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 235

Scale Marketing SaaS Scaling 235

User Pilot

JULY 4, 2023

Read on to discover how to cross the chasm and scale your technology company. There are five segments in the technology adoption lifecycle: Innovators; Early adopters; Early majority; Late majority; Laggards; Some strategies to crossing the chasm include: Create a buzz to help attract the right technology enthusiast to your product early.

Scale 83

Scale Scaling Technical Review SaaS 83

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 199

Scale Finance Sales Hiring Scaling 199

SaaStr

APRIL 1, 2023

The 4 things you need to win as a SMBTEch startup are: Efficient GTM Commitment to customer success Product strategy that drives strong net dollar retention and grows your existing customer base Patience Of course, this is by no means comprehensive. Know Your Customer and be choosy as you scale. Building community can be a superpower.

Scale 197

Scale SMB Merchant Services Payment Methods 197

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 200

Scale Scaling SMB Marketing 200

SaaStr

SEPTEMBER 29, 2023

One of the open secrets behind a lot of great SaaS companies is going multi-product. Any startup in any reasonable category likely has dozens of competitors, and Altman believes the best strategy to compete in 2023 and beyond is multi-product. This showcases a narrow segment of a niche market, and it’s missing a lot of startups.

Scale 231

Scale Scaling Startup Sales Hiring 231

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 243

Scale Scaling Outsourced Development compliance 243

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. Measuring the success of any SaaS function requires a solid understanding of both objectives and metrics.

Sales Hiring 239

Sales Hiring Customer Success Scaling Construction 239

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

DECEMBER 2, 2023

Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? The sales-driven SaaS companies that are very capital efficient generally end up at 4x-5x or greater as a ration of average quota attainment / average OTE. If you can raise a ton of capital, it’s one strategy to win and crush the competition.

Sales Hiring 224

Sales Hiring Scale B2B Sales 224

SaaStr

MAY 4, 2022

Roughly — very roughly — you want to be multiproduct in SaaS by the time you have 10,000 customers. So a top theme across SaaStr CEO interviews since 2017 or so, and across our 5 Interesting Learnings series with public SaaS companies, is … when should you go multi-product? For enterprise, this could be $300m-500m in ARR.

Scale 251

Scale SaaS SMB Scaling 251

SaaStr

DECEMBER 14, 2022

Yamini Rangan, CEO at HubSpot, has many insights on how to serve SMB customers at scale. In 2022, SMBs have had to develop strategies that drive the most value and be more efficient with their capital. So when it comes to portioning your budget to the long tail, you need to have a clear strategy for allocating your finite resources.

Scale 224

Scale SMB Scaling Innovation 224

User Pilot

MAY 2, 2024

You will also learn how to build a retention strategy, what metrics to track, and 10 bulletproof retention tactics for SaaS companies. It’s crucial for SaaS businesses because it drives revenue growth, increases customer lifetime value , reduces customer acquisition costs , and fosters positive word-of-mouth marketing.

Retention 65

Retention Metrics Strategy Scale 65

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

FastSpring

APRIL 11, 2022

What’s the ideal number of subscription tiers for a SaaS company? That’s not what we found when we studied the pricing plans of 50 best-in-class SaaS companies for our 2022 pricing pages report. From Zero to 23 Plans, Best-in-Class SaaS Companies Customize Their Subscription Options. And their packaging varied just as much.

SaaS Payments 123

SaaS Payments Pricing Strategy Scale 123

SaaStr

JULY 18, 2023

Hypergrowth in today’s highly competitive and budget-constrained SaaS world may be less frequent now, but Vanta, the software tool empowering security companies to achieve compliance and manage risk, has defied the odds. It’s attainable by following some ground rules to build a SaaS business.

Strategy 216

Strategy Scale Sales Hiring Startup 216

SaaStr

OCTOBER 12, 2022

Every company moves through different growth phases, and eventually, the focus, strategy, and motions for growth must change alongside the business. Dave McJannet, CEO of HashiCorp, shares from his wealth of experience to reveal the secrets to building and expanding SaaS companies the right way. Early Scale. Repeatability.

Scaling 207

Scaling Leadership Startup Product Marketing 207

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!

Scale 252

Scale Sales Hiring SMB SaaS 252

SaaStr

SEPTEMBER 16, 2022

After finding success in their home country, many SaaS founders begin to think globally, considering expansion into the international markets. However, global growth is challenging, and it takes the right strategy, preparation, and business model to achieve it. Or do you actually have something worth scaling?”.

Scale 205

Scale Scaling Sales Hiring Marketing 205

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 254

Sales Hiring Sales Recruiting Scale Headcount 254

FastSpring

SEPTEMBER 16, 2022

You may already be thinking about ways to reduce your expenses and shift your overall growth strategy. And Kurt believes that iterative pricing can be a highly effective strategy during volatile markets. Schedule a demo to learn how we can help you scale across borders to go farther faster. But what about pricing?

