SaaStr

JULY 10, 2022

I originally wrote this post way, way back in the first year of SaaStr and have updated it every 2 years or so, because it’s an important thing to think about as a founder. 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.

Venture Capital 354

Venture Capital Acquisition AI Pricing 354

Tom Tunguz

JULY 10, 2022

Let me tell you a tale of two software sales processes. Take 1: An ambitious account executive engages a sales prospect and hustles to sell the customer a mega contract that consumes nearly the entirety of a budget. Big commission check, high fives, president’s club, feeling fine. Nine months into the contract, the customer realizes they have over-provisioned.

Strategy 337

Strategy Sales Compensation Retention 337

SaaStr

JULY 10, 2022

Dear SaaStr: What Are The Traits That Define a Great VP? The difference between a Good, a Great, and a Mediocre VP: A Good VP Maintains Velocity in Their Functional Area. This is hard enough as it is. If you grew 100% last year, growing 100% again this year is more complex. It’s not the same amount of work. You need more people, more process, more training, more or everything.

Sales Recruiting 181

Sales Recruiting Sales Hiring Scale Churn 181

SaaStr

JULY 10, 2022

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 5 Interesting Learnings from Zendesk at $1.6 Billion in ARR. The Ultimate Guide for Hiring a Great VP of Sales. Salesloft, Zendesk, Salesforce and More: “There’s No Slowdown Yet”. 5 Interesting Learnings from Workday at $6 Billion in ARR.

Sales Hiring 180

Sales Hiring Management Acquisition Engineering 180

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