SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. We had 5,000 employees and $14 billion in revenue. Over the time I was there, we had 64 billion in revenue and about as many employees. So big, big scale. Our customers, our employees, our revenue. Want to see more content like this?

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Scale Underperforming Technical Team Scaling Leadership 177

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Use your data to inform.

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Sales Hiring Payment Services SaaS Payments Scale 220

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Manual processes first.

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Scale Payment Services Payment Methods Scaling 152

SaaStr

JANUARY 3, 2023

And the more existing customers you visit in person, the better the upsell and revenue retention. Want to increase your revenue retention? Even with no new leads, and no new customers, this alone will boost your revenue. As you begin to scale, the gaps on your team can become overwhelming. Get on an airplane. More here.

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Scale Retention Scaling Revenue 244

SaaStr

MARCH 27, 2019

Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. In Today’s Episode We Discuss: * How Leyla made her way into the world of SaaS with Salesforce when it had 1,800 people and $500m in revenue.

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Scale VP of Engineering Mobile Scaling 131

SaaStr

MARCH 5, 2022

Despite their founders’ ambition and good intentions, any innovative idea that results in millions of dollars in revenue and funding is bound to come with growing pains. Process is a friend, not a foe, in order to scale. With scale comes complexity, and complexity requires clarity. The life of a startup is not a smooth ride.

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Startup Leadership Innovation Scaling 243

Chargify

APRIL 23, 2019

According to a study by the Startup Genome Project of more than 3,200 startups, they found that “70% [of startups] fail because of premature scaling.” Understanding which stage your SaaS business is in can help determine the appropriate time to scale to the next phase—and do so successfully. Let’s get started. Pre-Startup.

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Scale SaaS Payments Scaling Payment Services 74

ChurnZero

JANUARY 20, 2022

As a Customer Success leader, you know you should invest more time and resources into planning and executing the long-term initiatives your team needs to scale. Rod Cherkas, CEO of HelloCCO, joined us for a webinar to share his approach to ensure your Customer Success team stays ahead of your company’s growth.

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Scale Sales Hiring Scaling Sales 52

SaaStr

MARCH 29, 2023

Over the last couple of years, Xero has doubled revenue and operating revenue, tripled annualized monthly recurring revenue, and quadrupled lifetime value. When starting and scaling a company, it’s important to keep returning to what makes you unique. Customer engagement: Distinctive interactions you foster.

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Sales Hiring Scale Strategy Metrics 172

SaaStr

APRIL 2, 2023

This thought is usually accompanied by a vague statement like “this person isn’t scaling.” Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal!

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Sales Hiring Scale Scaling Customer Success 255

SaaStr

OCTOBER 10, 2023

A revenue leader’s responsibility is to drive revenue and grow the company. On the other hand, the legal team may feel that the sales team is taking risks that put the company in jeopardy. So, it’s essential to discuss legal and business concerns and ultimately decide what’s best for the company.

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Sales Hiring Scale Sales Communication 156

Intercom, Inc.

OCTOBER 22, 2020

times more revenue than their competitors. Customer expectations are higher than ever, and this acts as a forcing function, inspiring companies to think about their customers’ entire journey from acquisition to onboarding and support. The trick, Nate believes, lies not in radical, overnight changes.

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Leadership AI Scaling Engineering 218

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling. Lessons for scaling high-growth organizations.

Scale 116

Scale Payment Services Payment Methods Sales Hiring 116

SaaStr

SEPTEMBER 14, 2022

They adhered to the “75% Rule,” in which recurring revenue of their software made up three-quarters of their business while making the rest from their consultancy, research, and other professional services. Pick the right partners to scale. This applies to finding cofounders, team members, and partners to scale.

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Scale Venture Capital Sales Hiring SMB 204

SaaStr

JUNE 27, 2020

Hiring a “VP” of Sales before you have 2 scaled reps and a repeating process. If they’ve never had a true revenue commit (see below), or owned a number, they are too junior. Doesn’t make a lead / opportunity / pipeline / revenue commit. Your revenue per lead just goes down. This never works out in the early days.

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Sales Hiring Scale Startup Marketing 363

SaaStr

JUNE 24, 2022

It can provide a quick revenue boost, but it only works one time and you’re taking a chance on losing revenue by angering customers who made a bet on you. If your marketing and outbound are working, your win rates should go down as your company scales. More here: 5 Reasons Not To Raise Prices on Existing Customers.

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Sales Recruiting Sales Hiring Scale Customer Success 205

SaaStr

OCTOBER 13, 2023

As they grew the platform, the number of active users grew, which meant revenue grew. But, for every dollar of revenue they brought in, they had to spend almost a proportional amount for support. You need to identify a material cost that is trending lockstep with your revenue and disassociate them to see a broadening of your margins.

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Outsourcing Services Sales Hiring Scale SaaS 231

SaaStr

APRIL 26, 2022

We want to grow revenue; we want to grow market share; we want to deepen wallet share. For example, if you have a high sales velocity, low ACV, and your company growth is product-led, you should hire your CMO first. They are your strategic business leader who owns revenue, and they should have a say in the CRO hire.

Leadership 179

Leadership Sales Hiring Sales Recruiting Scale 179

SaaStr

MARCH 24, 2020

When things get better — you will need everyone great you have now : You will need every scaled sales rep that hits quota. But when they shorten, you’ll need every trained, scaled rep you have to service the leads you have now and then. And it takes so long to find good people, to interview, to test, to train, to scale.

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Scale Sales Hiring Interviewing Scaling 177

SaaStr

AUGUST 10, 2023

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups. Ideas Are Cheap.

