SaaStr

DECEMBER 11, 2020

Now more than ever, an independent software vendor’s (ISV’s) path to profitability depends upon the strength of their go-to-market strategy. And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel.

Scale 275

Scale Scaling Marketplace as a Service Cloud 275

Andreessen Horowitz

OCTOBER 16, 2023

Selling into financial institutions (FIs) has long been the end goal for many software-oriented fintech businesses. With massive annual technology budgets and scaled distribution, the largest FIs are the ideal end-buyers. Taken as a whole, FIs are at an especially receptive time for greater software adoption.

Scale 106

Scale Software Sales Generative AI 106

Tom Tunguz

JUNE 20, 2020

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. Meanwhile, the size of the marketing team increases only by 4X, compared to a 10X increase in sales and a 5X+ in engineering.

Scale 354

Scale Scaling Sales Hiring Software Review 354

SaaStr

SEPTEMBER 29, 2023

What Caused This Crowded Software Market? It has become much cheaper to build software — You can build high-quality products cheaply in your dorm room with a laptop. The customer journey applies to every software category, and it guides your roadmap with more holistic solutions for your customers. That’s unbelievable!

Scale 220

Scale Scaling Startup Sales Hiring 220

Tom Tunguz

FEBRUARY 8, 2022

The business builds software to help other crypto companies grow. Perhaps you’ll sell infrastructure to help other startups scale or software to manage internal operations. The customer roster brims with the best names, each client increases their spend every year, and the sales team outpaces its quota handsomely.

Payment Solutions 256

Payment Solutions Outsourced Development Software Review Software 256

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

SEPTEMBER 14, 2020

Automation at scale. 2 Cloud is Eating Software. The astonishing fact is: cloud is eating software. In just five years, Cloud will become the majority of the software market. By 2030, it is predicted to take over all technology and software. Hardware is turning soft, and software is empowering innovation.

Technical Review 290

Technical Review Cloud Software Review Technology 290

User Pilot

MAY 7, 2024

Product adoption software is the lifeblood of the modern product management process. In this article, we explore what product adoption software does and identify 12 of the best product adoption tools on the market. TL;DR Product adoption software drives users to adopt a product through carefully curated product experiences.

Software Review 105

Software Review Software Scale Onboarding 105

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. It’s a very flexible software that allows everyone to build their own solution. It’s a very flexible software that allows everyone to build their own solution. Why project management? It’s cheap.

Scale 164

Scale Sales Hiring Scaling Banking 164

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

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 301

Scale Venture Capital Sales Hiring Sales 301

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

NOVEMBER 6, 2023

If you’re selling software to SMB merchants and outside of tech like Shopify and Toast and Monday , things are pretty, pretty good, if in some ways still harder than before. If you’re selling sales and marketing software, like Zoominfo, it can seem a lot tougher than 12-18 months ago. With some big caveats.

Merchant Services 255

Merchant Services Azure Software AWS 255

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 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

Clouded Judgement

APRIL 11, 2024

Is Software Rebounding? Azure has gone back above trend as they’ve benefited quite a bit form the recent AI boom There’s many ways of answering the question of “is software rebounding” when looking at performance from Q4. Some software companies also have seasonality in the “payback.”

Cloud 177

Cloud Software Azure AWS 177

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. The post Lessons in Scaling a Low Code Platform with Airtable appeared first on SaaStr. On Category Creation.

Scale 190

Scale Software Review Scaling Sales Hiring 190

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 212

Scale Scaling Marketplace as a Service Entrepreneurship 212

SaaStr

JANUARY 5, 2022

Every customer-facing team is on the renewals team: customer success, sales, product, customer support, marketing, and of course, renewals. If you get a customer to buy more software than they’re ready to, you may be excited when you ring the bell, but you’re going to pay later.”. That work is never done. Key takeaways.

Scale 250

Scale Scaling Sales Hiring Software Review 250

SaaStr

NOVEMBER 6, 2021

The other day Brendon Cassidy, the first head of sales at LinkedIn and the first VP of Sales at $10B Talkdesk, Adobe Sign / EchoSign, and more — and now co-CEO of Cosell — and I caught on what’s changing in the Sales Playbook for 2022. An interim VP of Sales can work — if it’s done right.

Scale 308

Scale Sales Hiring Sales SMB 308

Intercom, Inc.

