SaaStr

MAY 31, 2023

Billion in ARR, but customers are trying to reduce their spend or at least slow the increase in spend. More evidence of customers, especially big customers, trying to control spend more aggressively. More evidence of customers, especially big customers, trying to control spend more aggressively. Billion in ARR.

Headcount 207

Headcount Scale Sales Hiring AWS 207

SaaStr

JULY 5, 2023

MongoDB is one of those that just has never stopped, although as we’ll see below, even they have seen more cautious buying from their customers. I like this chart a lot showing both the awesome power of high NRR, and also how you have to invest in customers that scale with you over time. New Customer Count Up 24%.

Scale 188

Scale cloud efficiency Cloud Business Model 188

SaaStr

FEBRUARY 23, 2022

Oh wow, Twilio. and just — wow. Let’s see how they do it. Let’s see how they do it. So it’s helpful to track how Twili is doing, and they are continuing to go more and more global. We talked with CEO Jeff Lawson below way back in 2017 about how to go multi-product.

Scale 213

Scale Cloud Scaling Acquisition 213

SaaStr

APRIL 30, 2022

Maybe the most jaw-dropping is just how fast the top SaaS and Cloud leaders grow … at $1 Billion in ARR. Thank you to our customers, partners, and Twilions worldwide on another quarter of continued strong growth. The average SaaS leader grows almost 60% (!) at $1B in ARR: Of course, not everyone is going to get to $1B in ARR :).

SaaS 335

SaaS Cloud Trends Revenue 335

SaaStr

AUGUST 31, 2022

100k+ Customers are Now 50% of Revenue — At $1B in ARR. It’s $100k+ customers are now the fastest growing segment, and more than half their revenue is from these bigger customers. Still, it’s big customers are barely 1% of its customer base of 151,000. #2. No downturn, no slow down.

Scale 269

Scale Cloud Revenue Scaling 269

SaaStr

MARCH 15, 2023

Almost 700 $100k+ Customers — Up from 283 24 months ago. That’s 10% of its Customer Base. GitLab remains committed to its Free tier and smaller customers, but its $100k+ deals fuel the big growth. Almost 700 of its 7,000 customers pay $100k or more: #2. Wow, what a run GitLab to $500,000,000 in ARR.

Leadership 243

Leadership Pricing Scaling Startup 243

SaaStr

NOVEMBER 22, 2019

The customers are there. A different way to look at it is to start with how many SaaS companies are already at $1b ARR or coming close to it. Gartner has its latest Cloud report out , and while one can always pick at any report, it’s at least a well-resourced and reasoned source on the size of SaaS and the Cloud. Carpe Diem.

SaaS 308

SaaS Cloud Business Scaling 308

SaaStr

JANUARY 10, 2024

Selling to “normal industries” outside of tech as customers is a theme here. E.g., Monday’s growth has held up much better than competitors like Asana and Atlassian which have much more customer concentration in “tech” #2. in ARR now. And it’s a great story of going long. Not Procore.

Scale 214

Scale Payment Services Payment Features Construction 214

SaaStr

JANUARY 19, 2022

Ok 5 Interesting Learnings on how they accelerated growth at scale: 1. Somehow, we find a way not to saturate our markets, our customers, and our total potential deal sizes. Asana’s ARR has gone up in all categories, from 140% to 145% for its $50k+ customers, 130% for $5k+ customers, and from 115% to 120% overall.

Scaling 258

Scaling Enterprise SaaS Marketing 258

SaaStr

MARCH 1, 2022

30% New Customer Growth Fueling 37% Revenue Growth. Atlassian isn’t just “riding” on its existing customer base to grow. It’s new customer base is growing at a very impressive rate at $4B in ARR. Atlassian added 50,000 new customers last year. #2. 5 Interesting Learnings: #1. Just incredible.

Scale 303

Scale Marketplace as a Service Headcount Cloud 303

SaaStr

APRIL 6, 2022

It reached a peach of 189% in Q3’20, but nevertheless it’s breathtaking how long Snowflake has been able to maintain this epic engine of growth. #3. 1M+ Customers Remain the Fuel for Growth. 1M+ Customers Remain the Fuel for Growth. It hasn’t really slowed down! Billion in ARR, it’s still growing 102%.

Cloud 282

Cloud Scale Engineering Revenue 282

SaaStr

APRIL 13, 2023

Diversity of vendors and customers. NRR staying high at 135% for bigger customers (although down from 145% at $400m in ARR) and 115% overall. NRR staying high at 135% for bigger customers (although down from 145% at $400m in ARR) and 115% overall. Its 500+ $100k Customers Are Growing The Fastest — By Far.

