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Top SaaStr Content for the Week: Flexport CEO, RevenueCat CTO, ZoomInfo CEO, Samsara CPO

SaaStr

Two SaaS Metrics That Actually Don’t Matter That Much in the Earliest Days: Absolute Churn and Sales Cycles. SaaStr 564: Top 10 Learnings Architecting a High Throughput Critical API with RevenueCat CTO Miguel Carranza. with Jenn Knight, Co-founder and CTO of AgentSync, and Daryna Kulya, Co-founder of OpenPhone.

CTO Hire 295
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Top SaaStr Content for the Week: Gusto CEO, RevenueCat CTO, Intercom CEO, Notion CRO, and More!

SaaStr

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Be Careful Hiring “Dualies” — Folks That Are a VP of More Than One Thing. Big Companies Don’t Churn. SaaStr 564: Top 10 Learnings Architecting a High Throughput Critical API with RevenueCat CTO Miguel Carranza.

CTO Hire 296
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VPs That Can’t Hire … They Aren’t Real VPs. At Least, Not Yet.

SaaStr

Perhaps the single most important thing you can ever do in SaaS, at least after $1m in ARR or so, is hire the best VPs you can. We’ve talked a lot over the years about how not to hire a wrong VP of Sales — 70%+ of the first VPs of Sales don’t make it even 10 months. You need to hire up-and-comers. Get on jets?

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What’s The #1 Challenge After $1m-$2m ARR?

SaaStr

Or churn will increase, NPS will stagnate and decline, and upsell and revenue retention will be a fraction of what it could be. 95% of the time, your super-smart hacker co-founder is not that person. 95% of the time, your super-smart hacker co-founder is not that person. She can be your CTO forever.

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Dear SaaStr: What’s The Number One Challenge for Scale-Up Stage Founders?

SaaStr

Or churn will increase, NPS will stagnate and decline, and upsell and revenue retention will be a fraction of what it could be. 95% of the time, your super-smart hacker co-founder is not that person. 95% of the time, your super-smart hacker co-founder is not that person. She can be your CTO forever.

Scale 279
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You Have to Train Reps 3-100+ They Won’t Train Themselves.

SaaStr

The first 2 scaled reps you hire that hit plan (some may churn before then) get special training. They get CTO training. And so we see reps 3-10, or reps-from-#3-until-The-VP-of-Sales-is-Hired … fail. Simplify to a 1 page contract. And the others perform so poorly vs. the 2 that are doing well?

Scale 348
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If You Don’t Think You Need a VP of Product, VP of Marketing, Etc. — Then You Haven’t Worked With a Great One

SaaStr

Hire not just 1-2 reps, but 10. That it’s time to bring in someone that knows. But I’ve found many great SaaS founders take longer, too long, to decide to hire the other VPs. But I’ve found many great SaaS founders take longer, too long, to decide to hire the other VPs. I Need a VP of Sales.