SaaStr

MARCH 1, 2024

Dear SaaStr: What’s The Number One Challenge for Scale-Up Stage Founders? You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales. You will need a VP of Product to scale your roadmap. But you won’t scale past $4m-$5m without a true, seasoned VP of Engineering. As are you.

Scale 274

Scale Part-Time VPE CTO Hire Fractional VPE 274

SaaStr

NOVEMBER 25, 2022

Scale-ups are exciting. Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. They have grown to over $3 billion in revenue while keeping sales and marketing spending under 15% of revenue for all 20 years they’ve been in business.

Scale 261

Scale Scaling Marketplace as a Service Entrepreneurship 261

SaaStr

SEPTEMBER 28, 2023

In this new SaaStr series called “What’s new at…,” Jason Lemkin chats with WorkOS CEO and founder Michael Grinich about what it takes to be Enterprise ready in SaaS, building vs. buying, and who the stakeholders are in a B2D motion. They offer all the features you need to sell to Enterprise customers. It’s not an option.

Enterprise readiness 283

Enterprise readiness Payment Solutions Enterprise Payments 283

SaaStr

NOVEMBER 14, 2019

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Sorry, I’m a sales leader, I can’t help it. SaaS = Software that scales.

Scale 183

Scale Sales Hiring Scaling Underperforming Technical Team 183

SaaStr

JUNE 23, 2020

Q: What’s the number one challenge for scale-up founders? You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales. You will need a VP of Product to scale your roadmap. But you won’t scale past $4m-$5m without a true, seasoned VP of Engineering. She can be your CTO forever.

Part-Time VPE 310

Part-Time VPE CTO Hire Fractional VPE Sales Recruiting 310

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. After the launch of ChatGPT, they went from 30 leads a week to 10,000. After that, they released instruction following models, which were the first Enterprise-ready models. How did they get here?

ChatGPT 292

ChatGPT Scale AI Search Sales Hiring 292

SaaStr

NOVEMBER 12, 2020

Kelly Del Curto, Senior Director of Sales @ Lever, joined with Tammy Aguillar, Area VP, Commercial Sales @ DocuSign, Kate Earle Jensen, Head of Platform Sales @ Stripe, and Lauren Schwartz, VP of Enterprise Sales @ Fivetran share the following suggestions about how to move your sales organization into larger markets. #

Scale 293

Scale SMB Sales Hiring Enterprise readiness 293

SaaStr

JUNE 17, 2021

You’ll need to hire a VP of Product who can guide your company to grow at scale. Yet, as time passes, the cost of failure grows, and therefore experience, research, and enterprise readiness are essential. A product expert carries you through your beginning stages to scaled, organized growth.

Scale 246

Scale Enterprise readiness Startup Scaling 246

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. What “customer success” looks like evolves as your company and customers scale upmarket.

Customer Success 177

Customer Success Scale Sales Hiring Strategy 177

Intercom, Inc.

JANUARY 5, 2022

We’ve gathered a list of articles, videos, and podcasts you can check out: Score Your Company’s SOC 2 Readiness. This is Scale , Intercom’s podcast series on driving business growth through customer relationships. And then, it allows companies to be more enterprise-ready. Scaling security as a startup.

Scale 211

Scale Software Review compliance Technical Review 211

Intercom, Inc.

NOVEMBER 4, 2021

Kyle Benson , Brand Design Lead. Going upmarket usually involves a rebranding effort to appear more enterprise-ready. Scott: As we scale as a company, we’re finding that we are working more and more with outside vendors, or outside agencies, for various teams. You need to scale in various ways.

Branding 222

Branding Scale Technical Review Systems Review 222

Frontegg

MAY 27, 2021

Product-Led Growth (PLG) is a consumer-centric scaling, conversion, and retention philosophy that uses the product itself as the primary growth driver. Let’s learn more about how you can become PLG-ready and get familiar with the Top 10 tools you must adopt today. Also, there is less pressure on Sales. Typeform does just that.

Payment Solutions 98

Payment Solutions SaaS Payments Payments Scale 98

Frontegg

NOVEMBER 25, 2021

Main benefits of using SSO platforms include: Added ease of use for end-users, which enhances customer satisfaction Less stress on developers to create new authentication solutions Improved security and compliance capabilities A seamless experience that is easy to integrate Better and easier to manage, especially while scaling up fast.

B2C 98

B2C Identity management Scale Enterprise readiness 98

Frontegg

JULY 22, 2021

From the SaaS development perspective, this stage involves dynamic user and customer lists that need to be managed on an ongoing basis, not to mention the various signup and login analytics requirements that grow as you scale up. #2 Self-service documentation is one of the key ingredients in the “SaaS scaling sauce” today.

Technical Review 97

Technical Review Payment Features Scale SaaS 97

Andreessen Horowitz

NOVEMBER 17, 2023

Sales wants more features. In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B The problem is the sales team. The sales team don’t know how to sell the product.

