Tom Tunguz

APRIL 22, 2014

One of the key metrics that I don’t think gets enough notice when reviewing the health of a SaaS business is revenue-at-risk or RaR. For SaaS businesses with quarterly or annual contracts, each month some subset of the customer base’s contracts must be renewed. The RaR is the sum of the revenue from these customers in a given month or quarter.

Revenue 100

Revenue Startup SaaS Scale 100

CloseSaaS

APRIL 21, 2014

Entrepreneurs often struggle when they start doing cold calls. They hate calling others to drum up business and they're not good at it either. Their approach is too timid and they give up too soon when they encounter resistance. They don't manage objections well.

Management 52

Management Business 52

Chaotic Flow

APRIL 22, 2014

Over the past few years, the SaaS community has gained a solid understanding of SaaS financial metrics, as well as many of the operational principles required to achieve them. However, there has always been an obvious gap between what happens on the top line and what happens on the ground. It’s one thing to claim that a 50% reduction in churn will result in a 2X increase in recurring revenue, but it’s quite another thing to make it happen.

Customer Success 138

Customer Success Metrics SaaS Churn 138

Tom Tunguz

APRIL 20, 2014

Pricing is one of the hardest things for startups to get right because there is no universal and constant price optimum. As a SaaS startup’s product evolves and offers more features, the product’s price points should increase. As a sales team or marketing team engages different customer segments, price points may vary wildly. The contract for a F500 should have very different pricing than a startup , because of the stark contrast in the different companies’ willingness to pay a

Pricing 100

Pricing Startup Customer Lifetime Value Outsourced Development 100

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