SaaStr

JUNE 27, 2024

What does it take to scale a team from 2 to more than 1,100 people in just a few short years? Remote started in 2019 with nothing: no money and not a very good idea. When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. So that support person, Mafalda, started doing sales, too.

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Scale Sales Hiring Scaling Sales Recruiting 264

SaaStr

APRIL 29, 2022

Managers often grapple with how to create and scale a global product team. Scaling a team isn’t about increasing the size, rather it’s about increasing the output of the teams and producing tangible value. For that reason, scaling teams require different leadership chains inside the company. Lesson #1: Feedback is a gift.

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Scale Scaling Company Culture Leadership 246

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

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Scale Sales Hiring Scaling Payment Services 172

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. But before the years of rapid scaling, it took the company a little while to hit its stride. What Did WorkRamp Do Differently to Scale? But sometimes, the road less traveled is the path to success.

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Scale Scaling SMB Marketing 246

SaaStr

FEBRUARY 27, 2023

In 2019, the founding team at Storyblok set out to create a content marketing solution that worked for everyone—developers and marketers alike. Their first step to achieving this was hiring a sales leader to build a sales team. They also hired a VP of Partners who knew how to scale B2B software.

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Scale Sales Hiring Sales Recruiting Scaling 245

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.

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Scale Venture Capital Sales Hiring Sales 345

SaaStr

OCTOBER 22, 2021

As part of that, they learned to outsource anything they could, and maximize the PLG playbook … leading to a stunning $1m in ARR per employee. Sometimes, the self-serve / PLG engine stalls out at a certain scale. Fintech is the engine of growth at scale. Growth of only 10% in 2019 to 2020 — but then exploded!

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Scale SaaS Payments SMB Payment Solutions 328

Intercom, Inc.

DECEMBER 12, 2018

Whether you’re a B2B or B2C marketer, one thing’s for sure: You have struggled with lead generation. Both landscapes are increasingly competitive and it’s little wonder that 63% of marketing executives have rated lead generation as their biggest challenges in 2018. Madkudu – lead scoring. Alternatives: AdRoll, Quantcast.

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Technical Review Technology Scale Marketing 223

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. It does mean a well-oiled machine that hires strong reps of all backgrounds, and gets them the help and training so they can scale up and succeed.

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Sales Hiring Scale Sales Recruiting Compensation 363

SaaStr

AUGUST 30, 2021

And that number has gone up from 78% in 2019 to 84% today. But even with SMBs, it’s the bigger ones that are driving growth at scale — 50% of ARR is now from customers with more than 250 employees. Going a smidge upmarket is key to Freshworks’ putting up the big numbers at scale. #2. NRR of 118%.

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Scale SMB Scaling Subscription 361

SaaStr

MARCH 8, 2023

This turbocharged Doximity’s growth, but truly hitting 80% of your ecosystem has lead to slowing growth as they approach $500m in ARR. #2. Insanely Profitable — At Scale. While Doximity was EBITDA positive back in 2019, it really exploded as the business scaled. 290 $100,000+ Customers.

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Scale Scaling Revenue SaaS 344

SaaStr

JUNE 21, 2019

Now that we’re done with SaaStr Europa 2019 — which was truly amazing — we’ve added a new, special event to bridge the gap between Europa and 2020 Annual. SaaStr Scale. How to Get More Leads. How to Build a World-Class Sales Team. How to Make Customer Success Work at Scale. SaaStr Scale.

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Scale Scaling Customer Success SaaS 145

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. I think over 25 years of working and leading teams and being on some that are high-performing and some that outright failed. Lexi explains the importance of team trust, driver and passenger mindsets, and much more. No big deal.

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Scale Underperforming Technical Team Scaling Leadership 252

SaaStr

JUNE 15, 2022

market cap — up more than 3x from the $800m valuation at its IPO in December 2019, Not too shabby!! It’s generating material cash now at $240m ARR, which suggests a clear path to 20%+ operating margins and free cash flow at scale. A 30-45 day sales cycle, fueled by a 30-day trial. It’s sitting at a $2.6B

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Scale SMB Market Segmentation Scaling 68

SaaStr

JUNE 4, 2024

Today, AI is heavily taking over sales roles, so this information is geared toward outbound, and how do you make the most of this switch. It appeared that outbound was no longer working at that scale, but then, everyone was surprised by the coming of age of AI tools. It’s also a great tool for lead scoring.

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Scale AI Marketing Advertising 297

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 279

Scale Sales Cloud Enterprise 279

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.

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Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Want to see more content like this?

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Scale Underperforming Technical Team Sales Hiring Software Review 240

SaaStr

FEBRUARY 25, 2019

Sales, marketing and customer success leaders from better known B2B companies. We do want to hear about the lessons learned scaling, while running your company. “How to scale in Europe” or “How to bring your start-up to the U.S.” The post Apply NOW to Speak at 2019 SaaStr Europa on 12-13 June in PARIS!

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Scale Banking B2B Scaling 44

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.

