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And more importantly, revenue and user growth that is accelerating at scale. They were two developers who had lived through the nightmare of subscription infrastructure while working at Elevate. The Problem Was Real: Apple and Google’s app stores weren’t giving developers the data they needed.
The AI-Native CRO: How Revenue Leaders Must Evolve or Risk Obsolescence 4 Top Learnings for Revenue Leaders 1. By the end of this quarter, team members who aren’t genuinely AI-curious should be let go. The 50/50 Team Is Coming Fast. CROs will need to manage teams that are 50% AI agents and 50% human by end of year.
Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us on a SaaStr Workshop Wednesday share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. “Some teams consistently sold more enterprise SKUs, others had high volume but low ACV.
If you’re skeptical about AI in sales because of hallucinations or poor experiences, Lemkin suggests it’s likely because you haven’t seen a well-trained AI. While not replacing the absolute best humans, they’re better than 90% of the team. Training takes work, but the results are game-changing.
On the topic of building SaaS companies, Henry kicks off the conversation with: “I think a lot of bootstrapped founders who are less capital infused have to actually be great at developing their people. I bootstrapped ZoomInfo to 25 million in revenue. You need to be evaluating your team 100 percent of the time.
The Infrastructure Bypass Midmarket software companies are caught in a “pressure cooker” with fast-moving AI startups developing applications far more rapidly than traditional software companies on one side, and tech giants investing billions in proprietary AI tools on the other.
Here’s what it really took for Attentive to go from $0 to $500M ARR in just 7 years, sending over 32B text messages and generating $20B+ in revenue for their 8,000+ customers. CEO Amit Jhawar joined us at SaaStr Annual for a deep dive: 1. Solve The Hard Problem First And Patent It The first key insight? Black Friday playbook) 3.
AI is Eating SaaS Budgets : Companies like Cursor are generating massive revenue by replacing traditional SaaS workflows entirely. Companies like Cursor are generating massive revenue by directly replacing traditional B2B and SaaS workflows. Weak players get acquired or shut down. What This Means for B2B Leaders 1.
✨ Lemkin (@jasonlk) June 23, 2025 The $10M-$100M ARR Sprint: How Replit Became the Fastest-Growing “Vibe Coding” App (Or One Of The Fastest) A deep-dive into the AI development platform wars and why Replit’s 10x growth in 5.5 And allowing more experienced developer to ship far, far faster. 2023 : $2.4M
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. Think about that for a moment.
Okta’s VP of Engineering, Monica Bajaj, and Senior Director of Platform Product Marketing, Priya Ramamurthi, share Okta’s playbook to PLG, developer experience, and Enterprise ARR. How do you build a stellar developer experience and continue to scale when the user base skyrockets overnight? Let’s start with product-led growth (PLG).
Dear SaaStr: What are The Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue? Then, you’ll have enough folks and experience to put a small team on a new initiative / segment / market. Micromanaging Your First (and Second) Management Team. Bad operational model / misunderstanding the burn rate.
Jameson Yung, SVP of Sales at Gong, and Sam Blond, Partner at Founders Fund and previous CRO at Brex, share five tactical ways to get back to growing and hitting revenue targets. The days of working a little for big returns are behind us in the Boom of ‘21, so what can you do to start hitting revenue targets? #1: Revenue matters, too.
In today’s dynamic SaaS landscape of hyperfuncational SaaS, the journey of building a product that customers adore, while simultaneously scaling revenue to nearly $1B, is still quite a feat. Not only is Klaviyo a rocketship but also the first to IPO in over 2 years (since December 2021) when it went public in September of 2023.
The $100 million in Annual Recurring Revenue (ARR) mark is a magnificent milestone for companies that indicates sustainable business growth. Scalability is about capability, so businesses need to understand whether they have the capacity to grow and whether their infrastructure and team can accommodate growth. Creating a category.
Be prepared to talk about the team youve builtwho you hired, why you hired them, and how they performed. Be ready to share specific examples of how youve developed and executed sales strategies that drove revenue growth. Talk about how youve taken small teams and turned them into revenue machines.
With 10+ years as a CMO at companies ranging from $1M to $1B in revenue, another 10+ years as CEO of companies in the $0-$100M range, and extensive experience as an independent director on startup boards, Dave offers a 360-degree perspective on marketing’s role in SaaS success. . But there’s a better way.
Recovery from COVID has taught us that adapting and learning how to thrive in new ways in the face of change, whether good or bad, can lead to exponential growth. . He highlights the three key strategies that helped TripActions scale and boost their revenue. Develop a well-defined vision. Do not waste time developing a Plan B.
While competitors invested in huge sales teams, Atlassian actually restricted direct customer interaction. The “Feature Request Arbitrage” Strategy Hidden gem in their marketplace origin: They turned their biggest product weakness (feature request backlog) into their greatest strength.
You know how everyone says you'll never look and wish you'd kept a bad VP as long as you did? Because to scale, you are going to need to add a true management team, and then a second one, and then layers of management. The fewer weak hires they continue to make. The less they slow down feature development.
Developers act, think, and behave differently than your average customer. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Developers haven’t typically been the buyers in enterprise software, so why should you build for developers?
