SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. How do you diagnose and solve churn? From a GTM execution standpoint, they weren’t focused.

Scale 245

Scale Sales Hiring Scaling Revenue 245

SaaStr

DECEMBER 13, 2023

A year ago, growth was at 48%. Customer Count Growth Driven in Large Part by Acquisitions There are only so many big banks to sell to, and nCino’s core customer count has grow slowly but steadily from 335 in 2021 to 428 today. But new products from acquisition have fueled the overall customer count growth to 1,858. #2.

Scale 321

Scale Banking Acquisition Cloud 321

SaaStr

JANUARY 31, 2024

billion of ARR last year, with a market cap of $25.7 Splunk’s core product is a platform for collecting and analyzing high volumes of machine-generated data. Over the years, Splunk has expanded its offerings through acquisitions and product development. Marketing or Sales? The second rule: Measure Everything.

Enterprise 267

Enterprise Scale Sales SaaS 267

User Pilot

JULY 13, 2022

Do you follow any product manager blogs? Would you like to discover new ones that will give you valuable insights into product management ? In our article, we introduce 20 of our favorite product manager blogs that every product pro should follow, regardless of their experience.

Technical Review 96

Technical Review Management Leadership Systems Review 96

SaaStr

AUGUST 19, 2023

Is a good product enough to win in the market today? In a world where traditional marketing is losing its edge and products are struggling to stand out, a thriving community is your biggest asset. We recommend them to any B2B company that is looking to launch or streamline its podcast production.

Software 212

Software Business Social Media Government 212

SaaStr

DECEMBER 19, 2023

So I know we’ve all become stock market, interest rate, ZIRP and fed experts over the past 24 months. So everyone has their crystal ball now on where the markets are headed in SaaS and for Cloud leaders. Third, the markets to me at least aren’t as rational as they look. Just as we were all geniuses in 2021.

Marketing 264

Marketing Cloud Trends Scale 264

SaaStr

FEBRUARY 5, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Dear SaaStr: Is It OK to Fly First Class to Close A Big 7 Figure Deal? SaaStr 630: Sales-led vs. Product-led? Balancing Hyper Growth with Risk: Secrets to Scaling with Brex’s COO and Alloy’s CRO 5. But Software?

Sales Recruiting 209

Sales Recruiting Sales Hiring Scale Venture Capital 209

SaaStr

DECEMBER 14, 2023

I t’s been a wild growth experience, and Google Cloud is considered the fourth or fifth-largest Enterprise company in the world. With the marketing team, there are a lot of the classic functions — brand marketing, product marketing, and partner marketing.

Cloud 259

Cloud Scale AWS AI 259

SaaStr

JANUARY 26, 2024

The Rise of One-and-Done Fundraising as a Vibe Founders will get back to only planning to raise one round to truly get to product-market fit for real. Slower Growth in SaaS is Internalized. The tougher times for many in 2022 and 2023 has led many to internalize slower, more efficient growth. A related post here. #2.

SaaS 251

SaaS Startup Scaling Product Marketing 251

SaaStr

OCTOBER 27, 2023

Jason re-takes the stage in Part 2 of the series to answer questions about the right time is to invest in a new product line, building vertical vs. horizontal, multiples in 2024, and much more. Q: When Should A Slow Growth Company Hire a Head of Sales? As product builders, we enjoy horizontal products,” says Lemkin.

Sales Hiring 258

Sales Hiring Scale Venture Capital Generative AI 258

SaaStr

JANUARY 17, 2023

What is the right Go-To-Market strategy for a startup getting out of the gate? Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer during this week’s Workshop Wednesday — held every Wednesday at 10 a.m. At Harness, Eubanks leads go-to-market.

Startup 246

Startup Sales Sales Funnel Education 246

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. But to develop a GTM strategy, you must have Product Market Fit.

