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Alex Rosenblatt was the first marketing hire and Chief Marketing Officer at Datadog, all the way through IPO and beyond. He spent over eight years scaling their marketing from zero to supporting a multi-billion dollar public company. He came to SaaStr Annual to share his top learnings scaling Datadog’s GTM.
With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. His view is your sales team teaches your customers how to get value out of your product.
The 40% Problem: How AI Will Finally Fix Sales Coverage and Customer Face Time A wake-up call from HubSpot’s CEO Yamini Rangan on why your sales team is failing 60% of their accountsand how AI will change everything There’s a brutal truth about B2B sales that most founders refuse to acknowledge. Forty percent.
The very best companies lead their customers in that dance. They use pricing as an offensive tool to reinforce their product’s value and underscore the company’s core marketing message. Startups operate in newer markets where pricing standards haven’t been set. Penetration prioritizes market share.
Starting and scaling a software company was really hard. Starting and scaling a software company was really hard. If you wanted to scale users and growth, you needed to scale a physical data infrastructure footprint. ” This used to be how companies scaled! It wasn’t very elastic. What does this mean?
100+ scale-ups and start-ups showing you how they do it! With 1:1 Meet-a-VC matchmaking and curated sessions, youll have unparalleled access to the capital you need to scale. From seasoned founders to rising stars, every session is handpicked to deliver actionable insights and real-world strategies to help you scale faster.
This post is an adaptation of a talk I recently gave at the Amazon Web Services (AWS) community day event in Dublin about the technical strategies I’ve experienced that don’t work and the ones that have helped us to grow and scale at Intercom. At Intercom, we’ve found success running Lambda as glue code between AWS services.
Technology Alliances: The tech alliances offer important integrations, especially critical for ServiceNow’s target market of enterprise customers. Examples include AWS, Adobe, Microsoft, and Google Cloud. This early phase is where you’re still looking for that perfect product-market fit and scaling the product to market.
The team is typically highly cross-functional, working together with sales, product, engineering, and marketing, and the goal is to help the other teams make better decisions through data and financial modeling. You must build a lean, impactful team to help your business scale. Sign up for free HERE !
But even there, to truly scale, they went more enterprise and built out a full enterprise sales and marketing function. What works to get you leads? The next 5 also always work, but you need someone in marketing that’s done them well before to own them: #1. And invite all your prospects and your customers.
Dear SaaStr: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. Concentrate leads in those who can close. Leads are too precious. Not to save money, but to concentrate the leads you do have in those that can close them. Let them go.
Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks.
This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. AWS’s marketplace has seen 1.5 Rico Mallozzi, Sr.
Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups. Ideas Are Cheap.
And no, this wasn’t all because of leap year last year (that would only account for a ~3% delta at most) The Hyperscalers (AWS, Azure, Google Cloud) also declined net new adds year over year, but not by as much. What I’ve shown below is the market-adjusted stock price reaction. Let’s get into some high level data.
In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. Salesloft, partner marketing, customer marketing, and more. Sydney pulled someone from Salesloft with a product marketing background who understands operations, running programs, and being strategic.
With so many incredible sessions to choose from, we thought we’d highlight a few for you here: Building & Scaling Global Product Teams. Why Customer Success and Product Should be Best Friends: Lessons Learned with AWS’ Head of Customer Success Harini Gokul. Why Customer Success and Product Should be Best Friends.
Recently, we welcomed Lisa Lawson to SaaS Office Hours to talk about building a channel go-to-market strategy for SaaS companies. To make a partnership successful, your startup will need to teach another sales team to sell your product. The sales team asks for more leads. Here are my notes. Where to Start. Where to Start.
The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them. Copy your entire product.
In this post , SaaStr Founder and CEO Jason Lemkin shared five super simple ways to generate more leads and grow your company that always work. Now, he has five more marketing strategies that are sure to generate more leads if done right. If you aren’t spending money on marketing, it’s time to step it up. It’s too much.
So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process. So, what’s new at ZoomInfo?
Prior to HashiCorp Adam was the Head of Worldwide Developer Marketing at AWS and held senior positions at Pivotal, VMware, and SpringSource. My partner Astasia Myers will be leading the discussion. With two decades of experience, Adam is well-versed in developer evangelism.
In 2006, after Amazon Web Services (AWS) helped pioneer what we now call the cloud, product development changed forever. Today, one-third of daily internet users visit websites built on top of AWS. AWS is now an $11.5B Working backwards isn’t a silver bullet that guarantees you success on the scale of AWS.
With the marketing team, there are a lot of the classic functions — brand marketing, product marketing, and partner marketing. When it comes to marketing Workspace, Alison shared they’re double down on showing off the value off of Duet AI, Google Workspace’s AI assistant.
