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 140

Enterprise readiness Enterprise compliance Acquisition 140

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

SaaStr

DECEMBER 18, 2023

At SaaStr Annual , IBM’s VP of Software and Technology Raj Datta and Director of Startups Kylie Rutherford shared how AI is changing the game for companies of all sizes. AI is a very competitive landscape, so startups have to ask themselves how they’re going to gain a competitive advantage with it.

AI 299

AI Technology Scale Startup 299

Tom Tunguz

APRIL 6, 2023

There are 4 questions a startup should ask themselves about building a startup that uses generative AI. There are 4 questions startups should ask themselves about building with generative AI. Startups have negative time to launch in many markets with Adobe, Microsoft, & Salesforce launching Gen AI enabled software in weeks.

Generative AI 228

Generative AI AI GCP(Google Cloud Platform) Startup 228

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

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

SaaStr

JULY 14, 2022

Today, it’s arguably the most advanced and full-featured enterprise contact management application, routinely closing seven-figure deals. I see too many startups resist going upmarket because it’s more work. Because they want custom features, compliance, security etc. Being / becoming the most enterprise vendor.

SMB 329

SMB Enterprise Government compliance 329

Scytale

MARCH 12, 2025

As the UKs tech startup ecosystem continues to thrive, visionary founders are driving innovation across various industries, shaping the future of technology , finance , healthcare , and beyond. In this article, we highlight the top 10 tech startup founders in the UK for 2025 (who you should be following if you arent already!),

Startup 59

Startup Scale Cybersecurity AI Search 59

SaaStr

JUNE 22, 2023

Mercury offers banking* for startups — at any size or stage. Launched in 2019, Mercury is trusted by more than 100,000 startups. Remote makes it easy to manage international payroll, benefits, taxes, stock options, and compliance in 50+ countries. Join these incredible companies to experience all the value of SaaStr!

Scale 244

Scale Banking compliance Forecasting 244

SaaStr

MAY 7, 2025

Big Customer Wins Highlight Enterprise Push Twilio continues to land large enterprise deals, including an eight-figure deal with an identity and access management company and a seven-figure deal with a last-mile delivery platform. These wins show the potential of Twilios enterprise sales motion. Twilio’s all-in on AI.

Headcount 167

Headcount AI Scale compliance 167

SaaStr

NOVEMBER 25, 2022

Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. Atlassian’s Chief Revenue Officer, Cameron Deatsch, walks us through how Atlassian grew over the course of 20 years and became one of the most successful startups today. Be patient.

Scale 261

Scale Scaling Marketplace as a Service Entrepreneurship 261

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

Intercom, Inc.

AUGUST 30, 2022

By building a strong business tech stack for your startup – covering everything from incorporation to growing long-lasting customer relationships – you can not only win back time and establish best practices, but create a solid foundation for your business to grow. Ready to take your startup to the next level?

Scale 164

Scale Payment Services Startup AWS 164

Chart Mogul

JANUARY 9, 2025

The high-touch model can be split into two types: Transactional sales model Unlike the enterprise model we’ll discuss next, this approach isnt limited to high-ticket or complex custom solutions. Enterprise sales model The enterprise sales model is used for high-value, complex sales.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

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

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 162

Enterprise Scale Sales Hiring SMB 162

SaaStr

APRIL 12, 2023

Even considering the more conservative fundraising market in 2023, there are opportunities for startups to get investor attention with AI. So tech startups looking to work with AI have potential in this exciting space. Therefore, if you are a startup looking into this layer, you must be prepared with significant funding.

Generative AI 242

Generative AI AI Machine Learning Artificial Intelligence 242

SaaStr

JANUARY 12, 2022

Indeed this was also my #1 mistake and the #1 I see from so many startups learning to go upmarket. “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. A good one.

CTO Hire 325

CTO Hire Sales Hiring New CTO CTO 325

SaaStr

OCTOBER 20, 2022

Get access to corporate-level benefits, seamless payroll, HR tools, and compliance support—all in one place. Strike Graph is a compliance SaaS solution simplifying security certifications such as SOC 2, ISO 27001, and HIPAA.

Scale 200

Scale compliance Healthcare Education 200

Tom Tunguz

DECEMBER 18, 2018

After all the hype and ICO-mania in 2017, the flurry of startups attempting to solve every startup with a distributed ledger and the collapse of currencies in 2018, one startup emerges in 2019 with the next killer use case; Bitcoin being the first. Blockchain in the enterprise takes the reign as the buzzword for 2018.*

Blockchain 208

Blockchain Technical Review Machine Learning Artificial Intelligence 208

Intercom, Inc.

JANUARY 5, 2022

In today’s data-driven SaaS scene, these can affect hundreds of millions of users and cause damage in the billions of dollars, and as compliance frameworks become requirements to do business, businesses are turning to third-party services that can help expedite and facilitate the process. And that’s where people like Adam Markowitz come in.

Scale 212

Scale Software Review compliance Technical Review 212

Tom Tunguz

NOVEMBER 8, 2023

Meanwhile, regulation and compliance mean the governance burden only increases. Software startups are rising to meet the need. They are faster to get started (no account creation), they can scale very quickly, and they can rise to enterprise levels with commercial cloud offerings.

