Saas

2025

• The Mirage in the Software Clouds Mar 14
• The Complete Guide to SaaS Pricing Strategy Feb 27

2024

• A Challenge to SaaS Orthodoxy Oct 10

2023

• Signs We've Touched the Bottom Jul 26
• How Markets Value Software Companies in 2023 Jul 05
• Picking Teams in AI Jun 26
• Marketing Teams as Hedge Funds Jun 21
• Does an AI Premium Exist in the Fundraising Market? Jun 15
• What if Every SaaS App Spoke English? Jun 11
• Web3 in SaaS Clothing Jun 08
• When Will SaaS Budgets Increase Again? May 26
• Microsoft's Billion Dollar AI Business Apr 26
• A Flare Across the Clouds : Cloudflare's Earnings Report Feb 14
• Sizing the Web3 B2B Software Market Jan 01

2022

• A Funny Thing Happened on the Way to Sand Hill Road Dec 14
• What the $6B Coupa Acquisition Means for Software Startups Dec 12
• Cutting R&D to Grow GTM Spend : Is it Happening Across Software Companies? Nov 02
• Sales Efficiency through Covid : Reading the Tea Leaves for Startups Oct 30
• Would You Leave the Cloud to Improve Sales Efficiency by 11%? Oct 23
• Are We Seeing the Beginning of SaaS Consolidation? Sep 20
• The Math Behind Starting a Successful Software Startup Aug 02
• 1% of Salesforce's Revenue Makes a Unicorn Jul 12
• Deliberately Underselling as Sales Strategy Jul 11
• The New Key Competitive Advantage for Web3 Startups Jun 13
• Free SaaS Enabled Marketplaces - A Novel Go-To-Market for Software Startups Apr 12
• Guess the Startup Answers Mar 14
• The New Discipline Web3 Software Companies Must Develop Feb 09

2021

• What is the Product the Customer Buys Before They Buy Yours? Sep 14
• Can You Guess This Business's Name? Jul 27
• The Great Game of Risk Played in Category Creation, and Why the Winning Strategy is Aggression Jun 16
• The Identity Crisis Facing Open Source Companies in the Cloud Apr 02
• How Much is 20% More NDR Worth to Your SaaS Startup? Mar 05
• The Feedback Loops in Data that Will Change SaaS Architecture Mar 02
• The Missing Insight Around Software Multiples for Valuing Companies Jan 11

2020

• How a Merger of Salesforce and Slack Would Change the SaaS Landscape Nov 26
• How Many Technologies Can a Company Adopt at Once? Oct 29
• How to Predict the Forward Multiple of a Software Company Sep 22
• How to Maximize the Impact of Your Website When Targeting Two Personas Sep 14
• Can You Still Make Money Starting a SaaS Company? Sep 13
• A Quick Diagnostic to Determine if Your Sales & Marketing Teams are Aligned Aug 31
• Asana S-1 Analysis - Comparing One Productivity Powerhouse to Another Aug 27
• How to Recruit a Marketing Team with Great Product Marketing and Demand Generation Abilities Jul 26
• The Unforeseen Benefits of Online Events Jul 19
• Top 10 Learnings from the Redpoint 2020 GTM Survey Jun 25
• What is the Structure of the Typical SaaS Company as it Scales? Jun 21
• How Predictive is SDR/BDR Quota Attainment of AE Quota Attainment? Jun 17
• Notes from Office Hours with Hollie Wegman Jun 12
• Why Margin Matters Now in Startupland Apr 12
• Notes from Office Hours with Lisa Lawson Mar 09
• The Strategic Importance of Competition Feb 23
• One of the Most Frequent Errors in Sales Planning and Forecasting Feb 17
• Simpson's Paradox in Measuring Net Dollar Retention Rate Feb 03
• Cloud Prem Architecture - The New Way of Serving the Enterprise with a Hub and Spoke Data Model Jan 29
• B2B vs B2C: How Should Your Sales Team Be Allocated to Maximize Success? Jan 05

2019

• How Much Turnover in Your Sales Team Should Your Startup Expect? Dec 12
• The Most Frequent Mishire in Startups Nov 10
• Private Equity as an Exit Option for SaaS Startups Jul 16
• 100k+ ACV SaaS Companies: Do Their Metrics Differ from Other SaaS Companies? Jun 24
• Why Product Innovation Slows After the Series A Jun 10
• As Your Sales Team Scales, Focus on Your Middle May 30
• How to Develop Best in Class Sales Efficiency May 10
• What a Valuation Implies About a Business May 06
• The Four Strategic Questions Facing AI Agencies Apr 14
• Hustle As Strategy Apr 08
• Five Reasons to Sell End-to-End Products in Early Markets Mar 26

