SaaStr

DECEMBER 21, 2022

If you run a successful, scalable business, the word “enterprise” will inevitably come up at some point—and for good reason. To survive, businesses need to evolve, and creating an enterprise offering for customers is part of the evolution of a business. Leverage product-led growth (PLG) in your enterprise sales methods.

Scale 189

Scale Enterprise Scaling Management 189

SaaStr

JANUARY 21, 2022

You might feel confused about where to begin, how to scale up, which mistakes you should avoid, and things you should consider before expanding. Overview: Grammarly’s Enterprise Evolution. Now, let’s look at ten learnings that Dorian gathered while scaling Grammarly from a Consumer to an Enterprise brand with B2B offerings.

Scale 199

Scale SMB Enterprise Sales Hiring 199

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. Metrics That Matter. It was a critical metric for us because when I started we were at -15% quota capacity.

Sales Recruiting 218

Sales Recruiting Sales Hiring Scale Enterprise 218

SaaStr

DECEMBER 3, 2023

So over the past decade-and-a-half we’ve come up with a lot of yardsticks, metrics and rules for SaaS companies. E.g.,: CAC of < 12 months is Good-to-Great Paying sales reps 25%-30% of what they close is Good A burn ratio of 1 or less is Good These metrics do sort of work, if you have some capital to spend (i.e., They don’t.

SaaS Payments 194

SaaS Payments Metrics Payments SMB 194

Andreessen Horowitz

MARCH 21, 2024

In 2024, we believe the revenue opportunity will be multiples larger in the enterprise. Some naysayers doubted that genAI could scale into the enterprise at all. As always, building and selling any product for the enterprise requires a deep understanding of customers’ budgets, concerns, and roadmaps. Isn’t this all hype?

Generative AI 145

Generative AI AI Enterprise Artificial Intelligence 145

Intercom, Inc.

JULY 27, 2022

The scale of enterprise businesses makes them inherently complex – they rely on a suite of tools tailored for specific workflows. This is the fourth post in a content series exploring Intercom’s investment in supporting enterprises. As companies and their headcounts grow, so do their tech stacks. Build your own custom app.

Enterprise 205

Enterprise Headcount Engineering Cloud 205

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. Those familiar with ICONIQ’s work will recognize the ICONIQ Growth Enterprise 5. As companies continue to scale, segments like industry come into play.

Scale 223

Scale Sales Hiring Scaling Outsourced Development 223

Tom Tunguz

MARCH 28, 2021

The increase in ACV, number of million dollar customers, and bookings composition implies the compnay pushed to serving bigger, enterprise customers. Larger enterprise contracts imply longer contract terms and larger pre-payments, boosting these figures. Why is this? The services gross margin is -19%.

Payment Services 359

Payment Services Metrics Payment Solutions Payments 359

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Moving From SMB To Enterprise — A combination of pre-sales like solution or sales engineering, customer success, and a more robust revenue ops function.

Enterprise 215

Enterprise B2B Scale SMB 215

SaaStr

OCTOBER 5, 2022

Confluent’s President of Field Operations, Erica Schultz, explores different tactics businesses can employ to scale revenue and increase efficiency in the current macro environment. As you look to scale your business and make your processes more efficient, it’s essential to foster a shared understanding of who your target customer is.

VP of Engineering 190

VP of Engineering Scale Scaling Sales Hiring 190

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. A little bit more about our journey to the enterprise.

Scale 167

Scale Enterprise Scaling Sales Hiring 167

SaaStr

MAY 29, 2024

NRR Holding Up at an Impressive 119% 100%+ NRR really can scale well past $1B ARR. 1M+ ACV Customers Growing The Fastest UiPath at $1B+ ARR is a tale of going … even more enterprise. $1M+ Modeling 3% Stock-Based Dilution a Year A metric almost every leader is tracking more carefully now. It’s Rule of 50. #2.

