新鲜的见解

分析,思考和观察

你不会从第一天就成功的

You probably won't be a success from day 1.  You're going to struggle and may even come close to failure (more than once).  The good news: there are plenty of examples of companies that had setbacks and bumps along the way,but were still a great success.  Docusign is one such success story.Docusign……
阅读更多

净留存107%将使你上市

One SaaS metric we monitor closely is net dollar retention.  It measures what percent of revenue you retained from the prior year after accounting for upgrades,下调,and churn.  Formulaically it's beginning of period revenue + upgrades – downgrades – churn all divided by beginning of period revenue.   If that formula yields a number greater…
阅读更多

创业不只是年轻人的专利

创业是年轻人的游戏吗?不。We have 19 betway88helpportfolio companies today of which 4 of them have CEO's who are over 45 and has a family.  To me,that's enough proof to indicate you don't have to be fresh out of college to launch a startup.  That said,年轻绝对是……
阅读更多

在SaaS中,销售和营销支出不成比例

大公司能从规模经济中获益吗?虽然默认答案可能是“是”,我们想知道这是不是真的。We looked at the sales and marketing spend of SaaS companies at the time they went public and compared that figure to revenue growth.  Formulaicly,是收入增长/销售……
阅读更多

CAC不必随着你的成长而上升

One of the most important metrics for B2C companies is customer acquisition cost or "CAC".  One debate is whether the cost rises or falls over time.  The argument for rising CAC is the next marginal customer is generally harder to acquire than your last customer.  The argument for falling/stable CAC is that as companies get…
阅读更多

如何销售代码和专利

在2017年,we had a death in the betway88helpportfolio.  Once all the employees left,唯一剩下的资产是一些专利,服务器,域,and a lot of code.  Recently,we managed to sell that intellectual property ("IP").  Here is what we learned.Set expectations.  The value of IP is a small fraction of what…
阅读更多

SaaS的最佳度量标准——边际贡献

Contribution margin is one of the most important metrics in SaaS.  It's revenue from a certain set of customers (a cohort) less the cost of acquiring and servicing the customers over time.客户通常按年分组——换句话说,2011年获得的客户是2011年的群体,2012年收购的公司……
阅读更多

如何构建管道——第5部分

I read Trish Bertuzzi's book ‘The Sales Development Playbook' and it was by far one of the best sales books I've read in a while.  The book focuses heavily on building pipeline with SDR teams.  This is the fifth post I've wrote about this book: there was so much good information that putting it all…
阅读更多

在SaaS中度量客户健康

在软件领域,there are a few ways to measure the health of the customer base and stickiness of the product.  Zuora does a nice job of showing four measures of customer health in their S1.Processed Transaction Volume   Zuora's first measure of the overall health of the business is processed transaction volume.  According…
阅读更多

首先上市没有任何意义

There are countless examples of ‘first to market' not being a sustainable competitive advantage.  Comparing the 2018 public offering of Spotify to Pandora's original IPO in 2011 is the latest major example.  Below are some excerpts from Pandora's S1 (official IPO document filed with the SEC) that show its dominance at the time:   Pandora…
阅读更多