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. Q: As you scale, how metrics-oriented should the company be? ARR asks Jason how he sees the best companies steering into metrics and KPIs to drive performance at a leadership level.

Scale 238

Scale Sales Hiring Customer Success AI 238

SaaStr

MARCH 7, 2023

PST, to unveil the data behind effective scaling. What are companies doing today to scale efficiently? This is why there’s no one-size-fits-all advice for scaling efficiently because every company is different. It was a tough growth environment, but it feels like it’s changing in 2023. 80% of companies are slowing hiring.

Outsourcing Services 164

Outsourcing Services Scaling Venture Capital Forecasting 164

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 232

Scale SMB Scaling Innovation 232

SaaStr

DECEMBER 27, 2023

A Lesson Learned: Don’t Undervalue Your Product A lesson learned from growing a company to $1B is spending more time thinking through pricing strategically and doing it sooner. Folks need to figure out ways to add incremental improvements to pricing, and the only way to do that is to think deeply about how you’re doing it.

Sales Hiring 206

Sales Hiring Scale SMB Outsourced Development 206

SaaStr

MARCH 9, 2022

Some ideas Clayton shared included playing around with your pricing tiers and subscriptions, offering premium services, expanding into adjacent products, trying out transaction-based pricing, monetizing multiple sides of the market, and offering a white-label option for your product. Get the Playbook Right First, Then Scale Fast.

Revenue 247

Revenue Sales Hiring Leadership Scale 247

SaaStr

JULY 13, 2022

She draws from personal experience scaling a global product company to $1B and shares common mistakes. The establishment of the enablement function is vital in scaling a business. You need a sales enablement team if your company has scaled to over $10 million ARR. Contract processes, packaging, and pricing might change.

Scale 228

Scale Sales Hiring Revenue Marketplace as a Service 228

SaaStr

MARCH 25, 2021

BigCommerce, like many SaaS vendors at scale, is doing a better job at getting more revenue out of existing accounts than adding new ones. Unlike some other leaders that outsource services and have limited partner revenue at this scale, BigCommerce leverages both. Not competing (directly) on price. More on that strategy here.

Outsourcing Services 226

Outsourcing Services Payments Merchant Services SaaS Payments 226

SaaStr

DECEMBER 2, 2021

25 SaaStr 214: New Relic CRO Erica Schultz on What It Takes To Successfully Scale Into Enterprise & How The Very Best Reps Build Relationships With Their Leads. #24 A lot has changed since 2016, but SaaStr is still bringing you the best advice from industry leaders, and we don’t plan on stopping. Today, we’ll dive into 25-13.

Scale 249

Scale Benchmarks Enterprise Leadership 249

SaaStr

MAY 5, 2023

Do you want to avoid the common pitfalls of scaling a startup? Scaling a business will be different for everyone because every business is different. Mistake 10: Not Being Yourself A lot of leadership success is figuring out who you are and leaning into whatever you’re good at.

Scale 224

Scale Leadership Scaling Customer Success 224

Intercom, Inc.

JULY 11, 2019

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. If you’re a leader, he says, don’t try to scale your job. Scaling support as you grow. You might say it’s one of the strongest advantages a startup has. Michael Redbord has an answer for that.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

APRIL 2, 2023

But what I learned, after years of procrastinating on tough moves for our leadership team, is that the leaders’ teams suffer greatly through that inaction. This thought is usually accompanied by a vague statement like “this person isn’t scaling.” Maybe they are misunderstood. Maybe they need more coaching.

Sales Hiring 271

Sales Hiring Scale Scaling Customer Success 271

SaaStr

NOVEMBER 24, 2021

Pothole #2 – Increasing Pricing Rate Without a Sustainable Moat. Raising prices might seem like a quick win to grow your revenue, but it’s critical to bear in mind the effect increased prices will have on your sales cycle, close rates, and disruption risk. Sell it to your market for half the price.

