5 Key Aspects of Successful B2B SaaS Companies (in Growth PE)

Every successful fast-growing B2B SaaS company has to have a large TAM (Total Addressable Market) and lots of greenfield upside in that TAM.

But there is more to the best of Growth-stage SaaS – based on what I’ve seen of the best companies where I’ve been on the executive teams including Veeam and Acronis:

1. Customer Experience (CX) – you have to have customer obsession and focus so that you are solving for the customer experience first & everyone is focused on exceptional CX (i.e. as Brian Halligan, CEO of Hubspot, says, “you must have 10x better customer experience”)
   1. What is your Net Dollar Retention (NDR), GDR and Customer NPS?
   2. Good CX will drive your Expansion Sales (Upsell & Cross-Sell)
2. Product – it just works, the customers need it, they use it, and your customers also have a high NPS (which relates to the product)
3. Sales & Marketing Team and Execution – the best in class demand generation and high-ROI sales teams that help you get a true GTM advantage or a “moat”
4. People – the team is full of highly-effective and talented people with great chemistry and culture and a lot of A-Players (i.e. note our definition of an A-Player)
5. Focus – the discipline to have laser focus and not get distracted

 

---