Pricing 118

Pricing Payment Solutions Payment Services SaaS Payments 118

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 79

Scale Scaling Strategy Social Media 79

User Pilot

MAY 31, 2023

Analyzing survey data plays a critical role in the success of any SaaS business. Nominal scale questions The nominal scale questions categorize or identify objects without any inherent order or numerical value. Creating nominal scale questions in Userpilot. These questions often involve rating scales.

Data Analysis 86

Data Analysis Scaling Artificial Intelligence Data 86

SaaStr

APRIL 26, 2023

The customer marketing journey in SaaS is like rock climbing minus the risk of potential death. But you’re falling, dodging, climbing, and hoping to scale the top of a mountain. It’s the #1 thing SaaS companies do the least of, that they should be doing far more of. That’s how you want to think about scaling 1:many.

Scale 215

Scale Strategy Marketing Education 215

Chart Mogul

OCTOBER 20, 2023

Our data shows that average SaaS companies take almost three years to reach the $1M ARR mark. Our data shows that average SaaS companies take almost three years to reach the $1M ARR mark. At least you don’t have a scale disadvantage. Hitting $1M in ARR is a huge milestone. In short, growth starts to plateau.

Scale 52

Scale Scaling Headcount SaaS 52

Totango

NOVEMBER 5, 2021

Getting Started: Tips for Implementing an Effective Customer Engagement Strategy. What were the main challenges you found when implementing a digital strategy? . Do you differentiate touchpoints and strategies for the key stakeholders versus lower-level individual users? What may work for SaaS, may not work for another industry.

Scale 110

Scale Engagement Scaling Strategy 110

SaaStr

NOVEMBER 3, 2023

Toast is the latest SaaS leader to get much more efficient in the past 12-18 months, along with monday.com, HubSpot, MongoDB, and many others. It’s not only rare(r) to see such explosive growth by a SaaS company, but to also watch Jonathan’s exciting career growth at the more senior levels within a hyper-growth company.

Payment Methods 193

Payment Methods Acquisition Scale Payments 193

Totango

AUGUST 25, 2022

Six Customer Engagement SaaS Strategies That Work. For software service providers, customer engagement SaaS strategies play a central role in a successful business model. In this article, we’ll offer some tips for a winning customer engagement SaaS strategy. What Is SaaS Customer Engagement?

Engagement 96

Engagement Strategy SaaS Scale 96

Entrepreneur - SaaS

SEPTEMBER 16, 2022

SaaS competition is growing, making it hard to land new customers. Learn how to get over your dry spell and flood your sales pipeline with more prospects.

Scale 88

Scale Scaling B2B SaaS 88

SaaStr

FEBRUARY 6, 2021

Bootstrapping in SaaS it isn’t that hard, per se. Take a look at our great deep-dive discussion with Ryan Smith, CEO of Qualtrics here: There are generally a handful of common characteristics though that make Bootstrapping to Scale work in SaaS: First, it takes much longer, usually, to get to to Initial Scale ($10m ARR).

Sales Hiring 361

Sales Hiring Venture Capital Scale SaaS 361

User Pilot

APRIL 18, 2023

In SaaS, customer success is needed to ensure that your customers achieve their desired outcomes with your product and become loyal advocates for your brand. But how do you create a customer success strategy that works? In this article, we’ll show you how to build an effective customer success strategy that drives SaaS growth.

Customer Success 94

Customer Success Strategy Customer Lifetime Value SaaS 94

SaaStr

NOVEMBER 17, 2023

So one thing that has exploded in SaaS in the past decade is the role of Private Equity buying both public SaaS companies (to take them private, “fix” some metrics, and IPO or sell them again), and generally later-stage private SaaS companies. They are generally looking for good but not great deals.

AWS 246

AWS SaaS Pricing Acquisition 246

Tom Tunguz

AUGUST 28, 2021

Should you price your SaaS per seat or per use? Many people think of pricing as monetization, but just as important to think through it as an acquisition strategy. If your costs are material and scale with usage like Twilio, then usage based pricing aligns your costs with your customers' spend. Value/ Usage. Intermittent.

Pricing 268

Pricing Strategy Startup Scale 268

User Pilot

AUGUST 2, 2023

A customer engagement strategy can be the difference between positive and negative growth for your SaaS. This article shows you practical strategies to drive high engagement for your SaaS, boosting retention and revenue as a result. Decide on customer engagement strategies to implement at each touchpoint.

Engagement 81

Engagement Strategy SaaS Customer Lifetime Value 81

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

MARCH 7, 2023

PST, to unveil the data behind effective scaling. A Look Back At 2022 Performance ICONIQ Growth leverages quarterly operating and financial data from 92 enterprise SaaS companies. What are companies doing today to scale efficiently? It was a tough growth environment, but it feels like it’s changing in 2023.

Outsourcing Services 164

Outsourcing Services Scaling Venture Capital Forecasting 164