SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? Even if she isn’t great for your company at this stage … those 1–2 deals may be.

Sales Hiring 273

Sales Hiring Sales SaaS B2B 273

SaaStr

SEPTEMBER 12, 2023

Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. A SaaS Founder’s Guide to PR Why PR works, when it doesn’t, and what to expect. Your Customer Success Team. And you can start very small. Or they fail.

Sales Hiring 228

Sales Hiring Technical Advisors Compensation Outsourced Development 228

SaaStr

APRIL 5, 2024

A few things I’ve observed about human behavior, negotiation, and good and bad sales processes in SaaS: Customers that expect a discount really expect a discount. It’s easier to mark up the pricing a bit. The amount of energy it takes to stick to a “no discounts” policy once you pass transactional pricing is … high. So, be cool.

Sales 156

Sales Pricing SaaS Software 156

SaaStr

JULY 31, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 8 Signs a New VP Won’t Work Out. An updated classic SaaStr guide on how to know if that new VP you worked so hard to find, recruit and get on board … is really going to make it. And 3 Things Not to Worry So Much About.

New CTO 245

New CTO CTO SMB Venture Capital 245

SaaStr

JUNE 29, 2023

SaaS buying has changed. As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. SaaS Market Snapshot In Q1 of 2023, Vendr gathered data on SaaS Spending and yielded some pretty interesting results.

VP of Engineering 240

VP of Engineering Trends Cybersecurity Sales Hiring 240

SaaStr

JANUARY 9, 2022

Top Blog Posts This Week: Why a Great Rep Can Close 9x More Than a Poor Rep, and Even 2.5x 15+ of The Top Sales & Marketing Mistakes SaaS Startups Make. Pretty Much Every App With an Enterprise Edition Uses “Contact Me” Pricing. Your (Belated) SaaS New Year’s Resolution: Add a Layer.

Scale 266

Scale Innovation Scaling Enterprise 266

SaaStr

SEPTEMBER 19, 2023

Many of the fundamental business models that were once engraved in the SaaS playbook are now changing thanks to a tougher macro environment and a maturing market. PST, Stephanie Opdam, Partner at Notion Capital, shares four business model changes that will allow SaaS companies to build resilience and staying power over time.

Business Model 247

Business Model SaaS Payments Payments Headcount 247

SaaStr

DECEMBER 29, 2023

In part one of this week’s Ask-Me-Anything (AMA) with SaaStr founder and CEO Jason Lemkin, he answered the community’s questions about whether all anyone cares about is AI anymore, investor appetites going into 2024, vertical SaaS, and thriving as a solo founder. If you’re behind in your segment, fix it in Q1, or you won’t pass in 2024.

Scale 230

Scale Sales Hiring Customer Success AI 230

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. Know what your buyer really cares about.

SaaS Payments 216

SaaS Payments Payment Services Payments Payment Features 216

SaaStr

JULY 24, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Gartner: Software Spend Will Still Grow by $100 Billion in 2023. Every Year You Should Double Your “TTAM” Your True TAM. Of course your true TAM isn’t $1T on Day 1. What happened? Top Podcasts This Week: 1.

Scale 240

Scale Sales Hiring Scaling Pricing 240

SaaStr

OCTOBER 3, 2023

Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? The beauty to sales in SaaS is as sales professionals, for the most part, you aren’t selling a commodity or a fungible product. How exactly will you solve it, for real? How do I know I’m not getting ripped off? Solve my problem.

Business 265

Business Pricing SaaS Sales 265

SaaStr

AUGUST 23, 2023

Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market? The simplest answer is usually to copy the pricing from the closest public company or other break-out leader you can find that is vaguely similar. But someone else out there is selling a product to at least similar buyers. How did I know?

Pricing 197

Pricing B2B Scale SaaS 197

SaaStr

FEBRUARY 6, 2024

So we’ve had a ton of great conversations over the years on SaaStr on when and how to go multi-product. Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. But to a different buyer?

