The reality is most people aren’t that familiar with the definitions of ARR and MRR. And, to be fair, these abbreviations can be misleading.

One of the first things I often discuss with my SaaS founders is the pros and cons of monthly vs. annual subscription plans. This choice is always a trade-off between short term revenue growth, so-called MRR (monthly recurring revenue), vs. receiving more cash, so-called collections, on day 1 in exchange for a discounted annual offering. The discussion is always a tricky one. Founders naturally want to optimize for revenue growth. Especially in the early days, when the scale

Churn is one of the most misunderstood numbers in consumer investing. Make sure you are focused on the RIGHT core action to measure it.

Ah! So I see you, too, are one of those people who want to take over the world and change it for the better. Welcome, friend! You have a lot in common with the best entrepreneurs out there. 'What does it take for you to become the Queen / King of...' is a critical question I discuss with founders when I meet them. I think it is a brilliant exercise to align on targets and funding needs to get a company to the next stage. In this post, I focus on marketplaces, but you can appl

Building an inside sales team is a key concern of B2B SaaS founders when they reach out to me. I wanted to share some insights here on this topic. Enjoy! Rule 1 - The first salesperson of every great startup is (one of) the founder(s). Selling gives the founder(s) the chance to go out there, talk to and understand customers, face failure, and, most importantly, improve the product to find product market fit. You might be a natural salesperson or you might hate sales. But lear

Last week I had a board meeting with one of my favorite and fastest growing SaaS companies in Europe, RedPoints from Barcelona. I wanted to share some insights on how to scale your SaaS sales machine efficiently and the one KPI that should be tracked by every Series B+ SaaS company with $5M+ in annual recurring revenues and exponential growth. ​​Led by the rockstar CEO Laura Urquizu, RedPoints is disrupting the massive and growing $1 trillion market of counterfeit and pirated