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Price low to minimize adoption friction, grow quickly, and then move up-market after developing broad adoption. Skimming is less common in the software world because few startups develop a product at launch that will be accepted by the most sophisticated customers (and those willing to pay prices that generate the greatest margin).
So Okta rose to rapid growth and IPO as the stand-alone leader in enterprise identity for apps, acquired Auth0 to own it for developers, and now coming up on $3 Billion in ARR, it has settled into a more mature state: $2.75B in ARR Growing 12%, projected to slow to 10% Non-GAAP operating margins of 27% Free Cash Flow margins of 35% (!) $18B
Developer relations tops the list of priorities for many infrastructure companies. After all developer interest is a key step in the go-to-market motion. Many products enter an organization bottoms-up, and months or years later, become so important to the company, they buy a contract.
AI and Cybersecurity: How Rubrik’s Co-Founder Built a $1B+ ARR Platform While Joining the AI Revolution Lessons from Arvind Nithrakashyap, Co-Founder and CTO of Rubrik, on scaling cyber resilience platforms, building multiple product curves, and implementing AI across both products and operations.
This inefficiency stemmed from the high costs associated with maintaining sales development representatives (SDRs), customer success managers (CSMs), and account executives. The post Transitioning from Sales-Led to Product-Led Growth and Scaling to $100M ARR With Apollo’s CEO Tim Zheng appeared first on SaaStr.
✨ Lemkin (@jasonlk) June 23, 2025 The $10M-$100M ARR Sprint: How Replit Became the Fastest-Growing “Vibe Coding” App (Or One Of The Fastest) A deep-dive into the AI development platform wars and why Replit’s 10x growth in 5.5 And allowing more experienced developer to ship far, far faster.
The Billion-Dollar AI Unicorn Factory The scale of AI startup funding isn’t just impressive — it’s existential for SaaS: The AI Billion-Dollar Club: OpenAI : $8.4 billion valuation after 175M round Scale AI : $29 billion valuation / “sale” with Meta’s $14.3 billion in funding xAI : $6.4
Look for an innovative enterprise customer who: Is willing to be a development partner Has clear needs you can solve today Will give you access to testing environments Can help shape your roadmap The goal isn’t to build custom features – it’s to deeply understand enterprise requirements and bake them into your core product.
Luckily, FastSpring isn’t just a payment service provider — we’re a merchant of record, which means you can outsource the entire cross border transaction process to us , and we’ll handle all the complexities that come with it. To learn more about how FastSpring can help you scale quickly, sign up for a free account or request a demo today.
Fred, who is the current director of growth at Planday and an advisor to FastSpring, explains that SaaS companies can scale much faster when they focus development on things that directly add customer value. The post What Successful SaaS Companies Outsource So They Can Scale Faster appeared first on FastSpring.
Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. Mangomint has managed such a high NRR despite having no long-term contracts. When you build a high-velocity sales motion, you must find systems to scale it.
When a development team switches to an AI-powered coding assistant, they’re not just adding a new tool—they’re often reducing their dependency on multiple legacy SaaS platforms. The Cursor Example: This company is generating significant revenue by fundamentally reimagining how developers work.
5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. Their product is generating an impressive 45% of developers’ code on average. What is Codeium and Windsurf?
It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer. It also required them to: Negotiate their first Enterprise customer contract Undergo deep security reviews Once you land your first Enterprise customer, it might be time to build that first sales team.
Check out the low down on our sponsors for SaaStr Scale who are helping to make this event happen. Grab your seat for their 12:30 PM PST workshop on Scaling with Speed: How to Streamline Your Revenue Operations with Conga. PandaDoc is trusted by businesses to create, approve, and eSign proposals, quotes and contracts.
There is a constant debate regarding the cost benefits and challenges of outsourcing customer support when looking into adding payment integration features for your software users. An outsourced integrated payments support team could also assist business software users with their unique issues or questions about security and compliance.
General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. But to develop a GTM strategy, you must have Product Market Fit. As companies continue to scale, segments like industry come into play. Why is that?
But developing solid partnerships takes vision, grit, time and patience. Service Providers: Many customers want to outsource specific work and services, so these partners operate in these spaces and can handle what’s needed. And remember to scale. You scale the hell out of it. Phase One: ($0 – $100 Million).
Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.
Perhaps you’ll sell infrastructure to help other startups scale or software to manage internal operations. B2B web3 companies will need to manage their treasuries from the very first few customer contracts because there are consequential questions to answer from day one. Suppose you launch a web3 company tomorrow.
