SaaStr

MAY 5, 2022

What are some of the foundational ways sales leaders can think about building their sales teams as their company continues to expand and grow? There’s no shortage of ways to tackle this challenge, but one thing is clear: build sales teams thoughtfully and intentionally. Principle #1: Ownership is Key.

Scale 223

Scale Sales Hiring Scaling Sales 223

SaaStr

AUGUST 22, 2021

Recently Bessemer Venture Partners did another great deep give on Cloud metrics at the Cloud 100. They’ll update their classic “State of the Cloud” on Sep 27-29 at SaaStr Annual 2021 in the SF Bay Area so come join us there for the latest! SaaS is scaling faster than ever. But the next generation?

Cloud 319

Cloud Scale SaaS Acquisition 319

SaaStr

OCTOBER 2, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Why Your Cost of Sales Generally Doubles As You Scale. State of the Cloud 2022: The Centaur Report With Bessemer Venture Partners (Pod 593 + Video). How Long It Roughly Takes to Close a Deal in SaaS. Top Podcasts This Week: 1.

Cloud 262

Cloud Scale SMB B2B 262

SaaStr

NOVEMBER 28, 2023

So no question many folks, especially selling sales and marketing tools, are having a pretty tough time of it. Overall, the BVP Nasdaq Emerging Cloud Index is up 22.97% this year. But still a reminder, quietly, this isn’t too bad a year or a time for many SaaS and Cloud leaders. But not everyone. Not by far. Not all.

Cloud 251

Cloud Scale SaaS Pricing 251

Clouded Judgement

APRIL 11, 2024

Q4 earnings season for cloud businesses is now behind us. We then dipped below the trendline as we hit the period of “cloud optimizations,” and things have started to rebound. 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 177

Cloud Software Azure AWS 177

SaaStr

SEPTEMBER 29, 2023

We’re so many years into the Cloud, and here we are at hundreds of billions in annual Cloud spend and growing at 6x over eight years. Will you have an overlay team that only sells the new product, or will you enable your entire sales force? This question exists whether you have 2, 12, or 50 sales reps.

Scale 238

Scale Scaling Startup Sales Hiring 238

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 230

Scale Scaling Marketplace as a Service Entrepreneurship 230

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. By the time he left to join Google Cloud as EMEA VP of Operations and Customer Growth, Salesforce had around 17 billion dollars in revenue and almost 50,000 employees.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

OCTOBER 8, 2023

A Simple Guide To Being in the Top 25% of Sales Professionals Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? SaaStr 690: From $5M to $100M: How to Scale a Multi-Product Startup with Lattice CEO Jack Altman   2. How AI is Changing the Way We Work with OpenAI’s Head of Sales 5.

Scale 259

Scale Sales AI Startup 259

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 267

Scale Scaling Sales Hiring Software Review 267

SaaStr

OCTOBER 24, 2021

Top Blog Posts This Week: Dear SaaStr: What Do The Top 1% of Sales Reps Do … That The Other 99% Don’t? 5 Tips To Minimize “Churn and Burn” Behavior in Your Sales Team. 5 Tips To Minimize “Churn and Burn” Behavior in Your Sales Team. At the Top SaaS Companies, Founder-CEOs Own ~15% at IPO.

VP of Engineering 247

VP of Engineering Cloud Scale Churn 247

SaaStr

APRIL 27, 2023

So whether you’re starting out, building your startup, or scaling up to meet the needs of consumers, business, and society, we connect you with the right people, products, and best practices to help you thrive and grow. QuotaPath is the most adaptable compensation solution to bring Sales, RevOps, and Finance all on the same page.

Cloud 216

Cloud Scale Startup Sales Hiring 216

SaaStr

FEBRUARY 20, 2021

So we’ve had a lot of fun in our 5 Interesting Learnings profiling the top SaaS and Cloud companies at scale, from Slack to Zoom, from Shopify to Datadog, from Box to DropBox. But are AWS, Azure and Google Cloud just too big for us to learn from? And it’s gone much more aggressive in its sales motions.