2018

• Just Where Are SaaS Companies Priced After the 2018 Correction? Dec 26
• Which is More Important: New Account Growth or Account Expansion? Dec 11
• Selling Your Product While You Build It Dec 03
• A New Way to Calculate a SaaS Company's Efficiency Dec 01
• The Four Stages of Sales Compensation Structures in Early Stage Startups Nov 25
• SAP Buys Qualtrics; 2018 Catapulted to $65B in $1B+ M&A Volume Nov 11
• In Early Markets, Services Can Be a Competitive Advantage Oct 01
• Three Observations About the Adobe/Marketo Acquisition Sep 24
• How the Economics of Professional Services Have Changed in Software Sep 16
• Timing Cashflows of Your Sales Commissions and Your Customers Jul 15
• Lessons Learned from 20 Years at the Leading Edge of SaaS Jul 10
• Does Winner Take Most in SaaS? Jul 08
• An Often Forgotten Characteristic About Your Startup's Ideal Customer Profile The Ideal Customer Profile. The perfect customer. Can you describe it for your startup? The more precisely you can describe it, the better. That will simplify disqualification. But articulating the ICP well isn't enough. Mar 25
• The Salesforce/Mulesoft Acquisition is a Bellwether for the 2018 M&A Market Mar 20
• The Clearest Articulation of a Marketing Roadmap Mar 02
• Reorganizing Your SaaS Startup’s Organizational Structure to Optimize the Customer Lifecycle Jan 31
• How to Identify a SaaS Market that Machine Learning Will Disrupt Jan 26
• Jettisoning the Assumptions of Last Year Jan 01

2017

• The Implication of Secular Increases in SaaS CAC Nov 01
• The AI Agency - A Novel GTM for Machine Learning SaaS Startups Oct 31
• The Rising Stakes in SaaS Oct 22
• How Much Should A SaaS Startup Invest in Sales & Marketing? Sep 17
• The Challenges of the Platform Go To Market Sep 06
• The Theory and Data Underpinning Sales Commission Plans Sep 04
• Maximizing Productivity on My Commute Aug 27
• Has SaaS Become Commodified? Aug 23
• The Volatility of Multiples in the Public SaaS Market Aug 21
• Why Cash Conversion Cycle Matters for Your Startup Aug 15
• How to Decide When To Move Upmarket Aug 08
• A Tale of Two Go To Market Strategies Apr 24
• Is There a No Man's Land in SaaS ACVs? Apr 21
• The Four Dimensions of a Demand Generation Portfolio Apr 17
• SMB or Enterprise - Which is the Better Go To Market in SaaS? Apr 13
• Customer Operations - An Idea for Maximizing Efficient Growth in SaaS Companies Mar 29
• Creating Tension in Your Startup's Marketing Positioning Mar 27
• A Product Manager's Guide to Moving Up Market Mar 07
• One of the Hardest Things to Do in Sales Feb 10
• The $100M ARR Customer Jan 17

2016

• When to Increase Your SaaS Startup's Burn Dec 16
• The Important SaaS Accounting Changes Coming in 2017 Nov 30
• Why Demand Generation Can Be So Challenging For Startups Oct 26
• What is the Optimal Contract Length for Your SaaS Startup? Oct 20
• How Big is a Typical Software Company Acquisition? Oct 17
• The Characteristics of the Most Attractive SMB SaaS Companies Oct 10
• Are SMB SaaS Companies Valued Differently than Mid-Market SaaS Businesses? Sep 21
• What's the Maximum Rate of Growth for Your SaaS Startup with Paid Customer Acquisition? Sep 19
• How Should I Think About My SaaS Startup's Burn Rate Sep 09
• Designing a Sales Quota Structure at the Earliest Stages of a SaaS Startup Sep 02
• How Much is Your SaaS Startup Worth? Aug 31
• 3 Marketing Insights from a World Class SaaS Marketer Aug 29
• How Fast Does a SaaS Startup Have to Grow to Survive? Jul 27
• Which of the Three Software Budgets Does Your SaaS Startup Target? Jul 24
• The Decline of New SaaS Company Formation Jun 21
• What Average Contract Value is Best for a SaaS Company May 24
• Just How Far Along Are We In SaaS? Apr 21
• In Every Great Product There's a Bit of Magic Mar 15
• The Strategic Shift in Revenue for SaaS Startups as They Scale Mar 09
• Benchmarking Exceptional Series A SaaS Companies Feb 25

