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. A bottoms-up strategy lends itself to penetration pricing.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

MAY 20, 2025

Convergent evolution from 2 very different start-ups that now have many similarities at scale. Keys to HubSpot’s Success: The “Hub” Strategy : HubSpot mastered the land-and-expand model, starting with Marketing Hub and strategically expanding to Sales Hub, Service Hub, CMS Hub, Operations Hub, Commerce Hub, and Content Hub.

SMB 262

SMB Scale Education AI 262

SaaStr

SEPTEMBER 11, 2024

Lucid is the leading provider of visual collaboration software with over 70M users worldwide. Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. This is where product-led sales comes in.

Scale 300

Scale Scaling Sales Hiring compliance 300

SaaStr

FEBRUARY 12, 2025

Meet Wyatt Jenkins: From Construction Sites to Chief Product Officer If you want to understand how vertical SaaS companies scale to $1B+ in revenue while staying true to their customers, there’s no better person to learn from than Wyatt Jenkins, Chief Product Officer at Procore Technologies.

Construction 244

Construction Scale SaaS Travel 244

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 283

Scale Sales Hiring Scaling Startup 283

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Plus, some of the best software in the world was being created by geographically distributed teams working in an async manner. Will this change as Grafana Labs scales? That’s less than 1% of the people paying who are using the software. How did it come to be?

Scale 284

Scale Scaling Sales Hiring Sales Recruiting 284

Sales Hacker

OCTOBER 29, 2024

David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. Discussed in this Episode: The power of AI simulations in providing experiential learning for sales reps. The future of AI in sales training and enablement.

Scale 113

Scale Scaling Sales Funnel AI 113

SaaStr

NOVEMBER 27, 2024

Its product provides software to spas and salons but it’s not new (the first salon software came out in the 80s), and neither is a lot of the vertical software getting hot today. 10-15 years ago, salon and spa software was essentially a calendar with bells and whistles. readily available that didn’t exist before.

SaaS Payments 253

SaaS Payments Payments Payment Solutions Payment Services 253

FastSpring

JANUARY 23, 2025

Listen for the full insights into: How Flippa.com works to connect for-sale businesses with buyers while managing the complexities of valuation and seller expectations. and now very big in the case of, say, a zero, which is cloud accounting software. And that’s substantial scale in. Jesse Paliotto (15:08) Mm-hmm.

Scale 121

Scale Entrepreneurship Scaling Underperforming Technical Team 121

Clouded Judgement

MARCH 28, 2025

Every week I’ll provide updates on the latest trends in cloud software companies. Starting and scaling a software company was really hard. Starting and scaling a software company was really hard. If you wanted to scale users and growth, you needed to scale a physical data infrastructure footprint.

Cloud 299

Cloud AI Scale Scaling 299

SaaStr

JUNE 5, 2025

The New Rules of AI Investing: Why Speed Beats Strategy and Labor Budget Is the New Software Budget The pace of AI advancement has fundamentally broken our traditional frameworks for thinking about technology adoption, market timing, and competitive moats. “Markets used to tap into just software budget. ” Why?

Software Review 221

Software Review Technical Review AI Development Team Review 221

TechEmpower SaaS

DECEMBER 11, 2023

million software developers worldwide. Do you anticipate scale issues presently or in the future? Will you have direct access to a lead developer? tew_cta text="Do you have an idea for a software project? Or do you need help evaluating software firms? In 2023, there were approximately 26.3 An account manager?

Software Development 443

Software Development Development Software Review Software 443

SaaStr

MAY 29, 2025

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 isn’t about being an AI expertit’s about demonstrating active engagement with AI tools and genuine interest in how they can transform sales outcomes.

Sales Hiring 212

Sales Hiring Underperforming Technical Team AI Scale 212

SaaStr

AUGUST 5, 2024

When you find the answer to these questions, you can expand an existing customer base and create cool data-driven case studies to help your sales team bring in net business. 1: Build a Value Narrative Value narratives have been around for some time in pre-sales motions. Often, that doesn’t feed through to post-sales.

Scale 278

Scale Customer Success Scaling Revenue 278

SaaStr

JUNE 4, 2025

The metrics are very strong: $2B ARR (run rate — but not really software revenue) Generated from $121B in transactions on platform Growing 23% $251 ARPU 88% Gross Margins Average customer uses 3.3 For B2B companies, this highlights the importance of diversifying revenue streams before reaching public market scale.

Outsourcing Services 184

Outsourcing Services Scale Banking Customer Lifetime Value 184

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 339

Scale Sales Hiring Sales SMB 339

SaaStr

SEPTEMBER 29, 2023

What Caused This Crowded Software Market? Naturally, demand is going to lead to a ton of supply. It has become much cheaper to build software — You can build high-quality products cheaply in your dorm room with a laptop. Think about the growth curve inflecting more at the top of the funnel with more leads.

Scale 277

Scale Scaling Startup Sales Hiring 277

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Recently valued at over $1 billion , Codium is proving that AI-driven software development is not just the futureits the present. Their strategy? The real impact?

Sales Hiring 168

Sales Hiring Scale Sales Recruiting AI 168

SaaStr

OCTOBER 8, 2024

Slice provides software and services that help these shops run better, gain insights into their shops, engage with their customers through marketing, and even sell them pizza boxes at a discount. Entrepreneurs aren’t out there looking at software all the time, so they aren’t looking for point solutions for everything.

