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. Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Erica Schultz, Chief Revenue Officer @ New Relic. FULL TRANSCRIPT BELOW.

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Scale Enterprise Scaling Sales Hiring 166

SaaStr

MARCH 25, 2021

Shopify is #1 in so many market segments, but for “bigger” SMBs BigCommerce (and perhaps less-custom enterprise deployments) is arguably #2 to Shopify. It’s much smaller than Shopify, at $170m ARR vs $3B+ ARR, but it’s still plenty big for us to learn a lot from this big but not #1 player in the market.

Outsourcing Services 201

Outsourcing Services Payments Merchant Services SaaS Payments 201

SaaStr

JULY 18, 2021

2 “Secrets to Aligning Marketing and Revenue Strategies with Marqeta’s CMO” A great session with Marqeta’s CEO, who previously helped run marketing at Mulesoft. A great look back at how Chime built its brand, where it struggled, the market segment it wanted to win, and how it scaled. #7.

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User Pilot

JANUARY 18, 2024

The four types of pricing surveys are: Price rating scales which give customers a chance to express their definition of appropriate pricing in a scalar fashion. Here are four different pricing surveys you can use to figure out what the highest price point should be: Price rating scales Get your free Userpilot demo today!

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Pricing Scale Market Segmentation Scaling 105

Tom Tunguz

OCTOBER 15, 2014

In the past, we have benchmarked the revenue per employee of large publicly traded SaaS companies and determined that the average is about $200k of revenue per person. But, that analysis examined revenue per employee that only one point in time. High-growth companies scale their teams very quickly.

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SaaStr

MARCH 30, 2021

This is the stage where even a few percentage points improvement will drive massive revenue gains. Win rates should go down as you scale, and push into new market segments. Win rates in fact should go down as you do more marketing. Now also — think about the opposite. But it isn’t good.

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Scale Market Segmentation Leadership Engineering 277

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. Every day, a founder doing millions or tens of millions in revenue says they can’t afford something that is ROI positive. The junior marketer might work a tiny bit, but you’ll never get MQLs or SQLs and leads. 1 “Ask VCs for advice when you want money.

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Part-Time VPE Scale Sales Hiring CTO Hire 168

SaaStr

JULY 6, 2020

60+ NPS, 130%+ net revenue retention, however you measure it is special. If yours is, invest more there and worry a little less about pressure to do new things, new market segments, etc. It’s throwing in a few nickels from the next round now if it will help the CEO scale faster with less stress. Invest more there.

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Part-Time VPE Scale Market Segmentation Finance 240

Navint

APRIL 3, 2019

There is a correlation between business performance and the maturity of your recurring revenue business, but correlation doesn’t always turn out the way you would expect. We’ve developed a Recurring Revenue Maturity Curve that we use to help clients navigate these potential pitfalls and enable recurring revenue growth.

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Revenue Scale Compensation Innovation 45

User Pilot

SEPTEMBER 19, 2023

The goal of self-serve funnels is to drive autonomous revenue growth without increasing customer acquisition costs. Note: Many companies start with a self-serve funnel and then incorporate sales assistance to expand the amount of revenue growth generated from the funnel. Scalable costs. Customer insights.

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Tom Tunguz

APRIL 24, 2017

The story behind Fleetmatics and Geotab illustrates the way two companies pursued the SMB logistics market in radically different ways, but built roughly similar sized businesses. Based in Massachussetts, the company generated $320M in revenue in 2016. How did a business at this price point scale, especially with an inside sales team?

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SaaStr

OCTOBER 6, 2019

” This is when you compete aggressively not only in the market segments where you have a big competitive advantage, and usually win (which usually has a much cheaper CAC) … but to win big, you also use your $20m, $40m, etc. Referrals and second-order revenue are working. We have a mini-brand, and then a brand.

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Sales Hiring Scale Sales Venture Capital 219

SaaStr

JUNE 15, 2022

It’s generating material cash now at $240m ARR, which suggests a clear path to 20%+ operating margins and free cash flow at scale. Which is what the public markets want today. #3. No dominant market segment. Sales and Marketing are 39% of revenue. Bigger customers fuel growth.

