So every day there are more and more massive funding rounds

But where does all that money >come from<?

1/ From "Limited Partners", the ones that give VCs $ to invest

And they had an incredible year

Top endowments and LPs saw a jaw-dropping 62% (!) returns from VC + PE in 2021
2/ Top LPs (endowments, universities, family offices, etc) did even better than that

Wesleyan's endowment for example grew 54% overall last year, and 95% from venture and private equity (!!)

Woah

And many / most are (re-)investing even more into VC + PE after those gains
3/ As you can, these huge gains (even though many are on paper), so swell endowments that for now, even with some market tumult, there's more and more investment dollars to go into venture and PE

Look how much Wesleyan's endowment grew in 2021, and it's a relatively small one:
4/ With endowment growth, they themselves need to write larger checks to keep it up

This drives capital to Opportunity Funds, Growth Funds, Select Funds, etc. They can deploy a lot of capital, much more than a seed fund alone

So you are seeing LPs happy to fund these vehicles
5/ Even though some LPs are skeptical how long the great times will last, the results are unprecedented

You can see top Median University performance was 42% last year vs. 10% average past decade

With VC + PE the top asset class (it isn't always)
6/ The bottom line is if your top managers (VC firms) are coming back to you with 60%, 80%, 100%+ IRR

Even if some is on paper. But there are plenty of IPOs and liquidity events.

You have to invest ever more to keep up the growth rate of your endowment

= much more $$ to VC
The data and a bit more here:

saastr.com/the-top-lps-ma…

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More from @jasonlk

9 Jan
So Braze is a great SaaS IPO you make have missed

It's a next-generation marketing platform built mobile-first, with a focus on bigger deals and enterprise

It took off almost immediately

It's at $260m in ARR, growing 63% YoY

5 Interesting Learnings: 🔽🔽🔽🔽🔽
#1. $500k+ deals make up half their revenue, and $1m deals 37%

Big deals fuel the growth at Braze. Still, Braze isn’t overly concentrated, with no customer being over 5% of their revenue. A classic “going more and more upmarket” enterprise playbook.
#2. 126% NRR Overall, and 135% in their $500k+ customers.

What you’d expect, and it’s helpful to see this segmented. The Really Big Customers have 135% NRR. You should aim for the same with similar-sized B2B customers.
Read 10 tweets
4 Jan
So Justworks is going public at a $1B run rate (!)

Or is it $100m ARR?

It shows the complexity of many payroll and SaaS HR apps: Image
The "SaaS" business is at a $110m ARR run rate with OK gross margins of 60%

But the $1B+ of benefits and insurance "ARR" it also has only have a 5% gross margin

A reminder how much revenue quality matters
We see a lot of fintech and payroll / HR apps valued at SaaS-like multiples in private rounds on >all< their revenue, not just the "SaaS" part

Justworks IPO'ing at $2B valuation is 20x SaaS ARR -- pretty reasonable for a strong SaaS company

But it's just 2x total revenue
Read 4 tweets
1 Jan
THANK YOU to everyone for making 2021 a big year for SaaSt:

8 STATS:

#1. Largest IRL tech event in Bay Area.

It cost an extra $2m and took 2 extra weeks to build out, but moving SaaStr Annual outdoors into a festival-style event rocked.

Thx to 5,000+ that came!! Image
#2. 5 Major Digital Events.

With 100,000 total digital attendees, we had the best of the best join SaaStr University, SaaStr Build, SaaStr Money, SaaStr Scale, and Annual Digital Image
#3. SaaStr Podcast Grew Streams 170% and Listeners 149%

We rebooted the podcast a bit per your requests, and thanks for driving it up! Image
Read 10 tweets
26 Dec 21
In theory, SMB > Enterprise

More customers, much faster sales cycles, faster PLG and viral cycles

But even 100% NRR is tough to hit with SMBs,
While 120%-140% common in Enterprise

Most SMB SaaS goes at least bit enterprise or at least into more “bigger deals” to balance it out
Bill.com + Shopify added payments to get > 100% NRR from SMBs

HubSpot is core SMB, but focused on high value and a $10k ACV. Not low.

Canva, Calendly, etc.’s fastest growing segment is Enterprise despite starting 100% self-service
DataDog has gone from 5% enterprise in early days to 80% now at $1.5B in ARR: saastr.com/5-interesting-…

FreshWorks and Samsara have moved the SMB focus to $5k+ up accounts. E.g., only 25% of FreshWorks customers pay > $5K, but they are 84% of revenue: saastr.com/5-interesting-…
Read 4 tweets
20 Dec 21
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
Read 5 tweets
18 Dec 21
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. Image
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
Read 12 tweets

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