SaaStr

JUNE 19, 2023

Many successful start-ups had $0 in revenue the first 2 years. 0 in revenue for the first 2 years. Watch it here: And only then … product-market fit. What if it’s $0 in revenue for 24 months? Or token revenue? A bad VC will tell others not to invest. The pricing of comparable products.

Scale 211

Scale Pricing Innovation Revenue 211

Chart Mogul

SEPTEMBER 6, 2023

Questions like: Which marketing channel brings in the most MRR? How does my PLG motion compare to Sales-led in terms of revenue or retention? Segmentation informs strategy Now that you’ve got the power to discover these insights, you can use them to inform your strategy and reach your next revenue targets. Which plan?

Revenue 52

Revenue Churn Pricing Operational efficiency. 52

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? Pick your strategies, invest in them, and start tiering.

AWS 205

AWS Scale Sales Hiring Marketing 205

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. They understand why they got “No”s in the early, pre-traction days, and even, in the early-ish days when they had a handful of customers but wasn’t really taking off yet (my favorite time to invest).

Scale 335

Scale Sales Recruiting Machine Learning Artificial Intelligence 335

SaaStr

FEBRUARY 7, 2023

1,000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 1.5 Take a look at just some of the topics and mentors hosting Braindates: Core metrics to track for SAAS with Tarush Aggarwal, Founder & Ceo at 5X Pricing as a growth lever – How, what, why?

VP of Engineering 239

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 239

OpenView Labs

FEBRUARY 2, 2021

The report’s authors already laid out how to get back to hyper-growth , and their article inspired me to share my predictions for 2021’s most important product marketing trends: 1. More SaaS companies will adopt product-led growth. More SaaS companies will move to usage-based pricing.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

SaaStr

APRIL 26, 2020

VCs are Worried about “Deflation” in terms of pricing funding rounds. Mark sees multiples falling, which doesn’t just lead to lower prices … it leads to a Stop. “It makes price discover much more difficult.” It Angers Folks, So VCs Default to Newer Deals vs. Lower Priced Rounds.

Technical Review 297

Technical Review Venture Capital Innovation Pricing 297

OpenView Labs

SEPTEMBER 8, 2021

2021 has proven to be the year of usage-based pricing. . 45% of expansion stage SaaS companies now say they have a usage-based or consumption-based pricing model, according to data from OpenView’s forthcoming 2021 Finance and Operations benchmarks report. . Product: Treat product investments as a revenue-generating expense.

Pricing 64

Pricing Customer Success Scale Compensation 64

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. Otherwise, things will slow down.

Scale 231

Scale Strategy Scaling Outbound Sales Team 231

User Pilot

OCTOBER 5, 2023

TL;DR The CAC payback period measures the time it takes for a company to recover the money invested in new customer acquisition. This metric helps SaaS companies choose the most effective customer acquisition channels , diagnose inefficiencies in customer retention strategies , and inform pricing decisions. Book the demo to see how!

SaaS Payments 105

SaaS Payments Customer Lifetime Value Payment Solutions Acquisition 105

User Pilot

AUGUST 6, 2023

Because the omnichannel experience will encourage customers to stick around longer, this has the knock-on effect of increasing customer lifetime value (LTV) or even generating expansion revenue. These insights can help you with other efforts, such as personalized retention marketing or customer segmentation. Data-driven decisions.

Investment 97

Investment Banking Social Media Customer Lifetime Value 97

OpenView Labs

NOVEMBER 11, 2020

Any changes to either of these should cause you to reconsider your pricing strategy. Related read: The Ultimate SaaS Pricing Resources Guide. This is generally a bad thing, as commoditization means lower willingness to pay and less opportunity to make strategic pricing decisions. Has the segmentation itself changed?

Pricing 73

Pricing Marketing Market Segmentation Communication 73

SaaStr

OCTOBER 6, 2023

This is the same advice they give YC companies to become much more successful at fundraising when they’re pre-product market fit. That doesn’t necessarily mean they care about a ton of users or revenue, although they like that, too. Market Size Everyone screws this up and thinks the number is important. Do the research.

