Tom Tunguz

JULY 30, 2023

Earlier today, New Relic announced its sale to Francisco Partners & TPG for $6.5b. At its current pace, technology buyout volumes of venture-backed technology companies will tie or exceed the ten year high, charted in 2022 of about $20b. Within 18 months, the company attained a sale price within 5% of the high.

Payment Services 211

Payment Services Sales Acquisition SaaS 211

SaaStr

JULY 28, 2022

We wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2022. Designed for sales. We are passionate about helping businesses and communities thrive by advancing the way the world pays, banks and invests, serving more than 20,000 clients and more than one million merchant locations in over 130 countries.

Travel 224

Travel Finance Banking Development 224

ChurnZero

NOVEMBER 11, 2022

Download your full copy of the 2022 Customer Success Leadership Study here. Our expert panel offers their take on the trends, challenges and opportunities revealed in the 2022 Customer Success Leadership Study. . Another indication of the rising influence of Customer Success is its ability to influence sales. However, 76.5%

Leadership 98

Leadership Trends Customer Success Investment 98

SaaStr

SEPTEMBER 19, 2023

based SMB sales positions. SaaS sales execs with even a little bit of experience at other SaaS companies are looking for higher and higher OTEs, often with lower effective attainment and high support costs. based sales reps often aren’t really willing to work, or excel, at sub-$100k OTEs anymore. for non-enterprise sales.

SMB 266

SMB Scale Sales Hiring Sales 266

Intercom, Inc.

DECEMBER 28, 2022

We’ve made it to the end of 2022 – 12 months in which everything changed for the tech industry. In this post, the Intercom Content Team picks our highlights from a busy 2022 – we published over 150 pieces of content, including guides about customer support and customer retention. Well that was quite the year.

Technical Review 118

Technical Review Scale ChatGPT Innovation 118

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 305

Scale Venture Capital Sales Hiring Sales 305

SaaStr

JANUARY 11, 2023

SaaS Founder and CEO Jason Lemkin and Atrium Founder and CRO Pete Kazanjy sit down to discuss the state of investing in 2023 and what founders should keep in mind for the year ahead. . Since 2016, he prefers to make about three or four investments per year, usually within the $1 – $4 million range. . The Backstory.

Venture Capital 173

Venture Capital Investment Sales Hiring Entrepreneurship 173

SaaStr

NOVEMBER 16, 2022

At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. And when I first wrote this on LinkedIn, I got a hundred comments with everyone telling me who their magical sales rep is too. ” He’s grabbing me, this tall 6’6 sales guy. This episode is the second half of the session. I love Joe.”

Sales Hiring 216

Sales Hiring VP of Engineering Payment Methods Scale 216

OpenView Labs

DECEMBER 14, 2021

It’s December – your 2022 budget is drafted, circulated, revised, completed and board approved… right? Whether it’s complete or not, there is a 100% chance that the budget will be adjusted over the course of 2022. Whether it’s complete or not, there is a 100% chance that the budget will be adjusted over the course of 2022.

Scale 80

Scale Sales Benchmarks Finance 80

SaaStr

FEBRUARY 8, 2023

Many startups missed 2022 revenue goals and are forecasting slower growth for 2023, especially compared to the explosive growth of teams and revenue during the Boom of 2021 and early 2022. On top of that, sales teams must still communicate with those functional leads, who then have to try and sell up internally.

Sales Hiring 130

Sales Hiring Scale Sales Strategy 130

SaaStr

DECEMBER 29, 2023

It can replace humans for those companies that can’t find someone to send emails, update the website, or do sales. The multiples fell off a cliff in 2022 for SaaS and remained crummy in 2023. If you haven’t been through an IPO live, there are not that many people who invest in IPOs outside of the frothy times. Jason asks. “I

Scale 226

Scale Sales Hiring Customer Success AI 226

SaaStr

OCTOBER 5, 2022

Combining product-led growth (PLG) with enterprise sales is a multiplier effect. When engineered right, combining PLG motions with enterprise sales accelerates growth by engaging with different customers in precisely the way they want. Most companies, however, think they must choose between product-led and enterprise sales.

VP of Engineering 187

VP of Engineering Scale Scaling Sales Hiring 187

SaaStr

MAY 12, 2022

The biggest mistake you can make as a founder when you hire your first VP of Sales is stepping out of sales. It only works with the very best VPs of Sales. Every other first VP of Sales needs you doing at least half of what you were doing before. jasonlk) May 10, 2022. And just … exits sales.

