SaaStr

APRIL 5, 2025

But how did they scale so quickly? Key Tactics: Expanded Lab Catalog into a Reference Guide : Rupa turned their lab catalog into a searchable, indexable resource for Google. AI-Enhanced Content : By layering AI on top of metadata, Rupa scaled content creation, publishing 150 articles a month written by medical professionals.

Scale 224

Scale AI Search Sales Hiring Acquisition 224

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+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

Scale 300

Scale Scaling Strategy Sales Hiring 300

SaaStr

JUNE 22, 2021

This is a positive trajectory, but it presents a challenge for your customer success efforts: How can you scale your support and CS while still delivering a memorable, quality customer experience? According to the Totango report, 77% of respondents said that scale was their top challenge. Key Takeaways For Scaling Growth.

Scale 272

Scale Customer Success Scaling Compensation 272

Clouded Judgement

JUNE 17, 2025

Generally when you hear “consensus estimates” it refers to revenue and earnings (EPS), but for the purpose of this analysis we’ll just be looking at revenue consensus estimates (as this is the metric these companies are valued off). The consensus estimates are the average of all the individual analysts’ projections.

Cloud 277

Cloud Software Benchmarks Retention 277

SaaStr

NOVEMBER 30, 2023

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. While it’s not the focus of this article, it’s a frame of reference for performance across the different stages. What does that mean? That’s pretty late-stage.

Scale 269

Scale Sales Hiring Scaling Outsourced Development 269

SaaStr

MAY 25, 2024

A couple of months ago, someone in their Discord channel asked a question, and someone else referred them to a blog post written nine years ago that was relevant in 2024. Once you make it to the right-hand side of the image above, you have product market fit, and your focus is on feeding the beast and scaling as quickly as possible.

Scale 306

Scale Sales Hiring SaaS Payments Development 306

Tom Tunguz

MARCH 4, 2025

As startups scale, effective management becomes the difference between chaotic growth and sustainable success. Team Building Anatomy of a Reference Check : Then get out of their way. Scaling Management Invest in managers : Great companies invest disproportionately in developing their managers.

Startup 270

Startup Management Scale Construction 270

Intercom, Inc.

SEPTEMBER 10, 2020

Applying data and science to scaling has become easier because of the shift that’s happened in the software industry over the past 15 years, from outside sales to inside sales. A data-driven framework for scaling. Mark’s latest ebook, The Science of Scaling , outlines a precise framework for success.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

OCTOBER 12, 2022

Build the System : Create your execution strategy with repeatable processes designed to scale your business. . McJannet shares the growth models that have repeated throughout the companies he has worked with, and he believes that most tech companies can use these phases for reference. Early Scale. Phase 1: $0 – $10M.

Scaling 246

Scaling Leadership Startup Product Marketing 246

SaaStr

JANUARY 28, 2025

Proof of Concept and Early References One of the hurdles in the early days is that every customer wants to do a proof of concept (POC) that’s 100% customized, but having success cases and references can help alleviate this issue.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

SaaStr

MARCH 7, 2022

Inside sales refer to the practice of selling from office premises via phone, email, or video calls. Aliisa Rosenthal, VP of Sales at WalkMe , shares her insights on developing a powerhouse inside sales team at scale to succeed in today’s customer-driven marketplace. Scale based on your organization’s priorities.

Scale 258

Scale Sales Hiring Scaling Sales 258

SaaStr

JANUARY 18, 2023

Unicorn companies often need to scale quickly to meet the demands of their rapidly growing customer base. Yet, scaling a company isn’t always about hiring more people. Instead, conduct thorough reference checks and recruit more qualified candidates to interview. Attaining unicorn status can be incredibly difficult.

Scale 246

Scale Underperforming Technical Team Scaling Interviewing 246

TechEmpower SaaS

DECEMBER 11, 2023

Do you anticipate scale issues presently or in the future? References: The company should willingly provide references. Do you have the basics already defined and merely need them fleshed out? Or is your project a clean slate? Are there complexities revolving around algorithms or databases?

