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Veeva founder CEO Peter Gassner came to SaaStr to share just how they got to the first $100m ARR selling enterprise vertical SaaS … while raising only $3 million (!). ” His reasoning: 30 Years of Enterprise Software Experience : “I was an intern at IBM mainframe software when I was 20 years old, that was 30 years ago.
“Some teams consistently sold more enterprise SKUs, others had high volume but low ACV. Set clear goals to ensure that your frontline managers are executing properly in their interviewing and hiring cycles, and measuring the impact of their new hires every 6 months. The difference almost always came down to the frontline manager.”
If you’re selling to enterprise, hire someone who’s comfortable with long sales cycles and complex deals. Interview 30+ Candidates Yes, it’s a lot. You need someone who believes in what you’re doing and can evangelize it. Most of that is contingent on performance, and if they’re not closing deals, they’re not earning the bonus.
When validating Vanta’s initial concept, Christina didn’t just conduct interviews or send surveys. ” This approach gave them insights no amount of customer development interviews could provide. Built Category-Defining Creative Marketing In a space known for dry, enterprise messaging, Vanta chose humor and creativity.
It is based on interviews with MLOps user companies and several MLOps experts. Download the report to find out: How enterprises in various industries are using MLOps capabilities. Which organizational challenges affect MLOps implementations. How to determine the benefits of an MLOps infrastructure.
initial public offering on Friday, becoming the latest enterprise software company to test increasingly receptive public markets. The company’s journey reflects the broader transformation of enterprise software during the pandemic era. Although it’s possible Figma may beat them out. But Figma is a crazy outlier.
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.
For the better part of the last decade, it’s been broadly assumed that product-led growth (PLG) is superior to implementation-heavy enterprise software. Enterprise software companies that tackle complex workflows are regularly growing from $0 to $5 million, $10 million, or beyond $20 million in ARR in their first two years.
While your competitors fight for attention among mid-level managers and individual contributors, SaaStr delivers direct access to the 68% VP+ executives and 36% CEO/Founders who control enterprise budgets and make final purchasing decisions.
When Graham joined in February of last year, Codeium had approximately 200 customers generating low single-digit millions in revenue, combining self-service and enterprise annual contracts. The complexity of managing 30+ enterprise sellers without clear territory boundaries created unnecessary friction.”
At SaaStr, we deliver S-tier leads—the elite decision makers who control enterprise budgets and drive industry innovation. Unlock Continuous Access to the World’s Highest-Value B2B Decision Makers Forget A-tier prospects. S-Tier Audience = S-Tier Results Who exactly are S-tier leads? The lead quality justified every dollar spent.”
Thinking through all of these items will enable strong buy-in internally, which in turn provides more confidence as you create customer success job descriptions, then enter the interview and hiring process. For example, “Enterprise Customer Success Manager”. 2: Start with a clear job title.
Wednesday, May 14th kicks off early with 9:30 am sessions featuring Rubrik and Service Titan, followed by the main event kickoff with Jason and an interview with the CEO of HubSpot. This session is particularly valuable for understanding the data foundation required for enterprise-grade AI implementations.
The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start?
The high-touch model can be split into two types: Transactional sales model Unlike the enterprise model we’ll discuss next, this approach isnt limited to high-ticket or complex custom solutions. Enterprise sales model The enterprise sales model is used for high-value, complex sales.
From startups to enterprise-level tools, well break down the options, highlight their strengths, and help you find the best fit for your business. Userpilot Best for: Mid-size and enterprise SaaS businesses G2 rating: 4.6 On the other hand, Hotjar offers more options for extensive user research Hotjars one-on-one interviews stand out.
Whether youre a startup , an SMB , or a global enterprise , the right ATS can streamline your recruitment process, save time, and help attract top talent in a competitive market. Modern ATS software automates tedious tasks like job posting, resume screening, and interview scheduling, freeing HR teams to focus on engaging with candidates.
Best for : Remote user research and interviews. Lookback is a remote user research tool that helps teams conduct live interviews and usability tests. Best for : Enterprise-level customer experience management Pricing : Custom pricing. Hotjar also allows companies to collect direct feedback through surveys and live interviews.
For example, our pricing plans include Starter, Growth, and Enterprise. Using our in-app survey functionality, she created a survey to invite users for an interview. Lisa was able to send this interview invite to the right user segment: those users who had already previously used the segmentation feature. The best part?
The best-run SaaS companies dont just grow revenue; they build operational discipline, create high-retention products, and structure themselves for long-term enterprise value. She specializes in launching products, entering new markets, and scaling companies to the enterprise. Their consensus?
Enterprise: Custom quote only. Here are a few pros that Product Fruits users frequently mention in the interviews: Easy to set up a simple product onboarding tour, easy integration no code tour, and hints builder. Enterprise: Available on demand at custom prices. Enterprise: Custom pricing (Unlimited user licenses).
Like there’s so many angles that I think we could take this conversation, but, We’ve been able to have a few conversations and, and one of the things that really stuck out to me in our conversations was your experience expanding from like an SMB mid-market motion to the enterprise. and that [00:06:00] also equated to a shift from.
