SaaStr

NOVEMBER 27, 2024

It’s dropped “Video” from its name as it has gone communications and AI-first: $4.7B 100k+ Customers Only Segment Growing, Are 31% of Revenue. So Zoom has entered its mature stage, but it’s also now rebooting itself. 98% NRR from Enterprise Customers, Down from 101% a Year Ago and 115% in 2023.

SMB 274

SMB Churn Enterprise Acquisition 274

SaaStr

SEPTEMBER 28, 2024

Kyle Norton CRO of Owner is kicking off a new podcast for Pavillion with revenue leaders, and we were lucky enough to be guest #001 here: It’s a great convo on many SaaStr themes — but from the perspective of a VP Sales / CRO. If you’re going to miss your quarter, communicate this early and come prepared with a plan to address it.

Technical Review 298

Technical Review Sales Hiring Sales Recruiting Revenue 298

SaaStr

JUNE 21, 2025

As a new Customer Success Manager (CSM), here’s what you need to know to hit the ground running and make an impact: Understand Your Role’s Revenue Impact — Revenue vs Retention : Customer Success isn’t just about keeping customers happy anymore at most B2B companies —it’s often a revenue-driving function now.

Customer Success 188

Customer Success Management Scale Retention 188

SaaStr

JULY 1, 2025

Insights from Jasper Carmichael-Jack, CEO of Artisan at 2025 SaaStr AI Summit About Artisan: AI-powered sales platform building the end-to-end solution —from marketing personalization to AE automation across the entire revenue cycle. The Evolving Future : Single platform covering the entire revenue cycle—from first touchpoint to renewal.

Scale 207

Scale Software Review Sales Hiring AI 207

SaaStr

JULY 7, 2025

on June 26 , driven by 39% revenue growth to $884 million in Q1 • U.S. Security and data infrastructure companies emerged as the biggest winners, while general productivity and communication tools lagged significantly. Palantir Technologies (PLTR): +78.69% YTD 👑 Hit all-time high of $148.22

AI 204

AI Cybersecurity Artificial Intelligence SaaS 204

Tom Tunguz

FEBRUARY 26, 2025

They prioritize revenue growth, market share and profit maximization differently. Maximization (Revenue Growth) - maximize revenue growth in the short term. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

JULY 11, 2025

While OpenAI dominates headlines with ChatGPT’s viral success, Anthropic has quietly built a business that’s already 40% the size of OpenAI’s revenue, despite having a fraction of the consumer awareness.

ChatGPT 216

ChatGPT Artificial Intelligence Outsourced Development AI 216

SaaStr

MAY 13, 2022

There are many ways to track your marketing performance, but if you want to understand how effective it is, one metric reigns supreme: revenue. The most successful marketing strategies achieve short-term and long-term growth by driving revenue year after year. What is revenue marketing? Overcome GTM fragmentation.

Revenue 246

Revenue Engineering Scale Marketing 246

SaaStr

FEBRUARY 7, 2025

Before Customer.io, Jason built and scaled marketing teams at several B2B SaaS companies, with a focus on customer engagement and revenue operations. Personalization = Revenue : Companies seeing the biggest gains are going way beyond basic mail merge fields. The Customer.io

Scale 271

Scale SaaS B2B Scaling 271

SaaStr

NOVEMBER 20, 2024

With 90% of the Fortune 100 on GitHub and 40% of its $2B revenue coming from AI products, these real-world examples will also help you launch an AI-powered product at scale. Be disciplined about prioritizing that feedback and communication. Ensuring the process was as seamless and friction-free as possible.

Scale 261

Scale AI Scaling Marketing 261

SaaStr

JUNE 22, 2025

” The Numbers Behind the Filing Navan’s IPO filing comes with impressive scale: Probably close to $500m ARR today, $300M in annual revenue as of 2024 40% average revenue growth , with the fintech business growing 100% and travel business expanding 30% $9.2B . “We are not far from that.” valuation, raised $2.5B

B2B 179

B2B Payments SaaS Payments Payment Services 179

SaaStr

DECEMBER 23, 2024

But unless you are raising from folks that truly invest pre-revenue, investors are going to want to see 3 strong months of growth in a row. Would you invest, yourself, based just looking at the communications and metrics? You Need 3 Great Months of Growth in a Row to Fundraise Its OK if it took you a few years even to get to traction.

Venture Capital 274

Venture Capital Investment AI Metrics 274

SaaStr

JUNE 28, 2025

21 billion 2021 valuation, $1.6B+ revenue Navan (formerly TripActions) – Corporate travel and expense management, confidentially filed June 2025. Last valued at $12.5 billion after the failed $20B Adobe acquisition Genesys – AI-powered customer experience platform, confidentially filed October 2024. $21 HubSpot, Box, Shopify).

