Cover image of The Official Saastr Podcast: SaaS | Founders | Investors
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Rank #88 in Investing category

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The Official Saastr Podcast: SaaS | Founders | Investors

Updated 20 days ago

Rank #88 in Investing category

Technology
Investing
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The Official Saastr Podcast is the latest and greatest from the world of Saastr, interviewing the most prominent operators and investors to discover their tips, tactics and strategies to attain success in the fiercely competitive world of SaaS. On the side of the operators, we centre around getting from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.

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The Official Saastr Podcast is the latest and greatest from the world of Saastr, interviewing the most prominent operators and investors to discover their tips, tactics and strategies to attain success in the fiercely competitive world of SaaS. On the side of the operators, we centre around getting from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.

iTunes Ratings

81 Ratings
Average Ratings
74
4
1
0
2

WhoopSaaS, Inc.

By WhoopSaaS Community - May 01 2018
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I don’t podcast often, but when I do, it’s SaaStr and Harry.

Fantastic content

By Steveo939 - Dec 07 2017
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I’m thru the first 100 episodes, this is a must listen for anyone running a Saas business.

iTunes Ratings

81 Ratings
Average Ratings
74
4
1
0
2

WhoopSaaS, Inc.

By WhoopSaaS Community - May 01 2018
Read more

I don’t podcast often, but when I do, it’s SaaStr and Harry.

Fantastic content

By Steveo939 - Dec 07 2017
Read more

I’m thru the first 100 episodes, this is a must listen for anyone running a Saas business.

Cover image of The Official Saastr Podcast: SaaS | Founders | Investors

The Official Saastr Podcast: SaaS | Founders | Investors

Updated 20 days ago

Rank #88 in Investing category

Read more

The Official Saastr Podcast is the latest and greatest from the world of Saastr, interviewing the most prominent operators and investors to discover their tips, tactics and strategies to attain success in the fiercely competitive world of SaaS. On the side of the operators, we centre around getting from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.

Rank #1: SaaStr 142: Why CAC/LTV Is The Most Important Metric In SaaS, How To Analyse Churn Correctly & Why Bookings Are Inaccurate and Easy To Manipulate with Dave Kellogg, CEO @ Host Analytics

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Dave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M)  and big data leader Aster Data (acquired by Teradata for $325M). In Today’s Episode You Will Learn: How Dave made his way into the world of SaaS with Salesforce, came to be CMO at Business Objects and now running his own SaaS company as CEO at Host Analytics? What does David believe is the single most important metric in SaaS? How should SaaS companies structure the first four lines of their financial statements? Why is retention and renewal not always an accurate sign of customer satisfaction? How does Dave look to analyse churn? What is the post-mortem? What is more important, logos or expansion? If a startup’s churn is too high, what is the top 3 things they should do? Why must you have a “standard taxonomy” for churn? How can you construct this? How does David think about taking existing customer and up-selling them? How does he view this in contrast to cross-sell? Does Dave agree with David Skok on the need for more than 1 variable pricing mechanism? Why does Dave not encourage usage based pricing? How does Dave analyse the benefits of multi-year contracts paid upfront? How does this distort TCV and inflate the figures? Does upfront payment misalign the provider and the consumer, in terms of care and support? With that in mind, how does David view billing frequency? Contract durations? 60 Second SaaStr What does Dave know now which he wishes he had known at the beginning? What is the 90 day rule? Why is it important? How much ARR should a good sales rep add in relation to comp? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dave Kellogg

Sep 11 2017
31 mins
Play

Rank #2: SaaStr 152: Cloudera's Lars Nilsson on Why SDRs Are The Most Important Role In The Sales Function, How To Build An SDR Team From Nothing & How To Construct A Compensation Plan That Drives A Behaviour You Want Other Than Just Revenue

