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9 things I've learned about SaaS

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9 learnings from 10-20 years of SaaS and startup live.
Slides from my presentation at SaaStock Paris.

Publié dans : Technologie
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9 things I've learned about SaaS

  1. 1. www.theangelvc.net @chrija Bonjour :-)
  2. 2. SaaS& Marketplaces
  3. 3. www.theangelvc.net @chrija
  4. 4. www.theangelvc.net @chrija @louicop @clemnt www.theangelvc.net @chrija
  5. 5. www.theangelvc.net @chrija 9 things I’ve learned about SaaS … and startups and venture capital in general … … in the last 10-20 years …
  6. 6. www.theangelvc.net @chrija
  7. 7. www.theangelvc.net @chrija 1. Raising Capital
  8. 8. www.theangelvc.net @chrija You get a Term Sheet nobody wants to invest everybody wants
 to invest Time Investor interest
  9. 9. www.theangelvc.net @chrija 2. „Sweat Equity“
  10. 10. www.theangelvc.net @chrija Is it Marc Benioff? F**k no! YES No Hell yes! Should I give 10% of the
 company to an advisor?
  11. 11. www.theangelvc.net @chrija 3. Product/Market Fit
  12. 12. www.theangelvc.net @chrija Getting to PMF Time PMF How you
 get to PMF How it’s probably gonna look like think you’ll
  13. 13. www.theangelvc.net @chrija 4. Pricing
  14. 14. www.theangelvc.net @chrija SMB vs. Enterprise Pricing How you’re pricing Price How you should
 be pricing SMBs Enterprises
  15. 15. www.theangelvc.net @chrija 5. Rebuilding
  16. 16. www.theangelvc.net @chrija Rebuilding your product How long you estimate it will take How long it will actually take 0 1 2 3 4 5 0 2 4 6 8 10
  17. 17. www.theangelvc.net @chrija 6. Scaling paid acquisition
  18. 18. www.theangelvc.net @chrija Scaling paid marketing Marketing spend CACs Your projections Your actuals
  19. 19. www.theangelvc.net @chrija 7. Hiring a VP of Sales
  20. 20. www.theangelvc.net @chrija „The 48 Types of VP Sales“
  21. 21. www.theangelvc.net @chrija 8. Unicorns
  22. 22. www.theangelvc.net @chrija Which animal are you hunting? ARPA (in $ per year) # of customers (in 1,000s) 10 100 1,000 10,000 100,000 10 1 100 1,000 10,000
  23. 23. www.theangelvc.net @chrija www.5waysto100.com christoph@pointnine.vc
  24. 24. www.theangelvc.net @chrija Escaping startup graveyard CACs LTV
  25. 25. www.theangelvc.net @chrija 9. Venture Capital
  26. 26. www.theangelvc.net @chrija Company rank Return How you think What it really looks like Power Law 301 15 Power Law looks like
  27. 27. www.theangelvc.net @chrija Thank you! christoph@pointnine.vc PS: Thanks for the inspiration ===>
  28. 28. www.theangelvc.net @chrija Bonus slides
  29. 29. www.theangelvc.net @chrija Poor market „Team vs. Market“ Great market PoorteamGreatteam 0x 0-1x 1-5x 10x EXCELLENT team EXCELLENT market 100x
  30. 30. www.theangelvc.net @chrija Meeting # 1 2 3 4 5 6 7 8 Investor excitement SUPER excited mmpff … nope „We REALLY need a decision“
  31. 31. www.theangelvc.net @chrija Should I go through an accelerator? Is it YC? YES No Go for it! Do they want
 > 6%? YES RUN AWAY!!! No Think about it
  32. 32. www.theangelvc.net @chrija Finding good engineers engineers looking for a new job open positions
  33. 33. www.theangelvc.net @chrija Contracts Number of pages % of pages with a >0 chance of ever becoming relevant. 100% 0% 50% 1 200100 Legal fees ¤5k ¤100k
  34. 34. www.theangelvc.net @chrija When corporates discover „entrepreneurship“ We need more innovation! Let’s start a Corporate VC. Let’s spin.-off the VC. oops, we’re not attracting the best and the brightest. Let’s start an incubator. Let’s do an „intrapreneur program“ oops, we’re not attracting the best and the brightest. oops, we’re not attracting the best and the brightest.

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