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Scale Scaling Sales Hiring Cloud 176

SaaStr

FEBRUARY 25, 2020

Last but not least, if your sales tax noncompliance gets too out of hand, dealing with multiple states’ sales tax laws means that 46 state departments of revenue can potentially come after you for back taxes. Leverage automation to support scaling. “But with AutoFile, we’ve scaled to doing taxes in 40+ states.”

Merchant Services 171

Merchant Services Scale Technical Review Sales Hiring 171

SaaStr

JULY 25, 2021

As two CEO who love the art of sales and scaling, this one really was special. Jyoti Bansal : And then he started talking about sales and Dev during the breakfast he convinced me if you can marry the right kind of sales scaling and execution then that’s when your business will really, really take off.

Sales Recruiting 242

Sales Recruiting Sales Hiring Scale VP of Engineering 242

SaaStr

MAY 18, 2019

And the more existing customers you visit in person, the better the upsell and revenue retention. Want to increase your revenue retention? Even with no new leads, and no new customers, this alone will boost your revenue. As you begin to scale, the gaps on your team can become overwhelming. Get on a jet. The #1 you need.

Scale 186

Scale Retention Scaling Revenue 186

Chargify

AUGUST 6, 2019

Today, HubSpot is not only a rapidly-growing enterprise that generates nine-figure annual revenue (more than $500 million in 2018), but they are also trusted thought leaders in the marketing industry with a cult-like following. Revenue growth: 2006: Unknown. You don’t get to half a billion in revenue without making a few enemies.

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Subscription Payment Features Revenue Software Review 40

Intercom, Inc.

JUNE 9, 2020

That is why we have called this first stage Resolve: the need to determine the scale, pace, and depth of action required at the state and business levels.”. The hope is that this focus on new users and proving value will deliver us additional revenue in the future.”. Look for ways to improve business performance.

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Strategy Business Scale Communication 197

SaaStr

NOVEMBER 2, 2019

Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2 Billion acquisition is just one milestone in the early innings of the company’s story.

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

Hitenism

NOVEMBER 7, 2016

run rate business and has made up for an incredible 67% of Amazon’s operating revenue last quarter. What’s really amazing is how little the press releases have changed over the past seven years, especially considering the speed and scale at which AWS took over the cloud. Today this mentality is hardwired into the company.

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AWS New CTO Scale CTO 189

SaaStr

FEBRUARY 28, 2022

A few ideas on how to help the sales team make this your best year so far: Hire dedicated sales / revenue ops. And net negative churn is the secret to truly scaling. Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Bring CS into deals earlier.

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Scale Sales Hiring Sales Enterprise 241

SaaStr

JULY 27, 2022

PayFit adopts a B2C strategy because it scales efforts to attract a higher volume than typical enterprise-geared tactics. . But happy customers can not only expand your recurring revenue but also contribute to new conversions and acquisitions. . Secret 6: Customer Satisfaction Is Your First Lever For Growth.

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SMB Sales Hiring Scale B2C 182

SaaStr

OCTOBER 4, 2019

Before that, Jeppe was the CFO @ Tradeshift where he first hand saw their scaling to 190 countries with offices in 6 different locations. How does Jeppe respond to 3 common concerns VCs have with SMBs: * The price points are so low that it takes huge volume to scale to meaningful revenue? * Loving our podcast content?

Scale 136

Scale SMB Technical Review Software Review 136

SaaStr

MARCH 1, 2023

Chris Merritt, Chief Revenue Officer at Cloudflare, has been with the company for almost a decade. Chris has since grown Cloudflare’s revenue to nearly $1B. Chris breaks down a typical company’s growth into three phases based on its ARR, providing actionable insights on what you should do and prepare for in each phase.

Scale 205

Scale Scaling Government Software Review 205

SmartKarrot

APRIL 18, 2023

Robert Half Scaling a customer success team is essential for Saas and technology companies to be able to successfully derive value to customers through their product and service offerings. In this blog post, we will explore the top six concepts to consider to scale your customer success team. 10% Perceived company cultural fit.

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Scale Customer Success Scaling Sales Hiring 10

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. We’ll never subject our customers to sub-standard features or half-baked processes just to drive more revenue. Rapid growth means you need a large, high-performing team, and you need it right now. But no sales team can afford to grow without intention.

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Scale Sales Hiring Sales Recruiting Sales 160

SaaStr

AUGUST 31, 2022

The $100 million in Annual Recurring Revenue (ARR) mark is a magnificent milestone for companies that indicates sustainable business growth. The stage of scaling from $10 million to $100 million ARR may seem like a daunting task, but it is an exciting one. Growing a culture. Turning a vision into reality.

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Scale Underperforming Technical Team Scaling Company Culture 219

OpenView Labs

OCTOBER 26, 2021

The exciting thing about prototypes is that large-scale experiments can be built through open-source projects , which companies like Netflix and Linkedin will do as a strategic way of recruiting top talent. . If none exist, pick a price where the scaling mechanism is clearly tied to the buyer’s perception of value.

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Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

OCTOBER 10, 2023

On a sales front, how do you evolve past founder-led sales, or together with it, so that you can scale your organization? PST, Laura Connell, Partner at Atomico, shares how to scale beyond founder-led sales on your path to Series B. It’s not a repeatable process, and it doesn’t scale. Time is the enemy.

Scale 194

Scale Sales Hiring Scaling Sales 194

SaaStr

SEPTEMBER 26, 2019

Gaetan Gachet : All right, so usually the way I start this session is I ask the crowd which revenue stage they’re in. So when I joined we’re pretty much pre-revenue. If you can talk about the benefits of that and how that grew as you scaled. One and 10? Okay, cool. I guess you guys are familiar with that program.

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Scale Sales Hiring Sales Recruiting Technical Advisors 136