Sales Hiring 197

Sales Hiring Scale Compensation Sales 197

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. And it will require a collaboration across the organization at the leadership level. And I think some folks sort of asked, “Did you have to change your product to get on the marketplace or your pricing?” Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 207

Scale Marketplace as a Service Cloud SaaS Payments 207

SaaStr

JUNE 20, 2023

Wrong / painful economic terms, even if price itself is OK. Thanks for reading Scaling SaaS — from SaaStr! Subscribed Dear SaaStr: What are some good questions to ask a CEO in regards to their leadership? I’m basically an SMB these days. Especially if they don’t carefully train the reps. A few thoughts.

Sales Hiring 203

Sales Hiring Scale Sales SMB 203

SaaStr

MAY 3, 2023

Scaling a company comes with all kinds of hiccups and failures. Sometimes the best way to avoid hard-to-fix mistakes is by hearing how other people flubbed it while they were scaling. Constantly run small experiments and scale only based on clear leading indicators. This is a trap, and it’s hard to scale a business this way.

Sales Hiring 178

Sales Hiring Scale Pricing Customer Success 178

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. These companies can scale really efficiently. Matt Garratt.

Payment Solutions 150

Payment Solutions Pricing Payments Payment Services 150

Kellblog

MAY 23, 2022

My presentation is scheduled at 11:25AM on June 7th and entitled The Top 5 Scale-Up Mistakes and How to Avoid Them. PMF , MVP ), this year I thought I’d move to scale-up, and specifically the things that can go wrong as you scale a company from $10M to $100M in ARR. This is, by far, the top scale-up mistake.

Scale 86

Scale Technical Advisors Scaling Startup 86

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Manual processes first. Names stick.

Scale 152

Scale Payment Services Payment Methods Scaling 152

Incredo

OCTOBER 2, 2019

n of thought leadership ?nd Comfortable with Your Pricing. Related Read : The Most Successful SAAS Pricing Models and What You May be Doing Wrong ) . The post 5 Powerful SaaS Growth Tips to Help You Scale Your Business appeared first on Incredo. t – Again, n?t to devalue ??ur ur product ?nd t drive down your ?r?f?t

Scale 131

Scale Scaling SaaS Business 131

SaaStr

OCTOBER 10, 2019

Freemium can help software companies gain users quickly—but what happens when it’s time to scale back or up? Join Joaquim Lecha, CEO at Typeform, and Christoph Janz, Managing Partner at Point Nine, as they delve into freemium at scale. The second one is customer feedback at scale. Want to see more content like this? In the end.

Scale 136

Scale Scaling Payment Methods SaaS Payments 136

SaaStr

NOVEMBER 16, 2020

* Why does Andy think the seat-based pricing model in SaaS will die? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? What does it take to scale a sales team successfully? I don’t subscribe to the servant leadership model. Andy MacMillan: Yeah.

Sales Hiring 203

Sales Hiring Scale Leadership Sales Enablement 203

SaaStr

NOVEMBER 15, 2022

For example, data-centric and machine-learning businesses have high COGS early on, but they gain operating leverage at scale. Product-led growth companies unlock lower price points, and sales & marketing expense may not be comprehensive for this type of business. . So, where should cloud businesses go from here?

Metrics 222

Metrics Machine Learning Artificial Intelligence Technical Review 222

SaaStr

NOVEMBER 8, 2022

Sales, done right, should be accretive (although expect sales efficiency to ultimately decline post-Initial Scale). As soon as your competitor cuts prices and quintuples their marketing budget … and is everywhere … can you stay out of the arms race? Raise prices tomorrow. Churn burns a lot of cash at scale.

Scale 280

Scale SaaS Banking AWS 280

SaaStr

OCTOBER 10, 2022

This survey informs you about sellers’ overall confidence along with knowledge of pricing, expertise in value selling, discovery, and price negotiation comfortability. Scale winning behaviors. The opportunity to scale growth is understanding the behaviors of the top of your sales force.”. Deliver one company narrative. .

Scale 278

Scale Sales Hiring Marketing Venture Capital 278

SaaStr

MAY 25, 2023

Because the reality is, acquisition offers at a decent price — as measured against revenue, time, and effort — actually come at distinct phases of your company’s lifetime. At other times, the price can be crappy. Vaguely. But Not Really. Here’s what happens: Pre-Revenue – You Aren’t Interesting.

