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+. His five lessons are: A single metric that helps guide decisions of when to pivot, when to iterate, and when to pivot. Going multi-product early.

Scale 257

Scale Scaling Strategy Sales Hiring 257

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Now, let’s take this idea and apply it to the world of marketing metrics. If revenue is the North Star metric, everything you do should drive towards that.

Metrics 93

Metrics Revenue Scale Marketing 93

SaaStr

FEBRUARY 17, 2022

When marketing teams spend the bulk of their time completing manual tasks, data gets siloed, workflows break down, and leaders do not have the visibility they need to make customer-focused decisions. As a marketer, I bring new products to market. Marketing needs to be the interface between the customer and the company.

Engineering 234

Engineering Scaling Marketing Acquisition 234

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. It has now secured over $67M in funding and offers a robust platform for mid-market and SMB segments. But before the years of rapid scaling, it took the company a little while to hit its stride.

Scale 212

Scale Scaling SMB Marketing 212

SaaStr

SEPTEMBER 16, 2022

After finding success in their home country, many SaaS founders begin to think globally, considering expansion into the international markets. Or do you actually have something worth scaling?”. Do you have it right in your first market? Data and trackable metrics are critical to understanding your success. Is it worth it?

Scale 216

Scale Scaling Sales Hiring Marketing 216

SaaStr

DECEMBER 3, 2023

So over the past decade-and-a-half we’ve come up with a lot of yardsticks, metrics and rules for SaaS companies. E.g.,: CAC of < 12 months is Good-to-Great Paying sales reps 25%-30% of what they close is Good A burn ratio of 1 or less is Good These metrics do sort of work, if you have some capital to spend (i.e., They don’t.

SaaS Payments 212

SaaS Payments Metrics Payments SMB 212

User Pilot

MAY 2, 2024

You will also learn how to build a retention strategy, what metrics to track, and 10 bulletproof retention tactics for SaaS companies. It’s crucial for SaaS businesses because it drives revenue growth, increases customer lifetime value , reduces customer acquisition costs , and fosters positive word-of-mouth marketing.

Retention 99

Retention Metrics Strategy Scale 99

User Pilot

NOVEMBER 28, 2023

What GTM metrics should you track as a product marketer? On your way to building a go-to-market strategy to launch a new product, you might wonder the former question a lot. That’s why we’re going to show you 12 of the most important product analytics metrics that you’ll need in order to measure your product success.

SaaS Payments 91

SaaS Payments Metrics Customer Lifetime Value Marketing 91

SaaStr

APRIL 30, 2024

While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too. Ways to scale that don’t include rampant inefficiency and burn. You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. Kyle made this mistake in his first startup.

Scale 263

Scale SMB Sales Hiring Sales 263

SaaStr

NOVEMBER 15, 2022

Metrics are the key to evaluating success and setting goals, but not every SaaS business should orient itself around the same one-size-fits-all numbers. This flexible mindset creates just the right conditions for embracing evolving business models and new metrics. The Metric Monolith: The Rise and Fall.

Metrics 224

Metrics Machine Learning Artificial Intelligence Technical Review 224

SaaStr

JANUARY 24, 2023

As SaaS founders are looking to scale and raise funding, it can be confusing and stressful to navigate in the uncertain market of the past few years. In the SaaS space, revenue growth was the king of metrics for many years, but that has changed. Valuations have dropped, and investors are more selective with their capital.

Scale 231

Scale Scaling Software Review Operational efficiency. 231

SaaStr

OCTOBER 30, 2023

F — Flywheels U — Users E — Experiments L — Learnings In this article, we’ll talk about: The importance of understanding user decisions behind every metric you want to move and how to inspire those decisions. That’s Weights & Balances’ North Star in this market. What makes a good North Star metric?

Scale 226

Scale Scaling AI Search Social Media 226

SaaStr

DECEMBER 11, 2020

Now more than ever, an independent software vendor’s (ISV’s) path to profitability depends upon the strength of their go-to-market strategy. By doing so effectively, you can unlock a path to scaling profits. To assist you with this all-important self-assessment, CloudBlue is introducing our Channel Maturity Scale.

Scale 277

Scale Scaling Marketplace as a Service Cloud 277

User Pilot

MAY 1, 2024

Are you overwhelmed by too many customer metrics and don’t know which ones to track for your SaaS? You’ll also see how to use product analytics tools to track your customer metrics in one place and save time. TL;DR Customer metrics are data points used to track, measure, and analyze various aspects of the customer experience.

Metrics 94

Metrics Customer Lifetime Value SaaS Scale 94

SaaStr

MARCH 20, 2023

So you’ve nailed your pitch for startups and are looking to hook your first mid-market customer. Vanta’s Chief Revenue Officer, Stevie Case, shares lessons learned from leading Twilio’s mid-market team and shepherding Vanta into a mid-market leader as the company’s first CRO. What do you do? These people have money and a budget.

Scale 196

Scale Enterprise Scaling SMB 196

SaaStr

OCTOBER 17, 2023

PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit.

Scale 161

Scale Sales Hiring Customer Success Scaling 161

Kellblog

SEPTEMBER 12, 2023

It’s fun when the person who ran marketing at one of your rivals asks you some 20 years later to speak at their annual conference. The topic I spoke on was The Keys to Nailing and Scaling Go-To-Market. In my speech, we drill into two things: My thoughts on scaling a startup in general: It’s about growth engines.

Scaling 109

Scaling Marketing Startup Engineering 109

SaaStr

APRIL 30, 2022

Check out this 2018 Europa session with Guillaume Princen, Head of France and Southern Europe @ Stripe, where he talks about the metrics you need to be focused on in your startup. If you don’t have the time to watch the whole session, here are the main metrics you should be mindful of. MRR, obviously. We talked about churn.

