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. Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR.

Scale 242

Scale Sales Hiring Scaling Outsourced Development 242

SaaStr

OCTOBER 22, 2021

The topic of scaling is central to the mission of SaaStr: “Our goal is to help everyone get from $0 to $100m ARR with less stress and more success.” ” SaaS is not the right industry to aim for incremental, low single-digit revenue growth. Video: HE RE. Video: HERE. Video: HERE. Video: HERE. Video: HERE.

Scale 343

Scale Scaling Customer Success Strategy 343

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? The median startup with between 1-5M in ARR will have 12 engineers, 6 in sales and 3 in marketing.

Scale 353

Scale Scaling Sales Hiring Software Review 353

SaaStr

JANUARY 24, 2024

Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. From a GTM execution standpoint, they weren’t focused.

Scale 236

Scale Sales Hiring Scaling Revenue 236

SaaStr

DECEMBER 13, 2021

It’s a bit of a bummer than oftentimes, once you finally hire a few great VPs at $1m, $2m, $3m ARR … and they do a great job … that they then don’t scale. A few signs I see again and again of VPs that can’t scale beyond $5m-$10m ARR: Lack of organization. But it doesn’t scale. Fear of Large Numbers.

Scale 351

Scale Sales Recruiting Scaling Sales Hiring 351

SaaStr

JUNE 14, 2023

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. Finally, he understood what was needed to scale a business. When you have the courage to be bold, people will take you seriously.”

Scale 216

Scale Artificial Intelligence Technical Review Software Review 216

SaaStr

FEBRUARY 22, 2022

As you scale up a business, you’ll see an increase in demand for product, followed by an inevitable increase in sales. But how should you proceed when it comes to scaling your sales team? 5 ways to scale your SaaS and sales team. 5 ways to scale your SaaS and sales team.

Scale 239

Scale Sales Hiring Scaling Sales 239

SaaStr

NOVEMBER 28, 2022

Dear SaaStr: What Are Some Signs That Your SaaS Marketing Programs Won’t Scale Well? Most SaaS companies, once they have a mini-brand, start to get some amount of organic, “free” leads. Most SaaS companies, once they have a mini-brand, start to get some amount of organic, “free” leads.

Scale 230

Scale Scaling Marketing SaaS 230

SaaStr

APRIL 5, 2022

Q: Dear SaaStr: What are Some Common Decisions SaaS Startups Make that Hurt Their Ability to Scale? The problem here is that instead of hiring an accretive resource, you hire a cost center than can’t deliver sales/leads/upsells. More here : 12 Things You’ll Look Back On in SaaS … And Regret.

Scale 248

Scale Sales Hiring Scaling Startup 248

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? Ways to scale that don’t include rampant inefficiency and burn. You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too.

Scale 263

Scale SMB Sales Hiring Sales 263

User Pilot

JANUARY 17, 2024

Scaling SaaS is not for the faint of heart. If you do not scale, you will be unable to reach a new pool of customers and your competitors will leave you in the dust. If you scale prematurely, you may struggle to satisfy customer expectations. Provide the necessary training for your sales teams.

Scale 93

Scale Scaling SaaS Underperforming Technical Team 93

SaaStr

MARCH 1, 2023

Building a sales team that can sustain the exponential SaaS growth needs an expert’s opinion for more granular insights. This stage requires you to embrace governance, lean into the discomfort of leading a successful company, and maintain a positive relationship with your board. The next challenge? Embrace governance.

Scale 223

Scale Scaling Government Software Review 223

SaaStr

JANUARY 8, 2022

Scaling your sales team can be one of the hardest things to do in SaaS. How can SaaS companies retain BDR/ SDR talent? What’s the best way to help your sales team navigate today’s changing markets and changing priorities? And what’s the right time to fill crucial sales leadership roles?

Scale 244

Scale Sales Recruiting Sales Hiring Scaling 244

SaaStr

SEPTEMBER 29, 2023

One of the open secrets behind a lot of great SaaS companies is going multi-product. Naturally, demand is going to lead to a ton of supply. Think about the growth curve inflecting more at the top of the funnel with more leads. And almost all of it was lifted by better conversion rates and more leads. That’s unbelievable!

Scale 241

Scale Scaling Startup Sales Hiring 241

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 acquiring customers consistently.

Scale 236

Scale Sales Hiring Technical Advisors Scaling 236

SaaStr

AUGUST 10, 2023

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups.

