SaaStr Podcasts for the Week with Matrix Partners and EZPR — February 21, 2020


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Ep. 309: David Skok is a General Partner @ Matrix Partners, the firm with a portfolio including the likes of Hubspot, ZenDesk, Quora, CloudBees and more incredible companies. As for David, he started his first company in 1977 aged just 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public. David then joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world. David is also the author of foreentrepreneurs.com the must read blog in the world of SaaS metrics.

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 David made his way into the world of SaaS at the age of 22. How David went from founding 3 public companies to entering the world of venture with Matrix. Does David agree, “entrepreneurship does not get easier with time, it just gets different”?
  • What does David believe is the crucial step missing in B2B when it comes to finding product market fit? What is the most common mistake B2B companies make in the hunt for PMF? How should founders think about budget and resource allocation in this search for PMF? When is to early to measure unit economics and CAC?
  • How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What content and learnings should you have in place when you make the hire? How does David think about payback period on a per rep basis? What have been his lessons on optimizing payback period for sales reps?
  • What numbers are David looking for when it comes to payback period? Why is 12 months so crucial? How should founders think about sales rep compensation? What have been David’s learnings on how to integrate sales and marketing so tightly? How does marketing and customer success intertwine to be successful?
You can find the graphics David references here.  

Ep. 310: SaaStr CEO Jason Lemkin and EZPR Founder Ed Zitron sit down to talk about all things PR. Who actually gets into these outlets? Is PR just pitching and getting articles? Take a listen for more.

This episode is sponsored by Owl Labs.   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
David Skok
EZPR Below, we’ve shared the full transcript of Harry’s interview with David Skok or you can jump to the transcript of Jason’s interview with Ed. Continue reading "SaaStr Podcasts for the Week with Matrix Partners and EZPR — February 21, 2020"

SaaStr Podcasts for the Week with B Capital Group and Bessemer Venture Partners — February 7, 2020


This post is by Deborah Findling from SaaStr


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Ep 305: Karen Page is a General Partner @ B Capital Group with a portfolio including the likes of Bird, Branch, Icertis, Evidation Health and Ninja Van to name a few. Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. Plus, from 2007 until 2013, Karen ran all of Box’s business development, partnership, and strategic alliance activities. If that was not enough, Karen is also on the board of some incredible companies including Deputy and Plastiq.

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 Karen made her way into the world of SaaS as one of the first employees at Box and then how that led to her transition to the world of investing with B Capital.
  • What were Karen’s biggest takeaways from seeing the hyper-scaling at Box? How did helping Aaron raise the Series B and onwards inform her view of what it takes to raise funding from the best SaaS investors? How does Karen think her mindset will shift when making the move from angel to now institutionally investing with B Capital?
  • When does Karen think is the right time for startups to think about partnerships? What questions should they ask in the “dating” phase of a potential partnership? What are the red flags? Does Karen agree that signing a massive partner too early can be dangerous? What does Karen recommend in terms of getting in front of the best CIOs?
  • Is Karen concerned by the compression of fundraising timelines? How does Karen meet entrepreneurs before they go out to raise? How does Karen advise founders when it comes to the question of whether they should always be raising or not?  

Ep 306: Join Bessemer Venture Partners’ Alex Ferrara as he takes a look at trends and predictions for the cloud industry in 2019. One of the most popular sessions from SaaStr Annual, this presentation will provide an in-depth look at the cloud computing industry across Europe and globally.

This episode is sponsored by Owl Labs.   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 Alex’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
Karen Page
Alex Ferrara Below, we’ve shared the transcript of Harry’s interview with Karen. Continue reading "SaaStr Podcasts for the Week with B Capital Group and Bessemer Venture Partners — February 7, 2020"

The Top Tough Management Lessons – and Mistakes – from Founding a $3.8 Billion Market Leader (Video + Transcript)


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Auren Hoffman is the CEO of SafeGraph and Co-Founder and former CEO of Live Ramp. Hear his top tough management lessons and mistakes he learned along the way to founding what is now a $3.8 Billion company. Live Ramp, a middleware company that connects marketing applications was acquired by Acxiom in 2014 for $310 million. Want to see more content like this? Join us at SaaStr Annual 2020.   Auren Hoffman | CEO of SafeGraph and Co-Founder and former CEO of Live Ramp FULL TRANSCRIPT BELOW All right. How you all doing? Wait, are we at just an average B2B software company? How are all you doing? All right. We’re at SaaStr. Okay, awesome. Awesome. Okay. Now, just a trigger warning. This is going to be pretty controversial, so you can still leave, you can still go away. We’re going to actually really dissect and go through a lot
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SaaStr Podcast 294 with Egnyte CCO Rajesh Ram — December 27, 2019


This post is by Deborah Findling from SaaStr


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Ep. 294: The SaaS business model has risen to popularity for many reasons – it’s fast-paced, creates residual revenue streams, and well, the multiples are strong. However, while many are flocking to reap the benefits of the SaaS model, truly understanding how it works sustaining success over time is not as easy as some make it look. Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and how to avoid churn. He will also provide insights on the differences between commercial and enterprise customers and the key metrics to keep an eye on as you grow your business.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! This episode is sponsored by Brex.   SaaStr’s Founder’s Continue reading "SaaStr Podcast 294 with Egnyte CCO Rajesh Ram — December 27, 2019"

