SaaStr

JANUARY 15, 2025

During a recent SaaStr Workshop Wednesday , Mangomint’s VP of Sales Marchelle Mooney shared 10 ways sales is different in vertical SaaS. Marchelle’s personal journey took her from early adopter of Mangomint, to 6 years later, VP of Sales over a 25+ person SMB sales team. Find the one that has felt the pain.”

Scale 276

Scale Sales Hiring SaaS Payments Sales 276

SaaStr

FEBRUARY 5, 2025

Dear SaaStr: Do SaaS Companies Typically Pay Their Sales Reps a Bonus on Renewals? Simple answer: almost no SaaS companies pay sales reps on standard renewals. You want each rep only selling into the segments they are best at so you segment your team into Small, Medium and Field/Large prospects. More leads close, faster.

Scale 272

Scale Sales SaaS Cloud 272

SaaStr

DECEMBER 20, 2024

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. “At HubSpot, I had over 100 frontline sales managers reporting to me.

Sales Hiring 262

Sales Hiring Scale Underperforming Technical Team Sales 262

SaaStr

FEBRUARY 10, 2025

From Sales-Led to Product-Led: How Apollo.io This analysis examines their journey from a struggling sales-led organization to a successful product-led growth company, resulting in over 880,000 paying customers and substantial revenue growth.

Scale 163

Scale Scaling Outsourced Development Sales 163

SaaStr

OCTOBER 18, 2024

You can talk about the roadmap or sales strategy until you’re blue in the face, but if you don’t have the team to do it at scale, there’s no point in talking a ‘big game.’ ” The best sales leaders are the ones that are even better recruiters than the CEO. Nothing else matters, right?

Sales Recruiting 308

Sales Recruiting Sales Hiring Scale AI 308

SaaStr

JANUARY 17, 2025

So what gets you more high-quality leads and ultimately business — smaller, more “intimate” industry events? And your top prospects? There is no question the ideal event in theory is just you and you alone … and 50-100 of the very top prospects in the world. But — it’s the wrong question.

Scale 296

Scale Marketing Travel B2B 296

SaaStr

FEBRUARY 25, 2025

Screenshot What doesnt work nearly as well today: Endless generic outbound emails Low energy digital events Break-up emails 2021 SEO strategies 2021 mass-scale content strategies (1000s of pages of content) Spending all day on LinkedIn Most press and most basic PR strategies Customer Success teams that are just there to upsell and not help.

AI 270

AI Scale Social Media Generative AI 270

SaaStr

JANUARY 9, 2025

Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams? Many that are self-serve and SMB-focused can start off without a sales team … for a while. But almost none stay without a sales team … forever. Yes, Atlassian since well past its IPO had almost no direct sales team. Maybe on Day 0.

Scale 276

Scale Sales Hiring Sales Headcount 276

SaaStr

NOVEMBER 13, 2024

Klaviyo dominates marketing in the Shopify ecosystem and in ecommerce, and just keeps on scaling. But it’s clear that it’s still in the investing phase, and increasing spend in sales & marketing. So the latest SaaS leader to cross $1B ARR is Klaviyo. It was the only SaaS IPO on 2023. The only one!

Scale 304

Scale SMB Scaling Enterprise 304

SaaStr

JANUARY 19, 2025

We’ll hear from the CRO of $3B Clio (legal SaaS), the CEO and CRO of Flock Safety (police and safety SaaS), and dozens of others on how to scale their vertical SaaS industries and platforms. It takes getting out in the field, and creating a ton of true value — before the sale. #2. See you there! How Kyle does it here: #3.

Scale 189

Scale Sales Hiring Scaling SMB 189

SaaStr

FEBRUARY 3, 2025

But watch out – this is a major undertaking that touches product, engineering, sales, and finance. In 2019, top SaaS companies spent 50-55% of revenue on sales and marketing. You Need Real Signals – Not Just Board Pressure Most founders get the timing wrong on moving upmarket. You have to go all in.”

Scale 275

Scale SMB Enterprise Enterprise readiness 275

SaaStr

MARCH 13, 2025

” It was the gold standard for B2B software companies scaling from $1M to $100M ARR. A deep dive with two leaders at the forefront of AI startup scaling and investment. Previously leading growth at Cohere and Heroku, he’s been instrumental in scaling multiple category-defining companies in the AI space.

AI 275

AI Scale Artificial Intelligence Startup 275

SaaStr

FEBRUARY 14, 2025

What does it take to build and scale a vertical SaaS giant over two decades? In a recent conversation with SaaStr CEO and Founder Jason Lemkin, Tooey shared insights into his 23-year journey as CEO of Procore , the leading SaaS platform for construction management.

Scale 287

Scale Construction SaaS AI 287

SaaStr

AUGUST 15, 2024

There’s always someone a few years ahead of you on the scaling journey who can share their lessons learned. Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Timing is also essential.

