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Samsara was intentionally multi-product from the earliest days, and they carefully planned out scaling 5+ products to $100M+ ARR. At Samsara, they formalized this with practices like “Transportation Tuesdays” where 20% of sales capacity focused on transportation verticals.
Your first few sales reps have to be … different. And someone you can trust with your few, precious leads. "That "That early sales team … they have to be product gurus. Leads are too precious in the early days to waste on someone you dont trust to clos. A bit of a product savant. Be honest here.
With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. His view is your sales team teaches your customers how to get value out of your product.
And CEO David McJannet came to SaaStr Annual a little ways back to share his top scaling learnings. CEO Dave McJannet shared his systemic approach to scaling companies through distinct growth phases. The best leaders have experience with both startups and scale to navigate the in-between. 30-100M: Scaling phase.
Speaker: Brian Chang, Managing Director of Warburg Pincus & Scott Schwan, Chief Product Officer of A-LIGN
Scaling your SaaS business to the growth stage requires a strong product/market-fit, an optimized marketing funnel with repeatable sales processes, and a strategy for customer retention. Navigate roadblocks to scale and maintain focus on the long-term vision. Land marquee customers and build loyalty with them.
From Parabus to Ramp: The Power of Asymmetric Bets When Karim Atiyah, CTO and co-founder of Ramp, first arrived in the United States from Lebanon in 2007, he couldn’t have predicted he’d build not one but two successful startups in the fintech space. “These individuals scale with the company and can grow into 10x performers.”
Dear SaaStr: What Are The Best Ways to Transition From The Founder-Led Sales Stage? Transitioning from founder-led sales to a commissioned sales team is one of the most criticaland trickysteps in scaling a SaaS business. Its where many startups hit roadblocks, but if you do it right, its a game-changer.
Lemkin Change his Point of View on The Value of a COO for Earlier Stage Startups? Or didn’t want to do sales. She should hire leaders for Sales, Marketing, Engineering, Product and Customer Success, or at least most of them. But now, I see that if you can hire a great COO as soon as possible after that, you can scale faster.
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?
As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. Sales effectiveness = Product Market Fit*(Messaging + Channels + Tactics). October 29, 2019 11:00 AM PDT, 2:00 PM EDT, 7:00 PM BST.
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. New Startups and Companies and Enterprise Strong. So the latest SaaS leader to cross $1B ARR is Klaviyo. SMB Weaker.
It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. Rather than seeing this as a liability, Wiz leveraged it as a strategic advantage — even in its sales team. Colin joined Wiz in February 2021 when the company was near zero revenue.
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. As an early startup team, you’re doing every job under the sun. This isn’t new.
Most startups play defense when discussing pricing with customers. The very best companies lead their customers in that dance. Startups operate in newer markets where pricing standards haven’t been set. Penetration pricing leads to land-and-expand sales tactics.
Sales-driven SaaS startups end up with about half their headcount in sales and marketing. Sales doesn't. Then, it sneaks up on you again as you scale and you realize you need to have about 1.5x-2x 2x the sales headcount you thought you did to hit the full plan for this year, and Q1 of next year.
5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. What is Codeium and Windsurf?
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.
It was started in 2014 when founders Daniel and Jonathan were working together at a delivery startup and experienced firsthand how slow background checks were slowing down worker onboarding. The SMB sales team was incentivized purely on logo acquisition rather than revenue. With only 4% conversion by month two versus a 10% goal.
The right person to lead finance at a Series A company looks very different than the right person to lead finance at a true pre-IPO company (that is near an IPO). There is a time and place for experienced executives, but early stage startups often arent one of them especially true for experienced CFOs. It gets expensive fast!
When talking to startup founders or other innovators, we always ask questions to better understand their business as a core. One way to approach that last question is to use this simple model: Customer Acquisition Cost (CAC) How will your business reach prospects? Don’t worry about scaling just yet. What does the business do?
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. It was founded by three developers who owned a consulting firm previously, helping startups come to market. There’s a continuum playing itself out.
This showcases a narrow segment of a niche market, and it’s missing a lot of startups. 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. Naturally, demand is going to lead to a ton of supply. That’s unbelievable!
At SaaStr APAC 2023, Scott Pugh, VP of Sales at Figma, shared how to scale these two sales teams while building culture. Pugh’s strategy is simple, albeit not always easy: Recruitment — how to hire the best talent to scale your sales organization. Diversity is really important when scaling.
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?
Kobe Conrad, Head of Growth at Rupa Health and Onleet, took the stage at SaaStr Annual to break down the five growth channels that transformed Rupa Health from a $20M seed-stage startup into a platform with hundreds of millions in equity and a 4,000% increase in user acquisition over three and a half years. But how did they scale so quickly?
