Let's talk about SaaS metrics in 2023.

The last few years have turned the tables for many startups, and have also changed the way the market, and investors in particular, have evaluated startups. As part of this, many of the metrics we have worked with until then - such as ARR or CAC, have become much less relevant. The market wanted to focus on profitability and efficiency and had to find new metrics to support this.

In this week's episode, Darya Wertheim spoke with Jason Lemkin, SaaStr founder & CEO, and with Eran Zinman and Roy Mann, the Co-Founders and Co-CEO of monday.com about SaaS metrics in 2023. They've discussed what has changed in the SaaS business model in recent years, how to look at ARR, CAC, and NDR today, and why it is not certain that these metrics serve us as well as they did in the past, and on many more topics that arise when we put three SaaS geeks in the same room (or in the same virtual conversation).

The episode dives deep into the business model of SaaS companies, so it is aimed at those who are familiar with and discuss concepts such as ARR, CAC and NDR.

Let's talk about SaaS metrics in 2023.
The last few years have turned the tables for many startups, and have also changed the way the market, and investors in particular, have evaluated startups. As part of this, many of the metrics we have worked with until then - such as ARR or CAC, have become much less relevant. The market wanted to focus on profitability and efficiency and had to find new metrics to support this. In this week's episode, Darya Wertheim spoke with Jason Lemkin, SaaStr founder &amp; CEO, and with Eran Zinman and Roy Mann, the Co-Founders and Co-CEO of monday.com about SaaS metrics in 2023. They've discussed what has changed in the SaaS business model in recent years, how to look at ARR, CAC, and NDR today, and why it is not certain that these metrics serve us as well as they did in the past, and on many more topics that arise when we put three SaaS geeks in the same room (or in the same virtual conversation).
The episode dives deep into the business model of SaaS companies, so it is aimed at those who are familiar with and discuss concepts such as ARR, CAC and NDR.

Startup for Startup is a podcast in which we at monday.com openly share knowledge, experience, and actionable insights among startups. Each episode of the podcast highlights a different challenge we faced on our journey as a growing startup.

Startup for Startup is a podcast in which we at monday.com openly share knowledge, experience, and actionable insights among startups. Each episode of the podcast highlights a different challenge we faced on our journey as a growing startup.

Startup for Startup - Global ⚡ by monday.com

Jason Lemkin (SaaStr), Eran Zinman & Roy Mann (monday.com) - Measuring SaaS companies in 2023

The current geopolitical situation in Israel brings quite a few challenges for startups wishing to raise money. These challenges become even more significant when they involve foreign VCs who may need help understanding the situation, making the way startups communicate with them even more critical. 



In mid-November, we held an event where Daria Wertheim interviewed Shuli Galili from the UpWest Fund, Jacques Benkoski from U.S. Venture Partners, and Aaron Jacobson from NEA about the way investors in the U.S. perceive the current situation, how they would like founders to communicate with them, And how they see raising money for Israeli startups today.

The current geopolitical situation in Israel brings quite a few challenges for startups wishing to raise money. These challenges become even more significant when they involve foreign VCs who may need help understanding the situation, making the way startups communicate with them even more critical. 
 
In mid-November, we held an event where Daria Wertheim interviewed Shuli Galili from the UpWest Fund, Jacques Benkoski from U.S. Venture Partners, and Aaron Jacobson from NEA about the way investors in the U.S. perceive the current situation, how they would like founders to communicate with them, And how they see raising money for Israeli startups today.

Fundraising During War - Are Foreign VCs Investing in Israeli Startups

Why is it important for CS & AM to work together? What can this cooperation allow us as a company? 

Customer retention is one of the most, if not the most, important abilities for a company. It becomes even more important in a time when markets are changing, and companies are re-evaluating their expenses and making sure every service they use is at the core of their business - not a nice to have, but a must-have. 

There for, it’s crucial for the CS and AMs (account managers) to be on top of their metrics, and make sure they can identify any potential risk or churn in advance. 

In this episode, Adva Shisgal speaks with George Graham, Enterprise Account Manager, and Lauren Knowles, Customer Success Manager at monday.com, about the way their two functions work together. 

George and Lauren discuss the changes their departments made in order to make sure they work closer together, what led to these changes, and how have they impacted the entire company. 

Why is it important for CS &amp; AM to work together? What can this cooperation allow us as a company?  Customer retention is one of the most, if not the most, important abilities for a company. It becomes even more important in a time when markets are changing, and companies are re-evaluating their expenses and making sure every service they use is at the core of their business - not a nice to have, but a must-have. There for, it’s crucial for the CS and AMs (account managers) to be on top of their metrics, and make sure they can identify any potential risk or churn in advance. In this episode, Adva Shisgal speaks with George Graham, Enterprise Account Manager, and Lauren Knowles, Customer Success Manager at monday.com, about the way their two functions work together. George and Lauren discuss the changes their departments made in order to make sure they work closer together, what led to these changes, and how have they impacted the entire company.

The Importance of CS & Account Managers Alignment

A discovery call is fundamental to any successful sales cycle. Looking at the more simple definition of it, a discovery call is the first conversation with a potential customer after they’ve shown initial interest in our product. It’s basically our chance to get to know the customer and see if we're a good fit for them, and, in return, if they're a good fit for us.

But there’s is a lot more to a successful discovery call than calling and asking questions for 30 minutes. Making sure you’re asking the right set of questions is a skill you must obtain as well as many other practices that will optimize the impact you could create while on the call.

On this episode of Startup for Startup, Nathan Newman, Senior Account Executive at monday.com, takes us through the intricacies of discovery calls, offering valuable insights and strategies to help you master this crucial element of business growth.

Nathan shares his insights about the purpose of the call, finding relevant leads, preparing for the call, and the questions that will allow you to get a lot more from your discovery calls. 

A discovery call is fundamental to any successful sales cycle. Looking at the more simple definition of it, a discovery call is the first conversation with a potential customer after they’ve shown initial interest in our product. It’s basically our chance to get to know the customer and see if we're a good fit for them, and, in return, if they're a good fit for us.
But there’s is a lot more to a successful discovery call than calling and asking questions for 30 minutes. Making sure you’re asking the right set of questions is a skill you must obtain as well as many other practices that will optimize the impact you could create while on the call.
On this episode of Startup for Startup, Nathan Newman, Senior Account Executive at monday.com, takes us through the intricacies of discovery calls, offering valuable insights and strategies to help you master this crucial element of business growth.
Nathan shares his insights about the purpose of the call, finding relevant leads, preparing for the call, and the questions that will allow you to get a lot more from your discovery calls.

Jason Lemkin (SaaStr), Eran Zinman & Roy Mann (monday.com) - Measuring SaaS companies in 2023

Startup for Startup - Global ⚡ by monday.com

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Startup for Startup - Global ⚡ by monday.com

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