Tom Tunguz

FEBRUARY 8, 2022

Perhaps you’ll sell infrastructure to help other startups scale or software to manage internal operations. When a startup sells software to users outside their home country and receives payment in foreign currencies, they must manage foreign-exchange risk. Suppose you launch a web3 company tomorrow. Abroad, the story differs.

Payment Solutions 256

Payment Solutions Outsourced Development Software Review Software 256

Tom Tunguz

MARCH 27, 2022

Before a startup is founded, no stock exists. The startup can inflate share count by creating shares. For example, users burn tokens to execute a smart contract. allocations across community, investors, validators, and developer incentives. Just as tokens can be created, they can be destroyed.

Startup 296

Startup Sales Hiring Government Outsourced Development 296

TurnKey Labs

MARCH 2, 2023

As a technology leader, you can develop software in many different ways — all of which have their own specific pros and cons. Should you hire only onshore or offshore? But hiring top talent is important regardless of which route you choose. Should you build your own team, use an agency or consider Toptal alternatives? […]

Outsourced Development 57

Outsourced Development Software Development Development Software 57

SaaStr

MARCH 24, 2021

Contracting. If the prospect accepts, they sign a contract and the deal is won. 5 tips for developing a sales process for your startup. Sponsored blog post brought to you by Zendesk for Startups. Are you a startup looking to get started on your sales CRM or overall customer experience? Learn more.

Sales Hiring 293

Sales Hiring Startup Sales Forecasting 293

Neil Patel

OCTOBER 13, 2020

But the answer more and more business owners are turning to is a simple one: outsourcing. Outsourcing is giving your work to someone else outside of your main business. You could even outsource by shipping a business process like manufacturing overseas. Understand Why You Want to Outsource. Make a List of Common Tasks.

Outsourcing Services 141

Outsourcing Services Outsourced Development Sales Hiring Technical Review 141

Tom Tunguz

JUNE 21, 2022

In addition, Lee shared his view on usage-based pricing and defending a startup’s great asset, talent, from poaching during the next recovery. Second, UBP reduced friction for individual developers to tinker with the APIs. AEs retired quota by closing annual contracts for a base level usage. Usage-Based Pricing.

Startup 167

Startup Sales Hiring Outsourced Development Compensation 167

CloseSaaS

JANUARY 16, 2023

an outsourced sales solution for Silicon Valley startups. After we developed Close for internal use, we pivoted and began to sell our inside sales software to SaaS sales teams. At Close, we know how to sell SaaS. We began as Elastic, Inc.,

Outsourced Development 98

Outsourced Development Sales Outsourcing Startup SaaS 98

Tom Tunguz

OCTOBER 19, 2016

What is the optimal contract length with for your SaaS startup? It’s common to see SaaS startups initially price their products on a monthly basis, then add an enterprise “Call Me” plan which hides behind it an annual contract. Annual contracts bring predictability to a SaaS startup.

Outsourced Development 100

Outsourced Development SaaS Payments Startup Sales Hiring 100

Baremetrics

APRIL 6, 2021

When you’re looking at your business goals, you need to consider not only your existing monthly revenue but your contraction monthly recurring revenue (MRR). Contraction Monthly Recurring Revenue (MRR) is an extremely important metric for subscription businesses. Table of Contents.

Outsourced Development 99

Outsourced Development Payments Revenue Payment Services 99

Tom Tunguz

MARCH 19, 2020

Speaking with startups, I’ve collected a list of disciplines that are going to become very important in the next period. If a meaningful fraction of customers no longer pay the balance of their annual contract on the renewal date, then your startup’s cash flows will worsen. First, transparent communication.

Startup 207

Startup SaaS Payments Payment Services Payment Methods 207

CustomerSuccessBox

SEPTEMBER 15, 2021

You have two options- in-house customer success or outsourcing customer success. With customer success being a new function and companies not prepared for it, outsourcing might seem like a wise decision. Customer success increases customer predictability by giving you insight into developing issues. Let’s explore that in detail.

Outsourcing Services 52

Outsourcing Services Outsourced Development Customer Success B2B 52

Mucker Capital

OCTOBER 10, 2023

Sales development is a nuanced blend of art and science, requiring a delicate balance for its effective implementation within a company. Drawing from substantial experience, Sally Duby from The Bridge Group provides valuable insights into the intricate realm of sales development.

Scale 52

Scale Sales Hiring Outsourced Development Development 52

Tom Tunguz

MARCH 14, 2013

During the life of a startup, the question of outsourcing can arise frequently whether for PR, marketing, product design, sales or engineering. Outsourcing can be very attractive: consultants bring new points of view, relevant experience and (potentially) immediate results. What are your lessons from outsourcing?

