Customer Success Managers

One role in B2B tech startups that is incredibly important, but not talked about as much, is that of the customer success manager. Several years ago at Pardot we called them client advocates, and tasked them with making our customers successful, knowing that a comprehensive software product, no matter how cool the interface, still requires on-going training…

SaaS at 3x Revenue – Xactly Follow-up

As a follow-up to last week’s post Notes from the Xactly S-1 IPO Filing, it’s useful to see how things played out for a newly public Software-as-a-Service (SaaS) company. With so much media and analysis around SaaS companies trading at large multiples (e.g. 8x or greater revenue), Xactly paints a much more realistic picture of a cloud computing…

Notes from the Xactly S-1 IPO Filing

Xactly, a sales performance and incentive management SaaS company, just filed their S-1 to go public. Over the years, I’ve seen Xactly’s booth many times at the Salesforce.com Dreamforce show but didn’t know too much about the company. After reading the S-1, it’s clear that there’s a big growth opportunity using software to manage commissions…

Well, There’s Nothing Left to Build

During the first summer of Pardot we embarked on a crazy adventure with 11 full-time summer interns. While I wouldn’t recommend that to anyone, we learned a ton and built the foundation of an amazing product. Near the end of the summer, most of the interns had finished and one excellent one stayed around to continue…

Economics of a Startup Studio

Continuing with yesterday’s post on High Alpha Studio and Seed, let’s look at the hypothetical economics of a B2B Software-as-a-Service startup studio. Assuming $20 million to be spent over five years to build 20 startups, here’s what it might look like: $4 million per year budget Expenses $3 million/year for 20 full-time employees plus four partners,…

High Alpha Studio and Seed

Earlier today, Scott Dorsey, the former CEO of ExactTarget, and a great team of entrepreneurs, launched High Alpha Studio and High Alpha Seed (see Dorsey, Gravity investors raise $35M to Launch High Alpha) in Indianapolis, Indiana. The idea is a startup studio focused on building business-to-business (B2B) Software-as-a-Service (SaaS) applications combined with a separate seed…