2015

• Pricing for SaaS Enabled Marketplaces - When to Go Free Dec 07
• How Much Cash Should Your SaaS Startup Burn? Nov 12
• What is the Optimal Quick Ratio for Your SaaS Startup? Nov 03
• What Quota Attainment Reveals About Your SaaS Startup's Go to Market Oct 28
• Five Words of Wisdom from SaaS Office Hours with Bill Macaitis Oct 22
• 5 Mistakes SaaS Startups Often Make with Pricing Oct 15
• The Essential Go To Market Math for Beating Your SaaS Startup's Growth Targets Oct 05
• Data Network Effects in SaaS Enabled Marketplaces Sep 24
• The Importance of Payback Period for SaaS Startups Sep 21
• Do Vertical SaaS Companies Benefit from Higher Sales Efficiency? Sep 17
• Vertical SaaS Startups Require Different Go To Market than Horizontal SaaS Companies Sep 14
• Why Bottoms Up Selling is a Fundamental Shift in SaaS Aug 28
• Four Important Data Points about Purchasing Behavior in SaaS Aug 26
• The Impact of the Stock Market on SaaS Valuations in 2015 Aug 24
• The Number One Objection in the Sales Funnel Aug 18
• When Do SaaS Startups Hire Their First VP of Sales Aug 05
• Take Your Startup to the Limit Jul 20
• The Increasing Fragmentation of SaaS Jul 07
• The Beauty of Bottoms Up SaaS Businesses Jun 23
• Which Open Source License Should Your Project Use if You Want to Raise Venture Capital? Jun 19
• The Disruptive Effect of Open Source Startups Jun 16
• Startup Best Practices 13 - Patience with Unit Economics Jun 14
• How an $11B SaaS Company Measures Churn Jun 10
• The Expanding Role of Marketing in SaaS Companies Jun 08
• Why We're Only Just at the Beginning of SaaS Jun 05
• Unpacking the Deep Diagnostic Value of LTV/CAC for SaaS Startups Jun 03
• When Should Your SaaS Startup Offer Professional Services May 31
• The Health of the SaaS IPO Market May 28
• The Risk Sales Discounts Impose to Startup Burn Rates May 26
• The First Generation of the Talent Software Wars May 19
• From $800k to $274M in 4 Years - The Story of Ariba May 14
• How Great Unit Economics Enables Startups to Weather the Storm - The Story of WebEx May 07
• Which is a More Efficient Way to Build a SaaS Startup - Bottoms Up or Top Down? May 03
• A SaaS History Lesson – The First SaaS Company's Exceptional Journey Apr 28
• The Innovator's Solution for SaaS Startups - The Flywheel SaaS Company Apr 19
• The Innovator's Dilemma for SaaS Startups Apr 09
• Are SaaS Startups Today Worth More than Ten Years Ago? Apr 05
• The 5 Key People in a SaaS Sales Process Mar 26
• The Best Book on Building a SaaS Sales Team Mar 24
• The SaaS Company that Grew from 0 to 4M Subscribers in 2.5 Years Mar 22
• The Forces in Tension in the SaaS Fundraising Market Mar 18
• The 5 Marketing Channels of Great SaaS Companies Mar 18
• Why Your Startup's Churn Rate Affects Your Company's Ability to Plan Its Future Mar 16
• The State of the SaaS Fundraising Market Mar 13
• Sales Funnel Optimization for SaaS Startups Mar 10
• Modeling Your SaaS Startup's Revenue Growth Effectively Feb 25
• Challenging Your Customers During Your SaaS Startup's Sales Process Feb 13
• A Single Report to Measure the Health of Your Startup's Sales Team Feb 09
• The Employee Productivity Patterns of Billion Dollar SaaS Companies Feb 05
• Benchmarks for Employee Stock Based Compensation in SaaS Startups Feb 02
• The Compression in SaaS Valuations Jan 23
• The Fundraising Patterns of Unicorn SaaS Companies Jan 22
• The Increasing Growth Rates of SaaS Companies Jan 19
• Are SaaS Startups Less Profitable than they Used to Be? Jan 16
• The Rising Table Stakes in SaaS Jan 14
• The Sales Motions of B2C2B Companies Jan 12
• B2C2B Startups - Why Selling with Internal Influencers is so Powerful Jan 07
• 3 Questions about Founders as CEOs in SaaS Companies Jan 06
• The Sudden Shift in SaaS Product Pricing Jan 05

