Author Archives: Jason Lemkin

Screen Shot 2014-07-21 at 2.14.14 PM

At About $2m in ARR, Every Great Hire Will Be Accretive.

Recently, I was talking to the CEO of a pretty successful SaaS company doing ~$3m in ARR, growing nicely, in a good space.  Doing just fine. And he was proud he’d just hired a VP of Sales at a below-market

Screen Shot 2014-07-21 at 2.14.14 PM

At About $2m in ARR, Every Great Hire Will Be Accretive.

Recently, I was talking to the CEO of a pretty successful SaaS company doing ~$3m in ARR, growing nicely, in a good space.  Doing just fine. And he was proud he’d just hired a VP of Sales at a below-market

Screen Shot 2014-07-01 at 4.44.12 PM

Eating My Own SaaStr Dogfood: Why I Invested in Algolia Search-as-a-Service

Much of SaaStr involves sharing my learnings, mistakes, improvements, etc. as a founder CEO that lived the journey from $0 to $100m in ARR. But do I practice what I preach?  I hope so.  Let’s take a look together. Recently, I

Screen Shot 2014-07-01 at 4.44.12 PM

Eating My Own SaaStr Dogfood: Why I Invested in Algolia Search-as-a-Service

Much of SaaStr involves sharing my learnings, mistakes, improvements, etc. as a founder CEO that lived the journey from $0 to $100m in ARR. But do I practice what I preach?  I hope so.  Let’s take a look together. Recently, I

Screen Shot 2014-07-21 at 3.23.15 PM

Come to the SaaStr New York Social Wed July 30 at Work-Bench — And Also Learn How to Hire a Great VP of Product!

Ok we’ve had a great time in the Big Apple so far.  Last week, we gave a great keynote at the Enterprise Tech Meet-up on How to Hire a Great VP of Sales.  We’ll put the video up soon. And next

Screen Shot 2014-07-21 at 3.23.15 PM

Come to the SaaStr New York Social Wed July 30 at Work-Bench — And Also Learn How to Hire a Great VP of Product!

Ok we’ve had a great time in the Big Apple so far.  Last week, we gave a great keynote at the Enterprise Tech Meet-up on How to Hire a Great VP of Sales.  We’ll put the video up soon. And next

Screen Shot 2014-07-14 at 4.05.51 PM

SaaStr Hits The Big Apple: Keynote at Enterprise Tech Meetup this Wednesday, Office Hours, Work-Bench, More

Today SaaStr’s hit the Big Apple.  I’ll be in town for several weeks, hanging out at Enterprise workspace / accelerator Work-Bench and a few other places around town. We’ll try to do a few events. First, this Wednesday, I’ll be doing

Screen Shot 2014-07-14 at 4.05.51 PM

SaaStr Hits The Big Apple: Keynote at Enterprise Tech Meetup this Wednesday, Office Hours, Work-Bench, More

Today SaaStr’s hit the Big Apple.  I’ll be in town for several weeks, hanging out at Enterprise workspace / accelerator Work-Bench and a few other places around town. We’ll try to do a few events. First, this Wednesday, I’ll be doing

Screen Shot 2014-07-05 at 9.20.47 AM

The Next Wave of SMB SaaS: True Solutions. Priced as Such.

If you look at the SaaS companies that have IPO’d to date, you’ll see one common theme:  almost all sell to Large Enterprises, either almost entirely (Veeva, Workday), mainly (Salesforce, Cornerstone), or in large part (Box, coming). It just makes

Screen Shot 2014-07-05 at 9.20.47 AM

The Next Wave of SMB SaaS: True Solutions. Priced as Such.

If you look at the SaaS companies that have IPO’d to date, you’ll see one common theme:  almost all sell to Large Enterprises, either almost entirely (Veeva, Workday), mainly (Salesforce, Cornerstone), or in large part (Box, coming). It just makes

Screen Shot 2014-06-29 at 3.07.09 PM

Download Part II of The Predictable Revenue Guide to Tripling Your Sales – Now!

