SaaStr

NOVEMBER 12, 2021

Want to start your own SaaS company? SaaS: Maybe Plan for 30+ Years as a Founder. More here: If You’re Going to Do a SaaS Start-Up … You Have to Give it 24 Months | SaaStr. Once you have 10, 15, 20 customers … you can hire someone to help. Freemium is not a marketing strategy. You need to iterate more.

Sales Hiring 322

Sales Hiring Investment Acquisition Product Marketing 322

SaaStr

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. At this year’s SaaStr Annual , CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. to find out what was going on.

SaaS Payments 208

SaaS Payments Payment Services Payments Payment Features 208

SaaStr

NOVEMBER 3, 2023

Toast is the latest SaaS leader to get much more efficient in the past 12-18 months, along with monday.com, HubSpot, MongoDB, and many others. It’s not only rare(r) to see such explosive growth by a SaaS company, but to also watch Jonathan’s exciting career growth at the more senior levels within a hyper-growth company.

Payment Methods 186

Payment Methods Acquisition Scale Payments 186

SaaStr

DECEMBER 29, 2023

In part one of this week’s Ask-Me-Anything (AMA) with SaaStr founder and CEO Jason Lemkin, he answered the community’s questions about whether all anyone cares about is AI anymore, investor appetites going into 2024, vertical SaaS, and thriving as a solo founder. Before, humans graded the outcome of customer support.

Scale 221

Scale Sales Hiring Customer Success AI 221

Clouded Judgement

NOVEMBER 3, 2023

Subscribe now Earnings Season Kicks Off Without Any Sign of Re-Acceleration Q3 earnings season kicked off in earnest this week, and it’s turning out to quite the volatile earnings season. And now, it’s unclear when that re-acceleration will happen. Follow along to stay up to date! ZoomInfo dropped ~20%. Pretty significant!

Software Review 161

Software Review Cloud Software Azure 161

Clouded Judgement

JUNE 9, 2023

Will we see re-acceleration soon? New customer growth seems to be picking up. Coming out of earning season I’m slightly more optimistic about a back half acceleration (August or later) than I was coming in. Very healthy new business (new customer) acquisition. Overall similar to Datadog.

Trends 130

Trends Cloud Azure AWS 130

SaaStr

DECEMBER 1, 2021

SaaS spending dipped in the first half of 2020 at the start of the pandemic but has since reaccelerated. As companies accelerate their digital transformations, the SaaS spend has exploded: In Q2 of 2021, G2 recorded the highest software spend per employee to date. The state of software buying has changed.

Software Review 231

Software Review SMB Enterprise Software 231

SaaStr

JULY 8, 2022

Half of Gorgias’ almost 10,000 SMB customers come from partners. Community has become one of the most talked about topics in marketing, and GitLab’s CEO joined us to share their learnings. #6.Top Veeva: The Biggest Vertical SaaS Success Story of All Time with Founder/CEO Peter Gassner. Here’s how they do it. #5.

VP of Engineering 227

VP of Engineering Scale Outbound Sales Team SMB 227

User Pilot

MARCH 25, 2024

Whether you’re planning your exit, seeking VC funding, or setting up ESOPs, a SaaS valuation is a must. Our article: Explains different SaaS valuation methods. Shows how to leverage PLG strategies to boost the value of your SaaS business. Want to learn how Userpilot can help you improve your SaaS valuation?

SaaS 99

SaaS Customer Lifetime Value Acquisition Metrics 99

SaaStr

JANUARY 31, 2023

Securing funding has become more challenging for SaaS companies over the past few years as VC firms have grown more cautious about their investments. At HubSpot, he managed the strategic fund, a $100M CRM platform fund specifically focused on accelerating activity in the HubSpot ecosystem. This is not necessarily a given.

Investment 199

Investment Startup Branding Acquisition 199

SaaStr

JANUARY 9, 2020

Here are Gartner’s estimates of each segment: But, the SaaS/application layer is much more diverse than just 3 main vendors. It’s very hard to even get 5% market share across the entire application / SaaS layer. For example, Google put a lot of work into Google Hire, its recruiting SaaS product. But then shut it down.

Sales Recruiting 244

Sales Recruiting Scale Sales Hiring Cloud 244

SaaStr

DECEMBER 30, 2022

You need to identify a niche in the current market, make yourself known, understand your main differentiators, and offer your users a ton of value for their money. Market understanding. Not all products are made for enterprise customers. Instead, focus on understanding your target market. . Selling to SMBs.

