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10 Years to $10mm ARR - How to negotiate with channel partners - Why internal competition is necessary
Three Things I Learned In SaaS, Sports, Tech and Live Events
1. "10 years to 10m ARR." The social media gurus talk often about the growth rate needed for your saas to be a unicorn. Don't get too roped in by black-and-white approaches to business. We've had a number of successful private equity firms looking for "10 years to 10m in ARR." Many more friends who took that path and eventually became massive success - some unicorns.
2. Don't ever pay for meetings. Pay for outcomes. There so many vendors, channel partners, value-added resellers, consultants and the like out there who will want to "help" you sell. Many of them are compensated by meetings or introductions. It's a trap. Say no and offer much more for outcomes. If they won't agree to the terms your sales team does - run.
3. Internal competition, denounced and disliked by many in the moment, is necessary and must be encouraged. I lamented constantly fighting for the starting job in my prep and college career in the moment. Looking back now, what a blessing it was. That chip on Tom Brady's shoulder? Google Drew Henson's high school recruitment. Competition internally is good for everyone, even when they don't like it in the moment.
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By Tony Knopp
5
11 ratings
Three Things I Learned In SaaS, Sports, Tech and Live Events
1. "10 years to 10m ARR." The social media gurus talk often about the growth rate needed for your saas to be a unicorn. Don't get too roped in by black-and-white approaches to business. We've had a number of successful private equity firms looking for "10 years to 10m in ARR." Many more friends who took that path and eventually became massive success - some unicorns.
2. Don't ever pay for meetings. Pay for outcomes. There so many vendors, channel partners, value-added resellers, consultants and the like out there who will want to "help" you sell. Many of them are compensated by meetings or introductions. It's a trap. Say no and offer much more for outcomes. If they won't agree to the terms your sales team does - run.
3. Internal competition, denounced and disliked by many in the moment, is necessary and must be encouraged. I lamented constantly fighting for the starting job in my prep and college career in the moment. Looking back now, what a blessing it was. That chip on Tom Brady's shoulder? Google Drew Henson's high school recruitment. Competition internally is good for everyone, even when they don't like it in the moment.