Acquisition 361

Acquisition Venture Capital Generative AI Scale 361

SaaStr

JULY 9, 2019

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Now, unfortunately there are a lot of constraints in Africa, major constraints when you’re talking about setting up and scaling a startup. Want to see more content like this? Join us at SaaStr Annual 2020.

Scale 163

Scale Sales Recruiting Scaling SaaS Payments 163

SaaStr

OCTOBER 16, 2020

Adam Blitzer, EVP & GM, Marketing Cloud Salesforce and former VP, Marketing @ Pardot, shares insights from launching a company in the already crowded marketing automation space and zig-zagged the way to market leadership. The more you go up on the funding scale, the more limited your opportunities become. 6 Asymmetric Funding .

Scale 226

Scale Marketing Engineering Leadership 226

SaaStr

NOVEMBER 18, 2020

You need to scale. Be merciless about raising prices. Don’t invent new categories of pricing if there’s no demand. As CEO and founders, your job isn’t to meddle in what your VPs and leadership team already know how to do. Backfilling a great team is how you scale from $2m to $10m and beyond.

Sales Hiring 363

Sales Hiring Scale SaaS Enterprise 363

SaaStr

MARCH 27, 2019

Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn?

Scale 131

Scale VP of Engineering Mobile Scaling 131

Casey Accidental

JANUARY 23, 2019

Uber started to build up world class acquisition teams in HQ that didn’t have full control on how to scale customer acquisition. Local teams were still doing scrappy tests that didn’t scale, and not managing budgets as efficiently. There is also demand across different price points, time of day, day of week, etc.

Scale 73

Scale Marketplace as a Service Outsourcing Services Scaling 73

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. You can create whatever combined word you’d like for that to be the case.

Payments 120

Payments Scale Scaling Revenue 120

SaaStr

JULY 22, 2023

We’re dealing with a lot of drama from that today, with founders who made millions or more before really getting to scale — and are now half-checked out. And if the price they is selling is less than $100m pre, it sort of tells me they aren’t really building a Unicorn. Or totally checked out: We’re more back to normal now.

Scale 203

Scale Pricing Acquisition Scaling 203

SaaStr

JULY 27, 2022

You need volume, not top expertise or the high salary price tag that comes with enterprise AEs. . Secret 4: Be Transparent About Pricing and Keep It Simple. . When it comes to pricing, some companies deliberately choose to keep it complex to make it easier to raise prices down the road.

SMB 198

SMB Sales Hiring Scale B2C 198

SaaStr

OCTOBER 4, 2019

Before that, Jeppe was the CFO @ Tradeshift where he first hand saw their scaling to 190 countries with offices in 6 different locations. How does Jeppe respond to 3 common concerns VCs have with SMBs: * The price points are so low that it takes huge volume to scale to meaningful revenue? * Loving our podcast content?

Scale 136

Scale SMB Technical Review Software Review 136

SaaStr

FEBRUARY 4, 2022

They can also be more strategic, such as a discussion on whether to consider entering into a new business, changing pricing, or adding a new GTM motion. Having your board meet and interact with the senior leadership will also help the board give you advice on your team and org structure. .

Sales Hiring 250

Sales Hiring Scale Leadership Startup 250

SaaStr

JUNE 24, 2022

There is a lot more elasticity in pricing than one might expect. If you try to increase your prices and no one is willing to pay, that’s a flag that your product isn’t providing enough value. You also have to be very careful about raising prices for current customers. Double Your Pricing. #8.

Sales Recruiting 221

Sales Recruiting Sales Hiring Scale Customer Success 221

Kellblog

MARCH 19, 2021

Pricing strategies. Thomas was part of the leadership team that scaled SuccessFactors to over 50M end users, managing not only product but literally scores of product managers. Product design. Product positioning. Product roadmaps. Product requirements (to generalize or not to generalize). Application / platform dynamics.

SaaS 118

SaaS Leadership Cloud Pricing 118