Scale 189

Scale Scaling Revenue Enterprise 189

SaaStr

AUGUST 17, 2022

For Bill, accelerating growth requires three things: Monthly quotas. Focus on logo acquisition. Centering your work on customer experience helps train the whole organization in the process and hones your product-market fit. Phil, meanwhile, has his own take: Sales and marketing alignment. Things that don’t work.

Sales Hiring 187

Sales Hiring Sales SaaS B2C 187

FastSpring

DECEMBER 7, 2023

“This is everyday for me, so I love talking about it,” says Carl Hargreaves about mergers and acquisitions. As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains.

Software Review 128

Software Review Technical Review Development Team Review Branding 128

SaaStr

JANUARY 24, 2024

Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. What should you look for in an Enterprise rep vs. a Mid-Market rep?

Scale 218

Scale Sales Hiring Scaling Revenue 218

Sales Hacker

JANUARY 22, 2024

Max Altschuler is the Founder and General Partner of GTMfund , an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders. He then took over as VP of Marketing for rapidly growing Outreach. Max’s 2024 predictions, from topics like remote work to the mergers and acquisitions.

Venture Capital 81

Venture Capital Technical Review AI Acquisition 81

Clouded Judgement

MAY 5, 2023

Growth typically comes from two vectors - new customer acquisition and expansion of existing customers. This is significant because what’s most important is all of these vendors (key consumption vendors are Snowflake, Datadog, Mongo and Confluent) are adding to their base of customers.

Cloud 130

Cloud Construction Trends Revenue 130

SaaStr

NOVEMBER 25, 2020

Both are two of the most impressive and inspiring public SaaS CEOs — but their products and companies couldn’t be more different. Veeva sells eight figure deals to a very small number of very sophisticated customers, while Twilio has a huge long tail and starts at $0.0085 a minute. It’s not just building the 1.0,

Underperforming Technical Team 350

Underperforming Technical Team Cloud Revenue Acquisition 350

User Pilot

MARCH 6, 2024

How do you create a robust product funnel for your SaaS? We also explain: How product funnel differs from marketing and sales funnels. TL;DR The product funnel is a framework outlining the stages of the customer journey , starting from its discovery and ideally leading to customer loyalty and advocacy.

Social Media 93

Social Media Sales Funnel Acquisition Retention 93

SaaStr

AUGUST 5, 2020

Qualified.com , which operates a conversational marketing platform, has raised a $12 million Series A round (the total funding is $17 million since inception). It was Salesforce’s second acquisition ever, and a huge opportunity for me to become the Salesforce CMO as we blasted through $1B in revenue and 10,000 employees.”. “It

compliance 222

compliance B2B Acquisition Cloud 222

SaaStr

JUNE 21, 2021

Those of us who came from B2C have Free in our DNA is a core part of an acquisition and onboarding process. But then Free fell out of fashion in SaaS. Zoom and Slack accelerated with incredibly free editions. But fast forward to now, and the Cloud is exploding and SaaS leaders want to take advantage of that. Not entirely.

SaaS 178

SaaS B2C Acquisition Cloud 178

SaaStr

JULY 7, 2022

He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. Mistake 3: Not appreciating go-to-market as a strategic advantage. ZoomInfo is one of the most efficient go-to-market companies in software, with nearly 40% operating margins.

Scale 212

Scale Sales Hiring Interviewing Engineering 212

Tom Tunguz

AUGUST 22, 2017

A founder asked me if we had reached the point that SaaS is commodified. “Can you build a venture scale SaaS company anymore?” First, the technology barriers to starting a SaaS company continue to fall. Second, the customer acquisition playbook is well known. Distinguishing one from another is hard.

Scale 189

Scale SaaS Venture Capital Machine Learning 189

SaaStr

DECEMBER 6, 2021

More and more SaaS companies are going public, but we often don’t get an inside look at what that process is like. We wanted to demonstrate to the market that we are a viable, long-term platform that could support the largest enterprises in the globe, so those companies could support their customers, too. What comes next?

DevOps as a Service 223

DevOps as a Service Scale Cloud Interviewing 223

Totango

MAY 27, 2022

Product-led growth (PLG) has emerged as one of the best strategies for selling SaaS software. SaaS businesses adopt product-led marketing to lower customer acquisition costs while improving customer retention and accelerating revenue growth. What Is Product-led Growth (PLG)? What is PLG?

