SaaStr

SEPTEMBER 19, 2023

Some of the changes we’ve seen in the last year or two include: CAC reduction Headcount optimization Price complexity Quality of revenue A different environment means a different strategy, and Notion Capital lays out four business model changes that could be helpful based on what peers are doing. Strive for $150k of revenue per FTE.

Business Model 258

Business Model SaaS Payments Payments Headcount 258

Tom Tunguz

APRIL 1, 2024

At $784m in ARR, growing 47% with 130% net revenue retention across 6100 customers, the company should be one of top 10 fastest growing software companies alongside Klaviyo, ZScaler, & Crowdstrike - in ARR terms. But overall revenue is growing 4.5% How can ARR grow so quickly while overall revenue is much slower?

Data 188

Data Subscription Payment Features Cloud 188

SaaStr

MARCH 31, 2022

Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi, Sr.

Scale 204

Scale Marketplace as a Service Cloud SaaS Payments 204

SaaStr

APRIL 13, 2022

For 2 days, more than 50+ sessions and 75 expert speakers will be sharing their best practices in Barcelona on scaling, revenue, recruiting, expansion and so much more. From Asana to Zoominfo: this year’s Europa lineup is bringing the best Cloud speakers from around the globe together for two days of incredible learning and insights.

Sales Recruiting 219

Sales Recruiting Cloud Sales Hiring Scale 219

SaaStr

MARCH 15, 2021

“Demo-Driven Revenue Acceleration: 3 Ways to Use Product to Engage and Scale with Demostack” This session on how to really do demos proved pretty popular. #3. Do a deep dive into the data, trends and more in Cloud in 2021. Yes, you can get to $100m in revenues without $100m in venture capital. #6.

Cloud 144

Cloud CTO Scale Venture Capital 144

Tom Tunguz

NOVEMBER 6, 2023

DataDog leads the cloud monitoring & security space. They will generate about $2b in revenue this year. “We are seeing signs that the cloud optimization activity from some of our customers may be moderating. Large customers generate nearly 90% of revenue. " AI is early but important. Now at 2.5%

Scale 218

Scale AI Cloud Mobile 218

SaaStr

NOVEMBER 15, 2023

jasonlk) November 13, 2023 Not every area of SaaS and Cloud is seeing big “macro” impacts. What’s your channel / partner strategy? #9. This chart of their revenue growth will make your jaw drop: Not much to not like here. ? Even in a time of odd uncertainty in Cloud and SaaS. 5 Interesting Learnings: #1.

Cybersecurity 268

Cybersecurity AWS Benchmarks Cloud 268

Tom Tunguz

OCTOBER 18, 2022

Atlassian spent 35% of revenue on R&D, the highest of its peers, & 15% on sales & marketing, the lowest of its peers. Third, the decision to complement an existing GTM strategy with product or sales-driven selling is a C-level/board-level decision because PLG isn’t just a product initiative or a marketing campaign.

Scale 313

Scale Education Cloud Startup 313

Blulogix

OCTOBER 11, 2023

5 Ways Managed Services Providers (MSPs) Add Top-Line Revenue By BluLogix Team Don’t forget to sign up now to learn more about how to implement usage based pricing models in our upcoming webinar with MGI Research. Managed Service Providers (MSPs ) are continually seeking new ways to increase their top-line revenue, and for good reason.

Revenue 52

Revenue Management Cybersecurity Healthcare 52

Blulogix

NOVEMBER 27, 2023

Stopping Revenue Leakage in Managed Services: A Comprehensive Guide By BluLogix Team In the ever-evolving landscape of Managed Service Providers (MSPs) , the intricate nature of usage charges often poses a significant billing challenge. Our client was facing a significant revenue leakage issue due to inefficient billing processes.

Revenue 59

Revenue Payment Features Management Software Review 59

SaaStr

FEBRUARY 21, 2024

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. Pick your strategies, invest in them, and start tiering. Who are the key players?

AWS 216

AWS Scale Sales Hiring Marketing 216

Subscription Flow

NOVEMBER 28, 2023

One way to do that is through marketing and revenue-generating strategies such as freemium and product demos which are critical to growing one’s clientele. Another way is utilizing different SaaS marketing strategies, such as providing high-quality content and expanding product access.

SaaS Payments 59

SaaS Payments Payments Business Model Payment Services 59

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. Dialpad is a cloud communication and collaboration platform.

