SaaStr

JANUARY 17, 2025

It’s a question especially a lot of marketers with slashed or limited budgets discuss a lot on LinkedIn and elsewhere. Our sponsors at our flagship event just plain get the most revenue, the most contacts, the highest quality and highest volume of leads: Screenshot Field marketing and events are a pain. And just be there.

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Scale Marketing Travel B2B 300

SaaStr

MARCH 1, 2025

And CEO David McJannet came to SaaStr Annual a little ways back to share his top scaling learnings. CEO Dave McJannet shared his systemic approach to scaling companies through distinct growth phases. The best leaders have experience with both startups and scale to navigate the in-between.

Scale 192

Scale Systems Review Scaling Leadership 192

SaaStr

NOVEMBER 28, 2024

Dear SaaStr: How Big Should The Addressable Market Be to Go into Vertical SaaS? If I see evidence of that, I get very bullish — even if the market doesn’t seem huge. It’s just hard to get most vertical SaaS start-ups to scale if they can’t get to a $10k ACV. Then market size starts to be super important.

Payment Solutions 265

Payment Solutions Inbound Sales Team Marketing Scale 265

SaaStr

MARCH 8, 2025

” This framework can be applied across every aspect of building and scaling a company: 1. Market Selection: Tackle Problems with High Barriers to Entry The financial services industry presents massive barriers to entry most successful banks are centenarians, with some like Ax being over 160 years old.

CTO Hire 217

CTO Hire CTO Coach Scale CTO 217

SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. So we have a mix of both, but I think as we’ve scaled it’s become an advantage. Talk to users.

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Scale Sales Hiring Scaling Revenue 183

SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. The result was a 5x increase over initial projections – growing from an $8M revenue target to $40M actual results – driven by a belief that market demand justified the investment.

Scale 192

Scale Sales Hiring Scaling Headcount 192

SaaStr

NOVEMBER 13, 2024

Klaviyo dominates marketing in the Shopify ecosystem and in ecommerce, and just keeps on scaling. But it’s clear that it’s still in the investing phase, and increasing spend in sales & marketing. So the latest SaaS leader to cross $1B ARR is Klaviyo. It was the only SaaS IPO on 2023. The only one!

Scale 307

Scale SMB Scaling Enterprise 307

SaaStr

MAY 20, 2025

Both have also evolved from different roots (marketing for HubSpot, team management for Monday) to now have CRMs as their core. Convergent evolution from 2 very different start-ups that now have many similarities at scale. Monday.com consistently invests in marketing, with sales and marketing representing 48% of revenue in Q1 2025.

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SMB Scale Education AI 269

SaaStr

MAY 23, 2025

And more importantly, revenue and user growth that is accelerating at scale. After launching out of Y Combinator in 2018, RevenueCat quickly hit product-market fit. Market Expansion: The mobile subscription market exploded during COVID. No one else was even building anything like this. By the time they raised their $1.5

Payments 280

Payments Payment Solutions Underperforming Technical Team Payment Methods 280

SaaStr

JANUARY 19, 2025

We’ll hear from the CRO of $3B Clio (legal SaaS), the CEO and CRO of Flock Safety (police and safety SaaS), and dozens of others on how to scale their vertical SaaS industries and platforms. The post The Best of Scaling Vertical SaaS: 3 Deep Dives with The CROs of Slice, Owner and Mangomint appeared first on SaaStr.

Scale 189

Scale Sales Hiring Scaling SMB 189

SaaStr

FEBRUARY 10, 2025

25x’d Revenue and Crossed $100M ARR Apollo.io, an all-in-one go-to-market platform, underwent a significant transformation in its business model that led to remarkable growth. CEO Tim Zheng came to SaaStr Annual to share the deep dive on the journey from SLG to PLG here: Initial Challenges and Market Position In 2019, Apollo.io

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Scale Scaling Outsourced Development Sales 166

SaaStr

MAY 16, 2025

Should We Cut and Marketing To The Bone? Look don’t throw money away on sales & marketing. If you are doing intiatives in marketing and they are bringing in zero customers, just stop those things. But more often, sales and marketing is closing some deals, just not enough. You gotta put points on the board.

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Marketing Scale Churn Content Marketing 166

SaaStr

AUGUST 15, 2024

There’s always someone a few years ahead of you on the scaling journey who can share their lessons learned. Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Marketers know that conundrum.

Scale 314

Scale Sales Hiring Scaling Innovation 314

SaaStr

OCTOBER 16, 2024

Even With a Big Enterprise Push for Years, 60% of Revenue Still From Mid-Market and SMB RingCentral closed 20 $1M+ TCV deals last quarter. A reminder not to abandon the bottom of the market even as you go more and more enterprise. #2. A reminder to not stay too reliant on direct sales as you scale. Almost just as much.

Scale 291

Scale SMB Compensation Cloud 291

SaaStr

JANUARY 15, 2025

a $39 Billion market cap (!!), Cloudflare is what 20x ARR looks like at scale, post-IPO. 221,000 Total Paying Customers, But 65% of Revenue From 3,200 Large Customers This is what you should see when a “long tail” engine is just working at scale. It just keeps on going: $1.7B+ ARR 28% growth (!)

