Tom Tunguz

NOVEMBER 30, 2016

In June, Frank Bien and I published our book, Winning with Data. It describes through case studies how some of the most successful startups use data to create sustainable competitive advantage. Since then, we’ve sold thousands of copies. Today, we’re releasing an Audible version of the book. I have 8 free copies to give away to readers. If you’d like to throw your hat in the ring for one of the codes, please answer a one question survey about SaaS startups.

Data 100

Data Startup SaaS 100

CloseSaaS

NOVEMBER 28, 2016

If you managed to land your first 100 customers, congratulations! You’ve already made it further than the majority of startups ever will.

Scale 52

Scale Startup Metrics Scaling 52

Rakam

NOVEMBER 27, 2016

The story begins…

40

40

Tom Tunguz

NOVEMBER 29, 2016

Bookings, MRR, Revenue. All these metrics form part of the financial statements of SaaS companies. For as long as SaaS companies have existed, we’ve used one way of counting revenue, called GAAP. Starting in 2017, revenue recognition for SaaS companies will change, and SaaS startups will have more flexibility in the way they record revenue than in the past.

SaaS 100

SaaS Consulting Benchmarks Startup 100

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Payments

Tom Tunguz

NOVEMBER 27, 2016

As a SaaS startup begins to reach critical mass, the business generates more of its revenue from upsells and expansions, reaching about 30% at between $40-75M in revenue, which is in line with some of the models we’ve created. Many times startup teams ask how to compensate a sales team for renewals and upsells. The 2016 PacCrest Survey contains a wealth of information about these types of go to market questions.

Compensation 100

Compensation Scale Sales SaaS 100