Baremetrics

DECEMBER 7, 2023

Benefits of using Expense Categories in SaaS The main expense categories for any SaaS company are: Cost of Revenue Research & Development Sales & Marketing General & Admin These four categories are the standard for describing costs and expenses of any SaaS company from Salesforce to Zoom to your startup. New Gross Margins?

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90

SaaStr

OCTOBER 24, 2022

Well, in the past several years, there’s been a tremendous number of companies that have built specifically for developers and use this as a way to get into these new markets, to displace incumbents and disrupt the competition. You have the opportunity to upsell new features and capabilities to them. The contract size grows.

Underperforming Technical Team 183

Underperforming Technical Team Outsourced Development Development Part-Time VPE 183

ProfitWell

FEBRUARY 4, 2020

In this episode of RevOps and Hops we discuss what revenue operations is, how long it’s actually been around, and why it’s become so relevant today. RevOps is a centralized function that helps recognize and align revenue from sales, marketing, and customer success. You need a RevOps team or manager focused on revenue.

CTO Hire 98

CTO Hire Sales Hiring New CTO CTO 98

FastSpring

DECEMBER 22, 2020

On average, our customers’ revenue grew by nearly 20% relative to 2019. With this new investment, we are already increasing our pace of innovation and have a very exciting roadmap of things to come over the next 12 months. We added three new executives to our team. We helped facilitate record growth for our customers.

Payment Methods 91

Payment Methods Payment Services Payment Solutions Payments 91

OpenView Labs

OCTOBER 5, 2021

In conversation with Blake Bartlett , she walked us through how B2C and B2B growth strategies compare across each phase of the customer journey from acquisition to retention and expansion. B2B growth, on the other hand, tends to focus more on revenue—ARR, and so forth. Acquisition. Defining Growth . Hila explains. Activation.

B2C 65

B2C B2B New CTO Acquisition 65

OPEXEngine

FEBRUARY 13, 2020

The siloed management structure paralleled the key components of Operating Expense, making it easy to report backward-looking Income Statement expenses and recognized revenues, but not cross-functional customer and product lifecycle metrics, critical to managing a SaaS company. Chief Customer Officer or Chief Revenue Officer (CRO).

Part-Time CTO 69

Part-Time CTO CTO CTO Hire Management 69

OPEXEngine

JANUARY 4, 2022

It’s the kind of notoriety that is leading to a wave of consumption pricing for new software companies and causing established companies to consider whether they too should switch to a usage-based model. “Subscription-based pricing is dead: Smart SaaS companies are shifting to usage-based models” headlined a recent TechCrunch article.

Pricing 52

Pricing New CTO CTO Metrics 52

Point Nine Land

APRIL 9, 2021

So if you’re a US-based startup, you might be able to shoot slightly higher ;) Unlike SaaS companies which have been around for years, B2B marketplaces are a relatively new category and not many investors have invested in them yet. In general, European rounds tend to be slightly smaller and valuations slightly lower than they are in the US.

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59

ProfitWell

FEBRUARY 14, 2020

For example, if you subscribe to the New York Times , you pay a flat price per month or year. Netflix evolved from a flat rate pricing structure into a tiered pricing structure—a move that may or may not be sufficient to increase Netflix’s revenue in a saturated market. Can I grow revenue with a flat rate pricing model?

Pricing 59

Pricing Technical Cofounder Scale New CTO 59

ChurnZero

DECEMBER 9, 2022

Additionally, “leapfrog” candidates—those who come from a level below the C-suite, such as senior vice presidents—now make up roughly 5% of new chief execs. We also measure NPS, and we benchmark that across all acquisitions. Q: Based on your acquisition experience, are for-sale businesses focusing on the customer and NPS?

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

OpenView Labs

JULY 2, 2020

New for 2020: SaaS Pricing and COVID-19. In this brand-new report, we finally answer the question “Freemium or free trial?” After four months of an unprecedented global crisis, SaaS companies are bouncing back while product led growth businesses are trading at almost 2x higher revenue multiples they started with.

Pricing 135

Pricing SaaS Payments Payments SaaS 135

ProfitWell

JANUARY 2, 2020

Not only does your sales team need to bring new customers through the door, but they also need to ensure that what they’re selling matches up exactly with those customers’ expectations. The subscription revenue cycle. Traditional sales teams live mainly on the acquisition stage in the cycle. Marketing efforts.

B2C 52

B2C Subscription Payment Features Payments 52

ProfitWell

DECEMBER 6, 2019

If we succeed, the benefits go beyond retaining revenue: successful customers spread positive word of mouth which makes it easier to attract more customers. But we know customer success reduces churn and increases expansion revenue, so CSMs do have a very serious purpose in an organization. If we fail, our customers will churn.

Scale 43

Scale CTO Hire Sales Hiring New CTO 43

SaaStr

DECEMBER 3, 2020

As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader. Are marketing becoming the new sales team with their content being used more and more in the sales funnel? Bret was formerly the CTO at Facebook.

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

SaaStr

JANUARY 10, 2020

Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016. With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

Outseta

NOVEMBER 19, 2019

There’s typically direct responsibility for revenue performance, although the marketer’s impact on a business’ bottom line is less cut-and-dry than their counterparts in sales. Beyond that, with new data privacy laws attribution is actually becoming more difficult and less possible than it was 5 or 10 years ago.

Sales Hiring 50

Sales Hiring CTO Coach CTO Hire Underperforming Technical Team 50

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. We have someone that probably 98 percent of you know virtually or socially in some sense, Dharmesh Shah, founder and CTO of HubSpot. But of course, it wasn’t always quite that big!

