SaaStr Podcasts for the Week with Byron Deeter, Elliott Robinson, Henry Schuck, and Jason Lemkin


This post is by Amelia Ibarra from SaaStr


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Ep. 373: Bessemer’s 5th Annual State of the Cloud Report returns for a definitive look at the cloud industry today. Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future.

  This episode is sponsored by Linode.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This episode is an excerpt from a session at SaaStr Annual @ Home. You can read the podcast transcript below.  

Ep. 374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. He reflects on where he went wrong, what he would do differently, and how to avoid making the same mistakes he did.

  This episode is sponsored by Outgrow.   This episode is an excerpt from Jason and Henry’s session at SaaStr Annual @ Home. You can read the podcast transcript below.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Byron Deeter
Elliott Robinson
Henry Schuck We’ve shared the transcript of episode 373 below. You can also jump down to the transcript of episode 374. Continue reading "SaaStr Podcasts for the Week with Byron Deeter, Elliott Robinson, Henry Schuck, and Jason Lemkin"

How You Can Help Your Sales Team in 2021


This post is by Jason Lemkin from SaaStr


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2020 — the Strangest of Years in SaaS and Cloud. Global pandemic, economic destruction and yet … Cloud is on fire. So it’s time now to start thinking about how to help the team for next year. Your job is to help. What are some things you can do that are actionable? A few ideas:
  • Hire dedicated sales opsMany of you will have little to no dedicated help in sales operations. Who’s making sure the reps have the right collateral? Getting routing the right leads? Are being trained properly? Are being paid properly? If that’s you, or your VP of Sales, or even your VP of Marketing … that’s a bad use of time. Hire a director+ of sales ops to take the administrative side of sales off the plate of folks that should opening and closing.
  • Invest (more) in training and onboarding. Sales teams often do the worst Continue reading "How You Can Help Your Sales Team in 2021"

The Cadence: How to Turn Your SaaS Startup into an Army with David Sacks (Video + Transcript)


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David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. David Sacks | General Partner @ Craft Ventures   When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. So, the company starts getting divided up into functional areas, or silos, product management, sales, customers support, marketing and so on, and this siloing of the org chart I think means that not everyone knows what everyone else is doing, and there’s a general feeling of disorganization or chaos in most startups. Really, the better the startup is doing, the more chaos there is, because they’re growing faster, this isn’t a problem
Continue reading "The Cadence: How to Turn Your SaaS Startup into an Army with David Sacks (Video + Transcript)"

SaaStr Podcasts for the Week with Matt Garratt, Trisha Price, David Schmaier, Rob Bernshteyn, and Jason Lemkin


This post is by Amelia Ibarra from SaaStr


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Ep. 359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. From strategies in recruitment and team building to sales tactics, these leaders from Salesforce, nCino, and Vlocity, will discuss the top tips for moving beyond horizontal SaaS and building a billion-dollar SaaS company.

  This episode is sponsored by Linode.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This episode is an excerpt from a session at SaaStr Summit: Enterprise. You can see the full video here, and read the podcast transcript below.  

Ep. 360: Digital transformation marks a radical rethinking of how companies use tech, people, and operations to fundamentally change their business performance. Coupa CEO, Rob Bernshteyn, and SaaStr CEO, Jason Lemkin, will discuss how the Cloud has changed in 2020.

This episode is sponsored by Guideline.   This episode is an excerpt from Jason and Rob’s session at SaaStr Summit: Enterprise. You can see the full video here, and read the podcast transcript below.   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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Matt Garratt
Trisha Price
David Schmaier
Rob Bernshteyn We’ve shared the transcript of episode 359 below. You can also jump down to the transcript of episode 360. Continue reading "SaaStr Podcasts for the Week with Matt Garratt, Trisha Price, David Schmaier, Rob Bernshteyn, and Jason Lemkin"

SaaStr Podcast #358 with Tipalti Founder & CEO Chen Amit


This post is by Amelia Ibarra from SaaStr


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Ep. 358: Chen Amit is the Founder & CEO @ Tipalti, the only global payable automation platform that scales with you and now remitting $5Bn annually across 3M suppliers. To date, Chen has raised over $146M with Tipalti from the likes of Oren Zeev, Dan Rose, Mike Chalfen and then Greenspring, Truebridge and 01 Advisors to name a few. Previously, Chen was CEO of Atrica, acquired by Nokia-Siemens. He also was co-founder and CEO of Verix. At ECI Telecom, Chen founded its ADSL business unit and led it from inception to $100 million in annual sales.

