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CEO Dave McJannet shared his systemic approach to scaling companies through distinct growth phases. After nearly two decades building infrastructure companies from zero to IPO, Dave has distilled the repeatable patterns of successful scaling into a framework that works across any B2B SaaS business. Major systems reengineering needed.
The Great Spending Showdown: AI vs SaaS in 2025/2026 — What Every B2B Leader Needs to Know We’re witnessing the most dramatic shift in enterprise tech spending since the cloud migration began 15 years ago. Meanwhile, SaaS — our tried-and-true darling — is projected at $295 billion with a “mere” 18.4% year-over-year.
The answer is to engage a trusted outside source for a Technical Review – a deep-dive assessment that provides a C-suite perspective. At TechEmpower, we’ve conducted more than 50 technical reviews for companies of all sizes, industries, and technical stacks. A technical review can answer that crucial question.
The success rate for executive hires at high-growth SaaS companies can be surprisingly low – you’re often lucky if 50-60% of your management team works out long-term. ” If you have a SaaS company above 2 million in revenue, both Brian and Jason agree that at that point, all that matters is the management team.
Her company specializes in API integration platforms that enable SaaS companies to launch integrations faster and automate complex business processes. Under his leadership, DoNotPay has pioneered the use of AI for consumer advocacy, including developing sophisticated AI negotiation systems.
That’s the main premise of vertical SaaS. Unlike horizontal SaaS solutions that serve a broad range of businesses, vertical SaaS solutions are designed with deep knowledge of specific markets—making them more intuitive, efficient, and impactful. What is Vertical SaaS? Since vertical SaaS platforms are niche-focused (e.g.,
Billing system migration is the process of replacing your existing billing system with a new one. Billing system migration is painstaking without a proper plan in place. Our platform, SubscriptionFlow, is a billing system migration expert. The existing system does not support integrations.
This shift explains why healthcare, traditionally a laggard in SaaS adoption, is now leading AI implementation. While healthcare companies were always behind on SaaS, they’re leading on AI because it directly addresses their biggest pain point: labor costs. That is a lot of ground to cover,” Duza states.
I’ve been in B2B and Saa sales for 15+ years. ” When I dug into it, they hadn’t reviewed a single AI-generated email in 3 weeks. But … 🔥Already got 15 meetings from it, 7.5% hit rate That’s more than any human SDR did in 30+ days before (More to come) — Jason ✨👾SaaStr.Ai✨ What are we doing wrong?”
In a recent conversation at SaaStr Annual + AI Summit 2025 , Arvind shared the tactical playbook behind Rubrik’s scale, revealing counterintuitive strategies for product development, customer success, and AI adoption that challenge conventional SaaS wisdom. “I don’t believe in saying no to 95% of requests.
Takeaway #3: The omnichannel experience Despite the focus on eCommerce and online payment innovations, 2024 saw a renewed interest in modernizing card-present payment systems. With over 12 years in the payments industry, Michael has supported SaaS companies to navigate the complexities of implementing and operating a payments business.
SaaS Capital just dropped their 14th annual survey analyzing growth rates across 1,000+ private B2B SaaS companies. Remember when everyone was throwing money at anything with “SaaS” in the name? Know where you stand relative to your actual peer group, not the entire SaaS universe.
The promise of SaaS is that growth in the early years leads to profits in the mature years. It shows the number of months it takes for a SaaS business to payback their fully burdened CAC on a gross profit basis. Group related incidents or tickets by severity to help prioritize. Revenue multiples are a shorthand valuation framework.
SaaS accounting and finance has gotten pretty complicated, and the impacts of getting it wrong have gone up substantially. I’ve worked with numerous start-ups that used outsourced accounting services with zero SaaS experience, and these firms didn’t even recognize automatic upsells, additional seats, etc. Cash is king.
Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us on a SaaStr Workshop Wednesday share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. Enabling and coaching reps on product positioning, systems, and ICP. ” The bottom line?
So things got a bit broken with SaaS sales exec comp in the run-up up until 2020 … and then it got really broken in the crazy times of late 2020 and 2021. SaaS companies and fintechs and pseudo-SaaS companies could end up paying out more than the entire year’s margin in the commission check. This wrecks the unit economics.
While traditional search systems are bound by the constraints of keywords, fields, and specific taxonomies, this AI-powered tool embraces the concept of fuzzy searching. One of the most compelling features of LLM-driven search is its ability to perform "fuzzy" searches as opposed to the rigid keyword match approach of traditional systems.
Whether it’s SaaS metrics trends, market analysis, or competitive intelligence, Claude helps us go beyond the obvious. SaaStr AI: Our Secret Weapon for Event Curation Here’s one we built ourselves — our SaaStr AI reviews every piece of event content and every potential speaker. The research quality?
At SaaStr + AI Summit 2025, Jason Lemkin and Kyle Norton CRO of $1B+ vertical SaaS leader Owner (where Jason is on the board) did a deep dive on AI in Sales today. This requires entirely new management skills focused on systems optimization, not just people leadership. And where it will be very soon. The 50/50 Team Is Coming Fast.
valuation—the fastest to $100M ARR in SaaS history (12 months) Replit : $100M ARR at $1.16B valuation—10x growth in 18 months Lovable : $50M ARR by April 2025, €14.3M Enterprise-Grade at Scale Major companies like Zillow and HubSpot use Replit for production systems. They’ll use AI to create entirely new possibilities.
About Dave Kellogg Dave Kellogg brings a rare combination of marketing and executive leadership experience to his analysis of SaaS businesses. You assembled a talented team, built an amazing product, and established a growing SaaS business. But here’s the reality check: this is completely normal in SaaS.
