SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. So we have a mix of both, but I think as we’ve scaled it’s become an advantage. The takeaway?

Scale 182

Scale Sales Hiring Scaling Revenue 182

SaaStr

OCTOBER 16, 2024

It’s been around for decades but has continued to iterate, expanding into the enterprise, the contact center, and so much more. Even With a Big Enterprise Push for Years, 60% of Revenue Still From Mid-Market and SMB RingCentral closed 20 $1M+ TCV deals last quarter. A reminder to not stay too reliant on direct sales as you scale.

Scale 289

Scale Compensation SMB Cloud 289

SaaStr

DECEMBER 26, 2024

And a few other data from the report: Gongs enterprise customers see about a 25% win rate, conversion from Opportunity to Closed. Is usually see 15%-20% as start-ups scale, but 25% is probably the right target as you scale. Thats a bit higher than I expected.

Scale 289

Scale Benchmarks B2B Enterprise 289

SaaStr

DECEMBER 4, 2024

These outcomes might include: Driving user growth Maximizing revenue Ensuring user satisfaction Scaling adoption A different outcome would lead to a different pricing choice. Growth stage: Introduced business plans with 20-user minimums to provide enterprise-grade features.

Payments 290

Payments Pricing Scale Revenue 290

SaaStr

JANUARY 15, 2025

Cloudflare is what 20x ARR looks like at scale, post-IPO. 221,000 Total Paying Customers, But 65% of Revenue From 3,200 Large Customers This is what you should see when a “long tail” engine is just working at scale. Top-tier growth, cash-flow positive, and very durable revenue. The last point is key. It can be done! #5.

Scaling 278

Scaling Cloud AI Engineering 278

SaaStr

JULY 30, 2024

Okta’s VP of Engineering, Monica Bajaj, and Senior Director of Platform Product Marketing, Priya Ramamurthi, share Okta’s playbook to PLG, developer experience, and Enterprise ARR. How do you scale PLG? How do you build a stellar developer experience and continue to scale when the user base skyrockets overnight?

Underperforming Technical Team 288

Underperforming Technical Team Enterprise Scale Payments 288

SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. ” This unexpected dynamic completely inverted their growth bottleneck – the constraint wasn’t generating demand or securing funding, but scaling the sales team fast enough to capture the overwhelming market opportunity.

Scale 191

Scale Sales Hiring Scaling Headcount 191

SaaStr

SEPTEMBER 17, 2024

So two of the great leaders in SMB SaaS, Shopify for e-commerce, and HubSpot for sales, marketing and more, are going more upmarket: HubSpot 100+ seat deals are up 55% Shopify now gets 31% of its revenue from “Plus” or its bigger brands and more enterprise product And yet … they are also both going more SMB as well!

SMB 325

SMB Enterprise Scale Scaling 325

SaaStr

JANUARY 8, 2025

This isn’t unqiue to Asana, it’s true of many SaaS leaders at scale, from Zoom to Shopify. The enterprise customers are growing the fastest. And probably be worth 50% more. #2. 150,000 Total Customers. 100k+ Customers Are The Fastest Growing. Just remember not to leave the smaller ones behind! #3.

AI 306

AI B2B Scaling Trends 306

SaaStr

JANUARY 9, 2025

But it had and has a very large channel that sells its product into the enterprise, and a lot of internal resources that support the channel. But as it went toward IPO, 50% of its revenue came from bigger, enterprise deal. Then to sell Dropbox Enterprise, it added several. But its just third party selling instead of first party.

Scale 279

Scale Sales Hiring Sales Headcount 279

SaaStr

OCTOBER 23, 2024

This potential for a decade of growth at scale here helps justify the high revenue multiple Palantir trades at. #4. Closed 27 Deals Over $10,000,000 and 96 $1,000,000 Deals — Just Last Quarte r Palantir is very enterprise. #5. Grow AND be more efficient? Is you new customer count growing > 20%?

Artificial Intelligence 240

Artificial Intelligence Government AI Cloud 240

SaaStr

SEPTEMBER 11, 2024

It wasn’t long before they landed their first Enterprise customer in 2012. Your First Enterprise Customer Lucid’s first Enterprise customer was a large publishing house in the U.K. It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer.

Scale 312

Scale Scaling Sales Hiring compliance 312

SaaStr

DECEMBER 22, 2024

The Future of AI, Open Source and Enterprise SaaS with Databrick’s Founder CEO Ali Ghodsi: #2. “Lessons Learned in Scaling Databricks, AWS, VMWare and More” with Databrick’s SVP and GM Ed Lenta #3. The Top 5 Lessons Learned Scaling Databricks’ to $1.5B ARR with VP Product Nadim Hossain #5.

Scale 278

Scale AWS Leadership AI 278

SaaStr

FEBRUARY 10, 2025

The product strategy evolved to offer an all-in-one platform solution, differentiating from competitors who were primarily focused on point solutions for mid-market and enterprise customers. The post Transitioning from Sales-Led to Product-Led Growth and Scaling to $100M ARR With Apollo’s CEO Tim Zheng appeared first on SaaStr.

Scale 165

Scale Scaling Outsourced Development Sales 165

SaaStr

JANUARY 17, 2025

At SaaStr Annual’s AI Summit, we asked product leaders from some of the fastest-growing SaaS companies to share their insights on navigating the AI revolution while scaling multi-product strategies. It’s embedded in all of the products that we have.”

AI 264

AI Cybersecurity User Experience Scaling 264

SaaStr

MARCH 20, 2023

Dear SaaStr: How Do You Become Successful at Enterprise Sales? If you haven’t done enterprise sales before, the biggest thing to understand: you can do it. But for enterprise sales, you’re going to have to get your arse out of your home office and go close some real live human beings: Listen — often in person.