Part II of the collaboration between Aaron Ross (previously head of outbound sales at Salesforce and author of the first Predictable Revenue Guide as well) and SaaStr is available to download – now: Click Here to Get it Now! The Predictable Revenue Guide

Screen Shot 2014-06-29 at 3.07.09 PM

Download Part II of The Predictable Revenue Guide to Tripling Your Sales – Now!

Part II of the collaboration between Aaron Ross (previously head of outbound sales at Salesforce and author of the first Predictable Revenue Guide as well) and SaaStr is available to download – now: Click Here to Get it Now! The Predictable Revenue Guide

Screen Shot 2014-06-17 at 3.36.50 PM

Acquisitions — If You Do Sell, Try to Make Sure It’s At a Local Maximum

Over the past 6 months or so, I’ve met with a series of entrepreneurs that turned down pretty attractive acquisition offers, relatively early in their lifecycle: SaaS Co. #1 turned down an $85m offer on $50k in MRR. SaaS Co.

Screen Shot 2014-06-17 at 3.36.50 PM

Acquisitions — If You Do Sell, Try to Make Sure It’s At a Local Maximum

Over the past 6 months or so, I’ve met with a series of entrepreneurs that turned down pretty attractive acquisition offers, relatively early in their lifecycle: SaaS Co. #1 turned down an $85m offer on $50k in MRR. SaaS Co.

Screen Shot 2014-06-16 at 8.14.30 AM

If You Sell Your Company — Prioritize Dollars Over Prestige

Recently I did a founders-only event sponsored by ExitRound.  It was off the record, so I won’t go into anything we spoke about. But there was one theme the audience told me from all 4 speakers.  They didn’t know selling was

Screen Shot 2014-06-16 at 8.14.30 AM

If You Sell Your Company — Prioritize Dollars Over Prestige

Recently I did a founders-only event sponsored by ExitRound.  It was off the record, so I won’t go into anything we spoke about. But there was one theme the audience told me from all 4 speakers.  They didn’t know selling was

Screen Shot 2014-06-02 at 5.30.26 PM

Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference

Let me tell you, when I was figuring out this SaaS stuff, the last thing I wanted to do was a User Conference.  I mean, I got the whole Dreamforce thing.  Salesforce is a complex product, with (sometimes) long deployment

Screen Shot 2014-06-02 at 5.30.26 PM

Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference

Let me tell you, when I was figuring out this SaaS stuff, the last thing I wanted to do was a User Conference.  I mean, I got the whole Dreamforce thing.  Salesforce is a complex product, with (sometimes) long deployment

zendesk-shares-pop-after-cloud-ipo-nyse

It Doesn’t Really Matter When Your Competitor is Acquired. (Except It Means You Weren’t.)

There’s a common bit of advice we entrepreneurs and execs always get:  worry less about the competition, and more just about growing your own business. It’s good, sound advice.  But man — it’s hard advice to follow.  Between your competitors’

zendesk-shares-pop-after-cloud-ipo-nyse

It Doesn’t Really Matter When Your Competitor is Acquired. (Except It Means You Weren’t.)

There’s a common bit of advice we entrepreneurs and execs always get:  worry less about the competition, and more just about growing your own business. It’s good, sound advice.  But man — it’s hard advice to follow.  Between your competitors’

Screen Shot 2014-05-21 at 5.23.42 PM

Inbound or Outbound Sales? The Answer is Yes

There’s a meme, a CommonThink, among certain segments that Outbound Sales is Bad, or at least, a Little Unseemly.  And maybe a lot bit Old School. That we’re in a new world of sales, a new consultative world, where leads

Screen Shot 2014-05-21 at 5.23.42 PM

Inbound or Outbound Sales? The Answer is Yes

There’s a meme, a CommonThink, among certain segments that Outbound Sales is Bad, or at least, a Little Unseemly.  And maybe a lot bit Old School. That we’re in a new world of sales, a new consultative world, where leads

