Tom Tunguz

MARCH 19, 2018

For acquirers of software companies, one thing seems to matter: growth at scale. One of my 7 predictions for 2018 was: The tax holiday for repatriation creates one of the most active M&A environments of the past ten years. In the first three months of 2018, we’ve witnessed two multibillion dollar software acquisitions.

Acquisition 179

Acquisition Marketing Enterprise Revenue 179

SaaStr

MARCH 10, 2024

In fact, almost every SaaS leader at scale is hitting $300,000 in Revenue Per Employee at the pre-IPO phase. But once you’re at scale, you also need to be profitable. But as a group, everyone has to be twice as efficient as 2018-2022 when everyone got away with $100k-$150k in revenue per employee. 2x as efficient.

SMB 222

SMB Cloud Startup Scaling 222

SaaStr

DECEMBER 11, 2020

The Q+A at the end is especially good — stay for it: #3: “Zendesk’s Secret Sauce to Scaling to $1B: SMB and Mid-Market Success” with VP Global SMB Sales Sharon Prosser and VP GTM Strategy Astha Malik. . Therese shares: How to know how long a VP can scale. When to force yourself to focus. And much more!

Scale 168

Scale Sales Recruiting Scaling SMB 168

Tom Tunguz

DECEMBER 17, 2018

The five most popular posts of 2018 were: The Strategic Shift in Revenue for SaaS Startups as They Scale - or popular by any other post by a factor of 10, this post discusses the importance of focusing on renewals as a business reaches $10M, $20M and beyond in ARR.

Acquisition 119

Acquisition Interviewing Cloud Pricing 119

Tom Tunguz

NOVEMBER 10, 2018

Let’s put the 2018 acquisition environment into context. In addition, 2018 acquisition values for this type of acquisition exceed $60B, more than twice 2016, which included the Microsoft/LinkedIn merger. Prices in 2018 are also the highest across this time frame. Prices in 2018 are also the highest across this time frame.

Scale 114

Scale Acquisition Cloud Software 114

SaaStock

FEBRUARY 26, 2019

Away from the crowds for two days and nights, founders exchange stories about their journeys, the triumphs, failures and the challenges of scaling a SaaS business. Smaller at scale, bringing 20 founders together, it will be an even more intimate experience for attendees. Tailored content for the scale stage. Make friends.

Scale 155

Scale Scaling Entertainment Travel 155

SaaStr

NOVEMBER 10, 2021

We just haven’t seen the type of acceleration at scale we’re seeing in SaaS leaders before. In 2018, most Datadog customers used 1 product. 28% of Datadog’s customers use 4+ products, but they make up the vast majority of revenue: And 75% use 2 or more products, up from just 15% in 2018: #4. To 75% growth.

Scale 308

Scale Cloud Enterprise Scaling 308

SaaStr

MARCH 15, 2022

or possibly even cares – access to capital is crazy – scale feels about 20x of SF – endless energy – not SV jaded [link]. jasonlk) January 18, 2018. #3: jasonlk) September 21, 2018. #4: jasonlk) February 25, 2018. #5: jasonlk) February 25, 2018. #6: jasonlk) September 6, 2018. #7:

Startup 207

Startup Scaling 207

SaaStr

MAY 6, 2022

The Bear Case: Multiples are still elevated compared to the pre-2018 period. So they can fall another 20%-30% just to revert back to that mean: SaaS was already on a tear starting in 2018. The argument here is that SaaS even in 2018 was overvalued. And generating real cash flow at scale. #2.

SaaS 318

SaaS Azure Cloud AWS 318

SaaStr

JULY 1, 2022

This was a really fun session with 3 folks who’d known each other for a while, about how to scale as a CEO. in particular: 2018: Our emeritus podcast host and good friend Harry Stebbings then interviewed Mathilde on the story at 2018 Annual: . 2020: In 2020, when things were a bit locked down.

Interviewing 209

Interviewing Scaling SaaS 209

SaaStr

MARCH 11, 2022

And so, Cloud multiples have rationally fallen back to where they were in 2018 and 2019. The argument here is multiples have fallen too far, since the best SaaS and Cloud companies are growing so, so much faster than in 2018 and 2019. Multiples exploded when we all lived in the Cloud, quarantined in whole or in part in the Cloud.

Scale 246

Scale SaaS Cloud Pricing 246

ChurnZero

SEPTEMBER 14, 2018

Check out our top ten Customer Success takeaways from INBOUND 2018. Jonathan Hsu (@jhsu98) September 5, 2018. Sarah Goodall (@SarahGoodall) September 5, 2018. Thomas Buddendick (@T_Buddendick) September 5, 2018. Jessika Phillips #RelationshipMarketing (@jessikaphillips) September 5, 2018. 5x as likely to forgive.