Sales Hiring 235

Sales Hiring Sales Investment Engineering 235

Andreessen Horowitz

MARCH 15, 2022

In 2022, 21% of sales are expected to be online, up 17.9% The ecommerce … The post Investing in Rutter appeared first on Andreessen Horowitz. The ecommerce market is on fire, and the growth of online commerce and ecommerce merchants is staggering. in just 2 years. And it’s still early days. .

Investment 83

Investment Sales Marketing Enterprise 83

Kellblog

DECEMBER 27, 2021

Before diving in, let me remind readers that I do these predictions in the spirit of fun, they are not business or investment advice, and that all of my usual disclaimers and terms apply. Kellblog Predictions for 2022. Well, here we go with our predictions for 2022. It’s exciting to watch. But back to our prediction.

Blockchain 142

Blockchain Technical Review Venture Capital Sales Hiring 142

Intercom, Inc.

MARCH 28, 2022

Third, the lines between sales, marketing, product, and support are blurring. When a customer reaches out with a question while they’re on a free trial, is that a support issue or a sales issue? Invest in creating an integrated tech stack that allows you to seamlessly engage your customers at every stage of their digital journey.

Scale 228

Scale Engagement Technical Review Business 228

Kellblog

OCTOBER 30, 2022

Forecast 2022 ARR growth of 36%, so they’re planning to accelerate. Sales and marketing (S&M) expense of 40% of revenues. New ARR per seller of $673K, which I if I understand, is what I’d call sales productivity. The post Key Takeaways from the 2022 KeyBanc SaaS Metrics Survey appeared first on Kellblog.

Metrics 135

Metrics SaaS Benchmarks Churn 135

SaaSOptics

MARCH 16, 2022

2022 B2B SaaS Trends [Webinar Recap]. That’s why we sat down with SaaSOptics and Chargify executives Caitlin O’Neil, CFO , and Matt Downs, CRO , to weigh in on the biggest trends of 2022. However, 64% of these participants considered expansion into new pricing models in 2022. Sales-negotiated.

Trends 98

Trends B2B Scale Payment Features 98

SaaStr

DECEMBER 21, 2022

They aren’t seeing any decline in their business at the end of 2022. Adobe – Adobe Reports Record Q4 and Fiscal 2022 Revenue [link]. — Jason Be Kind Lemkin  (@jasonlk) December 16, 2022. Adobe brought in a record $7.84B in free cash flow in 2022. No Downturn in 2022, and None Predicted for Now in 2023.

Scale 260

Scale Cloud Subscription Payment Features 260

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. This chart says never stop investing in customer success for real. Sales grew a little less. People did invest a lot in CSM, and in 2021 and 2022, the CSM population grew roughly 20%.

Sales Hiring 244

Sales Hiring Customer Success Scale AI 244

SaaStr

NOVEMBER 11, 2022

At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. They were aware of it, but startups that I work with closely or invested in, if they got all the way to 25 million with 75% NRR, I would tell them to quit today. They have service and all this, but the second cloud for them was sales. Setting goals.

Outsourcing Services 178

Outsourcing Services Banking CTO Hire New CTO 178

SaaStr

NOVEMBER 1, 2023

Most SMB-focused businesses need shorter CACs to make the model wok, but with 111% NRR, Bill can invest at > 12 months here. Like Most Others, Radically More Efficient in 2023 Than 2022. Bill’s non-GAAP net income was a relative slight loss at -$24 in 2022. But now it’s a big focus to double their TAM. #5.

Payment Services 282

Payment Services Payments SaaS Payments Payment Solutions 282

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022. In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold.

Sales Hiring 251

Sales Hiring Sales Recruiting Scale Headcount 251

OpenView Labs

JANUARY 13, 2022

This year we look back at 2021 and forward to 2022, measuring how our past predictions have stood up to another tumultuous year and laying out what you can expect in 2022. Science, conscious consumers, and next-gen founders will drive ESG’ innovation in 2022. Join Steven’s research, take a short survey Growth Strategies in 2022.

Pricing 82

Pricing Payment Services SaaS Payments Payment Solutions 82

Sales Hacker

AUGUST 3, 2022

According to a recent Hootsuite study, business leaders that incorporated social selling tactics into their sales strategy were 45% more likely to see higher conversion rates in 2022. In order to unlock the social sales funnel, company leaders must prioritise a content-driven experience when rewriting their sales strategy.