Scale 215

Scale New CTO CTO AI 215

OPEXEngine

JUNE 11, 2020

Every few months I take a look at the top read blog posts on OPEXEngine, to make sure I have a solid understanding of the topics that you are looking for more insight on. As a result, I decided to share with you a few of our Not-to-be-Missed blogs. Best SaaS Blog Posts You Shouldn’t Miss.

SMB 59

SMB SaaS Benchmarks Subscription 59

FastSpring

DECEMBER 19, 2018

In case you’ve missed something, here’s a list of the top 10 blog posts from 2018 that you don’t want to miss as you gear up for 2019. Find the best business model for your product or service with this helpful blog post. How WordPress is Powering Businesses Around the World. Are your customers global?

B2C 64

B2C Business Model Pricing B2B 64

SaaStr

FEBRUARY 15, 2024

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. What’s your most recent disclosed investment? What’s your sweet spot for investing — check size, stage, type of deal? And how big is your current fund?

Scale 231

Scale Software Review Payment Features AI 231

SaaStr

JUNE 19, 2023

My list of top advice founders never hear: Thanks for reading Scaling SaaS — from SaaStr! But if your co-founder isn’t great, if they don’t have the right skills to complement yours, and/or if they aren’t committed enough … it won’t work out. How badly do you want it? How will you handle that? Start there.

Scale 212

Scale Pricing Innovation Revenue 212

SaaStr

AUGUST 29, 2022

10.000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 3 days of tactical content, networking, and epic evening events when the Cloud comes to San Mateo. They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit.

Scale 244

Scale Sales Hiring Marketplace as a Service B2B 244

SaaStr

AUGUST 24, 2021

Q: What are the best marketing techniques for an early stage SaaS startup? If your price point is very low, this sometimes doesn’t work. Do more for, and with, your existing customers. In the end, 30%-80% of new leads for most SaaS companies come from word-of-mouth and similar referrals. You’ll get better at it.

Scale 338

Scale Startup Marketing SaaS 338

FastSpring

DECEMBER 18, 2019

To recap a fantastic year at FastSpring, we want to take a look back at our top 10 blog posts from 2019. As a partner in growth for thousands of software companies around the world, one of our goals is to provide blog content that is helpful, interesting, and informative. How to Shift Freemium Customers to Paid Customers.

Merchant Services 78

Merchant Services Payment Methods Payment Services Payment Solutions 78

User Pilot

JUNE 13, 2022

Are you looking for the best SaaS blogs and influencers to follow in 2022? We curated a list of the best SaaS blogs and influencers to help you learn more about SaaS and increase your revenue. We covered the best blogs on SaaS growth, product marketing , UX analytics, venture capital, and sales.

Venture Capital 52

Venture Capital SaaS Data Scale 52

User Pilot

APRIL 21, 2024

Wondering how to build a conversion path for your SaaS product or e-commerce site? Our guide explains how to create effective conversion paths. From the moment they learn about the product until they complete a desired action, like a demo booking, and beyond. Userpilot is a product growth platform.

SaaS Payments 84

SaaS Payments Payment Services Payment Methods Payment Solutions 84

Subscription Flow

APRIL 23, 2024

A robust recurring billing software can make all the difference for your subscription business but win 2024 we are taking no gambles. Invest in the right billing and subscription-management software to automate your workflows after carefully assessing three of the best options in the market.

Payment Solutions 92

Payment Solutions Payments Payment Services SaaS Payments 92

SaaStr

NOVEMBER 8, 2021

Relative to any other sector, the SaaS industry is uniquely transparent. In my opinion, the most informative and useful SaaS content “speaks for itself” and is well suited for future reference. Not that bad – 4% of the top of your funnel become active users. Full Session YouTube. Full YouTube Session.

Scale 305

Scale Cloud Forecasting Pricing 305

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). In a product-led growth strategy, the product serves as the focal point of your company’s marketing and strategies.

Scale 260

Scale Sales Hiring Sales Marketing 260

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. Later, once you past $20m ARR, and later — if your growth is strong, everyone probably wants to invest. The main issue is price. In SaaS, VCs seem to split two ways on the engineering team. The Googlers.

