SaaStr

SEPTEMBER 19, 2022

Rav Dhaliwal, Investor and Venture Partner at Crane Ventures , Lindsey Serafin, VP of Customer Success at Snyk.io , and Caitlin Sullivan, Director of Customer Success at Vanta, discuss what customer success is, who owns it, what customer metrics you should look at, and what you need to focus on if you want to scale digital customer success.

Sales Hiring 231

Sales Hiring Customer Success Scaling Construction 231

SaaStr

AUGUST 16, 2022

That led to $1m in closed revenue. And he did have a brand backing him (SaaStr), which is different from prospecting without a brand. At SaaStr, Mike is helping founders and executives scale their companies to 100 Million in Revenue with more fun, and less stress. You can find follow Mike on LinkedIn: [link].

Scale 205

Scale Revenue Branding Sales 205

SaaStr

NOVEMBER 25, 2022

Scale-ups are exciting. Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. On top of considerable dedication, creating a scale-up requires a functional edge—a unique and unreplicable capability compared to the players in the industry.

Scale 213

Scale Scaling Marketplace as a Service Entrepreneurship 213

SaaStr

FEBRUARY 9, 2021

In today’s SaaStr podcast episode, Harry Stebbings sits down with Ryan Bonnici, Chief Marketing Officer at Whereby to chat about how to market at scale. ” # 3 How to market at scale . .” ” # 3 How to market at scale . com and in 2020 was shortlisted at #26 in Forbes’ ‘World’s Most Influential CMOs.’

Scale 157

Scale Scaling Sales Hiring Marketing 157

FastSpring

DECEMBER 7, 2023

As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. “This is everyday for me, so I love talking about it,” says Carl Hargreaves about mergers and acquisitions.

Software Review 128

Software Review Technical Review Development Team Review Branding 128

SaaStr

JANUARY 5, 2022

So far in FY2022, 62% of our total revenue came from customers with more than one Box product, up from 57% in FY2021. What you want in SaaS are big accounts that grow over time and remain loyal to your product and your brand—companies that see your value in their continued success. Enter your email below for the latest SaaStr updates.

Scale 251

Scale Scaling Sales Hiring Software Review 251

SaaStr

DECEMBER 15, 2022

So we’ve got all the amazing sessions from 2022 SaaStr Scale up on YouTube here ! “3 Lessons from Building a Marketing Engine to Grow Pipeline from Millions to Billions with Samsara’s CMO” A great session on marketing at scale, across multiple products — with ton of great Q&A at the end. #2.

Scale 173

Scale Scaling Engineering Acquisition 173

SaaStr

APRIL 19, 2024

EchoSign, which Adobe bought, had $12M in ARR, growing 100%, with 120% revenue retention and cash flow positive. Today that would be a dream, but in 2011, people didn’t understand the metrics around recurring revenue businesses, so investors weren’t sure it was a good business. So, what does it take to get to a $100M outcome?

Engineering 228

Engineering Business Model Pricing Scaling 228

SaaStr

MARCH 9, 2022

During his SaaStr Annual presentation, Tom Clayton, CRO of Bill.com, shared his insights and advice for growing revenue streams to maximize business success. . Pursue Diverse Revenue Models. Sometimes, it takes innovative thinking to pull more revenue out of a current customer base or business model. The Five Key Growth Levers.

Revenue 234

Revenue Sales Hiring Leadership Scale 234

SaaStr

SEPTEMBER 7, 2022

What about moving from founder-led sales to building a sales team and scaling your revenue growth? Demodesk’s CEO, Veronika Riederle, and VP of Revenue, Lauren Wright, answer the most pertinent questions on scaling a SaaS start-up as they take us through lessons learned from the three stages of growth. Key Takeaways.

Sales Hiring 191

Sales Hiring Scale Revenue Sales 191

SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

Scale 226

Scale Sales Hiring Technical Advisors Scaling 226

SaaStr

FEBRUARY 2, 2021

The hardest phase of SaaS, at least for the founders, is the phase from Initial Traction ($1-$2m in ARR + 80%-100% YoY growth) to the next phase — Initial Scale. Once you hit this point, you have a brand, you have a fully baked team, you have a robust product, and you have a self-generating stream of new leads and new business.

Scale 254

Scale Part-Time VPE Sales Hiring Scaling 254

Intercom, Inc.

