SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. What is Codeium and Windsurf?

Sales Recruiting 221

Sales Recruiting Sales Hiring Scale AI 221

SaaStr

NOVEMBER 24, 2020

Check out the low down on our sponsors for SaaStr Scale who are helping to make this event happen. Conga eliminates the business bottlenecks through their Digital Document Transformation solutions. Grab your seat for their 12:30 PM PST workshop on Scaling with Speed: How to Streamline Your Revenue Operations with Conga.

Scale 289

Scale Scaling Outsourced Development compliance 289

SaaStr

DECEMBER 11, 2024

MailChimp) Document search and analysis Form filling and data entry This is particularly impactful in vertical SaaS, where industry-specific manual processes can be automated to reduce staffing needs while maintaining quality. Relying on Self-Serve Sales Structure for Enterprise Not everything needs to be a PLG product.

AI Search 281

AI Search AI Artificial Intelligence B2B 281

SaaStr

MAY 25, 2024

Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. They didn’t initially envision being a large Enterprise sales organization. Let’s first start with how Cloudinary came to be. It wasn’t the focus.

Scale 309

Scale Sales Hiring SaaS Payments Development 309

SaaStr

MARCH 1, 2023

Building a sales team that can sustain the exponential SaaS growth needs an expert’s opinion for more granular insights. There’s much to do in this first growth phase, but remember to document your learnings. As your company scales, you’ll need to solve challenges most people can’t solve. Having your answers handy will help.

Scale 270

Scale Scaling Government Software Review 270

Tom Tunguz

DECEMBER 1, 2021

Claire’s operational experience is one-of-a-kind, and the conversation focused on scaling startups. When the leadership team shifted to set goals, they asked managers to track input metrics ( leading indicators ), operational metrics, and strategic metrics. These documents are called charters.

Scale 265

Scale Scaling Payment Services Leadership 265

Tom Tunguz

MARCH 21, 2021

Developer documentation is one of the differentiators in developer community building efforts. If you’re an engineer, and you hear about an interesting project, the first place you’ll land is the documentation. How should B2D companies invest in their documentation? Building and scaling developer and user education.

Development 253

Development Scale Education Acquisition 253

SaaStr

JANUARY 23, 2025

You need: Sales leaders who understand complex, multi-stakeholder deals Customer success teams ready for high-touch support Legal expertise for enterprise contract negotiation Product leaders who can balance current needs with future vision Pro tip: Hire enterprise reps in pairs. If both succeed, you’re ready to scale.

Enterprise 244

Enterprise Sales Hiring Scale Outsourced Development 244

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? Ways to scale that don’t include rampant inefficiency and burn. You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too.

Scale 297

Scale SMB Sales Hiring Sales 297

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

Scale 270

Scale Scaling Sales Hiring Enterprise 270

SaaStr

AUGUST 10, 2023

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups. Ideas Are Cheap.

Scale 243

Scale Scaling Sales Hiring Cloud 243

Tom Tunguz

MARCH 4, 2025

As startups scale, effective management becomes the difference between chaotic growth and sustainable success. Lead authentically : The best managers don’t rely on mimicry but develop their own authentic style based on their values and strengths. Verify understanding : Have delegatees summarize tasks to ensure clarity.

Startup 270

Startup Management Scale Construction 270

SaaStr

APRIL 29, 2022

Managers often grapple with how to create and scale a global product team. Scaling a team isn’t about increasing the size, rather it’s about increasing the output of the teams and producing tangible value. For that reason, scaling teams require different leadership chains inside the company. Lesson #1: Feedback is a gift.

Scale 246

Scale Scaling Company Culture Leadership 246

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

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. Scaling to Rails. Expanding responsibility.

Scale 216

Scale Technical Review Technology Scaling 216

SaaStr

MAY 2, 2025

Human + AI + Executive Teams Are The New Normal Marc Benioff revealed he’s been working with AI agents for nearly three years, particularly when creating his V2MOM documents (Vision, Values, Methods, Obstacles, Measures). Contact Center Transformation Is Leading the Way in AI The contact center at the bleeding edge of AI transformation.

AI 229

AI Enterprise Scale Airlines 229

SaaStr

FEBRUARY 6, 2025

As more SaaS companies rush to embed AI across their stack – from code generation to sales automation – the risks are scaling even faster than the benefits. It’s about getting your documentation right before you scale. It’s marketing gold and enterprise sales rocket fuel. No protocol.

compliance 164

compliance AI Scale SaaS 164

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Scale 314

Scale Sales Hiring Sales Marketing 314

SaaStr

JULY 30, 2024

Product-led outperformers generate ten percentage points higher in ARR and 50% higher in valuations than sales-led growth outperformers. How do you scale PLG? How do you build a stellar developer experience and continue to scale when the user base skyrockets overnight? What does scaling Enterprise ARR mean?

Underperforming Technical Team 279

Underperforming Technical Team Enterprise Scale Payments 279

Tom Tunguz

NOVEMBER 5, 2024

Automated book closing & reconciliation ; document ingestion Life, Physical, & Social Science Occupations 1.22 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

Software Review 239

Software Review Technical Review Scale Construction 239

SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. Your upfront experience is key. Make that upfront purchase great.

