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. It’s a very flexible software that allows everyone to build their own solution.

Scale 169

Scale Sales Hiring Scaling Banking 169

SaaStr

MAY 5, 2022

What are some of the foundational ways sales leaders can think about building their sales teams as their company continues to expand and grow? There’s no shortage of ways to tackle this challenge, but one thing is clear: build sales teams thoughtfully and intentionally. Principle #1: Ownership is Key.

Scale 206

Scale Sales Hiring Scaling Sales 206

Payrix

MAY 14, 2024

When it comes to software, success doesn’t hinge on innovation alone. No one knows this better (or more intimately) than a software company Chief Revenue Officer (CRO). Adam Tesan, CRO at Worldpay for Platforms, is a seasoned executive leader with decades of experience in sales, marketing, and revenue in the software space.

Payments 130

Payments Payment Services Payment Solutions SaaS Payments 130

SaaStr

NOVEMBER 25, 2022

Scale-ups are exciting. Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. On top of considerable dedication, creating a scale-up requires a functional edge—a unique and unreplicable capability compared to the players in the industry.

Scale 214

Scale Scaling Marketplace as a Service Entrepreneurship 214

SaaStr

NOVEMBER 24, 2020

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. Listen to The 3 Secrets to Unlocking Revenue Through Customer Trust with GuideCX on December 9 at 8 AM PST.

Scale 238

Scale Scaling Outsourced Development compliance 238

SaaStr

APRIL 4, 2023

CIPIO Partners is a pan-European growth equity firm and early growth investor, primarily in software and software-enabled models. How CAC targets drive GTM strategies: If Your CAC Target Is Low You’ll likely focus on small-to-medium businesses and use tools like inbound sales and low-touch or no-touch self-service.

Scale 218

Scale Strategy Scaling Outbound Sales Team 218

SaaStr

JANUARY 6, 2021

How do you scale a company based that can be collaborative for everyone in your org — from finance to marketing? Ultimately, they developed a more hybrid sales approach because there are good parts to each experience. Lastly, as a platform business, he had to avoid the temptation to optimize visible, short-term metrics such as revenue.

Scale 195

Scale Software Review Scaling Sales Hiring 195

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. The Perfect Storm Established in 1962, OMERS Equity has built an impressive software portfolio, including companies like Skillshare, Shopify, Hopper, and GitLab. Sign up for free.

Scale 211

Scale Scaling Software Review Operational efficiency. 211

Chart Mogul

JULY 28, 2023

Four experts from the SaaS world sit down to discuss sales tech stacks, evolving your sales team, and some common mistakes organizations make building sales teams and purchasing software. ChartMogul’s very own VP of Sales, Sara Archer heads the panel discussion.

Scale 52

Scale Sales Hiring Scaling Sales 52

SaaStr

FEBRUARY 9, 2021

In today’s SaaStr podcast episode, Harry Stebbings sits down with Ryan Bonnici, Chief Marketing Officer at Whereby to chat about how to market at scale. Prior to joining Whereby, a browser-based video meeting platform, Bonnici was previously CMO of the world’s leading software review platform G2.com Harry Stebbings.

Scale 162

Scale Scaling Sales Hiring Marketing 162

SaaStr

JANUARY 5, 2022

So far in FY2022, 62% of our total revenue came from customers with more than one Box product, up from 57% in FY2021. Every customer-facing team is on the renewals team: customer success, sales, product, customer support, marketing, and of course, renewals. Improvements for a sales team and process are a ‘no finish line’ business.

Scale 257

Scale Scaling Sales Hiring Software Review 257

SaaStr

FEBRUARY 24, 2023

Doug Pepper, General Partner at ICONIQ Growth, has invested in software and SaaS companies for 22 years, from seed to growth stage. They initially double their ARR each year in scaling post $10M. On the other hand, the sales expenses form a larger share of operating expenses as the GTM motion is leveraged.

