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 167

Scale Enterprise Scaling Sales Hiring 167

SaaStr

FEBRUARY 6, 2021

Take a look at our great deep-dive discussion with Ryan Smith, CEO of Qualtrics here: There are generally a handful of common characteristics though that make Bootstrapping to Scale work in SaaS: First, it takes much longer, usually, to get to to Initial Scale ($10m ARR). Usually 4 years longer when you are bootstrapping.

Sales Hiring 361

Sales Hiring Venture Capital Scale SaaS 361

SaaStr

JANUARY 10, 2024

Many see the “mid-market” as the toughest market segment to win in. Procore is still growing its customer count by a healthy 10% a year at scale. . $62,500 Per Customer on Average, Across 16,000 Customers With $1B in ARR and 16,067 customers, their average ACV is $62,500. Not Procore.

Scale 195

Scale Payment Services Payment Features Construction 195

SaaStr

DECEMBER 27, 2023

The LMS market segment is big, and Docebo thinks about it in two folds. The bigger you scale, the harder this can be. A Misconception: Hiring Someone Big from Microsoft Will Help You Scale If you’re a founder or almost a founder, you want to hire people better than you. Leadership injections as you scale are tricky.

Sales Hiring 186

Sales Hiring Scale SMB Outsourced Development 186

SaaStr

JULY 18, 2021

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. . #6 “Ringing the Bell on Competition with Chime’s CEO Chris Britt” OK this session was just A+. I loved it.

Scale 263

Scale Finance Market Segmentation Enterprise 263

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 202

Outsourcing Services Payments Merchant Services SaaS Payments 202

SaaStr

MARCH 30, 2021

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. Marketing will bring in leads that are tougher to close. In fact, a very high win rate often means you aren’t really doing any effective marketing at all.

Scale 277

Scale Market Segmentation Leadership Engineering 277

SaaStr

JANUARY 13, 2022

And as the number of SaaS companies continues to grow and explode, and as SaaS changes and penetrates more and more market segments … it seems like there are more and more exciting SaaS companies without a natural acquirer. The markets and market pull are bigger. Having Scale.

Market Segmentation 249

Market Segmentation Mobile Technology Cloud 249

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. This is a small flag, but it can scale over time. What you really want to see as you scale is your win rate going down, typically, because you’re getting into more markets. Outbound should be losing lots of deals as you scale.

Part-Time VPE 169

Part-Time VPE Scale Sales Hiring CTO Hire 169

Tom Tunguz

NOVEMBER 18, 2019

I found an excellent list in Kotler on Marketing that I adapted for startups. Which market segment should we pursue? With the answers to the questions above, a startup can scale with greater success by eliminating unnecessary experimentation. How many of these questions can you answer about your business?

Product Marketing 219

Product Marketing Startup Marketing Interviewing 219

SaaStr

JULY 6, 2020

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. Double down there. You can screw up a lot of other things. Most products are not beloved. No need to wait.

Part-Time VPE 241

Part-Time VPE Scale Finance Market Segmentation 241

User Pilot

APRIL 19, 2024

Segmenting Your Target Market Market research plays a key role in segmenting your target audience into manageable segments. These market segments are typically grouped by similar needs or attributes, and display similar responses in marketing research surveys and initiatives. Lifestyle choices.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

User Pilot

DECEMBER 13, 2023

The jobs-to-be-done (JTBD) framework is a customer-centric tool for product development and innovation, focusing on understanding the specific tasks or “jobs” customers hire products to do, providing insights into customer motivations, guiding innovation, aligning product features with real needs, and aiding in market segmentation.

Software Review 105

Software Review Underperforming Technical Team Interviewing Innovation 105

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.

Scale 99

Scale Technical Review Sales Systems Review 99

Tom Tunguz

APRIL 24, 2017

How did a business at this price point scale, especially with an inside sales team? They both address the same market segment, but have approached it in radically different ways. The critical observation from this story is that each company matched its product and go to market strategy and stuck to it.

Sales Hiring 186

Sales Hiring Strategy Venture Capital Marketing 186

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. Why Your Cost of Sales Generally Doubles As You Scale. It almost never is. Plan For It.

Sales Hiring 220

Sales Hiring Scale Sales Venture Capital 220

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.

Scale 230

Scale Scaling Strategy Sales Hiring 230

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. And to tie it all together: #7.

