SaaStr

FEBRUARY 24, 2023

Doug Pepper, General Partner at ICONIQ Growth, has invested in software and SaaS companies for 22 years, from seed to growth stage. They initially double their ARR each year in scaling post $10M. On the other hand, the sales expenses form a larger share of operating expenses as the GTM motion is leveraged.

Scale 195

Scale Sales Hiring Scaling Venture Capital 195

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. But before the years of rapid scaling, it took the company a little while to hit its stride. What Did WorkRamp Do Differently to Scale? But sometimes, the road less traveled is the path to success.

Scale 190

Scale Scaling SMB Marketing 190

SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

Scale 229

Scale Sales Hiring Technical Advisors Scaling 229

Intercom, Inc.

MAY 19, 2021

It’s a familiar problem for all companies that scale fast – how do you keep your core technologies manageable for the increasing number of teams that depend on them? How our core technologies were being used was also diverging, leading to needlessly increased complexity in our systems. Our first challenge – Elasticsearch.

Scale 216

Scale Technical Review Technology Scaling 216

SaaStr

MARCH 31, 2021

Scaling your SaaS company isn’t just about hitting the right growth metrics –– it requires a thorough understanding of your business goals, company culture, and leadership dynamic. Roy Mann and Eran Zinman, Co-Founders and CEOs of monday.com, look back at their incredible growth and share the dos and don’ts of scaling. Key Takeaways.

Scale 205

Scale Scaling Leadership Company Culture 205

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. They’ve invested in in-person training, a three-day offsite where the training went deep and resulted in certifying.

Scale 172

Scale VP of Engineering Sales Hiring Engineering 172

SaaStr

OCTOBER 5, 2022

Confluent’s President of Field Operations, Erica Schultz, explores different tactics businesses can employ to scale revenue and increase efficiency in the current macro environment. As you look to scale your business and make your processes more efficient, it’s essential to foster a shared understanding of who your target customer is.

VP of Engineering 186

VP of Engineering Scale Scaling Sales Hiring 186

SaaStr

FEBRUARY 27, 2023

Their first step to achieving this was hiring a sales leader to build a sales team. They also hired a VP of Partners who knew how to scale B2B software. Partner: investing in different partnership channels. If something feels right, no matter how little data is available to confirm it, work with it. Self-service.

Scale 184

Scale Sales Hiring Sales Recruiting Scaling 184

Neil Patel

NOVEMBER 3, 2021

Data labeling turns raw data into useful information that can then be utilized for optimized marketing. However, turning raw data into labeled data takes time. The good news is data labeling is scalable when you work with the right data labeling software. What Is Data Labeling?

Scale 125

Scale Outsourcing Services Artificial Intelligence Scaling 125

SaaStr

SEPTEMBER 16, 2022

Or do you actually have something worth scaling?”. This doesn’t simply mean that you’ve had a lot of sales, but instead that you’ve won over lots of repeat customers and have demonstrated a strategy that works. Data and trackable metrics are critical to understanding your success. Build sustainable scale models.

Scale 196

Scale Scaling Sales Hiring Marketing 196

SaaStr

DECEMBER 14, 2022

Yamini Rangan, CEO at HubSpot, has many insights on how to serve SMB customers at scale. But because SMBs are rarely digital-first, their recent challenges allowed HubSpot to leverage their years of experience in marketing automation, as it became a core feature of how these companies worked to scale. The Power of Multiproduct Hubs.

Scale 214

Scale SMB Scaling Innovation 214

SaaStr

FEBRUARY 7, 2024

Let’s deep dive into how combining innovative demand gen strategies with a modern tech stack and specific team setup can provide a winning formula for scaling B2B growth, even with low budgets of greater than a 2x burn multiple. In this playbook we’ll share: Automated outbound at-scale strategies. So you have a 2.4x

Scale 216

Scale Sales Hiring Strategy Marketing 216

Andreessen Horowitz

MAY 7, 2024

As more workloads and data move to the cloud and generative AI takes over the enterprise , cybersecurity is more critical today than ever. While their growth at this scale is breathtaking, it’s not surprising. Even among an impressive set of cyber predecessors, Wiz stands out. That’s why people love it.

Investment 112

Investment Cybersecurity Azure Cloud 112

Intercom, Inc.

AUGUST 24, 2021

After all, whether you’re aiming to drive product-led growth or you’re going with a sales-led strategy, once you’ve brought in those new users, you still need to provide an exceptional customer support experience in order to keep them around long-term. Are the tools you’re using capable of scaling with you? to your resolution time.

Scale 129

Scale Customer Support Scaling Headcount 129

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! He told me, you can invest time, talent, or treasure.

Scale 254

Scale Sales Hiring Sales SMB 254

Intercom, Inc.

APRIL 20, 2021

Here are three ways to know if it’s time to invest in customer support operations (if you’re looking to scale, it probably is), and a few simple things your organization can do to get started. You’re not scaling as quickly as you’d like. Sound good? What is customer support operations?

Scale 156

Scale Customer Support Scaling Headcount 156

Sales Hacker

AUGUST 12, 2020

Scaling Your Personalization. This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Instead we need to focus on using our own voices and words to send each prospect a unique message. AI can help scale this, but we need to be careful not to rely too heavily on it.

Scale 108

Scale Scaling AI Search AI 108

User Pilot

JULY 4, 2023

Read on to discover how to cross the chasm and scale your technology company. Implement a product-led growth strategy to allow early adopters a chance to test your product without making an investment. It can then lead to where you draw the line between which features you can monetize. Components of product-led growth.

