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ServiceNow (+12.3%) Datadog (+15.4%) Snowflake (+9.8%) These companies have one thing in common: Enterprises literally cannot function without them. These are supposed to be the “safe” enterprise plays. The CFO Software Audit Enterprise software budgets are getting scrutinized like never before.
Both started SMB (Monday even more so), and Both have now gone more enterprise (Monday even more) But still with the vast majority of their customers SMB. Building a Partner Ecosystem : With 1,700+ app integrations (up 10x over the last 5 years) and 7,000+ solutions partners reselling HubSpot, they have built a platform, not just a product.
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
The Great Spending Showdown: AI vs SaaS in 2025/2026 — What Every B2B Leader Needs to Know We’re witnessing the most dramatic shift in enterprise tech spending since the cloud migration began 15 years ago. The answer today is: very few. But that could change rapidly as AI tooling improves and more case studies emerge.
Their problems and needs don’t change, but the technology and solutions do. In our AI in Manufacturing eBook, you can learn how to solve your most urgent manufacturing and business needs with an enterprise AI platform. They want to increase productivity and profits.
The Deceleration Evidence Ramp’s card spend data reveals several concerning trends that suggest the AI adoption curve is indeed slowing: The growth rate from Q4 2024 to Q1 2025 was significantly lower than previous quarters, even accounting for typical seasonal variations in enterprise spending. ROI scrutiny is intensifying.
The days of pure top-down enterprise sales are over when it comes to technical products. Don’t fall into a trap of not understanding the product enough, and overstating that your solution will improve their code overnight. Who really cares about the solution we’re providing for the problems we think we’re solving.
a16Z recently surveyed over 100 leading CIOs across 15+ industries to get the latest pulse on enterprise AI spend in software. The learnings aren’t a surprise — but they are useful to see just how core AI spend has become in the enterprise. Top 5 SaaStr Learnings: Enterprise AI in 2025 1. The Price War : Google’s Gemini 2.5
Dear SaaStr: Why Do Enterprise Customers Insist on Pilots? Because so many enterprise customers won’t buy from new start-ups without a pilot. This reduces the perceived risk of adopting a new solution, especially if theyre replacing an existing system or investing significant resources.
Enterprise interest in the technology is high, and the market is expected to gain momentum as organizations move from prototypes to actual project deployments. The buzz around generative AI shows no sign of abating in the foreseeable future.
And when it IPO’d, it was still solidly an SMB solution. Today it’s a very enterprisesolution, solving much bigger problems. Leaning More into Free Even as it goes more enterprise, and see a decline in SMB / Commercial accounts, PagerDuty is still leaning in more on Free. As has PagerDuty.
They provide a comprehensive solution that automates cloud infrastructure management, enabling development teams to deploy, scale, and manage applications without the traditional DevOps overhead. Their expertise and solutions directly address the pain points our community faces daily.
Julie Iskow, CEO of $600m+ public SaaS leader Workiva joined Norwest Venture Partners Sean Jacobson at SaaStr Annual for a deep dive on going More Enterprise. Just look at the numbers: Enterprise customers bring 95%+ best-in-class retention vs. 85% in mid-market. Waiting too long to start their enterprise planning.
When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.
Speaker: Shreya Rajpal, Co-Founder and CEO at Guardrails AI & Travis Addair, Co-Founder and CTO at Predibase
Large Language Models (LLMs) such as ChatGPT offer unprecedented potential for complex enterprise applications. However, productionizing LLMs comes with a unique set of challenges such as model brittleness, total cost of ownership, data governance and privacy, and the need for consistent, accurate outputs.
Cutting Through the Noise: Three Gen AI Pioneers Reshaping Enterprise Technology In a pivotal moment for generative AI, Vanessa Larco, partner at NEA, brought together three visionary CEOs convened at SaaStr Annual to share insights that are redefining the technological landscape.
When customers desperately need your solution, your CAC decreases because they seek you out and move quickly through your funnel. 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.
What “Working” Means in the Era of AI Apps: The New Enterprise Benchmarks That Matter One of the most common refrains in the generative AI era is that “startups are growing faster than ever” — often with fewer resources. But for the average enterprise AI company (not the top 0.1%), what does growth really look like?
The Evolution of Vertical SaaS The shift from horizontal to vertical SaaS solutions represents a fundamental change in how enterprises buy and implement software. AI Integration : Vertical-specific AI solutions are becoming a key differentiator, requiring deep industry knowledge to implement effectively.
It’s tough to spend even $1m a year effectively on most digital spend for most categories of B2B software: Putting aside Unicorns and folks that have raised monster rounds, in my experience, most enterprise SaaS companies struggle to deploy more than $40k-$50k a month on Adwords effectively. Do those, too.
Several macro factors are converging to create this perfect storm: Enterprise Budget Scrutiny : CFOs are demanding higher ROI thresholds for software investments. AI Disruption Anxiety : Companies are hesitating to invest in traditional SaaS solutions while waiting to see how AI will reshape their operations.
Enterprise data is the differentiator: While public data dominates foundation models, enterprise-specific data represents less than 1% but delivers exponentially more value when properly leveraged. cost savings, 35% time savings The Partner Ecosystem Play IBM isn’t going it alone.
Enterprise-focused companies with usage-based pricing bore the greatest increase at 44%. Often, a straight UBP pricing model doesn’t scale into the enterprise. This behavior is commonly observed with luxury goods, but it also manifests in SaaS sales processes, particularly for enterprise customers.