If you own a SaaS or other digital product business such as a Slack plugin, Chrome extension, online publishing business, mobile app, or even a blog and youre looking to exit, you may have a lot of questions about how best to go about it. So, hey Jesse, I like the look of your blog, can I buy it? I’m your host, Jesse Paliotto.
How should you handle presenting challenges to your C-suite team when you’ve just joined the company? 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. The bad news is it wasn’t driving the results they wanted.
So let’s take a look back to a deep dive with the CEOs on what they learned building their first senior teams: ———-. As a founder/CEO, building your first management team is something that you often lose sleep over. What makes you feel that you need to level up your management, set up your first management team?
” Cross-selling generates $5M+ in new monthly revenue – Rippling’s cross-sell motion alone drives over $5 million in net new ARR each month before counting any new customer acquisitions. Sales Organization Structure Conrad reveals his preference for dedicated sales teams for each product, despite internal disagreement.
Everyone wants “multiple revenue streams”, even if that means doing none of them as well as they could if they focused. If a VP of Sales has a $500k+ OTE and a big team to manage, does it even make senses to sell courses on the side? I don’t wish to see more people in increasingly bad financial standing this year.
By BluLogix Team Planning for Growth: Using Revenue Insights Planning for Growth: Using Revenue Insights For businesses seeking to expand or enter new markets, strategic planning is critical to achieving successful outcomes.
Companies can meet stringent quality requirements at a fraction of the cost of in-house teams, while accelerating their AI initiatives. Why It Matters : Customer support teams are drowning in tickets, with resolution times getting longer, not shorter. The team comes from MongoDB and Elastic, bringing deep search expertise.
Do you have two sales teams? Who gets what part of the long-term development budget? And most importantly, multiple products can be very distracting at the management team level. The new product tends to dominate the discussions, yet by definition, is only a tiny percent of the revenues in the early days.
Lexi Reese, Gusto COO uses her 20+ years of experience to provide advice on building high performing teams using authenticity, empathy and logic. Lexi explains the importance of team trust, driver and passenger mindsets, and much more. We had 5,000 employees and $14 billion in revenue. Our customers, our employees, our revenue.
Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really great VPS can do for you, and how a poor one can wreck your company, coming). The #1 reason to do a start-up is Career Development. It’s one of our enduring topics on SaaStr. Sometimes it’s VP Marketing.
By BluLogix Team Best Practices for Revenue Management What are the best practices for effective revenue management to support growth and profitability? Schedule a demo with a BluLogix billing expert today and take the first step towards revolutionizing your revenue management.
So with that, let’s dive into what’s new at WordPress: Is Blogging on the Decline? Matt shares that blogging did decline for a while, and it does seem to be all over social how folks are quitting blogging or vlogging these days. What people love about a blog is a person’s voice and their story.
After three months, this talented guy came to Harbaugh with the recognition that LaunchDarkly’s customers were developers. He didn’t like to sell to developers, so he quit. because they needed to rebuild the sales team. They rebuilt the sales team and closed some big deals. And it was true.
You could watch it on YouTube or search on SaaStr on the blog about how ClickUp leveraged it. Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. Jason Lemkin: But usually your teams can’t do that.
Manage Team Expectations – Balance transparency with the need to keep the team focused on building the business. Different buyers value different aspects of your business – some want your technology, others your team or customer base. Take baby steps, learn as you go, and be realistic about the commitment required.
The success of an executive team often depends as much on their interpersonal harmony as their professional expertise. How does a team establish rapport with one another? Algolia’s Bernadette Nixon (Chief Executive Officer) and Michelle Adams (Chief Revenue Officer) have spent the past few years developing this relational toolbox.
The path to Cheif Revenue Officer (CRO) is different for many people. Tracy Young , CEO and co-founder at TigerEye, sits down with three CROs to talk about how they navigated the journey to revenue leader. Shifting from an operator and loving operations and data to a sales and revenue leadership role felt like a big jump.
Product-led companies face a long road as they attempt to manifest themselves from having abstract vision to millions in revenue. As companies begin to succeed, they sometimes develop a tunnel vision towards the customers who have brought them their success. Jeff Bezos says that customers are always unhappy; they always want more.
If you needed to triple revenue within the next three years, would you know exactly how to do it? Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records. Read more to find out how! How do you sustain growth?
In this article, I will share the competitive analysis framework my team and I have developed (through weeks of research and dozens of iterations), and give you some tips on where to look for data that isn’t publicly available so you can have a competitive advantage. Revenue & customers Product 2.1. Funding 1.3.
In simple terms, revenue leakage means that a business is unable to collect a 100% of its earned income. There is always a small percentage of income that gets ‘leaked out’, causing revenue loss. Revenue leakage is that amount of money from your customers which gets processed, but which does not end up in your account.
There are so many questions to answer when considering how to scale a customer success team. What about team leads? When do I split my one team into two teams? How do I split one team into two? And I know you want to scale your customer success team in the right way. I know it’s a lot of pressure.
Developing a product that solves a customer’s pain point provides a sense of pride and can drive the positive, emotional moment of awe that retains customers for the long haul. That doesn’t make them bad people. Most valuable employees will want to grow and develop new skills. Business model. The same goes for your investors.
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