Scale 311

Scale Sales Hiring Enterprise Sales 311

SaaStr

JANUARY 8, 2025

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.

Revenue 299

Revenue Scale Sales Hiring Compensation 299

SaaStr

MAY 25, 2024

Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. They didn’t initially envision being a large Enterprise sales organization. Self-service here, Enterprise motion here, and they shall never meet.

Scale 316

Scale Sales Hiring SaaS Payments Development 316

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer. This is true for BILL.

SMB 312

SMB Payment Services Payments Payment Methods 312

SaaStr

FEBRUARY 12, 2025

Meet Wyatt Jenkins: From Construction Sites to Chief Product Officer If you want to understand how vertical SaaS companies scale to $1B+ in revenue while staying true to their customers, there’s no better person to learn from than Wyatt Jenkins, Chief Product Officer at Procore Technologies.

Construction 255

Construction Scale SaaS Travel 255

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? Grafana Labs still has features and capabilities they hold back that appeal to large enterprises, such as things around security and compliance. But they’re still one of the last remaining open-source companies at scale.

Scale 297

Scale Scaling Sales Hiring Sales Recruiting 297

SaaStr

JUNE 7, 2024

So this may seem like a pretty specific post, but it’s a big and real issue I see so, so often these today in SaaS companies at scale, from $20m-$200m+ ARR: They’re reacting to tougher times by going “more enterprise” That can make a lot of sense. I hear this again and again. appeared first on SaaStr.

Enterprise 327

Enterprise Scale SMB Investment 327

Tom Tunguz

FEBRUARY 26, 2025

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.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

JUNE 19, 2024

Bitly CEO Toby Gabriner and CPO Kelsey Stevenson share the three secret ingredients that helped them when scaling to $100M ARR and what they could have done differently. Around 2012, the focus became solely on the Enterprise, which is interesting considering they had a full-blown PLG engine. Bitly had an Enterprise sales-focused team.

Scale 306

Scale Scaling Underperforming Technical Team User Experience 306

SaaStr

APRIL 2, 2025

Today it’s at: $800m ARR Growing 22% 20% Free Cash Flow Margins Modest re-acceleration in revenue growth and new customer count — but not NRR Roots are SMB, but 60% of ARR comes from mid-market and enterprise today And a $4B market cap, so 5x ARR Freshworks is getting a bit of a second wind, which is great to see!

Scale 276

Scale AI SMB B2B 276

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

Scale 311

Scale Scaling Strategy Sales Hiring 311

SaaStr

APRIL 8, 2025

Many of the early break out leaders in AI for B2B and otherwise have been “small but mighty teams” Honestly we’d all love it if that scaled. The Second “Problem” With Small But Mighty AI Teams … Is Enterprise Sales A tiny team can be fairly efficient with a 100% self-serve and PLG motion.

AI 288

AI Sales Hiring Scale B2B 288

SaaStr

MAY 5, 2025

The New Rules of SaaS Growth: Whats Next for AI, PLG, and Revenue Scale with HubSpots CEO 2. From Startup to $10B+: Lessons on Scaling, AI, and the Future of SaaS with Dropboxs Founder and CEO 3. How AI is Reshaping Enterprise SaaS: Learnings from Boxs CEO & IBMs GVP of A.I. PLG to Enterprise: Calendlys CEO + SaaStr AMA 9.

Scale 179

Scale New CTO CTO AI 179

SaaStr

FEBRUARY 21, 2025

Offers workshops, networking, and investor matchmaking for startups and enterprises. Its the largest community-driven SaaS event, bringing together 12,500+ founders, executives, and VCs. Features 300+ speakers from top SaaS companies like Salesforce, HubSpot, and Snowflake. Held annually in the San Francisco Bay Area (usually in September).

Software 246

Software Scale Venture Capital SaaS 246

SaaStr

NOVEMBER 6, 2024

500 $1M+ Customers Atlassian is going more and more enterprise, which has become key to maintaining growth. But as you go more upmarket, and more enterprise, the business users become critical stakeholders and users, too. It now has 500 $1M+ customers. #3. Yes, Atlassian’s roots are selling to developers.

Enterprise 295

Enterprise Pricing Cloud AI 295

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. What is Codeium and Windsurf?

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale AI 247

SaaStr

JULY 3, 2024

Accel Partner Philipe Botteri and Synthesia’s co-founder and CEO Victor Riparbelli deep dive into the lessons learned about building an Enterprise-focused Generative AI company and scaling it. AI Adoption in the Enterprise How do you make it happen? Synthesia has a great story, going from 0 to 50,000 customers.

Enterprise 298

Enterprise AI Search AI Artificial Intelligence 298

SaaStr

OCTOBER 10, 2023

On a sales front, how do you evolve past founder-led sales, or together with it, so that you can scale your organization? PST, Laura Connell, Partner at Atomico, shares how to scale beyond founder-led sales on your path to Series B. It’s not a repeatable process, and it doesn’t scale. Time is the enemy.

Scale 283

Scale Sales Hiring Scaling Sales 283

SaaStr

JANUARY 31, 2024

Splunk is a 20-year-old Enterprise software giant that has accomplished many things — a 2012 IPO, a $28B+ Cisco acquisition in 2023, and $3.7 As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. Why is that?

Enterprise 311

Enterprise Scale Sales SaaS 311

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? The post Dear SaaStr: What Are The Signs We’re Ready to Hire More Sales People to Scale? In the early days, it’s simply that you have a few more leads than you can currently handle. appeared first on SaaStr.

Sales Hiring 306

Sales Hiring Scale Scaling Sales 306