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10 Rules to Being a VP of Sales in a Startup

SaaStr

Brendon Cassidy, my VP of Sales wrote a version of this piece a while back. I though an updated version of this would be good for founders thinking about hiring a VP of Sales … VPs of Sales themselves … and VPs-to-be to read — Jason, ed. … 10 Rules to Being a VP of Sales in a Startup.

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A Solution Sale Can Capture 3-20x the Revenues of A Tool Sale. With Almost the Exact Same Core Product.

SaaStr

Both had a roughly similar make-up of customers, split between: Big Customers (Fortune 500 / Global 2000 types) — not many, but each paying a lot; Small and medium-sized businesses, each paying four or five figures a year; and then. Which segment is the #1 orientation of your sales team? Doing well. Hierarchical accounts.

Revenue 300
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Doubling Down: Harpinder Singh, Partner at Innovation Endeavors

SaaStr

I find that often, in SaaS, it’s easy to get excited after a few customer acquisitions, and teams will too quickly pivot into investing capital into demand gen, sales, and marketing. I started both my companies in downturns, post-2000 and post-2008. What’s your pulse check on the venture markets right now, today?

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The Startup M&A Market Fell 94% Year over Year - But One Segment is Thriving

Tom Tunguz

In percentage terms, last quarter dropped the most since 2000, falling 94% year-over-year. During a down-market, young startups who face a radically more challenging fundraising market than six months ago more often choose a quick sale. The US startup M&A market in Q4 2022 was one of the quietest in the last 20 years. in Q4 2022.

Startup 293
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If You Leave the Low End of the Market … You Probably Can’t Go Back

SaaStr

Even once you hit just $2m-$3m ARR — fairly early — the trade-offs start to become clear for startups with customers both Smaller and Larger: Small customers consume just as many sales, success, and marketing resources. A month of change management is downright swift in the Fortune 2000. Probably more.

SMB 359
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2023 is the Year of

Tom Tunguz

Looker began to sell successfully to Fortune 500/Global 2000 companies who required new features & scaling other ones: e.g., managing a user base measured in thousands. With Sales Kick Off imminent for many startups, it’s time to fill in the blank. Another year, Frank rallied the company around Looker 500.

Scale 220
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Advice Every SaaS Founder Needs to Know in 2024 with Sam Blond and Jason Lemkin

SaaStr

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.