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 188

VP of Engineering Scale Scaling Sales Hiring 188

SaaStr

JANUARY 6, 2021

How do you scale a company based that can be collaborative for everyone in your org — from finance to marketing? Lastly, as a platform business, he had to avoid the temptation to optimize visible, short-term metrics such as revenue. The post Lessons in Scaling a Low Code Platform with Airtable appeared first on SaaStr.

Scale 192

Scale Software Review Scaling Sales Hiring 192

SaaStr

APRIL 17, 2024

They’re still transitioning from onprem / appliciance model to cloud, which makes some of the metrics a touch confusing. New Customers Still Growing 22% at Scale. For me, Net New Customer Count has become the metric I obsess the most about at scale. But it’s decided to keep investing heavily in growth.

Scale 220

Scale Pricing Scaling Cloud 220

SaaStr

MARCH 23, 2021

Battery Ventures’ data says while VC investment $$$ are on fire — they aren’t going into more startups. An important metric we don’t look at often enough. Some guideposts to guide to at scale. #4. The post Battery Ventures: VC Investments Are Way Up. A few top takeaways: #1. ” #2.

Investment 231

Investment SMB Acquisition Cloud 231

SaaStr

JULY 4, 2021

This was my first venture investment. One of the earliest posts I did on SaaStr was back in 2013 when I made my first venture investment, co-leading the seed round in Pipedrive. I also made a lot of mistakes on this investment I’ll share in another post. Lemkin invest in Pipedrive? So I said — invest in that one .

Investment 251

Investment Scale Scaling SaaS 251

SaaStr

FEBRUARY 24, 2023

Doug Pepper, General Partner at ICONIQ Growth, has invested in software and SaaS companies for 22 years, from seed to growth stage. How do the best-in-class companies perform when ARR is treated as a growth metric? They initially double their ARR each year in scaling post $10M.

Scale 197

Scale Sales Hiring Scaling Venture Capital 197

SaaStr

MARCH 31, 2021

Scaling your SaaS company isn’t just about hitting the right growth metrics –– it requires a thorough understanding of your business goals, company culture, and leadership dynamic. Roy Mann and Eran Zinman, Co-Founders and CEOs of monday.com, look back at their incredible growth and share the dos and don’ts of scaling.

Scale 203

Scale Scaling Leadership Company Culture 203

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

DECEMBER 26, 2023

Almost Everyone’s Gotten Radically More Efficient in SaaS That’s a good metric to think about at scale now. In part, because unicorn rounds have evaporated in SaaS (outside of some AI outliers), everyone just has to be cash-flow positive at scale. 18-24 months ago, it was all over the place. This starts to get tough.

Venture Capital 268

Venture Capital Scaling AI Investment 268

SaaStr

FEBRUARY 17, 2022

She reveals how customer centricity, operational rigor, and data-driven strategies drove Airtable to scale and serve over 300,000 organizations, including 80% of the Fortune 100. Invest in your tech stack so that you keep growing while you scale. As marketers, we must quickly validate decisions and scale programs as needed.

Engineering 215

Engineering Scaling Marketing Acquisition 215

Intercom, Inc.

JULY 2, 2020

And it makes sense: in order to be around to support your customers well into the future, you need a solid foundation for scale. . For Pam, it all stems from a long-held belief that investing in the customer’s success will chart a direct path to the company’s. Listen to the full episode above or get Pam’s key takeaways below.

Outsourcing Services 253

Outsourcing Services Investment Underperforming Technical Team Outsourced Development 253

SaaStr

MAY 17, 2021

We overindex on the inside information, and how quickly we assume they could scale up … and because of that, we let their other weaknesses slide in candidates we otherwise wouldn’t hire. Sales reps don’t have to scale in a day. So a rep with a $120k OTE has to eventually close at least $480k at scale. Not Training Reps.

Scale 224

Scale Sales Hiring Scaling Sales 224

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 192

Scale Scaling SMB Marketing 192

SaaStr

JULY 13, 2020

Q: What was your failed investment experience and where will you never invest funds again? I’ve made about 30 material investments. Most have been successful, but of course not all have and I’ve been reflecting on the ones that didn’t, because they still had attractive elements when I invested. More on them here.

