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Don Erwin, Head of Revenue @ Mixmax

  • November 4, 2019December 22, 2019
  • Jason Lemkin

Podcast: SaaStr Episode #280 Don Erwin sits with Jason Lemkin and lays out the playbook he used to shift Mixmax from a self serve product to an upselling and outbound…

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  • Article

Why Your Cost of Sales Generally Doubles As You Scale

  • March 18, 2019August 5, 2019
  • Jason Lemkin

One of the biggest things first-time founders intuit wrong is how much sales efficiency plummets … just as it is getting good. Usually, most SaaS start-ups follow a pattern where the CEO starts off doing founder-led sales. Then, after she hires a few sales reps, and makes a few mistakes.

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  • Article

What You Want to Hit: 50+20 at 10 (million in ARR)

  • July 18, 2017August 5, 2019
  • Jason Lemkin

The first SaaStr post that got widespread distribution was this one — “Want to Understand SaaS?  If Nothing Else — Understand That It Compounds.”

It means it’s really, really hard to get revenues going. You close a customer for $120 in annualized revenue, you only get to recognize $10 of that a month. A lot of work for ten bucks.

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  • Article

The Easiest Ways to Get From $1M ARR to $10M ARR

  • June 14, 2016August 5, 2019
  • Jason Lemkin

The most important thing is not to chase the shiny penny, assuming you are growing at least 60% Year-over-Year. You’ve done the Impossible. You’ve gotten 50, 100, whatever # of businesses to pay you $1,000,000 a year. There are 10,000 new apps out there. It’s “impossible” to get to $1m.

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  • Blog

Blog: SaaStr

  • May 30, 2016April 29, 2020
  • Revhacks

The SaaStr Blog is hosted by Jason Lemkin with contributions from thought leaders, founders, and VC’s. Amazing resource with a never-ending stream of easy to digest content, easily my favorite source for SaaS content.

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  • Article

Maybe It’s Time For Marketing to Make a Real Revenue Commit

  • January 25, 2016August 5, 2019
  • Jason Lemkin

So a while back on SaaStr, we did a couple of posts about how B2B and SaaS marketing needed to catch up.  That you needed your VP of Marketing to make a real lead commit, to have a true quota of some form.  Not just get you blue pens with your logo on it.

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  • Article

A Basic Structure for a VP, Sales Comp Plan: 50/50/25+

  • December 16, 2013August 5, 2019
  • Jason Lemkin

One key post I missed on the VP Sales journey was how to pay this critical role.  I don’t think it’s necessarily as nuanced and interesting a topic as how to pay and scale the sales team itself, or how to hire for this role.

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  • Article

An Initial Sales Rep Comp Plan to Lower Your Stress Level, Increase Cash, and Make Everyone a Lot of Money

  • June 21, 2013September 4, 2019
  • Jason Lemkin

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing.  In my first start-up, yes I sold to the enterprise.  I sold $6m our first year (man, that sounds good looking back on it).

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