Screen Shot 2014-05-20 at 4.54.47 PM

22 Critical Tips in Hiring a Great VP Marketing (From Marketo, EchoSign, Insightly)

A few weeks back we had our second SaaStr Social.  It was quite a hit, with over 700+ SaaS entrepreneurs, execs and VCs getting together at Storm Ventures. The first time, we just had BBQ and cocktails.  That was pretty

Screen Shot 2014-05-20 at 4.54.47 PM

22 Critical Tips in Hiring a Great VP Marketing (From Marketo, EchoSign, Insightly)

A few weeks back we had our second SaaStr Social.  It was quite a hit, with over 700+ SaaS entrepreneurs, execs and VCs getting together at Storm Ventures. The first time, we just had BBQ and cocktails.  That was pretty

Screen Shot 2013-05-16 at 9.05.29 AM

Why I’d Go Big. And Why You Should Ignore Me, and Most of the Others That Tell You That.

Everything on the web, and in SaaS, these days is about Going Big.  Larry Page at Google I/O wants Google to start doing brave new things that build billion dollar markets.  Peter Thiel wants the best of us to skip

Screen Shot 2013-05-16 at 9.05.29 AM

Why I’d Go Big. And Why You Should Ignore Me, and Most of the Others That Tell You That.

Everything on the web, and in SaaS, these days is about Going Big.  Larry Page at Google I/O wants Google to start doing brave new things that build billion dollar markets.  Peter Thiel wants the best of us to skip

Screen Shot 2014-05-15 at 5.40.52 AM

“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin — Download Part 1 Now!

Ok, this will be fun. Aaron Ross and I are putting together “The Predictable Revenue Guide to Tripling Your Sales”.  Aaron created and led the original outbound sales team at Salesforce and is well known to most SaaS entrepreneurs and executives.

Screen Shot 2014-05-15 at 5.40.52 AM

“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin — Download Part 1 Now!

Ok, this will be fun. Aaron Ross and I are putting together “The Predictable Revenue Guide to Tripling Your Sales”.  Aaron created and led the original outbound sales team at Salesforce and is well known to most SaaS entrepreneurs and executives.

Screen Shot 2014-04-28 at 12.57.09 PM

Unfortunately, SaaS Start-Up Valuations Are About To Fall by 50%

Depending on where you are in terms of stage, timing, and all the rest, you may or may not particularly care what is happening with the public markets.  I know at EchoSign, once we hit cash-flow positive, I cared a

Screen Shot 2014-04-28 at 12.57.09 PM

Unfortunately, SaaS Start-Up Valuations Are About To Fall by 50%

Depending on where you are in terms of stage, timing, and all the rest, you may or may not particularly care what is happening with the public markets.  I know at EchoSign, once we hit cash-flow positive, I cared a

Screen Shot 2014-04-12 at 1.50.02 PM

SaaStr on NBC’s Press:Here on Box, DropBox, WhatsApp — And the Lack of Fear

NBC was kind enough to have us back on Press:Here (right after Meet-the-Press) to discuss DropBox’s almost-$1-billion in debt and equity raised this year, Box’s IPO, and beyond that, just what’s Going On in the Enterprise these days. My overall

Screen Shot 2014-04-12 at 1.50.02 PM

SaaStr on NBC’s Press:Here on Box, DropBox, WhatsApp — And the Lack of Fear

NBC was kind enough to have us back on Press:Here (right after Meet-the-Press) to discuss DropBox’s almost-$1-billion in debt and equity raised this year, Box’s IPO, and beyond that, just what’s Going On in the Enterprise these days. My overall

Screen Shot 2014-04-04 at 9.38.43 AM

Come to the SaaStr Spring Soiree April 24 on Sand Hill Road — And Also Learn How to Hire a Great VP of Marketing!

Last September, we did the first SaaStr get together, the SaaStr Summer Social.  Over 500 SaaS founders, execs, and VCs got together on Sand Hill Road for cocktails, BBQ, and a chance to discuss all things recurring revenue.  You can

Screen Shot 2014-04-04 at 9.38.43 AM

Come to the SaaStr Spring Soiree April 24 on Sand Hill Road — And Also Learn How to Hire a Great VP of Marketing!