JUNE 22, 2021

Modern customers expect a fluid, digital-first sales experience that feels like a good conversation with someone who understands their needs ”. This change in behavior has placed a demand on sales teams to bring their sales motion into alignment with buyer expectations. Create consistent, customer-centric experiences.

Technical Review 233

Technical Review Scale Technology Trends 233

SaaStr

APRIL 1, 2023

The SMBTech economy is very different from enterprise software, and there is massive opportunity to capture it. Instead of walking into places or calling on the phone to speak to someone, businesses could reach customers through social media and other software. There are over 400M small businesses worldwide.

Scale 186

Scale SMB Merchant Services Payment Methods 186

SaaStr

JANUARY 31, 2024

Splunk is a 20-year-old Enterprise software giant that has accomplished many things — a 2012 IPO, a $28B+ Cisco acquisition in 2023, and $3.7 As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales.

Enterprise 235

Enterprise Scale Sales SaaS 235

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 157

Scale Scaling Sales Hiring Marketing 157

FastSpring

DECEMBER 7, 2023

In this episode of Growth Stage, Carl will dives into his experience running acquisitions of SMB software businesses, including: His thoughts on what makes a software company a good target for an acquisition by a brand. This leaves the sale of the business a lot more vulnerable to the market.

Software Review 147

Software Review Technical Review Development Team Review Branding 147

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. I’m calculating FCF by taking the Operating Cash Flow and subtracting CapEx and Capitalized Software Costs. net retention and CAC payback).

Cloud 177

Cloud Software Benchmarks Retention 177

SaaStr

FEBRUARY 27, 2023

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. Something will inevitably go wrong when trying to scale your company the Storyblok way, but these tips can help you make them right: Trust your instincts.

Scale 184

Scale Sales Hiring Sales Recruiting Scaling 184

SaaStr

OCTOBER 20, 2022

Sales tools seem under more pressure right now than infrastructure, for example. If no one is buying sales and marketing tools, why are ZoomInfo and HubSpot growing at record rates, for example? And they say 2023 will be a banner year for enterprise software spend at least — growing a stunning 11% to $880 Billion.

Forecasting 231

Forecasting Artificial Intelligence Software Business 231

SaaStr

MARCH 26, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The 48 Types of VP Sales. SaaStr 644: Lessons Learned in Scaling Early-Stage to Hyper-Growth Companies: From VMware, AWS and Databricks with Databricks SVP and GM Ed Lenta  2. Make Deadly Sure You Hire the Right One. 74% of You Say No!

AWS 177

AWS Scale Sales Hiring SMB 177

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

Intercom, Inc.

NOVEMBER 3, 2022

Scaling a support team is challenging enough as it is. Natasha Ratanshi-Stein is the founder of Surfboard , a software company that offers scheduling tooling for customer support teams. The complexities of scaling a support team. You can follow on iTunes , Spotify , YouTube or grab the RSS feed in your player of choice.

Scale 206

Scale Outsourcing Services Software Sales Hiring 206

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. A friend joined Jasper as president and asked her to run the sales team. Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. They’re on a rocket ship.

ChatGPT 225

ChatGPT AI Search Scale Sales Hiring 225

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. When they pay us to do that, we give them access to a best in class software platform. We are not a software business.

Scale 196

Scale Sales Hiring Sales Recruiting Scaling 196

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 199

Metrics Scale Sales Hiring SaaS 199

Clouded Judgement

JUNE 20, 2023

The question on everyone’s mind - when will we see software re-accelerate? The real headwinds to software (tougher expansion, longer sales cycles / procurement, slower new business, budget crunches / RIFs, etc) started last August. And I’m optimistic we’ll see reacceleration in software by the end of the year.

Cloud 161

Cloud Software Benchmarks Scale 161

Intercom, Inc.

FEBRUARY 26, 2018

The same is true in software. In this battle, I’ve found a secret weapon hidden within one of our core engineering strategies, an idea called Run Less Software. As well as being a critical philosophy behind how we build software, it also represents how I feel about the software industry and technology in general.

Software Review 224

Software Review Outsourcing Services Software Outsourced Development 224

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. They often melt. I say, you just gotta know the product. Not just with buzzwords.

Scale 217

Scale Sales Hiring Sales Recruiting Sales 217