SaaStr

JUNE 16, 2025

Perfect Timing on the AI Wave Every enterprise is scrambling to implement AI, and they all need the same thing: a place to store, process, and train on massive datasets. Enterprise Customers Going All-In Databricks has 3K+ customers over $100K ARR and ~600 customers over $1M ARR, with their top 50 customers driving over $15M in ARR each.

AI 239

AI AWS Enterprise Scaling 239

SaaStr

JUNE 18, 2025

So Okta rose to rapid growth and IPO as the stand-alone leader in enterprise identity for apps, acquired Auth0 to own it for developers, and now coming up on $3 Billion in ARR, it has settled into a more mature state: $2.75B in ARR Growing 12%, projected to slow to 10% Non-GAAP operating margins of 27% Free Cash Flow margins of 35% (!) $18B

Scale 207

Scale Headcount Outsourced Development Operational efficiency. 207

SaaStr

JUNE 21, 2025

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.

B2B 236

B2B Government Healthcare AI 236

SaaStr

JUNE 2, 2025

These deals highlight the critical importance of database infrastructure in powering next-generation AI applications and signal an accelerating consolidation trend in the B2B and SaaS industry. With this news, we will be introducing Snowflake Postgres: enterprise-grade, AI-ready, and fully managed.

VP of Engineering 182

VP of Engineering AI Search AI Data 182

Tom Tunguz

OCTOBER 28, 2024

On Monday, at TC Disrupt Colin Zima CEO of Omni , Jordan Tigani CEO of Motherduck , Daniel Svnova CEO of Superlinked & Toby Mao CTO of Tobiko Data who are leading the evolution of the Post Modern Data Stack discussed the trends they are seeing. Enterprise adoption of Iceberg is slower than expected.

Trends 248

Trends Data New CTO CTO 248

SaaStr

DECEMBER 8, 2021

In general, the “enterprise boost” from Covid seems to have years to play out. Aaron Levie the CEO of Box said at 2021 SaaStr Annual below he thought the enterprise acceleration from Covid would last at least 3 years, given enterprise replacement and buying cycles. A Tale of Two Trends. So no slowdown there.

Trends 307

Trends Merchant Services SaaS Cloud 307

SaaStr

JANUARY 28, 2025

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.

AI Search 243

AI Search AI Artificial Intelligence Technical Review 243

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 293

Revenue Scale Sales Hiring Compensation 293

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. 500 CXOs exploring emerging trends and cloud innovation. 1000 CEOs ($20m+ ARR) CEOs and investors.

Enterprise 268

Enterprise CTO Cloud Innovation 268

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

DECEMBER 11, 2024

Relying on Self-Serve Sales Structure for Enterprise Not everything needs to be a PLG product. Despite the PLG (Product-Led Growth) trend, self-serve models for AI-powered enterprise products are proving challenging. The self-serve enterprise can be tough versus humans leaning into the bigger deals.”

AI Search 284

AI Search AI Artificial Intelligence B2B 284

SaaStr

JANUARY 17, 2025

” Rethinking Product Interaction Models Anneka Gupta from Rubrik offered a compelling vision for the future of enterprise SaaS: “AI for us is not a separate product. It’s embedded in all of the products that we have.”

AI 261

AI Cybersecurity User Experience Scaling 261

SaaStr

DECEMBER 1, 2021

The trends indicate that there is an influx of spending on solutions that make remote work more simple. Reduced friction in the software buying process is a trend that has already been building momentum over the years. And 85% of all decisions are made in under six months, including 82% of buying decisions at enterprise organizations.

Software Review 284

Software Review SMB Enterprise Software 284

User Pilot

NOVEMBER 7, 2024

Top customer success management platforms for mid-market and enterprise companies. Zapscale – from $500/month to $2000/month and customizable enterprise packages. Userpilot – from $250/month to $800/month and customizable enterprise packages. Defining a customer success tool and other FAQs. G2 rating : 4.8

Customer Success 105

Customer Success Enterprise Software Review Startup 105

Tom Tunguz

NOVEMBER 8, 2023

At the IMPACT Summit yesterday, I shared our Top 10 Trends for Data in 2024. They are faster to get started (no account creation), they can scale very quickly, and they can rise to enterprise levels with commercial cloud offerings. LLMs Transform the Stack : Large language models transform data in many ways.