SaaS Payments 241

SaaS Payments Metrics Payment Methods Scale 241

SaaStr

MAY 24, 2024

Dave Gerhardt was VP Marketing at Drift, acquired for $1B, and then Privy, acquired for $100m, and now runs a great CMO/VPM community called Exit Five. Lemkin expresses concern about the changing work ethic and loyalty of sales and marketing professionals, observing a trend of multiple job-holding and lack of commitment.

Sales Hiring 255

Sales Hiring Outsourcing Services Technical Review Scale 255

User Pilot

FEBRUARY 26, 2024

Digital product metrics reveal how customers interact with your product. They paint a picture of your product’s impact and the success of your marketing strategy. However, not all metrics are created equal. In this article, we hone in on the best metrics for product teams looking to drive product growth.

Metrics 90

Metrics Customer Lifetime Value Scale SaaS 90

SaaStr

OCTOBER 5, 2022

In a volatile economic climate and market, founders must employ smart growth strategies while focusing on efficiency. Confluent’s President of Field Operations, Erica Schultz, explores different tactics businesses can employ to scale revenue and increase efficiency in the current macro environment.

VP of Engineering 209

VP of Engineering Scale Scaling Sales Hiring 209

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. Optimizing your marketing strategy to cut costs.

Scale 97

Scale Scaling SaaS Underperforming Technical Team 97

SaaStr

OCTOBER 3, 2022

This revenue strategy consists of three core questions: What is the market opportunity—the problem that needs to be solved? When you can answer these questions confidently, it is time to go to market. The market can be as big as we want, but our resources are not unlimited. What is the product strategy? Platform or app?

Scale 226

Scale Sales Hiring Sales Recruiting Scaling 226

SaaStr

FEBRUARY 8, 2021

Too many customers, too many workflows, too many marketing programs, too many salespeople. An NPS of 50+, a CSAT of 90–100, whatever metrics you use, find out if your customers are really happy. A good overview of the learnings of scaling from $1m to $250m in ARR with Aaron Levie of Box here: View original question on quora. (an

Scaling 257

Scaling SaaS Churn Metrics 257

User Pilot

MAY 13, 2024

Is your team struggling to determine the return on investment (ROI) of product marketing strategies? Or are you looking for ways to improve the performance of your marketing campaigns? In either case, marketing analytics tools can come to your rescue. That, in turn, helps optimize your marketing strategies and budget allocation.

Software 91

Software Marketing Scale Social Media 91

SaaStr

MAY 13, 2022

There are many ways to track your marketing performance, but if you want to understand how effective it is, one metric reigns supreme: revenue. The most successful marketing strategies achieve short-term and long-term growth by driving revenue year after year. What is revenue marketing? Scale with SMEs.

Revenue 233

Revenue Scale Engineering Marketing 233

SaaStr

SEPTEMBER 19, 2022

SaaS businesses are discovering that customers choose and recommend them based not on flashy marketing or super fancy product features but on the experience of engaging with the company and the value it delivers. Measuring the success of any SaaS function requires a solid understanding of both objectives and metrics.

Sales Hiring 246

Sales Hiring Customer Success Scaling Construction 246

Intercom, Inc.

DECEMBER 22, 2020

This year, we launched Scale , a new content strand focusing on how industry leaders are propelling their companies forward by keeping their customers front and center. . When we created Scale, we had no idea what the year would hold in store; we simply knew that investing in long-term customer relationships was the key to success.

Scale 220

Scale Scaling Customer Support Interviewing 220

User Pilot

MARCH 12, 2024

Tracking the right company activity metrics can help you measure and optimize your company’s performance, driving product growth. In this article, we will examine 14 of the most important activity metrics, how they function, and how you can monitor them closely. Book a demo to learn more.

Metrics 99

Metrics Scale Customer Lifetime Value Business 99

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. Look at the four common strategies to explore for your SaaS business: Expanding to new markets. Align on success metrics.

Scale 211

Scale Finance Sales Hiring Scaling 211

SaaStr

FEBRUARY 24, 2023

How do the best-in-class companies perform when ARR is treated as a growth metric? They initially double their ARR each year in scaling post $10M. However, the road to this expansion is laid out by building a robust go-to-market motion early on and acquiring new logos at every stage.

Scale 218

Scale Sales Hiring Scaling Venture Capital 218

User Pilot

JANUARY 28, 2024

Tracking relevant product performance metrics allows you to assess how successful your product is at satisfying user needs and achieving business goals. What metrics should you track though? Our guide covers 11 key performance metrics to analyze at different stages of the customer journey. What are product performance metrics?

Metrics 100

Metrics Customer Lifetime Value Business SaaS 100

SaaStr

DECEMBER 14, 2022

Yamini Rangan, CEO at HubSpot, has many insights on how to serve SMB customers at scale. By 2021, the market witnessed a frenzied phase to add point solutions. Despite starting as a marketing automation company, HubSpot has since evolved into a CRM platform positioned to aid SMBs in navigating various challenges.

Scale 234

Scale SMB Scaling Innovation 234

Tom Tunguz

SEPTEMBER 19, 2021

If that’s not a suite… Founded ten years ago, the company has scaled rapidly selling their software management suite to small and large companies alike. Assuming the company grows at similar levels to the first half of 2021, the model suggests the company should expect a market cap in the $15-17B range. Revenue, $M.

Metrics 284

Metrics Outsourced Development Scale Cloud 284

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 207

Scale Scaling AWS Sales Hiring 207

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. You have to understand: what people are searching for what their intent is what the product is that you’re building It’s a marrying of company vision and go to market. They searched project management or C RM.

Scale 161

Scale Sales Hiring Scaling Banking 161