Last September, we did the first SaaStr get together, the SaaStr Summer Social.  Over 500 SaaS founders, execs, and VCs got together on Sand Hill Road for cocktails, BBQ, and a chance to discuss all things recurring revenue.  You can

Screen Shot 2014-03-25 at 12.52.55 PM

SaaStr’s RedditAMA (“Ask Me Anything”)

I had a ton of fun doing an AMA. We got to 140 comments … some will be familiar to the SaaStr community, some are new-ish themes. I think it’s a good discussion and you can scan it pretty quickly

Screen Shot 2014-03-25 at 12.52.55 PM

SaaStr’s RedditAMA (“Ask Me Anything”)

I had a ton of fun doing an AMA. We got to 140 comments … some will be familiar to the SaaStr community, some are new-ish themes. I think it’s a good discussion and you can scan it pretty quickly

Screen Shot 2014-03-16 at 3.29.06 PM

The Simple Reason Why There Will be 10-20 Great CRM IPOs in the Next Few Years

I wrote a while back about Room at The Bottom, and how once a space gets big enough (~$100m) or so … the biggest guys end up abandoning many of the smallest customers and segments in their space.  And once

Screen Shot 2014-03-16 at 3.29.06 PM

The Simple Reason Why There Will be 10-20 Great CRM IPOs in the Next Few Years

I wrote a while back about Room at The Bottom, and how once a space gets big enough (~$100m) or so … the biggest guys end up abandoning many of the smallest customers and segments in their space.  And once

Screen Shot 2014-03-11 at 8.07.46 PM

SaaStr on GrowthEverywhere: “On Building a $100 Million Dollar Revenue Machine”

I had a chance to do a fun and in-depth interview (52 minutes!) with Eric Sui of Growth Everywhere on the learnings of building, scaling and growing a SaaS business. You can read it all here (EchoSign CEO Jason Lemkin

Screen Shot 2014-03-11 at 8.07.46 PM

SaaStr on GrowthEverywhere: “On Building a $100 Million Dollar Revenue Machine”

I had a chance to do a fun and in-depth interview (52 minutes!) with Eric Sui of Growth Everywhere on the learnings of building, scaling and growing a SaaS business. You can read it all here (EchoSign CEO Jason Lemkin

Screen Shot 2014-03-06 at 1.28.41 PM

5 Very Good Days, and 5 Pretty Bad Days, as a SaaS CEO

Forbes was kind enough to pick up a thread I did on Quora about my 5 favorite good days, and 5 most visceral bad days, in the early days, of getting from $0 to $10m in ARR. If you didn’t

Screen Shot 2014-03-06 at 1.28.41 PM

5 Very Good Days, and 5 Pretty Bad Days, as a SaaS CEO

Forbes was kind enough to pick up a thread I did on Quora about my 5 favorite good days, and 5 most visceral bad days, in the early days, of getting from $0 to $10m in ARR. If you didn’t

Screen Shot 2014-02-20 at 5.39.20 PM

Is 5x the New 2x in SaaS?

Back in 2012, when the SaaStr audience was about 1/30th of what it is today, I wrote a post that a lot of folks didn’t like:  “Workday is Growing 90% this Year.  At $250m in ARR.  So Wake Up:  You

Screen Shot 2014-02-20 at 5.39.20 PM

Is 5x the New 2x in SaaS?

Back in 2012, when the SaaStr audience was about 1/30th of what it is today, I wrote a post that a lot of folks didn’t like:  “Workday is Growing 90% this Year.  At $250m in ARR.  So Wake Up:  You

Screen Shot 2014-02-22 at 10.00.22 PM

Don’t Ever Make Anyone “Head of Sales/Marketing/Engineering/Whatever” in SaaS

A few months ago, I gave a great SaaS Founder CEO a Gift. A real gift. This founder CEO was at about $1m in ARR, doing well, but with only a smidge of angel funding and limited resources. And I

Screen Shot 2014-02-22 at 10.00.22 PM

Don’t Ever Make Anyone “Head of Sales/Marketing/Engineering/Whatever” in SaaS

A few months ago, I gave a great SaaS Founder CEO a Gift. A real gift. This founder CEO was at about $1m in ARR, doing well, but with only a smidge of angel funding and limited resources. And I

Screen Shot 2014-02-14 at 4.39.57 PM

Everyone in SaaS Needs to Do Customer Support. At Least Until You Have 50 Employees. But Ideally, Forever.

