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5 Tips For Closing Bigger Deals; Plus Weekly SaaS News and Updates

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Hey SaaS Fans,


Going upmarket is a process. It’s well understood.


So, If you already have a few bigger deals under your belt, but most are smaller … here a few higher-level suggestions. First — hire a very good VP of Sales that has sold at your “high end” price point. They will be much better at you than this. At getting the High End of Normal, the Most Without The Customer Feeling Ripped Off. You aren’t great at it. If you can make this hire now — you will do much, much better.


+ 5 tips for closing bigger deals --> 
 
 
 
 
 
 
New This Week
 
 
 
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Everyone that’s been around start-ups knows there are ups and downs. We expect it. But what people don’t expect is not getting a heads-up on the unexpected. Ideally, an extremely thoughtful one.
 
 
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This edition of the SaaStr weekly is sponsored in part by Divvy
 
 

Sales requires a linear number of hires to grow bookings but recruiting is just the start.
 
 
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Acquisitions have picked up in SaaS. And yet, here’s the thing. So many acquisitions, so many IPOs, so many public and private valuations of great SaaS companies are actually at / worth less than 10x ARR.
 
 
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This edition of the SaaStr weekly is sponsored in part by PandaDoc
 
 

Why does spending real time, as CEO, with your top customer work in retaining them?
 
 
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Learn how you can take the effort out of managing your customer lifecycle journey.
 
 
 
 
 
Hot Jobs
 
 
•

Revenue Cat is seeking a Head of People to lead their HR, recruiting, and people ops.
•

VP/Director of Digital Marketing at SaaStr. This is a new role at small but mighty Team SaaStr that focuses on our digital media business that includes digital sponsorships, podcasts, newsletters, paid media, and more.
 
 
 
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The Growth Premium:

$100m+ ARR: 30%+ Growth

$50m ARR: 60%+ Growth

$10m ARR: 100%+ Growth

$2m ARR: 200%+ Growth


Do even better YoY, valuations can be insane

Do worse though, and valuations plummet. Plummet.
 
 
 
 

As founders, we have to learn to forgive

We especially have to learn to move on

Dust ourselves off, analyze what happened, and learn from it

Of course, that doesn't mean you'll forget.

You'll never forget
 
 
 
 

It is almost always harder to find a truly great hire than it is to find a way to fund that hire

 So just find the truly great hire first If they are truly great — you’ll find the cash.

At least, more times than not

Especially because they’ll end up being accretive pretty fast
 
 
 
 
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