Scale 339

Scale Sales Recruiting Machine Learning Artificial Intelligence 339

SaaStr

JANUARY 8, 2022

We’ve talked a lot on SaaStr about how to hire a Great VP of Sales, and how you have to close the first 10 or so customers yourself, and how when you do go to hire your first sales rep — make sure you hire two. But how do you get those first few reps right, when you haven’t made the hire before?

Sales Recruiting 272

Sales Recruiting Sales Hiring Sales Pricing 272

Payrix

APRIL 24, 2024

As the last episode of a four-part series on the topic, Andy and Ian tackle how software companies can minimize attrition and why it’s important to the payments conversation. Part 2 – Selling payments to net new customers and your existing software user base. How do payments impact software attrition rates?

Payments 147

Payments Embedded Payments Merchant Services Payment Solutions 147

SaaStr

SEPTEMBER 29, 2023

One of the open secrets behind a lot of great SaaS companies is going multi-product. Jack Altman, CEO and co-founder of Lattice, firmly believes that many more companies should be multi-product, and many should go multi-product earlier than they think. Think of the user journey and the people who are using your products.

Scale 231

Scale Scaling Startup Sales Hiring 231

SaaStr

JUNE 28, 2023

Conventional wisdom says that if you narrow your focus, you can go really deep. Some of the most profound problems that we face as companies are about collaboration across the business and how different systems interface with one another. Fifteen years ago, you could start a SaaS company in any vertical and succeed.

Startup 215

Startup Software Sales Hiring Pricing 215

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. And one thing I’ve been shocked about is how few sales processes have kept up. At this point, everyone is a SaaS buying veteran. We’ve all learned to buy SaaS.

Construction 330

Construction Pricing Software SaaS 330

SaaStr

JULY 10, 2022

Especially now in 2022, when venture capital again is scarcer, and more expensive, and far harder to close than it was during the go-go times for SaaS of 2021 and late 2020. But it’s important to understand how the math works here — and how it figures into how much to raise. How do you make sense of it all?

Venture Capital 358

Venture Capital Acquisition AI Pricing 358

Subscription Flow

FEBRUARY 27, 2024

Subscription pricing with the help of automated billing software has transformed many industries and provided businesses with a dynamic way to generate revenue, especially in the SaaS space. Moreover, developing a profitable pricing strategy requires consistent model testing and compliance with international tax laws.

SaaS Payments 94

SaaS Payments Payment Services Payments Payment Solutions 94

SaaStr

JANUARY 30, 2024

It’s a SaaS startup that basically fell out of product-market fit after the 2021 boom … but has enough revenue and high enough NRR to keep going. It’s a SaaS startup that basically fell out of product-market fit after the 2021 boom … but has enough revenue and high enough NRR to keep going. They raised prices.

Headcount 221

Headcount Finance Startup Trends 221

SaaStr

JUNE 20, 2021

Says Bialecki: “In the SaaS world, [companies] were defining customer success…as they went along. So they were more about ‘How do I scale? How do I automate? How do I make it more personalized and automated?’” Enter your email below for the latest SaaStr updates. Pricing & Selling Strategy.

Scale 298

Scale Marketing Pricing Consulting 298

User Pilot

OCTOBER 29, 2023

We also look at: how to calculate willingness to pay factors that influence it how product managers can boost it Let’s get right to it! TL;DR Willingness to pay (WTP) is the maximum amount that customers are ready to pay for a product, while willingness to accept (WTA) is the minimum amount that would satisfy a seller.

SaaS 95

SaaS Interviewing Pricing Market Research 95

Blulogix

APRIL 2, 2024

By BluLogix Team Mastering the Art of Complex B2B Recurring and Subscription Billing: How to Manage Subscription Complexity: A Comprehensive Roadmap The evolution of B2B subscription models has introduced unprecedented flexibility and opportunities for businesses across various sectors.

Payment Features 52

Payment Features Payment Services Subscription SaaS Payments 52