Optimize Your Funnel By Getting Inside Your Buyer’s Head
Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In my talk given at Heavybit as part of their developer-focused speaker series and community, I discuss how to design a great sales process, analyze …
Optimizing the SaaS Funnel from Top to Bottom
In my talk at the 2017 SaaStr Annual conference, the goal was to offer a simple model of a SaaS business and highlight key areas for optimization within the SaaS funnel. Watch the video presentation to learn the key levers …
12 Key Levers of SaaS Success
This presentation is from my talk at the 2017 SaaStr Annual conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most …
2016 Pacific Crest SaaS Survey – Part 1
For the fifth year in a row, we’re proud to work with Pacific Crest Securities, a SaaS-focused investment banking firm, to share results from a survey of 336 SaaS companies. The survey represents deep benchmarking data and insights on …
Demystifying Churn: Measuring and Benchmarking this Metric
As every SaaS entrepreneur knows, churn is one of the single most important metrics in determining the day to day health of the business. Acquiring new customers is time and capital intensive, and this growth is meaningless if those customers …
SaaS Sales Compensation: How to Design the Right Plan
Intro
Sales compensation is a more complex topic for SaaS/subscription revenue companies. Unlike traditional software sales, the job of sales doesn’t end when a new customer signs a contract. Instead, it is crucial to retain customers over many years, as …
The Key Drivers for SaaS Success
SaaS/subscription businesses are much more complex than traditional businesses, and SaaS performance cannot be measured in the same way as traditional businesses are measured. Based on a talk given at the SaaStr Annual Conference in San Francisco, this slide deck …
How to calculate the Discount Rate to use in a Discounted Cash Flow (DCF) Analysis
We look at how to compute the right discount rate to use in a Discounted Cash Flow (DCF) analysis. This post is a supplement to a blog post titled “What’s your TRUE customer lifetime value (LTV)? – DCF provides …
What’s your TRUE customer lifetime value (LTV)? – DCF provides the answer
Overview
The old formula that everyone uses for customer lifetime value (LTV)) –average gross profit per customer divided by churn – ceases to work properly when you have very long customer lifetimes and negative churn. LTV can become infinite, which …
2015 Pacific Crest SaaS Survey – Part 2
Last week I posted the results from Part 1 of our survey in which 300+ SaaS companies shared data on their growth and go-to-market strategies. This week I’m sharing the results from Part 2 of the survey where we compare …
2015 Pacific Crest SaaS Survey – Part 1
For the fourth year in a row, we worked together with Pacific Crest Securities, an investment banking firm with a specific focus on SaaS, to survey 305 SaaS companies. This survey represents deep benchmarking data and insights on the growth …
forEntrepreneurs 2015 SaaS Survey Infographic
We’re excited to share the forEntrepreneurs SaaS Survey Infographic, which highlights major parts of this year’s SaaS Survey results. With all the data in the survey to help SaaS companies benchmark their growth, we thought it would be useful to …
Bridge Group 2015 SaaS Inside Sales Survey Report
Survey results from 342 B2B SaaS companies on key inside sales metrics including group structure, ramp and retention, quota and compensation, activity & technology and leadership.
Intro
The SaaS model has become mainstream, and is everywhere. Gone are the early …
Consumerization of the Enterprise – Phase 2
Consumer VCs like to make light of the Founders Fund mantra ‘We wanted flying cars, instead we got 140 characters.’ For those of us working in the enterprise, it’s actually the reverse, “They promised us 140 characters, instead we got …
2014 Pacific Crest Saas Survey – Part 2
Last week I shared the results from Part 1 of our survey in which 300+ SaaS companies shared data on their growth and go-to-market strategies. This week we dive into the results from Part 2 of the survey where we …