When payment partners fail to adapt to player demand and scale quickly, players leave your web shop empty handed, creating dissatisfaction that could have been prevented. We empower you to offload the complexity of global payments, sales tax and VAT compliance, player payments support, and more.
Call me when it scales.” So if you start an online shop, offer products at a loss, get listed on some of the biggest comparison shopping sites and do some affiliate marketing, you can easily get to tens of millions in revenue. Now let’s talk about SaaS. Every founder who accomplishes this deserves a huge amount of respect.
So we’ve had a lot of fun in our 5 Interesting Learnings profiling the top SaaS and Cloud companies at scale, from Slack to Zoom, from Shopify to Datadog, from Box to DropBox. But are AWS, Azure and Google Cloud just too big for us to learn from? And it’s gone much more aggressive in its sales motions.
Why did sales-driven Qualtrics get to $100m+ in ARR without ever raising a nickel, and generating more than $20m a year in free cash flow ? Does it cost so, so much to host a few million lines of code on AWS? Sales, done right, should be accretive (although expect sales efficiency to ultimately decline post-Initial Scale).
1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. He had a friend help him hire an email marketer to send ticket emails to the events. There’s no choice. Working hard.
Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: It’s Now Year 2 of the Venture Downturn Clawbacks and Tracking-to-Cash: Two Sales Management Tools to Be Thoughtful With 8 Things That Are Just Harder in SaaS Now Tier 1 VC is Great. But More Money May Be Even Better. What’s Holding Up Buyers?:
If you don’t think you need a great VP of Sales, Product, Marketing, Customer Success, and Engineering — then all that all that means is you’ve never worked with a great one. Head of Marketing – Where Can I Settle? Here again, we have the same problems as the Customer Success lead hire, but worse.
CloudKeeper from TO THE NEW, is a cloud spend optimization solution that guarantees to cut down your AWS bills by 5-15%. With CloudKeeper, we have helped 200+ of our customers optimize their AWS spend with a guaranteed reduction in their AWS bills. No lock-ins. Savings from Day 1. RI pricing for On-demand usage.
Overall Cloud spending has bounced back off lows for sure: AWS at a $105B run rate growing 19% Quarterly YoY growth trends below. Yes, AI has fueled Nvidia and Google Cloud and Microsoft and AWS to massive growth, and growth that has accelerated the past few quarters. OneStream had an epic SaaS IPO at $500m ARR, growing 34%.
So there was a quiet SaaS IPO you may have missed in the craziness of 2021 — SEMRush, a tool your marketing department quite likely uses to keep track of the performance of your SEO and marketing site. It’s tough out there in the public markets, folks. Still, always helpful to see how any leader does free to paid at scale.
Instead, we’re entering an exciting new moment in marketing where AI tools not only have the ability to free up humans to do the best work of their careers, they are helping companies reach their customers in a highly personal and engaging way. Thankfully, no such Armageddon is on the horizon. billion to $3 billion. billion to $3 billion.
Even If It’s Awful for Series A-E Rounds. SaaStr 628: Revenue Alignment: How to Pull Marketing, Sales, and Customer Success Together with Divvy CRO Sterling Snow 2. SaaStr 629: CRO Confidential: Sales Recruitment in 2023 For Candidates and Hiring Managers With Flexport’s Ben Braverman 3.
Salesforce and Marc Benioff at first said the core market, security identity, was too small of a market. Seat Contractions Have Brought NRR Down From 120% to 111% While 111% NRR is still quite an engine at this scale, the drop in NRR from seat contractions explains a good chunk of the headwinds Okta has seen. #2.
70% of customers are in the Enterprise and mid-market space, and 30% are SMBs. Customers range from AWS skills-builder platforms with billions of users to Zoom using it for customers and employees. The LMS market segment is big, and Docebo thinks about it in two folds. market is double the size of the internal one.
An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. Four, people in the sale? Kristen Habacht: Well, there’s none in sales.
For instance, AI-driven solutions now assist with writing code, generating marketing copy, analyzing medical images, and more. tech giants (OpenAI, Google, Microsoft, Meta, Amazon) dominate the market: for example, OpenAI launched 7 major new models in 2024 and 5 in 2025 and Google did 6 in 2024 and 7 releases in 2025 till june 2025.
But these days, there are so many innovative and impactful tools that can massively streamline your workflows and help to set you up for success as you scale. This is especially important for small teams, where you need to operate at a scale far beyond your headcount (without burning out your team by working around the clock).
I have a strong, semi-proven thesis that in SaaS, market size doesn’t matter that much … at least in the traditional top-down sense. Yes, many of the big winners in SaaS entered already large markets, from CRM (Salesforce) to ERP (Workday) to Collaboration (Workday, Asana). How can that scale over time?
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