Mark Roberge (ex-HubSpot CRO) has emphasized that in scaling sales teams, the percentage of accounts followed up with can drop to as low as 30%-40% if reps are overloaded with leads or if theres no strong lead routing and prioritization system. All time-consuming.
The Growth Trajectory: When Acceleration Really Takes Off The month-by-month progression reveals the true story of how enterprise AI companies scale: Months 1-3: The Foundation Phase All companies start relatively close together, with most hovering around $100-300K ARR by month 3. Top quartile performers are reaching $5.3M
4 Unexpected Learnings from Databricks’ Sales Growth Machine Calendar scraping reveals top performers spend disproportionate time on new prospects – Databricks uses calendar data to track how their best AEs allocate time, discovering that overachievers focus on prospect development over existing accounts.
At SaaStr Europa, UiPath’s Dines shared five insights from growing a company from nothing, so other founders can learn what it takes to scale a SaaS startup to $1B+ ARR. Insight #1: Embracing Honest Feedback from Customers One key aspect in developing a successful RPA program is listening to what your users have to say about it.
At SaaStr APAC 2023, Scott Pugh, VP of Sales at Figma, shared how to scale these two sales teams while building culture. Pugh’s strategy is simple, albeit not always easy: Recruitment — how to hire the best talent to scale your sales organization. Diversity is really important when scaling. Define your hiring profile.
But the answer more and more business owners are turning to is a simple one: outsourcing. Outsourcing is giving your work to someone else outside of your main business. You could even outsource by shipping a business process like manufacturing overseas. Understand Why You Want to Outsource. Make a List of Common Tasks.
This function can be outsourced in the early days of a startup, but it is usually brought in-house after Series B. Business Development Identify and assess partnership opportunities to drive growth Business Intelligence Turn data into insights to inform decision-making. You must build a lean, impactful team to help your business scale.
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.
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. As you look to scale your business and make your processes more efficient, it’s essential to foster a shared understanding of who your target customer is.
How do you enter a highly competitive marketplace, carve a niche for yourself, and then scale the business to $100 million+ ARR? Brokers and accountants were two of the channels that Rippling identified would help them scale quickly, so they invested in them from early on. Scaling your go-to-market efforts.
Companies like Abridge in Bessemer’s portfolio are selling “tens of millions of dollars of contract value to large hospital systems” by automating medical scribing and back-office operationsdirectly replacing labor costs rather than just improving software efficiency.
Developers act, think, and behave differently than your average customer. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Developers haven’t typically been the buyers in enterprise software, so why should you build for developers?
It was founded way back in 2005 as an outsourcing company, then developed Windows software to automate scripts and more, and turned this into a powerhouse for automating complex functions integrating Cloud and on-prem. 2005: Started as a tech outsourcing company. And then after a decade … it started to come together.
I’m referring to the full spectrum of business execution, from product management to design to engineering to marketing to sales to support and all the other functions needed to scale a business. are making it easier and faster for software developers to develop complex software applications atop this infrastructure.
The company likely needs 1-2 quarters to develop a product and then 2 quarters to book business. Time to Strategize : with a long runway but lacking product-market fit, the startup possesses the resources to scale. Minimize burn to lengthen runway and develop both the product and go-to-market efficiently.
Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model.
But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. It’s the secret to scaling effectively. It can be a bit scary to move from fixed contracts. An incredible streak. Let’s take a look at 5 interesting learnings: 1. And it would probably be worth $15B-$30B instead of $5B.
Okta is one of the more interesting Cloud and SaaS leaders, growing from its early roots as one of several Cloud identity vendors, to the break-out leader, to expanding its product profile to developers and customer identity, and more. It shows the size and scale of Cloud continues to just shock us. NRR at 123% — And Going Up.
Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.
with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them. Straight from a SaaS CCO with Yellow.ai’s CCO with Shekar Murthy, Chief Customer Officer at Yellow.ai
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. implies a 17 month payback period with a contract size of $55k, but the S-1 suggests the enterprise part of the business has been an important focal point. Revenue, $M.
And 7–10 years to build something of any scale. You can outsourcedevelopment. But what really matters is how fast you grow after $1m ARR. What you do have to get right: Total commitment. It will take you most likely 24+ months just to get to real paying customers. Most so-called “founders” are not this committed.
Use it to develop a hypothesis about what will work and turn it into a data-driven program. We recommend doing small experiments and iterating before launching a full-scale plan. You can do this by creating community and developer advocacy teams that enable the community to succeed. Use data to lead the way.
Some leaders like Slack have seen the same, but most Cloud leaders at scale with high NRR end up getting more and more of their revenue from their existing base, not new customers. Use overages to renegotiate contracts, not charge per event. Strong, but not at crazy levels of some developer apps. More on that here.
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