Tom Tunguz

DECEMBER 18, 2018

Here are some predictions for 2019 and a review of my thoughts for 2018, many of which were wrong. This will occur in all major SaaS categories, products serving VPs of Marketing, Sales, Engineering, and Customer Support. Looking forward to a great 2019. 1% of Salesforce’s revenue makes a unicorn. A cost of doing business.

Blockchain 208

Blockchain Technical Review Machine Learning Artificial Intelligence 208

SaaStr

FEBRUARY 10, 2025

From Sales-Led to Product-Led: How Apollo.io This analysis examines their journey from a struggling sales-led organization to a successful product-led growth company, resulting in over 880,000 paying customers and substantial revenue growth. found itself at a critical juncture.

Scale 156

Scale Scaling Outsourced Development Sales 156

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Sales reps in low NRR and high churn environments got paid almost the same as enterprise reps.

Scale 345

Scale Venture Capital Sales Hiring Sales 345

SaaStr

NOVEMBER 23, 2020

A long-time reader wrote in to ask a question that pretty much everyone asks some variant of: If you had to force rank these items in terms of what we should primarily be looking for in these first sales reps, how would you rank them? And later, your VP of Sales can do the hiring. 150k-350k ACV). Yes, you the founder/CEO.

Sales Hiring 345

Sales Hiring Sales SaaS Churn 345

SaaStr

DECEMBER 9, 2019

Great for sales reps looking to hit their quota. Mediocre sales teams don’t close much at the very end of the year. But the great sales team close an amazing amount at the end of the year. And that drives down sales cycles, increases close rates, and drives up your revenue per lead. jasonlk) December 8, 2019.

Sales 337

Sales Revenue Software SaaS 337

Intercom, Inc.

DECEMBER 12, 2018

These days, marketing teams aren’t just responsible for filling the sales pipeline with quantity. They’re responsible for filling the sales pipeline with quality too. Lead scoring is one of the best ways of guaranteeing the leads they hand over to sales are of a certain quality. Alternatives: ZoomInfo, LinkedIn Sales Navigator.

Technical Review 223

Technical Review Technology Scale Marketing 223

SaaStr

DECEMBER 1, 2021

On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). Great for sales reps looking to hit their quota. Mediocre sales teams don’t close much at the very end of the year. But the great sales team close an amazing amount at the end of the year.

Sales 335

Sales Revenue Software SaaS 335

SaaStock

JANUARY 23, 2019

Building on the success of three flagship conferences in Dublin, as well as numerous smaller conferences around Europe and US that have brought together thousands of SaaS founders, execs and investors, we’re taking this SaaS show globally, touching down on a total of 5 continents in 2019. developing inside sales teams.

Scale 229

Scale Payment Features Subscription SaaS 229

SaaStr

JULY 5, 2019

We now produce so much content on SaaStr, we thought we’d share the Top 20 Posts of 2019, so far. The Ultimate Guide to Scaling, Sales & Raising Capital (i.e., Important math and SaaS sales physics here to understand. #6. A look at what it takes to do enterprise SaaS sales at scale. #8. More Than a Good Re p.

Sales Hiring 191

Sales Hiring Scale Venture Capital Acquisition 191

SaaStr

MAY 28, 2025

Their sales and marketing expenses as a percentage of revenue dropped from 113% in FY-20 to just 51% in FY-24. Their Customer Base Has Grown 22% CAGR Since 2019 Despite Higher Prices Monday.com has grown from 90K customers in FY-19 to 245K customers in FY-24, representing a 22% CAGR over five years.

Scale 189

Scale SMB Acquisition Enterprise 189

SaaStr

JANUARY 8, 2021

In this guide, Sahir Azam, Chief Product Officer at MongoDB, and Javier Molina, SVP at MongoDB, share their journey to increasing company revenue through their cohesive sales and product relationship. When sales and product work together, amazing things happen. Inside Sales. Enterprise Field Sales. Transition to SaaS.

Scale 274

Scale Sales Cloud Enterprise 274

SaaStr

FEBRUARY 25, 2019

Sales, marketing and customer success leaders from better known B2B companies. The post Apply NOW to Speak at 2019 SaaStr Europa on 12-13 June in PARIS! Now is the time to apply ! We’re looking for: CEOs and founders of SaaS companies from $2m-$200m+ in ARR. “Lessons Learned” sessions or A+ panels.

