SaaS Roundup #206

Hey there,

Looking for a good read for the weekend? Here it is...

This week we published an interview with Buffer's Joel Gascoigne.

He told us about the challenges they've faced with using data, how and why he decided to make a big investment in a new suite of analytics tools, and how the team created and applied a new strategy to hit $20m in ARR.

I hope you enjoy the newsletter,
Ilia @ ChartMogul

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How Buffer Reached $20m in ARR by Focussing on Growing ARPA
Ilia Markov

CEO Joel Gascoigne tells us about the decision to invest in new analytics tools and how Buffer sustained long-term growth thanks to growing their ARPA.

"I see ARPA as one of the components of MRR (ARPA * Customers = MRR). Within that formula, we consciously decided to ignore the “Customers” variable and focus entirely on the ARPA variable, to drive MRR."

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Our top SaaS reads.

Industry

What I Expect in the Next Few Months in Startupland

Tom Tunguz, Redpoint

We don't have to give in to the coronavirus-induced panic, but it's hard not to ask yourself what it all means for the industry. This is an interesting and quite balanced view of how startup execs should prepare for the months ahead. Now please go wash your hands.

"Startups should prepare a more conservative financial plan that delays non-essential hiring, conserves cash, and prepares the business. Equally important is creating a set of leading indicators that, once triggered, the business shifts to the conservative plan."

Sales

An Unwillingness to Prospect and Poor B2B Sales Results

Anthony Iannarino

There's a pervasive idea nowadays that salespeople should not do any prospecting — that it's somehow a low-value activity that needs to be handed off to an SDR. Such thinking can be costly, argues Anthony Iannarino.

"The idea that one needs only to hold salespeople accountable for the capture of opportunities is poor thinking — and why so many sales organizations fail to reach their goals and the root cause of why more salespeople don’t reach theirs."

Marketing

Here’s What Enterprise Buyers Look for When Evaluating Software

Ashley Dotterweich, OpenView

At some point in its growth trajectory, every SaaS company considers going after the enterprise market. This is a unique challenge that requires not just new tactics, but a whole shift in your mindset around how you think about your customers.

"By approaching enterprise prospects as a partner and sharing your willingness to work with them at every step of the way, you’ll get better engagement — and you’ll lay the groundwork for more successful deals in the long run."