1/ First, understand this is how VCs are taught and raised. The average Monday VC partner meeting is a bunch of subtle and not-too-subtle flexing around who has the hot companies. That’s where the power is. So you sort of learn to do this from Mom and Dad.
2/ As a VC, you yourself are just a number.
Your LPs know the numbers — and view you as a number. Many firms say “we don’t do attribution”, but everyone knows who sourced & closed the top deal(s)
And LPs figure it out and do their attribution analyses
You are just a number
3/ It’s a game with clear, precise ranking.
It’s not always clear which start-up is “better” than others. Yeah, Zoom is incredible. But there are 1,000 Cloud and SaaS unicorns. Many founders are winners, with no need for a leaderboard
But VCs are all force ranked
You know
4/ Sometimes, you are watching internal battles live on Twitter
VCs age out their networks, & many haven’t had a real hit in decade. But they want to maintain control
Sometimes, there are real battles between ones w/the current decacorns-to-be .. vs ones with unicorns of past
5/ Finally, VCs often aren’t really that nice to each other
As CEO, you celebrate the wins, & promote your team
VCs sort of do this with their partners, but not nearly as much. There is jealously. Fights over carry and fees. Firms break up
So Salesforce just cruised past $24 Billion (!) in ARR & a $200B market cap, still growing 20% (!)
With 20% growth, it has to add $5B of new revenue each year. That's like 20 Unicorns!
5 Interesting Learnings: ⬇️⬇️⬇️⬇️⬇️
#1. Its Classic Sales/CRM Product is Now Just Its >Third< Largest Product
This trend has been true for a while, and now both its Service Cloud and its Platform group are bigger AND faster growing than the classic CRM product we all know and use
Amazingly, Salesforce is now more a Service Cloud company than a Sales Cloud / CRM company
Sales Cloud is just 20% of its revenue -- and going down.
A reminder you really need to add a 2nd product after $1B ARR
Wix was founded way back in 2006, and at the time, it seemed like yet another Build Your Own Website startup
But they grew, and evolved, and never quit
Today, they are at $1B+ in ARR and a $15B market cap!!
5 Interesting Learnings: ⬇️⬇️⬇️⬇️⬇️
#1. Existing Customers Worth $9.2B Over Next 8 Years
While Wix’s actual churn is a bit unclear, this is a super interesting presentation of CLTV. Wix sees its existing $1B of ARR generating $9.2B over the next 8 years! That’s the power of recurring revenue:
#2. eCommerce and Business Tools Are Key Drivers to Accelerating Growth
Wix has benefitted from eCommerce explosion since Covid.
While their core web site “Creative Subscriptions” are growing at 23% YoY ... their eCommerce+ Business Solutions segment is growing 60% YoY!
Perhaps the #1 mistake I see startups make after $1m ARR is hiring a VP of Sales that is good ...
But not good for >their< startup. A mismatch.
And revenue then goes down, not up.
Here’s a 5 part test to make sure that doesn’t happen: 👇🏼
#1. Your VP of Sales should have lots of experience selling at your average ACV.
A great VP of Sales that has mainly sold $100k deals just isn’t going to make it at a $5k ACV start-up … no matter how strong they otherwise are.
Whatever your target ACV is for next year, that should be the #1 area your VP of Sales hire is good at.
Being good at a certain deal size also means you know how to manage the velocity, the pipeline, the opportunities needs, the hiring needs, etc. for that type of sale.