SaaStr

JANUARY 2, 2024

ARR, Zendesk today gets 14% of new business from startups. On top of that, if you look at their top accounts globally, 33 of the top 50 customers by ARR are startups. This is where they started, but startups weren’t adopting the product as much with a discount, and there was a lot of conflict with the sales team. A free term.

GTM 73

GTM Growth Start-ups Follow-up 73

SaaStr

SEPTEMBER 26, 2023

Dear SaaStr: What is The Biggest Difference Between Running a 10 Person Startup and a 100 Person Startup? VP of Nothing image from here ) A related post here: What Your First 100 Hires Will Look Like The post Dear SaaStr: What is The Biggest Difference Between Running a 10 Person Startup and a 100 Person Startup?

Engineering 109

Engineering Product Sales Customers 109

SaaStr

APRIL 21, 2024

Dear SaaStr: What Are The Top 5 Things I Should Know Before Starting a SaaS Startup? The post Dear SaaStr: What Are The Top 5 Things I Should Know Before Starting a SaaS Startup? My Top 5: It will take you at least 24 months to really get anywhere. Everyone mentally budgets 10–12 months. It’s never enough. appeared first on SaaStr.

Start-ups 110

Start-ups Engineering Product Customers 110

SaaStr

APRIL 20, 2024

Product Marketing and Early-Stage Priorities Product marketing is not a priority for most startups. In the early stages of a startup, skills in distribution and acquisition are more important than product marketing or communications. Consistency is key in marketing. Do things every week, not just when you have time.

Drivers/motivators 102

Drivers/motivators Growth Product Technology 102

Martech

JANUARY 29, 2024

Prompt What are the top use cases for startups using generative ai for growth efforts? Answer For startups looking to leverage generative AI for growth efforts, there are several top use cases that can drive success. Take Martech’s 2024 Salary and Career Survey From AI to layoffs, it’s been quite a year.

Objectives and Key Results 91

Objectives and Key Results Lead generation Growth Campaign 91

SaaStr

APRIL 16, 2024

Dear SaaStr: What Do You Do When Your Startup is Not Growing Anymore? The post Dear SaaStr: What Do You Do When Your Startup is Not Growing Anymore? First, be honest about why. You can blame it on macro issues if you want, but if growth has radically decelerated, it’s likely because you are less competitive than you were before.

Referrals 103

Referrals Growth Promote B2B 103

SaaStr

NOVEMBER 18, 2023

SaaS products and services like Pilot track the finances of 1,000s of SaaS and other startup so they’re an interesting source of hard data. Something that’s both not surprising but also pretty impactful: 57% of venture-backed startups will have to go “back to market” in 2024 to raise more capital. Carpe Diem.

Finance 121

Finance Growth Service Product 121

SaaStr

APRIL 22, 2024

Dear SaaStr: How Do I Craft a Winning Investor Deck for an Early-Stage Startup? The post Dear SaaStr: How Do I Craft a Winning Investor Deck for an Early-Stage Startup? Not using 6 point font. Then fill out each section, and functional area, and the model, and the team, and the competition, etc. appeared first on SaaStr.

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SaaStr

APRIL 6, 2024

Dear SaaStr: What Will Venture Capitalists Do if Our Startup is a Loss? Bill said] ‘most startups do fail, so the odds were that Fanbase would fail , not succeed. Especially, if you’ve only raise one VC round or so. appeared first on SaaStr.

Start-ups 91

Start-ups 91

The 5% Institute

APRIL 23, 2021

In this guide, you’ll learn our recommended sales process for startups that works absolute wonders for our Business Owner Students and Sales Professionals all around the world. Read on to learn our sales process for startups, and how you can implement it into your sales strategy. The Benefits Of Using Our Sales Process For Startups.

Process 145

Process Sales Clients Presentation 145

SaaStr

MARCH 13, 2024

Is Generative AI going to be transformative or incremental for your startup? The beauty of startups is you’re agile, and with LLMs, it’s language-driven. So, as a startup, you need to think deeply about the customer experience and what GenAI can do for you. Many startups build a thin layer on top of OpenAI or whatever stack.

Legal 83

Legal GTM Technology Technology 83

SaaStr

APRIL 10, 2023

However, what many businesses may overlook is the startup segment. Often, startups are lumped in with small businesses, yet this approach fails to recognize what motivates and attracts these early-stage companies. Why Seek Out Startups? How is it that you want to sell to startups differently than the rest of your customer base?”

Sell 80

Sell Referrals Up-sell Growth 80

SaaStr

FEBRUARY 19, 2024

I don’t see it at the truly most successful startups. But investing in startups requires a tremendous amount of trust. The post Tech and Startups Have Changed. But what I see today is many founders putting themselves higher up on that list above. But I do see it at ones that are close to the top. Mock VCs if you want.

