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A Shockingly Common Way that Sales Misses Plan

It’s just after the end of a quarter, and for VC’s that means many board meetings to review how portfolio companies have performed. Over the years of doing this, I’ve been shocked and surprised how many times I’ve seen good companies with great product/market fit miss their sales targets for an incredibly avoidable reason: they […]

We have officially kicked off our 2015 Private SaaS Company Survey!

For the fourth year in a row, I am working together with David Spitz and his team at Pacific Crest Securities, an investment banking firm (@dspitz and @PacCrestSec, respectively on Twitter) with a specific focus on SaaS, to survey SaaS companies in order to share benchmarking data and insights on the growth and operations of the […]

Recruiting – The 3rd Crucial Startup Skill

I used to believe that there were two critical startup skills: 1. Building a great product that has clear product/market fit. 2. Building a sales and marketing machine. I would argue with my partner at Matrix Partners, Antonio Rodriguez about whether you could get away with just having a great product. Or whether you could […]

Bridge Group 2015 SaaS Inside Sales Survey Report

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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 fears of data privacy and security, and now even late adopters are using SaaS for […]

Sales Predictability Through Data, Science, and a little bit of Glengarry Glen Ross (The ABC’s of selling)…

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The following is a guest post by Tim Bertrand. I have the pleasure of knowing Tim since the late 1990’s when we worked together at my last startup. Tim now heads up world wide sales and field operations at Acquia, an Enterprise class cloud computing company founded by the creator of Drupal, Dries Buytaert. In this […]

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 Workday.” Since 2010, SaaS applications were supposed to “consumerize”, but as anyone who has used […]

2014-15 Bridge Group SaaS Inside Sales Research Survey

The Bridge Group is known for publishing insightful studies that aid SaaS Sales & Marketing leaders to build and optimize their inside sales strategies. They are working on the 5th round of their SaaS inside sales research and would like our help completing a 6-7 minute survey. Your answers will remain anonymous, and in return […]

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 compare application delivery methods, operational costs and gross margins, contract terms, churn rates, capital requirements and accounting […]

2014 Pacific Crest SaaS Survey – Part 1

For the third year in a row, we worked together with Pacific Crest Securities, an investment banking firm with a specific focus on SaaS, to survey 306 SaaS companies. This represents nearly double the # of respondents from last year, giving us deeper benchmarking data and insights to share on the growth and operations of […]

Using Outbound Prospecting to reach highly targeted prospects

As most of my readers know, I am a big fan of Inbound Marketing. However there are times when inbound leads aren’t either enough, or the right kinds of leads needed to reach your best potential customers. In those situations, one tool worth considering is the use of a dedicated sales team to do outbound […]

Growth Hacking Free Trials: Time to Wow! is the key to success

This article is part of a series titled “The Art & Science of Growth Hacking” that will be published over time. My thanks to Gail Goodman, the founder and CEO of Constant Contact for introducing me to this concept. Free trials and freemium products are two of the best ways to sell your product. They […]

That’s a nice little $40M ecommerce company you have there. Call me when it scales

It will surprise a lot of entrepreneurs to learn that building an e-commerce business with $10 million to $20 million in revenues is not that hard. It also surprises many to learn that it’s not actually that valuable. This is in stark contrast to, say, a SaaS business, which is very difficult to build to […]

Building smarter software: Proactively deliver insights

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Three years ago I spent a lot of time looking at SaaS business intelligence companies. I loved what I saw in the demos: easy data connections, slick looking graphs, powerful drill down tools and custom dashboards made the tools look like no-brainers. And then I began my diligence calls. All of these bells and whistles […]

Manage Customer Success to Reduce Churn

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The health of a SaaS business is directly tied to its ability to retain its customers and prevent churn. To do this, they have to ensure that their customers are happy. That means making sure they get the promised business benefits they signed up for. This blog post discusses how to measure customer happiness, and […]

SaaS Metrics 2.0 – A Guide to Measuring and Improving what Matters

“If you cannot measure it, you cannot improve it” – Lord Kelvin This article is a comprehensive and detailed look at the key metrics that are needed to understand and optimize a SaaS business. It is a completely updated rewrite of an older post.  For this version, I have co-opted two real experts in the […]