SaaStr

JUNE 26, 2023

Some examples: HubSpot gets 54% of its revenue from outside the U.S. Asana gets 39% of its revenue from outside the U.S. Monday gets 47% of its revenue from outside the U.S. Zendesk gets 49% of its revenue from outside the U.S., and 28% from Europe/EMEA So as you can see, the leaders in B2B SaaS are very international.

Sales Hiring 299

Sales Hiring Revenue SaaS Scale 299

SaaStr

OCTOBER 11, 2023

One SaaS leader that’s accelerating again is Shopify. That’s not just pretty epic growth at almost $7 Billion in revenue, it’s one heck of a comeback. But a Smaller and Smaller Percentage of Revenue. Like Most Other SaaS Leaders, Shopify Has Gotten a Lot More Efficient. A tough transition.

Payments 247

Payments Merchant Services Payment Solutions Revenue 247

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. This is the stage where best-in-class companies can double or triple revenue in the first few years of growth. Without it, you don’t have a business.

Scale 239

Scale Sales Hiring Scaling Outsourced Development 239

Tom Tunguz

JUNE 20, 2020

This post is part of a series leading up to SaaS Office GTM Edition on June 24 in which we’re reviewing the results of the 2020 Redpoint GTM survey. Today, we’re answering the question: how do teams grow as a startup scales? And at that scale or higher, CROs lead the go-to-market for more than 50% of respondents.

Scale 356

Scale Scaling Sales Hiring Software Review 356

Clouded Judgement

MARCH 22, 2024

Subscribe now ARR (Annual Recurring Revenue) vs ERR (Experimental Runrate Revenue) ARR (Annual Recurring Revenue) is one of the most popular SaaS (Non-GAAP) metrics. In it's truest form, ARR is used by pure SaaS business models to describe the aggregate annual value of the entire customer set.

AI 183

AI Revenue Cloud Technical Advisors 183

FastSpring

APRIL 18, 2024

For many SaaS and software companies, international sales are a key part of their growth trajectories. FastSpring is an all-in-one payments platform for SaaS, software, and digital products businesses, including VAT and sales tax management, payment localization, and consumer support. Learn more about what DutchBasecamp does here.

Payment Methods 78

Payment Methods Payments SaaS Payments Merchant Services 78

SaaStr

APRIL 2, 2021

Jamin Bell of Altimeter Capital has a great Substack looking a lot of SaaS and Cloud metrics. First, what are public SaaS companies worth today (after a modest pull back?). Since these are all public companies, they are all by definition Great SaaS Companies. Do that, and you are a growth stock with a high revenue multiple.

Startup 261

Startup Revenue SaaS Cloud 261

SaaStr

FEBRUARY 18, 2022

Sales-driven SaaS startups end up with about half their headcount in sales and marketing. One thing that sneaks up on you in SaaS is just how many sales, marketing and revenue professionals you are going to need: First it sneaks up on you in the early days because the initial tiny team become so efficient. Sales doesn't.

Scale 343

Scale Sales Hiring Scaling Headcount 343

SaaStr

DECEMBER 30, 2022

DigitalOcean has done that and grown beyond $150M in revenue in Q3 2022. Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, joined us at SaaStr Scale to discuss how businesses can serve SMBs and still bring in large numbers of revenue. . Market understanding.

Scale 205

Scale Scaling Revenue Enterprise 205

Totango

JUNE 8, 2022

Recurring revenue models have taken over the world. OK, maybe not the world, but they have become an increasingly important factor these days for helping SaaS companies understand whether their products and services are keeping customers engaged and delivering value, so they can prevent churn, increase expansion and earn higher valuations.

Scale 87

Scale Scaling Revenue Customer Success 87

SaaStr

MARCH 1, 2021

Collin Cadmus, ex-VP of Sales of Aircall, has put together a new podcast on SaaS revenue. While there are plenty of SaaS podcasts these days ;), there aren’t that many from practitioners who took a SaaS leader to $40m+ ARR. It’s pretty good.