Revenue 223

Revenue Scale AI Search Customer Support 223

SaaStr

NOVEMBER 10, 2021

Datadog isn’t leaving the smaller customers behind, but they are increasingly a smaller percentage of revenue. 100k+ customers have gone from 50% of revenue in 2016 to almost 80% today: #2. Almost all the Cloud leaders accelerating after $100m ARR, let alone $1B ARR, are multi-product. #3. 10 new products this year.

Scale 325

Scale Cloud Enterprise Scaling 325

SaaStr

NOVEMBER 15, 2022

In 2022, founders and investors must be ready to pivot strategy at any moment. This understanding started a shift from GAAP metrics (Revenue, Gross Profit, EBITDA) to SaaS metrics (ARR, NDR, LTV, CAC, etc.) as a common language to analyze a cloud business. Recurring Revenue = 90% +. The Metric Monolith: The Rise and Fall.

Metrics 222

Metrics Machine Learning Artificial Intelligence Technical Review 222

Blulogix

JANUARY 6, 2024

Unlocking Revenue Potential with a Robust Subscription Billing Platform By BluLogix Team Welcome to the fifth installment of our series on selecting the right subscription billing platform for your business. Today, we’re focusing on the critical role a robust subscription billing platform plays in unlocking your revenue potential.

Payments 52

Payments Subscription Payment Features SaaS Payments 52

SaaStr

MARCH 22, 2023

So few Cloud software companies have had a more interesting history than UiPath. Billion in ARR, and most importantly, 30% growth its recurring revenue business — and now, 22% non-GAAP operating margins. While UiPath hasn’t yet hit the 20%+ that Wall Street wants for Cloud companies at scale, importantly, it’s on the way.

Scale 249

Scale Cloud Scaling Churn 249

Tom Tunguz

AUGUST 31, 2023

Fast forward to today : open source has become a go-to market strategy for many software startups because it presents a powerful antidote to monotonically increasing acquisition costs. Open source is a marketing strategy that fills the top of the sales funnel with users who may later convert to paying customers.

Business Model 170

Business Model Business Scale Sales Funnel 170

SaaStr

DECEMBER 11, 2020

Now more than ever, an independent software vendor’s (ISV’s) path to profitability depends upon the strength of their go-to-market strategy. And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel.

Scale 288

Scale Scaling Marketplace as a Service Cloud 288

SaaStr

JANUARY 23, 2021

Cloudflare is one of those iconic Cloud companies most of us use, and know about as a product and vendor … but perhaps we don’t think as much about as a public company. What can founders learn from them as a public SaaS / Cloud company? 48% of revenue outside the U.S. Here are 5 Interesting Learnings: #1.

Scale 292

Scale SMB Cloud Enterprise 292

SaaStr

NOVEMBER 25, 2022

Atlassian’s Chief Revenue Officer, Cameron Deatsch, walks us through how Atlassian grew over the course of 20 years and became one of the most successful startups today. They have grown to over $3 billion in revenue while keeping sales and marketing spending under 15% of revenue for all 20 years they’ve been in business.

Scale 228

Scale Scaling Marketplace as a Service Entrepreneurship 228

SaaStr

MARCH 13, 2021

running across multiple clouds. The size and power of the Cloud is just awesome these days. The top ~100 of its 25,000 customers make up perhaps 15% of their total revenue base, and that’s growing fast. Breathtaking acceleration of MongoDB downloads — a good proxy for acceleration in the Cloud overall.

Scale 304

Scale Outsourced Development Cloud Scaling 304

SaaStr

JANUARY 23, 2021

Cloudflare is one of those iconic Cloud companies most of us use, and know about as a product and vendor … but perhaps we don’t think as much about as a public company. What can founders learn from them as a public SaaS / Cloud company? 48% of revenue outside the U.S. Here are 5 Interesting Learnings: #1.

SMB 267

SMB Cloud Enterprise Scale 267

Tom Tunguz

NOVEMBER 18, 2021

Revenue, $M. Revenue Growth. -. in revenue in fiscal year 2020, to $432m in the first three quarters of fiscal 2022. The last public company to adopt a similar strategy also happened to be in telematics: Fleetmatics. Gross Margin. Sales Efficiency. -. Net Income Margin. Cash Flow from Ops Margin. ACV, Core Customers. -.

CTO Hire 352

CTO Hire CTO Coach Benchmarks Scale 352

IT World

APRIL 26, 2020

With the 2019 acquisition of open-source powerhouse Red Hat under its belt and a new cloud-savvy CEO at the helm, IBM is looking to reverse a decade of declining revenue and sagging stock prices with a bold strategy focused on hybrid cloud. I believe now is the time to build a fourth platform in hybrid cloud."

