SaaStr

JULY 19, 2025

This exceptional growth was driven by increased adoption of IoT solutions during the digital transformation accelerated by the pandemic. Despite the pandemic’s severe impact on restaurants, Toast demonstrated resilience and adapted quickly to changing market needs with contactless solutions. Indeed, it rose from $119.9m

Payments 271

Payments Payment Solutions Construction Point of Sale 271

SaaStr

JUNE 21, 2025

ServiceNow (+12.3%) Datadog (+15.4%) Snowflake (+9.8%) These companies have one thing in common: Enterprises literally cannot function without them. These are supposed to be the “safe” enterprise plays. The CFO Software Audit Enterprise software budgets are getting scrutinized like never before.

B2B 266

B2B Government Healthcare compliance 266

SaaStr

DECEMBER 10, 2024

The days of pure top-down enterprise sales are over when it comes to technical products. Don’t fall into a trap of not understanding the product enough, and overstating that your solution will improve their code overnight. Who really cares about the solution we’re providing for the problems we think we’re solving.

Engineering 284

Engineering Development CTO Leadership 284

SaaStr

JULY 5, 2025

Veeva founder CEO Peter Gassner came to SaaStr to share just how they got to the first $100m ARR selling enterprise vertical SaaS … while raising only $3 million (!). ” His reasoning: 30 Years of Enterprise Software Experience : “I was an intern at IBM mainframe software when I was 20 years old, that was 30 years ago.

Underperforming Technical Team 239

Underperforming Technical Team Sales Hiring compliance Outsourced Development 239

SaaStr

JUNE 25, 2025

Company Snapshot: Founded : January 2014 (11 years) Current ARR : $1.09B+ (Q1 FY2025) Growth Rate : 39% YoY ARR growth, 47% revenue growth NPS Score : 80 (exceptionally high for enterprise software) Net Revenue Retention : 133% (as of Jan 2024) Customers : 2,246 customers with $100K+ ARR contracts IPO : April 2024 on NYSE (RBRK) at $5.6B

Cybersecurity 256

Cybersecurity AI Scale CTO Hire 256

SaaStr

FEBRUARY 12, 2025

The Evolution of Vertical SaaS The shift from horizontal to vertical SaaS solutions represents a fundamental change in how enterprises buy and implement software. AI Integration : Vertical-specific AI solutions are becoming a key differentiator, requiring deep industry knowledge to implement effectively.

Construction 251

Construction Scale SaaS Travel 251

SaaStr

JULY 23, 2025

Enterprise-grade capabilities are minimal. Horizon 2: Enterprise Democratization (2027-2030) TAM: $40-300B This is where vibe coding becomes transformational rather than just convenient. Success depends on maintaining the simplicity advantage while adding enterprise capabilities. Security vulnerabilities are well-documented.

Software Review 194

Software Review Technical Review Development Team Review Systems Review 194

SaaStr

FEBRUARY 5, 2025

And when it IPO’d, it was still solidly an SMB solution. Today it’s a very enterprise solution, solving much bigger problems. Leaning More into Free Even as it goes more enterprise, and see a decline in SMB / Commercial accounts, PagerDuty is still leaning in more on Free. As has PagerDuty.

SMB 276

SMB B2B Enterprise Scale 276

SaaStr

JULY 11, 2025

How Canva’s CCO Built a $7B Enterprise Motion While Preserving PLG Culture Rob Giglio, Canva’s Chief Customer Officer, shares the playbook for scaling from 170M to 230M monthly active users while building enterprise sales without compromising company culture. Top 5 Takeaways 1.

Scale 175

Scale AI Enterprise Venture Capital 175

SaaStr

DECEMBER 28, 2024

It’s tough to spend even $1m a year effectively on most digital spend for most categories of B2B software: Putting aside Unicorns and folks that have raised monster rounds, in my experience, most enterprise SaaS companies struggle to deploy more than $40k-$50k a month on Adwords effectively. Do those, too.

B2B 261

B2B B2C Marketing SaaS 261

SaaStr

APRIL 28, 2025

When customers desperately need your solution, your CAC decreases because they seek you out and move quickly through your funnel. By tracking and targeting diverse industries from day one (even pre-revenue), they discovered that solutions developed for one vertical would spark demand in seemingly unrelated industries.

Scale 260

Scale Transportation Scaling SMB 260

SaaStr

JANUARY 8, 2025

When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.

