SaaSletter | Matt Harney | Substack
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SaaSletter is an investing-oriented SaaS newsletter with a bias towards charts and data. We publish a monthly top-of-the-funnel SaaS Demand Index (example). The Index uses high buying intent search volumes (think "okta pricing") across 340 SaaS companies to serve as a directional forward indicator, whether for financial analysts or SaaS marketers looking for top-of-funnel and MQL trend..
SaaSletter | Matt Harney | Substack
5d ago
PRIMARY RESEARCH: G2 + RepVue Data
We recently published a new research study in partnership with G2 (for product data) and RepVue (for seller data, like quota attainment) to examine the relationship between software product satisfaction and seller satisfaction:
A downloadable copy of the study slides is here:
"Selling Satisfaction" Slides
March Demand Index
We’re excited to update the SaaS Demand Index with data through March 2024.
For our new readers: the Demand Index is derived from high-intent (aka “okta pricing”) Google Search volume data for 339 companies, covering 350,000+ searches eac ..read more
SaaSletter | Matt Harney | Substack
1w ago
Building on our “Platforms Versus Pure Plays” and “Drivers of Customer Satisfaction + Category Leadership” primary research, we’ve partnered with G2 and RepVue to examine the relationship between software product satisfaction and seller satisfaction.
262 software companies with high volumes of seller ratings were selected from RepVue’s coverage universe and then merged with G2 review data across 32 factors.
Throughout the research, we focus on 2 key RepVue metrics, with one financially oriented (Quota Attainment) and the other a more holistic measure of the selling environment (RepVue ..read more
SaaSletter | Matt Harney | Substack
2w ago
First: An M&A Podcast With Software Equity Group
VIDEO | AUDIO: Apple Podcasts | Spotify | All Platforms
To fill a gap in an otherwise robust Founder content ecosystem, we recorded an episode with a pure-play M&A boutique - Software Equity Group - covering the full M&A cycle - from prep to closing - of selling your company, what drives premium multiples, and common mistakes to avoid.
Related Reading: SEG’s “20 Factor Valuation Scorecard” deserves more attention:
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My Notes From Meritech’s “Software Pulse”
In addition to their excellent comps table, Me ..read more
SaaSletter | Matt Harney | Substack
1M ago
Bowery Capital AGM Slides
I had the pleasure of pontificating on the state of the software industry at Bowery Capital’s Annual General Meeting.
Given the high proportion of private equity and growth equity subscribers, I wanted to offer an unpaid, merit-based call-out to a portfolio company I met named Incentiv - their bio = “an innovative platform designed to arm investors and talent leaders with rich data and intuitive tools they can rely on to make confident comp decisions” - led by Matt Fanelli (previously at Permira). *My* analogy = a PE/GE-oriented alternative to Aon Radford or Pave.
The ..read more
SaaSletter | Matt Harney | Substack
1M ago
Podcast: Matt Slotnick from Poggio Labs
VIDEO | AUDIO: Apple Podcasts | Spotify | All Platforms
Matt Slotnick is the Co-Founder and CEO of Poggio Labs (backed by Accel and Spark Capital), an AI Sales Workspace purpose-built for Account Executives.
We cover his insights from early adopters of AI, lessons for building in AI versus traditional SaaS, and why the “data is the new oil” narrative might not make sense.
February Demand Index
We’re excited to update the SaaS Demand Index with data through February 2024.
For our new readers: the Demand Index is derived from high-intent (aka “okta pricin ..read more
SaaSletter | Matt Harney | Substack
1M ago
First: Our Paul Stansik from ParkerGale Capital Podcast
VIDEO | AUDIO: Apple Podcasts | Spotify | All Platforms
We cover hiring in the middle market, choosing the right sales + marketing KPIs, and the role of PE operating partners.
Related Reading: writes on Substack at + ParkerGale ships strong content - our highlights:
"What CEOs Should Expect From Their Sales Leader"
The Weekly Sales Metrics Playbook
Hiring Playbook Slides: How We Hire At ParkerGale
The Bridge Group 2024 SaaS AE Report
The 2024 edition of one of the longest-running (I first read in 2010!) and granular ..read more
SaaSletter | Matt Harney | Substack
1M ago
First: A Podcast With Dave Yuan From Tidemark
VIDEO | AUDIO: Apple Podcasts | Spotify | All Platforms
We cover his views on AI, Tidemark's investment criteria, qualities for vSaaS founders, product sequencing, and more.
Related Reading: I highly recommend Tidemark’s “Vertical SaaS Knowledge Project” as a library of expert content on topics like market selection, control points, and multi-product sequencing.
Our own multi-product research with G2 also heavily incorporated Tidemark’s VSKP research:
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A NRR Reset + Zylo’s SaaS Management Index
Zylo (software to manage ..read more
SaaSletter | Matt Harney | Substack
2M ago
Building on our “Platforms Versus Pure Plays” primary research, we’ve partnered with G2 to examine the drivers of customer satisfaction for software.
Using 135,000+ total data points from 4,222 software companies featured in G2 Winter 2024 Grid Reports, we performed over 50 regressions to understand the drivers of customer satisfaction.
What Drives NPS?
6 factors showed a statistically meaningful correlation with Net Promoter Scores (NPS):
Quality of Support
Meets Requirements
Ease of Doing Business
Ease of Use
Ease of Set Up
Product Direction
3 factors showed some signal ..read more
SaaSletter | Matt Harney | Substack
2M ago
January 2024 B2B AI Interest Index
We’ve updated our B2B AI Interest Index through January 2024:
SLIDES - B2B AI INTEREST INDEX
While the “Atomic” > “Compound” still holds:
interest is at the “atomic” and “enabling” level (like Collaboration + Productivity) and not yet for “compound” applications (where multiple atomic AI features are aggregated to create a powerful, compound AI application).
the January 2024 data diverged from our earlier November 2023 and December 2023 reports.
Positive Divergence + Accelerating:
Our “blue chip” basket of large vendors - led by Microsoft Copilot - showe ..read more
SaaSletter | Matt Harney | Substack
2M ago
January Demand Index
We’re excited to update the SaaS Demand Index with data through January 2024.
For our new readers: the Demand Index is derived from high-intent (aka “okta pricing”) Google Search volume data for 339 companies, covering 350,000+ searches.
PDF slides here.
Reminder: this is a directional, free, and ever-evolving* analysis → always do your own due diligence.
Moreover, the data captured here is best characterized as top-of-funnel or dark funnel → factoring in sales cycle length, do NOT use this Demand Index as a predictor of near-term financial results and/or financial guidanc ..read more