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. It’s a very flexible software that allows everyone to build their own solution. It’s a very flexible software that allows everyone to build their own solution. Why project management? It’s cheap.

Scale 159

Scale Sales Hiring Scaling Banking 159

Payrix

MAY 14, 2024

When it comes to software, success doesn’t hinge on innovation alone. No one knows this better (or more intimately) than a software company Chief Revenue Officer (CRO). Adam Tesan, CRO at Worldpay for Platforms, is a seasoned executive leader with decades of experience in sales, marketing, and revenue in the software space.

Payments 130

Payments Payment Services Payment Solutions SaaS Payments 130

SaaStr

FEBRUARY 27, 2023

Their first step to achieving this was hiring a sales leader to build a sales team. They also hired a VP of Partners who knew how to scale B2B software. Partner: investing in different partnership channels. When StoryBlok got to this stage, they made the switch from a self-service to an enterprise model.

Scale 197

Scale Sales Hiring Sales Recruiting Scaling 197

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. They initially double their ARR each year in scaling post $10M. On the other hand, the sales expenses form a larger share of operating expenses as the GTM motion is leveraged.

Scale 209

Scale Sales Hiring Scaling Venture Capital 209

Clouded Judgement

APRIL 26, 2024

Every week I’ll provide updates on the latest trends in cloud software companies. For software, all eyes were on Azure - which grew 31% YoY (ahead of expectations closer to 29%). This is good news for the broader infrastructure software universe. Follow along to stay up to date! I have to “swag” this a bit.

Azure 177

Azure Cloud Software AI 177

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. “I Sales is much harder than in 2021. It’s supposed to be hard.

Metrics 209

Metrics Scale Sales Hiring SaaS 209

User Pilot

MAY 13, 2024

Is your team struggling to determine the return on investment (ROI) of product marketing strategies? In this article, we’ll take a look at a few powerful marketing analytics software, focusing on their features and pricing. Most marketing analytics software tools come with robust data visualization and reporting capabilities.

Software 105

Software Marketing Scale Social Media 105

SaaStr

APRIL 1, 2023

The SMBTech economy is very different from enterprise software, and there is massive opportunity to capture it. Instead of walking into places or calling on the phone to speak to someone, businesses could reach customers through social media and other software. There are over 400M small businesses worldwide.

Scale 199

Scale SMB Merchant Services Payment Methods 199

SaaStr

NOVEMBER 8, 2023

You have to lead the team, live up to the values, hit quotas and targets, and make money. This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc. Your average sales quota is $1M.

Scale 235

Scale Sales Hiring SaaS Scaling 235

Andreessen Horowitz

MAY 7, 2024

Some of the greatest software platforms in history have risen to the occasion in their respective markets to protect the enterprise against these evolving threats. In four short years, the company has grown to over $350M ARR , making it one of the fastest growing software companies of all time.

Investment 113

Investment Cybersecurity Azure Cloud 113

SaaStr

FEBRUARY 15, 2024

What’s your most recent disclosed investment? Metronome is a cutting-edge billing infrastructure company designed to support the rapid growth and adaptability required by modern software companies. What’s your sweet spot for investing — check size, stage, type of deal? Why did you do the deal?

Scale 230

Scale Software Review Payment Features AI 230

SaaStr

SEPTEMBER 14, 2020

Automation at scale. 2 Cloud is Eating Software. The astonishing fact is: cloud is eating software. In just five years, Cloud will become the majority of the software market. By 2030, it is predicted to take over all technology and software. Hardware is turning soft, and software is empowering innovation.

Technical Review 301

Technical Review Cloud Software Review Technology 301

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 200

Scale Marketplace as a Service Cloud SaaS Payments 200

SaaStr

MAY 9, 2024

What’s your most recent disclosed investment? My most recent investment was Owner.com. Activant Capital is thrilled to have invested in Owner multiple times already. #2. What’s your sweet spot for investing — check size, stage, type of deal? What’s different about your fund / how you invest and support founders?

Scale 204

Scale Headcount Travel B2B 204

Tom Tunguz

FEBRUARY 2, 2021

Throughout her time there, she scaled the SaaS company from $1M ARR to pre- IPO, along the way, creating the category of customer success software, and paving the way for Gainsight’s $1.1B Today, she advises and invests in companies on these topics and others. Allison is an incredible builder of teams.

Scale 293

Scale Sales Recruiting Sales Hiring Customer Success 293

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. You’re not scaling as quickly as you’d like. Sound good? What is customer support operations? Customer success? Use the right tools.

Scale 156

Scale Customer Support Scaling Headcount 156

Chart Mogul

SEPTEMBER 8, 2021

The software M&A (mergers and acquisitions) market saw its best year yet in 2020, and it’s on track to see another record year in 2021. VC-backed startups are buying other startups at the fastest pace in over a decade and North American startup investment totaled 155 billion this year so far.

Scale 96

Scale Acquisition Scaling Sales Hiring 96

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. But it all breaks at scale much higher than that. Close a million, make $200k.

Scale 311

Scale Venture Capital Sales Hiring Sales 311

Clouded Judgement

JULY 21, 2023

Every week I’ll provide updates on the latest trends in cloud software companies. Subscribe now Are Software Companies Bad Businesses? There was some talk last week on the All-In podcast about software companies. The gold standard for all public software companies is GAAP net income in the fullness of time.