Manual audits and stakeholder interviews: Start by engaging with department heads and key personnel to understand the tools they are using and why. Many SaaS providers offer volume discounts or enterprise agreements that can significantly reduce per-unit costs. Spreadsheets can be a starting point, but they quickly become unwieldy.
Learning #2: AI-Native Hiring is Non-Negotiable Windsurf : Graham Moreno requires “a key component of the sales interview now is: what are you doing with AI? The New Interview Standard: “I don’t care how good this person is—if they’re not in the tools and what I consider to be AI native, we can’t hire them.”
Fullstory has three pricing tiers — Business, Advance, and Enterprise — each with custom pricing, which depends on the number of recorded sessions, seats, data retention time, and additional features and integrations. The feature is also included in the Enterprise plan, which comes with custom pricing. Userpilot pricing.
First, a recent study from Battery Ventures called the State of Enterprise Tech Spending , and its enterprise tech spend sentiment index hit its low in the first quarter of 2023 at 50. He just interviewed Sanjit Biswas the CEO and co-founder of Samsara (which will go live on saastr.com shortly) but they went from $1M to $7M to $70M.
Yeah, it could be a center at the enterprise, or it could be, as you said, the small fractional CRO that happens to work with everyone in a fintech vertical, if you sell into fintech, or you got to, you know, map those out. Based on that, you work backwards, you pick the right, I would say, type of partner you want to work with.
Moving from enterprise sales leadership to a startup environment. The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Discussed in this Episode: How to turn coworkers into mentorsand why it matters.
If you dont have many customers yet, rely more on your existing experience or interview leaders and partners in your space for their insights. Which type of companies are the easiest to sell to? Which type of companies pay you the most? What’s your GTM motion? In a product-led growth strategy, the product is used as the growth engine.
If consumer packaged goods (CPG) marketers can differentiate rice or yogurt, then we can darn well differentiate enterprise software. Great product marketers need to interact with (even, interview) the CEO, founders, and product leaders repeatedly, searching for nuggets, and structuring what they hear. Work closely with them.
Director of Customer Success at Decisions), Marko Buric (Head of Cloud Customer Experience, Bay Area Enterprise at Google), Joanna Johnston (SVP Customer Success at Gong), and Erin Guagenti (VP of Customer Success at Productiv). Lets get into it. Learn how to win in the margins.
We had been focused on enterprise for the last 2 years and no longer had a strong PLG motion, but needed to change that quickly. On the enterprise side our activation motion was fairly high-touch (I built our Enterprise success team). This was okay for large enterprise deals with a lot of skin in the game but would not scale.
The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. And why it’s so important is that you can’t just decide to be a PLG business or an SLG business or an SMB business or an enterprise business.
She specializes in launching products, entering new markets, and scaling companies to the enterprise. The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. And helping companies move up to the enterprise.
They did a deep dive looking at top learnings not just from their own ecosystems, but from the top CROs Sam has interviewed recently on the CRO Confidential series: the CRO of Toast, the CRO of Databricks, the VPS of Windsutf/Codeium, the CRO of Wiz and more!
Instead, for a more accurate analysis, it’s time to make room for qualitative data too, like user interviews and feedback. User interviews : Direct, open conversations with users to uncover insights into their needs, behaviors, and motivations. You’re making decisions, without taking your users into consideration.
These are critical for both SMBs and enterprises. Jeff emphasizes that responsible AI isnt just possibleits better than the status quo in many cases. Navigating New AI Regulations [00:12:50 00:14:30] The conversation shifts to Local Law 144 in New York, Colorados new laws, and upcoming EU AI regulation.
Now, instead of guessing or waiting for user interviews, you’ll get real-time insights into when users access features, where they get stuck, and whether they achieve their goals right away. Pendo offers custom enterprise pricing ranging from $25,800 to $132,400 annually, according to Vendr’s contract data.
Podcast Full Interview: Video Watch the video on our YouTube channel. Jesse Paliotto (37:24) Yeah, and that’s an interesting, just to connect, adopt back to, know, for companies that are selling SaaS or software into, especially at an enterprise level, so a larger business level, you are always dealing with groups of people.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. If you add any teammates in January to your team, theyll get a free month too.
He also co-founded WGI Group, LLC, to provide growth capital to early and expansion stage startups in enterprise software, consumer internet and digital media industries. Learn more at [link] The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders.
These tools highlighted similar features, used all-inclusive messaging (Perfect for small businesses, agencies, eCommerce, and enterprises), and relied on buzzwords. You might be saying, But Talia, wont I turn people off if Im too specific with my messaging? 2 Run an emotional targeting audit Review the pages that youre trying to optimize.
Hiring is it’s easy to say, my God, this person is amazing, it’s you know, or somebody just whiffs the interviews and they’re terrible. So we brought everybody in and we said here’s how the interview is going to work. The hard part is that people tend to be nice. We’re basically you’re not getting.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. I’ve been operating for the last 20 years, largely in enterprise software and almost exclusively sort of in the go-to-market area. I think the number one thing that’s changed is speed.
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