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Lars Nilsson is the VP of Global Inside Sales for Cloudera and with over twenty-five years of sales and operations experience, Lars Nilsson is a global leader in enterprise software and selling solutions. One of Lars many incredible achievements was he and his team at Cloudera built the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Prior to Cloudera, Lars founded SalesSource, a business services consulting firm specializing in CRM customization and sales process development. Lars has also served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). As Special Advisor at True Ventures, Lars helps True portfolio companies develop sales compensation plans from the ground up, implement best-of-breed sales technologies, and rapidly scale sales teams to meet demand. In Today’s Episode You Will Learn: How did Lars make his way into the world of enterprise sales back in 1995? How has Lars seen the industry change so significantly over the last 22 years?   Why does Lars believe that SDRs are the most important role in sales? How does their role of ensuring a full pipe compare to the role of demand gen and marketing? How does Lars think about setting a quota that ensures a desired behaviour beyond pure revenue chasing? What is his framework for setting and optimising the right quota? Why does Lars believe that ales is all about activities? What activities is Lars most eager to measure and test? What is Lars’ biggest advice to someone looking to build out their SDR team from the ground up? What core characteristics should one look for in those initial SDR hires? What is and has been Lars’ biggest challenge in building out his SDR team? Why is building SDR teams in the bay so hard? How does Lars think about setting ideal customer profiles? How big a TAM is large enough to be excited, yet narrow enough  to be achievable and solve a true and inherent customer need? 60 Second SaaStr What does Lars know now that he wishes he had known at the beginning? What is Lars favourite piece of SaaS reading material? Sales rep productivity, what does Lars believe is the scale from exceptional to poor? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Lars Nilsson

Nov 20 2017
30 mins
Play

Rank #3: SaaStr 171: How To Figure Out Your Pricing Strategy: The Diminishing Role of The Per Seat Model, Why Open Source Is The Only Way To Get In Front of Today's Developers & Why Capital Efficiency Is Always Key with Chetan Puttagunta, General Partner @ NEA

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Chetan Puttagunta is a General Partner @ NEA, one of the world’s largest venture capital firms in the world with over $3Bn in their latest fund and a portfolio including the likes of Mulesoft, Jet.com, Uber, Houzz and many more incredible companies. As for Chetan, Chetan focuses on enterprise software and has made investments in MuleSoft, MongoDB, Elastic, Heap, just to name a few. Due to his phenomenal track record, Chetan has been named to GrowthCap’s Top 40 under 40 Growth Investors, Forbes 30 under 30 All-Star Alumni List, and Forbes’ 30 under 30 in Venture Capital.  In Today’s Episode You Will Learn: How Chetan made his from the world of leveraged buyouts to the world of enterprise VC investing with NEA? Why does Chetan have such conviction with regards to open source companies today? Why does he feel the big question of “Can open source product multi-billion dollar companies” has been proven”? How does Chetan think about the underlying business models of open source when comparing the likes of Red Hat with 85% gross margin to Hortonworks at negative gross margins? What does Chetan believe is a healthy ratio between professional services vs closed premium features? Does Chetan believe this is the end for per seat pricing in SaaS? How does Chetan approach market sizing today when evaluating potential enterprise opportunities? Why does Chetan believe there is a mental trap in the VC requirement for large markets? How can founders present the niche market they are attacking, in an exciting enough way to satiate the investor appetite for large market? Chatan has said before, “if you have conviction and vision, you should not be afraid to raise capital and go big”. Does every founder not have conviction and vision in the early days? How does Chetan determine when truly is the right time to pour fuel on the fire and raise that mega war chest?    60 Second SaaStr? A moment in Chetan’s life that has changed the way he thinks about the world? Fave SaaS reading material? What does Chetan know now that he wishes he had known at the beginning? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Chetan Puttagunta

Apr 16 2018
26 mins
Play

Rank #4: SaaStr 150: Why New Qualified Leads Divided By Win Rate Is The Metric in SaaS, Why It Is Harder To Go Enterprise Down Than SMB Up & How To Create Engines of Growth Within Your Organisation with Paul Albright, Former CRO @ Marketo