How to Build your Marketing Stack with Gorgias and OpenClassrooms (Video + Transcript)


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There is no shortage of options when it comes to building your marketing technology stack. But with the seemingly endless options, how do companies navigate what to handle in-house and what to outsource? This session weighs the options to create the right combination for your martech strategy. Want to see more content like this? Join us at SaaStr Annual 2020. Guillaume Cabane | Founder, Growth @ Ex Machina Alice Default | Co-Founder and CEO @ Double Pauline Fumeron | Marketing Automation Manager @ OpenClassrooms   FULL TRANSCRIPT BELOW Guillaume: And today we’re going to talk about how to build your marketing stack. So I invited both Alice and Pauline because they represent different stages of startup life with different types of MarTech Stack progress, but first I want to give you a quick outlook on what I’m seeing. I’ve worked at multiple high growth SaaS businesses as a
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Zoom Had a Burn Rate Budget. So Should You.


This post is by Jason Lemkin from SaaStr


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There was a very curious thing in Zoom’s financials leading up to its IPO that I am surprised no one commented on.  But as a founder, it jumped out at me. In 2017, Zoom’s cash burn was exactly equal to its Gross Proft.  In other words, it burned exactly $0.   It didn’t make a profit that year (although it does now), but nor did it even lose a nickel:   Coincidence you say? Hardly.  Not from one of the greatest SaaS CEOs and founders of all times. No, I am pretty darn sure I know what Eric Yuan did.  He had a very precise burn rate budget.  He told his team exactly how much they could spend — as a team.  How many of those billboards, bus wraps, YouTube ads, etc. that you see everywhere.  That they could spend even penny they Continue reading "Zoom Had a Burn Rate Budget. So Should You."

Every Marketing Initiative, Every Channel … Plateaus. Plan for It.


This post is by Jason Lemkin from SaaStr


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Once you hit Initial Traction in SaaS, say that first $1m-$1.5m in ARR, you’ll finally find something that works. One channel, often.  E.g., partnerships.  Or Facebook ads.  Or an app store.  Or a specific outbound strategy.  Or blogging, or podcasting, or something.  Or paid webinars. A channel that works. Once you do, one thing I’ve learned, both as a founder, an investor, and now again at SaaStr:  every marketing initiative, and every channel, plateaus. There are limits. There is only so much you can spend on Adwords in SaaS.  There is only so much reach on FB.  Perhaps this isn’t true as much in B2C.  If TikTok really spent ~$1 billion in ads (per Wall Street Journal) to become a dominant social network, then clearly the limits are high in B2C. But in B2B, the world you
Continue reading "Every Marketing Initiative, Every Channel … Plateaus. Plan for It."

SaaStr Podcasts for the Week with Pendo and New Relic — July 12, 2019


This post is by Deborah Findling from SaaStr


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Ep. 248: Joe Chernov is the VP Marketing @ Pendo, the startup that understands and guides your users allowing you to create products they cannot live without. To date they have raised over $108m in funding from some of the best in SaaS including Meritech, Salesforce, Battery, Spark Capital, and Sapphire just to name a few. Prior to Pendo Joe was Chief Marketing Officer at Robin and before that he was the CMO @ InsightSquared where he led the transition from an email-driven leads model to an account-based marketing model. Before InsightSquared, Joe was Head of Content Marketing at Hubspot where he increased blog traffic by more than 1M visits/month and increased leads by 40%. Finally, pre-Hubspot, Joe held VP of Marketing roles at Kinvey and Eloqua.

In Today’s Episode We Discuss:

SaaStr Podcasts for the Week with Matrix Partners, ActiveCampaign, Insight Squared, and Dropbox — June 29, 2019


This post is by Deborah Findling from SaaStr


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Ep 245: David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired.

Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS community and leading early-stage SaaS fund with investments in Automile, TalkDesk, Algolia and more.

Jason Vandeboom is the Founder of ActiveCampaign, a sales and marketing automation platform that enables small businesses around the world to meaningfully connect and engage with their customers. Since 2013 with their transition to SaaS have grown to more than $50 million in ARR in less than five years, while maintaining profitability.

Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. In his most recent role, Dave was the CEO @ Continue reading "SaaStr Podcasts for the Week with Matrix Partners, ActiveCampaign, Insight Squared, and Dropbox — June 29, 2019"

What To Do If You Are Growing, Just Not Quickly Enough


This post is by Jason Lemkin from SaaStr


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These are truly the best of times in SaaS.  But why? Well … take a look at this chart from Gartner on the % of the $1 trillion in IT spend going to Cloud.  It was 1% just a few years ago, going to 16%+ in 2021.  That’s 16x growth in Cloud Services spend in 10 years. 1600%.  That’s a lot. That doesn’t mean things are easy.  Competition is wider and fiercer than ever.  And the number of vendors has exploded far more than just 16x.  Probably 1600x.  That means the competitor for budget is even more intense than ever. Still one thing is true in SaaS today — if you truly have product-market fit, and a good team behind it, you can grow faster than ever. So if you are growing at a so-so rate … say 40%-80% after $1m ARR
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