Cloud 214

Cloud Azure AWS Scale 214

SaaStr

MARCH 21, 2021

“3 Reasons You Need Support Ops to Scale and How to Really Build It with Stripe and Assembled” Assembled brought this session together for SaaStr Build 2021 with the Head of Support Ops at Stripe. “The State of the Cloud: 2021 with Bessemer Venture Partners” Missed the 5th annual edition of State of the Cloud?

Cloud 256

Cloud Scale Customer Success Scaling 256

SaaStr

MARCH 27, 2024

So we’ve probably covered HubSpot more than any other SaaS and Cloud leader on this 5 Interesting Learnings series, but there’s a good reason for it: First, HubSpot is a lot like most of us. It sells sales, marketing, support and more tools. And second, so many of us use HubSpot. So it’s very … tangible.

Scale 248

Scale Cloud Scaling Pricing 248

Clouded Judgement

DECEMBER 21, 2023

Q3 earnings season for cloud businesses is now behind us. Commentary from the cloud providers seems to be that the major macro headwinds around optimizations and new deal scrutiny have started to abate. ” 3 months later, what happened to those green shoots? So we’d expect the YoY growth rate to pick up in Q3 ‘23.

Cloud 177

Cloud Software Benchmarks Retention 177

Clouded Judgement

JULY 21, 2023

Every week I’ll provide updates on the latest trends in cloud software companies. They’re often rapidly hiring engineers (to build more features) and sales reps (to sell the product) in attempts to capture the majority of a market against their competition (both other startups and incumbents). ” Quite the claim!

Cloud 130

Cloud Software Sales Hiring Scale 130

SaaStr

DECEMBER 3, 2023

SaaStr 704: CRO Confidential: The Hangover’s Over: 5 Ways to Get Your SaaS Revenue Back On Track with Gong’s SVP Sales, Jameson Yung, and Sam Blond, Partner at Founders Fund     3. Each week, we round up our most popular content so you can catch up on anything you may have missed. appeared first on SaaStr.

Scale 226

Scale AI Sales Startup 226

SaaStr

MARCH 19, 2021

The Cloud is expanding and moving forward at a phenomenal rate, so we invited the team at Bessemer Venture Partners back to SaaStr to unveil their latest findings in the 2021 State of the Cloud. Is Cloud growth sustainable for the long term? Is Cloud growth sustainable for the long term? Hello Unicorns . trillion.

Cloud 198

Cloud Scale Payment Methods Payment Solutions 198

SaaStr

NOVEMBER 13, 2020

On December 8, join @Talend #CMO @LaurenV for a roundtable session at @saastr Scale 2020 "The Five Hardest #Marketing Decisions to Make and How to Get Them Right with Talend." Our next big digital mega-event SaaStr Scale is coming up soon, Dec 8-9!! Javier Molina, VP of Corporate Sales, MongoDB. Todd McKinnon, CEO, Okta.

VP of Engineering 180

VP of Engineering Scale Scaling CTO 180

SaaStr

DECEMBER 13, 2023

They’re at almost $500m in ARR, with 1,850 customers, now growing a modest but steady 19% and they have gotten pretty efficient, like most other public SaaS and Cloud leaders. nCino has flipped the switch like many other public SaaS and Cloud companies and gotten to positive operating margins (and cash flow) in just 1 year.

Scale 311

Scale Banking Acquisition Cloud 311

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. When sales and product work together, amazing things happen. Inside Sales. Enterprise Field Sales. Transition to SaaS.

Scale 265

Scale Sales Cloud Enterprise 265

SaaStr

MARCH 6, 2024

So Okta is one of our favorite SaaS and Cloud leaders. Seat Contractions Have Brought NRR Down From 120% to 111% While 111% NRR is still quite an engine at this scale, the drop in NRR from seat contractions explains a good chunk of the headwinds Okta has seen. #2. Way, way too many startups focus 100% on direct sales.

Fractional VPE 223

Fractional VPE Part-Time VPE Scale SMB 223

SaaStr

DECEMBER 30, 2022

Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, joined us at SaaStr Scale to discuss how businesses can serve SMBs and still bring in large numbers of revenue. . So, they’re not diluting their efforts by going towards the “hyperscaler enterprise customers” or “niche developer clouds.” Market understanding.