SMB 244

SMB Outsourced Development Enterprise Scale 244

SaaStr

JUNE 22, 2022

It’s closing new customers even faster (86%) than its ARR is growing (51%). New Customer Count Growing as Fast as Revenue. HashiCorp’s customer count grew 86%, from 1,736 to 3,240. A gradual approach to bigger customers, but one that doesn’t cut off its open source and open roots. #3. A bright future, indeed.

Scale 247

Scale Cloud Scaling Revenue 247

SaaStr

DECEMBER 15, 2022

“SaaStr’s Revenue Confidential with Rippling VP Sales Matt Plank and Founders Fund Partner Sam Blond “ A deep dive on how Rippling has really scaled its sales engine. #3. ” A great look at how to leverage a PLG motion at scale. #4. ” A great look at how to leverage a PLG motion at scale. #4.

Scale 188

Scale Scaling Engineering Acquisition 188

SaaStr

FEBRUARY 3, 2021

Okta is one of the more interesting Cloud and SaaS leaders, growing from its early roots as one of several Cloud identity vendors, to the break-out leader, to expanding its product profile to developers and customer identity, and more. New Logos / Customer Count Still Growing 27% at ~1B in ARR. we can assume they are past $1B ARR now.

Outsourcing Services 250

Outsourcing Services Outsourced Development Cloud Scaling 250

SaaStr

APRIL 24, 2021

Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. First, Snowflake rolls its large customers into fixed comittments (as does AWS and many others), and bills them in advance. If you get to 162% NRR, who really cares how you get there. Well of course it does. Only half does.

Merchant Services 359

Merchant Services SaaS Payments Payment Solutions Payment Services 359

SaaStr

OCTOBER 5, 2022

International Customers Are > 50% of Business. So localize early, especially if you see even a small concentration of customers in a geography! Today, 54% of HubSpot’s customers are International. #4. So there are so many interesting things everyone selling to SMBs can learn from HubSpot. 5 Material Products Now.

Scale 272

Scale SMB Scaling B2B 272

SaaStr

SEPTEMBER 7, 2022

Big customers, buying more and more, is the fuel for PagerDuty’s growth today. 5% YoY customer growth + bigger deals + 124% NRR … fuels 34% annual growth. PagerDuty isn’t adding a ton of new smaller customers, but it’s added 140+ $100k+ customers this past year. 5 Interesting Learnings: #1.

SMB 223

SMB Enterprise Revenue Scale 223

SaaStr

OCTOBER 19, 2022

34,000 customers, so about $35,000 a year per customer. million persons employed by our clients”, so maybe that’s on average 160 employees per customer. #2. Paycom really knows how to generate cash, while still growing. I don’t really know as much about them as I should. They are at $1.2B The secret?

Scale 272

Scale SMB Engineering Cloud 272

SaaStr

MARCH 9, 2022

But it’s a great case study on how nailing a niche, and staying focused on a core ICP in a huge market, can pay off. DigitalOcean is growing an impressive 37% at $500,000,000 in ARR, and staying very SMB with 600,000+ customers, but still driving deal sizes up a bit. They are only 15% of the customers, but 83% of the revenue.

Azure 219

Azure AWS SMB Cloud 219

SaaStr

AUGUST 23, 2021

I love seeing how they present both side-by-side. But they don’t have that much more to sell to their customer base, leading to a relatively low NRR/Dollar Renewal Rate ratio. #2. I also love how this chart is presented, and it’s what so many of us really see with NRR of 110%+. But they never quit.

Scale 264

Scale Scaling Enterprise Cloud 264

SaaStr

DECEMBER 8, 2022

While not a surprise, it was very helpful to hear Yamini share just how much their sales motion has changed since the Q1’22 — as it has for most of us. While not a surprise, it was very helpful to hear Yamini share just how much their sales motion has changed since the Q1’22 — as it has for most of us.

Scale 243

Scale SMB Scaling Customer Success 243

SaaStr

AUGUST 10, 2022

2000,000 Cloud Customers with an NRR of 130%, and 140% from “Large” Customers. 20% growth in customer accounts leads to 36% revenue growth. Atlassian has healthy customer growth at $3B+ ARR. Atlassian's customer count is still growing an impressive 20% as year even at $3B in ARR. And a few more: #6.

Scale 232

Scale Headcount Cloud Business Model 232

SaaStr

JANUARY 8, 2021

While ARR is still “only” $600m, the growth numbers seem to justify the incredible revenue multiple: 115% YoY growth at $600m ARR (wow!) and 162% NRR (wow!): Net net, if your customers want to buy in a consumptive vs. recurring fashion … let them. 3,500+ Customers, But 65 $1M+/year Customers.

Cloud 192

Cloud Subscription Payment Features Enterprise 192

SaaStr

MAY 4, 2021

And Five9 has grown from just 3 $1m ACV customers in 2014 to 91 today: #2. How about you? Five9 is a $12B SaaS company many of you haven’t heard of, but it’s an interesting beneficiary of Covid in many ways. While we all saw Zoom and Shopify explode during Covid, Cloud call centers boomed just as much. 12 Billion!