Scale 237

Scale Sales Hiring Scaling Strategy 237

SaaStr

APRIL 4, 2025

Atlog: A knowledge repository that intuitively organizes and versions your data packets, drives, and documents in one place Calltree: Enterprise-grade AI support reps for call centers Calltree makes enterprise-grade AI support reps for call centers. Businesses use us for customer support, leads qualification, and more.

AI Search 164

AI Search AI Startup Scale 164

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 326

Sales Recruiting Sales Hiring Scale Sales 326

Intercom, Inc.

FEBRUARY 12, 2020

But the truth is, as most companies scale, the customer can feel further and further away. Customer empathy is often one of the first things to suffer as companies grow from startup to scale-up. We understand that as our company scales and as the market evolves, our customers’ problems will shift too.

Scale 193

Scale Customer Support Scaling Education 193

SaaStr

MAY 23, 2025

For example, acquirers often want you to lead broader initiatives or fill organizational gaps. At Adobe, I oversaw the growth of EchoSign and Adobe Document Services to $100M+ ARR, but I also had to adapt to being part of a larger machine. For me, seeing the EchoSign brand retired in favor of Adobe Document Cloud was painful.

Startup 139

Startup Scale Acquisition Leadership 139

SaaStr

NOVEMBER 11, 2020

Such an acquisition model means shorter sales cycles and more efficiency in lead qualification, with complete emphasis on the customer experience. If users are finding products on their own, what remains of the role of the sales team in such a growth model? The answer to that is Sales becomes an expansion play now.

Scale 214

Scale Sales Acquisition Consulting 214

SaaStr

JULY 7, 2022

Incredibly, ZoomInfo has scaled to IPO with an entirely sales-driven motion. He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. Mistake 4: Not getting your product and engineering team on sales calls.

Scale 271

Scale Sales Hiring Interviewing Engineering 271

SaaStr

APRIL 2, 2023

I wrote up a document of what I expect from our leaders, in extreme detail. This thought is usually accompanied by a vague statement like “this person isn’t scaling.” But I should have looked more carefully at leading indicators and had a clear system to evaluate if we were on track or not.

Sales Hiring 327

Sales Hiring Scale Customer Success Scaling 327

Sales Hacker

NOVEMBER 8, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. Pain points in onboarding can quickly lead to frustration, so optimize continuously by treating onboarding as an iterative process based on user feedback and analytics.

Scale 109

Scale Sales Recruiting Sales Hiring AI Search 109

SaaStr

MARCH 19, 2021

We created a product that was simple to use for entrepreneurs who were juggling a thousand different priorities and didn’t have (and didn’t want) an expertise in regulation, compliance or sales tax. But when we started looking upmarket we knew we had a lot to learn about businesses of this size and the people who lead them.

Scale 281

Scale Business Finance compliance 281

Intercom, Inc.

APRIL 14, 2020

Intercom’s Senior Customer Support Manager Ruth O’Brien says: “It’s important to strike a good balance between being honest about how you’re feeling and not pretending to be perfect, but also being calm and leading by example. Automated customer service: Support customers at scale. Be personal and authentic.

Scale 223

Scale Leadership Customer Support Healthcare 223

SaaStr

OCTOBER 8, 2021

As OpenView and many others have documented, Product Led Growth (“PLG”) is one of the dominant themes of the SaaS marketplace today. Unsurprisingly, Product Led Growth was one of the most popular discussion topics at SaaStr Annual 2021. Presented By: Rachel Wolan – GM & VP – Dropbox – @rachelwolan. Video: HERE.

Scale 363

Scale Engineering Revenue Scaling 363

Intercom, Inc.

NOVEMBER 28, 2018

As your sales organization grows, your tech stack almost always does too. But figuring out which sales tools you should buy and invest in – let alone what each tool even does – can be a daunting task. This is especially true when you consider the seemingly endless list of sales tools to choose from. Better tools, not more tools.

Scale 192

Scale Sales Hiring Sales AI Search 192

User Pilot

AUGUST 18, 2024

Scaling a SaaS to an 8-figure annual recurring revenue business without a traditional sales team is not just a possibility—it’s becoming a strategic imperative for many. Businesses can scale by enhancing the product experience, prioritizing customer success, and using data-driven insights to continuously improve the product.

Scale 102

Scale Scaling Sales SaaS 102

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org. FULL TRANSCRIPT BELOW.

Scale 277

Scale Sales Hiring Underperforming Technical Team Sales 277

User Pilot

AUGUST 18, 2024

Salesforce is the best sales automation tool. Sign up for a Userpilot demo and learn how this all-in-one product growth platform can help scale your business processes. These tools help businesses automate processes and perform various tasks, making it easier to scale. Trello is the best task management tool.

Scale 104

Scale Scaling Software Review Social Media 104

Chart Mogul

OCTOBER 30, 2024

Here’s what we learned: Determine the goals of your customers and document them There is zero chance you will be able to provide value as an Account Manager if you don’t know what is important to your customers. Especially as you scale. The CS/Sales team is demanding so much of us and we are doing our best!”

Management 105

Management B2B SaaS Scale 105