future, that is 100x bigger than today.  Focused on putting the internal pieces together it takes to get there.  Second, at a tactical level, the founder/CEO has to be super win-win at heart and in practice, to build a team, to manage a team, to drag the squad and the platoon through the war. So most founder/CEOs want to take the hill, win the war, be good to their customers, and protect the team.  Killing the enemy dead isn’t the primary goal.  Here’s how we generally think: If you are #1 in your category and growing nicely, then great, we’ll keep building on that lead.  We have
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Continue reading "Why You Should Kill Your Competitor in SaaS"

SaaStr Podcast #390 with Outgrow Co-founder Randy Rayess


This post is by Amelia Ibarra from SaaStr


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Ep. 390: Randy Rayess is the Co-Founder @ Outgrow, a growth marketing platform that enables marketers to build interactive content/tools to increase customer engagement and boost demand generation. Prior to founding Outgrow, Randy co-founded VenturePact, an invite-only marketplace that connects companies with trusted software development firms. Before VenturePact Randy held roles at Ampush and then on the investor side at Silver Lake. If that was not enough, Randy is also an investor having invested in the likes of SmartyPal, Nooch, Alie and AirCare Labs, to name a few.

  In Today’s Episode We Discuss:
  • How Randy made his way from the world of PE with Silver Lake to changing the game of digital marketing with Outgrow?
  • What does interactive content mean? What are the most common forms? When should one start to use interactive content? What resources and team does one need to engage with an interactive content Continue reading "SaaStr Podcast #390 with Outgrow Co-founder Randy Rayess"

Roundtrip Revenue & Buying Your Customers’ Products: Probably, Just Do It


This post is by Jason Lemkin from SaaStr


Click here to view on the original site: Original Post




Screen Shot 2015-02-03 at 4.59.25 PMIf you’ve been around since the earlier days of the internet , a certain phrase may send shivers up your spine — “Roundtrip Revenue.”  People went to jail at AOL for this, overstating revenue by as much as $1 billion that wasn’t really real.  It was just matched against AOL purchases, making the revenues in essence nonexistent. I was reminded of this the other day, just a smidge, when I got a  marketing pitch from a SaaS company with a case study about one of their customers … who also happens to be a customer back. These days, basically every SaaS company does the same thing.  We are all buying from each other.  Where it gets murkier is when one sale is tied to … buying their product back. What I mean is tech companies tend to sell to other tech companies, especially in the
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Continue reading "Roundtrip Revenue & Buying Your Customers’ Products: Probably, Just Do It"

Your Marketing Site Really Should Be Even Better Than Your Product


This post is by Jason Lemkin from SaaStr


Click here to view on the original site: Original Post




When a new head of marketing joins a start-up and the first thing they want to do is “refresh the marketing site”, I always quietly groan a bit.  Look, a marketing site is important.  But don’t leads matter more?  Shouldn’t improving the funnel be job #1 first?  Shouldn’t updating lead scoring, and lead routing, and so many other things come before a big “refresh the marketing site” project? Well.  Yes, of course leads come first.  But these marketers aren’t wrong. Because the good VPs of Marketing know something:  Your marketing site should be even better than your product.  And when it is — you’ll move
Continue reading "Your Marketing Site Really Should Be Even Better Than Your Product"

SaaStr Podcast #388 with Okta CMO Ryan Carlson


This post is by Amelia Ibarra from SaaStr


Click here to view on the original site: Original Post




SaaStr Podcast 388 with Okta's Ryan Carlson

Ep. 388: Ryan Carlson is the CMO @ Okta, the leading independent provider of identity for the enterprise. Prior to their incredibly successful IPO in April of 2017, they raised funding from some of the best in the business including Sequoia, a16z, Greylock, Khosla and Floodgate to name a few. As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. Before Okta, Ryan was the Co-Founder and CEO @ Sproost, a bootstrapped online expert recommendation system.

In Today’s Episode We Discuss:

SaaStr Podcast #385 with Balsa Founder & CEO Paul Rosania


This post is by Amelia Ibarra from SaaStr


Click here to view on the original site: Original Post




Ep. 385: Paul Rosania is the Founder & CEO @ Balsa, the company that recognizes that builders move the world forward and so they are building the best second screen for builders, integrating tools you already use like Jira, GitHub, and Figma. Coming out of stealth today with their seed round being led by Andrew Chen @ a16z and joined by former CPO @ Slack, April Underwood, Chapter One’s Jeff Morris Jr and then of course, 20VC Fund. Prior to founding Balsa, Paul was Senior Director of Product @ Slack and before Slack was a Group Product Manager @ Twitter where he was responsible for the home timeline, including timeline ranking.

In Today’s Episode We Discuss: