SaaStr

JUNE 14, 2023

At SaaStr Europa, UiPath’s Dines shared five insights from growing a company from nothing, so other founders can learn what it takes to scale a SaaS startup to $1B+ ARR. Finally, he understood what was needed to scale a business. When you have the courage to be bold, people will take you seriously.” I hired nice crazy people.

Scale 246

Scale Artificial Intelligence Technical Review Software Review 246

Tom Tunguz

NOVEMBER 5, 2024

AI CAD, construction, permitting Accountants & Auditors 1.38 Ad creative production, AI design, customer lifecycle at scale Management Analysts 0.88 Sales Managers 0.4 Automated sales coaching, AI sales development Architects, Surveyors, & Cartographers 0.28 Sales Managers 0.4

Software Review 239

Software Review Technical Review Scale Construction 239

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . From the get-go, ensure alignment between sales and marketing teams on goals and anticipated outcomes.

Scale 325

Scale Sales Hiring Venture Capital Marketing 325

Andreessen Horowitz

OCTOBER 18, 2023

It’s also important to recognize that although much of this post focuses on large-scale nuclear fission reactors—because that’s what have been delivering civilian power for the past several decades—smaller, more modular reactors will likely play a major role going forward, perhaps as a means to address more local, and even hyper-local, energy needs.

Scale 28

Scale Scaling VP of Engineering Construction 28

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. Surprisingly, churches and construction companies signed up. Was this strategic?

Scale 176

Scale Sales Hiring Scaling Banking 176

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Want to see more content like this?

Scale 230

Scale Underperforming Technical Team Sales Hiring Software Review 230

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. I think over 25 years of working and leading teams and being on some that are high-performing and some that outright failed. This is the person that cares a lot, but is not super psyched about constructive conflict. No big deal.

Scale 223

Scale Underperforming Technical Team Scaling Leadership 223

SaaStr

FEBRUARY 20, 2024

Gusto is a high-velocity, high-scale acquisition and expansion engine, and one we can all learn from. To be even more specific, Gusto realized the word “territory” was holding their sales team back. Today, many SaaS companies still divide up sales accounts in territories by city, country, or region, or round-robin them by rep.

Scale 272

Scale Sales Marketing Construction 272

SaaStr

DECEMBER 29, 2019

I know some VCs will take shots at this statement, and I mean it more as a construct than a reality. As you scale, your competitors will try to do Rip-and-Replace deals. But if you are thinking in terms of Decade Long Relationships … put sales and even customer success back on lost customers. Not prospects.

Scale 353

Scale Churn Construction SMB 353

SaaStr

APRIL 26, 2021

Because here’s what’s going to happen to your SaaS business, once you approach Scale. At first, of new leads. And then, once you nail the sales process, a natural growth rate of ARR as well. And for SaaS companies, once you are at scale, it is very rarely 100% or more. Or relatively low-cost leads.

Scale 284

Scale Sales Hiring SaaS Construction 284

SaaStr

MARCH 10, 2021

You may not have heard of Procore if you aren’t in construction, but it’s a quiet SaaS leader we can all learn from if we think about it as a break-out Vertical SaaS leader. But they hit their stride in 2012 as mobile took off, enable construction project management software to finally really work in the field.

Construction 276

Construction Scale Pricing Mobile 276

Tom Tunguz

FEBRUARY 8, 2022

Perhaps you’ll sell infrastructure to help other startups scale or software to manage internal operations. The customer roster brims with the best names, each client increases their spend every year, and the sales team outpaces its quota handsomely. After you’ve launched the product, you’ll encounter a new phenomenon.

Payment Solutions 263

Payment Solutions Outsourced Development Software Review Software 263

SaaStr

JANUARY 26, 2023

Optimizing short-term gains with long-term investments and controlling customer acquisition costs (CAC) leads to more sustainable growth. With this information, teams can construct a bespoke brand strategy for their ideal customer. It works long after implementation, decreasing spending on leads and other tactics.

Scale 49

Scale Entertainment Marketing Construction 49

SaaStr

MARCH 30, 2022

Atlassian spends about 40% of its budget on R&D and only 15% on sales and marketing, which is a different approach than many companies take. Bharadwaj recommends investing more on the “building” side of the business that focuses on creating the best possible product for the customer, with sales focusing most of their efforts on expansion.

Scale 274

Scale Sales Hiring Marketplace as a Service Construction 274

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. Linfjard’s role is to look at the big picture for how to scale and grow businesses based on opportunities and goals that lie ahead. Let’s look at Linfjard’s five lessons learned.

Scale 242

Scale Strategy Marketing Sales 242

SaaStr

MARCH 19, 2021

They also address really wide-ranging industries from construction to restaurants, to designed infrastructure. We’re seeing more and more companies, particularly cloud companies with the ability to scale, and grow even more rapidly in the new normal. Nail it Before You Scale it .

Cloud 267

Cloud Scale Payment Methods Payment Solutions 267

Tom Tunguz

AUGUST 2, 2019

VP Engineering, VP Product, VP Sales, VP Customer Success, VP Marketing, or VP Operations. After establishing product market fit, the startups grow their management team to scale. If there are few, team construction will lag. How large is the candidate pool for each search? Where are the best talent pools to sift through?

Sales Recruiting 255

Sales Recruiting Sales Hiring Startup Scale 255

SaaStr

APRIL 28, 2023

Typically, sales leaders are the primary focus of CRO Confidential, but increased demand for this concept of founder-led sales lands us in front of a new and powerful productivity startup called Roam. 100% of scaled companies are distributing. Lerman has found that an advisor channel is the best way to generate leads and demand.

Scale 245

Scale Sales Hiring Sales Business 245

SaaStr

OCTOBER 3, 2023

In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales. Because Enterprise sales is a complex, multi-threaded beast — the days of the lone sales rep doing it all are over.

Enterprise 291

Enterprise B2B Scale SMB 291

SaaStr

OCTOBER 27, 2023

Catch up on part one here , where he deep dives into what he really thinks about AI, Sales and lead Gen for SaaS in 2024. Building and scaling a startup isn’t for the faint of heart and often comes with many ups and downs that SaaS veterans have experience in. Q: When Should A Slow Growth Company Hire a Head of Sales?

Sales Hiring 274

Sales Hiring Scale Venture Capital Startup 274

SaaStock

JANUARY 25, 2019

We will gather 300 leading SaaS founders, executives and investors for three days packed with opportunities and rich exchange of knowledge to push the whole ecosystem forward. Rock Content is the leading content marketing provider in the Brazilian market, serving thousands of businesses. CEO : Jaime De Paula. Founded : 2002.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Intercom, Inc.

DECEMBER 12, 2018

Whether you’re a B2B or B2C marketer, one thing’s for sure: You have struggled with lead generation. Both landscapes are increasingly competitive and it’s little wonder that 63% of marketing executives have rated lead generation as their biggest challenges in 2018. Madkudu – lead scoring. Alternatives: AdRoll, Quantcast.

Technical Review 223

Technical Review Technology Scale Marketing 223

SaaStr

MAY 25, 2019

The software sure looks a lot different: But not that much in terms of overall approaches to scaling has really changed, so long as you have kept up with technology changes. Inside Sales teams didn’t use to have products like Mixmax or Salesloft or Chorus or Gong. And likely keep getting better at it if you stay agile.

Interviewing 195

Interviewing Scale SaaS Construction 195

Sales Hacker

JUNE 17, 2025

At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. TriNet’s full suite of HR solutions is designed to support companies at critical inflection points – from early traction to scale. Partner TriNet, a trusted HR provider to startups and scaling companies. TriNet exists to make that easier.

AI 80

AI Technical Advisors Underperforming Technical Team Sales Hiring 80

Sales Hacker

JUNE 20, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. More for your eardrums GTM 151: How to Scale Vertical SaaS in 2025 | Dennis Lyandres (Ex-CRO, Procore) Dennis Lyandres is an Advisor with ICONIQ and a Board Member of Speedchain and CaptivateIQ. Learn how to avoid this fate.

