SaaStr

JANUARY 26, 2025

A self-reinforcing flywheel where successful customers: Get promoted Tell their network Become champions Drive organic growth 3. Solve Hard Technical Problems Create multiple moats Patent protection Technical innovation Market leadership 2.

Technical Review 263

Technical Review Payment Solutions Scale Payment Services 263

SaaStr

MARCH 13, 2025

So leading SaaS growth stage VC fund Insight Partners surveyed 100+ of its top later-stage B2B companies to see how they did marketing and demand gen and pipeline creation in particular. Sales drives 33%. Not a shocker but useful to see this across 100+ leading B2B scale-ups. And Partners and Channel 15%. That’s it.

Scale 288

Scale Marketing B2B Scaling 288

SaaStr

JULY 7, 2025

Unlock Continuous Access to the World’s Highest-Value B2B Decision Makers Forget A-tier prospects. At SaaStr, we deliver S-tier leads—the elite decision makers who control enterprise budgets and drive industry innovation. S-Tier Audience = S-Tier Results Who exactly are S-tier leads? ROI, $47 cost per qualified lead (vs.

Scale 216

Scale Outsourced Development Leadership AI 216

SaaStr

MAY 3, 2025

Heres how Id break it down: 0 t o $ 1M ARR: Founder-Led Everything Sales : Founders should lead sales. No VP of Sales yetdont even think about it. Having said that, if you have a steady stream of leads and customers, you really can’t hire a great VP of Demand Gen / Growth too early. More on that here.

Sales Hiring 250

Sales Hiring Part-Time VPE CTO Hire Scale 250

SaaStr

MAY 20, 2025

Convergent evolution from 2 very different start-ups that now have many similarities at scale. Keys to HubSpot’s Success: The “Hub” Strategy : HubSpot mastered the land-and-expand model, starting with Marketing Hub and strategically expanding to Sales Hub, Service Hub, CMS Hub, Operations Hub, Commerce Hub, and Content Hub.

SMB 273

SMB Scale Education AI 273

SaaStr

APRIL 5, 2025

But how did they scale so quickly? Here are the five channels that worked for Rupa: Search Engine Optimization (SEO) Social Proof and Trust Building Educational Partnerships and Rupa University Conferences and Event Sponsorships Outbound Sales and Data Quality Lets dive into each. Conrads answer: Channels are everything.

Scale 229

Scale AI Search Sales Hiring Acquisition 229

SaaStr

APRIL 4, 2022

The ultimate success of demand generation is defined as the number of marketing qualified leads (MQL) generated, and is measured by impressions, website visits, and clicks. . But this narrow approach limits our ability to understand how to create a solid pipeline and inhibits us from understanding the end-to-end prospect journey.

Scale 274

Scale Revenue Scaling Marketing 274

Tom Tunguz

FEBRUARY 26, 2025

The very best companies lead their customers in that dance. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale. Penetration pricing leads to land-and-expand sales tactics. Most startups play defense when discussing pricing with customers.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

JANUARY 11, 2022

Events and trade shows. Let’s talk about why it’s a good investment: Trade shows / events produce a lot of so-called “leads”, but a lot of cr*p leads and long lead time leads. BUT … Any event that is large and spot-on for your product should get you at least one customer.

Scale 337

Scale Investment Retention Customer Success 337

SaaStr

JULY 10, 2025

These weren’t cold prospects — they were website visitors, past attendees, and folks who had engaged with us before. Our AI references specific SaaStr events people attended, congratulates them on new roles it found on LinkedIn, and suggests relevant programs based on their company profile. The prospects love it.

AI 194

AI Scale Sales Hiring Underperforming Technical Team 194

SaaStr

APRIL 14, 2025

SaaStr Annual has always been the go-to event for SaaS founders, executives, and investors, but 2025 is shaping up to be the best one yet. Heres why this years event is bigger, bolder, and more impactful than ever. 100+ scale-ups and start-ups showing you how they do it!

VP of Engineering 204

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 204

SaaStr

APRIL 23, 2020

So little old Team SaaStr just put on our first digital event, SaaStr Summit: Bridging the Gap. Time Zones are tough on a full-day event. A lot of management and moderation was required to do a 2-track virtual event. How do we do this at scale, for 15,000+? As time has gone on, SaaStr event have always been packed.

