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 196

Scale SMB Enterprise Sales Hiring 196

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.

Scale 259

Scale Sales Hiring Scaling Sales 259

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 235

Enterprise Scale Sales SaaS 235

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 241

Scale Sales Hiring Enterprise Sales 241

SaaStr

OCTOBER 17, 2023

” Now Gainsight is fairly enterprise and its customers are pretty big. is a number to back into, at scale. It’s a reminder CSM staffing overall is actually fairly thin at scale. CLTV Isn’t The Whole Story. Don’t Shortchange Second-Order Revenue. Especially since it’s fully-loaded.

Customer Success 188

Customer Success Scaling Management Churn 188

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

SaaStr

NOVEMBER 13, 2023

How do you scale a product organization quickly? years, has seen massive growth and over 14 different frameworks, trust center capabilities, Enterprise risk management capabilities, audit capabilities, work center capabilities, over 100 plus integrations, and 350 different features. #1: 1: Ship Fast. 1: Ship Fast. Iterate Faster.

Scale 214

Scale Scaling Sales Hiring Construction 214

SaaStr

AUGUST 8, 2023

We’re doing a new series on SaaStr on what break-out SaaS startups, scale-ups and leaders are seeing out there and first up is Michael Grinich, CEO of WorkOS. You can dig in below now and soon on the pod: The post Michael Grinich, CEO of WorkOS: What It Takes To Sell In the Enterprise Today appeared first on SaaStr.

Enterprise 185

Enterprise Enterprise readiness Startup Pricing 185

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 171

Scale Enterprise Scaling Sales Hiring 171

SaaStr

MAY 21, 2021

Yes you can win in many cases by remaining “hidden” as CEO — but the more enterprise your customer base is, the more important getting out there and being out there is. But Box became 95%+ enterprise by revenue over time, and Dropbox is still 95% SMB and smaller and consumer. Let’s contrast Box and Dropbox. Few tweets. Is he hidden?

Enterprise 329

Enterprise SMB Scaling Revenue 329

SaaStr

FEBRUARY 7, 2021

Let’s break down for example what SMB sales at low price points typically is, and indeed needs to be, to scale: SMB SaaS companies are overloaded with “leads” They often have so many that they cannot follow up with all of them. These 5 key elements to SMB sales are of course nothing at all like enterprise sales.

SMB 303

SMB Sales Hiring Scale Enterprise 303

SaaStr

SEPTEMBER 30, 2022

Dear SaaStr: How Do Startups Really Sell to Big Enterprises Before They’re Proven? Large enterprises use lots of tools, widgets, and software in their businesses, but they tend to use the obvious, trusted solutions. Spam rarely works in the enterprise. So maybe scale down the initial ask. You solve their problems.

Enterprise 238

Enterprise Startup Scale Innovation 238

SaaStr

NOVEMBER 22, 2020

Prashanth Chandrasekar, CEO @ Stack Overflow recently shared with our community the four key pillars he feels are necessary to propel a company to scale upward. Is your product sound, and does it solve a big problem for customers, enough for you to scale? The four key pillars he lays out are: Product market fit & expansion.

Scale 310

Scale Scaling Technical Review Systems Review 310

Andreessen Horowitz

APRIL 5, 2024

They addressed the top concern for CISOs: the impact of generative AI on enterprise security. What is the biggest security threat that enterprises face today? Generative AI represents a massive shift in how enterprises approach security, introducing several new considerations.

Generative AI 88

Generative AI AI Enterprise Artificial Intelligence 88

SaaStr

MAY 10, 2021

SaaStr Enterprise 2021 is our next MEGA Digital Event and the line-up is incredible: Registration has just kicked off, and the core sessions are FREE, so sign-up here. “Lessons in Scale: Building the Foundation for High Growth with Qualtrics’s CEO” This should be a great session. Register here. #2. Register here.

Enterprise 268

Enterprise CTO SMB Scaling 268

Totango

SEPTEMBER 22, 2023

We believe these collaborations are cornerstones for enterprises to deliver seamless experiences for their customers and to create the interconnectedness with cross-functional partners and systems needed to drive long-term revenue growth. And, that growth comes from consistently and quickly delivering customer value.

Enterprise 113

Enterprise Revenue Scale Innovation 113

Andreessen Horowitz

SEPTEMBER 25, 2023

Ali Ghodsi, CEO and cofounder of Databricks, and Ben Horowitz, cofounder of a16z, explain the data wars happening inside and outside enterprises and how they could impact the evolution of LLMs. [00:38] 00:38] Why is it so hard for enterprise to adopt AI? [03:08] But we haven’t seen anybody with any traction in enterprise.

AI 96

AI Enterprise Artificial Intelligence Generative AI 96

SaaStr

DECEMBER 15, 2021

SaaStr Scale 2021 is starting soon. 8:00 AM (50 MIN) – The Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal. 8:00 AM (40 MIN) – Top 5 Ways to Scale a Sales Team from the Team Who Had to Do It at Warp Speed with Zoom’s CRO Ryan Azus. The post SaaStr Scale: Live, TODAY!