Customer Success 66

Customer Success Scale Sales Hiring Customer Lifetime Value 66

SaaStr

JANUARY 11, 2023

7% of Revenue from Professional Services — down from 12% in 2018. Many do need help scaling up their learning systems. Without that, the company would likely be a fraction of its current ARR. #3. Docebo doesn’t do proserv for all customers, but it also doesn’t shy away from it for larger customers.

Scale 320

Scale Pricing Scaling Enterprise 320

SaaStr

APRIL 10, 2023

Nurture : Provide startup-specific resources to help them scale. The Timeline: Pre-2018: $134 off/month, 1-year offer. 2018 – 2019: By 2018, Zendesk built its product suite to better suit its base. It’s a scaled tactic that empowers new customers to get valuable face time with Zendesk experts and peers.

Startup 188

Startup Scale SMB Venture Capital 188

SaaStr

MARCH 14, 2024

Seed remains frothy, however, the bar for what a “good company” looks like as you graduate to Series A and beyond are being reset to look more like 2018-2019. We are former founders who have operated through hyper growth and at venture scale. What’s your pulse check on the venture markets right now, today?

Scale 180

Scale B2B Investment Acquisition 180

SaaStr

JULY 14, 2022

This led to our first meet-ups in 2013 and 2014, the first SaaStr Annual in 2015 , the industry’s leading podcast in 2016, the first SaaS founder coworking space in 2017, and SaaStr Pro , the first learning management system for SaaS founders in 2018. 2017 The Third SaaStr Annual: Scale Together.

Scale 260

Scale Sales Recruiting CTO Hire New CTO 260

SaaStr

JUNE 3, 2021

and as Cloud continues to scale: Many of the best in SaaS are accelerating even at massive scale. That’s massive acceleration at scale. A fairly incredible thing has happened as we leave Covid behind (at least in the U.S.) Even at $1B ARR, or even at $24B ARR like Salesforce. Salesforce. Seize the day. 2014 $4.1B.

Cloud 265

Cloud Scaling SaaS Revenue 265

SaaStr

MAY 11, 2022

With 124% NRR fuels growth at scale. Palantir needs both revenue streams to consistently scale. Their longer-term goal is 20%, the place all SaaS companies have to skate to at scale. #8. 5 Interesting Learnings: #1. This is both the power and the crutch of NRR. Or at some point, high growth can’t last. #2.

Government 238

Government Scaling Cloud Revenue 238

SaaStr

AUGUST 22, 2021

SaaS is scaling faster than ever. Top tier SaaS companies are valued at 34x ARR today, up from a pretty consistent 10x or so through 2018. That’s the average of the 100! And that’s more than doubled just since last year! The average “Cloud 100” company is growing 90% at well north of $100m ARR.

Cloud 298

Cloud Scale SaaS Acquisition 298

SaaStr

JUNE 3, 2022

HubSpot is now on its way to $2B in ARR, but Dharmesh looks back on how they went from startup to scale-up: 2018: Dharmesh came back for the 5th Annual with Chief People office Katie to do a deep dive on how to drive up employee retention, and create values that endure.

CTO 235

CTO Retention Startup Scaling 235

ChurnZero

NOVEMBER 16, 2018

Top 15 Takeaways from Pulse Europe 2018. Last week we had the opportunity to travel to London to sponsor and exhibit at the Pulse Europe 2018 Conference as a Silver sponsor. CustomerSuccessMatt (@MattMyszkowski) November 8, 2018. Chris Weddick (@chrisweddick) November 8, 2018. Gainsight (@GainsightHQ) November 8, 2018.

Customer Success 49

Customer Success Scale Headcount Sales Hiring 49

Sales Hacker

JANUARY 18, 2018

For those looking to get to know, learn from and network with other sales professionals, there are a slew of out-of-this-world sales events happening in 2018. Top 10 Sales Conferences To Attend in 2018. Rainmaker 2018. Inbound 2018. Dreamforce 2018. Revenue Summit 2018 – Get 20% Off Here! INBOUND 2018.

Scale 85

Scale Sales Leadership B2C 85

SaaStr

APRIL 5, 2024

When Sam was at Brex in 2018, the tech stack usually consisted of Salesforce, ZoomInfo, Gong, and Outreach. They were the first to get to millions of users at scale and found that their key differentiators in selling to sellers were: Sales leaders and reps needed to see value quicker. This hypergrowth platform raised $100M at a $1.6B

Scale 174

Scale Sales Hiring Pricing AI 174

Tom Tunguz

JANUARY 12, 2022

BTC, ETH and Software have all increased over the last five years (notice the y-axis is log10 scale). BTC and ETC moved more or less in synchrony from 2016 to 2018. The cryptocoins appreciated much more than software. Meanwhile, the yield on the 10 year Treasury declined. Three years ago, they went their separate ways.