Payments 179

Payments SaaS Payments Payment Services AI 179

SaaStr

JUNE 24, 2025

This could include automated customer communications, self-service onboarding flows, and AI-powered support. 37% of AI-Native vs 30% Traditional SaaS Use Hybrid Pricing (50/50 Revenue Split) The Pricing Evolution: The pure SaaS subscription model is becoming less common, especially among AI-native companies.

Scale 188

Scale AI B2B SaaS 188

SaaStr

JUNE 29, 2025

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. Scaled Sales Without Revenue Operations (And Paid Dearly) The Explosion : From 2 AEs to 50 AEs in one year.

Payment Services 179

Payment Services Sales Hiring Payment Solutions SaaS Payments 179

SaaStr

JULY 7, 2023

“Given the fact that customer acquisition costs are increasing sharply, the most efficient way to increase revenue base is getting it out of existing ones.” In a survey by Influitive, 58% said customer marketing was very important, and almost 60% had moderate-to-significant revenue gains thanks to customer marketing. The takeaway?

Retention 242

Retention Software Review Revenue Systems Review 242

Stax

OCTOBER 17, 2024

By leveraging the collective knowledge and guidance of industry professionals, Stax Connect Plus sets a new standard for excellence, ensuring that partners have the support they need to achieve their payment goals and drive revenue growth. Revenue Gap: What is it and how can you bridge it? So, how do you bridge this gap?

Stax 88

Stax Payments Merchant Services SaaS Payments 88

Payrix

APRIL 10, 2025

Embedding payments and financial experiences is the next frontier for trade and field service software platforms looking to boost revenue while enhancing the customer experience. By taking control of your payment processing, platforms focused on the trades industry can unlock new revenue streams and gain a competitive edge.

Payments 100

Payments Payment Services Outsourcing Services Payment Solutions 100

Blulogix

DECEMBER 27, 2024

By Inga Broerman Overcoming Revenue Leakage with Smarter Billing Practices Revenue leakage is one of the most insidious challenges subscription-based businesses face. Whether through pricing errors, missed renewals, or incomplete billing processes, these small inefficiencies can add up to significant lost revenue over time.

Payment Features 52

Payment Features Revenue Scale Operational efficiency. 52

SaaStr

JUNE 29, 2025

commercial revenue grew 71% YoY in Q1 2025 They crossed a $1 billion annual run rate in U.S. commercial revenue grew from ~$150M in Q1 2021 to $254M in Q1 2025—a 69% increase over four years, but with accelerating momentum. Customer Economics : Average revenue per customer has grown from $5.6M The numbers tell the story: U.S.

AI 258

AI Artificial Intelligence Software Review Technical Review 258

SaaStr

JANUARY 24, 2024

Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. The value you communicate needs to make sense for the end user but also resonate with the C-suite and stakeholders making the buying decisions.

Scale 273

Scale Sales Hiring Scaling Revenue 273

Clouded Judgement

JULY 2, 2025

Here’s some additional data on their products I mentioned above (all copy / pasted from the S1) FigJam : “FigJam is our product tailored for ideation, brainstorming, and rapid communication of ideas. Rule of 40 In the below chart I’m showing LTM revenue growth + LTM FCF margin.

Benchmarks 196

Benchmarks Data Software Review AI 196

SaaStr

JUNE 8, 2025

Look at metrics like revenue per lead, close rates, and sales cycle length. Communicate clearly and transparently about what’s happening and why. Ask them tough questions during the interview process—how will they improve revenue per lead? Take some risk here if you have someone great but where it’s a stretch.

Sales Hiring 169

Sales Hiring Sales Recruiting Sales Interviewing 169

SaaStr

MAY 21, 2025

For context, the Rule of 40 is a benchmark for SaaS companies that adds revenue growth rate and profit margin, with 40% considered healthy. With 39% revenue growth and 44% adjusted operating margin, Palantir is doubling the benchmark threshold. [link] — Akshay Krishnaswamy (@hyperindexed) May 5, 2025 5 Interesting Learnings: 1.

Artificial Intelligence 152

Artificial Intelligence Government AI Benchmarks 152

SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. Colin joined Wiz in February 2021 when the company was near zero revenue. ” This distributed structure created intentional communication patterns that might not have developed in a single office.