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Paul Albright is one of the valley’s most experienced SaaS execs with extensive operational and capital management experience, including 3 IPOs. Most recently Paul was the Founder & CEO @ Captora, the marketing acceleration software solution that raised over $25m in VC funding from the likes of NEA and Bain Capital Ventures. Prior to Captora, Paul was Chief Revenue Officer at Marketo where he drove the overall revenue strategy across sales and marketing that delivered global revenue growth over 100% year-over-year, from $14m to $58m. In a similar position at SuccessFactors, he grew revenues to more than $200m and over 80% year-over-year growth. Previously, Paul led worldwide marketing at NetApp and at Informatica, which he joined pre-revenue through their successful IPO. If that was not enough he has also served as an entrepreneur-in-residence at Greylock. In Today’s Episode You Will Learn: How Paul made his way into the world with the likes of SuccessFactors and Marketo? What were his big lessons from seeing both companies scale into hyper-growth mode?   Does Paul agree with Dave Kellogg in stating, “CAC/LTV is the single most important metric for SaaS startups? What other metrics must all VPs of Demand Gen and Sales be watching constantly? What does an efficient sales and marketing engine look like? What are the core components to build that? What are the requirements to both run this engine and scale it quickly? How does the growth of this engine affect hiring in other parts of the business? Why does Paul believe that it is much harder to go SMB up than enterprise down? What are the changes that are required on both ends? For this in “no man’s land of pricing” what does an efficient sales process timeline look like from lead to conversion? 60 Second SaaStr How does Paul think about picking the investors he works with? Is customisation always wrong? What is “good sales rep productivity” to Paul? What does Paul know now that he wishes he had known at the beginning? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Paul Albright

Nov 06 2017
29 mins
Play

Rank #5: SaaStr 191: Salesloft Founder Kyle Porter on Scaling A SaaS Business to $40m ARR Outside of Silicon Valley, Pivoting a Product Generating $7m in ARR & How To Fundamentally Create Cohesion In A Leadership Team

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Kyle Porter is the Founder & CEO @ Salesloft, the leading sales engagement platform delivering a better sales experience. To date, Salesloft have raised over $75m in funding from some of the best in the business including Emergence, Insight Venture Partners, Techstars and even LinkedIn. As for Kyle, he has led the team from 4 employees in 2014 to over 320 today where they have also been awarded Atlanta’s No 1 best place to work. Prior to founding Salesloft, Kyle was the Founder @ B2B camp, a conference focused on B2B revenue generating professionals. Before that he was Vice President of Marketing @ NanoLumens. In Today’s Episode We Discuss: How Kyle made his way into the world of SaaS and came to found Salesloft? Kyle made the decision to pivot the product when it was at $7m in ARR, what was the thinking behind that? How does Kyle think about pivots more broadly? How does one know when it is truly not working? How long did it take Kyle to get the core Salesloft product to $1m in ARR? With the pivot, what were Kyle’s core learnings on migrating from a prior product and platform to a new one? What were his big lessons on seeing the change in buyer persona? What does Kyle mean when he says “selling is hard but buying is even harder”? Does Kyle agree with many CEO’s the most important role of the CEO is “management upscaling”? What elements does he find most challenging? What have been Kyle’s big lessons in the building out of his exec team? What is the fundamental element for a successful exec team to function? Salesloft is in an immensely competitive space, what would Kyle’s advice be in standing out in an intensely competitive space? Where do many go wrong? What are the pros and cons of being in Atlanta and not SF? What advice would Kyle give to founders operating their HQs external to the core hubs? Kyle’s 60 Second SaaStr Is it important to have early champions? How does one get them? How has having kids changed your perspective on work? Tell me a moment in your life that has served as an inflection point and changed the way you think? When I say success in SaaS who is the embodiment of this to you? What does Kyle know now that he wishes he had known at the beginning?  If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:   Jason Lemkin Harry Stebbings SaaStr Kyle Porter

Sep 04 2018
32 mins
Play

Rank #6: SaaStr 221: HBS Sr. Lecturer and Former Hubspot CRO Mark Roberge on His Step by Step Guide to Revenue Growth

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Mark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.   Missed the session? Here’s what Mark talks about: An in-depth guide to driving revenue growth by company stage When to scale and how fast Product market fit, go-to market fit during the experiment stages

Mar 28 2019
30 mins
Play

Rank #7: SaaStr 106: Why Early Stage SaaS Metrics Do Not Matter, The 5 Things To Look For In Early Stage SaaS Companies & How To Negotiate A Term Sheet The Right Way with Alex Rosen, Managing Director @ IDG Ventures