Trust 91

Trust Up-sell Closing Sell 91

Predictable Revenue

MAY 1, 2024

The post From Desert Wanderings to Startup Success with Jacob Bank appeared first on Predictable Revenue. This episode unpacks the trials and triumphs of bringing a product to life in the competitive tech landscape.

Product 52

Product Sales 52

G2

APRIL 3, 2024

Startups are more than their outward success. I recently caught up with Jorge Zamora, the CEO of GoLinks, to discuss the artistry of building a successful tech startup. I recently caught up with Jorge Zamora, the CEO of GoLinks, to discuss the artistry of building a successful tech startup.

Entertainment 59

Entertainment Gaming Networking Growth 59

SaaStr

JANUARY 26, 2024

Dear SaaStr: What Was Your Biggest Early Days Mistake In Your Startups? But I’d have to say in both my startups, the biggest mistake was not taking the time in the beginning to get the founding team right. I survived this in both of my startups. Boy it’s tough to pick just one mistake. This is tough. You want to go, go, go.

Start-ups 85

Start-ups Product Growth 85

SaaStr

JANUARY 25, 2024

Dear SaaStr: What happens to employees after your startup gets acquired? The post Dear SaaStr: What Happens to Employees After Your Startup Gets Acquired? It varies — a lot. But as a rule: Top engineers will all be given retention packages, extra money / RSUs / options designed to keep them for 2-4 years.

Finance 86

Finance Engineering Product Sales 86

SaaStr

FEBRUARY 4, 2024

Dear SaaStr: Can a startup without any prior experience raise money from venture capitalists (VCs)? A bit more here: Dear SaaStr: When is a Startup Ready to Raise Venture Capital These Days? The post Dear SaaStr: Can A Startup Without Any Prior Experience Raise Money From VCs? A founder that sold their last company for $200m?

Growth 87

Growth Product 87

SaaStr

JANUARY 30, 2024

Dear SaaStr: What Do I Do When My CEO Is Destroying My Startup? It can be tempting to want to “do something” when a CEO is seemingly destroying a startup: You can take it to the board of directors. But in general, investors and boards of directors have seen a lot of startups struggle. You quietly, and respectfully, move on.

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SaaStr

MARCH 12, 2024

Dear SaaStr: What Successful Startups Were Launched While The Founders Worked 9 to 5? link] The post Dear SaaStr: What Successful Startups Were Launched While The Founders Worked 9 to 5? I’m not aware of any huge successes in SaaS that were active side projects while the founders worked at different companies.

Launch 85

Launch Consult Gaming Growth 85

SaaStr

FEBRUARY 10, 2024

Dear SaaStr: How Big of a Return Are VCs Looking For in a Startup? jasonlk) June 17, 2023 The post Dear SaaStr: How Big of a Return Are VCs Looking For in a Startup? For Angel, Pre-Seed: At least 50x, with a possible chance of mode. The loss rate in general is so high here, the winners have to do 50x. appeared first on SaaStr.

Growth 93

Growth 93

SaaStr

SEPTEMBER 5, 2022

So even more than usual, VCs have to decide what to do with their struggling startups. The thing is VCs know 3 almost conflicting things: The best startups just grow at an insane rate, at least most of the time. And yet … Almost all the top startups had one rough year. I don’t mean the ones 100% failing.

Growth 116

Growth Follow-up Product Sales 116

SaaStr

APRIL 4, 2024

Dear SaaStr: I’m Being Recruited by a Startup That Just Raised $5m. More here: One Tough (But Rewarding) Job: Being the First Sales Rep at a SaaS Startup (first one image from here ) The post I’m Thinking of Joining an Early Stage Startup as the First Sales Exec. How Do I Vet Them? At least, usually. How Do I Pick Right?

Sales 84

Sales Up-sell Sell Customers 84

SaaStr

FEBRUARY 16, 2024

And for many in SaaS, especially those that sell mainly to startups and tech, it’s often been a rough 2 years. But there are just enough of those, especially in the AI Boom of 2023-2024+, that a subset of venture-backed startups are still running the Grow, Grow, Grow playbook. With no more funding coming, and growth way down.

Growth 97

Growth Up-sell Sell 97

Force Management

JANUARY 19, 2023

It’s the dream of any tech startup – to reach a valuation of $1 billion without an IPO. If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” But what do companies in this coveted spot have that puts them so far ahead of the competition?

Growth 124

Growth Product Process Sales 124

SaaStr

SEPTEMBER 9, 2022

Dear SaaStr: When Should You Sell Your Startup? Most startups never get a single good acquisition offer, ever. The post Dear SaaStr: When Should You Sell Your Startup? Having been through the acquisition process 4x — twice as a founder, twice as a start-up exec, here’s my list of when and if to sell. Which is hard.