Sales Hiring 157

Sales Hiring Scale Scaling Revenue 157

USIO

APRIL 22, 2024

SaaS companies are continually seeking innovative strategies to not just maintain but amplify their growth trajectory and increase revenue. Integrating efficient payment systems along with offering revenue share will significantly impact a SaaS company’s revenue streams and overall expansion.

Payment Services 130

Payment Services SaaS Payments Payment Solutions Payments 130

SaaStr

SEPTEMBER 2, 2023

So there’s a question I’ve had for some time in SaaS: does high NRR really equal higher growth? Yes, most of the best in SaaS have high NRR, at least once they are public. SaaS Capital asked this question among some other great ones of 1,500 private SaaS companies here. This wasn’t obvious to me.

Startup 257

Startup SaaS SMB Banking 257

Andreessen Horowitz

AUGUST 4, 2020

Today, about 90% of public SaaS companies and the 2019 Forbes Cloud 100 have subscription-based revenue models. Now new fintech infrastructure companies have made it possible for SaaS businesses to add financial services alongside their core software product.

Scaling 145

Scaling SaaS Cloud Subscription 145

SaaStr

MARCH 7, 2022

Dear SaaStr: Are Any SaaS Companies Really Profitable? SaaS companies can be quite profitable, but most these days that are able to raise capital tend to … take their time getting there. Let’s look at a few amazing examples:: Zoom generates $2 Billion in free cash flow on $4 Billion in revenue. All on profits.

Scale 297

Scale SaaS Scaling Revenue 297

SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

Scale 236

Scale Sales Hiring Technical Advisors Scaling 236

SaaStr

FEBRUARY 1, 2022

We’ve been doing the 5 Interesting Learnings at SaaStr for quite a while, looking at many of the public SaaS leaders and pulling out the top learnings for founders and SaaS execs. And that challenge some of your assumptions on how to scale. 80% of Datadog’s revenue at $1.2B Word-of-mouth can scale forever.

Scale 350

Scale SMB SaaS Scaling 350

SaaStr

NOVEMBER 24, 2020

Thanks to our partners and sponsors we have been able to take our events digitally – bringing together SaaS industry experts from across the world. Check out the low down on our sponsors for SaaStr Scale who are helping to make this event happen. It is the last SaaStr event of 2020 and it sure has been a wild ride. Freshworks.

Scale 250

Scale Scaling Outsourced Development compliance 250

User Pilot

NOVEMBER 5, 2023

Wondering how to scale customer success in SaaS and drive product growth ? If you’re a leading SaaS company, you know that growth is directly tied to helping customers achieve their desired outcomes. An effective customer success team can, thus, drive revenue growth, reduce churn, and increase customer satisfaction.

Scale 92

Scale Customer Success Scaling SaaS 92

SaaStr

FEBRUARY 1, 2024

Dear SaaStr: What Is The Ideal Size For a SaaS Marketing Team? The ideal size of a SaaS marketing team until you are at $10m+ ARR is the size that is accretive. Done right, it’s a top revenue-generating and pipeline accelerating strategy. The best growth and demand gen marketers earn their own BDRs as they scale.

Scale 241

Scale Marketing SaaS Scaling 241

SaaStr

JULY 13, 2022

Co-founder and CEO of Insider , Hande Cilingir, talks about what it takes to write a successful revenue growth story. She draws from personal experience scaling a global product company to $1B and shares common mistakes. SaaS is a fast-paced industry. Only go-getters survive in the SaaS marketplace.

Scale 227

Scale Sales Hiring Revenue Marketplace as a Service 227

SaaStr

AUGUST 25, 2023

So we’ve been saying for a while that the back half of 2024 could be good for SaaS IPO s, we just needed a few of the break-out winners to IPO to get the engine rolling again. The SaaS IPO window really closed in late 2021 with HashiCorp as the last great one to IPO in December 2021. million for the year ended December 31, 2022.