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Sales Hiring Scale Venture Capital Acquisition 197

SaaStr

APRIL 28, 2019

As part of our new 5 Interesting Learnings series, here are a few: Freemium continues to scale for Slack, but now more as a lead gen tool. Free also serves as a hunting ground for sales to find prospects and leads. Slack notes this is now the primary value of self-service (lead generation vs. direct conversion).

Scale 279

Scale Venture Capital SMB Enterprise 279

SaaStr

NOVEMBER 19, 2020

— Jason BeKind Lemkin (@jasonlk) July 21, 2019. And your first VP of Marketing just increases qualified leads by 25%. More on that here and a great video discussion below: You’ll probably be ready for your first VP of Sales by $1m in ARR. Ideally, have your VP of Sales on board in time to hire reps 3-300.

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Part-Time VPE Sales Hiring CTO Hire Scale 363

Intercom, Inc.

APRIL 25, 2019

However, when researchers at UC Berkeley and Stanford explored growth at more than 3,000 startups , their key finding was that premature scaling was the most common cause of failure. Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function.

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Scale Sales Hiring Sales Recruiting Scaling 136

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.

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Scale SaaS Cloud Pricing 329

SaaStr

MAY 19, 2021

Again, similar to Asana and Smartsheet but not Slack or Zoom, the $50k+ ACV customer segment is growing the largest at scale, up 219% year-over-year. #4. Added a true sales team and function around $30m ARR. Eventually, almost everyone adds a sales team and goes upmarket. But bigger customers fueling the most growth.

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Scale SMB Government Enterprise 361

SaaStr

JULY 15, 2021

Raise , which is a leading tech office broker and platform, has some interesting data: #1. And so many more unicorns and scaling startups. In comparison, approximately 3,000,000 sqft leased in all of 2020 and over 6,000,000 sqft leased in all of 2019.” That are keeping an office of some form.

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Scale Cloud Startup Trends 330

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.

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Scale Subscription Payment Features SaaS 229

SaaStr

JULY 14, 2022

We do that with a combination of industry-leading content and community connections. 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.

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Scale Sales Recruiting CTO Hire New CTO 312

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.).

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Scale Leadership Consulting Software Development 170

SaaStr

JUNE 9, 2021

And that’s with a sales-driven, enterprise model. A 2 Product line is key to growth at scale. NRR is at 124% today, and that’s up from 121% in 2021 and 122% in 2019. #5. A reminder there are 1000s of enterprise buyers for every leading product. Yes, $3m. 5 Interesting Learnings: #1. Veeva is another.

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Scale Cloud Enterprise Scaling 306

SaaStr

APRIL 1, 2019

Are you coming to Europa 2019 ? Scaling Outside Silicon Valley: Going from $0 to $60M ARR in 4 Years – Tales From the Trenches with Podium CEO, Eric Rea. These sessions are going to give you unique insight from founders that are in the trenches when it comes to scaling. The countdown is on!! The Unicorns ??.

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Scale Sales Hiring Mobile compliance 172

SaaStr

JULY 4, 2019

2019 was our best Annual yet, and we loved the changes to the format (venue, mentorship, stages, AMAs), so 2020 will be a series of big and small additions, and refinements. Want to put on a party at Annual, with tons of leads and traffic (including lead scans at the door) … but don’t have the resources to do it yourself?

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Scale Cloud Scaling Content Marketing 249

SaaStr

APRIL 29, 2019

We do that with a combination of industry-leading content and community connections. Seeking Mentorship at SaaStr Europa 2019? We trialed a version of this at SaaStr Annual 2019 and attendees loved it so much that we’re doing it again. The post Connect with a Mentor at SaaStr Europa 2019 appeared first on SaaStr.

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Part-Time VPE Scale Engineering B2B 175

SaaStr

NOVEMBER 4, 2019

This post is such an important one, I took a moment update it for 2019. Just when it sarts to get good, again and again, I see the same thing: the number of leads each month stalls out. … at some point the leads keep coming, but they don’t grow fast enough. This can hit you around $50-$80m-$100m ARR or so.

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Scale Sales Hiring Branding Revenue 229

Intercom, Inc.

DECEMBER 19, 2019

In 2019, we released over 57 episodes on everything from growth to sales, to product and marketing. Speaking of which, be sure to check out this great post from Lead Editor Davin O’Dwyer where he invited members of the team to give their Intercom content highlights from the year that was. What’s a platform?

Scale 32

Scale Systems Review Education Software Review 32

SaaStr

APRIL 17, 2024

New Customers Still Growing 22% at Scale. For me, Net New Customer Count has become the metric I obsess the most about at scale. Rubrik has gone aggressively more upmarket — from just 23 $100k customers in 2019 to 1,742 in 2024. #3. So another 8m would both move the needle and lead to substantial dilution.

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Scale Pricing Scaling Cloud 303

Intercom, Inc.

APRIL 22, 2019

His new venture focuses on creating a central knowledge network for scaling businesses so that employees aren’t wasting hours by chasing down important resources and company history scattered across a host of apps like Google Docs, SharePoint sites, Evernote and more. Collaboration pains increase as you scale. Short on time?

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Scale Scaling Underperforming Technical Team AI Search 156