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   🚀  SaaS Roundup: Navigating Choppy SaaS Waters
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                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    <strong>
                     SaaS Roundup
                    </strong>
                    <strong>
                     #322
                    </strong>
                   </span>
                  </h1>
                  <br/>
                  <br/>
                  Hi there,
                  <br/>
                  <br/>
                  This week, Leo, account executive at ChartMogul shares his take on
                  <a style="mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #007C89;font-weight: normal;text-decoration: underline;" target="_blank">
                   navigating the looming economic downturn
                  </a>
                  from a sales point of view. He talks about what you can do to position yourself for a weaker growth environment.
                  <br/>
                  <br/>
                  Also in this Roundup, our top three SaaS reads covering customer marketing, forecasting/planning for startups, and a how-to on pre-mortems.
                  <br/>
                  <br/>
                  Happy reading,
                  <br/>
                  <strong>
                   Sid @ ChartMogul
                  </strong>
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                     New from ChartMogul.
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                 <h3 style="font-weight: 400;line-height: 28px;display: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 20px;font-style: normal;letter-spacing: normal;text-align: left;">
                  <br/>
                  <font color="#000000" face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   <font face="open sans, helvetica neue, helvetica, arial, sans-serif">
                    <span style="font-size:21px">
                     Navigating Choppy SaaS Waters
                    </span>
                   </font>
                  </font>
                  <br/>
                  <span style="font-size:13px">
                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    <font color="#999999">
                     Leonard Eldić
                    </font>
                   </span>
                  </span>
                 </h3>
                 <div style="text-align: left;">
                  <br/>
                  <font color="#000000" face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   “May you live in interesting times” is a rough translation of a traditional Chinese proverb that is bearing more meaning today than ever in the history of SaaS.
                   <br/>
                   <br/>
                   After a brilliant run up to 2022, SaaS valuations have been hammered in the public markets lately. And with rising interest rates and weakening global demand, it seems like choppy waters are here to stay.
                   <br/>
                   <br/>
                   It may sound like doom and gloom but periods like this flesh out what is best in our industry. So let’s talk about what you as a founder or a SaaS operator can do to position yourself for a weaker growth environment.
                  </font>
                  <br/>
                 </div>
                 <blockquote style="border: 0px;padding: 20px;margin: 0px;background: #EBEAEC;font-style: italic;color: black;text-size-adjust: 100%;text-align: left;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
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                     "One thing is definitely true — stakeholders will require more information about your KPIs. You will want to know more about it, too — growth might be skewing towards industries where you achieve better product-market fit, and doubling down on them might be a good idea.”
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                     "If NRR is a priority, we’re going to double down on customer marketing. And that means more than doing the bare minimum. It’s about looking at data, identifying patterns, dissecting those patterns, and understanding our customers’ journey with us."
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                     Pat Grady, Ravi Gupta, Sequoia Capital
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                    How should you do forecasting and scenario planning when the world around you is changing rapidly? What does it mean to be a great business? Here is a brilliant presentation from folks at Sequoia Capital.
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                     "One idea that withstands the test of time is that a great business generates durably high returns on invested capital. 'Durably high returns on invested capital' boils down into three words…free cash flow. Free cash flow for you as an operator means freedom. Free cash flow for your employees or your customers means trust: they know that the company is going to be around tomorrow."
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                  Product
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				<![endif]-->
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                <td class="mcnTextContent" style="padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;word-break: break-word;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;" valign="top">
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                   Shreyas Doshi on Pre-Mortems, the LNO Framework, and More…
                  </a>
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                    Lenny's Podcast
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                  <br/>
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                    Two of my favourite product folks are in conversation. They talk about how to predict and prevent problems with pre-mortems, how to prioritize your time with the LNO framework, the three levels of product work, and more.
                   </span>
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                </td>
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             <!--[if mso]>
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              <tbody>
               <tr>
                <td style="padding-top: 9px;padding-left: 18px;padding-bottom: 9px;padding-right: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
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                    <td class="mcnTextContent" style='padding: 18px;color: #202020;font-family: "Open Sans", "Helvetica Neue", Helvetica, Arial, sans-serif;font-size: 13px;font-style: italic;font-weight: normal;text-align: left;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;word-break: break-word;line-height: 150%;' valign="top">
                     "Genius of the pre-mortem ritual is the initial prompt. The prompt starts with — Imagine this project that we are working on has failed six months from now. Let's work backwards. What went wrong?"
                    </td>
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                <td class="mcnTextContent" style="padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;word-break: break-word;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;" valign="top">
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                  <h1 class="null" style="font-weight: 400;text-align: center;display: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 26px;font-style: normal;line-height: 125%;letter-spacing: normal;">
                   <strong>
                    <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif; font-size:26px">
                     Chart of the week.
                    </span>
                   </strong>
                  </h1>
                 </div>
                </td>
               </tr>
              </tbody>
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             <!--[if mso]>
				</td>
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             <!--[if mso]>
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                 <p style="margin: 10px 0;padding: 0;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;">
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                    <strong>
                     What's a good annual growth rate for SaaS startups?
                    </strong>
                    A growth rate of ~50% per annum puts you in the top 25th percentile of all SaaS startups.
                   </span>
                  </font>
                 </p>
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                 <p style="margin: 10px 0;padding: 0;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;">
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                    Source:
                    <a style="mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #007C89;font-weight: normal;text-decoration: underline;" target="_blank">
                     ChartMogul SaaS Benchmarks Report
                    </a>
                   </span>
                  </font>
                 </p>
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             <!--[if mso]>
				</td>
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             <!--[if mso]>
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