SaaStr

JANUARY 5, 2022

In 2015, SaaS cloud-based content management tool Box went public. We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. At Box, we’ve found a lot of success in getting customers to adopt new features within Content Cloud.

Scale 249

Scale Scaling Sales Hiring Software Review 249

Intercom, Inc.

APRIL 6, 2022

With that in mind, the challenge businesses now face is striking the right balance between personalization and scale – which, historically, has been a tricky line to walk. Atlassian: Wayne Stewart, Head of CSS Cloud Growth – DevOps & IT. Now, he oversees support for both Atlassian’s Opsgenie and Statuspage products. “As

Scale 230

Scale Scaling DevOps as a Service Communication 230

Clouded Judgement

SEPTEMBER 12, 2023

Q2 earnings season for cloud businesses is now behind us. Extra pressures around optimizations still exist, however gross churn levels have stabilized, and commentary on earnings calls suggest conversations around new bookings are starting to pick up. We will see this show up in revenue figures in a quarter or two.

Cloud 169

Cloud Software Benchmarks Retention 169

Clouded Judgement

APRIL 12, 2023

Q4 earnings season for cloud businesses is now behind us. As you can see from the data below most cloud businesses beat the consensus estimates for Q4. This quarter more than half of cloud software businesses missed next quarters consensus. They do this to set themselves up to consistently beat estimates, demonstrating momentum.

Cloud 161

Cloud Software Benchmarks Retention 161

Clouded Judgement

JUNE 20, 2023

Q1 earnings season for cloud businesses is now behind us. As you can see from the data below most cloud businesses beat the consensus estimates for Q1. As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth.

Cloud 161

Cloud Software Benchmarks Scale 161

Clouded Judgement

DECEMBER 20, 2022

Q3 earnings season for cloud businesses is now behind us. As you can see from the data below most cloud businesses beat the consensus estimates for Q3. This quarter more than half of cloud software businesses missed next quarters consensus. They do this to set themselves up to consistently beat estimates, demonstrating momentum.

Cloud 130

Cloud Software Review Software Benchmarks 130

SaaStr

MARCH 22, 2023

So few Cloud software companies have had a more interesting history than UiPath. UiPath has cut Sales, Marketing, and G&A expenses at scale — and generated a ton of free cash-flow because of it. While UiPath hasn’t yet hit the 20%+ that Wall Street wants for Cloud companies at scale, importantly, it’s on the way.

Scale 229

Scale Cloud Scaling Churn 229

SaaStr

MAY 22, 2024

OK Gartner is NOT a SaaS or Cloud company. About 104% Effective NRR Gartner sees about -18% gross revenue churn, but price increases add +3% back, and additional research and purchases add +19%. But — it’s one that is very important to many of us that sell into the enterprise. Gartner’s research does. #4.

Revenue 199

Revenue Enterprise Cloud Pricing 199

SaaStr

MARCH 1, 2022

Atlassian has gone almost 100% Cloud since then, and has held up nicely in the overall public markets even as others have taken bigger hits. Never let it be said that SaaS can’t generate a lot of cash at scale. #3. Cloud product pricing went up 5% a year last year, and legacy server products went up much more. They work.

Scale 284

Scale Marketplace as a Service Headcount Cloud 284

SaaStr

JULY 5, 2023

So some SaaS and Cloud leaders have seen big impacts from the post-Covid hangover, but others have just kept accelerating. That’s about as good as it gets in SaaS and Cloud! Are we near or past the lows in SaaS and Cloud buying patterns? But those accounts grow dramatically over time, and don’t really churn.

Scale 175

Scale cloud efficiency Cloud Business Model 175

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 206

Scale Scaling Sales Hiring Enterprise 206

SaaStr

JULY 6, 2022

It’s scaling efficiently and impressively. GRR is revenue retention from existing accounts, including churn but excluding any account expansion. Workday has become a cash engine at scale, as all top SaaS companies should. Workday is another example of hitting that goal at scale. But we should have.

B2C 236

B2C Scaling Finance Enterprise 236

SaaStr

DECEMBER 27, 2020

New Relic is one of my favorite Cloud stories. Times have changed, the Cloud has gotten a lot bigger, and there are many more vendors, including the red-hot DataDog, to grab mindshare. But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. It’s the secret to scaling effectively.

Scale 288

Scale Outsourced Development SMB Cloud 288

SaaStr

JULY 24, 2023

Some SaaS and Cloud leaders have seen big impacts from the post-2020 hangover, but others keep accelerating. That’s about as good as it gets in SaaS and Cloud! Folks pulled usage down as much as they could to save money, although logo churn remained low. Are we near or past the lows in SaaS and Cloud buying patterns?

