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Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
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14 Nov, 11 tweets, 6 min read
Top 10 SaaStr Videos of the Week:

#1: "A Decade of Learnings from @ycombinator @mwseibel"

#2: "Going Upmarket, And How Things Have Changed in a Decade, at @trello , with Founder @michaelpryor"

#3: "A Step by Step Guide to Revenue Growth with @markroberge, Harvard Business School, ex-CRO @HubSpot"

#4: "@algolia: Lessons Learned Selling to 10,000 Customers Small, Medium and Large"

#5: "12 Key Levers of SaaS Success @BostonVC

#6: "How to Hire a Great VP of Sales" with ME

#7: "@twilio: The Inside Story with @jeffiel

#8: "Veeva: The Biggest Vertical SaaS Success Story of All Time"

#9: "Going from $0 to $60M ARR in 4 Years with @PodiumHQ CEO @ericwilliamrea"

#10: "From Burn-Out to $100M in ARR with @asmartbear of @wpengine"

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More from @jasonlk

Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
17 Nov
Digital events are great, but you know what's going to be really hard?

These so-called "hybrid events" everyone is now talking about after we get past Covid. Digital + IRL.

Why so hard? A few thoughts here:
First, expense. A decent digital event is hardly free, even if you don't need a venue. Many SaaS companies are still spending $500k to product a digital event. SaaStr will spend up to $2m on our digital events.

Who is going to pay the >extra< expense to add this to IRL event?
Second, experience. Live streaming at events is nothing new. Yes, it works on Twitch. But WebSummit? Dreamforce? SaaStr?

All have tried it, and abandoned it.

The experience has to be great. Bolting on streaming is not enough.

Again, this is >extra< work.

Who'll do it?
Read 7 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
16 Nov
Latest speakers for SaaStrScale.com Dec 8-9:

Howie Liu, Co-Founder and CEO, Airtable

Carl Gold, Chief Data Scientist, Zuora

Todd McKinnon, CEO, Okta

Javier Molina, VP of Corporate Sales, MongoDB

Tim Willey, SVP, Commercial Strategy and Operations, ForgeRock Image
Andrea Webb, SVP Customer Success and Retention, Solarwinds

Pablo Dominguez, Operating Partner, Sales and CS Center of Excellence, Insight Partners

Ellen Kindley, Chief Transformation Officer, Keyfactor

Brooke Treseder, SVP, Revenue Operations, Checkout.com Image
Sharon Prosser, VP of Global Sales, Zendesk

Astha Malik, VP of Planning and Enablement, Zendesk

Rico Mallozzi, Sr. Director of GTM Ops, Sapphire Ventures

Colleen Kapase, VP of WW Partner & Alliances, Snowflake

Jessica Alexander, Director Cloud Technology & OEM, Crowdstrike Image
Read 5 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
15 Nov
So my first batch of venture investments hit 20x this week

I'd like to say the learnings are novel or different than others

But they aren't

Learnings:

1. All that matters are the winners

The #1 investment is 55% of the returns

The #2 and #3 are each 12%.

So Top 3 = 79%
2. Yes, ownership matters.

Of course 2% of Zoom and Datadog are plenty for all but the largest funds.

But, the winners with the most ownership, have the biggest returns.

Just as you'd expect.
3. Double down on the winners, skip the rest.

You hear this, but then you see it in practice. Do you pro-rata on your Top 3 investments, at any price.

Skip it on the rest after the next round, probably, unless it supports the investment.
Read 8 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
13 Sep
So "SaaStr Inc" revenue run rate fell to $0 in March+April with Covid ... and now is at a $3.2m run-rate, with a goal of $21m in 2021.

That's a big tilt, and a lot of change

The stakes weren't that high, but it was a second life learning on "tilting"

Here's what I learned:
1. Folks process change at different rates. Co-founders can process change the fastest. Some folks though need 10x-20x longer.

You need to >explain< rapid change many, many more times than you think.
2. Some good folks just won't go on that next journey with you. Some folks just won't want to go through the "tilt" and change. They didn't sign up for the new journey.
Read 7 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
3 Sep
10 of my takeaways from convo with @HenryLSchuck CEO @zoominfo this morning:

1/ Automation is great, but doesn't replace people. Best-of-breed automation PLUS best-of-breed people is magic

2/ Respect your board's feedback, but make your own decisions. "Later" is a good answer.
3/ Adding managers that know how to sell at a slightly higher ACV can be magical. They'll teach the team how to increase deal sizes.

4/ If you are efficient at sales+marketing, put incremental margin into product. That's a weapon inefficient folks don't have.
5/ Yes, you can buy a faster-growing competitor. It's at least worth thinking about. And building relationships there.

6/ As you scale, persuasion becomes more and more important. You need to invest more time explaining decisions to folks.
Read 6 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
13 Aug
There is no great community software

It's 2020

Go build it
1/ Since Facebook + LI own social graphs, community software has to be better than just using Groups, etc.

2/ Slack + Discord aren't really optimized for community. Can get tons of users on it but very difficult to manage a community over time.
3/ Most Community software isn't "enough better" than FB/LI/Slack/Discord to create a Third Space where folks will log in constantly

In fact, destination websites in general are in steep decline

See also, forums, blogs, etc. They are still big. But no longer destinations.
Read 4 tweets

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