Artificial Intelligence 228

Artificial Intelligence Trends Data Software Review 228

Clouded Judgement

NOVEMBER 18, 2024

Contractors spend their days interfacing with the ServiceTitan platform across what we believe to be the five most business-critical functions, or the “core centers of gravity,” inside a trades business: CRM (customer relationship management, including sales enablement, marketing automation and customer service), FSM (field service management, (..)

Benchmarks 299

Benchmarks Payments Payment Services SaaS Payments 299

SaaStr

JUNE 6, 2025

The Mega-Deal Era Is Over — Enterprise deals are clustering in the $100K-$150K range The Shift : Enterprise deals are clustering in the $100K-$150K range (down from ZIRP-era budgets) The New Model : 39% of buyers prefer pay-as-you-go pricing. The Disruption : 29% of buyers start research with AI search more than Google.

AI Search 136

AI Search AI Technical Review Software Review 136

SaaStr

FEBRUARY 12, 2025

The Evolution of Vertical SaaS The shift from horizontal to vertical SaaS solutions represents a fundamental change in how enterprises buy and implement software. Under his product leadership, Procore has grown exponentially, went public in 2021, and recently crossed the coveted $1B ARR milestone.

Construction 244

Construction Scale SaaS Travel 244

SaaStr

JANUARY 3, 2023

There’s a trend toward transitioning from growth at all costs to paths to profitability. Your enterprise must grow, and profitably. Kate Ahlering, CRO at Calendly, shares how revenue operations are every CRO’s secret weapon to revolutionizing enterprise sales growth. . Don’t wait for quarterly business reviews.

Enterprise 261

Enterprise Sales Sales Funnel Compensation 261

SaaStr

OCTOBER 11, 2024

Four portfolio companies join Sameer to talk about three trends of the Cloud AI Era. Trend #1: Foundation Models Many models exist: open source, closed source, frontier models. Multi-cloud really didn’t arrive for many years in a high penetration rate of how enterprises were building their applications. Let’s run the ad!”

Cloud 167

Cloud AI Artificial Intelligence Healthcare 167

SaaStr

APRIL 28, 2025

Imagine running a complex sales call with an enterprise prospect asking about specific integrations or implementation details. This will accelerate the PLG (Product-Led Growth) trend even for complex enterprise software.

AI 232

AI Underperforming Technical Team Sales Technical Review 232

SaaStr

JUNE 9, 2025

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.

B2B 184

B2B Marketing Scale Benchmarks 184

SaaStr

JANUARY 25, 2021

Was it all sort of some sort of game in enterprise software? It’s especially valuable in terms of market sizing and trends, because they do the work. Even more on Enterprise Software than we thought. And enterprise software has an incredible run ahead of it. But like many things, time goes on and I learned.

SaaS 362

SaaS Enterprise Cloud Trends 362

SaaStr

FEBRUARY 2, 2025

Business customers now expect: Immediate results and value Seamless automation Personalized experiences Clear ROI metrics Implementation Challenges and Solutions Managing AI Risk Companies are developing various approaches to ensure responsible AI use: Building guardrails to prevent AI hallucination Implementing multiple models to cross-check results (..)

AI 192

AI Technical Review Artificial Intelligence Systems Review 192

SaaStr

MARCH 18, 2022

A CAB is a selected group of customers who provide strategic feedback about the status of a product, emerging industry trends, and the direction of the company. The post Building a Successful Customer Advisory Board in the Enterprise with Mapistry’s VP of Customer Experience Maya Colato appeared first on SaaStr.

Sales Recruiting 246

Sales Recruiting Enterprise Onboarding Investment 246

SaaStr

JUNE 5, 2025

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.

