9 things I've learned about SaaS

•

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Christoph Janz

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

Tecnología

www.theangelvc.net
@chrija
@louicop
@clemnt
www.theangelvc.net
@chrija

www.theangelvc.net
@chrija
9 things I’ve learned about SaaS
… and startups and venture capital in general …
… in the last 10-20 years …

www.theangelvc.net
@chrija
1. Raising Capital

www.theangelvc.net
@chrija
You get a
Term Sheet
nobody wants
to invest
everybody wants 
to invest
Time
Investor interest

www.theangelvc.net
@chrija
2. „Sweat Equity“

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?

www.theangelvc.net
@chrija
3. Product/Market Fit

www.theangelvc.net
@chrija
Getting to PMF
Time
PMF
How you 
get to PMF
How it’s probably
gonna look like
think you’ll

www.theangelvc.net
@chrija
SMB vs. Enterprise Pricing
How you’re
pricing
Price
How you should 
be pricing
SMBs
Enterprises

www.theangelvc.net
@chrija
5. Rebuilding

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

www.theangelvc.net
@chrija
6. Scaling paid acquisition

www.theangelvc.net
@chrija
Scaling paid marketing
Marketing spend
CACs
Your projections
Your actuals

www.theangelvc.net
@chrija
7. Hiring a VP of Sales

www.theangelvc.net
@chrija
„The 48 Types of VP Sales“

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

www.theangelvc.net
@chrija
www.5waysto100.com
christoph@pointnine.vc

www.theangelvc.net
@chrija
Escaping startup graveyard
CACs
LTV

www.theangelvc.net
@chrija
9. Venture Capital

www.theangelvc.net
@chrija
Company rank
Return
How you think
What it really
looks like
Power Law
301 15
Power Law looks like

www.theangelvc.net
@chrija
Thank you!
christoph@pointnine.vc
PS: Thanks for the inspiration ===>

www.theangelvc.net
@chrija
Poor market
„Team vs. Market“
Great market
PoorteamGreatteam
0x 0-1x
1-5x 10x
EXCELLENT
team
EXCELLENT
market
100x

www.theangelvc.net
@chrija
Meeting #
1 2 3 4 5 6 7 8
Investor excitement
SUPER excited
mmpff … nope
„We REALLY
need a decision“

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

www.theangelvc.net
@chrija
Finding good engineers
engineers looking
for a new job
open positions

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

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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9 things I've learned about SaaS

1. www.theangelvc.net @chrija Bonjour :-)

2. SaaS& Marketplaces

3. www.theangelvc.net @chrija

4. www.theangelvc.net @chrija @louicop @clemnt www.theangelvc.net @chrija

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. www.theangelvc.net @chrija

7. www.theangelvc.net @chrija 1. Raising Capital

8. www.theangelvc.net @chrija You get a Term Sheet nobody wants to invest everybody wants  to invest Time Investor interest

9. www.theangelvc.net @chrija 2. „Sweat Equity“

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. www.theangelvc.net @chrija 3. Product/Market Fit

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. www.theangelvc.net @chrija 4. Pricing

14. www.theangelvc.net @chrija SMB vs. Enterprise Pricing How you’re pricing Price How you should  be pricing SMBs Enterprises

15. www.theangelvc.net @chrija 5. Rebuilding

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. www.theangelvc.net @chrija 6. Scaling paid acquisition

18. www.theangelvc.net @chrija Scaling paid marketing Marketing spend CACs Your projections Your actuals

19. www.theangelvc.net @chrija 7. Hiring a VP of Sales

20. www.theangelvc.net @chrija „The 48 Types of VP Sales“

21. www.theangelvc.net @chrija 8. Unicorns

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. www.theangelvc.net @chrija www.5waysto100.com christoph@pointnine.vc

24. www.theangelvc.net @chrija Escaping startup graveyard CACs LTV

25. www.theangelvc.net @chrija 9. Venture Capital

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. www.theangelvc.net @chrija Thank you! christoph@pointnine.vc PS: Thanks for the inspiration ===>

28. www.theangelvc.net @chrija Bonus slides

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. 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. 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. www.theangelvc.net @chrija Finding good engineers engineers looking for a new job open positions

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. 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.

9 things I've learned about SaaS

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9 things I've learned about SaaS