The harsh reality: Most enterprises are adopting AI due to FOMO (Fear Of Missing Out) rather than for specific business outcomes. Laiva Becoming the platform of choice for life science companies and research institutions by creating a two-sided marketplace with significant SaaS components.
ARR (annual recurring revenue) is a hallmark SaaS metric rooted in predictability. That predictability underpins why investors find “comfort” in SaaS models. When I’m doing diligence and ask a customer, “Why did you go with vendor X?” Integrations are the classic SaaS moat. Integrations.
The grandad of HR SaaS, Workday? Very Focused on AI Agents as The Future Workday is trying to leverage AI to remain the core system of record in HR and financials in the enterprise. Don’t bet against the leaders in B2B and SaaS falling behind due to AI. And ServiceNow seems to be on that journey.
Today’s SaaS apps are easy to acquire and use without IT and operations’ assistance. Due to that convenience, departments and teams tend to seek out best-of-breed cloud applications, streamlining foundational and specialized functions through automation. They also won’t scale with your company’s growing amount of SaaS apps.
Foreign exchange rates, regulatory rules, payment systems, various bank accounts, establishing entities in different countries, and tax collection and remittance are just a few of the concerns you’ll need to stay on top of as your business expands into more countries and regions. Higher approval rates due to local acquiring.
To address evolving customer demands and accept electronic payments, you need a payment processing system. A good system plays a vital role in managing cash flow, alleviating fraud risk, and enhancing customer satisfaction. This article dives into what a payment processing system is, how it works, and its benefits.
Debt for SaaS companies done right is a gift. Few folks have more data than Nathan Latka and he offers up some insights on how to properly leverage up in SaaS. Geoffrey Moore calls this group the Late Majority and the Laggards in his book Crossing the Chasm , a secret bible for many SaaS CEO’s. . — ed.
.” This brutal honesty has become Wang’s signature—and it’s exactly what propelled Deel from $1M to $100M ARR in just 20 months, making them (briefly) the fastest-growing SaaS company in history. ” The Implementation : They built processes, systems, and data infrastructure to support sales performance at scale.
CRO Confidential podcast host Sam Blond chats with the CEO and co-founder of Clay, Kareem Amin, about two major topics: The evolution of Go-To-Market systems: where we are today with the incorporation of AI, and where we’re headed. They’ve achieved this due to the systems they’ve set up and the profiles they’ve hired for.
We adapted this operating philosophy for a SaaS company, we had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products. I think to this day, it’s actually the fastest unicorn SaaS exit. So, the first insight is that there’s two key systems in a startup.
Now that you’ve spent two years hanging out in hospital systems, you can figure out what else you can build. An Actual Pivot: Yelp Yelp started as a service where they solicited reviews by email. You could send your friends an email to review different places. You enter the market and discover nobody is looking to buy a new EHR.
We adapted this operating philosophy for a SaaS company. I think, to this day, it’s actually the fastest unicorn SaaS exit. And, so we learned and adapted key elements of their system and incorporated it into this cadence. So, the first insight is that there’s two key systems in a startup. I was the CEO.
In the fast-paced hiring landscape of 2025, an Applicant Tracking System (ATS) has become an essential tool for companies of all sizes and sectors. From cloud-based SaaS solutions to on-premise enterprise software , businesses worldwide are leveraging ATS technology to build efficient, fair, and scalable hiring pipelines.
This is where a technical review can be useful!) Before we review the symptoms, though, please bear this in mind: If your team shows these signs, it doesn’t necessarily mean they’re weak. Developers seem unconcerned about bugs or system downtime. cto , infotech , innovation , product , project , saas
What started as a simple WordPress blog in 2012 has now become the world’s largest community of SaaS executives, founders, and entrepreneurs. And SaaStr Europa brings 2,500+ SaaS execs, founders, and VCs together to Europe every summer. We were the first major SaaS event back in the SF Bay Area. SaaStr is turning 10!
Five9 is a $12B SaaS company many of you haven’t heard of, but it’s an interesting beneficiary of Covid in many ways. And in many cases, pre-Covid, they’d been working on decades-old server-based phone systems. And in many cases, pre-Covid, they’d been working on decades-old server-based phone systems.
The largest SaaS companies in the world have released English-language APIs. When every major SaaS application has an English-language API, users of all kinds will be able to ask & receive answers of their applications. What do all of these launches & many other similar ones have in common? ”) & receive an answer.
Similarly, in customer support , AI-driven chatbots and automated response systems are taking over routine support, effectively handling common issues such as account inquiries or basic troubleshooting. cto , infotech , innovation , product , project , saas
According to Harvard Business Review, 80% of new products fail, primarily because companies fail to conduct proper customer research. What is customer research in SaaS? For SaaS companies, this “listening” can take many forms to learn how users interact with their product and uncover areas for improvement.
That said, industry experts agree that your SaaS companys goal churn should be below 2%. As a SaaS business leader, reducing software user churn is an important part of maintaining your customer base and increasing revenue. TL;DR The average software industry churn rate is 14%, but SaaS companies should aim for under 2%.
Driving peak sales performance is a mission most SaaS companies strive to accomplish. Hootsuite CRO Melissa Murray Bailey shares secrets to running a successful SaaS sales team and reducing employee turnover. . How can SaaS leaders move past this type of mentality while still promoting high-performance sales teams?
You realize you need a new tool to solve a problem so you quickly sign up for the leading, most relevant SaaS app. Without a clear strategy and a system in place, your organization can quickly become a victim of SaaS sprawl – a chaotic landscape of redundant subscriptions, hidden costs, and potential security risks.
It’s like renting the infrastructure instead of building the entire highway system. Think: KYB/KYC automation Real-time fraud detection ACH and card payment rails Bank sponsorship APIs PCI vaults Dispute management systems Treasury and settlement engines You’re essentially building a FinTech company inside your SaaS company.
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