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Alex Rosen is a Managing Director with IDG Ventures where he focuses on investments in cloud infrastructure, SaaS applications, ad tech, and consumer marketplaces. Alex currently serves as board director at Chubbies, Krux, MindMeld, Minted, Smartling, Tempered Networks, and Uplift. He also led IDG Ventures’ investments in multiple companies including Appboy, Datanyze, Indiegogo, Nuzzel, The League and many more incredible companies. Previously, he was a General Partner at Sprout Group, where he was head of the Internet and Software group. Huge thanks to the team @ Sapphire Ventures for the intro to Alex today. In Today’s Episode You Will Learn: How did Alex make his way into the world of SaaS investing and come to be Managing Director @ IDG? SaaS businesses can be massively affected by changes in a few very small data points. So what would you say is one of the single most important metric points? What is a booking?  How should we break it down into the 3 different MRRs? What element of those metrics do you want to see growing? How important a role does unit economics play? What are the couple of forms: customer + sales person? How much ARR should a good sales rep add to in ARR in relation to comp? What is negative churn? How can you take a customer you have already sold and make more money from them? Upsell or cross-sell? What does this to the pricing axis? Why do you want more than 1 axis? 60 Second SaaStr What does Alex know now that he wishes he had known in the beginning? What are the greenfield opportunities in SaaS for Alex? What is Alex’s fave SaaS reading material? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Alex Rosen

Mar 20 2017
32 mins
Play

Rank #8: SaaStr 129: How To Quadruple MRR Growth With SDR Training, The Right Way To Scale Prospect Search & Why Startups Can Immediately Be In The Enterprise Market with May Habib, Founder & CEO @ Qordoba

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May Habib is the Founder & CEO @ Qordoba, the best platform for building truly localized products across apps, websites and marketing content. It is the fastest, most scalable way to grow from one market to many. We do also want to say a big congratulations to May for recently raising a fantastic Series with the likes of Upfront Ventures and Rincon Partners leading the round. Prior to founding Qordoba, May was Director of M&A at Mubadala and an investment banker at Lehmann Brothers and Barclays in New York. May has also been named to the 30 Under 30 and CEO of the Year award. In Today’s Episode You Will Learn: How May made her way from North Lebanon to founding one of the hottest early stage SaaS companies on the West Coast? May has quadrupled her MRR growth since last year through ‘turning her SDR’s into the smartest people in the space’. What does this mean? How can this be done and replicated? What “SDR best practices did May follow that damaged her? May has a unique approach to scaling prospect search, how does this play out Does May agree with Mark Suster with regards to always calling high on customer outbound? Why does May think there is only value in outbound to seriously qualified leads? Why does May believe that startups are wrong to think that they have to start at SMB and then move up to enterprise? How can startups immediately start with enterprise? What advice does May have in terms of asking for those big ACV’s as a small startup? What advice did May receive during her fundraising that she found particularly jarring? What other than funds does May believe fundraising can be particularly good for?  60 Second SaaStr What does May know now that she wishes she had known at the beginning? What is May’s favourite SaaS reading material? Hardest moment in the journey with Qordoba? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr May Habib

Jun 16 2017
27 mins
Play

Rank #9: SaaStr 133: 3 Fundamentals SaaS Founders Have To Nail To Get To $30m+ ARR & What First Time SaaS Founders Can Do To Increase Their Chances of Product Market Fit

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Ashu Garg is a General Partner @ Foundation Capital whose portfolio includes the likes of Uber, Lending Club, Adroll and Netflix, just to name a few. As for Ashu, at Foundation he has led investments and naming just a few of them here, in the likes of Conviva, Localytics and TubeMogul, later going public in 2014. Prior to Foundation, Ashu was the General Manager for Microsoft’s online advertising business. In Today’s Episode You Will Learn: How Ashu made his way from completing to the Rubik's cube as a kid in 25 seconds to being a leading SaaS VC? How does Ashu really define scaling a SaaS company? What does product market fit really look like with regards to ARR growth? What are the 3 fundamentals that SaaS founders have to nail if they are to scale to $30m+ ARR? Why does Ashu believe it is so important to have a single insertion point? What does this mean for SaaS founders? What does Ashu advise first time founders making their first foray into the world of SaaS? How should they think about obtaining and building an ecosystem of mentors? How should they manage weaknesses within their own skill sets? Does Ashu believe with Aaron Levie @ Box, “anyone can learn to be a great CEO”? Where do technical founders most often struggle? What can be done to help them go from 0-1 on customer acquisition? Where do business led founders most often struggle? How must they think of the engineering element as a core part of the founding team? 60 Second SaaStr What does Ashu know now that he wishes he had known at the beginning? Chats: Fad in the enterprise or here to stay? Biggest inflection points and breaking points in SaaS company growth? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ashu Garg