SaaS 227

SaaS Engineering Scaling B2B 227

SaaStr

JANUARY 27, 2024

Dear SaaStr: What is The Average Ratio of Support Staff to Customer Count in SaaS? Typically support consumes about perhaps 5%-7% of your revenue at scale (excluding customer success) in most SaaS models. And that leaves you at the 75%-85% gross margins traditional SaaS companies have. appeared first on SaaStr.

Azure 227

Azure AWS SaaS Customer Success 227

SaaStr

JANUARY 5, 2024

For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR. Ashley joined Brex at $2M in ARR, and she was tasked with taking what existed and scaling it. Some businesses set up a revenue target that is out of an individual rep’s control.

Sales Hiring 255

Sales Hiring Sales Recruiting Scale Outbound Sales Team 255

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. In other words, customer success is any function or group creating conditions for future revenue.

Sales Hiring 244

Sales Hiring Customer Success Scaling Construction 244

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 228

Scale Scaling Software Review Operational efficiency. 228

SaaStr

APRIL 8, 2023

Over the years, we’ve done just an incredible number of deep dives, AMAs, and more with many of the best CROs and VPs of Sales in SaaS! From Atlassian to Zoom to Cloudflare to Bill and More! appeared first on SaaStr.

Scale 259

Scale Sales Hiring SMB SaaS 259

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. Prakash Raina, Co-Founder of Subskribe, and Leslie Hui, VP of Accounting Operations and Finance Transformation at Okta, break down the secrets to unifying SaaS teams, processes, and systems. Era 2, SaaS 2.0:

Scale 206

Scale Finance Sales Hiring Scaling 206

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. But — they are broken if you aren’t really a traditional, 100%+ NRR SaaS company. In particular: Hybrid SaaS with payments and fintech usually has far, far lower gross margins than pure software. It depends.

SaaS Payments 210

SaaS Payments Metrics Payments SMB 210

SaaStr

OCTOBER 11, 2023

Monday has gone from $7m in 2017 to over $700m in revenue today, showcasing the sheer power of compounding revenue. Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Big Brain was an internal tool to track revenue, marketing expenses, and usage of the product.

Scale 164

Scale Sales Hiring Scaling Banking 164

SaaStr

APRIL 24, 2022

BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. A SaaS Founder’s Guide to PR. The Private Equity Math of 1+1=3 in SaaS Acquisitions. Navigating the CRO and CMO Relationship with G2 and SalesLoft: Mike Weir, Chief Revenue Officer, G2; Steve Goldberg, Chief Revenue Officer, SalesLoft; Amanda Malko, CMO, G2.

Sales Hiring 276

Sales Hiring Revenue Scale SMB 276

SaaStr

MARCH 20, 2024

At SaaStr Miami, former Founder’s Fund Partner and CRO of Brex Sam Blond — host of the SaaStr CRO Confidential Podcast — sat down with SaaStr CEO and founder Jason Lemkin for a fireside chat about finding success as a SaaS company in 2024. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 261

Sales Hiring Sales Recruiting Scale Headcount 261

SaaStr

NOVEMBER 8, 2022

You know what’s back in fashion today in SaaS? And that’s a lot rarer in SaaS. But so many SaaS leaders aren’t really profitable at $1B ARR even, Why not? And it’s not just public SaaS companies that are often struggling to get profitable. I’m an investor in maybe 30 SaaS startups. So is SaaS cursed?

Scale 280

Scale SaaS Banking AWS 280

SaaStr

OCTOBER 17, 2023

If you’ve raised venture capital, you know net revenue retention is important. 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. In SaaS, you have three ways to make that curve stand out.

Scale 164

Scale Sales Hiring Customer Success Scaling 164

SaaStr

FEBRUARY 15, 2022

In SaaS, there are a lot of great “rules” that do make sense overall but can be confusing or borderline misleading at times. But maybe not while you are scaling, you can often afford to invest more if you have funding. This is pretty much where most of us end up at, at scale. More on that below. . >>

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Scale Customer Success Sales Hiring Scaling 250