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As Checkr follows usage-based pricing, it’s a transactional business that needs to be managed differently than a typical subscription SaaS model since they only earn revenue when the customer is using the product. ” Quickly, Lindsey found that comp plans weren’t aligned with Checkr’s revenue goals and incentives.
Selling to developers and engineers isn’t like selling to any other buyer. ” The Fix : For technical products with technical buyers, hire sales leaders with engineering backgrounds. “The founding team focused on getting the adoption model right first, not the revenue model,” Gabrisco explains. Do both 10.
So we ran a similar survey , and it showed similar results — so far at least: As you can see above, only 3% of you have generated real revenue from AI SDRs. But be realistic, take your time, experiment, tune the engine. 83% of you haven’t gotten anything from AI SDRs. I would be cautious today.
At $549M quarterly revenue (22% YoY growth), they’re proving something important: you CAN still grow 20%+ at massive scale. Product innovation can reignite growth engines even at massive scale. They engineer business models that deliver both. MongoDB recently dropped its Q1 2026 results, and well … Mongo is back.
Data is the fuel that powers your ABM engine. Running an ABM program on data you don’t trust means wasted time, resources, and lost revenue. But none of this is possible without the most important element of a successful ABM program: good data. Without it, you can’t find and reach your target accounts.
Managing revenue operations (RevOps) in a SaaS company is all about aligning sales, marketing, and customer success to drive growth efficiently. Build a single source of truth for all revenue-related metrics—pipeline, churn, CAC, LTV, NRR, etc. Focus on Net Revenue Retention (NRR) NRR is the most important metric in SaaS.
5 Interesting Learnings: The Core 5: Revenue & Growth Metrics 1. These 4,870 customers likely represent 70%+ of revenue despite being <25% of total customers. scale is still a stong growth engine. This metric separates the truly efficient operators from the revenue-at-any-cost players.
The Numbers Tell the Story: Monday.com Q1 2025 : 30% growth, $282M revenue Asana 2024 : Single-digit growth, struggling with churn Mostly Same Product Category, Mostly Different Customers Both companies build “work management” software. At Least Right Now. Look at Monday.com vs Asana. Non-tech industries?
” Despite his engineering background, Sekar helped Meraki build a scalable go-to-market engine for their wireless networking products. By tracking and targeting diverse industries from day one (even pre-revenue), they discovered that solutions developed for one vertical would spark demand in seemingly unrelated industries.
As an innovative concept, Developer Experience (DX) has gained significant attention in the tech industry, and emphasizes engineers’ efficiency and satisfaction during the product development process.
Our revenue team went on to be the CROs of Brex, Rippling ,Gong, so many SaaS leaders, like 10 of them. Engineering resources: With thousands of engineers, companies like HubSpot can make substantial AI investments when they choose to 3. We had this monster team and I missed how good I had it in some areas.
Beyond the obvious metrics of explosive revenue growth (48% YoY at almost $1B ARR!!) Global Usage vs. Revenue Arbitrage Here’s a hidden growth lever: 85% of monthly active users are outside the US, but only 53% of revenue comes from international markets. Here are the hidden gems: 1.
Top-tier growth, cash-flow positive, and very durable revenue. Wall Street wants revenue that is durable. 221,000 Total Paying Customers, But 65% of Revenue From 3,200 Large Customers This is what you should see when a “long tail” engine is just working at scale. Wall Street wants revenue that is durable.
” If you have a SaaS company above 2 million in revenue, both Brian and Jason agree that at that point, all that matters is the management team. You may think competition matters, but a great head of engineering and product will outpace the competition. Nothing else matters. They grew up in their career with us.
Think your customers will pay more for data visualizations in your application? Five years ago they may have. But today, dashboards and visualizations have become table stakes. Discover which features will differentiate your application and maximize the ROI of your embedded analytics. Brought to you by Logi Analytics.
With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. For context,Ron has an MBA and a master’s in engineering from Stanford. You gotta know the product cold.)
