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 181

Technical Review Artificial Intelligence AI Marketplace as a Service 181

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 143

Enterprise readiness Enterprise compliance Acquisition 143

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 283

Enterprise readiness Payment Solutions Enterprise Payments 283

User Pilot

MAY 27, 2025

Unlike traditional mobile web tools, Whatfix focuses exclusively on native mobile environments, allowing enterprises to create deeply integrated, in-app experiences that streamline user onboarding , feature adoption, and contextual in-app training. reducing compliance risks and support tickets. Whatfix mobile pricing.

Technical Review 86

Technical Review Mobile Software Review Systems Review 86

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 283

Scale Sales Hiring Sales B2C 283

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

User Pilot

MAY 27, 2025

We covered everything from features to pricing, along with insights from real users. WalkMe Mobile is most suited for large enterprises and compliance-heavy industries. Pricing: WalkMe Mobile WalkMe Mobile typically comes as part of the full WalkMe platform. What’s the price range like? Lets dive in!

Mobile 69

Mobile Software Review Technical Review Pricing 69

SaaStr

SEPTEMBER 11, 2024

The PLG principles that are foundational to Lucid were defined, but what these customers needed was: An easy, fast path to user value Simple pricing and seamless expansion Widespread discoverability Lucid employs a freemium model, converting users to paid plans early on. Customers still needed simple pricing and seamless expansion.

Scale 307

Scale Scaling Sales Hiring compliance 307

User Pilot

NOVEMBER 28, 2024

How much it costs (spoiler: it’s for enterprise plans only). Here’s the deal: Mixpanel’s pricing scales with the number of events you track. 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. Mixpanel pricing.

Software Review 105

Software Review Enterprise Pricing compliance 105

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

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. Tweaking pricing.

SMB 329

SMB Enterprise Government compliance 329

SaaStr

JULY 1, 2024

Everything you have now will probably look different upmarket, including pricing. Pricing is a big one. You have your pricing strategy for down-market customers, such as how you price the bundle, packaging, etc. You want to test pricing by going to the market and seeing if it works. It’ll also likely be wrong.

Sales Hiring 300

Sales Hiring Scale SMB compliance 300

FastSpring

DECEMBER 16, 2022

One popular solution for managing and automating parts of the sales process is by using CPQ (Configure, Price, Quote) Software. CPQ (Configure Price Quote) is a type of sales software that allows sales reps to quickly and easily configure products and services, generate accurate pricing, and create quotes to be sent to customers.

Payment Services 148

Payment Services Payment Solutions Pricing Payments 148

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 3, 2024

Who is Peter Gassner CEO and Founder of SaaS Leader Veeva Systems Peter Gassner has established himself as a significant figure in enterprise software, particularly through his leadership at Veeva Systems. Instead of building generic enterprise software, he went all-in on life sciences.

SaaS 261

SaaS Leadership Cloud Enterprise 261

SaaStr

NOVEMBER 25, 2022

Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. The main driver behind this success is that from day one, Atlassian took a product-led self-service approach to enterprise software.

Scale 261

Scale Scaling Marketplace as a Service Entrepreneurship 261

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. This episode is an excerpt from a session at SaaStr Summit: Enterprise. Trisha Price.

Payment Solutions 208

Payment Solutions Pricing Payments Payment Services 208

Stax

JUNE 3, 2025

This democratizes access to powerful tools, whether you’re a startup or an enterprise. Refine your pricing strategy over time Pricing isn’t a one-and-done decisionit’s a growth lever that evolves with your product, customer segments, and market conditions.

Payment Services 88

Payment Services DevOps as a Service SaaS Payments Payments 88

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 164

Enterprise Scale Sales Hiring SMB 164

CloudGeometry

APRIL 25, 2022

Big enterprise customers have been buying software for a long time. There’s real payoff from careful attention to the issues that enterprise customers care about. There’s real payoff from careful attention to the issues that enterprise customers care about. Here are seven things enterprise SaaS customers look for. #1

Enterprise readiness 130

Enterprise readiness Enterprise Technical Review Software Review 130

SaaStr

JANUARY 12, 2022

“For large enterprise customers, your stakeholder map is almost always too small” — Alex Farmer, VP CS, Cognite Data. Another top mistake SMB folks make trying to sell enterprise. You lose enterprise deals when someone that knows the playbook outsells you by getting to all the stakeholders. A good one.

CTO Hire 325

CTO Hire Sales Hiring New CTO CTO 325

User Pilot

JULY 21, 2024

So you’ve decided to invest in Userpilot to bolster product-led growth , but you’re still unsure which Userpilot pricing plan to purchase? In this article, we’ll break down Userpilot’s pricing plans and review all the features you can find when you choose your specific pricing plan. Reporting and customization.

