There are a few blog posts and other resources that I keep recommending to early-stage SaaS founders over and over again.


Let's start with a fantastic piece on strategy by @spolsky. More than 20 years old, but always worth a re-read.

I actually don't agree with the conclusion of the article – that it's a black-or-white choice – but still think it's a great post.…

Next up: "The Unicorn Trajectory", an EXCELLENT research report by Maddie Cross on what differentiates the most successful startups from the rest.……

Spoiler: The best founders manage to recruit more and better VPs early on.

Continuing the topic of hiring, a classic from @jasonlk that I keep sharing with founders when they look for a VP Sales.…
4) Looking for a VP Engineering?

Check out this awesome post by our own @michaelrwolfe.…
5) Hiring a VP Marketing?

I hadn't found a great post on this topic so I wrote a post myself. ;-) If you know a better piece, let me know and I'll replace it.…

Both @balderton and @IndexVentures created excellent guides with everything you need to know about ESOPs. Highly recommend that you take advantage of all the work they did, no need to reinvent that wheel. :)……

If you're new to board meetings (or want to improve how you run them), two must-read posts (including templates) about how to run a board meeting by @schreier and @DavidSacks.……

Going upmarket?

This is an excellent resource on how to get enterprise-ready:

Last but not least, everyone wants more leads. One of my all-time-favorite @SaaStrAnnual presentations was @meisenberg's talk in 2016.…
This collection is, of course, subjective, not comprehensive at all, and (always) WIP. There are lots other excellent posts out there, e.g. on

Which pieces do you think I should add?

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More from @chrija

16 May 20
1/ Are enterprise SaaS or SMB SaaS companies faring better in the current crisis?

I think there‘s no general answer.

Enterprise SaaS:

👍🏼 No significant churn due to customers going out of business.
👎🏼 CFOs pushing for longer payment terms.
👎🏼 Longer sales cycles.

👎🏼 No industry events, no customer conferences, no steak dinners.
👍🏼 If you manage to generate leads and close them without these field activities, you can reduce your CACs.

❓Will companies try to reduce the number of SaaS solutions they use and try to renegotiate prices? Seems logical but I haven’t seen it so far.
❓ Digital transformation gets higher priority, but probably not across the board. Probably easier for large SaaS companies ...
Read 6 tweets
4 Jan 20
1/ Homeopathy is a ~ €600 million market in Germany alone. Worldwide it’s billions.

- Homeopathy is effective, which explains why so many people swear by it.
- Homeopathy is not more effective than placebo but it is particularly powerful in triggering ...
2/ ... the placebo effect (because of the rituals, stories and ideology around it).
- Efficacy of drugs is usually assessed based on the benefit beyond placebo baseline. So based on that standard, homeopathy is ineffective.

This brings up two questions. One ethical, one ...
3/ ... political.

Should doctors give placebos to adult patients? (Without disclosing that it’s a placebo, since that would reduce the placebo effect)

Should society allow the producers of homeopathic products to generate huge profits by selling hot air? In Germany, ...
Read 6 tweets
23 May 19
1/ Because I live in an echo bubble of early-adopters, VCs and fast-moving startups, I think I've underestimated (a) HOW slowly large companies move and (b) HOW long it takes to displace them.

Two examples from Google and Microsoft:

- I absolutely love Google Docs and ...
2/ ... Google Sheets, but boy are they slow at improving the products (remember that Google acquired Writely back in 2006 and turned it into G-Docs). With hindsight, there was a whole decade that offered a great opportunity for a startup to build a better version of G-Docs and...
3/ ... G-Sheets. It looks like @airtable and @notion are doing it now, so it’s not too late.

- Microsoft lost search, social networking, MP3, mobile phones, mobile OS and a bunch of other big markets. And FWIW, I don’t know any founders or VCs who use a Windows PC (except ...
Read 6 tweets

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