Scale 43

Scale Banking B2B Scaling 43

SaaStock

FEBRUARY 18, 2019

SaaStock is committed to representing the best and brightest: the product and market experts, the revenue rockstars, the superheroes of sales and the investors who power the ecosystem. The post Calling all SaaS Visionaries: Speak at SaaStock 2019 appeared first on SaaS Revolution Hub. Yes, I’m in!

SaaS 40

SaaS Company Culture Innovation Branding 40

SaaStr

MAY 22, 2019

Meet SaaStr’s Most Respected Leaders of 2019. Our most popular CEO, COO’s and Presidents that spoke at SaaStr Annual 2019. Hubspot is an inbound marketing and sales software company based in Massachusetts. Prior to this, he was a Venture Partner at Longworth Ventures, VP of Sales at Groove Networks (acquired by Microsoft.).

Scale 169

Scale Leadership Consulting Software Development 169

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 330

Sales Recruiting Sales Hiring Scale Sales 330

Intercom, Inc.

DECEMBER 19, 2019

In 2019, we released over 57 episodes on everything from growth to sales, to product and marketing. Collin Cadmus, VP of Sales at Aircall, and Patrick FitzGerald, Director of Sales at Glofox. 2019 saw us launch 3 new series on the podcast – Scale, The Sales Summit and Intercom on Product.

Scale 32

Scale Systems Review Education Software Review 32

SaaStock

FEBRUARY 14, 2019

The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Starting as VP of Sales, in less than two years he became CEO. His next step was at Viddheo, where he got into Inside Sales. Talk: SaaS.City Bootcamp: Sales Leadership.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Intercom, Inc.

DECEMBER 18, 2019

As 2019 draws to a close, it’s time to reflect on another amazing year at Intercom. In the past 12 months on Inside Intercom, we’ve published nearly 200 blog posts covering everything from product launches to product strategy ; from growth stories to goal setting ; from building teams to bot skills ; from sales insights to stand-up comedy.

Scale 30

Scale Onboarding Scaling Content Marketing 30

SaaStr

APRIL 1, 2019

Are you coming to Europa 2019 ? Aligning Sales, Marketing, and CS to Scale Revenue and Retention with Showpad CMO Theresa O’Neill. Alogia SVP of Sales, Gaetan Gachet and SaaStr Venture Partner and Former Teamable CEO Laura Bilazarian sit down for a Sales Q&A. Here’s who is coming to SaaStr Europa 2019!

Scale 171

Scale Sales Hiring Mobile compliance 171

SaaStr

DECEMBER 22, 2019

The other day we put together a list of the most popular posts, videos and tweets of 2019 here. Here were the 20 top Answers of 2019: 1. Is SaaS Sales Really That Lucrative? The Top 20 SaaStr Posts of 2019 (so far). The post The 20 Most Popular SaaStr Answers of 2019 appeared first on SaaStr. It can seem unfair.

Venture Capital 152

Venture Capital CTO Startup SaaS 152

FastSpring

OCTOBER 24, 2024

It’s almost time again for Cyber Weekend, and November sales spikes aren’t just for holiday gifts and physical goods — SaaS and software companies also benefit from this annual increase in sales. trends in year-end SaaS and software sales data. Up-to-date global trends in year-end SaaS and software sales data.

Payment Solutions 157

Payment Solutions SaaS Payments Merchant Services Software Review 157

SaaStr

MARCH 11, 2022

And so, Cloud multiples have rationally fallen back to where they were in 2018 and 2019. As per current trajectory – high likelihood of H2 acceleration in ecommerce sales. 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.

Scale 327

Scale SaaS Cloud Pricing 327

SaaStr

AUGUST 30, 2021

And that number has gone up from 78% in 2019 to 84% today. This is pretty impressive for a high ACV SMB sale, although pretty consistent with where Zendesk is today as well at 120%. #3. 62% annual is up from 54% in 2019, so a big push there. A steady march above $5k in ACV. Freshworks hasn’t gone super-enterprise.

Scale 361

Scale SMB Scaling Payment Features 361

Tom Tunguz

SEPTEMBER 1, 2021

Sales Efficiency. -. The first is sales efficiency. The company spent $47m in 2019 on sales and marketing, and $52m in 2020, an increase of $3m or 6%, while growing revenues 49%. The 2020 sales efficiency is 0.54. Assuming current trends hold, sales efficiency in 2021 should nudge up to about 0.57.

