SaaS Roundup #202

Hi there!

Before I let you delve into this week's roundup, I want to tell you about a webinar you wouldn't want to miss if you're interested in customer success:

👉 Claim your spot here

Our Director of Success Management, Tyler, will join Oliver from Zendesk and Anna from Covisium to share the insight he's gathered in the trenches.

See you next week,
Ilia @ ChartMogul
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New from ChartMogul.

A Guide to SaaS Customer Onboarding [Updated for 2020]
Ed Shelley

We've updated our popular guide and added examples from some of the companies that do the best job of onboarding customers in 2020. Essential reading for anyone involved in user onboarding.
"People care more about outcomes than features, and it’s your job to help them reach those outcomes as easily and predictably as possible."

Our top SaaS reads.


Front Series C Deck

Mathilde Collin

Front's CEO Mathilde is sharing the investor deck she and her team used to close a $59m Series C financing round. This would be useful not just to people looking to raise funds, but also as a glimpse into the vision of an extraordinary company disrupting an exciting market.

"Why did we raise money now? The framework I used for our Series A was just as helpful today as it was 4 years ago. It’s all about meeting these 3 requirements:

1. Feeling generally good about the business and where it’s going
2. Having reached the milestone you had set for the previous round
3. Needing the additional resources to reach a new, ambitious milestone"

Debt is Coming

Alex Danco

I've already seen people classify this essay as "seminal". Even if you're not a fan of "big-promise" claims (I know I'm not), this is a very interesting prediction for SaaS and startups as a whole.

"We can hate it, we can criticize it, we can raise the alarm about how dangerous debt is to the VC model we’ve honed to perfection over decades. Or we can see this moment for what it is: a turning point into a new deployment period for software and the internet. Debt is coming, whether we like it or not. And I’m actually pretty excited for it."

4 Reasons Why LTV/CAC Is Not a Great Metric for Early Startups, and What to Use Instead

Jeff Chang, Growth Engineering Blog

LTV/CAC is one of the most popular metrics that startup operatives used to assess growth. But according to Jeff Chang, Pinterest's growth leader, it's a bad metric for early-stage startups.

"If you're an early-stage startup, don't just use LTV/CAC because that's what the big companies use. It's an important metric for them, but not great for early startups. Instead, try to roughly estimate the payback period."

Industry news.

Snowflake Valued at $12.4 Billion After an Investment Round Led by Salesforce

Today Snowflake is one of the most valuable venture-backed companies in the world. Interesting perspective from Redpoint partners Tom Tunguz and Satish Dharmaraj on why they almost passed on the company and what convinced them to invest in the end.

Video of the week.

Growth, Sales, and a New Era of B2B

Traditionally, consumer companies have had viral growth and network effects, while enterprise companies have been built brick by brick and sale by sale. But a new wave of B2B companies — Dropbox, Twilio, Atlassian, SurveyMonkey, GitHub — show that recently enterprise businesses have started to look a lot more like their consumer counterparts. 

In this keynote talk from 4YFN 2019 in Barcelona, a16z General Partner Martin Casado explains the new enterprise go-to-market combination of bottoms up growth and traditional sales that is changing both the enterprise business model and the technology it sells.

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