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Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
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25 Sep, 5 tweets, 2 min read
SaaStrAnnual.com 2021
Starts MONDAY!!

(tomorrow for Day 0 AMA with ME and early registration)

6,200+ SaaS execs

100% Outdoors + Open Air
100% Vax'd + Tested
100% Fun

CEO Calendly
CEO Databricks
CEO Vimeo
CEO Box
CEO TripActions
CEO Postman
CEO Algolia
CEO Zapier
A few notes:

1/ Yes, we have enough rapid-tests for everyone on-site. But you'll save yourself 20-30 minutes of testing + waiting by bringing a test results from last 72 hours with you.

2/ Come TOMORROW Sunday for Day 0 AMA, register early, and meet some folks
3/ Dress comfy. Will be warm during the day but may be a bit chilly at night. Bring a sweatshirt but maybe short sleeves during day.

4/ Very festival style. Will be the most informal Annual in a while, being outdoors. Come to learn, but also just to have fun.
5/ Wednesday is Mentorship + Money day -- make sure you come to that

We start off with founder confidential and then small sessions with 100+ VCs

We also have incredible workshops with top VPS, VPM and more all day long
A deeper dive on What to Know here:

• • •

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More from @jasonlk

Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
23 Sep
Set up
Read 7 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
19 Sep
Load-in for 2021 SaaStrAnnual.com starts today (it takes a week)!

Every single person working on this is vaccinated >and< tested, including everyone building the tents, the A/V team, food and beverage, etc.

See you and 5,000+ SaaS BFFs started Sep 27 in San Mateo
Plaza Stage going up

(One of five)
Midway Stage going up
Read 4 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
14 Sep
We're not grateful enough in venture -- including as founders:

- VCs are not grateful enough to those that source deals for them

- Founders are not grateful enough to early-stage VC that take real, big risks on them. Especially the ones they say No to.
- VCs are not grateful enough to co-investors that bail them out

- Founders are not grateful enough to VCs that bridge them and bail them out. They forget
- VCs are not grateful enough for the hard work that goes into each board meeting

- Founders are not grateful enough to that one VC that actually has their back at the board meeting. It's almost always just 1.
Read 7 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
10 Sep
I had a chance to catch up with René Lacerte, CEO of $27B+ @billcom this week

Bill has managed to build a $27B business selling to 120k SMBs

With an epic 125% NRR

My 10 learnings and our convo here: 🔽🔽🔽
#1. You can’t rush a network

Bill.com had to develop a network that today has millions on vendors processing bills and payments on it. But they couldn’t rush it. So they let folks use the platform the way they wanted, from paper checks to fax and more.
#2. You can’t always rush a fintech product.

It took a decade to come together. Rene cautioned folks to understand the regulatory & fraud elements of doing payments are significant. But it paid off.

Since IPO, payments have grown to a stunning 50% of Bill’s revenues
Read 12 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
7 Sep
When you start to hire your first sales reps, you'll hire some >good< people that still just fail and don't work out

That's on you to spot -- before you hire them:

Here are 9 reasons good salespeople fail: 🔽🔽🔽
#1. You hire sales reps that need lots of training, systems, and process in the early days

Big Companies, at least some of them, are generally very good at this. Larger, fast-growing start-ups often become excellent at it. Small start-ups are almost always terrible at it
#2. You hire a rep that hasn't sold at your price point before

Sales reps that are great at $20k deals join a start-up with tons of leads but at a $2k price point and fail again and again.

And vice-versa

Each price point has its own playbook
Read 11 tweets
Jason ✨BeKind✨ Lemkin ⚫️ Profile picture
6 Sep
Freshworks has just filed to IPO at $400,000,000 in ARR, growing an incredible 49% (!)

It's one of the first of a wave of India-U.S. global hybrid SaaS companies to IPO

5 Interesting Learnings: ⬇️⬇️⬇️⬇️⬇️
#1. A steady march above $5k in ACV

25% pay >$5k a year, but they represent 84% of ARR. That has gone up from 78% in 2019. Even with SMBs, it's bigger ones that are driving growth at scale

Going a smidge upmarket is key to Freshworks’ putting up the big numbers
#2. NRR of 118%.

This is pretty impressive for a mid-to-high ACV SMB sale, although pretty consistent with where Zendesk is today as well at 120%.
Read 9 tweets

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