SaaStr

FEBRUARY 5, 2025

Enterprise data is the differentiator: While public data dominates foundation models, enterprise-specific data represents less than 1% but delivers exponentially more value when properly leveraged. IBM’s $7B Bet on Vertical AI and What It Means for SaaS Founders.

AI 173

AI Scale SaaS Government 173

SaaStr

JANUARY 17, 2024

At Saastr Annual, we hosted an Enterprise panel of AI leaders to share their experience and knowledge to help others understand how big companies think about and leverage AI. While the first generation of Generative AI is great, it’s not quite ready to solve Enterprise problems. What Are Enterprises Most Excited About Using AI For?

AI 292

AI Enterprise Artificial Intelligence compliance 292

SaaStr

JUNE 9, 2025

from IPO price Key Learning : Enterprise financial software with strong integration capabilities can command solid premiums in the CFO-focused market The 5 Critical Metrics Every B2B Leader Should Track for IPO Readiness Based on analyzing these successful (and not-so-successful) public companies, here are the metrics that matter most: 1.

B2B 184

B2B Marketing Scale Benchmarks 184

SaaStr

AUGUST 9, 2021

Selling to enterprise is no easy feat, and it can be a lengthy, complex process. Michael Sindicich, GM of TripActions Liquid, understands what it takes to close big deals and boost enterprise win rates. He was the VP of Enterprise Sales until recently moving to help build TripActions Liquid, the company’s new Fintech product offering.

Scale 293

Scale Sales Hiring Enterprise Sales 293

SaaStr

APRIL 28, 2021

That is, until you’ve got a major enterprise deal close to the finish line. At Secureframe , we help companies get enterprise ready by streamlining SOC 2 compliance and get them ready within weeks, rather than months. . Security, besides having a password that isn’t “password123”, is probably not a major priority. .

Enterprise 272

Enterprise Software Review GCP(Google Cloud Platform) Azure 272

SaaStr

JUNE 6, 2025

The Mega-Deal Era Is Over — Enterprise deals are clustering in the $100K-$150K range The Shift : Enterprise deals are clustering in the $100K-$150K range (down from ZIRP-era budgets) The New Model : 39% of buyers prefer pay-as-you-go pricing. Lead with integration capabilities and security compliance, not just business outcomes 5.

AI Search 135

AI Search AI Technical Review Software Review 135

USIO

FEBRUARY 19, 2025

Fortunately, PayFac-as-a-Service (PFaaS) exists to save you from the $1M+ upfront cost, 12+ months of setup time, and the headaches that come with managing payments, compliance, and risk. Biggest Perk: Handles compliance, risk, and merchant onboarding so you dont have to. Biggest Perk: Global reach and enterprise-grade security.

PayFac as a Service 179

PayFac as a Service Merchant Services Payfac Payments 179

SaaStr

SEPTEMBER 28, 2023

In this new SaaStr series called “What’s new at…,” Jason Lemkin chats with WorkOS CEO and founder Michael Grinich about what it takes to be Enterprise ready in SaaS, building vs. buying, and who the stakeholders are in a B2D motion. They offer all the features you need to sell to Enterprise customers. WorkOS is 4.5 No, you can’t.

Enterprise readiness 282

Enterprise readiness Payment Solutions Enterprise Payments 282

SaaStr

MARCH 18, 2025

The harsh reality: Most enterprises are adopting AI due to FOMO (Fear Of Missing Out) rather than for specific business outcomes. Project Selection: Where Enterprises Go Wrong Many companies stumble by deploying AI in high-risk, customer-facing applications first (like chatbots). This is exactly backward.

Technical Review 168

Technical Review Artificial Intelligence AI Marketplace as a Service 168

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. With a trillion in payment volume coming through BILL in the last five years, managing the payment and compliance engine has required an ongoing effort of a sizable team. This is true for BILL.

SMB 307

SMB Payment Services Payments Payment Methods 307

USIO

JUNE 6, 2025

The compliance. But your provider (like Usio) handles the compliance, risk, and infrastructure behind the scenes. Simplified Compliance & Risk Management PCI DSS? Partnering with a Payfac provider means you get enterprise-grade security, compliance, and fraud protection baked in. The onboarding headaches.

PayFac as a Service 130

PayFac as a Service Merchant Services Payment Services Payments 130

SaaStr

FEBRUARY 26, 2025

The $10M ARR Rule for Enterprise Here’s a controversial but important take: If you’re under $10M ARR, stay away from Enterprise. Because too many startups fall into what Gross calls the “Enterprise Mirage” – landing a few big logos through heroic efforts but failing to build repeatable systems.