Scale 267

Scale Scaling SaaS Point of Sale 267

SaaStr

JUNE 14, 2023

“The fastest company will always win,” says Daniel Dines, CEO and Founder of UiPath, one of the fastest-growing software companies in the world. Ten years ago, no one would have guessed Europe would generate the largest software IPO globally, yet UiPath has done it, and net retention is 144%.

Scale 246

Scale Artificial Intelligence Technical Review Software Review 246

SaaStr

NOVEMBER 28, 2024

It’s just hard to get most vertical SaaS start-ups to scale if they can’t get to a $10k ACV. The good news is, you can support these price points effectively with a very efficient inbound sales team, and/or a mix of self-serve and sales-led. To me, $10k is the firewall. Then market size starts to be super important.

Payment Solutions 258

Payment Solutions Inbound Sales Team Marketing Scale 258

Sales Hacker

DECEMBER 17, 2024

Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) Plus, an analysis of the top 75 trending sales AI tools.

Scale 97

Scale Engineering Acquisition Scaling 97

Tom Tunguz

SEPTEMBER 6, 2023

Historically, software-as-a-service (SaaS) has been built on databases with structured data, as you might find in an Excel spreadsheet. For example, next generation marketing software might ingest structured data from Google Analytics and lead capture software as before.

Artificial Intelligence 316

Artificial Intelligence Software Data Scale 316

Tom Tunguz

SEPTEMBER 10, 2024

Mark Roberge published The Sales Acceleration Formula about Hubspot’s journey. Account executive to SDR ratios, sales cycle lengths, conversion rates, customer acquisition costs, customer lifetime values, net dollar retention. The new software GTM playbook has yet to be written.

Software 304

Software Sales Hiring Customer Lifetime Value Scale 304

SaaStr

OCTOBER 25, 2023

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. Q: What is the Future of Lead Generation, and How Do You Stand Out? People don’t do that today.

Scale 278

Scale Sales Hiring Sales Recruiting AI 278

SaaStr

JANUARY 10, 2025

How Cloudflare Added AI to It’s Already Leading $30B Company Dane Knecht, SVP of Emerging Technologies at Cloudflare approaches AI infrastructure by focusing on edge computing and democratizing access. ” Figma envisions a “role collapse.”

AI Search 305

AI Search AI Strategy Scale 305

Stax

JUNE 3, 2025

The term SaaS platform gets tossed around a lotbut what does it actually mean, and why does it matter for today’s software companies? Whether you’re building your first product or scaling an established solution, understanding the SaaS platform model is essential for long-term growth. Contact sales What is a SaaS Platform?

Payment Services 88

Payment Services DevOps as a Service SaaS Payments Payments 88

SaaStr

APRIL 30, 2025

ServiceTitan, the operating system for the trades, continues to scale impressively, with $772M in FY25 revenue, $800m+ ARR and a clear path to $1B ARR. This shift has been critical to scaling beyond $500M ARR. Lesson for SaaS Founders : SMBs are a great starting point, but scaling to $1B ARR often requires moving upmarket.

Payments 141

Payments Payment Services SaaS Payments Payment Solutions 141

SaaStr

APRIL 14, 2025

100+ scale-ups and start-ups showing you how they do it! With 1:1 Meet-a-VC matchmaking and curated sessions, youll have unparalleled access to the capital you need to scale. From seasoned founders to rising stars, every session is handpicked to deliver actionable insights and real-world strategies to help you scale faster.

VP of Engineering 180

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 180

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 263

Scale Scaling Sales Hiring Marketing 263

SaaStr

MAY 4, 2025

Dear SaaStr: How will Ai Change Sales in The Next 12 Months? It’s already fundamentally remade the contact center and post-sales. And it’s just getting there in sales. This will take sales calls from 10% being great to 95% being great because the AI will always be prepared and accurate.

AI 152

AI Scale Sales SMB 152

SaaStr

MAY 28, 2025

The company is successfully evolving from its SMB roots into a serious enterprise software contender. This architecture gives customers flexibility to adapt the software to their needs without dependency on tech teams, while still offering enterprise-grade capabilities.

Scale 175

Scale SMB Acquisition Enterprise 175

SaaStr

AUGUST 12, 2024

Probably the biggest challenge in vertical SaaS I see is scaling the sales team. It’s pretty easy to hire SaaS sales execs to sell … a SaaS sales product. But who do you hire to sell a very complex piece of vertical software? It’s tempting to hire consultants in an industry to do sales for you.

Sales Hiring 311

Sales Hiring Scale Sales SaaS 311

SaaStr

APRIL 7, 2025

and try it here : I did a deep dive live on Workshop Wednesday with my Top 10 Learnings, and brought in Simon Farshid, founder of Assistant UI , which offers the leading platform to add ChatGPT-like interfaces to your own app and to add some color. It’s about doing things at a scale where there’s simply no human alternative.

AI 197

AI B2B ChatGPT Scale 197

SaaStr

JULY 31, 2024

In this week’s Workshop Wednesday , SaaStr Founder and CEO Jason Lemkin shares the 7 things the best sales reps get right and the 8 ways the rest make things worse. #1: The best sales reps solve your problems. When you’re doing so well that you’re in order-taking mode, sales reps don’t have to solve a problem.

Scale 278

Scale Sales Pricing ChatGPT 278