In Today’s Episode We Discuss:
  • How Chen made his way into the world of SaaS and came to found the leader in account payables with Tipalti.
  • Why does Chen believe so much of his success is derived from saying no to customers? How does Chen determine which customer feedback to ingest vs to reject? If rejected, how can startups do this in a polite and respectful way? How can startups give the appearance of a large company to enterprises?
  • Given the infinite supply of capital, how does Chen think about unit economics? How does Chen think the right way to calculate LTV is? Where do many go wrong? What can we learn from Amazon when it comes to LTV? How does Chen advise founders to think about annual dollar churn?
  • How does Chen think about optimizing pricing models today? How can SaaS companies have variable pricing mechanisms without disincentivizing usage? How does Chen think about aligning revenue scale to your customers? How can this be done? What are the benefits?  
If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Harry Stebbings
Chen Amit Below, we’ve shared the transcript of Harry’s interview with Chen. Continue reading "SaaStr Podcast #358 with Tipalti Founder & CEO Chen Amit"

SaaStr Podcast #356 with Atrium Co-Founder Pete Kazanjy


This post is by Amelia Ibarra from SaaStr


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Ep. 356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Stop asking questions. Start getting answers. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Pete is also the author of Founding Sales, the canonical writing on early-stage startup sales. Prior to founding Atrium, Pete founded TalentBin, culminating in their exit to Monster Worldwide in February 2014. Finally, before TalentBin, Pete founded Honestly.com building the world’s first professional reputation clearinghouse and raising funding from CRV and First Round in the process.

In Today’s Episode We Discuss:
  • How Pete made his way into the world of SaaS and how he came to be one of the leading figures on sales operations and management that he is today.
  • Why do founders have to sell the product themselves at the start? When is the right time to hire their first sales reps? What profiles should founders look for in these first reps? What are the most common mistakes founders make when hiring their first reps? How should they structure their comp plans?
  • How do the best onboard their sales reps? What can be done to minimize ramp time of new reps? How is the documentation used most effectively? How can sales calls be used for new rep onboarding? How does Pete think about optimizing payback period on a per rep basis?
  • What are the leading indicators that a sales rep is successful? What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? What are the challenges with enterprise given the long sales cycles?  
If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Harry Stebbings
Pete Kazanjy Below, we’ve shared the transcript of Harry’s interview with Pete. Continue reading "SaaStr Podcast #356 with Atrium Co-Founder Pete Kazanjy"

What is a good SaaS Churn Rate?


This post is by Lincoln Murphy from Customer-centric Growth by Lincoln Murphy


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Is 5% a good monthly SaaS Churn Rate? Read on to learn the answer… As a consultant to SaaS and Cloud providers that are looking to grow, I get asked what an acceptable SaaS churn rate is all the time. This article was originally written in 2013 and has been updated several times over the years. The lessons are accurate even in 2020. As I stated in 2013, the answer to “What is a good SaaS Churn rate,” was, “you want a churn rate to be ‘as low as possible.'” In 2020 I just say, “let’s make churn a non-issue.” It will vary depending upon your market and your position therein. And it likely will never be zero. And that’s okay. Just make it a non-issue. So, before you continue reading this article, if you’re in a position where you’re trying to figure out what an acceptable SaaS
Continue reading "What is a good SaaS Churn Rate?"

In SaaS, Your Burn Rate is Muchly a Function of Your DNA. And Your Chosen Competition.


This post is by Jason Lemkin from SaaStr


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There are some questions in SaaS that are at some level, are almost a mystery:
  • Why was Veeva able to burn only ~$10m net on its way to an IPO? Yet Box needed $250m?  Both sell to the Enterprise. So it’s not that. Yes, Veeva has a very high ACV, with prepaid contracts. That helps a ton. Yet … is that really the whole story?
  • Why did Atlassian essentially need no capital to IPO, yet Slack raised epic amountsThe same with Qualtrics vs Medallia. Don’t they sell to basically the same customers?
  • Why was Dropbox so insanely capital-efficient, when Box wasn’t?  It’s not just because it’s freemium. Box had a freemium component too, albeit a pretty small one now.
  • Why did Zoom basically burn nothing, yet equally “fairly viral” DocuSign consume vast amounts of capital? Both big wins. But with vastly, vastly different burn rates.
Etc. etc. Why are Continue reading "In SaaS, Your Burn Rate is Muchly a Function of Your DNA. And Your Chosen Competition."

Hubspot + SAP: New Customer Demand is Down 25%-30% Already


This post is by Jason Lemkin from SaaStr


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The #1 question founders seem to be asking each other is “What are you seeing?” We’re going to do more on this at SaaStr. Two new reports from Hubspot and SAP from today are interesting. Hubspot sells primarily to SMBs, and SAP is very enterprise, so the inputs are very different. What is Hubspot seeing? Well, according to them, new deal creation across their 70,000+ customer base fell 23% the week of March 30:
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That’s a good proxy for what is happening generally in new deals with SMBs. That’s different of course from renewals, and upsells, and all that. This is SaaS. Your customers should mostly stick with you, if you can. And what did SAP announce? Most importantly, a 31% decline in license revenue. Why is license revenue interesting? Because unlike its SaaS businesses, it’s non-recurring. And it’s a new-ish purchase. It’s something a CIO can tap
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Continue reading "Hubspot + SAP: New Customer Demand is Down 25%-30% Already"

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


This post is by Deborah Findling from SaaStr


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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
SaaStr
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"