Category Archives: Uncategorized

Screen Shot 2014-10-22 at 4.56.06 PM

Turns Out, 85% of the World Likes “Contact Me”. Even Though You Don’t.

I know you are probably like me.  You go to a web service.  What do you do?  Free trial.  Sign Up Now.  The very, very last button I am going to touch is “Contact Me.”  The last thing I want,

Screen Shot 2014-10-22 at 4.56.06 PM

Turns Out, 85% of the World Likes “Contact Me”. Even Though You Don’t.

I know you are probably like me.  You go to a web service.  What do you do?  Free trial.  Sign Up Now.  The very, very last button I am going to touch is “Contact Me.”  The last thing I want,

Screen Shot 2014-10-19 at 11.45.13 AM

Ok, It’s A Go. The SaaStr Annual. Feb 5. With the CEOs of Box, MobileIron, GuideSpark, OpenDNS, Zenefits, Talkdesk, BetterWorks, and More. Does It Get Any Better?

Ok we’re confirmed. Locked and loaded. February 5.  2015. The Regency Ballroom.  San Francisco.  California. The First SaaStr Annual. It’s all day (and night).  9am – 11pm.  And if you’re flying in, a special event the evening before. No panels.

Screen Shot 2014-10-19 at 11.45.13 AM

Ok, It’s A Go. The SaaStr Annual. Feb 5. With the CEOs of Box, MobileIron, GuideSpark, OpenDNS, Zenefits, Talkdesk, BetterWorks, and More. Does It Get Any Better?

Ok we’re confirmed. Locked and loaded. February 5.  2015. The Regency Ballroom.  San Francisco.  California. The First SaaStr Annual. It’s all day (and night).  9am – 11pm.  And if you’re flying in, a special event the evening before. No panels.

Screen Shot 2014-10-08 at 1.23.02 PM

Why You’ll Need Just About $3,000,000 to Build Your First Real Sales & Marketing Team

Every week, I meet with several entrepreneurs, often bootstrapped or close to it, who fit the following sort of model: Gotten to Initial Traction (~$1.5m ARR), or getting close to it, or a bit beyond; and With nice growth (>=100%

Screen Shot 2014-10-08 at 1.23.02 PM

Why You’ll Need Just About $3,000,000 to Build Your First Real Sales & Marketing Team

Every week, I meet with several entrepreneurs, often bootstrapped or close to it, who fit the following sort of model: Gotten to Initial Traction (~$1.5m ARR), or getting close to it, or a bit beyond; and With nice growth (>=100%

Screen Shot 2014-03-21 at 9.31.11 AM

Don’t Fire Your “Worst” Customers. Hire Them a Psychiatrist Instead.

There’s a lot of Internet advice that makes a lot of sense, but not necessarily in SaaS.  Somewhat bad advice that entrepreneurs share again and again, without having really tested the ideas behind that advice. One bit of advice you

Screen Shot 2014-03-21 at 9.31.11 AM

Don’t Fire Your “Worst” Customers. Hire Them a Psychiatrist Instead.

There’s a lot of Internet advice that makes a lot of sense, but not necessarily in SaaS.  Somewhat bad advice that entrepreneurs share again and again, without having really tested the ideas behind that advice. One bit of advice you

Screen Shot 2013-10-09 at 9.14.50 AM

Planning to Do a SaaS Startup? Don’t Forget the 20 Interview Rule.

Recently I spent some time with two seemingly similar SaaS start-ups.  Both are at about $100k in MRR (congratulations!).  Both have happy, enthusiastic customers.  Both have really great products and are organically growing.  Both have great founder CEOs. But even

Screen Shot 2013-10-09 at 9.14.50 AM

Planning to Do a SaaS Startup? Don’t Forget the 20 Interview Rule.

Recently I spent some time with two seemingly similar SaaS start-ups.  Both are at about $100k in MRR (congratulations!).  Both have happy, enthusiastic customers.  Both have really great products and are organically growing.  Both have great founder CEOs. But even

Screen Shot 2014-10-07 at 6.53.58 PM

The Best of SaaStr: Our Top 100 Posts, Organized by Topic (Sales, Marketing, Customer Success, etc.)

It’s time. We’ve put together the Top 100 SaaStr posts, organized by topic and stage of your SaaS startup (and reproduced below). You can visit it anytime with the “The Best of SaaStr” link above in the SaaStr.com navigation. Next

Screen Shot 2014-10-07 at 6.53.58 PM

The Best of SaaStr: Our Top 100 Posts, Organized by Topic (Sales, Marketing, Customer Success, etc.)

It’s time. We’ve put together the Top 100 SaaStr posts, organized by topic and stage of your SaaS startup (and reproduced below). You can visit it anytime with the “The Best of SaaStr” link above in the SaaStr.com navigation. Next

Screen Shot 2014-10-03 at 11.15.31 AM

I Never Lost a Customer I Actually Visited

There’s a lot to talk about in customer success about churn, and about upsells.  Together, they are one of the most critical topics in recurring revenue business models. To all that, I wanted to add one very tactical insight:  of the 1000s

Screen Shot 2014-10-03 at 11.15.31 AM

I Never Lost a Customer I Actually Visited

There’s a lot to talk about in customer success about churn, and about upsells.  Together, they are one of the most critical topics in recurring revenue business models. To all that, I wanted to add one very tactical insight:  of the 1000s