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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

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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

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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.

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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

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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’

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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