SaaS SDR/BDR Shortage
Many of the CEOs I’m working with have been complaining about the difficulties of hiring experienced sales development representatives (SDRs) and business development representatives (BDRs). I’ve also been looking at various human capital data sets
When to Use SaaS Venture Debt Financing
Venture debt has become an increasingly popular way to finance SaaS businesses. Venture debt lenders typically lend more than a traditional bank loan or line, but they require a higher interest rate (and often warrants
After Minimum Viable Product (MVP)
When you have a product that works, it solves the customers’ problems, and the customers are happy, congratulations, you’ve just achieved product-market fit. The question is: What’s next? The obvious but slightly simplistic answer is
SaaS: Demand vs. Lead Generation
Many SaaS companies have a demand generation function within marketing. I think the term “demand generation” is terribly misguided. There is no such thing as generating demand. Demand either exists or does not. If demand
Olympic Gold for SaaS Founders
One of the key principles I teach my founder CEOs is the importance of finding a gap in the marketplace to focus on. If you do exactly what your competitors do, product-wise, and target the
Net Revenue Retention — Why it Matters a Lot
In recurring revenue businesses, there are various measures of churn or revenue retention worth paying attention to. Today, I’ll focus on net revenue retention (NRR). While many hear this term and know investors ask about