Revenue 188

Revenue Scale Sales Hiring Cloud 188

OPEXEngine

NOVEMBER 8, 2022

Usually, customer churn rate is every SaaS company’s worst enemy. But in this article, we’re going to show you how to not only deal with churn effectively but also how you can use your customer churn data as a valuable tool to build your business. Voluntary churn vs. involuntary churn: What’s the difference?

SaaS Payments 52

SaaS Payments Finance Churn Payment Services 52

OPEXEngine

NOVEMBER 8, 2022

Usually, customer churn rate is every SaaS company’s worst enemy. But in this article, we’re going to show you how to not only deal with churn effectively but also how you can use your customer churn data as a valuable tool to build your business. Voluntary churn vs. involuntary churn: What’s the difference?

SaaS Payments 52

SaaS Payments Finance Churn Payment Services 52

SaaStr

MARCH 13, 2021

running across multiple clouds. The size and power of the Cloud is just awesome these days. Breathtaking acceleration of MongoDB downloads — a good proxy for acceleration in the Cloud overall. Multi-cloud is one of their top accelerants. Multi-cloud is one of their top accelerants. Mongo shows very.

Scale 285

Scale Outsourced Development Cloud Scaling 285

SaaStr

OCTOBER 13, 2022

You get a complete overview of your global subscriber base; MRR, ARPU, ASP, churn and LTV are presented in a beautiful and easy to use dashboard. Our mission is to build powerful and secure cloud software for subscription businesses of all sizes, with a strong emphasis on good design and ease of use.

GCP(Google Cloud Platform) 183

GCP(Google Cloud Platform) Azure AWS Enterprise readiness 183

Intercom, Inc.

DECEMBER 5, 2019

On this week’s episode of Scale, Matt Rogers, Head of SaaS Initiative at Google, is here to enlighten us. Over the course of his conversation with Amanda Connolly, Matt covers the challenges faced by SaaS companies both starting out and scaling in today’s swiftly evolving market. trillion and $15.4

Scale 118

Scale Scaling Artificial Intelligence Business 118

SaaStr

AUGUST 12, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling and VC funding. I think it’s a challenge to folks that think we are in some sort of terrible downturn for SaaS and cloud. While Azure and Google Cloud grew at record rates, Shopify for example, its SaaS business only grew 10% last quarter.

Scale 187

Scale SaaS Payments Scaling SaaS 187

SaaStr

SEPTEMBER 29, 2022

Almost everything is going well in SaaS and Cloud these days — except multiples. But it’s not enough to hit the scale and growth rate they’ve achieved. Consistent growth, insanely high GRR, almost no churn, and deal sizes going up. Yet, the markets are down for eveyone, and Jfrog is only worth $2.2

Scale 220

Scale SMB Software Development Cloud 220

SaaStr

FEBRUARY 27, 2021

This trend has been true for a while, and now both its Service Cloud and its Platform group are bigger and faster growing than the classic CRM product we all know and use. It’s super interesting that today, Salesforce is more of a Service Cloud than a Sales Cloud. Churn Still a Bit Elevated Since Covid.

Deferred Revenue 291

Deferred Revenue Cloud Churn Scale 291

SaaStr

MAY 3, 2024

In your first couple of years, you might now have any customer growth, but for anyone at scale, from $4M ARR to $5B, new customer growth is anemic. The top leaders in SaaS and Cloud still have triple-digit NRR, so you’ll still grow even if you bring in no new customers. Key Takeaways Track your net new customers after churn.

Metrics 237

Metrics SaaS Scale Social Media 237

Clouded Judgement

AUGUST 25, 2023

There’s a lot of info to digest, so in the sections below I’ll try and pull out the relevant financial information and benchmark it against current cloud businesses. The purpose of the detailed information is to help investors (both institutional and retail) make informed investment decisions.

Benchmarks 246

Benchmarks Artificial Intelligence Data Software Review 246

SaaStr

SEPTEMBER 26, 2019

What we learned from ’08-’09 in SaaS: First, SMB churn went through the roof — as SMBs went under much more quickly and often. Anyone processing a lot of SMB and credit-card deals saw churn probably double. Don’t worry about customer success hires and scaled sales reps. Cloud is a tidal wave.

SaaS Payments 274

SaaS Payments Sales Hiring Scale SMB 274

User Pilot

MAY 31, 2023

Nominal scale questions The nominal scale questions categorize or identify objects without any inherent order or numerical value. Creating nominal scale questions in Userpilot. Ordinal scale questions The ordinal scale questions introduce a ranking or ordering of answer options to check if one thing ranks higher than others.

