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…

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…

Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. …

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…

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…

Recruiting: The 3rd Crucial Startup Skill — 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…

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…

Recruiting — The 3rd Crucial Startup Skill — 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…

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. …