I’m not sure if you saw the recent rant of David Marcus, president of PayPal.  Complaining his employees weren’t using PayPal apps. Well, dude, what do you expect? Yes, you’re right.  It’s not cool your team doesn’t use PayPal every

Screen Shot 2014-02-14 at 4.39.57 PM

Everyone in SaaS Needs to Do Customer Support. At Least Until You Have 50 Employees. But Ideally, Forever.

I’m not sure if you saw the recent rant of David Marcus, president of PayPal.  Complaining his employees weren’t using PayPal apps. Well, dude, what do you expect? Yes, you’re right.  It’s not cool your team doesn’t use PayPal every

Screen Shot 2014-01-30 at 1.59.18 PM

As Long As You Are Growing 60% Or More — Your Competition Can’t Really Hurt You

Recently, I met with a good friend running a SaaS company doing about $4 million in ARR.  A really good SaaS company.  And he was beside himself. First, he was just plain exhausted.  He was in that zone from $1

Screen Shot 2014-01-30 at 1.59.18 PM

As Long As You Are Growing 60% Or More — Your Competition Can’t Really Hurt You

Recently, I met with a good friend running a SaaS company doing about $4 million in ARR.  A really good SaaS company.  And he was beside himself. First, he was just plain exhausted.  He was in that zone from $1

Screen Shot 2014-01-29 at 8.57.34 AM

A Solution Sale Can Capture 3-20x the Revenues of A Tool Sale. With Almost the Exact Same Core Product.

Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly.  Doing well. Both had a roughly similar make-up of customers, split between: Big Customers (Fortune 500 / Global 2000 types) — not

Screen Shot 2014-01-29 at 8.57.34 AM

A Solution Sale Can Capture 3-20x the Revenues of A Tool Sale. With Almost the Exact Same Core Product.

Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly.  Doing well. Both had a roughly similar make-up of customers, split between: Big Customers (Fortune 500 / Global 2000 types) — not

Screen Shot 2014-01-24 at 5.07.04 PM

“Deal or No Deal? When — and If — To Sell Your Company”. On NBC’s Press:Here.

I had a great session on NBC’s Press:Here Yesterday together with The New York Times and TechCrunch on when to sell, or not.  We touched on a lot of SaaStr themes, including a personal favorite of mine — “If You

Screen Shot 2014-01-24 at 5.07.04 PM

“Deal or No Deal? When — and If — To Sell Your Company”. On NBC’s Press:Here.

I had a great session on NBC’s Press:Here Yesterday together with The New York Times and TechCrunch on when to sell, or not.  We touched on a lot of SaaStr themes, including a personal favorite of mine — “If You

Screen Shot 2014-01-14 at 8.27.11 AM

How GuideSpark Tripled ARR Two Years in a Row, Growing to Almost Eight Figures in ARR — All Using Outbound Sales

GuideSpark is one SaaS company I’ve been fortunate enough to be involved with for a while (I am a very small indirect shareholder, and have known the CEO, Keith Kitani, since ’06).  GuideSpark is a SaaS service that automates highly personalized

Screen Shot 2014-01-14 at 8.27.11 AM

How GuideSpark Tripled ARR Two Years in a Row, Growing to Almost Eight Figures in ARR — All Using Outbound Sales

GuideSpark is one SaaS company I’ve been fortunate enough to be involved with for a while (I am a very small indirect shareholder, and have known the CEO, Keith Kitani, since ’06).  GuideSpark is a SaaS service that automates highly personalized

