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Zuora, Powering the Subscription Economy, IPO Jumps 43% Based on Strong Operating Metrics

Subscription revenue management SaaS vendor Zuora’s IPO on Thursday, priced at $14, closed at $20 and valued the company at $2B. 2018 is shaping up to be a banner year for B-2-B SaaS IPOs: Dropbox and Zuora already have listed, Docusign, Pluralsight, Smartsheet have filed and Qualtrics, Apttus, Github, SurveyMonkey and Slack are expected to file this year as well. It’s worth taking a look at Zuora’s operating metrics over the 3 years leading up to last week’s IPO as an example of a successful enterprise SaaS company.

April 17, 2018

Women in Tech, Wage Inequality, and the ParityPledge

Women in tech are becoming more common every single day, but there is still significant disparity when it comes to what salaries are being offered to women versus men for the same technology jobs.

April 11, 2018

Why Pricing Can Make or Break Your SaaS Company

Pricing in the SaaS world is particularly complicated. Pricing can make or break your SaaS company with its impact on both profitability and revenue growth – the two major indicators of company valuation.

March 19, 2018

Who is OPEXEngine, and what do they know about SaaS benchmarking?

OpFocus recently met with fellow SaaS maven & long time friend, Lauren Kelley, who founded OPEXEngine a decade ago in Waltham, MA and built it into the premier Software as a Service SaaS benchmarking resource.

March 11, 2018

Why Salesforce.com is the Ultimate SaaS Land and Expand Titan

SaaS companies, as well as investors in SaaS, watch Salesforce the original pioneer of the SaaS model. The “No Software” company is the largest fast growth SaaS company in the world, keeping the momentum going even as a multi-billion-dollar company. Last week, Salesforce.com broke the $10B revenue barrier for the first time with its earnings announcement.

March 5, 2018

Why SaaS Metrics Aren't Easy to Get Right And Why You Can't Afford to Get Them Wrong

The importance of unit economics and the associated metrics (CAC, LTV, LTV/CAC ratio) is well established in the SaaS world. But how you calculate your operating numbers isn't as well understood - these critical non-GAAP metrics aren't consistently defined. And changes in calculations - not the business - can have a real impact on your decision-making.

February 27, 2018

The Expanding SaaS Sector and What That Means for You

Coming back from the annual SaaStr mega conference in San Francisco, it is clear that SaaS is huge, it is expanding and it is going to impact companies both in the United and States and abroad.

February 19, 2018

Key Changes to the SaaS Playbook You Need to Know

One of the hottest trends in the evolving SaaS playbook is the influence of Account-Based Selling (ABS) and Account-Based Sales Development (ABSD). The Account-Based approach changes two important aspects of growing a SaaS company: firstly, it changes business processes, and secondly, it changes organizational structures. The focus is to pull together Marketing, Sales, Customer Success, and Professional Services (and any other customer-related functions) to focus on "Accounts" instead of Leads or Customers with a holistic "account" focus.

February 12, 2018

Why You Need to be at SaaStr This Week

I’m jazzed to spend this week at SaaStr 2018 annual mega conference & SaaS gathering in San Francisco. Over 10k + founders, VCs, and execs will be participating in the 3-day conference. The organizers have focused on including women and “under-represented” groups—40% of the speakers are women and 60% altogether between women and under-represented groups.

February 5, 2018