Technical Cofounder 226

Technical Cofounder Investment New CTO CTO 226

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 164

Scale Sales Hiring Scaling Banking 164

Casey Accidental

MARCH 29, 2022

A common issue leaders in product management, design, or engineering face is justifying investment in the “non-sexy” stuff. I’ll walk through some frameworks and examples from my career on how to drive excitement and investment in these critical areas that may not be properly valued or staffed currently in your organization.

Investment 139

Investment Underperforming Technical Team User Experience Scale 139

SaaStr

DECEMBER 14, 2022

Yamini Rangan, CEO at HubSpot, has many insights on how to serve SMB customers at scale. But because SMBs are rarely digital-first, their recent challenges allowed HubSpot to leverage their years of experience in marketing automation, as it became a core feature of how these companies worked to scale.

Scale 215

Scale SMB Scaling Innovation 215

SaaStr

SEPTEMBER 16, 2022

Or do you actually have something worth scaling?”. Data and trackable metrics are critical to understanding your success. Build sustainable scale models. The post The Key to Successful Scaling Across Markets With OMERS Ventures Managing Partner Harry Briggs (Pod 591 + Video) appeared first on SaaStr.

Scale 197

Scale Scaling Sales Hiring Marketing 197

User Pilot

MARCH 31, 2023

Analytics vs metrics – how do they differ from each other? Though both are important, analytics and metrics have distinct meanings and purposes in your data analytics process. In this article, we will go through analytics and metrics, their examples, and how you can analyze metrics to drive growth for your SaaS business.

Metrics 94

Metrics Customer Lifetime Value Data Analysis Engagement 94

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. Now, let’s look at ten learnings that Dorian gathered while scaling Grammarly from a Consumer to an Enterprise brand with B2B offerings. Enter your email below for the latest SaaStr updates.

Scale 197

Scale SMB Enterprise Sales Hiring 197

SaaStr

APRIL 19, 2024

He’s invested in startups as a VC since 2013 and has 10x his fund. Today that would be a dream, but in 2011, people didn’t understand the metrics around recurring revenue businesses, so investors weren’t sure it was a good business. Certain business models have economies of scale, and some don’t.

Engineering 237

Engineering Business Model Pricing Scaling 237

Clouded Judgement

APRIL 26, 2024

The full quote is below: “We expect capital expenditures to increase materially on a sequential basis driven by cloud and AI infrastructure investments. We continue to bring capacity online as we scale our AI investments with growing demand. I created this subset to show companies where FCF is a relevant valuation metric.

Azure 177

Azure Cloud Software AI 177

Tom Tunguz

AUGUST 26, 2019

To put the company’s stellar trajectory in context, I’ve plotted its metrics relative to two other incredible monitoring companies: NewRelic (NEWR) and AppDynamics (APPD). DataDog is 2x the scale of New Relic but growing just as fast. An amazing feat to be growing fast at scale and profitable. as of this morning.

Metrics 189

Metrics Benchmarks Scale User Experience 189

Intercom, Inc.

APRIL 20, 2021

Here are three ways to know if it’s time to invest in customer support operations (if you’re looking to scale, it probably is), and a few simple things your organization can do to get started. There are a lot of metrics you can use to measure your customer support team’s performance. Sound good?

Scale 156

Scale Customer Support Scaling Headcount 156

SaaStr

MARCH 27, 2024

To me, this is just the impressive metric of all. ACV Basically Flat at $11,365 This is likely a “macro” impact as well in part — as well as the fact that HubSpot continues to invest in its smaller starter customers. But it’s now doing it differently. 5 Interesting Learnings: #1. Billion in ARR. How about you?

Scale 232

Scale Cloud Pricing Scaling 232

SaaStr

DECEMBER 20, 2023

They were $1.7B+ ARR in October , so let’s call it close to $2B at the end of the year, growing 40%+ at that scale –and profitable! (or Growing Almost 50% as Approaches $2B in ARR The exact growth rate is based on an The Information report from a few weeks ago, and it seems about right looking at their published metrics.

