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Big Companies Donβt Churn. They Quit You.
It is a lot of work to switch vendors. A total pain. So be very embarrassed when you lose an existing customer to the competition. And really find out why. No one wants to switch if they don't need to. And β do something about it before it happens again β Jason SaaStr 2025 is... Continue Reading
Published on: June 18, 2022 | Source:
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Are You Fundable Today? Just Ask Your Existing Investors. Just Ask Them.
So Venture Capital is back in force β but not for everyone. 71% of all VCs dollars are going into AI VC dollars are more and more concentrated into winners at growth stage Many traditional B2B VCs are now looking for faster growth than even T3D2 today, in the Age of AI So everything in... Continue Reading
Published on: April 22, 2022 | Source:Outbound Always Works. If You Do It Right. And You Put In The Time.
"Crummy outbound may not work that well these days. But great outbound still works like magic." pic.twitter.com/DwjcgRLOVA β Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) January 31, 2025 These days, it can really feel like the Old Bag of Sales Tricks is starting to just not work anymore: With maybe 500x the SaaS vendors... Continue Reading
Published on: March 18, 2022 | Source:VPs That Canβt Hire β¦ They Arenβt Real VPs. At Least, Not Yet.
The best VPs can recruit in ways I barely understand You need someone for a key role? They somehow have 2-3 strong candidates in a week or two This is so, so hard But the very best VPs make it somehow look almost effortless It's also the only way to scale β Jason SaaStr 2025... Continue Reading
Published on: January 30, 2022 | Source:Youβll Lose Customers. It Hurts. But Donβt Let Them Become Angry Ex-Customers.
When a customer leaves happy, they often still recommend you When a customer leaves unhappy, they always recommend a competitor β Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) February 19, 2025 The other day, I had an experience Iβve never had in 14 years of building and buying SaaS: I became That Angry Customer.... Continue Reading
Published on: January 16, 2022 | Source:30+ Tough Learnings from Losing a Top Customer
On both SaaStr University and Twitter, we had 30+ founders, CEOs and execs share their top, tough learnings from losing one of their top customers. There are some great teachable moments here, and also some deja-vu if youβve been through it! βI should have been onsite with them + made sure they had my cell... Continue Reading
Published on: January 12, 2022 | Source:6 Key Signs a VP of Sales Canβt Scale Beyond $5m-$10m ARR
The best VPs can recruit in ways I barely understand You need someone for a key role? They somehow have 2-3 strong candidates in a week or two This is so, so hard But the very best VPs make it somehow look almost effortless It's also the only way to scale β Jason SaaStr.Ai Lemkin... Continue Reading
Published on: December 13, 2021 | Source:10 Ways to Build a Moat in SaaS. But AI is Also Making Them Weaker.
The real moat in SaaS is brand Almost every market leader has a really, really good competitor or 2 or even 3 That would honestly do the job just as well β Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) February 5, 2025 A while back we did an extra βDay 0β AMA session at... Continue Reading
Published on: August 06, 2021 | Source:At Least 20% of Your New Customers Should Come from Referrals and Word of Mouth. Ideally, 50%.
Dear SaaStr: What Percent of My Revenue Should Come from Referrals and Word of Mouth? "Word of mouth is ultimately the only way you can scale in SaaS." pic.twitter.com/UAsIkG4Ixx β Jason SaaStr.Ai Lemkin (@jasonlk) December 18, 2024 Ultimately, most top software companies end up getting 20-50% or so of their new customers from their existing... Continue Reading
Published on: July 23, 2021 | Source:Eventually β¦ Almost Everyone Has a Sales Team
The lure of freemium (like The Force) is strong. No headaches. Customers try and buy all on their own. Like magic. The appeal of No Salespeople can be strong. And freemium is certainly back in the Age of AI. ChatGPT, Claude, Cursor, Canva and more have all created incredibly powerful freemium offerings. Freemium is... Continue Reading
Published on: May 23, 2021 | Source:12 of the Most Common Mistakes Scaling Your First Sales Team
Dear SaaStr: What are the most common mistakes founders make hiring their first real sales teams? A few key mistakes I see start-ups making > 50% of the time: Hiring Early Reps (#1 β #3) That You Personally Wouldnβt Buy From. Donβt hire someone with the right resume. Hire someone youβd buy your own product... Continue Reading
Published on: May 17, 2021 | Source:Events Work. Events Are Back. But Are They Worth the Big Expense?
Just got an email from a CEO yesterday that they closed a $450,000 TCV deal from a buyer they met at SaaStr Annual in September Donβt say events donβt work Be where your customers are. Even in the age of AI. β Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) December 21, 2024 Events. They... Continue Reading
Published on: May 02, 2021 | Source:Why Mergers & Acquisitions Are Weird and Unpredictable
Timing is such a critical part of M&A 2020: Salesforce buys Slack for $28B 2023: Salesforce disbands M&A committee, not planning any more big acquisitions If you say No to a deal, that's all good. Go long. But just assume they never offer again. β Jason SaaStr.Ai Lemkin (@jasonlk) March 2, 2023 There are 1000... Continue Reading
Published on: March 26, 2021 | Source:Sometimes All Your Bigger Customers Want is Just To Be Heard
Just remember, i know they stress you out and drive you a bit nuts But the customers that complain the most are often the ones that care the most. At least, it shows they aren't leaving. Yet. β Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) December 9, 2024 A ways back we put together... Continue Reading
Published on: December 15, 2020 | Source:How Long It Roughly Takes to Close a Deal in SaaS. And Why.
Dear SaaStr: How long does it usually take to close a deal in SaaS? Ok, hereβs a really rough set of timelines to how long it takes to close an Opportunity in SaaS: So: A $5k deal, or say $499 a month, can often be closed in a call or two. Certainly the buying decision... Continue Reading
Published on: November 30, 2020 | Source:That Super-Successful VP of Sales. Great? Or Just Lucky?
I get sent this resume to review all the time. Director+ of Sales at Slack / Zoom / Mongo / Datadog / Qualtrics Your Brand Name SaaS Company. Took Hot Start-Up from $0 to $50m as VPS from Day 0. Was there βearlyβ through IPO and did amazing things. That all sounds impressive, for sure.But... Continue Reading
Published on: September 17, 2020 | Source:Dear SaaStr: Once Your Equity Vests In a Startup β¦ Why Stick Around?
Dear SaaStr: Once Your Equity Vests In a Startup β¦ Why Stick Around? Itβs an interesting and subtle question, especially these days in the Bay Area, where many barely stay 1 year to their cliff, let alone the full 4β5 years to vest. Even employees at OpenAI often leave in less than 2 years. For... Continue Reading
Published on: November 13, 2018 | Source: