Insights and Strategies for Scaling a Successful SaaS Company

The annu­al recur­ring rev­enue vs rev­enue ques­tion is the sin­gle most expen­sive piece of con­fu­sion I see in SaaS chief exec­u­tive offi­cer (CEO) con­ver­sa­tions. A

If you can’t draw a clean line between book­ings and rev­enue on a white­board, you can’t run a SaaS finance func­tion and you def­i­nite­ly can’t

Most founders think the invest­ment memo is a doc­u­ment the ven­ture cap­i­tal firm writes after they pitch. That is half the sto­ry — and the

The num­ber one thing mar­ket­place founders get wrong about their own val­u­a­tion is the unit they fix­ate on. They pitch GMV — the total dol­lar

Rough­ly 9 out of 10 tech star­tups fail. Almost none of them fail because the code did­n’t work. They fail because some­one built a clever

If you’re rais­ing ven­ture cap­i­tal, you need to under­stand one of the most con­se­quen­tial deal terms you’ll encounter: par­tic­i­pat­ing pre­ferred stock. This isn’t just academic—it

Most SaaS CEOs run a reten­tion rate cal­cu­la­tion that qui­et­ly hides a churn prob­lem. The for­mu­la they use is cor­rect in spir­it but wrong in

The clean SaaS com­pa­ny def­i­n­i­tion is a busi­ness that deliv­ers soft­ware over the inter­net on a recur­ring sub­scrip­tion, host­ed on shared mul­ti-ten­ant infra­struc­ture, with a

Most CEOs ask­ing how to scale a SaaS busi­ness are ask­ing the wrong ques­tion. They want a list of tac­tics — hire a VP of