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Scale SMB Market Segmentation Scaling 54

Sales Hacker

NOVEMBER 22, 2021

At that point, you can focus on writing content that sticks, personalizing your outreach at scale, and avoid spending time and resources on content that nobody uses. Many companies start their sales engagement initiative with just one sales ops person who’s also in charge of sales enablement and working with the marketing team.

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Scale Technical Review Sales Systems Review 99

SaaSOptics

APRIL 14, 2022

The revenue gained from a fixed pricing model is easy for finance teams to recognize; however, you could easily overcharge or undercharge your customers based on their product usage. You can track and recognize unpredictable revenue . As your customers’ usage fluctuates every month, so will your revenue.

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Payments Pricing SaaS Payments Payment Services 98

User Pilot

OCTOBER 26, 2023

TL;DR Growth initiatives are strategies aimed at expanding a company’s customer base, market share, revenue, or profitability. Market Development involves selling existing products to new markets. Market Penetration focuses on selling more existing products within the current market. The best part?

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Sales Hacker

JUNE 16, 2022

In the face of an economic softening, a lot of companies scale back on expenses while they wait to see what unfolds. Of course, they don’t want to take their foot off the gas in terms of goals — which leaves a lot of revenue teams grappling to do more with less. That means working holistically, as a revenue team. Richard Harris.

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Scale Sales Hiring Sales Headcount 91

Panintelligence

FEBRUARY 7, 2024

Here too, the trend mirrors B2C, with B2B Fintech SaaS providers striving to scale comprehensive, all-in-one platforms. That’s why companies are constantly launching new offerings, trying to keep up with trends and boost revenue. But it’s not just about targeting specific niches or innovation—the true test arrives in scaling.

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SaaS Scale Banking Innovation 52

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Discovering the entire market and mapping out all potential verticals early in the process. The incredible power and value of the mid-market segment.

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Scale Scaling Strategy Sales Hiring 229

User Pilot

JULY 30, 2023

Creating active user segments and providing relevant upgrade prompts to boost customer loyalty and revenue. Segmenting disengaged customers to implement targeted re-engagement campaigns to prevent churn. You can book a Userpilot demo to see how it automates marketing segmentation for your business.

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Scale Marketing Onboarding User Experience 98

OPEXEngine

FEBRUARY 1, 2022

When it comes to your tech stack, other than feasibility and ROI, you need to focus on two main things: Does it scale with growth? Automating the right finance processes means future-proofing your business to scale while saving costs and reducing the burden on your finance team.

SaaS Payments 52

SaaS Payments Payment Services Payment Solutions SaaS 52

OpenView Labs

JANUARY 12, 2021

In fact, in Q4 the public companies in OpenView’s PLG Index were trading for a 19x revenue multiple , or a 45% premium compared to the broader SaaS index. A scalable model is one that works as your business grows (or in some of your segments contracts). The continued adoption of product led growth (PLG) best practices, by Kyle Poyar.

Pricing 53

Pricing Scale Outsourced Development Market Segmentation 53

Andreessen Horowitz

OCTOBER 4, 2023

Introductory calls usually start with the lender seeking out information about, at a minimum: the company’s business overview, market opportunity and revenue model, funding history, valuation of last round, and what the company is looking to achieve with this debt raise.

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Outsourcing Services Software Review Scale Banking 120

ProfitWell

JANUARY 30, 2020

Not only does it define your early monetization strategy, but it also heavily influences what market segments you’re likely to appeal to directly and how your product will be perceived. How can you chase those affluent, upper-market segments without making yourself off-limits to those lower on the willingness-to-pay chain?

Pricing 52

Pricing Payments SaaS Payments Market Segmentation 52

User Pilot

SEPTEMBER 19, 2023

On a larger scale, churn trends can help marketers build customer personas to target a market segment with better messaging and boost customer acquisition. Conclusion The ability to predict churn before it happens is a superpower that can help you limit customer attrition, boost retention, and drive up revenue growth.

