User Pilot

JANUARY 17, 2024

Scaling SaaS is not for the faint of heart. If you do not scale, you will be unable to reach a new pool of customers and your competitors will leave you in the dust. If you scale prematurely, you may struggle to satisfy customer expectations. Provide the necessary training for your sales teams.

Scale 86

Scale Scaling SaaS Underperforming Technical Team 86

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 210

Scale Scaling Marketplace as a Service Entrepreneurship 210

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Scale 244

Scale Sales Hiring Sales Marketing 244

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 159

Scale Sales Hiring Scaling Banking 159

SaaStr

APRIL 4, 2023

How CAC targets drive GTM strategies: If Your CAC Target Is Low You’ll likely focus on small-to-medium businesses and use tools like inbound sales and low-touch or no-touch self-service. The sales cycle at this stage may be very short. The sales cycle will be slightly longer at this stage. But over time, things change.

Scale 218

Scale Strategy Scaling Outbound Sales Team 218

SaaStr

DECEMBER 16, 2022

How do you enter a highly competitive marketplace, carve a niche for yourself, and then scale the business to $100 million+ ARR? Sam Blond, Partner at Founders Fund, joined Matt Plank, VP of Sales at Rippling, to unlock the secrets to exponential revenue growth. Scaling your go-to-market efforts.

Outsourcing Services 201

Outsourcing Services Scale Sales Hiring Outsourced Development 201

SaaStr

DECEMBER 30, 2022

Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, joined us at SaaStr Scale to discuss how businesses can serve SMBs and still bring in large numbers of revenue. . SMBs usually prioritize simplicity, ease of use, transparent pricing, and support. Self-serve vs. sales-driven product experience. Key takeaways.

Scale 187

Scale Scaling Revenue Enterprise 187

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks.

Scale 185

Scale Scaling AWS Sales Hiring 185

SaaStr

NOVEMBER 28, 2021

And then one of the VCs that had invested in me, Storm Ventures, brought me in as a partner. I’d never done any investments before, but I just invested in some of the founders that were fans of the SaaStr blog and it worked out okay. You never get to spend less time in sales as a SaaS CEO.

Scale 175

Scale Sales Hiring Sales Recruiting Scaling 175

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Michiel Rauws (@michielrauws2): So, my question is, we’ve been scaling our SaaS business. We can scale accounts, when we get them, very well. So the new sales leader is trying to figure out, can we go further up market?

Scale 198

Scale Sales Hiring Scaling VP of Engineering 198

SaaStr

JULY 5, 2022

By moving from Freemium to “Contact Me” only (albeit with transparent pricing), sales went way, way up. He got into conversations with top prospects, and got them to buy bigger, better editions. So many sales leaders get frustrated with Free editions, very low-cost editions … and the Long Tail in general.

Scale 276

Scale Sales Engineering Acquisition 276

SaaStr

FEBRUARY 15, 2022

E.g., Sales +Marketing Expenses < First Year ACV = Success ? But maybe not while you are scaling, you can often afford to invest more if you have funding. This is pretty much where most of us end up at, at scale. The sales team only brings in a minority of the lifetime revenue per customer. More on that below.

Scale 238

Scale Customer Success Sales Hiring Scaling 238

SaaStr

MARCH 29, 2024

I’d actually invested in the #1 in the space, which today is at $200m+ ARR. In that case, sometimes, if a startup is at least at scale, say $10m+ ARR, and knows the market and customers, a BigCo will still buy them at a multiple more appropriate for a startup growing far faster. So I knew the space fairly well.

Pricing 224

Pricing Scale Startup Acquisition 224

SaaStr

DECEMBER 25, 2023

G2 had us back for another great deep dive on just where SaaS investing is there days, and it was a great panel: Accel Partner Arun Mathew Inspired Capital Founder & Managing Partner Alexa von Tobel Salesforce Ventures Managing Partner Paul Drews and Jason Lemkin! Low investment multiples pose a key challenge.

B2B 202

B2B Investment Venture Capital Scale 202

User Pilot

NOVEMBER 23, 2023

Investing in product analytics software can be a worthwhile investment as it helps you attain deeper insights into user behavior. That said, the Hotjar pricing model can be both expensive and confusing if you don’t familiarize yourself with all its quirks. What is Hotjar pricing? Get your free Userpilot demo today!

Pricing 91

Pricing Investment Software Review Scale 91

SaaStr

MAY 8, 2024

As a SaaS veteran who built and sold a software company for nine figures, invested in startups since 2013, 10x-ing his fund, and continues to build a powerhouse community of SaaStr fans, he offers some hot takes on the communities’ burning questions. Sales is much harder than in 2021. How Does That Impact Sales and Marketing?

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Metrics Scale Sales Hiring SaaS 196

SaaStr

APRIL 25, 2019

It’s never remotely easy until you have a steady stream of leads and a decent 1.0 Don’t expect a sales magician. You ideally need to close the first 10–20 customers yourself, and then hire sales folks to help. Probably a few prospects will find it. It’s still a great investment. Invest in your long tail.

Scale 193

Scale Sales Hiring Scaling SaaS 193

OpenView Labs

FEBRUARY 9, 2021

This is why we’re seeing more and more SaaS companies—Datadog, Twilio, AWS, Snowflake, and Stripe, to name a few—find success with product led growth paired with usage-based pricing. Usage-based pricing will be the key to successful monetization in the future.”. Usage-based pricing is in all layers of the tech stack.