And more importantly, revenue and user growth that is accelerating at scale. million seed round led by SaaStr Fund , they were already live with 100 apps and had crossed $1 million in tracked revenue. Developer Experience Wins: When developers love using your product, word-of-mouth becomes your primary growth engine.
Where Veeva Stands Today (2025) The results of these early learnings: $2.75B+ annual revenue (2025) – from $129M at IPO in 2013 $45.9B revenue growth year-over-year 2013 IPO : $129.5M revenue growth year-over-year 2013 IPO : $129.5M market cap – up from $2.4B net income, 111.5% net income, 111.5% Why a dozen?
Here’s what it really took for Attentive to go from $0 to $500M ARR in just 7 years, sending over 32B text messages and generating $20B+ in revenue for their 8,000+ customers. Turn Your Customers Into Your Marketing Engine The second breakthrough was making customer success the core growth engine.
in revenue. Then, in 2017, with around $50M in revenue, BILL added payment capabilities. With a trillion in payment volume coming through BILL in the last five years, managing the payment and compliance engine has required an ongoing effort of a sizable team. Are We In a Downturn? That was probably 2012. BILL network has 7.1M
Revenue growth is up 21% overall, and subscription growth is up 33% — at almost $5 Billion in ARR. Raising Guidance and Growth Rate for Cloud Revenue To +24% a Year That’s pretty darn impressive growth at almost $5B in ARR, and just as importantly, they’re raising their prediction here. #2. Wall Street is happy.
And revenue is up +55%. This potential for a decade of growth at scale here helps justify the high revenue multiple Palantir trades at. #4. And a true engine of growth. #9. When it IPO’d, commercial customers were a tiny bit of their business. Fast forward to today, they are closing 300 of them.
. #4: 10 Simple Steps to Improve The Odds You Get VC Funded #5: Pitchbook: 30 VC Firms Raised 75% of All the VC Capital in 2024 Top Videos and Pods: #1: What It Really Takes to Sell To Developers and Engineers with Komodor CRO Jim Hunnewell #2: How to Think About Product-Led Growth, Bootstrapping vs VC, and Early Exits with Jason Lemkin #3: From (..)
112,000 Views: “What’s New at WordPress with Matt Mullenweg, CEO of Automattic and Co-Founder of WordPress” #3, 79,000 Views: “A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School” #4. 46,771 Views: “From Burn-Out to $100M in ARR with Jason Cohen, Founder of WP Engine” #6.
That said, you might be wondering what strategies work within the confines of today’s rules and if it’s even possible to earn 50% or more of your game’s revenue through D2C. Why these strategies actually can result in >50% revenue coming from D2C. I’m your host, David Vogelpohl.
Company Snapshot: Founded : January 2014 (11 years) Current ARR : $1.09B+ (Q1 FY2025) Growth Rate : 39% YoY ARR growth, 47% revenue growth NPS Score : 80 (exceptionally high for enterprise software) Net Revenue Retention : 133% (as of Jan 2024) Customers : 2,246 customers with $100K+ ARR contracts IPO : April 2024 on NYSE (RBRK) at $5.6B
Customer Concentration Risk: Founders often worry about having too much revenue tied to a single customer. If one customer makes up 50%+ of your revenue, you’re at extreme risk. How To (Keep) Scaling Revenue: Many founders struggle with how to scale from $1M to $10M ARR, and then from $10M to $100M ARR. The solution?
As the co-founder and CEO of Intellimize (acquired by Webflow), Guy brings a unique perspective from his journey through iconic companies like Microsoft, Yahoo, and Twitter, as well as his background in aerospace engineering. And then originally trained as an aerospace engineer. Jin, my co-founder, was an engineering leader.