Enterprise readiness 135

Enterprise readiness Enterprise compliance Acquisition 135

Tom Tunguz

JANUARY 28, 2020

Cloud is more expensive for larger enterprises. The third is compliance. Assume this happens at some scale in the enterprise. Imagine an enterprise now has several, maybe a dozen applications deployed this way. Today, an enterprise might have hundreds or thousands of applications. But the drivers are real.

VPCs (Virtual Private Cloud) 223

VPCs (Virtual Private Cloud) Cloud Enterprise Data 223

USIO

JULY 25, 2024

Simplifying Enterprise Payments In today’s competitive market, businesses face numerous challenges with payment processing. Customized integrated payment services for enterprises provide a solution to these complexities, helping companies streamline operations and focus on their core activities.

Payment Services 130

Payment Services Payment Methods Payment Solutions Payments 130

Scytale

JUNE 4, 2025

Combining the premier provider of SOX ITGC automation with the global leader in security compliance automation to create the first complete compliance enterprise suite. Why Scytale + AudITech? This collaboration goes beyond merely integrating complementary products that support businesses from their early stages to post-IPO.

compliance 40

compliance Enterprise Scale Startup 40

USIO

MAY 9, 2025

Compliance-as-a-Service (aka Regulatory-as-a-Service, RaaS) Translation: Legal protection on autopilot. Essential for reconciliation, compliance, and transparency. PCI Compliance Translation: The sacred rulebook of credit card safety. Level 1 PCI compliance is required for enterprise-grade embedded payment platforms.

Payments 130

Payments Merchant Services Payment Services Finance 130

SaaStr

AUGUST 2, 2024

Canva Head of Sales and Success for EMEA, Jorge Bestard, and Head of Strategic Sales for EMEA, Daniela Nyarko, share Canva’s journey from PLG to Enterprise, strategies to navigate the PLG trap, and why it’s so attractive. You want to double down on your growth, so the next logical step is to build an Enterprise team, right?

Scale 282

Scale Sales Hiring Sales B2C 282

SaaStr

JANUARY 6, 2021

New enterprise products have been critical to their recent growth. So let’s take a look at 5 Interesting Learnings at ~$800,000,000 in ARR: Box went enterprise well over a decade ago, but 45% of its revenue is still from SMBs, Mid-Market and Self-Service. This surprised me a bit. Box is a great case study to follow.

Scale 307

Scale compliance Enterprise Scaling 307

SaaStr

MARCH 15, 2019

Not hiring a full-time Chief Security & Compliance Offer. Hiring a CSO way early if you are truly going enterprise. Enterprise customers expect you not just to get on jets (see the point above), but to be there. Enterprise customers expect you not just to get on jets (see the point above), but to be there. This is #1.

Sales Hiring 174

Sales Hiring Enterprise CTO Hire CTO 174

SaaStr

JULY 22, 2021

Avalara manages a big problem — tax and related compliance automation. And importantly, while the very largest partners support multiple vendors for tax compliance, the vast majority of small partners just deploy Avalara. Enterprise is $71k ACV on average, Mid-market is $36k, SMB is $23k, and small customers are $14k ACV.

Scale 332

Scale SMB compliance Churn 332

SaaStr

DECEMBER 22, 2022

Replace manual GRC efforts, reduce costs, and save time preparing for audits and maintaining compliance. Drata is the world’s most advanced security and compliance automation platform with the mission to help companies earn and keep the trust of their users, customers, partners, and prospects.

Scale 54

Scale Onboarding Government compliance 54

FastSpring

APRIL 29, 2025

Spend less time managing your payments and compliance and more time making great games: FastSpring is a payments partner you can trust for your players and which you can use to sell games or in-game items on your website, web shop, or embedded directly into your game with fully customizable and branded checkouts.

Payment Services 133

Payment Services Payments Payment Solutions Payment Methods 133

SaaStr

SEPTEMBER 11, 2024

It wasn’t long before they landed their first Enterprise customer in 2012. Your First Enterprise Customer Lucid’s first Enterprise customer was a large publishing house in the U.K. It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer.

Scale 306

Scale Scaling Sales Hiring compliance 306

SaaStr

JULY 26, 2022

So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. Customers don’t expect as much in terms of security, compliance, etc. But beyond all the other Pros and Cons of SMB vs enterprise, there’s one looming issue with SMB SaaS: Churn. This isn’t going enterprise.

SMB 363

SMB Churn Payment Services SaaS 363

Intercom, Inc.