Scale 98

Scale Pricing Scaling AWS 98

SaaStr

APRIL 17, 2024

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. So another 8m would both move the needle and lead to substantial dilution. And $100k+ Customers Growing 45%. 68% of Revenue in U.S.,

Scale 213

Scale Pricing Scaling Cloud 213

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 224

Scale Outsourcing Services Sales Hiring VP of Engineering 224

SaaStr

MARCH 27, 2024

It sells sales, marketing, support and more tools. 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. Despite raising prices and selling more products, HubSpot ACV is basically flat at $11,365.

Scale 226

Scale Cloud Scaling Pricing 226

FastSpring

SEPTEMBER 16, 2022

But what about pricing? When FastSpring’s Chief Product Officer Kurt Smith worked with growth-stage to Fortune 100 companies at Accel-KKR, he consistently saw pricing as one of the most essential growth levers they employed to meet their next revenue goal. Why You Shouldn’t Trust How Your Competitor’s Price.

Pricing 132

Pricing Payment Solutions Payment Services SaaS Payments 132

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. Balanced Growth Drivers.

Scale 212

Scale SMB Scaling Innovation 212

SaaStr

NOVEMBER 14, 2019

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Sorry, I’m a sales leader, I can’t help it. SaaS = Software that scales.

Scale 161

Scale Sales Hiring Scaling Underperforming Technical Team 161

The Angel VC

OCTOBER 3, 2017

but "What will your CACs be if you invest $10-20 million in sales & marketing?". It’s much harder to predict future CACs at bigger scale. Lemkin calls “Initial Traction” and “Initial Scale”. As you’re trying to spend more, prices will go up. What's more, the real question is not "What are your CACs?"

Scale 233

Scale Scaling Sales Hiring Acquisition 233

SaaStr

SEPTEMBER 19, 2023

based SMB sales positions. SaaS sales execs with even a little bit of experience at other SaaS companies are looking for higher and higher OTEs, often with lower effective attainment and high support costs. based sales reps often aren’t really willing to work, or excel, at sub-$100k OTEs anymore. for non-enterprise sales.

SMB 253

SMB Scale Sales Hiring Sales 253

SaaSOptics

AUGUST 11, 2022

Raise, Sell, Merge, or Scale? So far this year, only 42 companies have priced IPO offerings. In this article, we’ll help you determine the next best step for your business and provide guidance on whether you should raise, sell, merge, or scale your SaaS. How to Navigate the Market Downturn. billion in 2020 to $55.9

Scale 97

Scale Scaling Technical Review Venture Capital 97

SaaStr

AUGUST 12, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling and VC funding. But I think going to your point, Nathan, what folks miss a little bit is how much crap VCs are digging out of, and that leads to a lot more hard nos. They’ve cut the amount they want to invest. You’ve had an exit.

Scale 183

Scale SaaS Payments Scaling SaaS 183

Intercom, Inc.

OCTOBER 16, 2019

However, that doesn’t necessarily mean a “pivot”, but more often the evolution is a shifting business model as the company scales and the user base grows and changes. No matter the specifics of how your company adapts and grows, it’s crucial to be aware of how your pricing strategy relates to other aspects of your business.

Business Model 195

Business Model Scale Pricing Payment Methods 195

SaaStr

DECEMBER 2, 2020

My 7 top tips to increase sales quickly. Hire a great VP of Sales. Hire a great VP of Sales, and even if nothing else changes … she’ll increase the revenue per lead by 20–100%+. In one sales cycle or less. More here: How My VP, Sales Doubled Our Sales in 90 Days. Raise prices 20%.

Scale 250

Scale Sales Hiring Sales B2C 250

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 187

Scale Marketplace as a Service Cloud SaaS Payments 187

SaaStock

MARCH 21, 2019

The unique model that the Boston-based VC firm has is to provide strong support to companies post their investment to help them refine business models, pricing, marketing so they can ultimately scale. The post How to venture into product-led growth and scale successfully appeared first on SaaS Revolution Hub.

Scale 172

Scale Scaling Business Model B2B 172

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. It was funny for Henry to say he segmented his sales team at 80 million in ARR. Transcript.

Sales Hiring 194

Sales Hiring Scale Sales Recruiting Scaling 194

SaaStr

DECEMBER 29, 2023

In part two we head into IPO waters, how to incorporate AI into your products, the best way to drive employee performance, pricing models, and much more. It can replace humans for those companies that can’t find someone to send emails, update the website, or do sales. Q: As you scale, how metrics-oriented should the company be?

Scale 215

Scale Sales Hiring Customer Success AI 215

SaaStr

FEBRUARY 15, 2024

What’s your most recent disclosed investment? Offering a suite of solutions dedicated to supporting multifaceted billing needs and revenue operations, I believe Metronome serves as the perfect scaling partner for innovative businesses and software companies. What’s your sweet spot for investing — check size, stage, type of deal?

Scale 217

Scale Software Review Payment Features AI 217

SaaStr

JULY 13, 2022

First, you hire your sales team. Finally, growth occurs when sales, product, and marketing can come together. She draws from personal experience scaling a global product company to $1B and shares common mistakes. Call their previous employers and find out whether your prospective hire was hitting their quotas.

Scale 206

Scale Sales Hiring Revenue Marketplace as a Service 206

Neil Patel

NOVEMBER 3, 2021

Optimize Prices. For price optimization, this will largely be text and images. For price optimization, this will largely be text and images. With this data in hand, you can make price decisions based on data-backed industry trends. As a French-based company, Isahit prices are in Euros.

Scale 125

Scale Outsourcing Services Artificial Intelligence Scaling 125