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The 250,000 Customer Club: How HubSpot and Monday.com Both Created SMB+ Empires

SaaStr

Strong Market Education Both invest heavily in educating their markets: HubSpot created the inbound marketing movement through blogs, certifications, and events Monday.com uses its platform to showcase innovative work management approaches This education creates category leadership and drives organic adoption.

SMB 273
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5 Interesting Learnings From Figma at $900,000,000+ ARR. The B2B IPO of The Year?

SaaStr

If we assume Figma started with 100% designer users in 2012, they’ve systematically expanded their user base by 33x beyond their core persona. 🏦 $1.5B+ cash, ZERO debt 📊 91% gross margins (best-in-class SaaS) 🔄 132% net dollar retention (sticky AF) 🏢 78% of Forbes 2000… pic.twitter.com/g7DwE9c91f — Jason ✨👾SaaStr.Ai✨

B2B 169
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Navan Files for IPO: The Opening of B2B IPO Floodgates?

SaaStr

Strategic Moves Signal IPO Preparation Navan’s leadership appointments read like an IPO playbook. valuation—though leadership maintains no near-term IPO plans) Canva (design software, $48.7B Q3-Q4 2025 Discord 2015 Humam Sakhnini* Communication ~$600M $15B 2025 Figma 2012 Dylan Field Design Software $600M $12.5B

B2B 179
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Approaching Half a Million Customers: How to Win in SMB with BILL CEO and Founder René Lacerte

SaaStr

That was probably 2012. You have to keep going when you’re doing something that wasn’t done before. There was an inflection point for BILL around 10k customers. The network was growing, and they saw real virality. Then, in 2017, with around $50M in revenue, BILL added payment capabilities. BILL network has 7.1M

SMB 307
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GTM 151: AI-First GTM, Lean Teams, & Customer Obsession with Dennis Lyandres

Sales Hacker

Like this is one of those ways that you can show up really well as an executive leadership team is like have an actual strategy and with Go-To-Market, be able to make your own luck. I’ll give you an example where I saw someone do this really, really well, which is in 2012, I bought a Tesla and one week later they shipped a new model.

AI 88
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GTM 131: Being CMO Under Mark Benioff of Salesforce and the Innovator’s Dilemma

Sales Hacker

Scott Barker: Yeah, I can remember that that time period and it lasted a long time, like from pre 2006 to like, at least like 2011 2012 people were still skeptical of like, [00:13:00] moving from on prem to cloud. But why didn’t these companies that were in these leadership positions, like. You can never rest on your laurels.

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GTM 149: Inside Meta’s $10B Sales Playbook with Rick Kelley

Sales Hacker

And I had the backing of leadership, but I really had to become, you know, go from being a boy to a man pretty quickly. In 2012, we started seeing gaming become this massive revenue stream for the company. And a good example of that is maybe we overinvested in account managers and we needed more sales people.