Social Media 80

Social Media Strategy Sales Funnel Software Review 80

SaaStr

SEPTEMBER 20, 2023

The Macro Impact On Public Cloud Software Over The Past Year Cloud stocks dropped in 2022 in a severe market pullback event that Bessemer Venture Partners call The SaaSacre. While 2022 was a gloomy year, the skies are parting in 2023. The average growth rate in Cloud100 in 2022 was 100%, and this year it fell to 55%.

Cloud 242

Cloud Payments Software Review Payment Solutions 242

Tom Tunguz

APRIL 1, 2024

y/y, estimated sales efficiency is 0.11, & contribution margins are negative : Rubrik sells $1 of subscription software for $0.88. The contribution margin has improved from -117% in 2022, to -38% in 2023, to -12% in 2024. 41% of new bookings derives from those new customers. But overall revenue is growing 4.5%

Data 191

Data Subscription Payment Features Cloud 191

SaaStr

OCTOBER 11, 2022

The first investors invested in 2012. Now … imagine in year 10, one of those investments turns out to be a real rocketship. And the fund owns 20% of that investment. By pushing on in the rare investments that not only get to $1b in value — but blow past it. — Jason Be Kind Lemkin (@jasonlk) October 8, 2022.

Venture Capital 240

Venture Capital Investment Acquisition Sales 240

SaaStr

JULY 2, 2022

We’ve made mentoring and braindates central to SaaStr Anual and Europa, and we’re going to keep refining that for Annual 2022. We’ve have 1000+ 1:1, 1:2, 1:4, 1:16 and 1:24 sessions with top revenue, sales, and product leaders, and subject matter experts. Yes, VCs are still investing over Zoom. We Are SaaStr!

Scale 188

Scale Sales Hiring PayPal Scaling 188

Tom Tunguz

MAY 2, 2022

When I asked him what he meant, he replied because capital was so plentiful and accessible today, he hired more expensive people, spent more time developing a product, and invested with a longer time horizon before demonstrating evidence of success. Invest -> Grow -> IPO/M&A -> Re-invest.

Product Marketing 338

Product Marketing Sales Hiring Marketing Software Development 338

Sales Hacker

NOVEMBER 14, 2023

years as SVP, Global Sales at Klaviyo. He helped scale the sales organization from 15 to 300 people, while growing annual recurring revenue from $25m to over $450m. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners.

Sales Hiring 90

Sales Hiring Scale Sales Interviewing 90

OpenView Labs

JANUARY 20, 2022

What does the future hold for 2022? At our final BUILDing Together event of 2021, OpenView’s Expansion & Investment Team leaders shared their top predictions for talent, go-to-market, investing and more. . Drumroll please…here are the trends we expect to see in 2022. Stay tuned!

Sales Hiring 68

Sales Hiring Pricing Investment Branding 68

SaaStr

AUGUST 10, 2022

— Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) August 9, 2022. #5. Spends less than 20% of its revenues on sales and marketing. Atlassian turns around and invests some of that savings in engineering and product. That leads to 36% revenue growth at $3B in ARR. The Power of High NRR.

Scale 221

Scale Headcount Cloud Business Model 221

SaaStr

SEPTEMBER 3, 2023

But then 2022 hit, and things changed for some companies. Founders Remain Extremely Optimistic About Raising Future Capital Even after the downturn of 2022, founders remain extremely optimistic about raising future capital at higher valuations. Founders view 2022 as an anomaly, which is a mistake. Didn’t want any big losses.

Sales Hiring 222

Sales Hiring Headcount Finance Technical Review 222

SaaStr

MARCH 11, 2022

Put differently, if you look at multiples of revenue for top SaaS and Cloud companies above from 2014-2022, you could come to one of (at least) two conclusions today: Conclusion #1: Q2’20-Q4’22 Cloud Revenue Multiples Were a Covid Anomaly. As per current trajectory – high likelihood of H2 acceleration in ecommerce sales.

Scale 262

Scale SaaS Cloud Pricing 262

SaaStr

DECEMBER 30, 2022

DigitalOcean has done that and grown beyond $150M in revenue in Q3 2022. As of December 2022, DigitalOcean serves over 620,000 customers in over 185 countries. Transparent pricing makes their life easier than going on sales calls every day only to find out that your product is not financially viable for them. .

Scale 188

Scale Scaling Revenue Enterprise 188

SaaStr

OCTOBER 5, 2022

We were able to dive into this a bit when co-founders Brian Halligan and Dharmesh Shah joined us at 2022 SaaStr Annual. But its expanding into Sales, Service, CMS and Ops that has fueled the second wave of growth at almost $2B in ARR. Sales was a long term investing, starting Free and limited. A great insight.

Scale 273

Scale SMB Scaling B2B 273