VCs can make decisions remotely. It’s relatively easy to see the incredible ones, & VCs can take risk. You can VC from anywhere

Founders actually are the ones that will prefer to meet f2f after this. Or at least should

They are stuck with that investor for a decade, or longer
Founders are taking advantage of the current environment to raise >very< rapidly

If you are worried about the round, that’s the right strategy

But if you have more suitors than shares, it pays to slow it down, up to a point
Every time I’ve advised a founder of a “hot” company to slow the fundraising process down just a bit, it’s worked out to their benefit

They find a better fit, or take an external vs internal round, or optimize the size or secondary, etc.

And actually do any due diligence at all
A great discussion other day w/Therese Tucker, CEO of Blackline on this

She bootstrapped for a decade. Company wasn’t Hot for a long, long time.

Once she was ready to raise, she took her time. And picked the one she trusted the most:

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More from @jasonlk

26 Dec
RingCentral is one of the great quiet successful stories in SaaS, growing from an SMB-focused phone solution to a $35B+ enterprise leader

What are 5 things we can learn from RingCentral, looking back at when it crossed $1B in ARR?
#1. RingCentral was still growing 34% at $1B in ARR ... and that's despite very strong competition, from Five9 to Talkdesk to up-and-comers like Dialpad and more.

No one has 50%+ market share here, yet RingCentral could still grow 34% at $1B in ARR
#2. RingCentral got the "channel" to work. This doesn't work for everyone in the early days, but if you can get someone else to sell your product for you ... it can really work. See also Hubspot + Atlassian.

Channel sales grew 80% at $1B ARR, driving 18% of revenue
Read 7 tweets
24 Dec
It used to be you basically had two options to make money as a founder:

* hope for an IPO many years down the road.
* Or maybe get acquired by a handful of BigCos.

Today, startups have so many more options for founder liquidity:
#1. Secondary liquidity in any hot A-B-C-D+ round

Secondary liquidity is now commonplace in any hot round with a Big Fund in it.

This means you can make at least a million or two dollars in just a few years if you build something meaningful, without selling your company
#2. Acquisition by a competitor

This used to be a bummer, but with 400+ unicorns today and so many decacorns, your competitor can now buy you for hundreds of millions or more down the road

This often makes sense to consolidate #1 position in market
Read 7 tweets
23 Dec
Zoom obviously has taken off in an unprecedented way since Covid

But what did it look like at IPO, when it was just a "normal" SaaS company? 5 take-aways:

#1. 140% NRR. Yes, it can be done with SMBs, and Zoom proves it.
#2. Zoom's revenue pre-Covid was a classic “Small-Medium-Large” customer distribution, 20:50:30

22% of its revenue still came from Very Small Businesses at IPO — customers with less than 10 employees.
#3. 74% of Zoom’s contracts were annual or longer. But the converse is, 26% … were just month-to-month.

So annual contracts aren't always magic
Read 6 tweets
22 Dec
We had 500,000+ tune in to our Digital Events in 2020!

The Top 10 sessions:

#1: "5 Insights for Consumerization of the Enterprise With Scott @scottbelsky, CPO of @Adobe"

#2: "The Future of the Customer with @Algolia, @newrelic, and @GainsightHQ

3: "State of the Cloud 2020: The COVID Beneficiaries Edition with @BessemerVP @bdeeter @TheValuesVC"

Read 10 tweets
21 Dec
If you are bootstrapped in SaaS, it helps a lot to be SMB focused, viral and/or truly product-led growth

Why?

Sales.

Venture-backed startups just can >afford< to invest so, so much more in sales.
With the average SaaS enterprise/B2D/mid-market leader seeing net revenue retention of 120%-130%, or even higher, it just >pays< to invest heavily in sales if you have the $$$

The lifetime of a customer is often well in excess of 5x the first-year ACV, sometimes 10x
So paying sales reps 30%, 50%, or even more of the first-year ACV can still pay

But when bootstrapped, it's really hard to pay much more than 20% of the total ACV in sales comp. That often means a 10% commission.

VC-backed startups can just pay up here, and should
Read 7 tweets
21 Dec
If your TAM really does seem too small for VCs, 2 choices really:

1. Just find that 1 VC that still believes

This can work

2. At least build a 1.0 of a product expansion that shows a larger TAM

This often also works. Even if you have few customers to start.
You might think it is a bit silly to build a product extension / expansion you don't really need right now

But if you do build it, it proves at least you >can< and potentially >will< grow your TAM

That's something
The last thing you want is too many throw-away features / code

But the most agile teams simply can expand faster

And the ones that aren't that agile, can't
Read 4 tweets

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