AUGUST 12, 2021

He’s been the Chief Revenue Officer and Chief Strategy Officer at Dialpad, the cloud communication platform, since the spring of 2018, but his fascination for conversations and natural language processing came even sooner. . Push support to drive revenue. The focus of our series is that growth in scale, so your journey fits right in.

Revenue 223

Revenue Scale AI Search Customer Support 223

SaaStr

FEBRUARY 28, 2024

The $500k+ deals are now 56% of revenue for Braze. #2. And 44% of Revenue Outside U.S. But they couldn’t break into top French brands until they opened a local office with an in-person sales and success team. More Efficient, But Not Hyper Efficient Yet This is a theme of others growing at 30%+ at scale.

Sales Hiring 220

Sales Hiring Scale Cloud Enterprise 220

SaaStr

JANUARY 23, 2024

Dear SaaStr: Does it get easier or harder to scale SaaS as your company grows? Generally, it gets easier to grow at a “good”/modest rate at you scale, but harder to grow at an outsize rate. Once you cross $5m-$10m in ARR, then usually: You have a brand. At least, you have a mini-brand in your niche. You have redundancy.

Scale 191

Scale Sales Recruiting Scaling Branding 191

SaaStr

NOVEMBER 25, 2023

If you’ve raised $10m-$15m, I’m assuming you are somewhere between $2m and $10m in ARR (revenue). Spend more on demand gen — to any customer segment that makes up more than 10% of your revenue. Brand new initiatives take a while to build up to even $1m in ARR. Give the biggest customers more attention. You have to be patient.

Scale 251

Scale Sales Hiring Banking Engineering 251

SaaStr

AUGUST 24, 2022

you are confident in doing so but also prove that your product is a must have for their brand. . Will this product scale? When you are building your brand, you must pull trust and credibility from your team. Top brands are looking for long-term partnerships. This relationship will be built upon trust.

Revenue 210

Revenue Software Review Leadership Branding 210

SaaStr

SEPTEMBER 27, 2023

The list of problems is endless (this is one of the hardest parts of the job), but let me try to order a few of the biggest challenges roughly based on stage: Pre-Revenue: Finding a Truly Great Co-Founder That is Just as Committed as You. Then their collective revenues often only add up to Cappuccino money. It never ends.

Sales Recruiting 245

Sales Recruiting Sales Hiring Startup Scale 245

SaaStr

MARCH 4, 2021

Because if everyone already knows you at scale, and everyone is already a customer, or has been … what do you really need demand generation for? Yes, you need it at scale — but not in the same ways startups do. Corporate Marketing is all about protecting and reinforcing the brand once you are Way Past Scale.

Sales Hiring 356

Sales Hiring Scale Marketing Branding 356

SaaStr

APRIL 5, 2023

Revenue Down 1%, More and More Reliant on Services as Part of their Enterprise Customer Base. As a result, services is growing as a percent of revenue, driving down gross margins. #2. Slowly driving up ARPU core metric at scale, but challenging with low NRR. About 30% of their Revenue from Outside U.S.

Scale 234

Scale AI Scaling Enterprise 234

Sales Hacker

MARCH 17, 2021

While every entrepreneur dreams of scaling their startup into a multi-million dollar company, many do not understand all that goes into that dream. Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step?

Scale 93

Scale Revenue Startup Sales Recruiting 93

SaaStr

MARCH 8, 2024

Blitz scaling. Rag & Bone is selling to Guess $GES for $56m on ~$250m of revenue. A brand that previously held a premium aesthetic raised a growth round in 2013 from Irving Capital (7 For All Mankind, Aeropostale, Stuart Weitzman), but ultimately wasn’t able to sustain its growth. And High Burn.

Churn 218

Churn Startup SaaS Payments Venture Capital 218

Intercom, Inc.

DECEMBER 5, 2019

Unarguably one of the biggest brands in the world today. On this week’s episode of Scale, Matt Rogers, Head of SaaS Initiative at Google, is here to enlighten us. This is Season Two of Scale , Intercom’s podcast series on moving from startup to scale-up. And so the more proven you are, the better.

Scale 118

Scale Scaling Artificial Intelligence Business 118

SaaStr

APRIL 24, 2019

Generally, it gets easier to grow at a “good”/modest rate at you scale, but harder to grow at an outsize rate. Once you cross $5m-$10m in ARR, then usually: You have a brand. At least, you have a mini-brand in your niche. And that brand generates leads organically, and fairly low-cost leads. This helps a lot.