Scale 251

Scale Sales Hiring Scaling Outsourced Development 251

SaaStr

MARCH 22, 2024

The Worst Days of a CRO The job of CRO is a tough one, with lots of natural tensions in place between sales and marketing, sales and product, etc. For Erica, the bad days are when they’re not executing or achieving growth the way they want. Each of these CROs describes what their worst day is.

Scale 261

Scale Underperforming Technical Team SMB Finance 261

SaaStr

OCTOBER 25, 2023

But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. Because there are few things worse than closing a customer that never actually uses your product. The Big Growth Today is In $50k+ and $100k+ Customers.

SMB 268

SMB AI Onboarding Cloud 268

SaaStr

OCTOBER 23, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: CB Insights: Yes, Venture is Down. SaaStr 599: Growth vs. Efficiency: How to Weatherproof Your SaaS Startup for Tougher Times with Point Nine Founder and Partner Christoph Janz. ? ?. SaaS Multiples Are Down 75% From a Year Ago.

CTO 199

CTO Scale Business Model Retention 199

SaaStr

DECEMBER 14, 2022

By 2021, the market witnessed a frenzied phase to add point solutions. An SMB had, on average, 248 business applications—a volume that proved necessary to keep up with the explosive growth of customers in the new digital era. Think of free products as the front door for your product. This pace cannot be sustained forever.

Scale 240

Scale SMB Scaling Innovation 240

SaaStr

NOVEMBER 3, 2023

We’ll share the answers in today’s brand new episode of CRO Confidential, where our host Sam Blond, partner at Founders Fund, sits down with Toast CRO, Jonathan Vassil to talk about their proven customer acquisition strategies that led to its record-breaking growth. That means they still have 85% of the market left to tackle.

Payment Methods 210

Payment Methods Acquisition Scale Payments 210

SaaStr

SEPTEMBER 20, 2023

SVB collapsed, market multiples are down, yet the IPO window is re-opening, and we have a platform shift to AI that’s exciting everybody. 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. Let’s find out.

Cloud 267

Cloud Payments Software Review Payment Solutions 267

SaaStr

AUGUST 29, 2022

VC State of the Market with SaaStr’s CEO and Cowboy Ventures : Hear from SaaS VC legend, Aileen Lee , and SaaStr’s CEO Jason Lemkin on the current state of VC and what you need to know for 2023 and beyond. Scaling Revenue in 2022: What’s the Same and What’s Different?

Scale 263

Scale Sales Hiring Marketplace as a Service B2B 263

User Pilot

NOVEMBER 2, 2023

How is marketing-led growth different from product-led growth and sales-led growth? You will also learn how to choose the right growth strategy for your SaaS and how to leverage marketing-led growth to achieve your business goals. What is marketing-led growth?

Strategy 96

Strategy Marketing Social Media AI Search 96

Subscription Flow

APRIL 23, 2024

Invest in the right billing and subscription-management software to automate your workflows after carefully assessing three of the best options in the market. Understanding Paddle in 2024 Catering to more than 3000 SaaS clients in over 200 markets, Paddle is a market-leading billing and revenue management software.

Payment Solutions 81

Payment Solutions Payments Payment Services SaaS Payments 81

SaaStr

JULY 21, 2022

They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit. VC State of the Market with SaaStr’s CEO and Cowboy Ventures. Scaling Revenue in 2022: What’s the Same and What’s Different?

Venture Capital 272

Venture Capital Enterprise Cloud Pricing 272

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? The warning — You have to be patient.

Scale 205

Scale Enterprise readiness compliance Enterprise 205

SaaStr

MARCH 19, 2024

His day-to-day role as a first-time founder involves a lot of work around creating and building the MVP product and filtering out all of the noise in this SaaS ecosystem. Now, Jeff shares five themes and his lessons learned over the past 6-8 months as a founder vs. an operator. #1: 2: Product As an operator, you’re given a playbook.

Headcount 221

Headcount Scaling Finance Engineering 221

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Do we need to make any product changes?