Jul 10 2017
24 mins
Play

Rank #10: SaaStr 127: Why $1-2m ARR Is Not The Hardest Phase Of A SaaS Startup, Why Your Developer Talent Pipeline Is Broken & How To Approach Regrettable and Non-Regrettable Churn with Ryan Carson, Founder & CEO @ Treehouse

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Ryan Carson is the Founder & CEO @ Treehouse the startup that teaches you to code and learn the skills needed to launch a new career. They have backing from some of the best investors in the business including the likes of Social Capital, Greylock Partners and then notable individuals such as Reid Hoffman, Josh Elman and Mark Suster just to name a few. As for Ryan, prior to Treehouse he was the creator of famous The Future of Web Apps Conference, showing his unparalleled access to the top tier of West Coast founders. Due to the success of the conference, Ryan later sold the event to another events company. In Today’s Episode You Will Learn: How Ryan made his way into the world of startups and came to found Treehouse? How does Ryan think all founders can build a truly diversified pipeline for developer talent? How does Ryan detect the seeds of potential in young engineers? How does he nurture them to grow and fit the desired role? How does Ryan approach regrettable and non-regrettable churn? What is the dunning process? Why is it so important to instantly increase retention and reduce churn? Does Ryan agree with Jason Lemkin that the hardest element of SaaS scaling is the $1-2m phase? Does Ryan agree with Jason in suggesting that your first 10 unaffiliated customers is the first sign of product market fit? Ryan has previously said, ‘as a founder, there is one thing you need, otherwise you will quit’. What is the one thing? Why is it so important? 60 Second SaaStr Why does Ryan know now that he wishes he had known when he started? What is Ryan’s favourite SaaS reading material? Freemium in SaaS: What are the pros and cons? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ryan Carson

Jun 05 2017
24 mins
Play

Rank #11: SaaStr 223: Intercom COO Karen Peacock on Scaling from $1MM to $500MM ARR: 5 Strategies to Drive Your Next Wave of Growth with Intercom

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Karen Peacock is COO of Intercom, one of the fastest growing SaaS businesses of all time. She has led businesses of all sizes through massive growth.  Listen to her top 5 lessons learned building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and hiring to drive breakthrough customer experiences and business growth.

Apr 04 2019
22 mins
Play

Rank #12: SaaStr 144: 7 Steps To Land $100K+ "Whale" Clients with Sequoia Backed, Andy Byrne, Founder & CEO @ Clari

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Andy Byrne is the Co-Founder & CEO @ Clari, the startup that helps sales teams drive more revenue and increase forecast accuracy through improved deal execution and predictive analysis. They have raised over $30m in venture funding from some of the best in the business including Sequoia and Bain Capital Ventures. Prior to Clari, Andy was part of the founding executive team at Clearwell Systems—Gartner's highest ranking e-discovery company—which he helped grow from pre-product & pre-revenue in 2005 to $100 million run rate until its acquisition by Symantec (SYMC) in Q2 2011. Prior to joining Clearwell, Andy co-founded Timestock, Inc., acquired by Computer Associates (CA) via the acquisition of Wily Technology. In Today’s Episode You Will Learn: How Andy made his way into the world of SaaS and came to found Clari? What were the key takeaways from his two prior successful founding experiences? Why is it important for startups to look larger than life to potential “whale” customer? What is the methodology that startups can use to gain this appearance? What role does the website play in this? Why is it important for startups to understand the risk the buyer is undertaking at large corporates when becoming a customer? How does this mean that startups should convey the product roadmap? How can startups sell the product vision and the instant value add simultaneously? How can startups look to “create theatre” with their product? What does this really mean? How can startups do this when the product is in MVP stage? Why is it so important for the startup to make the switch from vendor to partner? How can startups use execution time as the key way to achieve this? 60 Second SaaStr What hires does Andy wish he had made earlier with Clari? Recruiting in the valley, how hard and top tips? What is the most challenging element in the day to day running of Clari? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Andy Byrne

Sep 25 2017
25 mins
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Rank #13: SaaStr 161: Brad Feld on Structuring Your SaaS Startup For Scalability, How The Role Of CEO Should Adjust To The Growth Of The Organisation & What Makes The Most Effective Board Members