Software Review 222

Software Review Technical Review AI Development Team Review 222

SaaStr

APRIL 6, 2025

The #1 Thing That Makes Enterprise Customers See Value: A Great Dashboard #2. 10 AI Trends in SaaS Right Now with SaaStr CEO Jason Lemkin on LIVE SaaStr Workshop Wednesday #2. Top Posts: #1. Thoma Bravo: Software Spend Will Grow 19% a Year Through 2028. AI is The Accelerant. #3. Yes, SaaS is Back. OpenAI to Hit $12.7

Scale 169

Scale Software Review Marketing Cloud 169

SaaStr

MAY 21, 2025

Enterprise Deal Velocity is Accelerating The company closed: 139 deals of at least $1 million 51 deals of at least $5 million 31 deals of at least $10 million With US commercial TCV growing 183% year-over-year, enterprise customers are making larger and larger commitments to the Palantir platform.

Artificial Intelligence 142

Artificial Intelligence Government AI Benchmarks 142

SaaStr

APRIL 4, 2025

Atlog: A knowledge repository that intuitively organizes and versions your data packets, drives, and documents in one place Calltree: Enterprise-grade AI support reps for call centers Calltree makes enterprise-grade AI support reps for call centers. 230+ enterprise customers including three Fortune 50 companies.

AI Search 163

AI Search AI Startup Scale 163

Tom Tunguz

OCTOBER 18, 2020

Most high-growth software investors value public companies on enterprise value to forward revenue multiple. But investors in private companies use a different metric, enterprise value to forward annual recurring revenue (ARR).The The chart above shows the median enterprise value to forward ARR value since 2016.

Software Review 363

Software Review Finance Enterprise Acquisition 363

SaaStr

JANUARY 30, 2023

I know things can be tough out there but Gartner last week still predicted enterprise software would grow 9.3% But — the cuts aren’t really coming in enterprise software budgets. Gartner is predicting enterprise software spend will grow a stunning 9.3% in 2023 to $4.5 trillion, way down from the 5.1%

Software 326

Software Enterprise Cloud Trends 326

ChurnZero

JANUARY 6, 2025

” So what 2025 customer success trends can we anticipate? Trend 1: Customer teams strengthen their revenue focus. Trend 2: AI and automation become transformative. Trend 3: Customer teams double down on outcomes and value. Trend 4: Digitally enhanced human relationships continue to evolve.

Trends 52

Trends Customer Success Scale SaaS 52

Stax

JUNE 18, 2025

Join the Payments-Led Growth Movement Sign up to keep up-to-date with the latest trends in payments, vertical SaaS, and technology from industry experts. Benefits of Vertical SaaS The growth of the vertical SaaS industry continues to follow an upward trend. While enterprise software grew at 11.1% What is Vertical SaaS?

Merchant Services 167

Merchant Services SaaS Payments Payment Services Payments 167

SaaStr

JUNE 8, 2022

ARR, Zoom was an SMB powerhouse, with Enterprise growing. SMB is now saturated at $4B ARR and not growing, but Enterprise is picking up the slack and growing faster than ever. This trend had started several years ago, but even in 2021, 63% of revenue was from 10 seat or smaller customers. It was probably too much.

SMB 337

SMB Enterprise Engineering Scale 337

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. Concurrent with the evolution in ACV, we can observe a few other trends. Larger enterprise contracts imply longer contract terms and larger pre-payments, boosting these figures.

Payment Services 359

Payment Services Metrics Payment Solutions Payments 359

SaaStr

AUGUST 2, 2024

Canva Head of Sales and Success for EMEA, Jorge Bestard, and Head of Strategic Sales for EMEA, Daniela Nyarko, share Canva’s journey from PLG to Enterprise, strategies to navigate the PLG trap, and why it’s so attractive. You want to double down on your growth, so the next logical step is to build an Enterprise team, right?

Scale 282

Scale Sales Hiring Sales B2C 282

Clouded Judgement

MARCH 28, 2025

Every week I’ll provide updates on the latest trends in cloud software companies. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue. Follow along to stay up to date! Even a DCF is riddled with long term assumptions. Overall Stats: Overall Median: 5.6x Top 5 Median: 18.3x

Cloud 299

Cloud AI Scale Scaling 299