# Top 10 in Tech - What to know for Week ending June 3, 2022

Published: 2 June 2022
Canonical: https://www.top10in.tech/posts/week-ending-june-3-2022

1. SaaS METRIC OF THE WEEK:

[Triple-Double-Double](https://techcrunch.com/2015/02/01/the-saas-travel-adventure) is a classic mantra we hear a lot in the SaaS world, referring to an abbreviated version of what it takes (revenue-wise) to become a $100m ARR business. Jason Lemkin of SaaStr pitches that "[10-100-110](https://www.saastr.com/triple-double-double-is-good-10-100-110-is-enough)" is enough, which is 10m ARR, 100% YoY growth, and 110% [net-revenue retention](https://www.lightercapital.com/blog/net-revenue-retention-vs-gross-revenue-retention).

**2.** : Marketing is a practice [covering many different disciplines](https://tomtunguz.com/bill-macaitis-talk/) and specialties. Which one should a startup [hire first](https://tomtunguz.com/most-frequent-mishire)?

3. PRICING:

It's never right as it has to evolve (and [we are all not charging enough](https://www.joelonsoftware.com/2004/12/15/camels-and-rubber-duckies/)). Intercom makes the case that [a solid pricing strategy helps shape an entire business model](https://www.intercom.com/blog/pricing-strategy-business-model).

4. CAPITAL:

This report from CB Insights predicts global venture funding to decline 19% in the second quarter, with retail tech and fintech sectors expected to witness a 50% and 28% slump. If that's not depressing enough for you, also take a read of last month's [Sequoia Capital presentation on the downturn](https://www.dropbox.com/s/4oywfjjeu6cqa9m/Adapting_to_Endure_May_2022.pdf?dl=0) and what they think it means for startups.

5. SALES DEALS:

Post COVID, [Hubspot continues to benchmark sales and marketing data on the platform](https://www.hubspot.com/industry-data?_ga=2.200252582.987809079.1589328818-2082145985.1460072125&category=region&topic=deal-pipelines&subTopic=deals-closed&drilldown=null) (aggregated from their global customer base of over 70,000 companies) for core business metrics using the January 2020 average. It's a handy benchmark tool to measure your business. Deals are up across all regions since 2020 - LATAM 43%!! Sales emails are on the decline, while Sales calls are WAY up (150% in Feb '22 compared to Jan' 20).

6. DUNNING:

Discussing this one again with a client this week - and I suggested we build an automation for a "Dunning Letter", huh? What's that? Well, it's an actual term with a weird-ass name for [involuntary churn](https://baremetrics.com/blog/involuntary-churn) (aka bad or failed payments). According to Baremetrics, SaaS and subscription businesses lose around 9% of their MRR due to failed payments. Learn more about [a successful dunning (and pre-dunning) process](https://baremetrics.com/blog/dunning-process).

7. ENTERPRISE SALES:

Moving upmarket into larger organizations is a [standard SaaS growth strategy](https://tomtunguz.com/when-to-move-up-market/). Increasing ARPU (Average Revenue Per Customer) is good! But there is [a lot to learn](https://www.proposify.com/blog/saas-moving-upmarket) and a lot of time, learning, and effort required to succeed in this market segment. It's not easy, but it can be done. [Here is an excellent guide from Outreach](https://www.outreach.io/blog/how-to-close-enterprise-sales-deals) on breaking into deals over $100k ARR.

8. NETWORK EFFECTS:

Building and scaling products (like Slack and Zoom) requires getting past the awkward "cold start problem" of zero users, so [take a read of this conversation between Andrew Chen and Des Traynor on how to build networks that can make your product thrive](https://www.intercom.com/blog/podcasts/andrew-chen-on-growth-with-network-effects).

9. PITCH DECK:

Pitch Decks won't be replaced anytime soon, even though people are trying [nifty ways to bypass them](https://www.protocol.com/pitch-deck-not-yet-dead). According to TechCrunch, [these are the five most critical pitch deck slides most founders get wrong](https://techcrunch.com/2021/11/16/5-critical-pitch-deck-slides-most-founders-get-wrong/) and [here is a Tear Down of recent and Successful Series A Deck](https://techcrunch.com/2022/05/26/sample-series-a-pitch-deck-lumigo). Want more? Then check this monster collection of [funded pitch decks](https://www.alexanderjarvis.com/pitch-deck-collection-from-vc-funded-startups) (including the neo-classics: AirBnB, LinkedIn, Intercom, and Uber - see #10 below).

10. CASE STUDY:

Have you watched the TV Show [SuperPumped](https://www.youtube.com/watch?v=eNn8YJYAyEo) (the story of Uber) yet? Back in 2016, Uber made the call to completely re-write their app. The cool thing (back then) was that the redesign had to be less than 100MB - because that was the max size of an iOS app available via cellular download (the app these days is [300MB +](https://www.dropbox.com/s/wyrb1rtl80b7s4s/File%20Feb%2010%2C%206%2012%2012%20PM.png?dl=0)). This was because most first-time customers download the app curbside). [Here is how they did it](https://blog.pragmaticengineer.com/uber-app-rewrite-yolo/) - it's a crazy developer ride. But not as crazy as that TV show!

 POD OF THE WEEK:

Kickstarting June (how is it halfway through 2022 already?) with an a16z podcast on [how to kickstart Network Effects](https://podcasts.apple.com/us/podcast/a16z-podcast/id842818711?i=1000544135491) looking at Slack and Zoom as prime examples.