Outsourcing Services 100

Outsourcing Services Outsourced Development Development Team Review Technical Review 100

TurnKey Labs

SEPTEMBER 1, 2023

Most startups need their teams to flex and contract based on workflow, product timelines, and deadlines. Table of Contents How Does an Offshore Software Development Model Work? […] If you’re reading this, you already know that hiring offshore teams is a win/win.

Software Development 57

Software Development Outsourced Development Development Software 57

Kellblog

FEBRUARY 14, 2024

Today is the US launch of Startup Century , a new (and debut) book by Balderton partner James Wise. The This is neither a how-to book on building startups nor self-interested VC propaganda designed to foster more startup activity.  .” And to the public policy angle, what should we, as a society, do about it? 

Technical Review 84

Technical Review Technology Startup Entrepreneurship 84

Tom Tunguz

MAY 1, 2023

When a startup is born, founders lead sales. Design partners, pilots, or founder-led sales - they have many names - these customers work with a startup to solve a problem. Conversations about contracts & pricing are kicked down the road until the customer sees value & the path to capture it.

Scale 173

Scale Engineering Outsourced Development Sales 173

Mucker Capital

APRIL 6, 2024

In this Mucker Growth Session, Debbie Rosler from Burkland dives into the fundamental financial best practices and infrastructure early -stage startups need to put in place. It's important for early stage startups to focus on finance from the very beginning. Having a PT bookkeeper is often how startups begin.

Payment Services 52

Payment Services Systems Review Development Team Review Technical Review 52

Tom Tunguz

AUGUST 28, 2021

If you would like to create switching costs, per seat pricing with annual contracts establishes some lock-in. Michelin developed a much more durable tires. I’m grateful to Madhavan for joining us and sharing his insights, and for the audience’s participation in this very popular session the most vexing topic for startups.

Pricing 267

Pricing Strategy Startup Scale 267

Tom Tunguz

JUNE 22, 2022

For web3 startups to thrive, their marketing teams will need to spend marketing dollars to acquire users efficiently. There’s an entire marketing ecosystem for startups to build - and it will explode as all the venture dollars web3 startups have raised rushes to find new users. This is my mental model for it today.

Marketing 348

Marketing Blockchain Advertising Government 348

Stax

APRIL 18, 2024

TL;DR ISVs develop and distribute software products independently and often collaborate with hardware manufacturers and platform providers. While they operate under different business models, ISVs and SaaS share similarities in software development, cross-platform accessibility, and industry reach. Learn More What are ISVs?

Outsourcing Services 88

Outsourcing Services SaaS Payments Payment Services Payment Methods 88

Baremetrics

NOVEMBER 18, 2021

Unfortunately, things only get more difficult when it comes to running the whole business as a Shopify app developer. This article will cover 10 business tips for improving your Shopify app’s development, marketing, and sales. 10 business tips for Shopify app developers 1. But, nobody said making money would be easy.

Payment Solutions 98

Payment Solutions Underperforming Technical Team Outsourced Development Development 98

SaaStr

FEBRUARY 7, 2023

with Yamini Jain, Co-founder at Global roots inc How to manage a SAAS startup effectively? Straight from a SaaS CCO with Yellow.ai’s CCO with Shekar Murthy, Chief Customer Officer at Yellow.ai Straight from a SaaS CCO with Yellow.ai’s CCO with Shekar Murthy, Chief Customer Officer at Yellow.ai

VP of Engineering 233

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 233

Tom Tunguz

JUNE 20, 2023

Marketing teams develop a portfolio of different strategies to acquire leads. I saw this effect a few times for tomtunguz.com & then I saw the phenomenon replicated within startups. Big Data, DevOps, microservices, AI, data contracts. I think of marketing teams as hedge funds. Some days, content marketing works.

Marketing 202

Marketing Outsourced Development Machine Learning Artificial Intelligence 202

Tom Tunguz

DECEMBER 31, 2022

in startup market cap. With fewer than 100 accounts willing to spend $20-50k on a software contract, every interaction is precious, especially those larger accounts which dominate revenue. On the other hand, the software purchased by Sales & Marketing and Research & Development teams isn’t included in that line item.

Payment Solutions 320

Payment Solutions B2B Software Payment Services 320

Tom Tunguz

AUGUST 14, 2017

The cash conversion cycle is a key metric for startups, but one that often isn’t talked about until a business hires a CFO. Sales cycle is the number of days from first engaging a customer to when the customer signs a contract. The paragraph above illustrates why CCC is a metric most startups begin to measure after hiring a CFO.