Scale 215

Scale VP of Engineering Scaling SMB 215

SaaStr

MAY 1, 2021

How does a SaaS company reach enterprise buyers? Enterprise decision-makers have unique problems they need to solve, but they don’t always have time to experiment with a platform or sit through dozens of software demos to find the right solution. A Different Way to Approach Enterprise Leads .

Enterprise 228

Enterprise Scale B2C SaaS 228

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

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 187

VP of Engineering Scale Scaling Sales Hiring 187

SaaStr

DECEMBER 7, 2022

Helen Zeng, Product Manager at Airtable, shares her extensive experience in low-code platform building at Slack, Twitter, and Microsoft and offers a guide for building platforms that scale. Zeng says, “Essentially, customers just don’t want to settle for one-size-fits-all enterprise software anymore. Every Wednesday at 10 a.m.

Enterprise 192

Enterprise Management Consulting Scaling 192

SaaStr

JUNE 13, 2021

Phase IV: Phased roll-out across the enterprise. As you can see, an enterprise deployment can easily take 24–30 months, especially if urgency is there but not super high. And you’ll also replacing an existing system, which is a huge undertaking in almost any company of scale. Massive training over several quarters.

Enterprise 149

Enterprise SMB Scale Startup 149

Andreessen Horowitz

OCTOBER 13, 2023

We recently held our annual Connect/Enterprise event and, for this very reason, artificial intelligence—particularly generative AI and LLMs—was a major topic of conversation both on and off the stage. What’s the scale of the opportunity that AI presents?

Generative AI 116

Generative AI Artificial Intelligence AI Enterprise 116

SaaStr

FEBRUARY 28, 2023

While Zoom Enterprise is growing at a healthy clip, churn is over 3% a month for its SMB customers As a result, it’s now predicting 1% growth next year 1% pic.twitter.com/i2k2W9QbVX — Jason Be Kind Lemkin  (@jasonlk) February 27, 2023 So Zoom has just been the craziest story of all time in SaaS. It probably couldn’t last.

SMB 213

SMB Churn Enterprise Engineering 213

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 213

Scale Scaling Marketplace as a Service Entrepreneurship 213

SaaStr

OCTOBER 26, 2022

Grammarly CEO Brad Hoover shares the keys to unlocking product-led growth in the enterprise through learnings from the company’s 13+ year journey helping 50,000 teams and 30 million individuals refine their writing and accomplish their goals. Values help accelerate teamwork and innovation—and thus PLG—at scale.

Enterprise 172

Enterprise Scale Sales Communication 172

SaaStr

MAY 17, 2021

SaaStr Enterprise is a flagship SaaStr digital event on May 26 + 27 where the top executives and leaders driving innovation in the Cloud share their playbooks on scaling your business to market and sell to the enterprise. The post Last Chance to Register for FREE SaaStr Enterprise 2021 Sessions!!

Enterprise 193

Enterprise CTO Innovation Cloud 193

SaaStr

MAY 24, 2021

We’re super excited to be gearing up for 2021 SaaStr Enterprise this week! Improving Employee Performance in the Enterprise: What the Data Really Shows with Ally.io. Roundtable: 5 Tips to Reduce the Enterprise Sales Cycle with TripActions. 3 CCO Lessons in Scaling Enterprise CX with Hubspot. Pete Schlampp.

Scale 157

Scale Enterprise SMB SaaS 157

SaaStr

APRIL 9, 2021

Yes, especially once you are at scale. In fact, as you get bigger, it gets pretty common with bigger deals and in the enterprise. The post As You Scale, Most Of Your New Revenue May Well Come from Existing Customers appeared first on SaaStr. Q: Can the majority of a SaaS company’s revenues come from existing customers?

Scaling 275

Scaling Revenue Enterprise SaaS 275

Neil Patel

JANUARY 1, 2023

In a rapidly growing and increasingly competitive digital landscape, it’s more important than ever for large businesses to have a comprehensive and effective enterprise SEO strategy. Therefore, you must tailor your enterprise SEO solutions to your organization’s specific business goals and challenges. million keywords.

Enterprise 93

Enterprise Strategy Technical Review Scale 93

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 164

Scale Sales Hiring Customer Success Scaling 164

SaaStr

NOVEMBER 24, 2020

Check out the low down on our sponsors for SaaStr Scale who are helping to make this event happen. Grab your seat for their 12:30 PM PST workshop on Scaling with Speed: How to Streamline Your Revenue Operations with Conga. Check out Twilio during their workshop on December 9 at 10:30 AM PST while they discuss Driving Services at Scale.

Scale 233

Scale Scaling Outsourced Development compliance 233

SaaStr

FEBRUARY 15, 2022

But maybe not while you are scaling, you can often afford to invest more if you have funding. Especially if you are mid-market or enterprise. And even in the enterprise, losing one big customer can swamp you here in the early days. This is pretty much where most of us end up at, at scale. Well — Maybe.

Scale 240

Scale Customer Success Sales Hiring Scaling 240

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 100

Healthcare AI Payments Enterprise 100

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 214

Scale SMB Scaling Innovation 214