Scale 195

Scale Sales Hiring Scaling Venture Capital 195

Clouded Judgement

APRIL 26, 2024

Every week I’ll provide updates on the latest trends in cloud software companies. For software, all eyes were on Azure - which grew 31% YoY (ahead of expectations closer to 29%). So the overall Azure quarterly revenue figure is already not entirely spot on. Follow along to stay up to date!

Azure 177

Azure Cloud Software AI 177

Clouded Judgement

MARCH 22, 2024

Every week I’ll provide updates on the latest trends in cloud software companies. 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. Follow along to stay up to date! This analysis does two things.

AI 183

AI Revenue Cloud Technical Advisors 183

SaaStr

FEBRUARY 27, 2023

Additionally, they had to figure out how they would sustain the revenue stream to retain the staff. Their first step to achieving this was hiring a sales leader to build a sales team. They also hired a VP of Partners who knew how to scale B2B software. Prioritize customer and employee satisfaction.

Scale 184

Scale Sales Hiring Sales Recruiting Scaling 184

SaaStr

NOVEMBER 12, 2023

At least, those of us who haven’t done software sales before, and have a low-ish price point and run an all in-bound model. A bad sales rep will break a deal here trying to maximize his commission. But a good one will learn the prospect actually needs 60 seats — and close 60. Tripling the revenue from this customer.

Scale 221

Scale Revenue Sales Pricing 221

FastSpring

APRIL 18, 2024

For many SaaS and software companies, international sales are a key part of their growth trajectories. 4 ways a comprehensive, localized pricing strategy can lead to higher profits. FastSpring utilizes automatic currency conversions to drastically simplify this process for SaaS and software companies.

Payment Methods 78

Payment Methods Payments SaaS Payments Merchant Services 78

SaaStr

MAY 8, 2024

As a SaaS veteran who built and sold a software company for nine figures, invested in startups since 2013, 10x-ing his fund, and continues to build a powerhouse community of SaaStr fans, he offers some hot takes on the communities’ burning questions. “I Sales is much harder than in 2021. How Does That Impact Sales and Marketing?

Metrics 203

Metrics Scale Sales Hiring SaaS 203

SaaStr

MARCH 10, 2020

Rely on your success, know you are doing something right and scale faster. That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. I’m Chief Revenue Officer at Flexport. We’ve scaled it pretty far pretty quickly. FULL TRANSCRIPT BELOW.

Scale 202

Scale Sales Hiring Sales Recruiting Scaling 202

Clouded Judgement

JULY 21, 2023

Every week I’ll provide updates on the latest trends in cloud software companies. Subscribe now Are Software Companies Bad Businesses? There was some talk last week on the All-In podcast about software companies. The gold standard for all public software companies is GAAP net income in the fullness of time.

Cloud 130

Cloud Software Sales Hiring Scale 130

SaaStr

AUGUST 13, 2023

Billion in ARR An Underused Strategy: Truly High Value Drip Marketing to Prospects 10+ Of The Most Common Mistakes in Early SaaS Sales (Updated) 30+ SaaS CEOs Share The Signs Their First VP of Sales … Just Wasn’t Going to Work Out (Updated) Top Podcasts This Week: 1. SaaStr 677: MongoDB at $1.5

Scale 233

Scale Churn Scaling Metrics 233

Clouded Judgement

APRIL 11, 2024

Is Software Rebounding? It looks at the YoY dollar change in quarterly revenue from the hyperscalers (just looking at Azure / AWS because the data goes back further) going back a few years. Q4 Revenue Relative to Consensus Estimates Now let’s dive in to the financial results of Q4 starting with revenue.

Cloud 177

Cloud Software Azure AWS 177

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. If they are just saying the wrong things to customers and prospects. Be present.

Scale 222

Scale Sales Hiring Sales Recruiting Sales 222

ChurnZero

JANUARY 26, 2022

82% of marketers say that “active customer retention” is one of the most important objectives for their CRM team , leading many Marketing and Customer Success team members to seek out new ways to understand customer pain points and improve the customer experience. In Marketing and Sales, personalization is the key to building relationships.