Screen Shot 2014-01-13 at 3.44.35 PM

SaaStr’s on TechCrunch TV on Wednesday — Please Post Your Questions You Wanted Answered On Air

I’ll be on TechCrunch TV this Wednesday … will post the video after we’re done … But please post any and all questions you might have in the comments at the end of the TechCrunch post here, in the comments

Screen Shot 2014-01-13 at 3.44.35 PM

SaaStr’s on TechCrunch TV on Wednesday — Please Post Your Questions You Wanted Answered On Air

I’ll be on TechCrunch TV this Wednesday … will post the video after we’re done … But please post any and all questions you might have in the comments at the end of the TechCrunch post here, in the comments

Screen Shot 2014-01-09 at 3.37.31 PM

Your (Belated) SaaS New Year’s Resolution: Add a Layer

I basically agree with all Start-Up Truisms.  One of the best ones is Don’t Chase the Shiny Penny.  Double Down on What Works. For sure this is true in SaaS.  If you’ve got a good thing in a certain vertical,

Screen Shot 2014-01-09 at 3.37.31 PM

Your (Belated) SaaS New Year’s Resolution: Add a Layer

I basically agree with all Start-Up Truisms.  One of the best ones is Don’t Chase the Shiny Penny.  Double Down on What Works. For sure this is true in SaaS.  If you’ve got a good thing in a certain vertical,

Screen Shot 2013-12-27 at 1.41.00 PM

Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home.

There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front, when they

Screen Shot 2013-12-27 at 1.41.00 PM

Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home.

There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front, when they

Screen Shot 2013-12-27 at 9.45.49 AM

SaaStr Named Top Writer of 2013 by Quora; To Top 100 Blogs for Entrepreneurs by Forbes

A big thank you to the entire SaaStr community for a terrific 2013. SaaStr started in late ’12 as an experiment in sharing back the tactical and pragmatic learnings of scaling a SaaS business from nothing to something, from initial

Screen Shot 2013-12-27 at 9.45.49 AM

SaaStr Named Top Writer of 2013 by Quora; To Top 100 Blogs for Entrepreneurs by Forbes

A big thank you to the entire SaaStr community for a terrific 2013. SaaStr started in late ’12 as an experiment in sharing back the tactical and pragmatic learnings of scaling a SaaS business from nothing to something, from initial

Screen Shot 2013-12-19 at 3.05.37 PM

As The Year Winds Down: Get Some Rest. Or You’ll End Up Washing Out in SaaS in Year 5.

If you squint, and look carefully, in a lot of the deals you see on TechCrunch, Techmeme, Pando Daily, or whatever you read, you’ll see a pattern in a good chunk of them.  You’ll see that Co. X or Y

Screen Shot 2013-12-19 at 3.05.37 PM

As The Year Winds Down: Get Some Rest. Or You’ll End Up Washing Out in SaaS in Year 5.

If you squint, and look carefully, in a lot of the deals you see on TechCrunch, Techmeme, Pando Daily, or whatever you read, you’ll see a pattern in a good chunk of them.  You’ll see that Co. X or Y

Screen Shot 2013-12-16 at 9.16.24 PM

What Lies Beyond $100m ARR? Your Company-as-a-Platform. For Others.

We’ve talked a lot about the various stages of scaling a SaaS company.  The first 10 customers, the Moment You Have Something Real.  What Initial Traction Means (say $1m ARR).  The Long, Hard Road from From Initial Traction to Initial

Screen Shot 2013-12-16 at 9.16.24 PM

What Lies Beyond $100m ARR? Your Company-as-a-Platform. For Others.