Scale 126

Scale Scaling SaaS Branding 126

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. With the marketing team, there are a lot of the classic functions — brand marketing, product marketing, and partner marketing. So, they’re set up where you don’t have only one model to choose from.

Cloud 229

Cloud Scale AWS AI 229

Intercom, Inc.

AUGUST 26, 2019

Today we’re releasing a brand new book, Intercom on Sales. You could swap in any numbers you’d like, and the sentiment would still hold true: scaling sales is incredibly hard. This book gives an inside look at how we’ve built a revenue engine that now fuels a business worth more than $1 billion. And much, much more.

Scale 119

Scale Scaling Sales Business 119

Neil Patel

JULY 8, 2021

There’s a ton of advice about using Instagram as an effective online marketing tool, but it can be challenging to scale your e-commerce brand on Instagram if you are a new brand without many followers yet. 10 Ways to Grow an E-Commerce Brand on Instagram. Why Is Instagram a Powerful E-Commerce Tool?

Branding 144

Branding Scale Social Media Engagement 144

SaaStr

JULY 16, 2022

With >50% of new revenue acquired from zero-cost marketing, i.e. viral, ether, word-of-mouth, whatever … because these compound. Well it means two things: >> First, that your SaaS product’s customer base (and revenue) is compounding. >> And Second, it means that you’ve begun to build a brand.

Scale 253

Scale Venture Capital SaaS Branding 253

Buffer Resources

AUGUST 16, 2023

However, scaling a business into a seven-figure enterprise is a completely different ball game altogether. So, how could these startups scale while others struggled to find their footing? So how did I scale my PR agency to a coveted seven-figure powerhouse? To scale and truly stand out, I needed to niche down.

Scale 81

Scale Scaling Strategy Social Media 81

Blulogix

FEBRUARY 16, 2024

Streamlining Success: What is the Role of Automation in Customer Lifecycle Management for Recurring Revenue? This blog post explores how employing automation in CLM can revolutionize the way businesses nurture their customer base, enhance engagement, and secure recurring revenue streams.

Payments 52

Payments Payment Services Revenue Management 52

SaaStr

FEBRUARY 7, 2024

Let’s deep dive into how combining innovative demand gen strategies with a modern tech stack and specific team setup can provide a winning formula for scaling B2B growth, even with low budgets of greater than a 2x burn multiple. In this playbook we’ll share: Automated outbound at-scale strategies. Let’s discuss an example.

Scale 215

Scale Sales Hiring Strategy Marketing 215

SaaStr

OCTOBER 27, 2023

Building and scaling a startup isn’t for the faint of heart and often comes with many ups and downs that SaaS veterans have experience in. They have one salesperson but want to skip having two scaled reps and immediately hire the VP of Sales. With two caveats… They have to close a significant amount of revenue themselves.

Sales Hiring 233

Sales Hiring Scale Venture Capital Generative AI 233

Sales Hacker

SEPTEMBER 2, 2023

So that has many of us questioning which direction we should be heading toward in our modern day revenue tech stack? Which AI tools are going to make revenue operators’ lives immensely easier? Where do you think revenue technology is heading? —- Robert Simmons – VP of Sales A lot more automation and AI.

AI 78

AI Revenue Scale ChatGPT 78

ChurnZero

JANUARY 26, 2022

Customer churn is a major concern for all companies, and it’s especially important for SaaS businesses who depend on customer loyalty and recurring revenue. 1. Personalize the Post-Sale Customer Experience at Scale + Improve Account Management. 2. Accurately Assess Customer Health + Recurring Revenue.

Scale 97

Scale Churn Scaling Retention 97

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Erica Schultz, Chief Revenue Officer @ New Relic. FULL TRANSCRIPT BELOW.

Scale 171

Scale Enterprise Scaling Sales Hiring 171

SaaStr

FEBRUARY 13, 2024

Over time, they changed that to revenue — when an opportunity closed and generated revenue, and the SDR sourced it, they received credit on that revenue. As a result, 80% of Brex’s revenue came from outbound. Over time, SDRs generated more revenue than AEs on a per-rep basis.

Sales Hiring 171

Sales Hiring Scale Underperforming Technical Team Revenue 171

SaaStr

FEBRUARY 21, 2024

Then, another 18–24 months to scale up the number of seats, grow core deal size, etc. You’ll get better at this over time, as your brand grows (=trust) and your sales team gets better at enterprise deals. But there are limits to how much you can shrink sales cycles in six and seven-figure deals.

Scale 231

Scale Enterprise Branding Scaling 231