2014

• The Concur Acquisition in Context: A SaaS MegaExit Dec 14
• Benchmarking Box's Updated S-1 - How 7 Key SaaS Metrics Stack Up Dec 11
• The 2014 Class of SaaS IPOs Dec 04
• How Much Should Your Startup Spend on Customer Account Expansion? Nov 24
• How Important are Professional Services to Your Startup? Nov 20
• Why Negative Churn is Such a Powerful Growth Mechanism Nov 18
• Benchmarking New Relic's S-1 - How 7 Key SaaS Metrics Stack Up Nov 17
• A Unique Chronicle Of A Billion Dollar Company Nov 14
• Why Your SaaS Startup Needs a VP of Customer Success Sooner Than You Might Think Nov 12
• The 7 Factors to Consider When Pricing Your Startup's Product Nov 05
• Using Statements of Work to Accelerate Sales Cycle and Align Sales, Customer Success and Marketing Oct 24
• The Obscure Economic Idea Behind SaaS Pricing Challenges Oct 23
• The 9 Marketing Disciplines of Great SaaS Companies Oct 22
• Why Revenue Isn't the Most Important Financial Metric for Startups Oct 20
• What You’re Making Is In A Perpetual State Of Almost Right Up Until The End Sep 18
• The Optimal Price to Maximize Sales Efficiency for a SaaS Startup Sep 09
• Benchmarking Zendesk's S-1 - How 7 Key SaaS Metrics Stack Up Sep 03
• The Best Way to Benchmark a SaaS Startup Aug 28
• Benchmarking Hubspot's S-1 - How 7 Key SaaS Metrics Stack Up Aug 27
• Benchmarking Consumer and SaaS Companies' Path to IPO Aug 19
• Why Customer Success? Why Now? Aug 12
• The Challenge Facing Mobile-First SaaS Companies Aug 05
• Building a Performant Customer Success Organization Jul 31
• The Marketing Math Behind Scaling a SaaS Salesforce Jun 30
• How Much Should Your Startup Spend to Grow? Jun 13
• Salesforce's Marketing Secret - The Fourth Marketing P Jun 02
• The Common Characteristics of Successful Freemium Companies May 30
• The Impact of Varying Sales Hiring Strategies on SaaS Startups May 28
• Confessions of a Perpetual Freeloader: When to Jettison the Freemium Tier May 22
• A Surprisingly Powerful Mechanism for Growing a SaaS Startup May 21
• The 4 Challenges Facing Customer Success Teams in SaaS Startups May 15
• What's Happening to the SaaS Market? May 01
• Quantifying a SaaS Startup's Revenue at Risk Apr 23
• The Challenges SaaS Businesses Face Communicating their Financial Health Apr 17
• The Investment Patterns of SaaS Companies in Sales and Engineering Over Time Apr 15
• The Correction in SaaS Company Valuations Apr 09
• Do Startups Require Less Capital to Succeed than 10 Years Ago? Apr 04
• Benchmarking Box's S-1 - How 7 Key SaaS Metrics Stack Up Mar 24
• How Fast Must a SaaS Startup Grow to Raise a Series A? Mar 17
• SaaS Startup Balance Sheets: How Much Cash & How Much Debt to Raise Mar 14
• How Quickly Does a SaaS Startup Have to Grow to Go Public? Mar 13
• Why There's Never Been a Better Time to Found a SaaS Startup Mar 11
• Great SaaS Companies Focus on Behavior Change Mar 05
• What to Look for When Hiring a Head of Marketing for Your Startup Feb 20
• The Optimal Average Customer Value for SaaS Startups Feb 03
• The Three Key Forces Shaping SaaS in 2014 Jan 30
• The Maximum Viable Churn Rate for a Startup Jan 29
• The Go-To-Market Challenges of B2D Companies Jan 27
• Why Everything I Thought I Knew About Churn Is Wrong Jan 15
• Why Quotas Aren't the Most Important Number for Startup Sales Teams Jan 13
• The Importance of Seasonality in SaaS Startups Jan 09
• The Three Doors to SaaS Success Jan 07

2013

• How to Hire a Head of Customer Success for Your Startup Dec 05
• Startup Best Practices 3 - How to Structure a Sales and Marketing Team Dec 03
• The Ratio of Engineers to Sales People in Billion Dollar SaaS Startups Nov 11
• The Three Churn Mitigation Strategies of SaaS Startups Oct 31
• The SaaS Valuation Bubble Oct 22
• How Much Should Your Startup Spend on Managing Churn? Oct 16
• Why Customer Success Is An Essential Part of Every SaaS Startup Oct 11
• Sales Efficiency Benchmarks for SaaS Startups Oct 10
• The 3 Competitive Defenses of Enduring SaaS Companies Oct 01
• What Your Startup’s MRR Figure Is Hiding Sep 27
• Six Key Benchmarks for Your SaaS Startup Sep 11
• The Sales and Marketing Spend Strategies of Billion Dollar SaaS Companies Aug 26
• The Five Characteristics of An Ideal SaaS Company Jul 15
• Antagonism is the Heart of the Consumerization of IT Movement May 23
• Three Counterintuitive Points about SMB SaaS May 06
• The Defining Characteristics of Successful SMB SaaS Startups Apr 17
• Why Freemium Negates The Leaky Bucket Myth Mar 25
• Freemium Businesses Switch the Hunter and Farmer Sales Roles Feb 07
• The product qualified lead (PQL) Jan 15

2012

• The Secret to SMB SaaS Distribution Sep 18
• The Freemium Game Plan Aug 21
• Segmenting the SaaS Market for Sales Aug 20
• Successful SMB SaaS Companies Have a 2 Step Value Proposition Apr 26