Software 310

Software Marketing Trends Startup 310

SaaStr

OCTOBER 5, 2022

Many later cut back at scale, but not HubSpot. They’ve seen even more customers start off with Free in 2022 than in 2018. #8. Another way to look at how key it is to get multiproduct as you scale. #9. HubSpot was later to Freemium than some, but has embraced it. 50% of New Upmarket Customers Use 2+ Product s.

Scale 261

Scale SMB Scaling B2B 261

SaaStr

OCTOBER 23, 2023

Those multiples went up in 2018 and 2019, and things were Better. But I think a lot of us are betting on a return at least to 2018-2019 multiples. The reality is, as you can see in the above BVP chart, the Median public SaaS company — a pretty high bar right there — has traded around 6x ARR. To a 8x-10x world.

Cloud 205

Cloud Trends Scale SaaS 205

SaaStr

JULY 4, 2022

Mark will be back this year with a fresh look at how to scale faster and better in 2022 and beyond. 2017: How the Best Outbound Sales Teams Are Managed. Mark first joined us in a terrific panel session on how the top outbound teams are managed, 2018: Sales Mistakes that Can Kill Your SaaS Business How to Avoid Them.

Outbound Sales Team 204

Outbound Sales Team Scale Scaling SaaS 204

SaaStr

NOVEMBER 19, 2020

As more and more SaaS apps add a payments element, that payments element can really scale over time. Many will tell you that you sort of have to, to scale. 20% of their 2020 revenue, up from just 8% in 2018: Want more? Subscriptions can fuel payments and merchant revenue. Bill.com is seeing something similar.

Payments 326

Payments Merchant Services Payment Solutions Scale 326

SaaStr

MAY 18, 2022

In 2018, only 45% was from $25k+ deals. That’s good to see, but they still haven’t hit the magic number of 20% or so that SaaS companies look to hit at scale. Today 63% of RingCentral’s revenue is from $25k+ deals, and almost half is from $100k+ deals. And that segment is growing 46%, vs. 33% overall. of revenue.

SMB 237

SMB Enterprise Scaling Revenue 237

IT World

MARCH 5, 2020

With two million items being sold in 2018, the in-house bare metal infrastructure was starting to creak. The firm went public in 2015 and soon afterward made cloud migration a priority, so that it could scale its services without having to make big expensive hardware purchases up front, and to better leverage machine learning techniques.

Cloud 75

Cloud Scaling Marketplace as a Service Machine Learning 75

Tom Tunguz

DECEMBER 31, 2023

PE becomes an important buyer of companies growing 10-25%, as it did in 2018, driven by lower debt costs. We also see more ARR-based web3 businesses achieving scale. In the last two years, M&A has totaled about $49b & it surges to above $60b driven by AI acquisitions. This innovation reinvigorates very early-stage IPOs.

AI Search 208

AI Search AI Scale Headcount 208

Totango

JANUARY 22, 2018

Our world-class speaker lineup for 2018 Customer Success Summit will share the impressive business results that customer success best practices should deliver. Customer Success Summit brings together the best and brightest minds in Customer Success. Here are a few of our first wave speakers you don’t want to miss: Nicolle Paradise.

Customer Success 76

Customer Success Sales Recruiting Sales Hiring Scale 76

SaaStr

DECEMBER 5, 2023

This is a level that hasn’t been commonly encountered since 2017-2018. Regularly ask two crucial questions at the end of board meetings: “Scale 1-10: How am I performing?” There are worries over the persistence of low public multiples. Companies and investors aren’t accustomed to valuations around six times profits.

Investment 145

Investment Scale Sales Hiring Marketing 145

SaaStr

JUNE 9, 2021

They are growing than the 25%-28% rate in 2018-2020: #3. A 2 Product line is key to growth at scale. It’s incredible how many Cloud leaders today at $1B+ ARR are not just growing quickly, but accelerating. Veeva is another.

Scale 280

Scale Cloud Enterprise Scaling 280

SaaStr

DECEMBER 2, 2021

25 SaaStr 214: New Relic CRO Erica Schultz on What It Takes To Successfully Scale Into Enterprise & How The Very Best Reps Build Relationships With Their Leads. #24 A lot has changed since 2016, but SaaStr is still bringing you the best advice from industry leaders, and we don’t plan on stopping. Today, we’ll dive into 25-13.

Scale 222

Scale Benchmarks Enterprise Leadership 222

Sales Hacker

FEBRUARY 15, 2018

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. This event will teach executives the most innovative and actionable best practices to scale revenue. SAN FRANCISCO, CA – Feb.

Scale 66

Scale Customer Success Revenue Marketing 66

Totango

SEPTEMBER 12, 2018

The C hief Customer Officer Fall, 2018 (CCO), held September 12th-13th in San Diego, is an interactive peer-lead conference attracting senior-level customer focused professionals. Measure Customer Health Along the Journey.

Sales Recruiting 55

Sales Recruiting Scale Customer Success Retention 55