OCTOBER 19, 2022

We protect it throughout its lifecycle with robust security practices, tailored role-specific staff training, and rigorous compliance with regulations. You can choose to host your data in a region that suits your compliance requirements and give you – and your users – peace of mind”. Compliance: Don’t just take our word for it .

compliance 139

compliance Data Software Review Scale 139

Scytale

APRIL 24, 2025

This partnership is driven by one goal: to help organizations tackle AI compliance and governance with ease. “AI is changing the way businesses operate, and as organizations adopt these technologies, ensuring strong compliance and governance is more critical than ever. GenAI security and compliance go hand in hand.

Government 52

Government compliance AI Enterprise 52

SaaStr

AUGUST 10, 2024

Embrace doing all the compliance requirements (SOC-2, HIPPA, Two-factor authentication, etc) Embrace selling to multiple stakeholders. Great enterprise sales executives and VPs know how to shorten sales cycles to as short as practical. Second, embrace the parts of long sales cycles that take extra work: Embrace getting good at RFP.

Sales Hiring 293

Sales Hiring Sales compliance Enterprise 293

SaaStr

AUGUST 18, 2022

Laika is an enterprise-ready compliance platform that lets growing companies compete on the same level as any large organization. SaaS is now 10% of the total Enterprise IT spend, but the back-office software remains an ugly beast comprising of spreadsheets and emails.

Stax 54

Stax Payment Services Payment Solutions SaaS Payments 54

SaaStr

JULY 14, 2022

Today, it’s arguably the most advanced and full-featured enterprise contact management application, routinely closing seven-figure deals. Because they want custom features, compliance, security etc. Adding a team / enterprise / collaboration edition. Being / becoming the most enterprise vendor.

SMB 329

SMB Enterprise Government Startup 329

SaaStr

JULY 2, 2019

Join Kevin Egan, Slack’s VP of North American Sales and Dannie Herzberg, Slack’s Director of Sales as they walk you through Slack’s Freemium to Enterprise strategies. We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Want to see more content like this?

Enterprise 158

Enterprise Scale Sales Hiring SMB 158

SaaStr

OCTOBER 6, 2022

The platform automates the provisioning of your application to the cloud (AWS, GCP, Azure), integrating cloud ops, DevOps, and security/compliance with 24×7 monitoring and support. SafeBase enables sales and security teams to efficiently collaborate and close enterprise deals faster.

GCP(Google Cloud Platform) 244

GCP(Google Cloud Platform) Azure AWS Enterprise readiness 244

SaaStr

MAY 14, 2025

Enterprise Expansion is Accelerating: $10k+ Customers Up +14% Atlassian still has 250,000 tiny customers, but it’s $10k+ ones are driving growth at this scale. 250,000 Customers < $10k … But 500 $1M+ Customers Atlassian is pushing more and more enterprise, but the long tail also keeps buying. #4. Super Profitable.

Scale 178

Scale Government Software Engineering compliance 178

User Pilot

NOVEMBER 28, 2024

How much it costs (spoiler: it’s for enterprise plans only). But here’s the kicker— session replay is only available as an add-on for enterprise plans. And let’s be real: enterprise plans are on the pricey side. You can scale unlimitedly with add-ons for Growth or Enterprise plans. What is session replay in Mixpanel?

Software Review 105

Software Review Enterprise Pricing compliance 105

SaaStr

JANUARY 6, 2022

Sprinto helps SaaS companies become SOC-2 compliant, close enterprise deals, and pass vendor security assessments easily. 500 and the category-defining enterprise platform to operationalize trust. At the 8th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors.

Government 273

Government compliance Enterprise Technology 273

Clouded Judgement

DECEMBER 1, 2023

There were also quite a few questions around cost and compliance. And on the latter - there will be more guardrails and structure in place to appease some of the compliance questions. This was repeated quite a few times AI tends to be additive budget for large enterprises. This year, there was tons of experimentation.

AWS 302

AWS Cloud AI Search Cost optimization & reporting 302

SaaStr

DECEMBER 6, 2023

NRR is good but not top-tier for an enterprise solution, at 112%. But what is very enterprise and top-tier is their customer retention, at 97% GRR. The financial reporting and compliance engine that just keeps scaling! Once folks put in a financial reporting system, they don’t tend to rip it out.

compliance 297

compliance Engineering Scaling Enterprise 297

SaaStr

FEBRUARY 23, 2023

Laika is an enterprise-ready compliance platform that lets growing companies compete on the same level as any large organization.

Payment Services 273

Payment Services Merchant Services Payments Embedded Payments 273