Fresh Insights

Analyses, Musings & Observations

One-time revenue is valuable in SaaS

Sammy is the Managing Director and Cofounder of Blossom Street Ventures. Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders. Everyone loves recurring revenue and rightly so: it’s far more valuable than one-time revenue to VC and acquirers. But, don’t forsake one-time revenue. Whether it’s for services, onboarding, licensing, or some other one-time…
Read More

7 commandments of SaaS sales reps

Sammy is the Managing Director and Cofounder of Blossom Street Ventures.  Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders.   The economics of a SaaS sales rep can make or break a business.  Below are some thoughts to keep in mind regarding your SaaS sales team:   The best SaaS reps sell…
Read More

Your board is ‘meh’

Sammy is the Managing Director and Cofounder of Blossom Street Ventures.  Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders.   One question I get from entrepreneurs frequently is “so what value are you going to add?” It’s a fair question that should be asked of every VC, and my answer every time…
Read More

Navigate the complex SaaS sale

Sammy is the Managing Director and Cofounder of Blossom Street Ventures. Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders. I recently re-read “Hope is not a Strategy — The 6 Keys to Winning the Complex Sale” by Rick Page. The book is great and below are some excerpts which I found valuable.   “The…
Read More

Contribution Margin in SaaS

Sammy is the Managing Director and Cofounder of Blossom Street Ventures. Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders. Bill.com and SumoLogic recently went public. In their prospectus’, each of these companies was generous enough to share beautiful contribution margin data. Specifically, Bill.com shows the contribution margin of customers acquired in 2017 and…
Read More

SaaS headcounts by division

Sammy is the Managing Director and Cofounder of Blossom Street Ventures. Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders. What percent of SaaS employees should be in R&D, or sales & marketing, or G&A? It’s a question that was recently posed to us, so we dove into the prospectus’ of 41 large…
Read More

Using M&A to grow SaaS revenue

Sammy is the Managing Director and Cofounder of Blossom Street Ventures. Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders. Unity Software went public last year and one very interesting graphic in their prospectus is below. It shows their journey to becoming a public company (founded 2004) and one thing that stands out…
Read More

Using LinkedIn to prospect

Sammy is the Managing Director and Cofounder of Blossom Street Ventures. Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders. LinkedIn initially was a great way to find your next job. It has evolved into one of the best social prospecting tools for finding your next customer. We recently reviewed “The Fundamentals of…
Read More

How to find SaaS sales talent

The Bridge Group is a SaaS sales consulting firm that we hold in very high regard. They release outstanding sales data which can be found at their site, bridgegroupinc.com. We recently reviewed their “Sales Hiring Hourglass” which is primer on hiring B2B sales talent. It’s well worth the read, and below I summarize some of…
Read More

How to approach the software sale

The Bridge Group is a SaaS sales consulting firm that we hold in very high regard. They release outstanding sales data which can be found at their site, bridgegroupinc.com. We recently reviewed their “Ultimate Sales Engagement Guide” which is a survey of how modern B2B buyers like to buy. 56% of the respondents in the…
Read More