SaaStr

JUNE 26, 2023

Director, Startups @ Zendesk Isabelle Guis, CEO North America & Global CMO @ Brevo Guy Marion, CMO @ Chargebee Erin Gunaratna, VP of Product Marketing @ Chargebee Trinity Nguyen, VP of Marketing @ UserGems Mark Kosoglow, CRO @ Catalyst Andrew Davies, CMO @ Paddle Jessica Hutchinson, VP of Product Marketing @ Paddle And so much more to come!!

Enterprise 266

Enterprise Customer Success Product Marketing Startup 266

SaaStr

JANUARY 23, 2022

Top Blog Posts This Week: Meritech: The Average SaaS Company IPO’s at $225m in ARR. How to Scale Outbound Sales with Anna Baird (CRO, Outreach), Amy Appleyard (SVP Global Sales, Malwarebytes), Michelle Benfer (VP, Head of North America Sales, HubSpot), Tony Benvenuto (SVP of Sales West, Seismic).

Scale 225

Scale Scaling Sales SaaS 225

SaaStr

JANUARY 16, 2022

Top Blog Posts This Week: 5 Interesting Learnings from Braze at $260,000,000 in ARR. How to Scale Outbound Sales with Anna Baird (CRO, Outreach), Amy Appleyard (SVP Global Sales, Malwarebytes), Michelle Benfer (VP, Head of North America Sales, HubSpot), Tony Benvenuto (SVP of Sales West, Seismic). More Than a Good Rep.

Scale 213

Scale AI Innovation Enterprise 213

SaaStr

DECEMBER 14, 2023

Then, there are regional teams globally in North America, Latin America, Europe, the Middle East, East Africa, Japan, and Asia Pacific. It was less interesting however creating blog posts, web landing pages, the email elements, and the call script based on the asset.

Cloud 230

Cloud Scale AWS AI 230

SaaStr

JANUARY 30, 2022

Top Blog Posts This Week: You’ll Know if That New VP is Going to Fail at the First Board Meeting. How to Scale Outbound Sales with Anna Baird (CRO, Outreach), Amy Appleyard (SVP Global Sales, Malwarebytes), Michelle Benfer (VP, Head of North America Sales, HubSpot), Tony Benvenuto (SVP of Sales West, Seismic).

Scale 211

Scale AI Enterprise Scaling 211

SaaStr

FEBRUARY 20, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Your Sales Efficiency Will Probably Plummet Toward $10m ARR. Each week, we round up our most popular content so you can catch up on anything you may have missed. Plan For It. 5 Interesting Learnings from CS Disco at $120,000,000 in ARR.

SMB 216

SMB Scale Marketing Sales 216

SaaStr

MAY 1, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: It’s Basically a Quiet Series A, Series B, C and D Crunch Now. SaaStr 548: How to Build a Super High-Retention Sales Team with Twilio SVP & GM of North America Sales, Alice Katwan. Don’t Hire a VP of Sales Everybody Loves.

Sales Hiring 198

Sales Hiring Leadership Innovation Retention 198

SaaStr

FEBRUARY 6, 2022

Top Blog Posts This Week: 20 Interesting PLG Learnings from The Leaders in SaaS. How to Scale Outbound Sales with Anna Baird (CRO, Outreach), Amy Appleyard (SVP Global Sales, Malwarebytes), Michelle Benfer (VP, Head of North America Sales, HubSpot), Tony Benvenuto (SVP of Sales West, Seismic). Top 7 Regrets in Hiring VPs.

Scale 193

Scale Sales Hiring AI Innovation 193

SaaStr

MAY 31, 2023

Slowly But Surely Expanding Outside of North America. 80% of Snowflake’s revenue is still in North America. Still incredible at their scale, but materially slower than this year and much slower than the preceding years. And a few other interesting learnings: #5.

Headcount 192

Headcount Scale Sales Hiring AWS 192

SaaStr

JUNE 18, 2022

Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio. Scott Schnaars, Vice President of Americas @ Cloudinary. Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio.

CTO 200

CTO Scale New CTO AWS 200

SaaStr

MARCH 13, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 1. SaaStr 533: The Cutting Edge Techniques for Motivating and Organizing your Sales Team in Q1 with Marilee Bear, SVP North America Enterprise Sales at Zendesk, and Bryan Elsesser, SaaStr VP of Sales. Zoom Had a Burn Rate Budget.

Scale 188

Scale Scaling Enterprise Startup 188

SaaStr

MAY 3, 2023

North America continues to be the strongest geography, albeit only by a small margin. Its burn was modest before, but crossing to both cash-flow positive and non-GAAP operating margin positive is an important step. And a reminder it can take a while in SaaS! #3. While it’s hard in the U.S.,

SMB 285

SMB B2B SaaS Revenue 285

SaaStr

FEBRUARY 17, 2021

43% of Revenue Outside the U.S / North America. North America. We saw in this series other SMB leaders like GoDaddy and Xero need to get well into Year 2 to go profitable on a new customer, but Wix gets there in just 7-9 months. Impressive. Go where your customers. 70% Gross Margins — and that’s OK.