Systems Review 341

Systems Review Technical Review Software Review Cloud 341

SaaStr

JULY 8, 2022

How Leveraging Partnerships Can 2x Your Growth with Gorgias CEO Romain Lapeyre. Half of Gorgias’ almost 10,000 SMB customers come from partners. Here’s how they do it. #5. How To Innovate Faster with Community: Insights From GitLab CEO Sid Sijbrandij. We’re all watching more YouTube now!

VP of Engineering 242

VP of Engineering Scale Outbound Sales Team SMB 242

SaaStr

JUNE 29, 2022

It’s moved beyond its tiniest customers, of an ACV of < $1k, but other than that, it’s going upmarket without giving up its SMB roots. 1m customers are the fastest-growing segment of all. Zendesk has 62,000 customers that pay $1k a year or more, but it’s $1m+ ACV customers are up 65%. in ARR: #1. $1m

SMB 270

SMB Scale B2B Metrics 270

SaaStr

MARCH 29, 2021

But our expectations of how quickly they deliver, and how they deliver, are almost always not met. Take your existing sales cycle — and double it in terms of how long it will take to generate revenue from and with partners. You already know your customers and how to close them. And it has been since 2017 or so!

Payments 287

Payments Payment Solutions Payment Services Investment 287

Totango

MAY 31, 2022

Many organizations rely on quarterly business reviews (QBRs) as their dedicated opportunity to check in with customers and ensure their needs are being met. At Totango, we understand that this ability to quickly and effectively gather and communicate information is at the heart of customer success – both internally and externally.

Business 83

Business Customer Success Communication Enterprise 83

SaaStr

MARCH 13, 2021

Today, MongoDB has 24,800 customers generating almost $700m in ARR, growing a stunning 39% year-over-year. That’s an impressive distribution, with almost 100 $1M+ customers now, and an average customer paying about $30,000 a year. 98 $1M+ ACV Customers, Up from 62 a Year Ago. E.g., running across multiple clouds.

Scale 304

Scale Outsourced Development Cloud Scaling 304

SaaStr

DECEMBER 19, 2019

It will really, really show you how power laws kick in with recurring revenue models. Freemium remains the source of 60% of HubSpot’s customers, even at almost $1b in ARR. 60% of Hubspot’s customers are still starting off in a free trial or free product. HubSpot sells to what it calls mid-market customers.

Outsourcing Services 328

Outsourcing Services Scale SMB Pricing 328

SaaStr

JUNE 8, 2022

These things are fascinating to me, and probably to other marketers, but they just don’t have the “wow” factor of Doritos’ latest Super Bowl ad, or whatever new TV show Netflix is plastering on trains and buses. There are many businesses where almost any customer conversation can make or break the relationship. Can you imagine?

B2B 258

B2B Branding Marketing B2C 258

SaaStr

FEBRUARY 26, 2021

You need customers. Knowing your CEO has your back, for me, wow. You need to know how to interact and collaborate with engineers and product managers. Brendon Cassidy, my VP of Sales wrote a version of this piece a while back. It had 2,398 likes and clearly hit a chord with people. It isn’t going to work in a startup.

Sales Hiring 287

Sales Hiring Sales Recruiting Startup Sales 287

SaaStr

DECEMBER 31, 2021

I met with the VP of Marketing of a medium/large SaaS company, with 100,000+ VSB customers, that then went on to be acquired for nine figures. So maybe of our 100k customers, we’d eventually — after time — get 1,000 paying customers. Salesforce has maybe 150,000 distinct customers. (A ” Yikes.

Acquisition 202

Acquisition Revenue SaaS Engineering 202

SaaStr

JANUARY 12, 2021

The CEO basically is the VP of Sales and Revenue and Customer Success, with maybe a junior resource or two helping. That those few bigger customers and a growing pipeline really need a true, experienced customer success team around them, not just some kid hacking it. ARR), or getting close to it, or a bit beyond; and.

Sales Hiring 265

Sales Hiring Scale Marketing Sales 265

SaaStr

MARCH 15, 2021

Wow there was a lot going on at SaaStr last week with SaaStrBuild.com 2021 and more! “Demo-Driven Revenue Acceleration: 3 Ways to Use Product to Engage and Scale with Demostack” This session on how to really do demos proved pretty popular. #3. Here’s what everyone was most watching the past week: #1.

Cloud 140

Cloud CTO Scale Venture Capital 140

SaaStr

APRIL 7, 2019

These options can be particularly appealing to SaaS companies with their recurring revenues: For now, hybrid cloud is what a lot of the biggest enterprises still want: Wow, Apple Music passes Spotify in the U.S: Join our Quora group to get all of The Week in Cloud updates throughout the week. They accelerated its growth.

Cloud 152

Cloud AWS Enterprise SaaS 152