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.

First of all, happy new year to everyone! I couldn't be more excited about the 2020s. As we are heading into this new decade, I continue to be bullish on consumer startups and remain confident that Europe can build on previous successes such as Skype or Spotify to catch up with the US and China. Building a consumer startup is extremely hard, but it's worth it. Potential returns are just so much larger than in enterprise. However, while the mobile platform has matured with pio

One year ago I wrote about the rise of B2C SaaS (or consumer subscription models). As businesses are moving from linear transactional channels (think buying Disney videos at a big box retailer such as the Virgin Megastore) to dynamic digital relationships with users (think Disney+), big changes are coming. It feels like big chunks of the $80 trillion economy are up for grabs for startups. While it seems obvious that we are moving from an ownership to a usage economy, I someti

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

As explained in a previous post, I am excited about the B2C opportunities that lie ahead of us in the coming years. Here some insights on how to build the foundation of a scalable SaaS freemium model. The following three points are the essence of any freemium model. An early stage B2C SaaS founder should be able to articulate his vision on all three of them while having the data to prove the first point: 1) How she/he is building an amazingly great product that user love 2) H

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

Most of you know that I am big fan of B2B SaaS. I absolutely love the business model and had the opportunity to work with and learn from some of Europe’s fastest growing SaaS businesses such as RedPoints in Spain or Walkme, Wix and Tailorbrands in Israel. Europe is becoming a power house in B2B SaaS. The continent has created many great SaaS businesses in the past with billion dollar outcomes such as Wix, Zendesk, SuccessFactors, Trusteer, AVG, Mimecast, Conduit and Fleetmati