Technical Review 104

Technical Review Pricing Software Review Enterprise 104

FastSpring

OCTOBER 13, 2023

Pricing starts low per transaction, but it will add up quickly if you’re looking for a more robust service. The pricing page at 2checkout.com shows that with their 2Sell base product, you can “sell any type of product.” They also have an enterprise pricing package called 4Enterprise. Is Stripe a merchant of record?

Payments 160

Payments Payment Methods Payment Services Merchant Services 160

SaaStr

NOVEMBER 28, 2022

We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. With a new product launch, you may shift from a flat monthly subscription fee to a consumption-based pricing model.

Scale 246

Scale Finance Sales Hiring Scaling 246

Subscription Flow

FEBRUARY 27, 2024

Subscription pricing with the help of automated billing software has transformed many industries and provided businesses with a dynamic way to generate revenue, especially in the SaaS space. Moreover, developing a profitable pricing strategy requires consistent model testing and compliance with international tax laws.

SaaS Payments 105

SaaS Payments Payment Services Payments Payment Solutions 105

SaaStr

JULY 17, 2023

The reality is most enterprises can only bring in a few new critical vendors a year per department or org. A lot of customers really do need SOC-2, HIPAA and other compliances. It’s not a priority anymore. Priorities do change. I need to start with a pilot. Oftentimes they just do. Trying to “overcome” this can lead to a lost deal.

Sales 246

Sales compliance Enterprise Pricing 246

Stax

APRIL 3, 2025

Theyre easy to integrate and set up, with the host taking care of data security measures, including PCI compliance and fraud protection. On top of PCI compliance, you might have to pay extra for SSL (Secure Sockets Layer) certification. Transaction fees and pricing models All payment service providers charge a fee for their services.

Payment Methods 88

Payment Methods Merchant Services Payment Solutions Payment Services 88

SaaStr

JUNE 13, 2019

And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. In the SMB, two-thirds use month-to-month, and in the enterprise, you’ve got two-thirds using multi-year. What we notice is that in the enterprise, it’s much more common to retain 90-100%.

Scale 252

Scale Sales Hiring SMB Payment Services 252

Clouded Judgement

FEBRUARY 7, 2025

Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue. The list goes on. There are so many others. What do all of these have in common? Revenue multiples are a shorthand valuation framework. Even a DCF is riddled with long term assumptions. Overall Stats: Overall Median: 6.3x

Systems Review 146

Systems Review Cloud AI Artificial Intelligence 146

User Pilot

MARCH 21, 2023

Is Mixpanel pricing competitive enough to make it a viable analytics tool for SaaS companies? We look at its pricing structure, what’s included in each plan, and its strengths and weaknesses. Mixpanel pricing strategy uses both free and paid plans. The Enterprise plans start at $1,667/month and can serve 1B+ events.

Pricing 98

Pricing Software Review compliance Retention 98

User Pilot

MARCH 29, 2023

Is the cost of Amplitude pricing worth the investment for you? In this article, we’ll dive into Amplitude’s pricing structure, plans, pros, and cons. Amplitude has a freemium pricing model with one free and two premium plans: Growth and Enterprise. Its Growth and Enterprise plans bring better value for money.

Pricing 98

Pricing Software Review Scale Customer Support 98

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Enterprise sales.

Scale 110

Scale Enterprise Marketing Sales 110

Stax

MARCH 18, 2025

To choose the right payment processing solution for your business, you need to evaluate your business needs, evaluate security and compliance standards, and evaluate different payment processors based on pricing, features, customer support, and scalability. Talk to sales What is a Payment Processing System?

Payment Services 88

Payment Services Merchant Services Payment Methods Payment Solutions 88

Payrix

APRIL 10, 2025

A payment solution that meets your customers exact needs has the potential to increase your revenue by 2-3x, create a stickier product, and increase the total enterprise value (TEV) of your software. 1 Your annual payments revenue opportunity range is estimated based on go-to-market pricing and estimated interchange fees.

Payments 100

Payments Payment Services Outsourcing Services Payment Solutions 100

How To Buy Saas

MAY 21, 2025

Whether youre a startup , an SMB , or a global enterprise , the right ATS can streamline your recruitment process, save time, and help attract top talent in a competitive market. Breezy HR Best Free ATS for Small Businesses Pricing: Key Features: Ideal Use Case: 2. What ATS is best for small businesses or startups?

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

USIO

MAY 13, 2024

If it’s a large enterprise with thousands of checks, the cost of labor can be mammoth size pricing. Take for example, about 5,000 checks going out a month, that will likely run up a price of $3.5k. Receiving the highest level of security and compliance with Nacha standards.

Payment Methods 264

Payment Methods Payment Services Payments Payment Solutions 264

Tom Tunguz

OCTOBER 8, 2018

In the private markets, high growth software companies are often priced as a function of the ARR at the end of next year. Aside from compliance efforts, not much. They should be priced similarly, provided the metrics are similar. Multiples influence acquisition prices and valuations in the private markets. of spend.

Software 170

Software Marketing Acquisition compliance 170