Sell 130

Sell Up-sell Start-ups Process 130

SaaStr

MARCH 28, 2023

SVB failing was a stunning moment in the history of startups. The bank startups had used for decades. A week ago this morning, our bank balances still read as follows: pic.twitter.com/h4kTDaDFeb — Jason Be Kind Lemkin  (@jasonlk) March 19, 2023 So … where did startups that took out their cash put it?

Finance 104

Finance Consult Trust Follow-up 104

SaaStr

FEBRUARY 27, 2024

Dear SaaStr: What Is The Best Indicators of Product Market Fit at an Early Stage SaaS B2B Startup? This is a rough metric, but I’d say from experience working closely with 25+ SaaS companies … if you aren’t growing > 10% a month after $10k in MRR or so … then you don’t yet have product-market fit. Not yet at least.

B2B 111

B2B Product Growth Pitch 111

SaaStr

DECEMBER 26, 2023

Dear SaaStr: What Is A Good Demo Conversion Rate for a SaaS Startup? A related post here: 7 Simple Ideas to Immediately Improve Your Conversion Rates in SaaS The post Dear SaaStr: What Is A Good Demo Conversion Rate for a SaaS Startup? Because they need to close 10-15 deals a month to eat. Even that’s a lot.

Conversion 91

Conversion Quota Engineering Start-ups 91

SaaStr

JANUARY 8, 2024

But it isn’t, so I’m going to try to help by being brutally direct: No VC on Planet Earth Wants to Invest in a Startup with Mediocre Growth None. Snail image from here ) The post Look, No VC Wants to Fund a Startup With So-So Growth. Ok some of this post I’d hope would be blindingly obvious.

Growth 126

Growth Trust Meeting Customers 126

The 5% Institute

JULY 26, 2023

In this article, we will explore the world of startup entrepreneurs, unravel their key characteristics, understand the challenges they face, and discover the secrets of building a successful startup from the ground up. What Defines a Startup Entrepreneur? At the heart of every startup is an entrepreneur with a vision.

Strategic planning 52

Strategic planning Networking Drivers/motivators Growth 52

SaaStr

MARCH 8, 2024

They weren’t a 3H startup. pic.twitter.com/3K7wUTiyul — Fan Bi (buying $5-30M DTC brands) (@lifeofbi) February 20, 2024 The post The Riskiest Venture-Backed Startups Are 3H’s: High Growth, High Churn and High Burn appeared first on SaaStr. Yes, HubSpot didn’t get to 100% NRR until well past $30m ARR.

Growth 90

Growth Up-sell B2B Engineering 90

SaaStr

SEPTEMBER 29, 2023

Dear SaaStr: Is It Ridiculous To Call Yourself the CEO When Your Startup is Tiny? I used to look at tiny little startups and wince when a founder went around talking about himself as “CEO”. note: an updated SaaStr Classic answer) The post Dear SaaStr: Is It Ridiculous To Call Yourself the CEO When Your Startup is Tiny?

Up-sell 111

Up-sell Start-ups Customers Sell 111

SaaStr

APRIL 8, 2024

Dear SaaStr: Why Do VC Backed Startups Seem To Almost Always Be Running Out of Money? Better too few great ones than too many not quite great ones: (image from here ) The post Dear SaaStr: Why Do VC Backed Startups Seem To Almost Always Be Running Out of Money? And so the money goes far, far faster than anticipated.

Quota 77

Quota Engineering Customers Sales 77

SaaStr

FEBRUARY 6, 2024

A related deep dive with the CEO of Mailchimp here: The post Dear SaaStr: What Prompted You To Sell Your Startups? The team is often the most tired just as things are getting good, or even, getting better. appeared first on SaaStr.

Sell 75

Sell Up-sell Price Start-ups 75

SaaStr

OCTOBER 16, 2023

Dear SaaStr: Why Do Many Startup CEOs Quit After Their Companies Are Acquired? I left my first startup after 20 days, post-acquisition. Acquirers should recognize this and turn the CEOs into 50%-time consultants and “non-executive chairpeople” of their startups, until the help isn’t needed anymore. That can be tough.

Consult 95

Consult Sell Product Sales 95

SaaStr

SEPTEMBER 13, 2023

Dear SaaStr: Can A SaaS Startup Really Scale With 2 Co-CEOs? But here’s the thing: the best startups are all outliers. The post Dear SaaStr: Can A SaaS Startup Really Scale With 2 Co-CEOs? Many will tell you it’s a bad idea, and it probably is — in most cases. I sort of tried this myself, and it didn’t quite work.

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