Payment Methods 222

Payment Methods Startup Payment Solutions Sales Hiring 222

Sales Hacker

MARCH 17, 2021

Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step? Combatting missed revenue growth for second-stage startups. 5 revenue growth mistakes second-stage startups make.

Scale 93

Scale Revenue Startup Sales Recruiting 93

SaaStr

FEBRUARY 16, 2021

It’s when there isn’t enough revenue to make it, to get there. As you approach $10m ARR, Initial Scale, money per se shouldn’t be an issue, other than the rate at which you can and should invest it. But — it is enough to pay for a couple of engineers, below market rate. You can’t. Don’t.

Sales Hiring 294

Sales Hiring Scale Banking Engineering 294

Tom Tunguz

MAY 13, 2019

My answer was: it’s become incredibly sophisticated along three dimensions: diversity of product offering, pricing sophistication, and efficiency of investment processes. Would you like that Series B from an opportunity fund, an SPV funded by direct LP investment or from a third part? So do private market investors.

Pricing 205

Pricing Startup Investment Trends 205

User Pilot

JUNE 20, 2023

Once you launch the MVP, you can use product usage data and customer feedback to inform further iterations. As you’re getting ready to launch the MVP, make sure to develop a robust go-to-market strategy to drive customer acquisition and revenue generation. Is it the best way to invest the resources?

Underperforming Technical Team 98

Underperforming Technical Team Social Media Scale Interviewing 98

SaaStr

APRIL 2, 2023

Mistake: Not standardizing pricing and related systems early Every enterprise-oriented startup, including Gainsight, can fall into the same trap. And if you didn’t invest proactively in systems like CPQ early, you create a byzantine mess that’s impossible to scale. Invest in back-office systems early.

Sales Hiring 261

Sales Hiring Scale Scaling Customer Success 261

Casey Accidental

FEBRUARY 26, 2024

In my recent essay about second products , I talked about how the goal of building a second product is not the traditional concept of product/market fit we’ve all been raised on regarding startups. In some ways, our goal with a second product is easier, and in some ways, much harder.

Underperforming Technical Team 62

Underperforming Technical Team Scale GCP(Google Cloud Platform) Startup 62

SaaStr

OCTOBER 11, 2023

Monday has gone from $7m in 2017 to over $700m in revenue today, showcasing the sheer power of compounding revenue. Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Big Brain was an internal tool to track revenue, marketing expenses, and usage of the product.

Scale 159

Scale Sales Hiring Scaling Banking 159

Tom Tunguz

DECEMBER 2, 2018

There’s only one requirement: you must be able to sell your product while you’re building it. Step 1 is reaching product market fit, the point at which some group of potential customers will pay. This minimum viable product is likely very thin. This revenue is non-dilutive capital.

Sales Hiring 181

Sales Hiring Outsourced Development Finance Startup 181

User Pilot

MAY 8, 2023

Most challenges that a software company will face fall into one of three categories: product, sales, and business/operations. Getting the positioning, messaging , and product-market fit right will be one of the earliest determiners of whether or not a SaaS solution will find success within its target market.

Software Review 98

Software Review Outsourcing Services SaaS Sales Hiring 98

Tom Tunguz

JANUARY 16, 2013

Products aren’t sold in isolation - they exist within ecosystems. Great product market fit and sales pitches hinge on understanding and serving all the members of an ecosystem. Should a product fail to meet the needs of any one member, company success and sales velocity will falter.

Product Marketing 100

Product Marketing Marketing Advertising Sales 100

SaaSOptics

MARCH 16, 2022

In this webinar recap, you’ll see the most significant trends in SaaS pricing, subscription management, metrics/analytics, and what they could mean for your business in 2022. Trends in Billing and Pricing . However, 64% of these participants considered expansion into new pricing models in 2022. Fixed pricing.

Trends 98

Trends B2B Scale Payment Features 98

Casey Accidental

NOVEMBER 28, 2023

After product/market fit, most companies’ obsession is not thinking about how to create their next amazing product. Specifically, how do I get this product I know is valuable in the hands of everyone it can be valuable to. As I have discussed in previous essays , product/market fit can be hard to interpret at the time.

