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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

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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

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In SaaS, 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

In SaaS, 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

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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

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“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

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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

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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

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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