HubSpot has twice the revenue (and thus twice the ARPU), but also was founded 6 years earlier. Customer Base : ~258,000 customers across 135+ countries Revenue : $2.63 Customer Base : ~258,000 customers across 135+ countries Revenue : $2.63 Let’s look at where both companies stand today: HubSpot ARR : $2.7B
Here’s how the two companies stack up on key metrics for their most recent fiscal year: Metric (2024) Figma Adobe Revenue (YoY Growth) $749M (48%) $21.5B (11%) Gross Margin 88.3% Figma’s product is its primary marketing engine. This would imply forward revenue of about $1.1b. Non-GAAP Op Margin 17.0%
Critical insight : Gen AI reached 2% market share in about a year vs. The Team Reality Check: Your Biggest Blind Spot Here’s the uncomfortable truth most SaaS leaders won’t admit: your current engineering team may not be equipped for AI transformation. growth rate vs. SaaS’s 18.4% Most honest assessments say yes. #4.
👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. Scaled Sales Without Revenue Operations (And Paid Dearly) The Explosion : From 2 AEs to 50 AEs in one year.
They prioritize revenue growth, market share and profit maximization differently. Maximization (Revenue Growth) - maximize revenue growth in the short term. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale.
As a new Customer Success Manager (CSM), here’s what you need to know to hit the ground running and make an impact: Understand Your Role’s Revenue Impact — Revenue vs Retention : Customer Success isn’t just about keeping customers happy anymore at most B2B companies —it’s often a revenue-driving function now.
With 90% of the Fortune 100 on GitHub and 40% of its $2B revenue coming from AI products, these real-world examples will also help you launch an AI-powered product at scale. Historically, the burden of customer feedback fell on the solutions engineers and CS architects. Be disciplined about prioritizing that feedback and communication.
You CAN Maintain 20%+ Growth at Massive Scale ServiceNow hit $3.113B in quarterly subscription revenue growing 22.5% At a $12.4B+ annual run rate, they added ~$570M in incremental subscription revenue year-over-year in Q2 alone. YoY) represents roughly 85% of expected FY25 revenue already contracted. revenue growth with 29.5%
As Christina puts it: “If you can give people credit — which really means revenue — for showing off all the good security work they’ve done, they will do more good security work.” “We were operating at basically cash flow break-even,” Christina recalls. 5 Things Vanta Got Wrong 1. billion—up from $1.6
revenue multiple proves strong B2B companies with real growth (and it’s strong) can still command premium exits. The deal shows acquirers are hungry for revenue acceleration—Xero expects to more than double group revenue by 2028 with this acquisition.
It’s about fundamental organizational redesign —from pricing models (hybrid consumption/subscription) to team structures (forward-deployed engineers vs traditional CSMs) to investment priorities (94% AI spend increases among high-growth companies). This isn’t about sprinkling ChatGPT into your sales process.
Theyll focus on driving net revenue retention and building a scalable CS function. Engineering : As you approach $10M ARR, it’s often time to hire a VP of Engineering in addition to your co-fouding CTO. This is also when you might need a dedicated Head of Support if youre seeing a high volume of tickets.
Prior to Datadog, Alex held leadership positions at several high-growth SaaS companies and has a proven track record of building marketing engines that deliver consistent, measurable growth. He spent over eight years scaling their marketing from zero to supporting a multi-billion dollar public company.
What the revenue trajectories of Snowflake, Shopify, Okta, and Twilio tell us about the new normal in B2B and SaaS. When VCs would literally walk away from any SaaS company not doubling revenue year-over-year? Scale Kills Velocity When Snowflake was doing 124% growth, they had $265M in revenue. revenue scale. The lesson?
” They’re reducing the time engineers spend reviewing, refactoring, writing tests, and documenting code. I’ve heard of sales, finance, and marketing folks using Claude Code or Cursor to write internal scripts, automate spreadsheet logic, or build simple workflows, tasks they’d normally hand off to engineering.
Learning #3: The NRR Superpower – This One Metric Can Transform Your Entire Business Here’s a stat that should make every SaaS executive stop what they’re doing: Companies with the highest Net Revenue Retention report median growth that is 83% higher than the population median.
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