Payments 62

Payments Scale Payment Methods Underperforming Technical Team 62

OpenView Labs

FEBRUARY 5, 2019

At launch, we are so focused on getting product-market fit, then gaining traction in the market and putting up good growth numbers. And when that happens, a considerable proportion of the energy, time and money invested into growth ends up putting you on a revenue treadmill. It happens. Here’s an LTV calculator.

Churn 66

Churn Revenue SaaS Acquisition 66

Neil Patel

MARCH 1, 2021

If you try to grow your consulting or freelance revenue by merely adding more clients to your portfolio, you may hit a common obstacle: Living project to project. One solution to this problem may be productized services. What Are Productized Services For? A done-for-you package with a set price can be attractive.

Scale 141

Scale Payment Features Consulting Pricing 141

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. Then also went into venture capital where I invested in API first products.

Payments 117

Payments Scale Scaling Revenue 117

Andreessen Horowitz

NOVEMBER 14, 2023

7 engineers, if you include me, one designer and one kinda product slash everything else, who’s my co founder. We actually raised 6 million upfront, so we had a lot more money, but I think pre-product market fit, it’s better to be sub 10 people. Immad: Yeah, pricing is kind of weird for Mercury.

Sales Hiring 84

Sales Hiring Banking Scale Pricing 84

User Pilot

JULY 27, 2023

Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Revenue growth rate : This measures the rate at which the company’s revenue is growing over a specific period.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

User Pilot

OCTOBER 15, 2023

By enhancing the customer experience, CRO ensures a seamless user journey and brings financial benefits such as lowering acquisition costs and enhancing Monthly Recurring Revenue (MRR). But, the ultimate goal for any SaaS business is to translate this perceived value into actual revenue. Imagesource: Firstpagesage.

SaaS Payments 105

SaaS Payments Payment Methods Payment Solutions Payments 105

SaaStr

OCTOBER 30, 2021

A mentor of mine suggested that I reframe my search to seek out companies that I would invest in, instead of the other way around. He told me, you can invest time, talent, or treasure. Unfortunately for me, I had little experience, not much talent, and lacked the treasure/money to invest. It seemed like the best investment! .

Scale 258

Scale Sales Hiring Sales SMB 258

OpenView Labs

OCTOBER 26, 2021

Prototypes might also help you gain clarity around your offering: is it packaged and priced competitively? Does your product-led growth strategy deliver on its promise to customers and prospects? . Milestone: Selecting a price. Run a pricing project. . The ultimate SaaS pricing guide. What should you charge?

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

NOVEMBER 16, 2020

How did he come to be CEO at the market leader, UserTesting? * Why does Andy think the seat-based pricing model in SaaS will die? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? We use tons of their products. What are the downsides of it?

Sales Hiring 195

Sales Hiring Scale Leadership Sales Enablement 195

SaaStr

NOVEMBER 1, 2022

The promise of SaaS was healthy profitability at scale and yet we see companies with hundreds of millions of dollars in revenue burning cash. b) Some folks like to invest in the company they advise. Pricing/Packaging (PP) is a key component of GTM. For application, it’s more demand gen followed by brand marketing.

Scale 211

Scale Sales Hiring Cybersecurity Underperforming Technical Team 211

OPEXEngine

MAY 18, 2021

The growth stages are defined as: Early Stage – Product/Market Fit Stage, . SaaS Metric #1 – Annual Recurring Revenue (ARR). ARR is an essential subscription metric that identifies the recurring revenue expected on an annual basis from the subscriber base. Almost all revenue is from new contracts.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

SaaStr

JULY 24, 2020

355: Despite the global pandemic, seed investing remains hyperactive amongst VCs. Satya Patel: The other thing that VCs are doing is one very important part of their jobs, and that’s meeting companies and studying markets to figure out where they might want to invest eventually. This episode is sponsored by Lightmatter.

Scale 143

Scale Finance Investment Government 143