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Brad Feld is one of the world’s leading VCs having Co-Founded Foundry Group, Brad has made investments in the likes of Zynga, Makerbot and Fitbit, just to name a few. Brad is also Co-Founder of Techstars, one of the world’s most prominent startup accelerators, whose portfolio companies have raised over $1.3bn in funding. If that wasn’t enough Brad is also a best selling author having co-authoured Venture Deals: Be Smarter Than Your Lawyer and VC and Startup Communities: Building An Entrepreneurial Ecosystem In Your Community. In Today’s Episode You Will Learn: How Brad made his way into the world of VC and came to found Foundry Group? Brad has previously stated that companies can be segmented into 3 different core components? What does he mean by this? How can startups be structured internally for scalability? Why does Brad hate the word culture? How should culture be viewed and approach internally within startups? How has Brad seen his personal development with regards to being a board member? What has he got better at? What does he believe makes a great board member? Why is CAC the easiest metric to game in SaaS? How should the CAC/LTV ratio be approached? How can entrepreneurs use this to attract VC investment? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Brad Feld If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the Product Analytics Playbook from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just click here to download.   User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY

Feb 05 2018
32 mins
Play

Rank #14: SaaStr 153: How To Build and Scale Sales Teams As A Technical Founder, How To Scale The Sales Learning Curve & Why No One Actually Cares About Your Product with Spenser Skates, Founder & CEO @ Amplitude

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Spenser Skates is the Founder & CEO @ Amplitude, the only analytics solution built for modern product teams that helps you understand user behaviour and ship the right solutions fast. They have raised over 55m in VC funding from many friends of SaaStr and 20VC including Eric Vishria @ Benchmark, Neeraj Agrawal @ Battery Ventures, the teams at IVP, Data Collective, Box Group and SV angel, just to name a few of their incredible investors. Prior to Amplitude, Spenser founded Sonalight, an app that allowed users to text while they drive, backed by the likes of Y Combinator. In Today’s Episode You Will Learn: How did Spenser make his way into the world of SaaS and come to found Amplitude?   How did Spenser look to build and scale his sales team, as an engineering focussed founder? Where does Spenser see most engineering founders go wrong in their approach to sales? What were the stumbling blocks that Spenser found hard in this learning process? What is his biggest advice to technical founders to scale the learning curve fast? How does Spenser view the importance of a customer’s willingness to pay? Does that suggest a correlated amount of value? How should this propensity to pay, change with the stage of the provider? How does Spenser suggest founders mitigate discounting? What have been Spenser’s core learnings in creating an incentivised sales team? What are the core drivers that yield the behaviour desired? How does Spenser look to align this with engineering teams, traditionally disgruntled with sales’ compensation packages? 60 Second SaaStr What does Spenser know now that he wishes he had known at the beginning of Amplitude? What is Spenser’s fave SaaS reading material? How does that vary according to stage of business? How does Spenser view discounting? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Spenser Skates

Nov 27 2017
27 mins
Play

Rank #15: SaaStr 163: Scaling Zapier to $35m in ARR with Just $1.3m in Funding &Why Most Founders Should Ignore Fundraising & How To Harness The Power of Completely Remote Teams with Wade Foster, Founder & CEO @ Zapier

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Wade Foster is the Founder & CEO @ Zapier, the startup that moves information between your web apps automatically, so you can focus on your most important work. A couple of incredible achievements from Zapier, they have scaled to a phenomenal $35m in ARR, they have built a time of over 130 people, all without a central office and they have done this with just $1.2m in early stage funding from the likes of Bessemer, Y Combinator and DFJ.   In Today’s Episode You Will Learn: How Wade made his way into the world of SaaS and came to found Zapier? Why does Wade believe that founders need to put in place traditional management sooner than they normally do? What should this structure look like? When is the optimal time to start considering it and then implementing it? Wade has said before that most startups should “ignore fundraising”, why does he believe this? How has bootstrapping Zapier influenced how he manages and scales the company? What lessons has he taken from VC backed founders that he has applied to the growth of Zapier? Zapier is a completely remote team, what is the secret to seamless communication and company culture when building a team to 130 with no central office? What are the core benefits? What are the fundamental challenges? 60 Second SaaStr What does Wade know now that he wishes he had known at the beginning? Why should everyone on the team do support? How does Wade look to scale himself as CEO? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Wade Foster If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the Product Analytics Playbook from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just click here to download.   User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY