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96

Frontegg

NOVEMBER 12, 2020

A very visionary (or not so experienced) product manager would start to build the most amazing experience mock-ups around this user story, just to realize that building it perfectly might lead to exhausting 3 sprint epic, which would cause the R&D team not to deal with other crucial features.

SaaS 98

SaaS Scale Enterprise readiness User Experience 98

User Pilot

JULY 24, 2025

Driving engagement & opens Personalizing emails at scale Measuring the ROI of my emails How do you currently segment users for your customer retention emails? 10 real examples from leading tools (with my take on what works and what doesn’t). Quick, multi-path follow-up to move demo leads into next steps.

Retention 66

Retention Scale Technical Review Mobile 66

Audacix

AUGUST 22, 2022

Most companies, particularly larger enterprises, want proof from their third party vendors that their sensitive data is protected when it handed over to you and while you store in the cloud. With a SOC 2 report, businesses will spend less time performing due diligence as part of the sales cycle.

Software Review 75

Software Review Development Team Review Systems Review Software 75

Point Nine Land

APRIL 21, 2021

Since then, I have been leading Uberall product team, which we’ve scaled from 3 people to 12 people over the past 5 years. There are many posts out there explaining how startup co-founders should “land the first sales, then hire the first 2 sales and when to hire a VP sales”.

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52

Audacix

JULY 18, 2022

Cross-team sharing is key to scaling DevOps effectiveness Do you have sharing, caring team members? The competitive advantage comes from the fact that enterprises of all sizes want to see enterprise-ready software. This is true irrespective of whether these said enterprises are building the software or buying it.

DevOps as a Service 52

DevOps as a Service Technical Review CTO Coach Underperforming Technical Team 52

Audacix

FEBRUARY 5, 2023

If you are building a B2B SaaS then proving you have thorough and consistent for securing your web applications and APIs can ultimately end up making or breaking your sales efforts. Web app cyber attacks can range from targeting the server database or aim at disrupting a large-scale network.

Underperforming Technical Team 52

Underperforming Technical Team DevOps as a Service SaaS Sales Hiring 52

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. For many, moving upmarket makes sense to scale. We’ve already mentioned the why.

Scale 265

Scale Enterprise readiness Enterprise compliance 265

SaaStr

MAY 29, 2020

Prior to Workplace, Christine was Head of America’s for Facebook’s Audience Network and before that spent 5 years as a Group Director across multiple different sales and account teams within Facebook’s mid-market channel. What have been the biggest benefits of scaling a SaaS company within a non-SaaS company?

Scale 296

Scale Sales Recruiting Pricing Leadership 296

User Pilot

JUNE 10, 2019

This is disruptive, bottom-up sales…where employees of an organization can choose what products they want to use instead of being forced to use certain tools by IT or operations departments in a more top-down approach. Long sales cycles and low revenue per employee. Prospects are able to experience an “Aha!”

Growth Marketing 143

Growth Marketing Scale Marketing Sales Hiring 143

Frontegg

AUGUST 12, 2020

If you need to get up to speed on multi-tenancy, here’s a break-down of the latest trends and leading concepts governing it today. Now, questions of how to handle proper development cycles, bug fixes, CI/CD, monitoring and scaling of multi-tenant SaaS environments are taking center stage. Scale for All. SEE HOW EASY IT IS.

Trends 52

Trends SaaS Scale Technical Review 52

Audacix

MAY 27, 2022

But simply asking these questions of prospective penetration testing companies will help you guage just how they will work with you in the future and whether there is a cultural fit between both your teams. As a B2B SaaS company ISO27001/27015 and SOC2 are must-have certifications if you want to prove your " enterprise-readiness ".

Payment Solutions 52

Payment Solutions SaaS Payments Underperforming Technical Team Payment Services 52

Clouded Judgement

APRIL 16, 2025

That’s why we’re thrilled to back Hammerspace and lead their $100m Series B, the company building a new kind of data platform - a parallel global file system with automated data orchestration for the AI and hybrid cloud era. All aimed at making file access over networks more efficient and enterprise-ready.

Technical Advisors 130

Technical Advisors Scale New CTO Cloud 130

Valuize Consulting

FEBRUARY 19, 2025

As a CEO, youre leading through unprecedented uncertaintygeopolitical shifts, economic volatility, and rapid advancements in AI. Excitement fuels AI adoption, but without coordination, it leads to waste rather than innovation. But now, each passing day brings new uncertainties, making execution feel increasingly complex.

Enterprise 52

Enterprise AI Technical Review Systems Review 52

How To Buy Saas

JUNE 3, 2025

Opus 4 excels at complex problem-solving and code (leading coding benchmarks), while Sonnet 4 improves on general tasks and can answer in a natural style. Best-in-Class Reasoning : Claude Opus 4 leads in benchmarks for reasoning, code generation, and academic tasks. Pros and Cons Pros Fully Open-Source : Apache 2.0

Artificial Intelligence 59

Artificial Intelligence Software Review Development Team Review Technical Review 59