Software Development 443

Software Development Development Software Review Software 443

SaaStr

NOVEMBER 8, 2021

In my opinion, the most informative and useful SaaS content “speaks for itself” and is well suited for future reference. Example Referenceable Slide + Full Deck : Mark Roberge On The Science of Scaling. The slides from Battery Ventures’ “State of the OpenCloud” event meet that standard. .

Scale 354

Scale Forecasting Cloud Pricing 354

SaaStr

NOVEMBER 19, 2020

As more and more SaaS apps add a payments element, that payments element can really scale over time. Many will tell you that you sort of have to, to scale. 37,400 agencies and web design shops referred a customer to Shopify in the last 12 months. Subscriptions can fuel payments and merchant revenue. to promote your app?

Payments 363

Payments Merchant Services Payment Solutions Scale 363

SaaStr

MAY 2, 2025

However, he cautions that large-scale workforce changes take time at many older enterprises and at true enterprise scale. Benioff references the famous phrase that “people overestimate what will happen in a year and underestimate what will happen in a decade” with respect to AI workforce transformation.

AI 237

AI Enterprise Scale Airlines 237

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. Now this work came out of some really good people analytics from Google that was performed over two years where a group that is referred to as Project Oxygen looked at teams, all functions across many organizations. No big deal.

Scale 237

Scale Underperforming Technical Team Scaling Leadership 237

SaaStr

MAY 1, 2025

Reference a tweet, blog post, or investment Ive made thats relevant to your pitch. For example: I saw your post about how Gorgias scaled to $10M ARR with a small team. For example: Were raising $2M to scale sales and marketing. Were raising $2M to scale sales and marketing. Really Personalize it. End with a clear ask.

Scale 152

Scale Startup Investment Scaling 152

TechEmpower SaaS

JULY 31, 2023

Don’t worry about scaling just yet. If your numbers work out, then scaling becomes a question of capital. channels (search, social, viral, new media), cost-efficient distribution We often reference Dave’s work when talking to innovators. Next, define what you need from a metrics and reporting standpoint.

Metrics 390

Metrics Startup Scale New CTO 390

Tom Tunguz

SEPTEMBER 29, 2024

The AI even references images in the post. They reference a pasted image & the contents of the image - in this case a schematic of the Initia stack. There are some inaccuracies : the AI references TVL (total value locked) as cash, which isn’t exactly right in this case, but it’s close.

AI Search 275

AI Search AI Generative AI Advertising 275

SaaStr

JUNE 28, 2025

AI integration advantage : 47% of Technology, Media & Entertainment companies in the 2024-Q1 2025 IPO cohort reference AI in their filings, showing how SaaS companies are leveraging AI for competitive advantage. The diversity demonstrates the breadth of enterprise software innovation ready for public markets. HubSpot, Box, Shopify).

Payments 176

Payments SaaS Payments Payment Services AI 176

Tom Tunguz

FEBRUARY 26, 2025

Often, a straight UBP pricing model doesn’t scale into the enterprise. The platform fee establishes a stable relationship and the usage pricing enables the customer to scale up or down as a function of their traffic which might vary throughout the year. How much should a Fortune 500 bank pay for your startup?

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

AUGUST 14, 2020

That can talk about quota attainment and sales operations and scaling and number. Most of us are looking for sales leaders to lead a team of 5, then 10, then a team of Directors to scale to 30, to 100, and beyond. I’ll give you 5 tips: First, ask her for 3 customer references. Not always the #1 top salesperson, but very strong.

Sales Recruiting 363

Sales Recruiting Sales Hiring Scale Sales 363

Tom Tunguz

FEBRUARY 24, 2020

As a startup evolves from product market fit to scaling, organizational design becomes an executive imperative. To scale means hiring lots of people. First meetings, second meetings, references, hiring committee meetings - it adds up quickly. In the transition from product market fit to scaling, this is a key step.

Startup 312

Startup Scale Underperforming Technical Team Scaling 312

SaaStr

MAY 27, 2025

Companies like Motive condensed their time-to-value by breaking out onboarding from the broader CS function, and it helped them scale from $1M to $60M in ARR in just six months. These champions are the ones who will advocate for your product internally, drive expansion opportunities, and refer new customers. The 11 Year Customer 4.

