SaaStr

AUGUST 15, 2024

There’s always someone a few years ahead of you on the scaling journey who can share their lessons learned. Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Timing is also essential.

Scale 314

Scale Sales Hiring Scaling Innovation 314

SaaStr

DECEMBER 4, 2024

These outcomes might include: Driving user growth Maximizing revenue Ensuring user satisfaction Scaling adoption A different outcome would lead to a different pricing choice. Scaling stage: Reduced to single-user plans to maximize accessibility. And if you’re enterprise or sales-led, that volume is not going to be there.”

Payments 290

Payments Pricing Scale Revenue 290

SaaStr

AUGUST 9, 2024

From startup to $500M CARR, Spencer Burke, SVP of Growth at Braze, shares how Braze scaled a growth and customer success team. In this AI moment we’re in, there are still many moments in scaling a company where intuition still matters. You don’t have to leave as the organization scales. This isn’t new. But that was it.

Scale 296

Scale Sales Hiring Scaling Startup 296

Tom Tunguz

FEBRUARY 26, 2025

The very best companies lead their customers in that dance. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale. Penetration pricing leads to land-and-expand sales tactics. Most startups play defense when discussing pricing with customers.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

JANUARY 24, 2021

“My CEO Told Me To Stop Selling So Much” Recently, I met with a sales leader I’ve known for years, and he told me The Most Curious Story. The freemium ones really have no acquisition costs at this point (the main lead source is mini-brand). His SaaS CEO asked him to stop selling so much. Balance Sheet Rule.”

Scale 344

Scale Sales Hiring Scaling Construction 344

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 315

Scale Sales Hiring Technical Advisors Scaling 315

SaaStr

APRIL 4, 2022

The ultimate success of demand generation is defined as the number of marketing qualified leads (MQL) generated, and is measured by impressions, website visits, and clicks. . But this narrow approach limits our ability to understand how to create a solid pipeline and inhibits us from understanding the end-to-end prospect journey.

Scale 279

Scale Revenue Scaling Marketing 279

SaaStr

APRIL 5, 2025

But how did they scale so quickly? Here are the five channels that worked for Rupa: Search Engine Optimization (SEO) Social Proof and Trust Building Educational Partnerships and Rupa University Conferences and Event Sponsorships Outbound Sales and Data Quality Lets dive into each. Its about creating high-quality content at scale.

Scale 231

Scale AI Search Sales Hiring Acquisition 231

Sales Enablement, SaaS and Growth

MAY 20, 2025

to create the following: Business Plan Investor Deck Competitive Landscape Analysis Marketing Strategy Brand Messaging Strategy Brand Playbook Images of Beer Hall Website Promotional Images Video Were now in the era of the one hour business. Ive used several tools including Gemini , Runway , Gamma and Beautiful.AI

Branding 130

Branding Social Media AI Underperforming Technical Team 130

Clouded Judgement

MARCH 28, 2025

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?

Cloud 299

Cloud AI Scale Scaling 299

SaaStr

MARCH 1, 2023

Building a sales team that can sustain the exponential SaaS growth needs an expert’s opinion for more granular insights. You don’t have any brand value to attract the best talent that will help you improve the odds of your business’s success either. As your company scales, you’ll need to solve challenges most people can’t solve.

Scale 277

Scale Scaling Government Software Review 277

SaaStr

NOVEMBER 28, 2022

Dear SaaStr: What Are Some Signs That Your SaaS Marketing Programs Won’t Scale Well? Most SaaS companies, once they have a mini-brand, start to get some amount of organic, “free” leads. Paid lead services at $100 a lead? Adwords at $5 a click, and $1000 an effective lead? Let me dig in a bit.

Scale 278

Scale Scaling Marketing SaaS 278

FastSpring

JANUARY 23, 2025

Listen for the full insights into: How Flippa.com works to connect for-sale businesses with buyers while managing the complexities of valuation and seller expectations. When I was running it, it was a lot smaller than that, but scaled that up very, very quickly. And that’s substantial scale in.

Scale 121

Scale Entrepreneurship Scaling Underperforming Technical Team 121

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

Scale 277

Scale Scaling Sales Hiring Enterprise 277

SaaStr

DECEMBER 6, 2022

When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. As you scale, both of our speakers suggest not only knowing what your risk appetite is as a company but actually codifying and clarifying that risk appetite on paper to agree on it. 1) Know your risk appetite as a company.

Scale 278

Scale Scaling compliance Forecasting 278

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR.

Scale 278

Scale Sales Hiring Scaling Outsourced Development 278

SaaStr

JANUARY 5, 2022

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. Every customer-facing team is on the renewals team: customer success, sales, product, customer support, marketing, and of course, renewals. That work is never done.

Scale 306

Scale Scaling Sales Hiring Software Review 306

SaaStr

SEPTEMBER 29, 2023

Naturally, demand is going to lead to a ton of supply. Think about the growth curve inflecting more at the top of the funnel with more leads. And almost all of it was lifted by better conversion rates and more leads. Will you have an overlay team that only sells the new product, or will you enable your entire sales force?

Scale 289

Scale Scaling Startup Sales Hiring 289

SaaStr

JANUARY 16, 2023

To convert an idea into a successful venture, startups need to be equipped to scale. Mike Wiacek, CEO at Stairwell, Mo Jebrini, CTO at Mashvisor, and Michael Ermolenko, CTO at Inworld.ai, discuss with Helene Ambiana, Global SMB and Startups Marketing Director at Google Cloud, how they overcame the hurdles of scaling and reached their goals.