Revenue 293

Revenue Scale Sales Hiring Compensation 293

Tom Tunguz

FEBRUARY 26, 2025

Enterprise-focused companies with usage-based pricing bore the greatest increase at 44%. Often, a straight UBP pricing model doesn’t scale into the enterprise. This behavior is commonly observed with luxury goods, but it also manifests in SaaS sales processes, particularly for enterprise customers.

SaaS Payments 279

SaaS Payments Pricing Strategy Scale 279

SaaStr

JANUARY 23, 2025

Julie Iskow, CEO of $600m+ public SaaS leader Workiva joined Norwest Venture Partners Sean Jacobson at SaaStr Annual for a deep dive on going More Enterprise. Just look at the numbers: Enterprise customers bring 95%+ best-in-class retention vs. 85% in mid-market. Waiting too long to start their enterprise planning.

Enterprise 244

Enterprise Sales Hiring Scale Outsourced Development 244

SaaStr

JULY 4, 2025

In April, Thoma Bravo agreed to acquire Boeing’s Digital Aviation Solutions unit for $10.55 2025 is shaping up to be a stronger year for PE + Corporate M&A SaaS deals , with Q1 alone seeing 210 enterprise SaaS M&A transactions totaling $29.1 ” The Bigger Picture This deal is part of a broader pattern.

Payments 208

Payments SaaS Payments Payment Solutions Healthcare 208

SaaStr

JULY 9, 2025

Build the infrastructure that makes your solution sticky and creates natural expansion opportunities. Make your product the center of a larger ecosystem, not just a point solution. Once developers learned CUDA and game studios optimized for GeForce, moving to competitors became painful.

SaaS Payments 210

SaaS Payments Payment Solutions Payments Payment Services 210

SaaStr

JUNE 19, 2025

They provide a comprehensive solution that automates cloud infrastructure management, enabling development teams to deploy, scale, and manage applications without the traditional DevOps overhead. Their expertise and solutions directly address the pain points our community faces daily.

Cloud 241

Cloud AI B2B Government 241

SaaStr

JANUARY 28, 2025

Cutting Through the Noise: Three Gen AI Pioneers Reshaping Enterprise Technology In a pivotal moment for generative AI, Vanessa Larco, partner at NEA, brought together three visionary CEOs convened at SaaStr Annual to share insights that are redefining the technological landscape.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

SaaStr

JUNE 16, 2025

a16Z recently surveyed over 100 leading CIOs across 15+ industries to get the latest pulse on enterprise AI spend in software. The learnings aren’t a surprise — but they are useful to see just how core AI spend has become in the enterprise. Top 5 SaaStr Learnings: Enterprise AI in 2025 1. The Price War : Google’s Gemini 2.5

Enterprise 216

Enterprise AI Benchmarks Innovation 216

SaaStr

MAY 13, 2025

This is a classic enterprise SaaS challengebalancing the need to close big deals with the risk of overextending your team on custom work. Charge for It, Generally : If custom features or integrations are a pre-requisite for enterprise deals, customers are often OK paying. When Do We Say Yes? So try to monetize them.

Outsourcing Services 196

Outsourcing Services Outsourced Development Enterprise Pricing 196

SaaStr

JUNE 6, 2025

Several macro factors are converging to create this perfect storm: Enterprise Budget Scrutiny : CFOs are demanding higher ROI thresholds for software investments. AI Disruption Anxiety : Companies are hesitating to invest in traditional SaaS solutions while waiting to see how AI will reshape their operations.

Cloud 258

Cloud Software Marketing SaaS 258

SaaStr

JUNE 13, 2025

What “Working” Means in the Era of AI Apps: The New Enterprise Benchmarks That Matter One of the most common refrains in the generative AI era is that “startups are growing faster than ever” — often with fewer resources. But for the average enterprise AI company (not the top 0.1%), what does growth really look like?

Enterprise 175

Enterprise AI Startup Benchmarks 175

SaaStr

FEBRUARY 5, 2025

Enterprise data is the differentiator: While public data dominates foundation models, enterprise-specific data represents less than 1% but delivers exponentially more value when properly leveraged. cost savings, 35% time savings The Partner Ecosystem Play IBM isn’t going it alone.

