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Usage-Based Revenue Models: Successes and Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential

SaaStr

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.

Revenue 293
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10 Things Startups Get Wrong Selling to Developers and Engineers (from the CRO Who Scaled Databricks from

SaaStr

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.

Scale 262
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83% Percent of You Haven’t Gotten AI SDRs to Work … Yet

SaaStr

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.

AI 326
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MongoDB at $2B+ ARR: 5 Epic Learnings from Q1 2026 That Every B2B Leader Should Study

SaaStr

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.

Scale 267
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The 5 Stages of Account-Based Marketing — and How to Win Them All

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.

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Dear SaaStr: What is RevOps Responsible For in a B2B Company?

SaaStr

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.

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5 Interesting Learnings from Okta at $2.75 Billion in ARR

SaaStr

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.

Scale 234
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How to Optimize the Developer Experience for Monumental Impact

Speaker: Anne Steiner and David Laribee

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.

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Monetizing Analytics Features: Why Data Visualizations Will Never Be Enough

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.