The #1 Thing To Do When Times Are Harder
SaaStr
by Jason Lemkin
2h ago
I know it may not be what you want to hear But the answer to how to get through tougher times is generally to work even harder At least for a while — Jason ✨Be Kind✨ Lemkin  ?? (@jasonlk) February 11, 2023 So as we’ve talked about many times on SaaStr, tougher times are here for many, but not for all. The pain and the so-called “downturn” isn’t evenly distributed.  OpenAI, Stripe, Palantir, Cloudflare, Monday, Shopify, HubSpot and more are on a tear.  ZoomInfo, Zoom, Bill and other leaders we love are hitting some of the same headwinds many startups are.  It just really varie ..read more
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Doubling Down: Luci Fonseca, Partner at Base10 Partners
SaaStr
by Jason Lemkin
2h ago
“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. We had a great one last time with Lucy Deland, Co-founder & General Partner at Inspired Capital. Check that out here. This week we’re focusing on Luci Fonseca, Partner at Base10 Partners ! #1.  What’s your most recent disclosed investment?  Why did you do the deal? We recently led a [$50M series B] investment in Todyl, which is a modular cybersecurity platform for small and medium businesses. Todyl is on a mission to offer comprehensive ..read more
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5 Interesting Learnings from HubSpot at $2.4 Billion in ARR
SaaStr
by Jason Lemkin
1d ago
So we’ve probably covered HubSpot more than any other SaaS and Cloud leader on this 5 Interesting Learnings series, but there’s a good reason for it:  First, HubSpot is a lot like most of us.  It sells sales, marketing, support and more tools.  And second, so many of us use HubSpot.  The majority of the SaaStr community uses HubSpot!  So it’s very … tangible. And despite the overall macro headwinds, which HubSpot has not been immune from, it’s still gone on a tear.  It has a $32 Billion (!) market cap, growth is still strong at 24%, and it’s now becoming very, ve ..read more
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AI Day is Streaming Live TODAY – Here’s how to tune in
SaaStr
by Amelia Ibarra
1d ago
Where SaaS Meets AI LIVE TODAY! SaaStr AI Day is starting soon and will be live streaming today!  Use the links below at each session’s designated time to tune-in live and join the Zoom session room. Or you can also watch the livestreams on the SaaStr YouTube Channel. *All times are in PDT (Pacific Daylight Time) 8:30-9:15 AM PDT How to Navigate the Shift to Generative AI with PagerDuty’s CEO and SaaStr’s CEO Speakers: Jennifer Tejada, Chairperson and CEO, PagerDuty Jason Lemkin, Founder and CEO, SaaStr  8:45-9:00 AM PDT Accelerate Production Deployment: Embed Trustworthy AI into Com ..read more
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The Investments Where I’m Going to Lose All My Money
SaaStr
by Jason Lemkin
2d ago
So when I started writing venture checks in 2013, I didn’t know what I was doing, but I had a strong start: First was Pipedrive co-leading seed, then acquired for $1.5B cash Second was Algolia leading U.S. seed, now at $200m+ ARR and an IPO candidate Third was Greenouse/Parklet, acquired for $800m and now at $200m ARR Fourth was Salesloft, acquired for $2.5 Billion cash Fifth was Logikcull, acquired for $300m cash So it was a good start.  Since then, I’ve made some pretty good other investments as well.  But also, I made some that … weren’t. For a while, the 2021 Go Go Days masked ..read more
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Everything Founders Should Know About AI, Pricing, and Funding with SaaStr CEO and Founder Jason Lemkin 
SaaStr
by Amelia Ibarra
2d ago
At last week’s Workshop Wednesday, we brought back one of our most highly requested sessions: an AMA (Ask Me Anything) with SaaStr founder and CEO Jason Lemkin. In it, we cover the SaaS community’s most pressing questions about Artificial Intelligence (AI), pricing, efficiency, and funding.  Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. On Wednesday, March 27th, SaaStr is hosting AI Day, you can sign up for free at this link.  The biggest thing on many of our minds is what the future of AI will be ..read more
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Dear SaaStr: What Was it Like Acquiring Your First Customer?
SaaStr
by Jason Lemkin
2d ago
Dear SaaStr: What Was it Like Acquiring Your First Customer? I had very different experiences in each of my startups. In my first start-up, we were whale hunting — big, large, Fortune 500 customers. So Customer #1 showed us the path to our future. My first customer signed a $10k contract (a small pilot) but our second, their competitor, then signed a $6m (multi-year) contract. When you are hunting Very Big Deals from a small number of huge customers, and you close even one — you can see the future. It’s exciting. The second time, we started SMB. We were hunting thousands of customers. It led t ..read more
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Dear SaaStr: Why Do Most Entrepreneurs Under Price Their Offerings Initially?
SaaStr
by Jason Lemkin
4d ago
Dear SaaStr: Why Do Most Entrepreneurs Under Price Their Offerings Initially? Yes, most of us at first under-price and then slowly raise prices as we gain confidence.  It’s because (1) we aren’t trained sales leaders, and (2) we worry most about not losing the deal. Founders know the value of a key logo can be 10x-100x the value of the contract itself.  Most especially in the early days. Closing those first 10, 100, 200 customers proves your value, your reason to exist, demonstrates traction, etc. When we finally get a good lead, we just don’t want to blow it. We want to do whatever ..read more
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76% of You Are Raising Prices in 2024
SaaStr
by Jason Lemkin
5d ago
Are we thought the endless price increases we saw in 2023? Apparently not. A stunning 76% of you are raising prices in 2024.  That’s up from 54% in 2023. Personally, I’m a fan of only raising prices if you’ve earned it, and focusing on raising prices on new customers, not just the base. But the days of Endless Pricing Increases in SaaS seem to be here maybe … forever. A related post here: When You Raise Prices More Than a Smidge … They At Least Look At Another Vendor (up image from here) The post 76% of You Are Raising Prices in 2024 appeared first on SaaStr ..read more
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The Path to CRO with TigerEye, CircleCl, Lattice, and Notion
SaaStr
by Amelia Ibarra
5d ago
The path to Chief Revenue Officer (CRO) is different for many people. Tracy Young, CEO and co-founder at TigerEye, sits down with three CROs to talk about how they navigated the journey to revenue leader.  Jane Kim, former CRO of CircleCl, Laurabeth Harvey, President of Field Operations at Lattice, and Erica Anderson, Notion’s CRO, all share the key decisions or events that shaped their careers.  Different Pathways to CRO For Jane Kim, former CRO of CircleCl,, she used to work in finance before transitioning to SaaS. During her time in finance, she did multi-million dollar deals wit ..read more
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