Scaling 279

Scaling Cloud AI Engineering 279

SaaStr

JANUARY 8, 2025

Today Asana is: At $750,000,000 ARR $4.75B market cap (so trading at 6x ARR or so) Growing 10% 4% non-GAAP operating loss; not profitable or cash flow positive; 5 Interesting Learnings: #1. This isn’t unqiue to Asana, it’s true of many SaaS leaders at scale, from Zoom to Shopify. And probably be worth 50% more. #2.

AI 307

AI B2B Scaling Trends 307

SaaStr

SEPTEMBER 11, 2024

It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer. Your first hire wears many hats, but as you scale, you start building out more specific roles. Every knowledge worker can use them, so they have a scaled and diversified user base.

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Scale Scaling Sales Hiring compliance 312

SaaStr

OCTOBER 31, 2024

Here’s what I see most often, the Top 6 Mistakes First Time SaaS Founders Make: Incomplete understanding of business model, and how it will scale. You have to pay folks market. Most first timers these days are such amazing founders, they can code, sell, support, upsell, and even hack marketing. Cheap is good.

Scale 313

Scale SaaS Social Media Business Model 313

SaaStr

DECEMBER 4, 2024

Akshay Sharma, Head of Pricing and Monetization at Miro explained: “As you change the green side, your product, your features, go to market, your marketing, budget discounts, you have to change the pricing side appropriately so that you can achieve the goals you want.” ” So, How Should You Price?

Payments 291

Payments Pricing Scale Revenue 291

SaaStr

FEBRUARY 12, 2025

Meet Wyatt Jenkins: From Construction Sites to Chief Product Officer If you want to understand how vertical SaaS companies scale to $1B+ in revenue while staying true to their customers, there’s no better person to learn from than Wyatt Jenkins, Chief Product Officer at Procore Technologies.

Construction 255

Construction Scale SaaS Travel 255

SaaStr

AUGUST 9, 2024

From startup to $500M CARR, Spencer Burke, SVP of Growth at Braze, shares how Braze scaled a growth and customer success team. In this AI moment we’re in, there are still many moments in scaling a company where intuition still matters. You don’t have to leave as the organization scales. This isn’t new. But that was it.

Scale 297

Scale Sales Hiring Scaling Startup 297

SaaStr

OCTOBER 23, 2024

This potential for a decade of growth at scale here helps justify the high revenue multiple Palantir trades at. #4. Profitability Has Increased Even as Growth Has Reaccelerated Do you have to do it all today, at least once you are at scale? Grow AND be more efficient? Palantir is doing far better, at +41%. #8.

Artificial Intelligence 240

Artificial Intelligence Government AI Cloud 240

SaaStr

DECEMBER 2, 2024

Is it still solving a problem, or problems, the market is truly demanding solutions to? And if so, are you still the #1 or #2 vendor in at least some segment of the market? When we started there was basically no great content on scaling B2B companies. LinkedIn itself is an endless feed of B2B scaling content, in fact.

B2B 313

B2B Cloud AI Scaling 313

SaaStr

MAY 3, 2025

Marketing : Likely no VP of Marketing yet either — unless. You might bring on a growth hacker to help with demand gen, but youre still figuring out product-market fit. I Hired My VP of Marketing at $20k MRR. Theyll help you scale the team from 2 reps to 10+ and build a repeatable sales process.

Sales Hiring 255

Sales Hiring Part-Time VPE CTO Hire Scale 255

SaaStr

MAY 25, 2024

It was founded by three developers who owned a consulting firm previously, helping startups come to market. As developers, they immediately started to think about a PLG, pay-as-you-go motion to get to market and engage with developers quickly. Lesson #2: Create Credible Technical Content Cloudinary didn’t have a marketing organization.

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Scale Sales Hiring SaaS Payments Development 317

SaaStr

OCTOBER 10, 2024

And what you can see is there is really almost no liquidity for startups and scale-ups in SaaS and Cloud at the moment. So this is ongoing, albeit really only at the top start-ups and scale-ups. Just less so for start-ups and scale-ups. Thomasz’ chart looks at the Top 10 public company acquirers by market cap.

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SaaS Acquisition Cloud AI 317

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 312

Scale Scaling Strategy Sales Hiring 312

FastSpring

JANUARY 23, 2025

When I was running it, it was a lot smaller than that, but scaled that up very, very quickly. And you’ve got the warehousing, you’ve got inventory, you’ve got cost of landing that inventory from maybe China or any other market in the world into the US. And that’s substantial scale in.

Scale 120

Scale Entrepreneurship Scaling Underperforming Technical Team 120

SaaStr

OCTOBER 14, 2024

Sometimes, the market just isn’t big enough for Product #1 alone to get you to $100m+ ARR growing at a decent clip. Your customer acquisition costs need to be low — in all segments of the market. Yes, as you scale you do need to maintain efficiency in sales and marketing. where your playbook is still evolving. You’ll see.

Scale 303

Scale Social Media SaaS Acquisition 303

SaaStr

DECEMBER 25, 2024

Assume 1 per $1m in ARR, youll need to scale a team of 5 at least to get to $10m in ARR. And reps take time to scale. Youll need a full marketing team. And youll need a real QA team as you scale. As you scale, youll need a dedicated 24×7 devops/techops team. And youll need a few managers to manage them.

Sales Hiring 265

Sales Hiring Scale SaaS AI 265