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   Happy to bring you the best SaaS reads this week.
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   ‌ ‌ ‌
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
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                      Edition #387, 06-Oct-2023
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                    Hi,
                    <br/>
                    Growth leaders from
                    <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     Framer
                    </a>
                    ,
                    <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     Swan
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                    ,
                    <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     Pitch
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                    , and
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                     ChartMogul
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                    are getting
together later this month to chat about go-to-market success and efficiency.
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                    Are you wondering if efficiency is still a priority in B2B SaaS? Join the panel discussion.
                    <br/>
                    Sign up below,
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                    </a>
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                   <p style="margin:0;margin-bottom:16px">
                    As always, the best SaaS reads this week 👇👇
                   </p>
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                    Enjoy,
                   </p>
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                    Nick Franklin, Founder &amp; CEO
                    <a rel="noopener" style="text-decoration: underline; color: #0068a5;" target="_blank">
                     @ChartMogul
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                    <br/>
                    <a rel="noopener" style="text-decoration: underline; color: #0068a5;" target="_blank">
                     @nick_franklin
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                     Best of ChartMogul
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                   <strong>
                    <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     A Guide To SaaS Customer Retention Metrics &amp; Benchmarks in 2023
                    </a>
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                    Bianca Wilk
                   </span>
                  </h3>
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                    <p style="margin:0;mso-line-height-alt:25.2px;letter-spacing:normal">
                     Retention is one of the most important metrics when building a successful SaaS business. A low churn rate means more loyal customers that contribute to sustainable business growth. After all, acquiring a new customer can cost much more than retaining an existing customer.
                    </p>
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                    <span style="font-weight:700;">
                     Bianca shares:
                    </span>
                    “As we found in the study of over 2,100 businesses, SaaS busiensses with retention rates over 85% grow much faster. 1.5-3x faster, in fact, which is a staggering number. You can’t achieve sustainable growth relaying solely on new business. Retaining your customers is equally important.”
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                     Our top SaaS reads
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                      <strong>
                       INDUSTRY
                      </strong>
                     </span>
                    </span>
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                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    4 Key Takeaways from the AI Panel at SaaStr 2023
                   </a>
                  </h1>
                 </td>
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               </tbody>
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                  <h3 style="margin:0;color:#0775ff;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <span style="color: #000000;">
                    <strong>
                     <span class="tinyMce-placeholder">
                      Tomasz Tunguz
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
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                    <p style="margin:0;mso-line-height-alt:25.2px">
                     Large language models (LLM, e.g. GPT-3) make it easier for those less technically savvy to access AI. While this improves popularity, it's still unclear how CEOs should navigate such a fast-moving industry that seems to shed its skin every quarter.
                    </p>
                   </div>
                  </div>
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                </tr>
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                              ">
                    <span style="font-weight:700;">
                     Tomasz on AI accessibility:
                    </span>
                    “The upshot is that AI can now be utilized by domain experts, not just computer scientists, which opens up the markets for previously technical products to upwards of 10x the user population.”
                   </div>
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                      <strong>
                       GTM
                      </strong>
                     </span>
                    </span>
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                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    Does Your VP of Sales Need to be An Expert In Your Product?
                   </a>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-19" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                 <td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
                  <h3 style="margin:0;color:#999;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <span style="color: #000000;">
                    <strong>
                     <span class="tinyMce-placeholder">
                      Jason Lemkin
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
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               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-20" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                  <div style="font-family:sans-serif">
                   <div class="" style="font-size:14px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:25.2px;color:#000;line-height:1.8">
                    <p style="margin:0;font-size:14px;mso-line-height-alt:25.2px">
                     <a rel="noopener" style="text-decoration: none; color: #0775ff;" target="_blank">
                     </a>
                     Starbucks CEO Laxman Narasimhan insisted on training as a barista for six months. Store-level changes followed. When it comes to VP of sales what level of product knowledge is sufficient?
                    </p>
                   </div>
                  </div>
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       margin-top:10px;
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       margin-left:10px;
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                              ">
                    <span style="font-weight:700;">
                     Jason observes:
                    </span>
                    “But I just don’t see VPs of Sales succeed that at least within 30-45 days of starting aren’t at least masters of the product value proposition, of the top 10-20 customer needs, and how the product truly solves them.  For real. Not just with buzzwords.”
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                      <strong>
                       FUNDRAISING
                      </strong>
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                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    What does it take to raise capital, in SaaS, in 2023?
                   </a>
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                   </a>
                  </h1>
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                 <td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
                  <h3 style="margin:0;color:#999;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <span style="color: #000000;">
                    <strong>
                     <span class="tinyMce-placeholder">
                      Christoph Janz, Point 9 team
                     </span>
                    </strong>
                   </span>
                  </h3>
                 </td>
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                    <p style="margin:0;mso-line-height-alt:25.2px">
                     The team at Point 9 collected data from 86 founding rounds (2022—2023), Carta's dataset, and 30 (survey) investors to put together the 2023 SaaS funding napkin. Like last year, capital efficiency still tops what matters most to investors.
                    </p>
                   </div>
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                              ">
                    <span style="font-weight:700;">
                     Christoph:
                    </span>
                    "The other (by now quite obvious) takeaway is that almost every investor cares much more about capital efficiency than before, and half of the respondents told us that a convincing AI strategy has become more important.”
                   </div>
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                    <span style="font-weight:700;">
                     Chart of the Week
                    </span>
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                    <p style="margin:0;mso-line-height-alt:25.2px">
                     <strong>
                      Dispersion in growth is high initially but stabilizes as companies mature.
                     </strong>
                     The fastest-growing companies outgrow others multiple times over. VCs often focus on funding the top decile of companies that will double or triple revenue each year.
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                     <span style="font-size:14px;color:#000000;">
                      <span style="">
                       Source:
                      </span>
                      <span style="color:#0775ff;">
                       <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                        ChartMogul 2023 SaaS Benchmarks Report
                       </a>
                      </span>
                     </span>
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