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The Complete Guide to SaaS Pricing Strategy

Tom Tunguz

Most startups play defense when discussing pricing with customers. Startups operate in newer markets where pricing standards haven’t been set. But throughout this turmoil, startups must adopt a process to craft a good pricing strategy, and re-evaluate prices periodically, at least once per year. AWS, Twilio, Heroku, etc.

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Pilot: 57% of Venture Startups Will Need to Raise More In 2024

SaaStr

SaaS products and services like Pilot track the finances of 1,000s of SaaS and other startup so they’re an interesting source of hard data. Something that’s both not surprising but also pretty impactful: 57% of venture-backed startups will have to go “back to market” in 2024 to raise more capital.

Startup 357
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A Look Back at Q1 '25 Public Cloud Software Earnings

Clouded Judgement

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., FCF Margin FCF is an important metric to evaluate in SaaS businesses. Because of the recurring nature of SaaS revenue, you can afford to have paybacks longer than 1 year.

Cloud 277
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Top 10 Reasons SaaStr Annual 2025 Will Be Better Than Ever!! May 13-15 in SF Bay!

SaaStr

SaaStr Annual has always been the go-to event for SaaS founders, executives, and investors, but 2025 is shaping up to be the best one yet. AI is transforming SaaS, and were dedicating two massive stages to the SaaStr.AI 300+ World-Class Speakers This years lineup includes 300+ speakers from the best SaaS and AI companies worldwide.

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Clouded Judgement - 3.28.25 - The New AI Risk Curve

Clouded Judgement

Data from Stripe (below) shows the speed at which AI native companies are growing compared to SaaS companies. Fast forward to the launch of AWS and the public cloud. The bar to hitting escape velocity went up (in SaaS companies vs their on prem counterparts). Follow along to stay up to date! So why try and compete now?

Cloud 299
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Top SaaStr Posts, Vids and Pods of The Week: AI at Figma, Ramp & Synthesia; CRO of Owner; YCombinator’s Funding Secrets

SaaStr

The Future of AI in B2B SaaS: Insights from Synthesia and Theory Ventures. Pitchbook: There Are 300+ SaaS StartUps Waiting to IPO #5. The Future of AI in B2B SaaS: Insights from Synthesia and Theory Ventures. How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel #3. Top Posts: #1.

AI 231
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Pitchbook & IVP: Top Tier SaaS Companies Usually Raise at 15x ARR. It Was 114x in 2021.

SaaStr

So there are a lot of rough and arm chair metrics for fundraising in SaaS in terms of valuations. For years, the standard was “about 10x” Top tier SaaS companies would tend to raise at around 10x ARR, with ones with slightly lower growth often raising at 5x. Even If It’s Awful for Series A-E Rounds.