Onboarding 176

Onboarding Customer Success AI Scale 176

USIO

MAY 9, 2025

Digital disbursements refer to the electronic transfer of funds from a business to individuals or other businesses. Scale with Confidence Whether youre sending 10 payouts or 10,000, Fintech Payment Solutions are built to grow with you. Just streamlined, repeatable disbursementseven at scale. What Are Digital Disbursements?

Payments 130

Payments Embedded Payments Payment Solutions Payment Services 130

SaaStr

JULY 22, 2021

Ultimately, almost all software companies end up getting 20-50% or so of their new customers from their existing customers once they hit scale. To get that word-of-mouth/viral/refer ral engine going faster. The more you share success with your existing customers — the more they will refer more of their friends to you.

Sales Hiring 358

Sales Hiring Scale Customer Success Branding 358

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. A strong ecosystem is really required to scale out any business. This has resulted in amazing hypergrowth. Every Wednesday at 10 a.m.

Scale 242

Scale VP of Engineering Sales Hiring Engineering 242

SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. Do they have any people that they’d refer to you?

Scale 245

Scale Sales Hiring Scaling Strategy 245

SaaStr

MAY 25, 2022

He also shares some eye-opening insights on how Expensify scaled over the years. Expensify scaled by breaking through the clutter. If a user refers you to a friend, you will want to live up to the expectation of their referral. Nobody wants to refer a service that may not be able to deliver. The Shield: market consensus.

Scale 300

Scale Marketplace as a Service Advertising Business Model 300

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. We used a third party to help us because speed was important for us to get that opportunity I was referring to plus everything else that came down. Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. Rico Mallozzi, Sr.

Scale 256

Scale Marketplace as a Service Cloud SaaS Payments 256

Tom Tunguz

JULY 24, 2024

Most large-scale AI products have yet to be built. ” Better for large enterprises to wait until there’s a reference architecture that’s been proven to work. Google is on a trajectory to invest $50 billion this year. Amazon & Microsoft are also deploying similar tens of billions for the same purpose.

AI 306

AI Artificial Intelligence AWS Innovation 306

Sales Hacker

FEBRUARY 7, 2025

Users could sign up for free and get 2GB of storage, which could be expanded by referring friends. This phase is often referred to as “crossing the chasm,” a concept popularized by Geoffrey Moore, which highlights the challenge of bridging the gap between the enthusiastic early market and the more pragmatic mainstream market.

Pricing 107

Pricing Scale SaaS Technical Review 107

SaaStr

AUGUST 27, 2024

Rupa is a lab platform for doctors to order lab tests, and Koby took the company from $20M to hundreds of millions in equity and scaled Rupa’s user acquisition by 4000% in 3.5 So they decided to make a reference guide, like developer documentation, but for doctors. The same way Rupa did the reference guide. How do you do this?

Scale 278

Scale AI Search Sales Hiring Social Media 278

ChurnZero

JUNE 13, 2025

How likely is your organization to provide a positive recommendation or reference? Find out more about Growth Molecules and our other partners here. The post How to redesign your customer journey for future scale appeared first on ChurnZero. How likely are you to renew or expand?

Scale 52

Scale Scaling Sales Hiring Onboarding 52

SaaStr

SEPTEMBER 10, 2020

But it will wreck you as you scale. Talk not just to the VP’s references, but to the top 2 direct reports that they hired. So the tangible effects of a VP That Can’t Hire may take you from 45-180 days to see, based on position. Yes, maybe you can backfill a few hires. But not all of them.

Part-Time VPE 351

Part-Time VPE Sales Hiring CTO Hire Sales Recruiting 351

SaaStr

FEBRUARY 9, 2021

I can’t imagine another SaaS leader has even gone from super slow growth to hyper growth at this scale (almost $100m+ ARR). So it’s interesting to see it working at scale for ON24. About standard for many scaling SaaS leaders. After Covid hit, we needed to do a lot more webinars and digital events!

Scale 278

Scale Enterprise Scaling Cloud 278