Payment Methods 271

Payment Methods Payment Solutions Payments SMB 271

SaaStr

FEBRUARY 13, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The 10 Keys to A Successful Board Meeting: How to Make Them Great and Not Something Everyone Dreads from Ajay Agarwal, Bain Capital Partners. Each week, we round up our most popular content so you can catch up on anything you may have missed.

Scale 184

Scale SMB Sales Cloud 184

SaaStr

MARCH 6, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Your VCs Are Worried About Public Multiples. SaaStr 533: The Cutting Edge Techniques for Motivating and Organizing your Sales Team in Q1 with Marilee Bear, SVP North America Enterprise Sales at Zendesk, and Bryan Elsesser, SaaStr VP of Sales.

Scale 167

Scale Sales Scaling Engineering 167

SaaStr

JANUARY 25, 2023

But many in SaaS are seeing tougher times in Europe than North America. That’s pretty efficient for SaaS. #5. Some softness in EMEA. Others are seeing this as well, although some, like MongoDB, aren’t. ServiceNow’s growth has slowed there: And a few interesting learnings: #6.

Azure 248

Azure Cloud Enterprise Subscription 248

SaaStr

FEBRUARY 8, 2023

86% of Revenue from North America. The have interchange revenue from their Hospitality Cloud and also lower margin on-site events revenues, so it makes sense. Still, 60% is at the edge of being a software company. It’s low, and lower than a year ago. #5. A bit surprising, considering events are global.

Marketplace as a Service 272

Marketplace as a Service Software Review Cloud B2B 272

SaaStr

JUNE 10, 2021

We’re distributed now so anywhere in North America works. It’s a great chance to work directly with leading CEOs, CMOs, VPs of Marketing and more on their partnership and sponsor strategy with Team SaaStr! If you are organized and love driving up NPS and working with sponsors and similar clients, join us!

Customer Success 249

Customer Success Sales Hiring Cloud Strategy 249

SaaStr

JULY 25, 2023

SaaS North: SaaS North is Canada’s largest SaaS conference, featuring keynote speakers, workshops, and networking opportunities, aimed at promoting the growth and success of SaaS companies in North America. It provides insights into the latest trends, best practices, and networking opportunities in the SaaS space.

ChatGPT 214

ChatGPT AWS SaaS CTO 214

SaaStr

APRIL 5, 2023

While hardly unusual, it’s just a good reminder to put outside of North America if your product is in the contact center or similar space. . “AI” alone isn’t a magic improvement to their product. Their AI messaging volume is flat. #5. About 30% of their Revenue from Outside U.S.

Scale 235

Scale AI Scaling Enterprise 235

SaaStr

MAY 3, 2022

Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio. Scott Schnaars, Vice President of Americas @ Cloudinary. Avlok K, CEO @ AngelList. Bonney Pelley, SVP, Strategy + Operations @ New Relic. Farrah B, VP Business Operations @ Cribl.

New CTO 178

New CTO Scale CTO AWS 178

SaaStr

APRIL 13, 2023

A good reminder to go global, because so much of SaaS is outside of North America. Still, it’s impressive that even at $600m+ ARR, 27% of their revenue still comes from customers that pay less than $5k … That’s a long tail that truly has gone the distance. #4. 39% of Revenue Outside U.S.,

SMB 229

SMB Outsourced Development Enterprise Scale 229

SaaStr

MARCH 23, 2023

We have a global footprint of 20+ data centers across Europe, Asia, Australia, and North America, all of which are backed by a superior global network with a total capacity of more than 10 Tbps. TripActions is now Navan. Navan is the all-in-one solution that makes travel easy so you can focus on being there, not getting there.

Payment Features 190

Payment Features SaaS Payments Payments Payment Methods 190

SaaStr

APRIL 6, 2022

The percent of revenue outside North America remains small. #8. Still, with 99% growth in RPO (signed agreements / backlog), Snowflake may just be being conservative here. I expect they’ll handily beat this 66% number, given the RPO. #7. International Remains a Key Area for Expansion. Look, no two NPS calculations are the same.

Cloud 267

Cloud Scale Engineering Revenue 267

SaaStr

APRIL 25, 2023

While many of the companies on SaaStr are based in North America and then expand to Europe and APAC, we’re seeing more and more expansion going the other way. Most of those customers, especially in North America, exist in the enterprise space. This has resulted in amazing hypergrowth.

