For Entrepreneurs Blog


In my talk at the 2017 SaaStr Annual conference, the goal was to offer a simple model of a SaaS business and highlight key areas for optimization within the SaaS funnel.

How Sales Complexity Impacts Your Startup’s Viability : Understanding sales cycle complexity and the impact it has on customer acquisition cost (CAC).

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12 Key Levers of SaaS Success [0.15]

Posted on Feb. 8, 2017, 8:36 p.m. by For Entrepreneurs Blog @ [cached copy]

This presentation is from my talk at the 2017 SaaStr Annual conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact.

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2016 SaaS Survey Infographic [0.19]

Posted on Nov. 3, 2016, 12:21 a.m. by For Entrepreneurs Blog @ [cached copy]

The forEntrepreneurs 2016 SaaS Survey Infographic highlights key metrics from this year’s SaaS Survey and includes links to advice and insights on improving these metrics.

You can find the full 2016 SaaS survey results here: Part 1 covers growth rates, go-to-market trends and cost structure.

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We recently released Part 1 results of our annual SaaS Survey, which shares data and insights on growth rates, go-to-market trends and cost structure.

Reported median annual unit churn (by customer count) is 10% for the group.

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For the fifth year in a row, we’re proud to work with Pacific Crest Securities, a SaaS-focused investment banking firm, to share results from a survey of 336 SaaS companies. The survey represents deep benchmarking data and insights on growth and operation of SaaS companies.

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Sales development teams are taking a much more data-driven approach in recent years by closely tracking their metrics and performance.

We have collaborated again this year with The Bridge Group, an inside sales research and consultation organization, to help distribute the Sales Development Metrics and Compensation Research Report.

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Companies thriving in the new world order have technology as a core competency.

Over the past few years, Amazon, Uber, Airbnb, Netflix, Yelp, and many other industry disruptors adopted a new paradigm for developing cloud applications – microservices.

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I recently sat down with Bill Macaitis. He knows exactly what impact his marketing efforts are having.

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This article is part of our series “Pitching to Investors” that shares real examples and practical advice from the Matrix General Partners on creating your pitch deck. Founders often think the way to pitch is to show there’s a clear problem, a large market, and that their team and solution are the ones to take on the problem.

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As every SaaS entrepreneur knows, churn is one of the single most important metrics in determining the day to day health of the business.

Despite the importance of this metric, measuring, tracking and benchmarking churn often generates a great deal of confusion.

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In the early stages of their business, founders often struggle to come up with really strong messaging to describe what they are selling, and this has a huge impact on their ability to raise money, find customers, and attract employees. It’s critical that each of those touch points send the same message.

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The Team Slide: You Had Me At Hello [0.28]

Posted on April 7, 2016, 12:17 a.m. by For Entrepreneurs Blog @ [cached copy]

This is part of our series “Pitching to Investors” that shares real examples and practical advice from the Matrix General Partners on creating your pitch deck.

In this post we’ll focus on creating a great Team Slide.

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There are many opinions on creating a pitch deck and presenting to potential investors, but there is still a big gap between what entrepreneurs perceive to be important and what investors really value during a pitch presentation.

This post is the first in a series, where we will provide real examples–the good, the OK, and the bad–of early stage pitch decks we’ve seen over the years here at Matrix Partners.

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A Resource Guide: Hiring For Growth [0.43]

Posted on March 11, 2016, 7:58 p.m. by For Entrepreneurs Blog @ [cached copy]

At Matrix Partners, we’ve collectively hired many people by starting our own companies and as investors, and written lots of advice for startup founders. We’ve put together the following articles into a comprehensive resource guide for you to reference as you navigate through the stages of your hiring process.

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This article originally appeared on TechCrunch.

For entrepreneurs hiring in the current market, that scenario is probably familiar.

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This post is a companion piece to our how-to guide on SaaS Sales Compensation: How to Design the Right Plan.

If there is a long lag between the time of booking and first payment, you may want to pay your sales team before the customer payment to keep them motivated, but this will put greater strain on your cashflows.

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