Scale 312

Scale Sales Hiring Scaling Innovation 312

SaaStr

DECEMBER 25, 2024

If you are sales-driven, youll usually stall out at $1.5m-$2m in ARR or so if you dont start growing the team to the next level, The First 50. Theres just physics here to get to $10m in ARR in a sales-led model, even a partially sales-led model: After $1.5m Youll need another sales rep at least per every $500k in new ARR.

Sales Hiring 263

Sales Hiring Scale SaaS AI 263

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? In the early days, it’s simply that you have a few more leads than you can currently handle. Plus — following up on the 50 qualified leads from the month before. To a point. appeared first on SaaStr.

Sales Hiring 304

Sales Hiring Scale Scaling Sales 304

SaaStr

AUGUST 9, 2024

From startup to $500M CARR, Spencer Burke, SVP of Growth at Braze, shares how Braze scaled a growth and customer success team. In this AI moment we’re in, there are still many moments in scaling a company where intuition still matters. You don’t have to leave as the organization scales. This isn’t new.

Scale 294

Scale Sales Hiring Scaling Startup 294

SaaStr

JANUARY 2, 2025

Have we lost interest in investing in the human side of sales? Not in hiring sales execs themselves, but in giving them more tools to be more efficient. AI has hardly rendered the sales professional obsolete. Salesforce itself is hiring 2,000 sales execs this year to sell its AI platform, AgentForce. Not yet, at least.

Sales Hiring 330

Sales Hiring Scale Headcount AI 330

SaaStr

DECEMBER 4, 2024

These outcomes might include: Driving user growth Maximizing revenue Ensuring user satisfaction Scaling adoption A different outcome would lead to a different pricing choice. Scaling stage: Reduced to single-user plans to maximize accessibility. And if you’re enterprise or sales-led, that volume is not going to be there.”

Payments 287

Payments Pricing Scale Revenue 287

Tom Tunguz

FEBRUARY 26, 2025

The very best companies lead their customers in that dance. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale. Penetration pricing leads to land-and-expand sales tactics. Most startups play defense when discussing pricing with customers.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

JANUARY 26, 2025

A self-reinforcing flywheel where successful customers: Get promoted Tell their network Become champions Drive organic growth 3. Solve Hard Technical Problems Create multiple moats Patent protection Technical innovation Market leadership 2.

Technical Review 266

Technical Review Payment Solutions Scale Payment Services 266

SaaStr

MAY 25, 2024

Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. They didn’t initially envision being a large Enterprise sales organization. Let’s first start with how Cloudinary came to be. The takeaway?

Scale 315

Scale Sales Hiring SaaS Payments Development 315

SaaStr

OCTOBER 10, 2024

Concentrate leads in those that close the best. Especially when growth slows, you almost always do better concentrating leads in your top closers. Later, this robs folks of a chance to grow, learning, train and scale. But in the short-term, concentrating leads in your top closes always gives you a boost. That’s Flawed.

Scale 275

Scale Banking Scaling Strategy 275

SaaStr

MARCH 15, 2025

It’s live on SaaStr.com itself and you can also access it here and talk to AI Jason about any of 1000s and 1000s of B2B, sales, SaaS, VC, etc. Here are some of the top ones: “How My VP, Sales Doubled Our Sales in 90 Days. Here are some of the top ones: “How My VP, Sales Doubled Our Sales in 90 Days.

Sales Hiring 259

Sales Hiring AI Scale Compensation 259

SaaStr

NOVEMBER 13, 2024

They stayed on at Cisco for some time to scale Meraki within Cisco, but at some point, Cisco wasn’t for them. ” Sanjit attributes the early and continued success of the company to their ability to disrupt and scale within an evolving market space once considered largely overlooked.

Scale 276

Scale CTO Coach AI New CTO 276

SaaStr

FEBRUARY 8, 2025

The Hidden Math Behind CS Evolution Perhaps the most fascinating revelation from the panel was how CS needs to transform at different revenue scales. Leaders are exploring: AI-augmented CS motions Digital-first success programs at scale Predictive success modeling New monetization models for CS services The bottom line?

Customer Success 272

Customer Success Scale Government Systems Review 272

SaaStr

MARCH 13, 2025

So leading SaaS growth stage VC fund Insight Partners surveyed 100+ of its top later-stage B2B companies to see how they did marketing and demand gen and pipeline creation in particular. Sales drives 33%. Not a shocker but useful to see this across 100+ leading B2B scale-ups. And Partners and Channel 15%. That’s it.

Scale 291

Scale Marketing B2B Scaling 291

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? But they’re still one of the last remaining open-source companies at scale. All they sold was the visualization layer with no sales team. First, let’s rewind the clock and look at Grafana Labs’ origin story. How did it come to be?

Scale 294

Scale Scaling Sales Hiring Sales Recruiting 294

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

Scale 309

Scale Scaling Strategy Sales Hiring 309

SaaStr

DECEMBER 26, 2024

That ties to our overall rough sales cycle data here: Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? Is usually see 15%-20% as start-ups scale, but 25% is probably the right target as you scale. Is usually see 15%-20% as start-ups scale, but 25% is probably the right target as you scale.

Scale 287

Scale Benchmarks B2B Enterprise 287