Metrics 294

Metrics Benchmarks PayPal Enterprise 294

SaaStr

JUNE 17, 2019

In 2019, the average enterprise buyers has deployed over 100+ SaaS apps, per Okta numbers. Marketing (demand gen) and/or Sales (outbound) generates leads. Then, sales’ job, the account executive, is to help them understand why an initial decision they’ve already made— to maybe buy your product — is the right one.

Enterprise 180

Enterprise B2B Sales SMB 180

SaaStr

DECEMBER 9, 2020

These days, it can really feel like the Old Bag of Sales Tricks is starting to just not work anymore: With maybe 500x the SaaS vendors of 10 years ago, there’s so much noise. Are there categories where outbound sales just doesn’t work? The old sales playbooks of 2009 and even 2019 may not work as well in 2021.

Sales Hiring 356

Sales Hiring Outbound Sales Team AWS Engineering 356

SaaStr

AUGUST 7, 2020

A few factors that contribute to high-performing sales teams: High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota. Turning over a sales team is very hard on the organization. A great VP of Sales is worth her weight in gold. They have low attrition.

Sales Hiring 363

Sales Hiring Scale Sales Recruiting Compensation 363

SaaStr

MARCH 10, 2022

My quick review of Miami for SaaS: – Met ton great CEOs, including 2 unicorns – 5x the size for SaaS vs. 2019 – Meet some good VPs, etc. Sam Blond, CRO of $12B Brex , on How to Build a Winning Sales Team; and. 2019: 184 attendees at SaaStr Miami Meet-Up. – Still small – Crypto et.

Technical Review 293

Technical Review B2B SaaS Engagement 293

SaaStr

MAY 19, 2021

Added a true sales team and function around $30m ARR. Eventually, almost everyone adds a sales team and goes upmarket. For Monday, this was around $30M ARR when they added a sales and CS team in addition to their self-service business. At $240m in ARR, there are now 365 employees in sales and success.

Scale 361

Scale SMB Government Enterprise 361

SaaStr

MAY 21, 2022

Sprout Social IPO’d in Dec 2019 at an $800m market cap. A few case studies: * Sprout Social IPO’d in December 2019 at an $800m market-cap. Its PLG-assisted sales motion has kept it capital efficient, and today it’s worth $2.7 It IPO’d early, in a crowded space. But they kept on going, and gong, and growing. They’re worth $2.7

AWS 289

AWS SaaS Cloud Scale 289

SaaStr

JUNE 15, 2022

market cap — up more than 3x from the $800m valuation at its IPO in December 2019, Not too shabby!! A 30-45 day sales cycle, fueled by a 30-day trial. Most customers pay a relatively modest amount per year, enabling a quick sales process coupled with a free trial. Sales and Marketing are 39% of revenue.

Scale 68

Scale SMB Market Segmentation Scaling 68

SaaStr

DECEMBER 27, 2019

This podcast is an excerpt from Rajesh’s session at SaaStr Europa 2019. The post SaaStr Podcast 294 with Egnyte CCO Rajesh Ram — December 27, 2019 appeared first on SaaStr. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Rajesh Ram.

Business Model 152

Business Model Churn Metrics Enterprise 152

SaaStr

MARCH 31, 2021

2019: $336m rev. 89 $1m+ ACV customers — up from 21 in 2019. 1,409 employees in sales and marketing, out of 2,863 total. Revenue grew nicely at first from $1m to $3.5m from 2015 to 2016 … and then exploded: UIPath History. 2005: Started as a tech outsourcing company. 2014: $500k rev. seed round. 2015: $1m rev.

Outsourcing Services 362

Outsourcing Services Outsourced Development Payment Features Cloud 362

SaaStr

JUNE 1, 2022

Take it from Gartner, who is now predicting SaaS to grow 20% overall next year to $200 Billion in total sales. Blame “the economy” too much, and you’re doing yourself a disservice. It’s not slowing down Salesforce, Snowflake, or almost any other SaaS or Cloud leader. Salesforce Growth: 2023 $31.8B (guidance) 2022 $26.5B 2021 $21.25B 2020 $17.1B

Sales Hiring 346

Sales Hiring Acquisition Cloud Enterprise 346

SaaStr

OCTOBER 22, 2021

Growth of only 10% in 2019 to 2020 — but then exploded! but it’s growing from 9% in 2019 to 11% in 2021. An SMB sale, but less and less a single seat sale. This is pretty incredible and also close to unprecedented. Covid was a big piece of it. Expansion so far is limited to U.K, Canada and Australia. #7.

Scale 326

Scale SaaS Payments SMB Payments 326