Startup 185

Startup Sales Hiring Payment Solutions Payment Services 185

Tom Tunguz

MAY 5, 2022

Public markets do impact startup fortunes, but only inasmuch as the prices at which venture rounds clear. If customers cut their software spend, startups should expect a harsher climate. Rather than reading these reports, startups ought to perk up their ears to the echoes of budget contraction within their customer bases.

Outsourced Development 268

Outsourced Development Forecasting Startup Acquisition 268

Intercom, Inc.

FEBRUARY 26, 2018

Innovative startups. The first army are innovative startups. are making it easier and faster for software developers to develop complex software applications atop this infrastructure. What took you months to ideate, design and develop can now be copied in days or weeks thanks to these new tools.

Software Review 224

Software Review Outsourcing Services Software Outsourced Development 224

Tom Tunguz

FEBRUARY 18, 2022

How can a sales leader develop similar repeatability? This hypothetical startup amassed 2.3x If the sales cycle lasts 45 days, the startup has time to move Stage 2 opportunities to Stage 6 before quarter end. The startup starts the quarter with 70% of the target bookings in late-stage conversations. PQR at Stage 3+.

Scale 329

Scale Sales Forecasting Outsourced Development 329

Baremetrics

DECEMBER 7, 2023

Here’s an overview of the series: Part 1: How to Categorize Expenses in a SaaS Startup v2.0 Example of SaaS Chart of Accounts for Marketing Expenses Research & Development (Engineering) There are fewer direct benefits from splitting out your tech team from the rest of the expenses, but I still recommend doing it.

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90

Sales Hacker

SEPTEMBER 11, 2020

Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. Lyft is one of many companies that began as a small startup but quickly rose to a multibillion-dollar company. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status.

Outsourcing Services 78

Outsourcing Services Scale Startup Outsourced Development 78

Tom Tunguz

MAY 23, 2016

What is the optimal ACV for a SaaS startup? Enterprise companies average contract value is greater than $100,000. Or develop a beachhead in the mid-market and drive into enterprise. One question founders often ask is which is the right customer size to target? In addition, many of these SaaS companies straddle buckets.

Outsourced Development 137

Outsourced Development SaaS SMB Enterprise 137

Baremetrics

AUGUST 29, 2021

In the early stages of founding a startup, finding clients can be a bit of a shot in the dark. This process is quite inefficient, however, and you might find yourself spending a lot of time, effort, and development money on customers who, in the long run, will do little to help you grow. Try Baremetrics Free.

Outsourcing Services 124

Outsourcing Services Startup Interviewing Outsourced Development 124

SaaStr

NOVEMBER 17, 2020

I’m tired of running my (very) successful (VC funded) startup after 5+ years. What is your advice for the 21st Century Startup Founder? Why are founders and startup employees expected to take minimal salaries while VC partners rake in $500K-$1M per year plus carry? How can a SaaS startup survive in a crowded market?

Outsourcing Services 174

Outsourcing Services Venture Capital Outsourced Development Web Development 174

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. In fact, over two-thirds of their total users are startups. You can access the full 2020 Startup Sales Stack Report here. The X Factor.

Technical Review 118

Technical Review Scale Trends Startup 118

Incredo

JULY 8, 2019

The team of software engineers and testers is the main asset of any SaaS company – they develop, test and improve the product so the company can attract more and more interested users. What about moving your startup to the growth stage when you get more leads, customers, and revenue? See what comes next on our list! #2

Outsourcing Services 200

Outsourcing Services Scale Outsourced Development Sales Hiring 200

SaaStr

SEPTEMBER 12, 2023

. “Jason lists 10 warning signs that a VP of Sales may not work out at a startup. Jason notes that a VP of Sales may still succeed elsewhere, but if they are not a good fit for a particular startup, that is the founder’s responsibility. SaaS prices are not usually lower due to competition from developing countries.

Sales Hiring 222

Sales Hiring Technical Advisors Compensation Outsourced Development 222

Tom Tunguz

OCTOBER 27, 2015

Quota attainment is an incredibly powerful diagnostic tool when understanding your SaaS startup’s go-to-market health. To achieve best-in-class quota attainment, a startup must execute the go-to-market strategy well across five dimensions. First, the startup must supply the sales team with a growing volume of high quality leads.

Sales Hiring 186

Sales Hiring Startup Scale Marketing 186