We’ve talked a lot about the various stages of scaling a SaaS company.  The first 10 customers, the Moment You Have Something Real.  What Initial Traction Means (say $1m ARR).  The Long, Hard Road from From Initial Traction to Initial

Screen Shot 2013-12-11 at 12.22.58 PM

Everything is Sort of the Same at a Given ACV (Annual Contract Value)

As you try to hire up for your SaaS company, you’re going to faced with a lot of choices and trade-offs.  No hire is the perfect package.  Do you take a risk on someone a little more junior than you’d

Screen Shot 2013-12-11 at 12.22.58 PM

Everything is Sort of the Same at a Given ACV (Annual Contract Value)

As you try to hire up for your SaaS company, you’re going to faced with a lot of choices and trade-offs.  No hire is the perfect package.  Do you take a risk on someone a little more junior than you’d

Screen Shot 2013-12-09 at 11.13.08 AM

Around $4-$5m in ARR, You Probably Will Need a Chief MRR Officer

At Dreamforce, Gainsight, a leading SaaS company/service for managing customer success, was kind enough to invite me to speak at their session on Customer Success together with Dan Steinman, their COO.  Prior to Gainsight, Dan was VP of Customer Success

Screen Shot 2013-12-09 at 11.13.08 AM

Around $4-$5m in ARR, You Probably Will Need a Chief MRR Officer

At Dreamforce, Gainsight, a leading SaaS company/service for managing customer success, was kind enough to invite me to speak at their session on Customer Success together with Dan Steinman, their COO.  Prior to Gainsight, Dan was VP of Customer Success

Screen Shot 2013-11-08 at 2.15.55 PM

Want Happy Customers? Implement the 5-Visits-Plus-2-Badges Rule. For Your Customer Success Team — And You.

If you are a SaaStr reader, you’ll know how passionate I am about Customer Success. For one simple reason: Second Order Revenue. Upsells. Renewals. Word-of-Mouth. Champion Change. What it all means is that if you do it right, you’ll make

Screen Shot 2013-11-08 at 2.15.55 PM

Want Happy Customers? Implement the 5-Visits-Plus-2-Badges Rule. For Your Customer Success Team — And You.

If you are a SaaStr reader, you’ll know how passionate I am about Customer Success. For one simple reason: Second Order Revenue. Upsells. Renewals. Word-of-Mouth. Champion Change. What it all means is that if you do it right, you’ll make

Screen Shot 2013-11-05 at 2.23.15 PM

If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days

We’ve talked a lot on SaaStr about how to make that critical hire: the VP Sales.  I’ve done it right, and I’ve done it wrong.  When it’s good … it’s just so good.  It all clicks.  But when you make

Screen Shot 2013-11-05 at 2.23.15 PM

If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days

We’ve talked a lot on SaaStr about how to make that critical hire: the VP Sales.  I’ve done it right, and I’ve done it wrong.  When it’s good … it’s just so good.  It all clicks.  But when you make

Screen Shot 2013-10-29 at 4.02.41 PM

I’m Presenting at Dreamforce. Right Before Marissa Mayer. Come See the Hottest Two Speakers at Dreamforce ’13.

OK maybe SaaStr doesn’t quite have the following of Marissa Mayer.  Yet.  Although we are up to 400,000+ views a month.  But it’s a solid pairing, don’t you think?  In any event … If you are in SaaS and haven’t

Screen Shot 2013-10-29 at 4.02.41 PM

I’m Presenting at Dreamforce. Right Before Marissa Mayer. Come See the Hottest Two Speakers at Dreamforce ’13.

OK maybe SaaStr doesn’t quite have the following of Marissa Mayer.  Yet.  Although we are up to 400,000+ views a month.  But it’s a solid pairing, don’t you think?  In any event … If you are in SaaS and haven’t

Screen Shot 2013-10-28 at 1.46.24 PM

Can an 8-Person StartUp Sell to a CIO? Yes — If You Understand The Social Contract.

Recently Erick Schonfeld was kind enough to invite me to the DEMO conference to both serve as an Enterprise panel judge, and also to join a panel with 3 esteemed CIOs on how to Sell to Enterprise CIOs.  I was

Screen Shot 2013-10-28 at 1.46.24 PM

Can an 8-Person StartUp Sell to a CIO? Yes — If You Understand The Social Contract.

Recently Erick Schonfeld was kind enough to invite me to the DEMO conference to both serve as an Enterprise panel judge, and also to join a panel with 3 esteemed CIOs on how to Sell to Enterprise CIOs.  I was