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Unbounce

MAY 1, 2021

In this blog post, we’ll look at what demographic segmentation is, explain why you should try it, and show you how to use it for your landing pages. What Is Demographic Segmentation? Demographic segmentation is marketing segmentation based on demographics. Why Segment Your Audience by Demographic?

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Scale Technical Review Education Advertising 133

Sales Hacker

JANUARY 16, 2018

Market Segmentation combined with tailored messaging. The key to achieving explosive growth is to start by identifying your Ideal Customer Profiles (ICPs) via segmentation, reaching out to them with personalized targeted messaging while building a scalable and repeatable process. Evaluate the attractiveness of each segment.

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The Angel VC

DECEMBER 12, 2018

What makes things tricky is, first, the uncertainty of how your CACs will develop at increasing scale and of how your churn rate will develop over time. As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. I’ve created a very simple model that illustrates this.

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Sales Recruiting SaaS Payments Sales Hiring Scale 106

Chaotic Flow

APRIL 14, 2015

Future posts will examine the challenges of achieving SaaS customer alignment in customer acquisition, customer success and early product market fit. Each new customer brings a new thread of subscription revenue that is woven into a larger tapestry to form the total recurring revenue of a SaaS business.

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FastSpring

JUNE 22, 2022

While this still holds true for finding initial product-market and go-to-market fit, more and more we’re seeing examples of businesses evolving much more quickly into both market segments. New markets might include businesses or consumers, new industries, or new countries. Prepare to Be Iterative.

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B2C Payments SaaS Payments B2B 133

OPEXEngine

JANUARY 14, 2020

Price/Revenue Ratio. Source: SEC filings – weighted average by company revenue. Many factors drive the high-growth of SaaS companies, including higher market adoption of SaaS and the structural advantages of the recurring subscription revenue model – see Why SaaS Companies Grow Faster. Public SaaS Companies. -8%.

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SaaS Payments SaaS Scale Customer Lifetime Value 59

The Angel VC

SEPTEMBER 16, 2013

7th DO for SaaS startups Build a repeatable, profitable sales process Sales is a very different animal depending on the stage of your company, the market segment you're going after and on whether we're talking about inbound sales or outbound sales. Be "obsessively focused on getting to product/market fit", as Marc Andreessen put it.

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Scale Sales Hiring Startup Sales 153

FastSpring

AUGUST 2, 2023

It was paramount for TestDome to have a partner to help them easily scale across borders and take many kinds of payments from many different places, but there weren’t many options available to them at the time. saw their quarter-over-quarter revenue go up 11.87% when they switched to Contextual ! Now, Stripe offers it.

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Payment Solutions Payment Methods Merchant Services AI Search 142

SaaStr

MARCH 8, 2019

It just doesn’t work as a metaphor anymore to describe how people really buy and describe how modern organizations really scale. It’s got to scale on the back end. Then we both became savvy to this idea of market segmentation. We have three segments at HubSpot. It’s rooted in modern society.

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SmartKarrot

APRIL 23, 2021

Its revenue, of course. And to drive revenue of scale, companies need to hire a Chief Revenue Officer (CRO). While sales executives always have a seat at the C-Suite, it is required the Customer Success and Revenue executives also have a seat. What is a Chief Revenue Officer (CRO)? CRO versus CMO.

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Sales Hiring Scale Revenue Customer Lifetime Value 10

OPEXEngine

MARCH 9, 2021

At Underscore VC, we call this your Minimum Viable Segment (MVS)—a focused market segment of potential customers that have the same needs—and a lot of entrepreneurs struggle with it. When Jay took the reins, Zenefits had an unsustainable business model, including too many employees and an undefined market segment. “If

Scale 52

Scale Sales Hiring Marketplace as a Service Underperforming Technical Team 52

SaaStr

OCTOBER 31, 2019

I think that’s probably the fastest we’ve ever seen a company get to that scale. The next topic in our framework is retention, so, once you’ve acquired these customers and you start to scale the business, how should you think about the investment needed to retain those customers?

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