Scale 174

Scale VP of Engineering Sales Hiring Engineering 174

SaaStr

JUNE 5, 2022

You get on average 25%-30% of your revenue from outside North America. and North America. It’s part of having at least a basic engine in place before you hire a true VP of Sales. More on that here. #36. This survey didn’t have the most respondents, but it made the point. Don’t fear it.

Sales Hiring 205

Sales Hiring Interviewing Revenue Sales 205

SaaStr

MARCH 2, 2023

We have a global footprint of 20+ data centers across Europe, Asia, Australia, and North America, all of which are backed by a superior global network with a total capacity of more than 10 Tbps. Zendesk started the customer experience revolution in 2007 by enabling any business around the world to take their customer service online.

Scale 204

Scale Technical Review Software Review Machine Learning 204

SaaStr

DECEMBER 15, 2022

SaaStr 548: How to Build a Super High-Retention Sales Team with Twilio SVP & GM of North America Sales, Alice Katwan. #10. SaaStr 571: 5 More Mistakes the CEO/Founder of ZoomInfo Made on His Journey to IPO (and Beyond) Part 2. #11.

Scale 148

Scale SMB Innovation Scaling 148

SaaStr

AUGUST 30, 2021

Freshworks is a global SaaS company, but perhaps reflecting its rooms, only 45% of its revenue is in North America. Like at Box and other leaders, the bigger customers want and buy multiple products. #8. Global footprint key to growth. Still its largest market, but 40% is in EMEA and 15% ROW. Truly a global customer footprint. #9.

Scale 345

Scale SMB Scaling Subscription 345

SaaStr

AUGUST 13, 2022

How to Scale Outbound Sales with Anna Baird (CRO, Outreach), Amy Appleyard (SVP Global Sales, Malwarebytes), Michelle Benfer (VP, Head of North America Sales, HubSpot), and Tony Benvenuto( SVP of Sales West, Seismic). #12. The Secrets to Scaling Zapier to 500 Employees from Employees Themselves with Zapier CEO Wade Foster. #13.

Scale 195

Scale AI Scaling Innovation 195

SaaStr

JANUARY 30, 2021

36% of Revenue from Outside North America. The number is in some ways artificially low, in that like Salesforce, ServiceNow has built up a large ecosystem of partners to handle deployments, configuration, and other lower-margin professional services. It’s still interesting to see it so low, however. Don’t be too U.S.

Enterprise 342

Enterprise Revenue Scaling Retention 342

SaaStr

SEPTEMBER 7, 2022

This hasn’t changed much over time, but again a reminder most SaaS companies without legal or other reasons to “stay local” should aim for at least 20%-25% of their revenues to be outside of North America. Wow, PagerDuty! Pretty amazing and consistent execution at $360m ARR.

SMB 208

SMB Enterprise Revenue Scale 208

SaaStr

MAY 27, 2022

You get on average 25%-30% of your revenue from outside North America. and North America. It’s part of having at least a basic engine in place before you hire a true VP of Sales. More on that here. #36. This survey didn’t have the most respondents, but it made the point. Don’t fear it.

Sales Hiring 279

Sales Hiring Pricing Scale Interviewing 279

SaaStr

MARCH 9, 2022

Only 38% of revenue in North America. Digital Ocean is generating significant free cash flow — $152m of EBITDA on $490m in ARR. That’s impressive. 31% of each dollar flows to free cash flow. #7. The Cloud is global, and Digital Ocean has followed it. Wow what a story!!

Azure 204

Azure AWS SMB Cloud 204

SaaStr

OCTOBER 26, 2022

Interesting to note though that North America is the fastest growth segment. #7. And a few more: #6. 42% of Revenue Outside the U.S. This has been true of Wix for many years, but always a good reminder to go as global as you can. About $230,000 in revenue per employee. That’s OK but not all that efficient.

Payments 212

Payments Payment Solutions Payment Methods SaaS Payments 212

SaaStr

JULY 5, 2023

45% of Revenue Outside North America. 75% of their revenue is Enterprise, even though it’s a small percent of total customer count. Yes, Mongo is PLG, at least in part. But it leans in big with a sales-driven motion of big customers as their accounts scale. #7. Go global if you can, folks! #8.

Scale 174

Scale cloud efficiency Cloud Business Model 174

SaaStr

DECEMBER 15, 2021

11:30 AM (30 MINS) – Driving the 3 V’s of Sales: Volume, Value and Velocity with Waze’s Head of SMB Sales for North America and Head of Sales Enablement. All times are in Pacific Time. 7:00-8:00 AM PT. 7:00 AM (50 MINS) – Acquiring SMB 10,000 Customers Solely from Data with Gorgias’ CEO Romain Lapeyre.

Scale 216

Scale VP of Engineering Scaling SMB 216