Acquisition 120

Acquisition Retention Technology Strategy 120

User Pilot

OCTOBER 15, 2023

Marketing your SaaS is a complex task involving many roles, one being a growth marketer. But you may be thinking, what exactly is the role of a growth marketer, and how do they help grow your product ? The structure of a growth marketing team depends on the size and needs of your company. What is growth marketing?

Growth Marketing 103

Growth Marketing Marketing Customer Lifetime Value Scale 103

User Pilot

SEPTEMBER 18, 2023

The Product Marketing vs Growth Marketing discussion isn't just about specific tasks and to-do lists, but about how they cultivate product growth to achieve business objectives. Well, let's understand the unique roles of PM and GM in the context of SaaS businesses.

Growth Marketing 52

Growth Marketing Product Marketing Marketing Customer Lifetime Value 52

Chart Mogul

DECEMBER 6, 2023

We reached out to SaaS founders, operators, … Before 2023, the term “generative AI” was met with blank faces. We reached out to SaaS founders, operators, and investors to get their hot takes on what new “normals”, shake-ups, and challenges the new year will bring to the SaaS industry. What will 2024 bring?

AI Search 52

AI Search SaaS Generative AI ChatGPT 52

User Pilot

JUNE 5, 2023

The SaaS conversion funnel adapts the traditional marketing funnel to the unique B2B SaaS environment. The SaaS funnel was designed to help SaaS business owners navigate the tricky world of a high-churn, often oversaturated B2B market. SaaS Conversion Funnel. What is a conversion funnel?

SaaS 80

SaaS Sales Funnel Customer Lifetime Value Acquisition 80

Clouded Judgement

JANUARY 27, 2023

This quote sums up the quarter: “Just as we saw customers accelerate their digital spend during the pandemic, we are now seeing them optimize that spend. ” Or said another way, “has the market appropriately discounted the rocky road ahead, and is this priced in.” Overall Stats: Overall Median: 5.7x

Cloud 141

Cloud Azure Pricing Subscription 141

Kellblog

OCTOBER 30, 2022

KeyBanc Capital Markets (KBCM) recently published their 13th annual private SaaS company survey. The first thing to remember about this survey is that it’s private SaaS companies. The first thing to remember about this survey is that it’s private SaaS companies. Customer acquisition cost (CAC) ratio of 1.2

Metrics 136

Metrics SaaS Benchmarks Churn 136

Intercom, Inc.

SEPTEMBER 10, 2020

That experience led to his bestselling book, The Sales Acceleration Formula. Intercom’s Kate O’Hanlon recently caught up with Mark to talk about his approach to scaling, and why it’s a mistake to think that the formula for success is just about getting product-market fit and then adding sales reps. . I think that’s message-market fit.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

SaaSOptics

AUGUST 11, 2022

How to Navigate the Market Downturn. Everyone is starting to feel the squeeze of the market—especially those in the tech space. Seasoned industry vets may know what their next move should be, but navigating a changing market (especially one in a downturn) is an obstacle for any SaaS founder. Option 1: Raising capital.

Scale 97

Scale Scaling Technical Review Venture Capital 97

SaaSOptics

JUNE 9, 2022

Unless you’re determined to bootstrap your way to an IPO, securing funding is one of the first hurdles you’ll have to face to successfully scale a SaaS business. . As the pressure to build faster and scale continues to influence the tech space, both SaaS veterans and IPO hopefuls have funding on their minds.

Investment 82

Investment Scale Venture Capital SaaS 82

SaaStr

APRIL 2, 2023

Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal! Eventually, you end up with 2000 contract types for 1000 customers.

Sales Hiring 255

Sales Hiring Scale Scaling Customer Success 255

Baremetrics

AUGUST 1, 2021

Acquiring customers for SaaS is a completely different ball game altogether than, say, for the traditional business models (think: eCommerce, for instance). In the SaaS industry, acquiring new leads through short-term marketing promotions will not cut it--which works as a killer strategy for the eCommerce business model.

Acquisition 98

Acquisition Strategy SaaS Underperforming Technical Team 98

Frontegg

MARCH 17, 2022

Product-Led Growth (PLG) is becoming the default strategy in modern SaaS organizations due to the plethora of operational, financial, and technical benefits it brings to the table. If you are working in a SaaS setting, chances are you have used applications like Slack, Zendesk, Zoom, Calendly, Dropbox, Figma, and Evernote extensively.

Scale 105

Scale Technical Review Underperforming Technical Team Sales 105