Cloud 130

Cloud Software Sales Hiring Scale 130

Buffer Resources

AUGUST 16, 2023

However, scaling a business into a seven-figure enterprise is a completely different ball game altogether. So, how could these startups scale while others struggled to find their footing? So how did I scale my PR agency to a coveted seven-figure powerhouse? To scale and truly stand out, I needed to niche down.

Scale 86

Scale Scaling Strategy Social Media 86

Buffer Resources

NOVEMBER 7, 2023

But, she’s also made the intentional decision to scale back over the past couple of years, stopping her work with subcontractors, cutting down client projects to what she could manage on her own, and reducing her revenue by over $100,000.    Location: Appleton, Wisconsin Initial capital invested: Very little!

Scale 118

Scale Scaling Payment Solutions Payment Services 118

SaaStr

DECEMBER 14, 2023

Lower interest rates lead to SaaS multiple reflation, likely during 2H’24 It’s not clear how truly tight the link is between interest rates and SaaS multiples, but the overall correlation is clear. Lower inflation and the fed lowering interest rates should lead to an expansion of SaaS multiples.

Scale 251

Scale SaaS AI Innovation 251

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. Here are five quick takeaways: Most sales and support teams talk about their jobs as a funnel. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Neil Patel

NOVEMBER 3, 2021

The good news is data labeling is scalable when you work with the right data labeling software. Data labeling is the process of analyzing raw data and labeling it to provide context to machine learning software, algorithms, and end-users. The task is usually completed by a combination of software, processes, and people.

Scale 125

Scale Outsourcing Services Artificial Intelligence Scaling 125

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! He told me, you can invest time, talent, or treasure.

Scale 258

Scale Sales Hiring Sales SMB 258

Clouded Judgement

APRIL 11, 2024

Is Software Rebounding? Azure has gone back above trend as they’ve benefited quite a bit form the recent AI boom There’s many ways of answering the question of “is software rebounding” when looking at performance from Q4. Some software companies also have seasonality in the “payback.”

Cloud 177

Cloud Software Azure AWS 177

SaaStr

JANUARY 11, 2024

What’s your most recent disclosed investment? What’s your sweet spot for investing — check size, stage, type of deal? Stage 2 Capital invests $4M to $6M in first checks into B2B software companies that are around $1M ARR. These investments typically occur between the seed and the A round. Check that out here.

Technical Review 269

Technical Review Scale Management Sales Hiring 269

SaaStr

MARCH 14, 2024

What’s your most recent disclosed investment? In a world consumed by software we believe that a tremendous amount of value will come from the connective tissue between the systems, sharing data proactively across apps to drive the most seamless and effective software stack. Why did you do the deal? 2024 is also a year of truth.

Scale 193

Scale B2B Investment Acquisition 193

OpenView Labs

FEBRUARY 9, 2021

Software buying has evolved. Long gone are the days of executives choosing software for their employees based on IT compatibility or KPIs. Employees now find their preferred software products and start using them, usually for free. The usage-based customer journey often looks different from traditional software.

Scale 98

Scale Pricing Scaling AWS 98

SaaStr

APRIL 2, 2023

This thought is usually accompanied by a vague statement like “this person isn’t scaling.” Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal!

Sales Hiring 260

Sales Hiring Scale Scaling Customer Success 260

Chart Mogul

OCTOBER 20, 2023

The founders of Dealroom and Databox , Yoram Wijngaarde and Peter Caputa (former VP sales, HubSpot), get together with Sara Archer from ChartMogul to discuss what lesson they have learned on the journey from $1M to $10M. At least you don’t have a scale disadvantage. We got a reduced ROI on initial investment on headcount.

Scale 52

Scale Scaling Headcount SaaS 52

SaaStr

JUNE 17, 2023

In the ever-evolving landscape of SaaS, Venture Capital, Bootstrapping, and Valuations – understanding market trends and investment patterns is critical. We’ll explain Jason’s take on the recent market fluctuations, highlighting major deals that shaped investment patterns and their effects on valuation trends.

Venture Capital 214

Venture Capital Scale Technical Review Software Review 214

Intercom, Inc.

MARCH 17, 2021

Jean-Bernard Baptiste is a Senior Manager of Customer Support at HubSpot , a platform built to enable business growth across marketing, sales, and customer service. What we’re seeing today is more investment into customer support, as well as more recognition and exposure. Putting philosophy into action.

Scale 138

Scale Scaling Technical Review Business 138

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. We operate at great scale. Want to see more content like this?

Scale 172

Scale Enterprise Scaling Sales Hiring 172

SaaStr

FEBRUARY 27, 2024

Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. Let’s find out.

VP of Engineering 222

VP of Engineering Scale Marketing Benchmarks 222

Clouded Judgement

DECEMBER 21, 2023

Subscribe now Is Software Rebounding? This is the first quarter we’ve heard that message, and a good leading indicator for the rest of the software buying universe. I’m calculating FCF by taking the Operating Cash Flow and subtracting CapEx and Capitalized Software Costs. net retention and CAC payback).

Cloud 177

Cloud Software Benchmarks Retention 177

Intercom, Inc.

OCTOBER 7, 2020

“Support isn’t just a cost center, but a strategic investment that increases customer retention and reduces churn” Indeed, if you look at the broader financial models of customer support, you’ll see that support isn’t just a cost center, but a strategic investment that increases customer retention and reduces churn.

Customer Support 196

Customer Support Investment Scale Churn 196