To supplement our Core product and provide an even higher level of functionality, we offer our Pro products, which provide value-additive capabilities such as Marketing Pro, Pricebook Pro, Dispatch Pro and Scheduling Pro, as well as our FinTech products, which include payment processing and third-party financing solutions.
Salesforce charges $2 per solution for AgentForce on top of $250/month or more per seat. Even leaders like Canva that were always cheap raised prices dramatically for their enterprise edition. Right now, many vendors are looking for AI in SaaS to be, in essence, inflationary. To charge even more for resolutions, for actions.
Enterprise-Grade at Scale Major companies like Zillow and HubSpot use Replit for production systems. One enterprise customer built a customer routing system that handles thousands of requests daily—all without traditional development. We’re grateful, and we’re just getting started.
This isn’t just a comeback story—it’s a masterclass in how enterprise software companies can reinvent themselves when new technological waves create fresh demand for their core capabilities. That’s exceptional performance for any SaaS company, let alone one dealing with complex enterprise deployments.
Sometimes months for complex products or enterprise sales cycles. The AI generates solutions quickly while humans verify the output. But only if you treat them like the sophisticated tools they are, not like magic solutions to all your sales problems. response rates. Master one use case completely before expanding to others.
This is a classic enterprise SaaS challengebalancing the need to close big deals with the risk of overextending your team on custom work. Charge for It, Generally : If custom features or integrations are a pre-requisite for enterprise deals, customers are often OK paying. When Do We Say Yes? So try to monetize them.
It never had a downturn, and just keeps on growing at top-tier rates, selling both to SMBs and now larger enterprises. Monday.com’s Upmarket Strategy is Working Well Monday.com is clearly executing an effective enterprise push. The company is successfully evolving from its SMB roots into a serious enterprise software contender.
Under his leadership, the company has developed innovative AI-powered solutions for restaurant websites, online ordering, CRM, and marketing automation. Owner.com has distinguished itself by consolidating dozens of point solutions into a single, integrated platform that helps small business owners compete effectively online.
Thread AI’s founder and Palantir alum Maya Gonimah has cracked the code on enterprise AI implementation through their strategic partnership with Google Cloud. With experience dating back to 2015 with Google products, he specializes in connecting enterprises with the right tools and teams to make their AI initiatives successful.
Whether it’s hiring a VP of Sales who’s scaled a team to $50M ARR or finding a product leader who’s built enterprise-grade solutions, the talent pool here is unparalleled. #2. Legitimacy and Credibility Being based in the Bay Area still signals legitimacy, especially when selling to enterprise customers or raising capital.
from IPO price Key Learning : Enterprise financial software with strong integration capabilities can command solid premiums in the CFO-focused market The 5 Critical Metrics Every B2B Leader Should Track for IPO Readiness Based on analyzing these successful (and not-so-successful) public companies, here are the metrics that matter most: 1.
The harsh reality: Most enterprises are adopting AI due to FOMO (Fear Of Missing Out) rather than for specific business outcomes. Project Selection: Where Enterprises Go Wrong Many companies stumble by deploying AI in high-risk, customer-facing applications first (like chatbots). This is exactly backward.
There’s enterprise software … and then there are folks like Workday and ServiceNow with 98%+ GRR. Very Focused on AI Agents as The Future Workday is trying to leverage AI to remain the core system of record in HR and financials in the enterprise. Workday is a $1m+ a year and up solution for the Big Guys. #4.
“Some teams consistently sold more enterprise SKUs, others had high volume but low ACV. Implementing a framework and criteria for product and pitch certification with your frontline managers will ensure prospective customers better understand the solution they’re buying. Sales methodology reinforcement.
“The Last Generation of Human-Only CEOs: Marc Benioff’s Bold Vision for the AI-Augmented Enterprise” Marc Benioff was kind enough to join SaaStr for the first time to do a truly deep dive on what AI means in business software today. It’s a good one. Top 5 Unexpected Learnings: 1.
Payrix is a solid PayFac-as-a-Service solution, but its not for the faint of heart. Adyen Enterprise-Grade, but Not for Everyone Best for: Huge corporations that need global payments and dont mind complexity. Biggest Perk: Global reach and enterprise-grade security. Payrix or Finix Need a global enterprisesolution?
Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. I already have a solution.” Most were using Divvy, so they talked to those customers and learned it was the best solution. When you’re “cheap,” you’re more immune to some of these effects. This is true for BILL.
Our Take : The quality of their agents’ responses was notably better than other AI support solutions we’ve seen. Our AI reps take voice calls and chats like other AI support agents but can also use internal enterprise tools like a homegrown CRM or internal dashboards, like the highly trained humans working there today.
We have account executives, solution architects, SDRs, and specialists, and every function in the mix of those functions. Ron and his team tapped into their VC network, particularly a16z, to land early enterprise deals. And we found a lot of our big enterprise customers through that channel early days. The takeaway?
Unlike horizontal SaaS solutions that serve a broad range of businesses, vertical SaaS solutions are designed with deep knowledge of specific markets—making them more intuitive, efficient, and impactful. In contrast, horizontal SaaS companies provide generic solutions that cater to the needs of several different industries.
Francis Duza, COO of Google Cloud, reinforces this from the enterprise side: “In my three decades plus in tech, this is the fastest I’ve seen adoption of any technology ever. The Paradox of Large Enterprise Leadership Conventional wisdom suggests that technology adoption flows from agile startups to conservative enterprises.
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