The third annual forEntrepreneurs SaaS Survey Infographic shares top highlights from this year’s SaaS Survey results!

You can find the full 2017 SaaS survey results here:

  • Part 1 shares growth rates, go-to-market trends and cost structure
  • Part 2 covers application delivery methods, operational costs, gross margins, contract terms, churn rates, capital requirements and accounting methods.

To download the 2017 SaaS Survey Infographic, click here.

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We would love to hear your thoughts and feedback on the 2017 SaaS Survey Infographic. Please leave a comment below!

You can find the full 2017 private SaaS company survey results here: Part 1 and Part 2.

Follow us on Twitter: David Skok, @BostonVC and Matrix Partners, @Matrix Partners.

We recently released Part 1 results of our private SaaS company survey in partnership with KBCM Technology Group (formerly Pacific Crest Securities). This is the sixth annual survey we’ve produced together, which provides data to help SaaS companies benchmark their performance against their competition.

In Part 1, we covered growth rates, go-to-market trends, operational aspects, and cost structure.

We’re excited to share Part 2 of the survey results, which covers:

  1. Contracting & pricing
  2. Retention & churn
  3. Capital requirements
  4. Accounting policies

We’ve also released the forEntrepreneurs 2017 SaaS Infographic which highlights major takeaways from the survey, presented in a visual format.

Contracting and Pricing

Median / Typical Contract Terms For the Group

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The median average contract length is 1.4 years, and the median billing term is ten months in advance. There is no significant change in contract durations compared to previous surveys. There is somewhat better billing terms (10 months in advance vs. …

For the sixth year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of over 400 SaaS companies. The survey represents deep benchmarking data and insights on growth and operations of private SaaS companies.

Thank you to the readers of forEntrepreneurs who participated in taking the survey this year! Thank you also to David Spitz (@dspitz) and the team at KBCM Technology Group for their work on the survey.

To download the full 2017 report, click here.

Part 1 of the survey results focuses on growth rates, go-to-market trends, operational aspects, and cost structure.

Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In my talk given at Heavybit as part of their developer-focused speaker series and community, I discussed how to design a great sales process, analyze the buyer’s journey, and shorten the time to customer conversion from trials, freemium and open source products.

Using examples from companies like JBoss, Apollo GraphQL and Cloudbees, this slide deck offers sales and marketing machine methodology including:

  • Tactics to reducing customer friction
  • Identifying and removing blocks in the funnel
  • Producing that Wow! Moment imperative to converting users into customers

Building a Repeatable, Scalable, & Profitable Growth Process [View and download on…

The following post is an excerpt from Clearbit’s new book Data Driven Sales: How the Best B2B Companies are Using Data to Grow Sales Faster. You can read the full chapter here.

When I started my first company many years ago software sales was radically different than the SaaS landscape that so many readers of this eBook know. Sales cycles were long, and whether we liked it or not, the customer was stuck with what they had as soon as the papers were signed. The SaaS model changed everything. For founders and sales managers this shift has required changes to everything from the way a company sells to the manner in which it delivers the product. …

Since 2007, The Bridge Group has tracked the Account Executive (AE) role and gathered data on how metrics and compensation change over time. We’ve partnered together to publish the 2017 SaaS AE Metrics Report and offer sales organizations a set of benchmarks to compare themselves against industry standards.

This report offers specific analysis and recommendations based on a deep dataset to help inform the way SaaS companies build out their inside sales strategy and consider changes to their sales organization.

Read on for an overview and highlights from the report, or click here to download the full report.

About the companies who participated

  • 384 executives from a broad diversity of SaaS companies…

Recruiting: The 3rd Crucial Startup Skill

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The bottom of the funnel is all about closing the candidates who have made it through the evaluation gauntlet.

These candidates have already passed through 1) The Top of the Funnel — Sourcing and 2) The Middle of the Funnel — Selling and Evaluating.

As discussed in the posts linked above, sourcing, nurturing and selling passive candidates is a crucial skill for startup founders and their teams in the current recruiting environment. Greater competition for talent has yielded the need to develop a great recruiting process early on in a startup’s lifecycle.

In this third and final post of this series, we’ll dig into the bottom of the funnel — closing and onboarding, the final stages of the recruiting funnel. …

Recruiting: The 3rd Crucial Startup Skill

In the last few years, it’s become apparent that a severe hiring crisis is crippling the ability of startups to hire the talent they need. Because of this shortage, something important has changed in the recruiting process: the best people are rarely on the market and startups are having to learn how to develop a recruiting process to find and sell passive candidates. Recruiting has become a crucial startup skill — it’s no longer enough to build a great product a sales and marketing machine to sell it.

I recommend approaching recruiting as a funnel: sourcing at the top of the funnel, evaluating, and selling, closing and onboarding new hires at the bottom. I discussed the top of the funnel — sourcing in post 1 of this three part series, covering in-house recruiters, CEO involvement, building a brand and candidate experience. …

Recruiting — The 3rd Crucial Startup Skill

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I used to believe that there were two critical startup skills:

1. Building a great product that has clear product/market fit.

2. Building a sales and marketing machine.

I would argue with Antonio Rodriguez, my partner at Matrix Partners, about whether you could get away with just having a great product. Or whether you could take an organization that was spectacular at sales and marketing and sell anything. Ultimately, for most companies, I personally concluded that you’d need both of these skills to be really successful in the B2B world.

But in the last few years, I’ve witnessed something new: a hiring crisis so severe that it is crippling startups’ ability to get products built on time and starving them of the talent they need to market and sell those products. There is an intense skills shortage created by the explosion in startups over the past few years. Demand has drastically outstripped supply. I’m pretty sure I don’t need to describe this phenomenon as most of my readers are living with this problem day to day. …

In my talk at the 2017 SaaStr Annual conference, my goal was to offer a simple model of a SaaS business and highlight key areas for optimization within the SaaS funnel. Watch the video presentation to learn the key levers a CEO can pull to make the greatest impact to their business.

Video from SaaStr Annual 2017:

To get an idea for what I talk about in the video above, you can take a look through the accompanying slide deck presentation here:

During my talk, I only had time to touch on each key lever at a high level. For more learnings, I wanted to share a list of resources that will help you dig deeper into each of the key levers within the SaaS…


David Skok

Serial entrepreneur turned VC @MatrixPartners - Author of - Interested in investing in SaaS, Cloud, Infrastructure Software

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