Scale 263

Scale CTO Hire Cloud Scaling 263

SaaStr

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Hiring a brand marketing firm.

Sales Hiring 363

Sales Hiring Scale Startup Marketing 363

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 264

Scale Scaling Marketplace as a Service Entrepreneurship 264

SaaStr

DECEMBER 7, 2022

SaaStr Scale is our biggest digital / on-line event of the year and its streaming LIVE TODAY – Wednesday, December 7th! SaaStr Scale is starting soon and will be live streaming today! . Revenue Confidential with Rippling and Founders Fund Sam Blond, Partner at Founders Fund Matt Plank, VP Sales at Rippling.

Scale 48

Scale VP of Engineering Scaling SMB 48

Sales Hacker

DECEMBER 17, 2024

Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) Plus, an analysis of the top 75 trending sales AI tools.

Scale 101

Scale Engineering Acquisition Scaling 101

SaaStr

DECEMBER 25, 2021

Here’s the advice they had to offer on scaling your SaaS company. Do things like create team brands to allow employees to feel a part of something larger than themselves. It’s hard to re-engineer your business at scale. Instead, understand the strong foundation and then scale from there. Linds #13: Have fun! Be scrappy .

Scale 334

Scale Scaling Innovation Investment 334

SaaStr

APRIL 14, 2025

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.

VP of Engineering 203

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 203

SaaStr

FEBRUARY 1, 2024

As companies scale, they evolve, so how should marketing evolve accordingly to add maximum value? PST, Kady shares the ten things that change in marketing as you scale. PST, Kady shares the ten things that change in marketing as you scale. The reality is that a lot of things change as we scale. The answer isn’t simple.

Scale 280

Scale Scaling Sales Hiring Marketing 280

SaaStr

JANUARY 28, 2025

Bella Liu of Orbee leads a company focused on generative process automation, creating AI solutions that understand and automate complex enterprise workflows. Top-Down vs. Bottom-Up Sales Models Writer and Orby follow a top-down sales model, while Limitless follows a bottom-up sales model, and the effectiveness of each approach is debated.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.

Scale 298

Scale Outsourcing Services Sales Hiring VP of Engineering 298

SaaStr

JUNE 25, 2020

One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. We did an update of that classic post below together with this brand new video on the topic: Use this script for hiring that first VP of Sales. Ready to hire your first VP Sales? But haven’t done it before?

Sales Hiring 353

Sales Hiring Scale Interviewing Sales 353

SaaStr

JANUARY 9, 2023

Well at a practical level, many SaaS companies are doing a Strategic Sales & Marketing Retreat. What’s a Strategic Sales & Marketing Retreat? Second, you slow or stop sales hiring. Third, you often increase quotas in sales. Concentrating leads in top sellers keeps deals closin g. At least at first.

Scale 333

Scale Sales Hiring Venture Capital Marketing 333

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 242

Scale Scaling Engineering Acquisition 242

SaaStr

JUNE 14, 2023

At SaaStr Europa, UiPath’s Dines shared five insights from growing a company from nothing, so other founders can learn what it takes to scale a SaaS startup to $1B+ ARR. Finally, he understood what was needed to scale a business. When you have the courage to be bold, people will take you seriously.” I hired nice crazy people.

Scale 246

Scale Artificial Intelligence Technical Review Software Review 246

SaaStr

MARCH 9, 2025

Jess Clark, Head of User Experience at Calendly Jess leads Calendly’s user experience initiatives, working closely with Steven to create intuitive scheduling experiences that help people connect more efficiently and achieve their desired outcomes. His background combines deep product strategy with practical AI implementation experience.

AI 205

AI Scale Education User Experience 205

SaaStr

FEBRUARY 15, 2023

Lightspeed Partner, Anoushka Vaswani, is joined by Raj Sarkar, CMO at 1Password, Kim Walsh, SVP, Sales, Partnerships and Customer Success at Apollo.io, and Chris De Vylder, CRO at Sentry, to pass along key lessons from their growth journey. Then build your segmentation and sales processes around that. 20 million?

Scale 244

Scale Sales Hiring CTO Hire Scaling 244

SaaStr

AUGUST 28, 2020

I know we’ve hit a number of these points individually before on SaaStr, but after getting asked about the top mistakes hiring your first sales team so many times over the years, I thought it would be worthwhile to assemble a Top 10 List. Make fewer of them and you’ll scale faster with less stress. Yes, you may be terrible at sales.

Sales Hiring 334

Sales Hiring Sales Recruiting Scale Sales 334

SaaStr

JANUARY 18, 2023

Unicorn companies often need to scale quickly to meet the demands of their rapidly growing customer base. Yet, scaling a company isn’t always about hiring more people. It can lead to innovative ideas and products, helping your startup stay ahead of the curve and attract new customers. Lesson 8: Win on brand.

Scale 246

Scale Underperforming Technical Team Scaling Interviewing 246

SaaStr

DECEMBER 11, 2024

Relying on Self-Serve Sales Structure for Enterprise Not everything needs to be a PLG product. Instead, the winning approach is human-AI collaboration: – Trained professionals assisted by AI tools – Human oversight for complex operations – Quality control for critical outputs Let’s use the sales agent example.

AI Search 290

AI Search AI Artificial Intelligence B2B 290