A lot of older times in VC talk a lot about the incentives of “fees” in venture
Why? Let’s take a look at the Old Days. Like, until 2019.
1/ Until 2019 or so, a “3x fund” — that tripled the LPs’ money was top tier. “2x” was not great, but good enough for another check.
2/ Today, the bar has gone way up. LPs want 4x net funds or better now, and may have multiple funds per cohort that are 5x-10x or more.
3/ Now, depending on the maths and fund structure, in a “2x net” fund, the partners might still make the majority of their money off fees — not “carry” from investing
At “3x net”, the math would favor carry, but only many years down the road
4/. Now as you cross into 5x fund, the “carry” or profits from the investment simply dwarf the fees, at least on paper
No one cares anymore what costs of deploying the capital are at that rate of return
VCs can often even take 40% of profits if they’ve done this multiple times
5/ So net net, times are good for LPs and venture
No one cares anymore if partners are making tons in “fees” for managing money if they can repeatedly deliver 4x+ net funds or better
So the discussion about VCs being paid too much for mediocre returns has sort of faded
For now
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So you might have missed one of the most impressive SaaS IPOs on 2021 this week ... Samsara
It's at $500m+ ARR growing a stunning 72%, and the founders still own half the company
5 Interesting Learnings: ⬇️⬇️⬇️⬇️⬇️
#1. Multiple Products are Key to Growth at Scale
We’ve seen this time & time again. 89% of 700 $100k+ customers use multiple Samsara apps. One for video and one for telematics do $200m ARR >each<. If wasn't multi-product, Samsara would be less than half the size is today.
2. Still hit 72% Gross Margins even with a hardware component.
This is pretty impressive, many SaaS companies with hardware struggle to hit 60% gross margins. Having customers sign 3-5 year contracts (see below) helps Samsara amortize the hardware costs over a lengthy period
Most popular sessions for FREE SaaStrScale.com THIS Wednesday!! Sign up NOW
#1: "How to Increase Revenue and Grow Your Customer Base by 10x Through the Power of Self-Serve and Direct Sales with @asana 's COO and @figmadesign 's CCO"
#2. "The Secrets to Building Your Marketing Engine To Drive Scale with @Airtable's CMO"
If you've hired your first 10+ sales reps, you're now seeing how different their playbooks are
Probably 2 of them close 2x-5x more than the rest, and a few struggle to close much at all
Here are the 9 Qualities of a Great Sales Rep: 9⃣⬇️⬇️
#1. The Best Reps Really Listen.
Mediocre sales reps just start diving immediately into their script, and try not to deviate from it. Great salespeople learn their prospects’ needs, issues, and pain.
#2. The Best Reps Adjust the Pitch and Story to Suit the Prospect.
Every prospect is a bit different, and sometimes, a lot different. The best reps tailor the pitch, the demo, the functionality shares, the case studies, etc. to suit the needs of the prospect.
5 Simple Tips to Improve Sales Rep Performance in the early-ish days
These always work: 🔽🔽🔽🔽🔽
#1. Concentrate leads in those who can close
If you have a rep or two that just can’t close, that doesn’t work in early days. Leads are too precious. Let them go. Not to save money, but to concentrate leads you do have in those that can close them
The best reps close 2x-9x more
#2. Be more involved as the CEO with sales. Prospects and customers love to talk to CEO. They love it
If you get more involved, at least in bigger deals, you will close more
Top mistake I see CEOs make is to scale back time they spend in sales once they hire few reps.