Scale 192

Scale Headcount Sales Hiring AI 192

Tom Tunguz

SEPTEMBER 19, 2021

If that’s not a suite… Founded ten years ago, the company has scaled rapidly selling their software management suite to small and large companies alike. implies a 17 month payback period with a contract size of $55k, but the S-1 suggests the enterprise part of the business has been an important focal point. Revenue, $M.

Metrics 284

Metrics Outsourced Development Scale Cloud 284

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. On top of considerable dedication, creating a scale-up requires a functional edge—a unique and unreplicable capability compared to the players in the industry.

Scale 214

Scale Scaling Marketplace as a Service Entrepreneurship 214

SaaStr

OCTOBER 17, 2023

When we look at publicly traded companies, there is a direct correlation between NRR and Enterprise value. PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Everything!

Scale 159

Scale Sales Hiring Customer Success Scaling 159

Intercom, Inc.

APRIL 6, 2022

For fast-growing and enterprise organizations, the ability to personalize customer communication in a way that’s scalable is business critical. With that in mind, the challenge businesses now face is striking the right balance between personalization and scale – which, historically, has been a tricky line to walk.

Scale 230

Scale Scaling DevOps as a Service Communication 230

SaaStr

APRIL 4, 2022

The original function of demand generation was about the top-of-funnel awareness and vanity metrics. Rather than operating on our own in silos, marketers must extend our focus beyond top-of-funnel metrics and partner with sales to create a pipeline velocity. . The purpose and limitations of demand generation.

Scale 231

Scale Revenue Scaling Marketing 231

SaaStr

JUNE 13, 2022

Metrics are critical in SaaS, and you need to track them fastidiously. But it’s also important to focus on the right metrics, at the right stage, and not obsess about the less important ones at the wrong times. If you are providing value into SMEs or Enterprises … it’s pretty sticky.

Sales Hiring 218

Sales Hiring Scale Churn Metrics 218

SaaStr

DECEMBER 14, 2022

Yamini Rangan, CEO at HubSpot, has many insights on how to serve SMB customers at scale. Although they lacked an IT team or CIO equivalent to their enterprise counterparts, SMBs responded quickly. So how do you become the platform of choice for scaling companies? The Challenge of Digital Expansion for SMB.

Scale 215

Scale SMB Scaling Innovation 215

SaaStr

APRIL 26, 2024

At SaaStr AI Day , Mike Tamir, Head of AI at Shopify, and Rudina Seseri, founder and Managing Partner at Glasswing Ventures, level-set about where we are in the cycle for Enterprises adopting AI and the critical work being done at Shopify to leverage AI and solve real problems. The future of Enterprise is “Ambient AI.”

AI Search 201

AI Search AI Artificial Intelligence Scale 201

SaaStr

FEBRUARY 22, 2022

As you scale up a business, you’ll see an increase in demand for product, followed by an inevitable increase in sales. But how should you proceed when it comes to scaling your sales team? 5 ways to scale your SaaS and sales team. 5 ways to scale your SaaS and sales team. Leverage every channel. Enable a hybrid salesforce.

Scale 219

Scale Sales Hiring Scaling Sales 219

SaaStr

FEBRUARY 3, 2021

When you’re ready to take your enterprise marketing to the next level, you may run into some common pitfalls that hinder optimal performance. Here are the 7 common enterprise marketing mistakes she sees and how to avoid them. . #1 In the enterprise space, it’s not always about the lead target. 1 Rational & Committee Buyers.

Enterprise 156

Enterprise Marketing Scale Benchmarks 156

SaaStr

JANUARY 6, 2021

How do you scale a company based that can be collaborative for everyone in your org — from finance to marketing? It’s more a matter of “when” not “if” to change the bottoms up adoption in order to be able to layer on higher and higher sales enterprises. On Category Creation. Have a good balance of patience and impatience.

