Kick off to SaaStr Annual 2023 with SaaStr's CEO Jason Lemkin

1. UP NEXT: Kick off to SaaStr Annual
2023 with SaaStr
Jason Lemkin
Founder & CEO
SaaStr

2. Kick off to SaaStr Annual 2023
with SaaStr
Jason Lemkin
Founder & CEO
SaaStr

3. WELCOME to Annual 2023
Thank You! New Stuff Coming!

4. Keep The Party Going with Workshop Wednesdays!
● A Hit!! 4,000 Attended
So Far
● Will do even more if
people want it
● Always open AMAs at
end, too

5. New Stuff Coming: Year-Round Meet-a-VC (October)
We’ve Been Doing Meet-a-VC for 8
Years at Annual and Europa
Starting Q4, will be year-round
All need is ticket to Annual; no charge
meetavc.com

6. New Stuff Coming: SaaStr Pro 2.0 (January)
● Year Round Mentorship
● Personalized AMAs with
top CROs, CMOs, CEOs,
etc.
● Team Retreats at Annual
● Year Round CEO <-> VP
Matchmaking
● Priority Meet-a-VC

7. WELCOME to Annual 2023
A Cautious Recovery?

8. Are We Almost Over The 2022-2023 Shock?
IPOs:
Almost Back
App Layoffs:
Over?
Hiring
Slowly Resuming

9. Have We Bounced Off Lows in Tougher Spaces?

10. Some Categories Never Much Impacted … Or Past It

11. Good Signs at “Somewhat Impacted” as Well

12. Good Signs at “Somewhat Impacted” as Well

13. Was Q1’23 The Low Point of the Tech Crash?

14. Layoffs Generally Over. Hiring Resuming, But Slowly.

15. Could 2024 Be … Pretty Darn Good for SaaS IPOs?
Dec 2021 2022 + 1H2023 Q4 ‘23

16. Could 2024 Be … Pretty Darn Good for SaaS IPOs?

17. Multiples Remain Mediocre. But Will Venture Roar Back?
Will Venture Accelerate
Next Year?
Lack of Distributions to
LPs still creating friction

18. Unicorns Cautiously Returning. Cautiously. (Other Than AI)

19. Probably Today: A “Cautious Recovery”

20. “Very Good” Growth May Be The Path Forward for Many
2022 2023 ARR
Atlassian 37% 31% $3,000,000,000
Monday 65% 50% $640,000,000
Datadog 75% 33% $2,000,000,000
MongoDB 39% 40% $1,500,000,000
HubSpot 41% 30% $2,000,000,000

21. Efficiency May Be Here to Stay. TBD Though!!
2022 2023 Metric
Toast -19% +6% Adj EBITA
Monday -16% +26% FCF
Snowflake +12% +25% FCF
MongoDB -13% +19% Non GAAP
Op Margins
HubSpot 9% 14% Non GAAP
Op Margins

22. Your Job: Do Better Than Last Year. And No More Excuses.

23. Your Job: Do Better Than Last Year. And No More Excuses.

24. Thank You

25. UP NEXT: From $5M to $100M: Founder
Secrets to Scaling a Multi-Product Startup
with Lattice
Jack Altman
CEO
Lattice