B2B Startups Spend 15% of Revenue on Sales and 10% on Marketing, Per SaaS Capital #4. Built a Bottom-Up AI SaaS Without a Single Sales Rep #5. How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel #2. From $1M to $3B ARR: Databricks CRO Ron Gabrisko on Scaling a Revenue Rocket Ship
Offers workshops, networking, and investor matchmaking for startups and enterprises. Key points about SaaStr Annual : Focus on SaaS: Primarily focused on all aspects of SaaS business including sales, marketing, product development, and customer success. Held annually in the San Francisco Bay Area (usually in September).
Scaling a company from 0 to 100 employees is no small feat. While these top ten tips may seem obvious, many founders overlook the importance of some of them as they scale their businesses. To start, let’s set some context for the startup lifecycle. To start, let’s set some context for the startup lifecycle.
The New Rules of SaaS Growth: Whats Next for AI, PLG, and Revenue Scale with HubSpots CEO 2. From Startup to $10B+: Lessons on Scaling, AI, and the Future of SaaS with Dropboxs Founder and CEO 3. How to Build Top-Performing Sales Orgs: OpenAI, Slack, Webflow + more 7. How to Build a Category-Leading Product: Owns CEO 12.
Thats okayplenty of successful startups have been built by solo founders. It could be a VP of Product, Sales, or Engineeringsomeone who takes ownership of a big chunk of the business and cares almost as much as you do. If youre business-focused, hire a strong technical lead. Dear SaaStr: I Have No Co-Founder. What Should I Do?
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. When I was running it, it was a lot smaller than that, but scaled that up very, very quickly. And that’s substantial scale in.
Battery Ventures: Startups Are Actually Far More Overvalued Now Than in 2021 #3. How to Successfully Bring AI Products to Market at Scale with GitHub’s CRO” # 2. “Samsara’s Rise to Vertical SaaS Leader and $1B+ ARR with Samsara’s CEO and Co-Founder” #3 What Really Matters in SaaS in 2025 with Jason Lemkin and Dave Kellogg # 4.
The most consistent sales leader I’ve worked with hit plan 27 consecutive quarters. How can a sales leader develop similar repeatability? This hypothetical startup amassed 2.3x Each business’s PQR funnel will differ depending on their sales cycle, ACVs, and overall motion. Will the sales leader attain plan?
Bitly CEO Toby Gabriner and CPO Kelsey Stevenson share the three secret ingredients that helped them when scaling to $100M ARR and what they could have done differently. Bitly had an Enterprise sales-focused team. They also saw a lot of customers shortening links and sharing them on the leading link and bio platforms.
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.
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. ” This used to be how companies scaled! Follow along to stay up to date! What does this mean?
Zapier grew from a small SaaS startup to a company with over 500 employees over a decade. Here’s the advice they had to offer on scaling your SaaS company. Here’s the advice they had to offer on scaling your SaaS company. Stephanie #16: Startups are hard enough. Startups are hard enough, so remember to have some fun.
Q: What are the best marketing techniques for an early stage SaaS startup? But in general, most startups find that at best 1–2 channels really work for them. In the end, 30%-80% of new leads for most SaaS companies come from word-of-mouth and similar referrals. Too many startups waste their list and email campaigns.
I try to look at two things in Vertical SaaS startups, at least when investing : Will everyone in the vertical / industry use it? It’s just hard to get most vertical SaaS start-ups to scale if they can’t get to a $10k ACV. Dear SaaStr: How Big Should The Addressable Market Be to Go into Vertical SaaS?
Dear SaaStr: What does a COO do in a tech startup/company? You need a VP of Sales, Product, Marketing, etc. At the end of the day, hiring a COO, once you are at or past Initial Scale (say $10m ARR), is liberating. Once you are at scale, done right — a COO should manage all the things you, as CEO, cannot uniquely manage.
Dear SaaStr: What are some of the “ultimate sins” in marketing and sales and success in SaaS in the early stages? My list of some bad ones: Sales: Hiring any reps you wouldn’t buy from. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Including not too many leads.
Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. As a startup, it’s tempting to try and do everything.
When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. Brex is a company that provides credit cards for startups, and Alloy provides financing for small businesses. The post Balancing Hyper Growth with Risk: Secrets to Scaling with Brex’s COO and Alloy’s CRO appeared first on SaaStr.
Bella Liu of Orbee leads a company focused on generative process automation, creating AI solutions that understand and automate complex enterprise workflows. Top-Down vs. Bottom-Up Sales Models Writer and Orby follow a top-down sales model, while Limitless follows a bottom-up sales model, and the effectiveness of each approach is debated.
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