I'm a partner at Redpoint and write daily, data-driven blog posts about key questions facing startups including how to fund raise, startup benchmarks, management best practices and team building. I co-authored the book, Winning with Data. Join more than ten thousand others receiving these blog posts daily by email.


The Next Major Technology to Shape SaaS

Last week, a friend asked me what I thought the future of software would be. At some point, all the workflow processes that still conducted on paper and pencil will be digitized, all of the tasks completed in Excel will be optimized, and the majority of limitations of traditional software will be overcome. It's not to say that software innovation in its current form will continue to exist for decades, but what is the fundamental shift that resets the ecosystem like the cloud did in the early 2000s?

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What Quota Attainment Reveals About Your SaaS Startup's Go to Market

Quota attainment is an incredibly powerful diagnostic tool when understanding your SaaS startup's go-to-market health. Quota attainment measures both the success of individual account executives and the performance of the team. To achieve best-in-class quota attainment, a startup must execute the go-to-market strategy well across five dimensions.

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The Most Transformational Force in US Society

Taxis. Food. Cars. Mobile phones. Communications. Banking. Healthcare. Entertainment. In the past ten years, is there an industry startups haven't upheaved? Startups have been the most transformational force in US society over the past 20 years.

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Startup Best Practices 19 - Recognizing the Breaking Points of Your Startup's Management Structure

Last week, I interviewed Tien Tzuo, the former CMO & CSO at Salesforce, and founder/CEO of Zuora. During our conversation, he spoke about one of the major challenges facing fast growing startups. He called it recognizing the breaking points of management.

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SaaS Office Hours with Kenny van Zant

On November 4, SaaS Office Hours at Redpoint will welcome Kenny van Zant, former COO of Asana and Chief Product Strategist at Solarwinds, a $4.1B market cap maker of infrastructure software. Kenny is renowned for pioneering the flywheel sales model that propelled Solarwinds to a $150M company profitably.

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Five Words of Wisdom from SaaS Office Hours with Bill Macaitis

Last night, at our inaugural event, SaaS Office Hours welcomed Bill Macaitis, CMO of Slack, former CMO of Zendesk and former SVP of Online Marketing and Operations at Salesforce. Having worked in three hypergrowth companies, Bill is an expert in building massively successful marketing teams. These are the five kernels of wisdom I learned last night.

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How Much Should You Pay Your SaaS Startup's Sales People?

How much should your startup pay its sales people? According to Pacific Crest's Annual SaaS survey, 9% of a sales rep's annual contract value. This figure doesn't vary much on whether your startup's salespeople are inside reps or outside/field sales reps.

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Using Vaporware to Validate a Product Idea and Generate Demand for Your Startup

In 1964, IBM announced a mainframe computer family called the System 360. The mainframe wouldn't ship for another three years, but the announcement reduced the mainframe sales of their competitor, Control Data Corporation, sufficiently to warrant an FBI investigation. And so a new marketing technique was born.

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5 Mistakes SaaS Startups Often Make with Pricing

The purpose of a price is to tax usage of a product. That's how companies generate revenue. Discovering how to tax a product properly is a perpetual challenge. It's a moving target and so it requires an ongoing discovery process as the company and market evolve together. These are some mistakes I've noticed.

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The Turbulence in Startupland

Over the weekend, it seemed to me that the sentiment in the valley seemed to change abruptly. Dan Primack wrote Fear and Sadness in Silicon Valley and Danielle Morrill punctuated her post Somewhere Over the Brainbow: The Unicorn Window is Closing images of unicorn cannibalism. While the attitudes may be changing, the effects haven't yet revealed themselves in the data. So, is the environment truly changing?

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