SaaStr

MARCH 1, 2025

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.

Scale 186

Scale Systems Review Scaling Leadership 186

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 310

Sales Recruiting Sales Hiring Scale AI 310

SaaStr

MARCH 18, 2025

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.

Scale 186

Scale Sales Hiring Scaling Headcount 186

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. That should be your field marketing strategy.

Scale 299

Scale Marketing Travel B2B 299

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 161

Scale Scaling Outsourced Development Sales 161

SaaStr

MARCH 29, 2025

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. You Never Get to Leave Sales. This is non-negotiableeven if you hate sales. Be specific.

Scale 197

Scale Sales Hiring Sales Compensation 197

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 279

SMB Scale Education AI 279

SaaStr

OCTOBER 22, 2021

The topic of scaling is central to the mission of SaaStr: “Our goal is to help everyone get from $0 to $100m ARR with less stress and more success.” We’ve curated 6 popular SaaStr Annual 2021 sessions from leaders that have navigated the proverbial rocketship to scale: . Video: HE RE. Video: HERE. Video: HERE.

Scale 361

Scale Scaling Customer Success Revenue 361

SaaStr

DECEMBER 22, 2023

For any Cloud and SaaS Founders or execs seeking practical strategies and inspiration to stay ahead of the curve, this session’s for you. 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+.

Scale 311

Scale Scaling Strategy Sales Hiring 311

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 312

Scale Scaling Sales Hiring compliance 312

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 314

Scale Sales Hiring Scaling Innovation 314

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. Miro’s pricing strategy evolved with their business goals: Early stage: Minimum five-user paid plans to ensure collaborative value.

Payments 290

Payments Pricing Scale Revenue 290

SaaStr

JANUARY 26, 2025

A self-reinforcing flywheel where successful customers: Get promoted Tell their network Become champions Drive organic growth 3. The Education Ecosystem Attentive University Platform certification program “Texts We Love” showcase Industry-standard guides (e.g., Black Friday playbook) 3.

Technical Review 267

Technical Review Payment Solutions Scale Payment Services 267

SaaStr

MARCH 23, 2025

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. Let’s unpack the key strategies that drove this remarkable expansion. What is Codeium and Windsurf?

Sales Recruiting 238

Sales Recruiting Sales Hiring Scale AI 238

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 289

Scale Customer Success Scaling Revenue 289

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 296

Scale Sales Hiring Scaling Startup 296

SaaStr

JANUARY 3, 2025

Or a great growth marketer paired with a great sales team will punch above their weight class. In sales, t he more SMB you are, the more you should lean on your bench. ” Pure external hiring loses too much institutional knowledge while pure internal promotion can lead to too much groupthink. Nothing else matters.

Sales Hiring 290

Sales Hiring Scale Systems Review Interviewing 290

SaaStr

OCTOBER 31, 2024

Here’s what I see most often, the Top 6 Mistakes First Time SaaS Founders Make: Incomplete understanding of business model, and how it will scale. Many first-time founders have a decent understand of how to charge for their product, but haven’t really rolled it up into a strategy to get to $10m, $20m, $100m in ARR.

Scale 312

Scale SaaS Social Media Business Model 312

SaaStr

JANUARY 8, 2025

Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022. When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. With only 4% conversion by month two versus a 10% goal.

Revenue 299

Revenue Scale Sales Hiring Compensation 299

SaaStr

NOVEMBER 13, 2023

How do you scale a product organization quickly? 4: Understand Vision vs. Execution Striking a balance between vision and execution is crucial for any successful product strategy. So be sure to use every comment or suggestion that comes from users of your product as stepping stones leading towards perfecting your overall strategy.

Scale 289

Scale Scaling Sales Hiring Construction 289

SaaStr

NOVEMBER 29, 2024

Start-ups, scale-ups and public companies in 2021 would hire a lot of folks they just wouldn’t hire today. 2️⃣ Consider taking a role with less strategy, more execution. But almost everyone growing even at “pretty good” rates is hiring. And it’s no easier today to find great people than it was in 2021.

Sales Hiring 289

Sales Hiring Scale Marketing SaaS 289

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 115

Scale Scaling Sales Funnel AI 115

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. But when they discover a large global bank using Grafana Labs, that’s where the product strategy comes in. How did it come to be? Probably not.

Scale 297

Scale Scaling Sales Hiring Sales Recruiting 297

SaaStr

MARCH 3, 2023

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.

Scale 278

Scale Sales Recruiting Sales Hiring Scaling 278

SaaStr

APRIL 5, 2025

But how did they scale so quickly? Here are the five channels that worked for Rupa: Search Engine Optimization (SEO) Social Proof and Trust Building Educational Partnerships and Rupa University Conferences and Event Sponsorships Outbound Sales and Data Quality Lets dive into each. Its about creating high-quality content at scale.

Scale 228

Scale AI Search Sales Hiring Acquisition 228

SaaStr

FEBRUARY 21, 2025

Key points about SaaStr Annual : Focus on SaaS: Primarily focused on all aspects of SaaS business including sales, marketing, product development, and customer success. Large Audience: Considered the biggest SaaS conference with a large number of attendees from leading SaaS companies, startups, and venture capital firms.

Software 245

Software Scale Venture Capital SaaS 245

SaaStr

JULY 11, 2024

There’s only a small chance that it’ll be an IPO exit, and Stacey Bishop with Scale Ventures shares what it takes to get to that next level of funding. But that shifts over time, and most of your spend goes into sales and marketing. The 3 Other Vital Signs Investors Look For Sales efficiency becomes more important over time.

Scale 305

Scale Scaling Churn Investment 305

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. 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.

Scale 120

Scale Entrepreneurship Scaling Underperforming Technical Team 120

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. But to develop a GTM strategy, you must have Product Market Fit. The key is to start to build a GTM strategy that allows you to attack a larger market.

Scale 278

Scale Sales Hiring Scaling Outsourced Development 278

SaaStr

MAY 5, 2025

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.

Scale 175

Scale New CTO CTO AI 175

SaaStr

MAY 11, 2025

Target 50 great prospects a week and make your outreach personalized and thoughtful. If youre just sending templated emails without understanding your prospects pain points, youre wasting your time. Invest The TIme Here : You need to know who your best prospects are. Use this insight to refine your targeting and lead scoring.

Scale 147

Scale AI Churn Investment 147

SaaStr

JUNE 27, 2024

What does it take to scale a team from 2 to more than 1,100 people in just a few short years? When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. Over time, you establish product-market fit and determine how to sell at scale. So that support person, Mafalda, started doing sales, too.

Scale 264

Scale Sales Hiring Scaling Sales Recruiting 264