Scale 179

Scale Sales Hiring Scaling Sales Recruiting 179

Clouded Judgement

MARCH 21, 2025

They built out their core CRM capabilities, but expanded into analytics when they acquired Tableau, expanded into integration when they acquired Mulesoft, and expanded into communication when they acquired Slack. Revenue multiples are a shorthand valuation framework. Overall Stats: Overall Median: 5.5x Top 5 Median: 18.4x

Cloud 188

Cloud Subscription Payment Features Pricing 188

Subscription Flow

DECEMBER 12, 2024

Businesses may never know how much revenue might be leaking from overlooked nooks and crannies. The purpose of the revenue growth management strategy is to steer a business in an organized, and sustainable direction. In this blog, you will find out the meaning of revenue growth management, its importance, components, and challenges.

Payments 52

Payments Payment Services SaaS Payments Revenue 52

SaaStr

APRIL 20, 2025

For example, if you think you can realistically hit $9M in revenue next year, but theres a scenario where you could stretch to $12M, thats your C10. C60 (Base Plan) : This is your core plan and the one you communicate to your team. If youre aiming for $9M in revenue, this is the plan youre betting on to drive the company forward.

Sales Hiring 156

Sales Hiring Sales Communication Revenue 156

SaaStr

AUGUST 24, 2022

They must be communication and collaboration masters as they will be at the crossroads of product, leadership teams, and customers. The post More Than Revenue: Why Choosing Your First Customers Matters More Than You Think with Pigment Co-Founder & Co-CEO Eléonore Crespo (Pod 584 + Video) appeared first on SaaStr.

Revenue 246

Revenue Software Review Leadership Branding 246

SaaStr

MAY 4, 2021

Five9’s revenues were 60% enterprise at IPO in 2014, but now are 83% enterprise. 66% of Five9’s revenue is influenced by partners. Five9 has increased its growth margins over time, but telephony and communications have real costs. But Five9 shows it can be done. You can be that decacorn. How about you?

Systems Review 345

Systems Review Technical Review Software Review Cloud 345

SaaStr

MARCH 28, 2025

Too many expect a material amount of revenue too quickly. 40% of HubSpot’s and Shopify’s revenue comes from partners. In the enterprise, most of ServiceNow’s revenue does. Treat this like a sales pipelinetrack leads, co-selling efforts, and revenue generated from these partnership. Its not a quick win.

Scale 141

Scale Sales Hiring SMB Enterprise 141

Blulogix

JANUARY 15, 2025

By Kegham Khrigian Empowering Your Channel Partners: The Key to Revenue Growth For SaaS and MSP businesses, channel partners are more than just intermediariestheyre strategic assets that can significantly amplify your reach and revenue. But while channel ecosystems offer immense potential, they also present unique challenges.

Revenue 52

Revenue Scale Payment Features Pricing 52

SaaStr

MAY 7, 2025

Growth Has Reaccelerated, Though Still Far Below Its 2021 Peak 12 months ago, Twilio was growing revenue at 7% year-over-year. Today, that growth has slowed to 12% year-over-year, with Communications revenue growing 13% and Segment revenue nearly flat at 1%. Twilio slowly re-accelerating: – $4.8B growth at $2B ARR.

Headcount 169

Headcount AI Scale compliance 169

SaaStr

MARCH 4, 2021

Making sure you sit in the right place in the market, and are communicating that to the market. I can pretty much guarantee you the billboard above generated $0 in direct revenue for us. And as your revenues grow, it gets cheaper, because it’s a smaller and smaller % of your overall revenue. Some sort of commit.

Sales Hiring 357

Sales Hiring Scale Marketing Branding 357

SaaStr

DECEMBER 4, 2021

The SaaS revenue tech stack can help you grow your business, but if you don’t plan carefully, you might invest in tools that aren’t helpful and don’t yield ROI. Sydney Sloan, CMO at Salesloft, shares advice for building a cohesive and effective RevTech stack for each revenue phase. Revenue team > marketing and sales.

Scale 284

Scale Sales Hiring Social Media Technology 284

SaaStr

JUNE 23, 2025

If your engineering team, your product team, or your leadership team hasn’t shipped meaningful AI capabilities into production by now, that have led to a material increase in revenue — you don’t have a strategy problem. You have a talent (and vision) problem.

AI Search 169

AI Search AI Technical Review CTO Hire 169

Stax

MAY 20, 2024

When can revenue NOT be counted as revenue? The concept of unearned revenue can easily trip up SaaS companies that offer subscription services and products on a recurring basis. Unlike when selling ordinary products, you cannot recognize the revenue earned from a subscription all at once.

Payment Features 167

Payment Features Payments Payment Services SaaS Payments 167