SaaStr

FEBRUARY 2, 2020

I thought it might be helpful and fun to share some of the demographic data of who’s coming to the 2020 SaaStrAnnual.com on March 10-11-12 in the SF Bay Area. Right now we’re tracking to somewhere close to 15,000 attendees. We don’t know exactly how many, other than that it will be more than last year’s ~12,000. But who comes?

Cloud 228

Cloud Trends Engineering SaaS 228

Tom Tunguz

FEBRUARY 2, 2020

Net Dollar Retention is one of the most important metrics is a SaaS business. It measures the value of a cohort of customers over time including expansion, cross-sell, and churn (loss of revenue). But how do you measure NDR? Imagine this is your company’s data. The first column is the cohort month for each cohort in a year. The second column is the revenue of this cohort in their first month.

Retention 203

Retention Benchmarks Revenue Churn 203

SaaStr

FEBRUARY 2, 2020

Q: What is a fair success fee to charge for helping an entrepreneur find an investor? It’s complicated. VCs are allergic to brokers for venture financing, at least until the later stages (say $100m+). But … but …. Folks that do help for real, sometimes, do deserve to be paid. The simplest way is via a material, but not huge, stock option grant. I don’t need (or want) this equity today, but 2 start-ups that are Unicorns today … that I found their Seed / Series A investors for them both gave me gr

Finance 150

Finance 150

SaaStr

FEBRUARY 2, 2020

Q: How would you deal with a situation if you realize months later that the sales system in your company has calculated the commissions much less than what your employees should be getting? I’ve implemented and experienced all three sales commission outcomes with sales teams I’ve worked with: “Mostly got it right”. When I did this, the top reps made a lot more than I expected — but that’s good.

Payment Solutions 117

Payment Solutions Banking Sales Data 117

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Payments

SaaStr

FEBRUARY 2, 2020

Q: If you talked to one partner at a VC at an earlier stage of your company, but now feel a different partner is the best fit, what’s the best way to navigate the internal politics? How does this depend on the relative seniority of the partners? A subtle but important part of potentially “switching partners” before (or after) a VC investment is attribution.

Investment 109

Investment 109