Data Analysis 77

Data Analysis Scaling Artificial Intelligence Data 77

SaaStr

OCTOBER 31, 2023

Navan solves all of those problems — meeting the CFO’s needs and providing a positive experience for the user, which is why companies rarely churn once they’ve joined. Pushing Hard for CAC When Churn is Low During COVID, Navan lost $100M in revenue overnight. Navan is working on a chatbot, and she’s becoming really smart.

Payment Solutions 207

Payment Solutions Payments Travel Scale 207

SaaStr

JULY 16, 2019

Join Rene Yang Stewart, Co-Head and Principal, Vista Equity Partners, and Monica Enand, Founder and CEO, Zapproved, as they discuss growing a company from product market fit to scale. Hear perspectives from both the investor and founder as the company scaled. Vista Equity Partners invested in Zapproved in 2017. Monica Enand: Yeah.

Scale 123

Scale Product Marketing Scaling Marketing 123

SaaStr

MARCH 31, 2021

UiPath is one of the most amazing not-really-an-overnight success stories in Cloud, SaaS and software. It was founded way back in 2005 as an outsourcing company, then developed Windows software to automate scripts and more, and turned this into a powerhouse for automating complex functions integrating Cloud and on-prem. ” #5.

Outsourcing Services 360

Outsourcing Services Outsourced Development Payment Features Cloud 360

SaaStr

JANUARY 19, 2023

Cyclr can be deployed in the cloud or within your own infrastructure, keeping your architecture in your hands. You also get access to our drag and drop, visual integration builder, allowing sales teams to directly create integrations for clients, or marketing teams to create actionable content that can easily be shared and installed.

Sales Hiring 203

Sales Hiring Scale Cloud Churn 203

SaaStr

DECEMBER 13, 2021

The developers you engage with often become your first adopters, who then become product evangelists—and they’ll help you scale and solidify trust within enterprises, too. We’re currently in the age of the public cloud. Databricks started out in the Cloud; we never provided an on-prem offering, only a SaaS Cloud offering.

AI 232

AI Enterprise SaaS AWS 232

SaaStr

OCTOBER 31, 2019

Bessemer Venture Partners’ Alex Ferrara takes a look at trends and predictions for the cloud industry in 2019. One of the most popular sessions from SaaStr Annual, this presentation will provides an in-depth look at the cloud computing industry across Europe and globally. Want to see more content like this? A few more.

Cloud 100

Cloud Scale AWS Machine Learning 100

SaaStr

MARCH 23, 2022

Teams churn, and it’s not the same after. But the top PE firms in SaaS and Cloud know what they are doing. At least, if you’re at scale. At least, it’s more yours than most M&A options. Now that I’ve seen enough of these deals go down, they certainly aren’t perfect. It’s not the same.

CTO 291

CTO Acquisition Cloud Scaling 291

SaaStr

JANUARY 2, 2021

Again, the latest crop of Cloud IPOs shows SMBs seem to have no limit in terms of TAM, with SMB growth at Shopify and Zendesk keeping up with enterprise, and even at Asana, SMB growth is still impressive at $250m ARR. We’ve seen this with almost all cloud leaders except Slack. Revenue growth far outpaced new customer growth.

SMB 334

SMB Enterprise Cloud Churn 334

Stax

FEBRUARY 19, 2024

Software as a Service (SaaS) has made business software more accessible by offering cloud-based, on-demand access to a range of solutions, from project management and collaboration to sales and marketing. This creates an intensely competitive landscape with a higher churn rate, but greater customer acquisition opportunities.

SaaS Payments 88

SaaS Payments Payment Services Payments Payment Solutions 88

SaaStr

DECEMBER 20, 2023

In the latest installment of SaaStr’s What’s New series – where we sit down with the leaders in SaaS and Cloud for the inside scoop on what’s top of mind and what’s new, SaaStr CEO and Jason Lemkin chats with the CEO of ZoomInfo , Henry Schuck. It can’t come from scaling something five years ago from 10 to 400 SDRs, but real innovation.

New CTO 237

New CTO Scale Sales Hiring AWS 237

SaaStr

MARCH 14, 2021

That means, net of churn, you have to sell more this year than every other year before combined. And if all SaaS markets are bigger, if every segment of business is moving more and more to the cloud … then even if the Law of Large Numbers is true for you … it should be true later. Make a change tomorrow.

Scale 262

Scale Branding Churn Pricing 262