Sales Hiring 93

Sales Hiring Sales Recruiting AI Search Scale 93

Unbounce

OCTOBER 4, 2018

If you work at a multi-location franchise or company with multiple offices, local PPC at scale can be very messy. And, second, when you’re trying to appeal to prospects in many locations with different ads and landing pages, mistakes and resource costs can easily kill your Google Ads campaign profitability. The only problem?

Scale 94

Scale Scaling Strategy Construction 94

SaaStr

JULY 1, 2021

PlanGrid builds beautiful, simple software for the construction industry. Then trying to maintain that as we scale is always the challenge. Josh : I made probably the first 50, 60 offers in the company personally, and that does not scale. I want to come be your VP of sales and, you’re going to meet me for the first time.

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

Intercom, Inc.

AUGUST 27, 2020

In this episode of Scale, Carl walks us through how the subscription model is transforming legacy businesses, how companies can fight churn with data, and what Goldilocks can teach us all about growth. This is Scale , Intercom’s podcast series on driving business growth through customer relationships. With a Ph.D.

Scale 211

Scale Payments Subscription Payment Features 211

SaaStr

JANUARY 19, 2023

Looking at revenue as the primary scale makes sense from an outside perspective. Can your startup fit into an existing programmatic commercial construct, or is there something the company has to work with you to build?

Technical Review 261

Technical Review Startup Scale Sales Hiring 261

SaaStock

MARCH 26, 2019

Elevator pitch : Construct develops a field communication platform for construction projects. Its platform enables engineers, architects, and project managers to communicate and collaborate in the construction supply chain network. leading the team to a smooth agile transition. Don’t hold back, this is a rare opportunity.

Startup 210

Startup Artificial Intelligence SaaS Construction 210

Intercom, Inc.

APRIL 26, 2022

74% of consumers are at least somewhat likely to buy from brands based on experiences alone and those experiences now need to transcend on and offline, across sales, marketing, and support – but don’t feel overwhelmed! Check out our guide on constructing messaging that truly speaks to and engages your audience.

Payment Methods 219

Payment Methods Payment Services Payment Solutions Payments 219

Sales Hacker

MARCH 19, 2019

At the beginning of March, we announced the winners of the 2nd annual Sales Hacker Top 50 Awards, presented by Bravado. We searched through all of the reasons for nominations we received and picked out the stories about people in sales who do the hard work of elevating the sales profession.

Scale 106

Scale Sales Hiring Development Team Review Sales 106

Tom Tunguz

MAY 8, 2018

The habits formed from 17 years of schooling and a 100 point scale run deep. The VPs would do the same, and the directors, and the team leads and the individual contributors. Second, the OKR construct reinforced greater ambition. They are a process, a leading indicator of success, discipline and ambition. OKRs are a gift.

Scale 162

Scale Construction Leadership Startup 162

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Inside sales. Low-touch sales. No-touch sales.

Scale 130

Scale Outsourcing Services Sales Technical Review 130

Sales Enablement, SaaS and Growth

JANUARY 8, 2019

The chart below shows the sales technology landscape - there are over 800 vendors listed and 38 different categories. Source: Sales Hacker It’s fair to say that the sales enablement category has mirrored the impressive growth of the sales technology landscape as a whole (up and to the right). There’s a big unmet need.

Sales Enablement 114

Sales Enablement Technical Review Technology Scale 114

SaaStr

AUGUST 5, 2019

But before I talk about what land, expand, and explode means and why it’s sort of essential, at least in in our world, I want to give you a little bit of background about the company, what we do, what size and scale we’re at. And this is the moment of reckoning that you get to as a SaaS company is that a sale is not the end.

Sales Recruiting 185

Sales Recruiting Construction Scale SaaS 185

Sales Hacker

MARCH 17, 2021

While every entrepreneur dreams of scaling their startup into a multi-million dollar company, many do not understand all that goes into that dream. Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place.

Scale 113

Scale Revenue Startup Sales Recruiting 113