Cloud 75

Cloud Acquisition AI Engineering 75

SaaStr

JULY 16, 2022

Scaling Revenue in 2022: What’s the Same and What’s Different? Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. with Confluent President, Field Operations Erica Schultz.

B2B 220

B2B Cloud Enterprise Startup 220

SaaStr

AUGUST 29, 2022

10.000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 3 days of tactical content, networking, and epic evening events when the Cloud comes to San Mateo. Scaling Revenue in 2022: What’s the Same and What’s Different? If you haven’t already, sign up here for tickets before we sell out.

Scale 254

Scale Sales Hiring Marketplace as a Service B2B 254

SaaStr

SEPTEMBER 27, 2023

Christoph Janz, General Partner of Point Nine Capital, shares what it takes to raise capital in SaaS, overall investment activity in 2023, and how to develop a convincing AI strategy. Approximately half were pre-revenue, while the other half had some ARR between a couple hundred thousand to upward of $1-$1.5M. that’s pretty good.

AI 202

AI Underperforming Technical Team Cloud Strategy 202

Tom Tunguz

APRIL 11, 2020

Today, runway ranks as the first consideration in evaluating a company’s strategy. Let’s illustrate the point with a hypothetical startup at $1M in monthly revenue. The gross profit is the revenue minus the COGs (cost of goods sold). in revenue, spends $22M in OpEx, and generates a loss of $12.6M Gross Profit.

Travel 347

Travel Cloud Startup Acquisition 347

SaaStr

JANUARY 8, 2021

In this guide, Sahir Azam, Chief Product Officer at MongoDB, and Javier Molina, SVP at MongoDB, share their journey to increasing company revenue through their cohesive sales and product relationship. Their initial growth strategy was to drive widespread developer adoption, followed by monetization at the enterprise level. The Results.

Scale 271

Scale Sales Cloud Enterprise 271

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. Scaling Revenue in 2022: What’s the Same and What’s Different? with Confluent’s President of Field Operations.

Venture Capital 262

Venture Capital Enterprise Cloud Pricing 262

SaaStr

AUGUST 16, 2022

10.000 SaaS CEOs, Founders, Revenue Leaders and VCs will join us for 3 days of tactical content, networking, and epic evening events when the Cloud comes to San Mateo. The goal is to help each other learn something new, find mentorships, create partnerships, and exchange strategies. Foundry at SAP America.

Scale 206

Scale Cloud Scaling Metrics 206

SaaStr

NOVEMBER 10, 2020

But fast forward to today, and there have been dozens of SaaS and Cloud IPOs, and the top ones trade at very high “revenue multiples” The average multiple of revenue in the BVP Nasdaq Index of public SaaS and Cloud companies is 15x next year’s revenue: But averages are misleading. And the weak?

SaaS 333

SaaS Cloud Acquisition Revenue 333

Stax

APRIL 18, 2024

Independent Software Vendors (ISVs) and Software-as-a-Service Providers (SaaS) operate within the same market, thus creating a push-and-pull revenue dynamic. Examples of popular SaaS apps include Shopify, an eCommerce platform, Dropbox, a cloud storage service, and Stax Bill, an automated payment processing system.

Outsourcing Services 88

Outsourcing Services SaaS Payments Payment Services Payment Methods 88

SaaStr

APRIL 25, 2021

“Building Your Company’s Retention Strategy & Measurement with MongoDB” A session you have have missed with MongoDB’s director of retention marketing. #3. “The 3 Secrets to Unlocking Revenue Through Customer Trust with GuideCX” #4. It’s great. Watch it. #2.

Entertainment 288

Entertainment Cloud Acquisition Retention 288

SaaStr

JUNE 22, 2022

So fewer Cloud devops / commercial open source startups were more respected pre-IPO than HashiCorp — and still are. New Customer Count Growing as Fast as Revenue. Even faster than revenue growth. #2. Sales & Marketing still high at 65% of revenue. 5 Interesting Learnings: #1.

Scale 250

Scale Cloud Scaling Revenue 250

Audacix

DECEMBER 3, 2022

Ensuring data security in the cloud is the responsibility of all parties involved. Both cloud service providers and their clients should use the best SaaS security best practices to protect data. Cloud consumers are tasked with providing security for the endpoints they use to access SaaS applications.

Cloud 52

Cloud Software SaaS Software Development 52