Scale 195

Scale Scaling Sales Hiring Cloud 195

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

JANUARY 24, 2021

“My CEO Told Me To Stop Selling So Much” Recently, I met with a sales leader I’ve known for years, and he told me The Most Curious Story. His SaaS CEO asked him to stop selling so much. The freemium ones really have no acquisition costs at this point (the main lead source is mini-brand). Balance Sheet Rule.”

Scale 336

Scale Sales Hiring Scaling Construction 336

SaaStr

NOVEMBER 10, 2020

Our Roundtable Sessions are now live and available to add to your schedule from the SaaStr Scale Agenda. . Join us on Tuesday, December 8th for a full day of interactive Roundtable and Networking Sessions across three tracks – Marketing, Sales, and Product / Customer Success – before the keynotes the next day. .

Scale 257

Scale Scaling Sales Hiring Consulting 257

SaaStr

OCTOBER 25, 2023

Each year, tens of thousands of SaaS fans attend SaaStr Annual. For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Let’s jump right into the questions.

Scale 250

Scale Sales Hiring AI Sales Recruiting 250

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. 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

DECEMBER 6, 2022

When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. As your SaaS company reaches hypergrowth, you’ll need to adapt your risk management strategies to keep up. Brex and Alloy are two companies that have both achieved hypergrowth. Risk Management Evolves As You Grow.

Scale 244

Scale Scaling compliance Forecasting 244

SaaStr

NOVEMBER 28, 2021

We’ve had some legendary SaaS greats over the years. From the very first episode with Tiago Paiva, Founder, and CEO of now $10B Talkdesk to Mark Roberge, our most downloaded podcast episode of all time , our podcast has been host to the very best in SaaS since 2016. You never get to spend less time in sales as a SaaS CEO.

Scale 196

Scale Sales Hiring Sales Recruiting Scaling 196

SaaStr

FEBRUARY 1, 2024

As companies scale, they evolve, so how should marketing evolve accordingly to add maximum value? PST, Kady shares the ten things that change in marketing as you scale. PST, Kady shares the ten things that change in marketing as you scale. The reality is that a lot of things change as we scale. The answer isn’t simple.

Scale 202

Scale Scaling Sales Hiring Marketing 202

SaaStr

JULY 29, 2022

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. Subsidizing a little bit of hardware in the early days of SaaS isn’t that big deal. Jason Lemkin: Okay. Times are good.

Scale 226

Scale Scaling Sales Hiring Enterprise 226

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. But maybe in SaaS and B2B things are pretty good. This morning, a pretty slow growing player, Ping Identity, slow to move to SaaS, slow to move to the cloud, struggled in some ways to compete with Okta and others, was acquired for 2.3

Scale 221

Scale Sales Hiring Scaling VP of Engineering 221

SaaStr

OCTOBER 17, 2023

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. Your selling team will 3x, and sales will become codified. Renewals.

Scale 161

Scale Sales Hiring Customer Success Scaling 161

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 211

Scale Finance Sales Hiring Scaling 211

SaaStr

DECEMBER 2, 2023

Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? Where, roughly speaking, each sales rep brings in at least 4x-5x the total compensation they take out. Where you burn a ton of cash is “buying” sales. Shoving sales reps into segments where you don’t have enough leads / enough demand.

Sales Hiring 234

Sales Hiring Scale B2B Sales 234

SaaStr

JANUARY 16, 2023

To convert an idea into a successful venture, startups need to be equipped to scale. Mike Wiacek, CEO at Stairwell, Mo Jebrini, CTO at Mashvisor, and Michael Ermolenko, CTO at Inworld.ai, discuss with Helene Ambiana, Global SMB and Startups Marketing Director at Google Cloud, how they overcame the hurdles of scaling and reached their goals.

Scale 212

Scale CTO Hire Cloud Scaling 212

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. They kept doing it after the economy changed, and they also scaled it. It’s cheap.

Scale 161

Scale Sales Hiring Scaling Banking 161

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 252

Scale Scaling Outsourced Development compliance 252

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Sales Hiring 257

Sales Hiring Sales Recruiting Scale Outbound Sales Team 257

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. But before the years of rapid scaling, it took the company a little while to hit its stride. What Did WorkRamp Do Differently to Scale? You Should Have an 80%+ Gross Margin in SaaS.”

Scale 212

Scale Scaling SMB Marketing 212

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. Sales is much harder than in 2021. How Does That Impact Sales and Marketing?

Metrics 219

Metrics Scale Sales Hiring SaaS 219

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Scale 269

Scale Sales Hiring Sales Marketing 269