AI 185

AI Scale SaaS Government 185

SaaStr

FEBRUARY 3, 2025

Salesforce charges $2 per solution for AgentForce on top of $250/month or more per seat. Even leaders like Canva that were always cheap raised prices dramatically for their enterprise edition. Right now, many vendors are looking for AI in SaaS to be, in essence, inflationary. To charge even more for resolutions, for actions.

AWS 294

AWS AI Software Business 294

Clouded Judgement

NOVEMBER 18, 2024

To supplement our Core product and provide an even higher level of functionality, we offer our Pro products, which provide value-additive capabilities such as Marketing Pro, Pricebook Pro, Dispatch Pro and Scheduling Pro, as well as our FinTech products, which include payment processing and third-party financing solutions.

Benchmarks 299

Benchmarks Payments Payment Services SaaS Payments 299

SaaStr

JULY 11, 2025

This consumer base provides: Brand recognition : ChatGPT has become synonymous with AI for many users Data flywheel : Millions of interactions improve model training Market validation : Consumer enthusiasm drives enterprise interest Revenue diversification : Both subscription and API revenue streams Anthropic’s Enterprise-First Approach Anthropic (..)

ChatGPT 228

ChatGPT Artificial Intelligence Outsourced Development AI 228

SaaStr

JULY 25, 2025

The Audit Imperative The solution isn’t to abandon AI in sales. The ROI on this review time is massive when you’re targeting enterprise accounts or key strategic partners. If you’re positioning yourself as an AI-powered solution, getting basic facts wrong is exponentially more damaging.

Scale 227

Scale AI Systems Review Technical Review 227

SaaStr

JUNE 20, 2025

The Great Spending Showdown: AI vs SaaS in 2025/2026 — What Every B2B Leader Needs to Know We’re witnessing the most dramatic shift in enterprise tech spending since the cloud migration began 15 years ago. The answer today is: very few. But that could change rapidly as AI tooling improves and more case studies emerge.

AI Search 289

AI Search Artificial Intelligence AI CTO Hire 289

SaaStr

DECEMBER 20, 2024

“Some teams consistently sold more enterprise SKUs, others had high volume but low ACV. Implementing a framework and criteria for product and pitch certification with your frontline managers will ensure prospective customers better understand the solution they’re buying. Sales methodology reinforcement.

Sales Hiring 260

Sales Hiring Scale Underperforming Technical Team Sales 260

SaaStr

JUNE 7, 2025

The Deceleration Evidence Ramp’s card spend data reveals several concerning trends that suggest the AI adoption curve is indeed slowing: The growth rate from Q4 2024 to Q1 2025 was significantly lower than previous quarters, even accounting for typical seasonal variations in enterprise spending. ROI scrutiny is intensifying.

AI 281

AI Payment Services Payments Scale 281

SaaStr

JUNE 23, 2025

Enterprise-Grade at Scale Major companies like Zillow and HubSpot use Replit for production systems. One enterprise customer built a customer routing system that handles thousands of requests daily—all without traditional development. We’re grateful, and we’re just getting started.

Software Review 212

Software Review AI Technical Review Venture Capital 212

SaaStr

JUNE 19, 2025

Sometimes months for complex products or enterprise sales cycles. The AI generates solutions quickly while humans verify the output. But only if you treat them like the sophisticated tools they are, not like magic solutions to all your sales problems. response rates. Master one use case completely before expanding to others.

Scale 273

Scale AI Sales Hiring Sales 273

SaaStr

FEBRUARY 6, 2025

Thread AI’s founder and Palantir alum Maya Gonimah has cracked the code on enterprise AI implementation through their strategic partnership with Google Cloud. With experience dating back to 2015 with Google products, he specializes in connecting enterprises with the right tools and teams to make their AI initiatives successful.

AI 189

AI Cloud Enterprise Technical Review 189

Tom Tunguz

JULY 17, 2025

Forward deployed engineers (FDEs) are the new customer success managers, the new solutions architects. OpenAI has offered consulting services as well as Anthropic for custom enterprise deployments. Anthropic builds specialized enterprise implementation teams. Sierra employs agent engineers. Palantir created this model.

AI 169

AI Marketing Sales Strategy 169

SaaStr

JULY 25, 2025

A 30-60 day notice is standard, but for larger enterprise customers, you might want to give even more time. Listen to their concerns, and if necessary, offer temporary discounts or custom solutions to ease the transition. Customers appreciate honesty, and it helps build trust. Give Advance Notice. No Surprises.

Pricing 175

Pricing Communication Innovation Customer Success 175