Scale 189

Scale Software Review Scaling Sales Hiring 189

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. While enabling your go-to-market teams, you must be mindful of the future state of scaling. Align on success metrics.

Scale 192

Scale Finance Sales Hiring Scaling 192

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks.

Scale 189

Scale Scaling AWS Sales Hiring 189

SaaStr

MARCH 12, 2019

Why does Erica believe that enterprise is a “company sport?” Why does each department need to re-platform when making the move to enterprise? How can founders know when is the right time to make the move from SMB to enterprise? Where does Erica often see founders make mistakes with this scaling? Where do many go wrong?

Scale 160

Scale Enterprise Scaling Sales Hiring 160

SaaStr

SEPTEMBER 17, 2021

The conversation was great, and we went especially deep on how to run a business that has both a large self-serve component, and a free edition … and a fast-growing enterprise business as well. If You Want to Do Free, Self-Serve, and Enterprise Well — You Have to Leave Some Money on the Table. This energized everyone. #7.

Enterprise 221

Enterprise Scale Sales Hiring Headcount 221

Clouded Judgement

JULY 14, 2023

” I looked at 3 key metrics: LTM Revenue, Revenue Growth and LTM FCF Margins. My guess is there are quite a few private companies who have IPO scale (ie >$200m LTM revenue). Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against.

Cloud 130

Cloud Metrics Scale Software 130

User Pilot

MAY 16, 2023

What are value metrics? We also examine a few examples of how companies use value metrics in their pricing strategy. TL;DR Value metrics are the features of a product that customers associate with its value and are happy to pay for. To identify your value metrics look at your product use cases. Why do they matter?

Metrics 88

Metrics Customer Lifetime Value SaaS Pricing 88

Andreessen Horowitz

OCTOBER 12, 2023

What do enterprise buyers in healthcare care about most when evaluating AI products? We’ve designed this to mirror the thought process of an entrepreneur building an AI product with an enterprise use case. Across our conversations, enterprise buyers emphasized repeatedly that their procurement decisions start with the problem in mind.

Healthcare 99

Healthcare AI Payments Enterprise 99

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. They kept doing it after the economy changed, and they also scaled it. It’s cheap.

Scale 159

Scale Sales Hiring Scaling Banking 159

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. But before the years of rapid scaling, it took the company a little while to hit its stride. What Did WorkRamp Do Differently to Scale? But sometimes, the road less traveled is the path to success.

Scale 193

Scale Scaling SMB Marketing 193

Intercom, Inc.

OCTOBER 8, 2020

And the challenge is a lot harder in an enterprise context, where the buyer and the user aren’t necessarily one and the same person. Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. Let the product be your sales guide. Crowning the customer.

Scale 205

Scale Sales Hiring Software Review Technical Review 205

SaaStr

MAY 5, 2022

Leaders should prioritize bringing in high performers—individuals who will hit the ground running and push your team’s metrics forward. . With scale, though, these priorities can change. Principle #4: At Scale, Focus is Critical. Scaling a sales team takes extreme discipline and focus. Principle #5: All in One Boat.

Scale 210

Scale Sales Hiring Scaling Sales 210

SaaStr

MAY 15, 2024

Lesson #1: Maximize the Blurred Lines Between Consumer, Prosumer, and Enterprise There are a lot of differences between consumer and B2B audiences, as you can see in this chart, but the lines are blurring more and more. B2B is finding more consumers and prosumers paying, and B2C is finding Enterprise and business use cases.

Subscription 250

Subscription Payment Features B2B Mobile 250

SaaStr

MARCH 27, 2024

To me, this is just the impressive metric of all. 60% of Its Pro and Enterprise Customers Use 2 or More HubSpot Products HubSpot has stopped breaking down its revenue per product, but going multi-product is the key to their growth at scale, with their Sales / CRM product the #1 driver of growth. 5 Interesting Learnings: #1.

Scale 230

Scale Cloud Scaling Pricing 230