Scale 358

Scale Startup Scaling Technology 358

Tom Tunguz

AUGUST 31, 2020

Kimbre is the former Director of Global Events and Field Marketing at Gremlin where she managed the industry sponsorships program, Gremlin’s produced conferences (Chaos Conf, Failover Conf) and the new remote field program. Prior, she built and scaled the programs at both Split and Scalyr.

Scale 337

Scale Scaling Engagement Management 337

SaaStr

JUNE 20, 2025

The Billion-Dollar AI Unicorn Factory The scale of AI startup funding isn’t just impressive — it’s existential for SaaS: The AI Billion-Dollar Club: OpenAI : $8.4 billion valuation after 175M round Scale AI : $29 billion valuation / “sale” with Meta’s $14.3 billion in funding xAI : $6.4

AI Search 289

AI Search Artificial Intelligence AI CTO Hire 289

SaaStr

NOVEMBER 3, 2021

Hey SaaStr Community, T oday we’re officially launching signups to our final digital, mega-event of the year: SaaStr Scale 2021 , streaming live on Wednesday, December 15th. . Speaking on all things sales and marketing are: CEO of $15B+ Gitlab. VPS of WalkMe. and much, much more!! and much more! Sign up here. .

Scale 284

Scale Scaling Revenue Sales 284

Clouded Judgement

MARCH 28, 2025

Starting and scaling a software company was really hard. Starting and scaling a software company was really hard. If you wanted to scale users and growth, you needed to scale a physical data infrastructure footprint. ” This used to be how companies scaled! It wasn’t very elastic. What does this mean?

Cloud 299

Cloud AI Scale Scaling 299

SaaStr

DECEMBER 15, 2021

SaaStr Scale 2021 is starting soon. 7:00 AM (40 MINS) – Product-led Growth: How to Execute Across the Full Funnel (and Mistakes We Made) with Reprise’s VP of Marketing and VP of Sales. 8:00 AM (50 MIN) – The Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal. LIVE TODAY!

Scale 273

Scale VP of Engineering Scaling SMB 273

SaaStr

JANUARY 12, 2023

Now we sell a lot of sponsorships to these events — over 200 top-tier sponsors. We tell them instead to come back and sponsor a SaaStr event next year, when they (and their budgets) are bigger. And yet … you really want to be at the top events in your industry. But does it get leads? So in we’re biased.

Scale 57

Scale Startup Scaling Branding 57

SaaStr

DECEMBER 7, 2022

SaaStr Scale is our biggest digital / on-line event of the year and its streaming LIVE TODAY – Wednesday, December 7th! SaaStr Scale is starting soon and will be live streaming today! . It’s not too late to sign up and join the sessions live to join in this interactive, digital-mega event. 9:00-10:00 AM PT.

Scale 48

Scale VP of Engineering Scaling SMB 48

SaaStr

APRIL 2, 2025

In any event, like many from Zoom to Asana, the growth is mostly in bigger customers today. AI Leading to a 40%-50% Reduction in Average Ticket Handling Time, And Up to 40%-50% Deflection in Tickets Sent to Humans This is what I am seeing overall in the space, and a realistic assessment of AI in support and CX.

Scale 271

Scale AI SMB B2B 271

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Before hiring their first sales reps, the founders personally closed millions in revenue. Their strategy?

Sales Hiring 185

Sales Hiring Scale Sales Recruiting AI 185

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

Scale 273

Scale Scaling Sales Hiring Enterprise 273

SaaStr

DECEMBER 1, 2021

With two weeks left to go until SaaStr Scale 2021, we’re looking at an incredible speaker line-up this year. Tickets to Scale are free, so be sure to sign up to join us live on December 15th! SaaStr Scale is dedicated to bringing you the playbooks for scaling to $100M and beyond. Mark Wayland, CRO @ Box.

Scale 278

Scale Scaling SMB compliance 278

SaaStr

JANUARY 23, 2025

You need: Sales leaders who understand complex, multi-stakeholder deals Customer success teams ready for high-touch support Legal expertise for enterprise contract negotiation Product leaders who can balance current needs with future vision Pro tip: Hire enterprise reps in pairs. If both succeed, you’re ready to scale.

Enterprise 244

Enterprise Sales Hiring Scale Outsourced Development 244

SaaStr

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Just do it! It will help.