Feb 19 2018
26 mins
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Rank #16: SaaStr 157: MuleSoft Founder, Ross Mason on How Unbundling to A SaaS Platform Alters Revenue, Org Structure and Product Roadmap, Why Moving To Silicon Valley Was Fundamental For Mulesoft &Why Startups Can No Longer Own The Entire Customer Lifecycle

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Ross Mason is the Founder & VP of Product Strategy @ MuleSoft, one of the world’s leading software platforms making it easy to connect the world’s applications, data and devices. Following over $250m in VC funding from the likes of Lightspeed, Salesforce Ventures, Sapphire Ventures and NEA, MuleSoft then went public in March 2017, popping as much as 45% on it’s first day of trading. As for Ross, prior to MuleSoft, he was CEO of SymphonySoft, an EU-based company providing services and support for large-scale integration projects. Previously, Ross was Lead Architect for RaboBank and played a key role in developing one of the first large-scale ESB implementations in 2002. In Today’s Episode You Will Learn: How Ross made his way into the world of SaaS with the founding of MuleSoft? Why did Ross decide to move full time to the West Coast having started the company in Europe? What were the biggest challenges about the move to the US? What advice would Ross give to prospective entrepreneurs, looking to make the move? Where does Europe exceed the US and vice versa? What does it really mean to be a SaaS platform? What 3 elements of a company benefit when a product unbundles into a SaaS platform? How does unbundling change the process for building products and services? How does unbundling change the ability to drive new revenue streams? How does unbundling change core operational elements of the business? What does Ross mean when he says we are shifting from verticals into value chains? Does Ross believe it is even possible to own the entire customer lifecycle today, from start to finish? 60 Second SaaStr What does Ross know now which he wishes he had known at the beginning? How did it feel the day MuleSoft went public? What advice does Ross commonly hear being given that he most disagrees with? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ross Mason

Jan 08 2018
26 mins
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Rank #17: SaaStr 131: The Secret To Selling To SMBs & Creating A Sales Model That Scales with Jens Nylander, Founder & CEO @ Automile

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Jens Nylander is the Founder and CEO @ Automile, the startup that makes fleet and asset management much much easier. They have backing from some of the best in the business including Godfather of SaaS himself Jason Lemkin, the wonderful team at Point Nine, Justin Kan and Dawn Capital in London. As for Jens, he really is a serial entrepreneur with past endeavours including creating Sweden’s largest music player and founding Jays, the manufacturer and developer of innovative headphones that went public and is listed on the NASDAQ. In Today’s Episode You Will Learn: How did Jens make his way into the world of SaaS and come to found Automile? How does Jens look to build a repeatable scalable sales process with Automile? What are the core infrastructure requirements needed to make the process as automated as possible? How does Jens evaluate selling into the SMB market? How does Jens look to optimise the onboarding process to maximise conversion? How does Jens look to minimise churn with a market as potentially unstable as SMB’s? Why does Jens prefer technology minded sales teams? What benefits do they bring in terms of process to the sales cycle? What should founders look for in potential new engineering led sales teams?   Jens is increasing transparent, posting numerous figures on Twitter, what are the benefits of such transparency? How does that help the team to achieve the wider goal? Are there any cases, such as fundraising or exits, where transparency has negative consequences? 60 Second SaaStr What was the hardest element of leaving Europe to go big in the US? What does Jens know now that he wishes he had known at the beginning? What hires does Jens wish he had made earlier? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jens Nylander

Jun 26 2017
22 mins
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Rank #18: SaaStr 159: Why CAC/LTV Is Not The Guiding Metric In SaaS, How To Build An Inside Sales Team From Scratch & Why SMB Up Is The Right Way with Fred Shilmover, Founder & CEO @ InsightSquared

