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Podcast: Aaron Ross on SaaS Sales

Aaron Ross on SaaS Sales

Aaron Ross was an early employee at Salesforce and created a sales process that added over a billion dollars in revenue to the company.

Aaron is know most known for writing a book called predictable revenue that became the sales bible in Silicon Valley. His ideas on sales transformed businesses around the world and made him well know in the software industry.

I recently caught up with Aaron to chat about the challenges of SaaS sales, how big companies are transitioning to a subscription business model, and to talk about his new book with Jason Lemkin, From Impossible to Inevitable.

Notes from SaaStr 16’ — Day 2 Summary

SaaStr Annual 2016

Had a lot of fun yesterday, if you want to check day 1 summary, click here. Here’s my notes for Day 2.


Bubble? What Bubble? How It’s Different This Time. And How It Most Certainly Isn’t
Jason LemkinMark Suster


Key insight: In SaaS? It’s time to cut costs, and focus on responsible growth. Not a good time to grow at all costs.

  • There’s a lot of VC money out there and the majority of the money in VC is going to late stage;
  • 55% of money in the system does not come from VC;
  • VC’s are accumulating investments, but not having returns. M&A activity is not up. This is the first january in a decado with zero IPO’s;
  • Median valuation went up 3X in 2 years, but seems to be corrected in Q4 (trend ??);
  • 61% of VCs believe valuations are going down in 16′;
  • Companies are moving towards cost cutting, burn rate reduction and profitability;
  • Not a lot of “FOMO” (fear of missing out) in Silicon Valley anymore. VC’s do not feel the rush to close, and the pace is slowing down. 70% of investors surveyed said their investments have slowed down. They’ll still invest… but not as quickly.
  • Companies aren’t talking about it, but they’re cutting costs.
  • ABR. Always. Be. Raising.

The right SaaS metrics for each stage of your company

The right SaaS metrics for each stage of your company

You probably know tons of different SaaS and subscription metrics, and you probably heard you should be measuring a few of them no matter what. Actually even we have told you that on the “5 metrics that every subscription business should be measuring” article.

Guess what? That isn’t necessarily true.

Don’t get me wrong, those five metrics are still key and should definitely be measured for most part of the SaaS and subscription business, but the whole point here is the stage of your business. Imagine yourself and you co-fouder running a recently created startup in a garage and measuring things like EBITDA, deferred revenue or sales quota per rep. That doesn’t make sense right?

How to price your SaaS product the right way by Steli Efti, CEO @Close.io

Steli Efti, CEO @Close.io

Pricing your SaaS product optimally can mean the difference between success and failure for your business. Even a great team that’s building a great product can fail if they get their pricing wrong.

The more you think about pricing, the more confusing it can get. There are so many different roads you could go down, and it seems like there’s a good argument to be made for why you should go down each and every one of them.