Part-Time VPE 224

Part-Time VPE Technical Cofounder CTO Hire New CTO 224

SaaStr

NOVEMBER 21, 2019

Since 2010 we’ve seen more startups, funds, and capital than ever before, but with this drastic increase, investors are seeing unexpected new trends reshaping the future of the industry. The panel that we are in is called Is Seed the New Series A, and this is a question that I’ve been asking informally yesterday and today.

New CTO 147

New CTO Sales Hiring B2C CTO Hire 147

OnStartups

JULY 7, 2021

Is your title CTO? Dharmesh: Yes, CTO. So doing that deal and bringing these guys in, are there any interesting observations or any entertaining little stories about either pre-acquisition or post that had to do with Sam and The Hustle? HubSpot has not done a lot of acquisitions in the past. So this is Dharmesh.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

Intercom, Inc.

JULY 21, 2022

We’ll also hear Andrew Chen, general partner at Andreessen Horowitz, talking about the changing landscape of customer acquisition. For Slack, that was clearly the engineering and dev communities, who love new tools. And it was very successful. We have a lot of people going to slack.com, and it’s very simple to start a team.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

SmartKarrot

FEBRUARY 16, 2022

She is active on LinkedIn, where she helps SaaS companies optimize their customer acquisition, demand generation, product positioning , and growth plans. He is known for his knowledge and expertise in SEO, SaaS demand, and paid customer acquisition. One of the top SaaS influencers is Dharmesh Shah , co-founder, and CTO of HubSpot.

VP of Engineering 10

VP of Engineering Scale SaaS Venture Capital 10

Mucker Capital

APRIL 6, 2023

If you're generating something that's brand new, like a brand new category, nobody understands about it. In my past roles at ACORN, GitLab, whenever I started as a head of growth, one of the data points I will look into is what's the percentage of new users coming back the second day or coming back second month?

Startup 52

Startup Scale CTO Hire Outsourced Development 52

Sales Hacker

OCTOBER 13, 2020

So for us it’s users, which drives our data and then employers, which ultimately will drive our revenue. And by the time the song comes out, you’re not even going to really appreciate it because you’ve written 20 new songs, and those are the ones that you can’t wait to hear.

Marketplace as a Service 94

Marketplace as a Service CTO Hire Sales Recruiting Data 94

OnStartups

JULY 7, 2021

Is your title CTO? Dharmesh: Yes, CTO. So doing that deal and bringing these guys in, are there any interesting observations or any entertaining little stories about either pre-acquisition or post that had to do with Sam and The Hustle? HubSpot has not done a lot of acquisitions in the past. So this is Dharmesh.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. In a new one, it was tough to keep up. Ross : Yeah.

Technical Advisors 158

Technical Advisors Scale Sales Hiring Sales Recruiting 158

SaaStr

SEPTEMBER 18, 2020

Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR. When we made the acquisition, I remember being in a meeting with our senior executives. About four months after we made the acquisition, we announced to the team we were changing the name.

Sales Hiring 244

Sales Hiring CTO Hire Scale Investment 244

SaaStr

APRIL 16, 2019

The catch was he had just moved his family four kids to New York city. We had no New York city presence. I had my CTO and everyone would be like, “You can’t do this. So, we decided to be flexible and through that we actually opened a New York office. Real connection, but there was a catch. This was a problem.

CTO Hire 157

CTO Hire Travel Underperforming Technical Team CTO Coach 157

Sales Hacker

SEPTEMBER 29, 2020

Major challenges facing a new CEO [19:40]. We went through an acquisition and we got bought. Sam Jacobs : Where are you on your revenue journey? I got into the game there, obviously went through the acquisition, that’s how we came up with the idea for the company. Show Agenda and Timestamps. Sam’s Corner [28:45].

Scale 107

Scale CTO Hire Scaling CTO Coach 107

SaaStr

MARCH 20, 2019

Prior to founding Twilio, Jeff was the Founder & CTO @ Nine Star Inc and enjoyed a spell at Amazon as a Technical Product Manager. Sameer joined the company in 2010, when Citrix acquired VMLogix, where he served as CEO and doubled revenues during each year of his tenure. One of them, I was the first CTO of Stubhub.

Underperforming Technical Team 124

Underperforming Technical Team Development Software New CTO 124

Intercom, Inc.

JULY 9, 2020

And I’m a writer of a newsletter called Tech Bound, in which I hone in on marketing strategies and customer acquisition. The customer or user acquisition strategy is product-led and follows this concept of land and expand. I first got started in SEO, I think at around 16 years old. I’ve always been a pretty curious kid.

Technical Review 199

Technical Review Scale Underperforming Technical Team Software Review 199

SaaStr

MARCH 3, 2020

So I worked for Jason Lemkin for about six years, half of which was EchoSign and the other half of which was Adobe post acquisition. From a like revenue growth in the early stage series A, like if you have a one to one sort of ARR to funding ratio, that’s great. New category. It’s not a good position to be in.

Sales Hiring 156

Sales Hiring Sales Recruiting Scale CTO Hire 156

SaaStr

APRIL 9, 2019

And also, we always prioritize the features requested by our existing customers over the new prospects. Mallun Yen : So, you were an engineer by training and then you became an engineering leader, as the CTO of Webex, and then you became a CEO. You know, earlier today we talked about creating a new category. Welcome Eric.

Sales Hiring 131

Sales Hiring Scale CTO Hire Marketing 131

SaaStr

APRIL 18, 2019

I remember when I was in business school the internet was brand new and back then the hero was Jerry Yang. We burned through $23 million in venture capital and only had 1 million in revenue to show for it. And even if you haven’t started a company, I remember my CTO for my first company BigMachines was Vic Austin.

Sales Recruiting 170

Sales Recruiting VP of Engineering Scale SaaS Payments 170