2 days agoMeasuring customer health in SaaSIn software, there are a few ways to measure the health of the customer base and stickiness of the product. Zuora does a nice job of showing four measures of customer health in their S1. Processed Transaction Volume Zuora’s first measure of the overall health of the business is processed…Venture Capital4 min read
4 days agoFirst to market means nothingThere are countless examples of ‘first to market’ not being a sustainable competitive advantage. Comparing the 2018 public offering of Spotify to Pandora’s original IPO in 2011 is a major example. Below are some excerpts from Pandora’s S1 (official IPO document filed with the SEC) that show its dominance at…Venture Capital3 min read
5 days agoBuilding pipeline with SDR’sI read Trish Bertuzzi’s book ‘The Sales Development Playbook’ and it was by far one of the best sales books I’ve read in a while. The book focuses heavily on building pipeline with SDR teams. This is the second post of a few I’m going to share about this book…Venture Capital14 min read
6 days agoNet Dollar Retention Data of 98 co’sOne the most important metrics in SaaS is net dollar retention (“NDR”). It tells you what percent of revenue from current customers you retained from the prior year, after accounting for upgrades, downgrades, and churn. …Software3 min read
Jun 15Managing your SDR teamTrish Bertuzzi’s book ‘The Sales Development Playbook’ is by far one of the best sales books I’ve read in a while. The book focuses heavily on building pipeline with SDR teams. This is the first post of a few I’m going to share about this book: there was so much…Venture Capital6 min read
Jun 14Q2 SaaS multiples have collapsedSaaS valuations have officially collapsed. We’re back to pre-2016 levels. Of the 123 SaaS companies we follow, the average public SaaS business is trading at 7.5x revenue while the median is 6.3x. Multiples for SaaS companies growing above the median of 25% are better: 8.4x on average and 7.9x on…Venture Capital3 min read
Jun 13VC with the most SaaS IPOsBelow is a list of the VC with the most SaaS IPOs in the past 3 years.Venture Capital2 min read
Jun 9SaaS AE data and managementEvery year The Bridge Group puts together a survey of software sales teams. The latest survey includes data from 253 B2B SaaS companies with median ARR of $22mm and median ACV of $38k. The report is well worth the read and available at their site (bridgegroupinc.com). Below we summarize some…Venture Capital4 min read
Jun 8SDR Data and ManagementWe got another great survey from Bridge Group which looks at the SDR teams of 406 B2B businesses. The survey is dominated by SaaS companies, and while it’s well worth the read, our favorite findings are below: The goal should be to fill calendars. Some SDR teams focus on setting…Startup5 min read
Jun 6Learnings from a SaaS IPO — BrazeBraze is a software company that went public in 2021. Below are some of the highlights and learnings from their prospectus. What they do. “Braze is a leading comprehensive customer engagement platform” and “empowers brands to listen to their customers better, understand them more deeply and act on that understanding…Venture Capital4 min read