Artificial Intelligence 228

Artificial Intelligence Trends Data Software Review 228

SaaStr

JULY 12, 2024

Grafana Labs still has features and capabilities they hold back that appeal to large enterprises, such as things around security and compliance. The first move towards monetization was making an Enterprise version of Grafana. We’ll figure out how to make some of them paying customers over time.” Step 2 – ??

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

SaaStr

SEPTEMBER 14, 2023

Whether you’re just starting out in SaaS or have a successful SaaS startup, founders and startup teams can learn a lot from those who have found success in the industry through its ups and downs. If you’re selling to Enterprise, you have a little more time because velocity is slower, but training is really high.

Outsourcing Services 285

Outsourcing Services Sales Hiring Scale Sales Recruiting 285

SaaStr

JANUARY 3, 2024

In the latest episode of our What’s New series, Founder and CEO at Secureframe, Shrav Mehta, sits down with SaaStr CEO and Founder Jason Lemkin to share what’s new at Secureframe, a rising SOC-2 and compliance software company breaking out in SaaS. So the time to implementation and compliance is much quicker now than it used to be.

AI 157

AI SMB Sales Hiring compliance 157

SaaStr

MARCH 28, 2024

Our thesis here is that there is a growing need for cybersecurity offerings for the SMB, the best way to deliver that offering is via managed service providers, and winning companies will take a platform approach to building products and features that are at parity to what enterprises have access to.

Venture Capital 274

Venture Capital Cybersecurity Artificial Intelligence Scale 274

Intercom, Inc.

SEPTEMBER 28, 2021

In recent years we have increasingly focused on upmarket, enterprise-scale customers. During a conversation on the Intercom on Product podcast , Des Traynor and Paul Adams discussed the competition between startups and incumbents. Product management varies depending on your industry, company stage, company leadership, or teammates.

Scale 249

Scale Management Sales Hiring Healthcare 249

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 112

Scale Enterprise Marketing Sales 112

Stax

JUNE 3, 2025

This democratizes access to powerful tools, whether you’re a startup or an enterprise. With our robust payments platform, you can streamline compliance, enhance security, and drive more user value. SaaS operates on a subscription model, making it easier to manage cash flow and reduce upfront expenses.

Payment Services 88

Payment Services DevOps as a Service SaaS Payments Payments 88

User Pilot

MAY 27, 2025

WalkMe Mobile is most suited for large enterprises and compliance-heavy industries. Enterprise-grade control with tangible ROI: Many enterprise users point to WalkMe’s ability to facilitate training, reduce internal support tickets, and improve data accuracy. Who is WalkMe Mobile best for?

Mobile 73

Mobile Software Review Technical Review Pricing 73

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. Lever Best ATS + CRM for Scaling Enterprises Pricing: Key Features: 10. What ATS is best for small businesses or startups?

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

Tom Tunguz

OCTOBER 8, 2018

Aside from compliance efforts, not much. But these numbers impact the startup markets. Inevitably, these sheets list enterprise value multiples. We’re at or very near 10 year highs on enterprise multiples for software companies. The bull case: enterprises are moving to the cloud and shifting $1.5T

Software 170

Software Marketing Acquisition compliance 170

SaaStr

DECEMBER 31, 2019

With the complexity of multiple stakeholders and the increasing purchasing influence of end users, the bar is higher than ever for enterprise UX as companies pioneer business models beyond traditional SaaS. Very excited to talk to you today about building consumer grade products for the enterprise. Want to see more content like this?

Enterprise 150

Enterprise Underperforming Technical Team Scale B2B 150

User Pilot

MAY 3, 2022

How is enterprise SaaS marketing different compared from acquiring and retaining users for an SMB? Enterprise SaaS marketing, however, is a different story entirely. We’re going to teach you how to craft a marketing strategy made for the enterprise sales cycle so you can adapt your sales process.

Enterprise 98

Enterprise Strategy Marketing SaaS 98

Sales Hacker

APRIL 1, 2025

Like there’s so many angles that I think we could take this conversation, but, We’ve been able to have a few conversations and, and one of the things that really stuck out to me in our conversations was your experience expanding from like an SMB mid-market motion to the enterprise. and that [00:06:00] also equated to a shift from.

Scale 63

Scale VP of Engineering Outsourcing Services Enterprise 63

Scytale

OCTOBER 21, 2024

Regardless of whether you’re running a startup or a more established business, this certification is the key to unlocking deals you once thought were out of reach. Continuous Monitoring and Compliance Unfortunately, getting SOC 2 certified isn’t a once off deal. Uh-oh, now what? For some, that’s an instant deal-breaker.

Technical Review 52

Technical Review Scale compliance CTO Hire 52

Frontegg

JUNE 9, 2025

Simplified compliance : AaaS sometimes includes tools to meet regulatory requirements like GDPR, CCPA, HIPAA, data residency, SOC2, or the products might be certified compliant themselves. Features, such as detailed audit logs and reporting, simplify compliance management. AaaS offers rapid deployment with lower initial investments.

Outsourcing Services 52

Outsourcing Services Technical Review Outsourced Development Cybersecurity 52