Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? ⚰️ It’s still early in the year, but the majority of software has taken a beating thus far as rates rise and geopolitical tensions increase. But Orlando Bravo (Managing Partner of Thoma Bravo) and his portfolio are doing just fine, as he’s always championed fundamentals and profitability over high cash burn for a shot at hyper-growth. In a recent sit down with Delivering Alpha,

Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? 💰 Product managers have a tough job because there are lots of stakeholders (the CEO, sale team, and engineers to name a few) who hold differing opinions on the decisions they make. B2B PMs have their own unique set of challenges,

Welcome back to The SaaS Playbook, a rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? 🗑️ There’s no debating that email usage has decreased amongst the younger generations, but it still sits atop the B2B marketing throne. The workplace simply revolves around email,

Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? 🔧 For a while, many venture investors avoided vertical software because they felt its comparatively small markets would not produce target VC outcomes. That has of course

Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? 💸 SaaStr founder Jason Lempkin had an interesting piece on picking the right ICP to target for your business. He believes that in startup’s early days (sub $1MM ARR), the customer segment split is surprisingly often 40/40/20: 40% big enterprises, 40% SMEs, and 20% micro businesses. At the $1MM ARR mark he suggests doubling down on one segment rather than being a tool for everyone (different segments require different GTM, so focus helps), and

One of the most unpleasant surprises new and fast-growing eCommerce companies face is how quickly they run out of cash.  There are a few culprits here that cause a company with record sales sales to quickly become cash starved: Financing Purchase Orders:  The biggest drain on cash is having to front funds for for purchase […]

Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? 🏎️ At a certain scale, companies can start to lose the scrappy, “do whatever it takes to win'' mentality which catapulted them to where they are today. Carta CEO Henry Ward noticed changes within his business in early 2020 which signaled they were slowing down, so he penned a memo to his team

Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? ⚾ There is plenty of talk about the benefits of employing a product led growth (PLG) strategy, but much less on how to actually implement one. Shimon Tolts, CEO of Datree.io shared the

Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? 💥 There has been an explosion in the amount of financing options available to software companies over the last few years. No more are the days of just raising VC, growth equity, or pursuing a buyout – new forms of funding such as venture debt, revenue based financing, and Alt VC are giving founders a tremendous amount of flexibility in how they accomplish their goals. Fundscape did the courtesy of

Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? ☁️ VCs look for immediate and extreme growth in their investments, so the profitability of the companies they work with is the least of their concerns. But striving for sky high growth can be costly, and not just in dollars. Dumping loads of capital into marketing makes it nearly impossible to identify your real cost to acquire customers (CAC), and if your CAC remains high over time, you run the risk of never being able to build a sustainable model. There are, however, some

Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? 🌎 TAM (total addressable market), SAM (serviceable available market), and SOM (serviceable obtainable market) are the typical tiers used to demonstrate what a company’s market could be. But none of them focus on the near future of your company – TAM’s are generally represented as $1b+, which isn’t going happen in the short term. That’s why Fairbanks Venture Advisors

Welcome back to The SaaS Playbook, a bi-weekly rundown of the top articles, tactics, and thought leadership in B2B SaaS. Not a subscriber yet? 🥤 One of the often misunderstood aspects of term sheets is liquidation preferences. These preferences give VCs the right to receive the funds they have invested before any common shareholders, such as founders, if a liquidation event occurs. That doesn’t just mean in the case of bankruptcy or winding down your company – any sort of transaction in which there is a change of control is considered a liquidation event.