Sales Hiring 363

Sales Hiring Scale Startup Marketing 363

SaaStr

OCTOBER 8, 2024

So, you have to make more money to justify the sales process and recognize that a lot of what drove the first generation of this was rapidly commoditizing and chasing people to the bottom. If you look at the best sales reps, they smash their numbers no matter what. Sales’ greatest filter is brutal work. You need to do it all.

Scale 277

Scale Scaling SaaS Point of Sale 277

SaaStr

JUNE 6, 2025

Unmatched Density of B2B Talent The Bay Area has the highest concentration of SaaS founders, executives, and veterans who’ve scaled companies to $100M+ ARR, IPOs, and beyond. For better or worse, there’s a perception that Bay Area startups are more ambitious and better positioned to scale globally. This is minor but still a plus. #5.

Sales Recruiting 225

Sales Recruiting Scale Sales Hiring B2B 225

SaaStr

JUNE 30, 2025

People are having meaningful exchanges about complex B2B topics, reviewing 100s of VC pitches and board decks, getting personalized sales advice, and finding exactly what they need from our decade of GTM learnings and speakers. The impact : We’re scaling SaaStr expertise 100x beyond what any human team could handle. More to Come.

AI 251

AI Software Review Social Media Systems Review 251

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.

Scale 293

Scale Outsourcing Services Sales Hiring VP of Engineering 293

Sales Hacker

DECEMBER 17, 2024

Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) 49:07) The effectiveness of small group events in go-to-market strategies.

Scale 100

Scale Engineering Acquisition Scaling 100

SaaStr

JANUARY 9, 2023

Well at a practical level, many SaaS companies are doing a Strategic Sales & Marketing Retreat. What’s a Strategic Sales & Marketing Retreat? Second, you slow or stop sales hiring. Third, you often increase quotas in sales. Concentrating leads in top sellers keeps deals closin g. At least at first.

Scale 331

Scale Sales Hiring Venture Capital Marketing 331

SaaStr

DECEMBER 14, 2021

With one day left to go until SaaStr Scale 2021 on December 15th, we’re looking at an incredible speaker line-up this year. Tickets to Scale are free, so be sure to sign up to join us live. SaaStr Scale is dedicated to bringing you the playbooks for scaling to $100M and beyond.

Scale 274

Scale Scaling Marketing Consulting 274

SaaStr

FEBRUARY 25, 2025

The event is strategically designed to facilitate 1000s of meaningful connections through 1000+ on-site “Who Do You Want To Meet” dedicated 1-on-1s for B2B founders and execs (no service providers, sorry!) The event attracts investors ranging from seed-stage to growth equity, making it relevant regardless of your funding stage.

Sales Recruiting 195

Sales Recruiting Scale CTO Hire Sales Hiring 195

SaaStr

APRIL 7, 2023

As a self-proclaimed accidental entrepreneur, Browder shares a few unconventional ways to scale your company. The DoNotPay journey started six years ago and has led to many unconventional lessons that go against the popular wisdom of starting, scaling, and distributing a product. Virality is similar to a mob mentality.

Scale 260

Scale Scaling Sales Hiring Entrepreneurship 260

SaaStr

APRIL 7, 2025

After just a month of launching our own SaaStr AI (trained on a decade of content and hundreds of founders, speakers, and events), we’ve already had over 34,000 (!) and slides here: The Scale is Mind-Blowing, And Radically Accelerating As Sam Altman noted, ChatGPT went from 1 million users in 5 days to 1 million users in an hour.

AI 214

AI B2B ChatGPT Scale 214

SaaStr

MARCH 29, 2022

So a lot of SaaStr’s team is getting back from Shoptalk, a big industry e-commerce event that is a little like the e-commerce version of SaaStr Annual. We did a dinner with some of our top partners and some of the conversation went to the ROI on big events: Some folks just advocated for just buying tickets to the event and networking.

Scale 272

Scale Scaling Software Strategy 272

SaaStr

JUNE 6, 2025

Just a few weeks ago, we brought together 10,000+ SaaS and AI founders, execs, and investors for three unforgettable days of learning, networking, and scaling at the SaaStr Annual in the Bay Area. And with the SaaStr AI Summit running alongside, we saw over 200 AI-first startups and scale-ups showcase how AI is reshaping SaaS.

AI 240

AI Scale Innovation B2B 240