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Fred Shilmover is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space. Throughout the InsightSquared journey, Fred has raised over $25m in VC funding from the likes of DFJ, Bessemer, Salesforce and Atlas Venture. Prior to founding InsightSquared, Fred was a corporate development associate with Salesforce Ventures and before that he held several key roles at Bessemer Venture Partners including associate and Director of IT. He is also a board member of TUGG, an organization that brings together tech entrepreneurs with social enterprises that support at-risk youth.   In Today’s Episode You Will Learn: How Fred made his way into the world of SaaS, hustled his way to being a VC with Bessemer and then came to found InsightSquared from Boston? Why does Fred strongly argue that it is easier to start with SMB and move to enterprise than enterprise down? What are both the technical and personnel considerations of the decision? Why is it the product manager’s job to lose complexity as slowly as possible? Why does Fred disagree and state that CAC/LTV is not the guiding metric for SaaS startups? What are the core problems of CAC/LTV? What alternatives should founders consider as their guiding metrics? Where does Fred believe most founders go wrong when assessing their metrics? What metric keeps Fred up at night? What does Fred believe are the fundamentals to successfully building an inside sales team from scratch? What is the lowest ACV that an inside sales team can justify? How does Fred look to create a culture of accountability and responsibility without the element of fear of not hitting quota? Why does Fred go against conventional wisdom and suggest that customer success is the responsibility of the entire organisation? Why is this advantageous compared to a dedicated CS team? How does this mean both time and teams are allocated towards customer success? 60 Second SaaStr What does Fred know now that he wishes he had known at the beginning? What is the least discussed but most worthy topic in SaaS? What would Fred’s biggest advice to emerging SaaS founders be? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Fred Shilmover    

Jan 22 2018
28 mins
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Rank #19: SaaStr 121: Box's VP Marketing on Why ARR Pipeline Is Not Just The Responsibility of The Sales Team, Why Lead Nurturing Does Not Stop At Email & Why Lead Segmentation is Key To Success with Lauren Vaccarello

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Lauren Vacarrello is VP of Marketing @ Box, one of the leading enterprise B2B brands today. At Box, Lauren leads a 50 person team that involves demand generation, global campaigns, events and more. Prior to Box, Lauren was VP of Marketing @ Adroll, where she built and scaled a 25 person global marketing team from the ground up. If that was not enough, Lauren is also the Co-Author of “The Retargeting Playbook” and “Complete B2B Online Marketing”.    In Today’s Episode You Will Learn: How does Lauren view the relationship between sales and marketing? Why does Lauren believe the ARR pipeline is not just the responsibility of the sales team? Why is lead nurturing not just about email? What are the other core components to ensure successful progression of leads through the funnel? How does Lauren view successful lead segmentation? Why does Lauren like to segment leads into 3 distinct buckets? How does this strategy play out at different ends of the market? What is the role of marketing post-purchase? How has Lauren seen this change since the early days of her career? How does this differ when comparing SMB to enterprise? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Lauren Vaccarello

May 12 2017
25 mins
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Rank #20: SaaStr 138: The Rule of 40% For A Healthy SaaS Company, Why It Is Not All About Top Line Growth In Enterprise & Why Land & Expand Is Wrong with Vineet Jain, Founder & CEO @ Egnyte

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Vineet Jain is the Founder & CEO @ Egnyte, the startup that delivers smart content collaboration in the cloud or on-premises. They have raised over $60m in VC funding from the likes of Kleiner Perkins, Google Ventures and one of our favourites here, Mike Maples @ Floodgate. Prior to Egnyte, Vineet founded and successfully built Valdero, a supply chain software solution provider, funded by KPCB, MDV and Trinity Ventures. Before that, Vineet held a variety of senior operational positions at KPMG and Bechtel. In Today’s Episode You Will Learn: How Vineet made his way into the world of SaaS and came to found his second startup in Egnyte? Vineet states that it is not all about top line growth, how does he look to satiate VC appetitie for growth with this mentality? Why does he think that we should discuss EBITDA margins more often within business models in Silicon Valley? Considering this conservative approach, how does Vineet determine when is the right time to put the “pedal to the metal” and raise a large round of funding and really look to gain the market? What metrics suggest product market fit to this extent? Why does Vineet argue that land and expand is all wrong? What alternative does Vineet offer for those looking to sell to enterprise? How does Vineet evaluate “The Rule of 40% For A Healthy SaaS Company”? What are the inherent flaws in this model? How can this model be gamed by posting enormous growth figures? What figures should startups input into this ratio? 60 Second SaaStr What does Vineet know now that he wishes he had known earlier? How long is long enough to give someone who is not performing? What hire does Vineet wish he had made earlier? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Vineet Jain

Aug 14 2017
26 mins
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