Scale 97

Scale Churn Scaling Retention 97

SaaStr

MAY 3, 2024

YCombinator recently put out its list of its Top 50 YC companies of all time based on revenues. Flock Safety: “How to Build out a Sales Org from 0 reps to ~100 in 18 months | FlockSafety ‘s CEO Garrety Langley” This was a fun one as Flock Safety was rapidly scaling. More than half of them, in fact!

Scale 197

Scale Sales Hiring Scaling Innovation 197

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 191

Scale Marketplace as a Service Cloud SaaS Payments 191

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. But it all breaks at scale much higher than that. Close a million, make $200k.

Scale 304

Scale Venture Capital Sales Hiring Sales 304

Totango

SEPTEMBER 22, 2023

, we’re accelerating the motion to customer success-led growth by introducing two new partnerships and nine technology integrations into the Totango software and ecosystem. Retention increases when customers get results, leading to increased purchasing and ultimately boosting enterprise revenue growth.

Enterprise 115

Enterprise Revenue Scale Innovation 115

SaaStr

FEBRUARY 15, 2024

Metronome is a cutting-edge billing infrastructure company designed to support the rapid growth and adaptability required by modern software companies. Enterprise software–at all stages and check sizes–with a focus on SaaS, Security, Infrastructure and, of course, with an integrated AI strategy. And how big is your current fund?

Scale 226

Scale Software Review Payment Features AI 226

Buffer Resources

AUGUST 16, 2023

However, scaling a business into a seven-figure enterprise is a completely different ball game altogether. So, how could these startups scale while others struggled to find their footing? So how did I scale my PR agency to a coveted seven-figure powerhouse? To scale and truly stand out, I needed to niche down.

Scale 85

Scale Scaling Strategy Social Media 85

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Erica Schultz, Chief Revenue Officer @ New Relic. FULL TRANSCRIPT BELOW.

Scale 175

Scale Enterprise Scaling Sales Hiring 175

Intercom, Inc.

JULY 11, 2019

If you’re a leader, he says, don’t try to scale your job. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Here are five quick takeaways: Most sales and support teams talk about their jobs as a funnel. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Intercom, Inc.

APRIL 22, 2019

His new venture focuses on creating a central knowledge network for scaling businesses so that employees aren’t wasting hours by chasing down important resources and company history scattered across a host of apps like Google Docs, SharePoint sites, Evernote and more. Collaboration pains increase as you scale. Short on time?

Scale 156

Scale Scaling AI Search Underperforming Technical Team 156

Blulogix

APRIL 9, 2024

By BluLogix Team Mastering the Art of Complex B2B Recurring and Subscription Billing: Integration and Automation: Scaling Your Business Efficiently In subscription-based business models, particularly those operating within the digital space, managing digital inventory emerges as a critical yet complex task.

Scale 52

Scale Subscription Payment Features B2B 52

Clouded Judgement

DECEMBER 21, 2023

Subscribe now Is Software Rebounding? This is the first quarter we’ve heard that message, and a good leading indicator for the rest of the software buying universe. Q3 Revenue Relative to Consensus Estimates Now let’s dive in to the financial results of Q3 starting with revenue.

Cloud 177

Cloud Software Benchmarks Retention 177

OpenView Labs

FEBRUARY 9, 2021

Software buying has evolved. Long gone are the days of executives choosing software for their employees based on IT compatibility or KPIs. Employees now find their preferred software products and start using them, usually for free. Public usage-based companies are trading at a 50% revenue multiple premium over their peers.

Scale 98

Scale Pricing Scaling AWS 98

SaaStr

FEBRUARY 11, 2022

Being a product leader is different at every company, and learning to lead at every company can widely vary. He’ll walk through foundations, learnings, and challenges, pulling insights and experiences from the top product leaders in software. Carly Brantz scaled marketing at SendGrid to grow company revenue from $5M to $200M.

Scale 215

Scale Sales Scaling Startup 215