Scale 205

Scale Scaling Revenue Enterprise 205

SaaStr

MARCH 20, 2024

So of the beloved leaders in Cloud and SaaS, few have been hit harder than Hashicorp by the “downturn” At $400m ARR, they were growing 50%. Some of it may be that the move from onprem to Cloud has evolved. Customer Count Still Growing Impressively, Up +19% At scale, it can be hard to increase new customer count at ~20%.

Scale 240

Scale Cloud Scaling Revenue 240

SaaStr

OCTOBER 13, 2019

subscribers to the SaaStr Cloud Daily on Quora , 9,100,000+ views, and are adding thousands of new followers per week. One benefit from Cloud Daily is our community speaks and upvotes their top stories of the week. 6 Key Signs a VP Can’t Scale Beyond $5m-$10m ARR. 6 Key Signs a VP Can’t Scale Beyond $5m-$10m ARR.

Scale 127

Scale Cloud Scaling PayPal 127

SaaStr

JANUARY 6, 2021

Finding the perfect VP of Sales position can be daunting, especially in the middle of a global pandemic. Candidates need to find opportunities that not only fit their sales experience and stretch goals, but also companies that are coming out of the pandemic with momentum. Who is looking to hire a VP of Sales in January / Q1?

Sales Hiring 326

Sales Hiring Scale Payment Solutions Payments 326

SaaStr

APRIL 24, 2024

A core CRM, data and Cloud platform for the life sciences industry, it started off as a “Salesforce for Pharma” and expanded from there. It’s rolling out new marketing and sales and data products for life sciences, but arguably a smidge late. Still, going multi-product has again been the key to scaling beyond $1B ARR. #4.

Scale 171

Scale AI Cloud Scaling 171

SaaStr

FEBRUARY 28, 2024

So Braze is one of the quiet winners in today’s SaaS and Cloud world. 500k+ Customers Fuel Growth, Up 28% — And NRR is 121% There A story of many SaaS and Cloud leaders today. But they couldn’t break into top French brands until they opened a local office with an in-person sales and success team.

Sales Hiring 236

Sales Hiring Scale Cloud Enterprise 236

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 218

Sales Recruiting Cloud Sales Hiring Scale 218

SaaStr

DECEMBER 27, 2023

So is it possible to be too efficient in SaaS and Cloud? But at scale, even the slightly less long version of the tail is where the money is. Even small cloud customers worked to bring down their spend in 2023. #5. Digital Ocean has added a sales team and now a partner team, but it’s still early for both.

Scale 234

Scale AWS Azure Cloud 234

Clouded Judgement

SEPTEMBER 12, 2023

Q2 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 Q2 Source: company filings and Pitchbook consensus estimates Historically, the median beat of consensus estimates is closer to ~4%.

Cloud 169

Cloud Software Benchmarks Retention 169

SaaStr

NOVEMBER 8, 2023

So Zoominfo is one of our favorite SaaS / Cloud leaders at SaaStr. And also, because it’s one of the Cloud leaders at scale ($1B+ ARR) that’s sort of canary in the coalmine. They sell sales & marketing tools. They sell sales & marketing tools. Basically bootstrapped. Great founder-CEO.

Scale 214

Scale Cloud Scaling Subscription 214

SaaStr

SEPTEMBER 21, 2023

So many Cloud and SaaS leaders kept hiring flat for the past 12-18 months, and yet still grew. There’s some irony here, as Marc Benioff said in ’08-’09 his biggest mistake was pausing hiring in sales. Samsara is growing a stunning 40% as it crosses $1B in ARR — and says it needs more and more sales capacity.

Sales Hiring 291

Sales Hiring Headcount Scale Cloud 291

SaaStr

JANUARY 28, 2024

SaaStr 714: From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Founders Fund on CRO Confidential  5. How Revenue Leaders at Box, Calendly, and Lattice Scaled From $0 to $100M+ and Beyond 2. What’s New at Google Cloud with CMO Alison Wagonfeld 3. appeared first on SaaStr.

Scale 209

Scale AI Cloud Enterprise 209

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. The real headwinds to software (tougher expansion, longer sales cycles / procurement, slower new business, budget crunches / RIFs, etc) started last August. But what we’re really looking for is budgets expanding, shortening sales cycles, less pressure on expansion, etc.

Cloud 161

Cloud Software Benchmarks Scale 161