Scale 55

Scale SMB Market Segmentation Scaling 55

Subscription Flow

NOVEMBER 28, 2023

One of the most fundamental changes any startup can go through is entering this market niche. In their early stages, SaaS software startups typically target the early adopters in the tech or mid-market segments.

SaaS Payments 59

SaaS Payments Payments Business Model Payment Services 59

The Angel VC

JUNE 28, 2017

To make things worse, according to data from a Startup Genome Report “premature scaling” (i.e. Michael Skok added the important element of the “Minimum Viable Segment” in this article , pointing out that “your product isn’t going to fit the entire market from day one.

Sales Hiring 237

Sales Hiring Scale Product Marketing Startup 237

OpenView Labs

MAY 5, 2020

Emanuel certainly handled his share of crises—but nothing quite like the COVID-19 pandemic in terms of complexity and scale. No one will come out of this experience unscathed, but some will come out of it stronger than they went in and better positioned to thrive in the market that emerges from the current situation.

Marketplace as a Service 57

Marketplace as a Service Scale Market Segmentation Pricing 57

Tom Tunguz

OCTOBER 15, 2014

High-growth companies scale their teams very quickly. In fact, increases in revenue per employee as a company scales is an incredibly positive sign of the health of the business. It indicates that the company is achieving economies of scale. growth, from 204 employees to 1750 employees on the median.

Benchmarks 100

Benchmarks Revenue Scale Metrics 100

OpenView Labs

JANUARY 12, 2021

A scalable model is one that works as your business grows (or in some of your segments contracts). Test your pricing model at vastly different scales and see what happens as you scale up and down. Market segmentation is the foundation of any pricing work (see Why Good Pricing Strategy Starts with Market Segmentation ).

Pricing 53

Pricing Scale Outsourced Development Market Segmentation 53

User Pilot

JULY 30, 2023

You can book a Userpilot demo to see how it automates marketing segmentation for your business. What is customer segmentation in marketing automation? With HubSpot, you can streamline their efforts, engage leads at scale, and nurture them through personalized experiences.

Scale 98

Scale Marketing Onboarding User Experience 98

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. Create more focused customer education content to increase customer lifetime value. Retain customers before they churn.

Churn 105

Churn Machine Learning Artificial Intelligence Data Analysis 105

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. But, what exactly are demographics?

Scale 133

Scale Technical Review Education Advertising 133

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

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.

Scale 84

Scale Sales Hiring Payment Services Payment Methods 84

OpenView Labs

JUNE 3, 2021

There’s often no shortage of needs to fill, so it’s common that formal product marketing headcount is typically added when a company reaches an inflection point. But that inflection point is usually reached because some person or small team—either product management or marketing—becomes so overloaded they can’t scale.

Product Marketing 93

Product Marketing Sales Hiring Startup Scale 93

Andreessen Horowitz

OCTOBER 4, 2023

Ideally, lenders look for 12+ months of starting cash runway prior to need for debt, but that can vary on a case-by-case basis depending on factors such as debt size, lender risk tolerance, capital invested to date, and the scale/growth of the business.

Outsourcing Services 116

Outsourcing Services Software Review Scale Banking 116

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.

Scale 153

Scale Sales Hiring Startup Sales 153

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. One of the questions that I want to ask you is about sales and marketing hand off.

Scale 106

Scale Sales Hiring Underperforming Technical Team Social Media 106

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. As well as average SAL value, SALs by market segment, industry, etc. Q: What do you do to improve efficiency (or get more out of your current budgets) when markets get rocky? latane-conant.

Scale 91

Scale Sales Hiring Sales Headcount 91

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

Tom Tunguz

APRIL 16, 2013

Encouragingly, the market size for enterprise software is roughly equal to the market size for the SMB market: about 57M potential seats in each. Of course, the true number depends on the market segment: sales, HR, payroll, expense management, etc.

SMB 100

SMB Scale Startup SaaS 100

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. Now, Stripe offers it. Braintree offers it.

Payment Solutions 136

Payment Solutions Payment Methods Merchant Services AI Search 136

User Pilot

OCTOBER 26, 2023

Prioritizing features that cater to the underserved market segments, on the other hand, allows you to increase your market share. Collecting user feedback at scale is dead easy in-app. Overall, effective prioritization can help you choose new growth initiatives with the best ROI. The RICE prioritization framework.

Acquisition 105

Acquisition Scale Onboarding Marketplace as a Service 105