AWS 245

AWS B2C AI Scaling 245

Tom Tunguz

NOVEMBER 6, 2021

All of the sales and marketing dollars invested to obtain persuade the buyer to put digital ink to pdf have been recouped immediately. The payback period metric doesn’t capture the difference in the quality of the revenue/cash collections. Let’s take this idea time scale further out: multi-year deals.

Sales Hiring 336

Sales Hiring Scale Payments Payment Solutions 336

SaaStr

MARCH 7, 2023

PST, to unveil the data behind effective scaling. Pepper shares that ICONIQ, a venture capital firm with $10B under management, made fewer investments last year than ever before. What are companies doing today to scale efficiently? It was a tough growth environment, but it feels like it’s changing in 2023. Sign up HERE!

Outsourcing Services 164

Outsourcing Services Scaling Venture Capital Forecasting 164

Clouded Judgement

APRIL 19, 2024

NTM revenue multiple for a business growing >40% (at significant scale) that is operating at roughly breakeven. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against. Altimeter is an investment adviser registered with the U.S.

Cloud 141

Cloud Scale Subscription Payment Features 141

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. They understand why they got “No”s in the early, pre-traction days, and even, in the early-ish days when they had a handful of customers but wasn’t really taking off yet (my favorite time to invest).

Scale 338

Scale Sales Recruiting Artificial Intelligence Machine Learning 338

SaaStr

FEBRUARY 2, 2021

The hardest phase of SaaS, at least for the founders, is the phase from Initial Traction ($1-$2m in ARR + 80%-100% YoY growth) to the next phase — Initial Scale. Because it will get so much better once you are at Scale, say $8-10m in ARR, say 50+ employees. When you hit Initial Scale: In this model, the cavalry is coming.

Scale 254

Scale Part-Time VPE Sales Hiring Scaling 254

ChurnZero

FEBRUARY 14, 2023

Some Customer Success metrics are considered standard but there’s often more than meets the eye. Sales and marketing professionals that geek out on metrics can find themselves in deep philosophical debates about the best numbers to track. There is often more than one way to calculate a given Customer Success metric; Gaming.

Customer Success 94

Customer Success Metrics Software Review Customer Lifetime Value 94

Intercom, Inc.

JULY 11, 2019

If you’re a leader, he says, don’t try to scale your job. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Why customer service is worth the investment. Michael Redbord has an answer for that. Source: HubSpot Research.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

ChurnZero

NOVEMBER 11, 2022

The top metrics in CS are all revenue metrics. NRR, which tracks the percentage of recurring revenue retained from existing customers, is now the top metric for CS teams in almost every revenue band. This dedicated role shows investment in Customer Success and a greater level of maturity in the function. . of companies.

Leadership 98

Leadership Trends Customer Success Investment 98

SaaStr

JULY 5, 2023

I like this chart a lot showing both the awesome power of high NRR, and also how you have to invest in customers that scale with you over time. High NRR is magical, but NRR as a metric isn’t a GAAP metric. But it leans in big with a sales-driven motion of big customers as their accounts scale. #7.

Scale 174

Scale cloud efficiency Cloud Business Model 174

Intercom, Inc.

OCTOBER 24, 2018

How do you scale a support organization without breaking the budget or killing the quality of the customer experience? Our belief in a modern support model will never change, but we’ve spent a lot of time iterating on how best to scale our support. Three options when scaling customer support. Automation.

Scale 178

Scale Customer Support Scaling Strategy 178

SaaStr

NOVEMBER 17, 2023

So one thing that has exploded in SaaS in the past decade is the role of Private Equity buying both public SaaS companies (to take them private, “fix” some metrics, and IPO or sell them again), and generally later-stage private SaaS companies. PE wants to invest in leaders, if not necessarily always #1 in a category.

AWS 239

AWS SaaS Pricing Acquisition 239