Notes on SaaS
15-20% growth Month over Month
Single Txn, Atomic Unit if the Product
Google Search Bar
Repeat Transaction - Response
Graduate users up to Complexity
Twitter - what are you doing?
Yammer - what are you working on?
SaaS customers want to engage, race to completeness
Dashboard - Complete Offering
Magic and Design that matters
Consumer and Enterprise
Moved to the Cloud
Consuner growth Tactics
Make enterprise software go viral
All software delivered via the cloud.
Whats your MRR, ARR, CAC, Churn
Compare the metrics.
SaaS is tracked.
Team or Company
Individual Products | 5-10%
B2B subscriptions keep adding coworkers
Net expansion, more seats sold.
Subscriber base keeps compounding.
Open Phone from Individual to Team
Team members use the product
Collaboration within the product
Seat expansion. More expansion.
B2B SaaS Business
Burn Multiple - metric to define net burn over your net new arr over a quarter or year
Burn as a unit of net new ARR
Total Capital Raised over ARR
Make sure and see how the growth is.
Early product development.
Cut the price and sell more copies
Insight around perfect gross markets
Provisioning of new copies is very easy.
Physical world product real cogs
Dependency on Humans doing the work.
Economics of the Business
Scale Sales Team
Sales Persons job is to close ARR
CSM Would be involved
Job is to enforce good selling
Your Product is your Resume
Original Product Demo
Product needs to be really Great.
Above 50-100 employees
Founders saying what to do and what to build.
product development with a quarterly release calendar.
package big releases that is communicated quarterly. Marketing event on a quarterly base.
Product generates the news for Marketing. LAUNCH events.
Sales and Finance System - Quarterly Plan
Should map to company Fiscal Quarter
Sales has a number on whether we hit the number of not.
Middle of Every Quarter Launch EVENT.
End of every Fiscal Quarter Sales.
Start small with a one day or two hour event.
Keynote and demos.
Customer panels, testimony, prospects will hear them sell the product as well. Partnership announcements.
Combine the Announcement.
Just launched the App.
External Dependency - built your app on someone else's platform. When the underlying platform decides to compete with you.
Dynamic will race to a new platform to get distribution.
Race on and Race off of platforms.
Culture is Founder driven
Founder is Warlike, Aggressive
Founder is Competitive
Founder Psychology is driving Culture.
Wild Stallion Founders
Talent like horses.
Driving Extremely Hard
Make sure the Strategy is Correct.
Smart Founder, process of inspection.
Pattern Recognition of what is Successful
Found their own Companies
On a mission.
Team to be the force multiplier.
Noone regrets their time on the Bulls
Responded. Pushed. Leading.
Want the challenge