Scale 199

Scale Strategy Marketing Sales 199

SaaStr

MAY 10, 2023

And second, it’s similar to the apps many of us build, sell, and market ourselves. And while that growth level is a bit off the crazy pace of 2021 , it’s still mighty impressive in the current macro environment. Combining Strong Growth With A New Level of Efficiency. We all at least sort of know HubSpot.

Scale 273

Scale SMB Headcount New CTO 273

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Market Fit. Can your product solve more of their problems?

Scale 317

Scale Scaling Technical Review Systems Review 317

SaaStr

JANUARY 24, 2023

As SaaS founders are looking to scale and raise funding, it can be confusing and stressful to navigate in the uncertain market of the past few years. In the SaaS space, revenue growth was the king of metrics for many years, but that has changed. Valuations have dropped, and investors are more selective with their capital.

Scale 234

Scale Scaling Software Review Operational efficiency. 234

SaaStr

JANUARY 3, 2024

“He was doing a freemium product and I was like ‘Why don’t you just walk into an Adobe or a Cisco and just close a six-figure deal? Even if your product’s not there, they’ll buy from you.’ So how do you market to these two radically different segments that still need the same product?

AI 152

AI SMB compliance Sales Hiring 152

SaaStr

JUNE 29, 2023

As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. They review the changing market, buyer trends, and tips for the road ahead. Less investment and reduced funding have caused serious market ripple effects.

VP of Engineering 261

VP of Engineering Trends Cybersecurity Sales Hiring 261

User Pilot

JUNE 13, 2022

Are you looking for the best SaaS blogs and influencers to follow in 2022? We curated a list of the best SaaS blogs and influencers to help you learn more about SaaS and increase your revenue. We covered the best blogs on SaaS growth, product marketing , UX analytics, venture capital, and sales.

Venture Capital 52

Venture Capital SaaS Data Scale 52

SaaStr

AUGUST 30, 2021

Started 10 years ago as “Freshdesk” and a low-end / SMB helpdesk to rival Zendesk, Freshworks has since expanded its product footprint across IT management (Freshservice) and CRM (Freshsales) to a stunnning 49% growth rate at $350m in ARR. And even bigger customers now are driving the fastest growth.

Scale 357

Scale SMB Scaling Subscription 357

OPEXEngine

JUNE 11, 2020

Every few months I take a look at the top read blog posts on OPEXEngine, to make sure I have a solid understanding of the topics that you are looking for more insight on. As a result, I decided to share with you a few of our Not-to-be-Missed blogs. Best SaaS Blog Posts You Shouldn’t Miss. What are some of your faves?

SMB 59

SMB SaaS Benchmarks Subscription 59

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. Growth was slowing.

Scale 238

Scale Strategy Scaling Outbound Sales Team 238

SaaStr

APRIL 19, 2023

And it indeed has strong market share there. Software subscriptions are only growing 9%, vs. 41% for payments / transaction revenue. #2. Driving up ARPU at scale key to growth with SMBs. Growth Despite Flat Customer Locations. Billion (USD) market cap leader. And perhaps the one we know second-best is Square.

Payment Solutions 258

Payment Solutions Point of Sale Payments SaaS Payments 258

SaaStr

JUNE 8, 2022

Growth has for now slowed to 12% overall during the “Covid Hangover” — down from a crazy 396% during Peak Covid — but Enterprise is growing 31%. Sales & Marketing Spend Still Tiny at 25%, But Up From 20% As Zoom Goes More Enterprise. Multi-product expansion is in full force now, but probably a little late.

SMB 295

SMB Enterprise Engineering Scale 295

SaaStr

FEBRUARY 14, 2023

The current public market environment might look like a great SaaS crash for many people. It’s a leveling out from a period of explosive growth. Why is this market different than others? Growth Is Still Number One Growth is still the number one metric, but it’s not the only one. In reality, it’s not a crash.

Metrics 228

Metrics SaaS Marketing SMB 228