Scale 98

Scale Scaling Technical Review SaaS 98

SaaStr

JANUARY 11, 2024

What’s your most recent disclosed investment? seed round for Prequel, a data syncing tool that allows a company to push/pull data to their customer’s data warehouses (Snowflake, Redshift, BigQuery, etc…). What’s your sweet spot for investing — check size, stage, type of deal? Why did you do the deal?

Technical Review 266

Technical Review Scale Management Sales Hiring 266

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 203

Scale Sales Marketing Construction 203

SaaStr

MAY 9, 2024

What’s your most recent disclosed investment? My most recent investment was Owner.com. Activant Capital is thrilled to have invested in Owner multiple times already. #2. What’s your sweet spot for investing — check size, stage, type of deal? What’s different about your fund / how you invest and support founders?

Scale 197

Scale Headcount Travel B2B 197

SaaSOptics

AUGUST 11, 2022

Raise, Sell, Merge, or Scale? In this article, we’ll help you determine the next best step for your business and provide guidance on whether you should raise, sell, merge, or scale your SaaS. The acquirer gets an opportunity to grow market share without doing the heavy lifting of growing and scaling an existing business.

Scale 97

Scale Scaling Technical Review Venture Capital 97

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 190

Scale Marketplace as a Service Cloud SaaS Payments 190

SaaStr

DECEMBER 23, 2022

Sarah joined us on SaaStr at Scale and shared three lessons to help businesses scale their revenue. Lesson #1: Speed to Lead. But would you be surprised to learn that it takes an average B2B sales team two days to respond to a lead? That’s why connecting to prospective customers in real-time is critical.

Scale 162

Scale Engineering Marketing Scaling 162

Intercom, Inc.

JULY 11, 2019

If you’re a leader, he says, don’t try to scale your job. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Here are five quick takeaways: Most sales and support teams talk about their jobs as a funnel. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . What makes a sales organization grow? What’s the best way to grow a sales organization? How: What sources are the most popular to gather leads?

Scale 220

Scale Sales Hiring Compensation Sales 220

Intercom, Inc.

DECEMBER 5, 2019

On this week’s episode of Scale, Matt Rogers, Head of SaaS Initiative at Google, is here to enlighten us. Over the course of his conversation with Amanda Connolly, Matt covers the challenges faced by SaaS companies both starting out and scaling in today’s swiftly evolving market.

Scale 118

Scale Scaling Artificial Intelligence Business 118

SaaStr

DECEMBER 21, 2023

What’s your most recent disclosed investment? What’s your sweet spot for investing — check size, stage, type of deal? What’s your sweet spot for investing — check size, stage, type of deal? Canvas Ventures manages $835 million in AUM, currently investing out of our third, $350 million fund.

Scale 218

Scale Venture Capital AI Generative AI 218

SaaStr

JULY 30, 2023

MarTech stack and budget (always be on the lookout for cutting-edge platforms) A growth mindset Scalable, Low CAC Growth Strategies “One example that works well for sales-led SaaS businesses is outbound,” says Cabane. A high-scale, modern outbound has extremely good CAC and scale. And no, not your mother’s outbound.”

Scale 192

Scale Sales Hiring AI Banking 192

Chart Mogul

OCTOBER 20, 2023

Our data shows that average SaaS companies take almost three years to reach the $1M ARR mark. Our data shows that average SaaS companies take almost three years to reach the $1M ARR mark. At least you don’t have a scale disadvantage. We got a reduced ROI on initial investment on headcount.

Scale 52

Scale Scaling Headcount SaaS 52

SaaStr

FEBRUARY 27, 2024

Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. Let’s find out.

VP of Engineering 213

VP of Engineering Scale Marketing Benchmarks 213

SaaStr

FEBRUARY 13, 2024

How do you build out a Sales Development (SDR) function at your SaaS company? Establishing a baseline for successfully doing outbound with the existing sales team you have is critical before investing in a dedicated SDR function. The answer didn’t show up in the data.

Sales Hiring 174

Sales Hiring Scale Underperforming Technical Team Revenue 174

SaaStr

MARCH 14, 2024

What’s your most recent disclosed investment? In a world consumed by software we believe that a tremendous amount of value will come from the connective tissue between the systems, sharing data proactively across apps to drive the most seamless and effective software stack. Why did you do the deal? And how big is your current fund?

Scale 188

Scale B2B Investment Acquisition 188

SaaStr

OCTOBER 10, 2019

Freemium can help software companies gain users quickly—but what happens when it’s time to scale back or up? Join Joaquim Lecha, CEO at Typeform, and Christoph Janz, Managing Partner at Point Nine, as they delve into freemium at scale. The second one is customer feedback at scale. Want to see more content like this?

Scale 136

Scale Scaling Payment Methods SaaS Payments 136

SaaStr

FEBRUARY 8, 2023

In this week’s episode of CRO Confidential, Founders Fund Investor Sam Blond sits down with the SVP of Sales at Modern Health, Hannah Willson, to discuss how companies can adapt to the current sales environment and how to correct course when you don’t have a right-sized sales team. What Sales Team Size Is The Right Size?

Sales Hiring 130

Sales Hiring Scale Sales Strategy 130

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. We operate at great scale. Want to see more content like this?

Scale 173

Scale Enterprise Scaling Sales Hiring 173

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. She wanted to jump into a full cycle capacity as a sales leader, but she said yes. The decision to leave a fairly scaled role leading 200+ AEs at LinkedIn to join a smaller-stage startup.

Scale 231

Scale Underperforming Technical Team SMB Finance 231