SaaStr

FEBRUARY 7, 2025

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. So we have a mix of both, but I think as we’ve scaled it’s become an advantage. ” The lesson?

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Scale Sales Hiring Scaling Revenue 182

SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. ” This unexpected dynamic completely inverted their growth bottleneck – the constraint wasn’t generating demand or securing funding, but scaling the sales team fast enough to capture the overwhelming market opportunity.

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Scale Sales Hiring Scaling Headcount 191

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. The post The Best of Scaling Vertical SaaS: 3 Deep Dives with The CROs of Slice, Owner and Mangomint appeared first on SaaStr.

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Scale Sales Hiring Scaling SMB 189

SaaStr

NOVEMBER 13, 2024

Klaviyo dominates marketing in the Shopify ecosystem and in ecommerce, and just keeps on scaling. Cavna Integration is Their Fastest Adopted Integration in History Canva is a beast, and integrating them with Klaviyo’s scale in ecommerce just makes sense. So the latest SaaS leader to cross $1B ARR is Klaviyo. The only one!

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Scale SMB Scaling Enterprise 306

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.

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Scale Sales Hiring Scaling Innovation 314

SaaStr

SEPTEMBER 11, 2024

It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer. Your first hire wears many hats, but as you scale, you start building out more specific roles. Every knowledge worker can use them, so they have a scaled and diversified user base.

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Scale Scaling Sales Hiring compliance 312

SaaStr

FEBRUARY 10, 2025

The post Transitioning from Sales-Led to Product-Led Growth and Scaling to $100M ARR With Apollo’s CEO Tim Zheng appeared first on SaaStr. Implementation of Product-Led Growth The transition to product-led growth (PLG) required understanding and implementing a fundamentally different business model.

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Scale Scaling Outsourced Development Sales 165

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.

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Scale Sales Hiring Scaling Startup 296

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. The post Scaling to $150M ARR and Beyond with Grafana Labs and Lightspeed appeared first on SaaStr. How did it come to be? Probably not.

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Scale Scaling Sales Hiring Sales Recruiting 297

SaaStr

APRIL 20, 2025

From $1M to $3B ARR: Databricks CRO Ron Gabrisko on Scaling a Revenue Rocket Ship The Top 10 Customer Success Metrics Investors Care About in 2025 with Gainsight CEO Nick Mehta #4. How to Build a World-Class Customer Success Org: Lessons from Notion’s CRO and GitHub’s VP of CS #5.

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Scale Customer Success Scaling AI 147

SaaStr

JANUARY 15, 2025

Cloudflare is what 20x ARR looks like at scale, post-IPO. 221,000 Total Paying Customers, But 65% of Revenue From 3,200 Large Customers This is what you should see when a “long tail” engine is just working at scale. Top-tier growth, cash-flow positive, and very durable revenue. The last point is key.

Scaling 278

Scaling Cloud AI Engineering 278

FastSpring

JANUARY 23, 2025

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. Blake Hutchison (20:38) And of course, these businesses don’t have the scale or opportunity that a VC asset would typically have for growth. That’s now a billion dollar company.

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Scale Entrepreneurship Scaling Underperforming Technical Team 118

SaaStr

OCTOBER 23, 2024

So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer. SMB Unit Economics: Why Is 6 Quarters the Right Target for SMBs at Scale? Real TAM vs. VC Tam: How Do You Think About it at Scale?

SMB 312

SMB Payment Services Payments Payment Methods 312

SaaStr

OCTOBER 23, 2024

This potential for a decade of growth at scale here helps justify the high revenue multiple Palantir trades at. #4. Profitability Has Increased Even as Growth Has Reaccelerated Do you have to do it all today, at least once you are at scale? Grow AND be more efficient? Is you new customer count growing > 20%?

Artificial Intelligence 240

Artificial Intelligence Government AI Cloud 240

SaaStr

AUGUST 5, 2024

The post Three Revenue Growth Strategies to Scale Up Customer Success with Hook appeared first on SaaStr. It will help you build a compelling value narrative, a health score, and forecast. We genuinely need those things to drive revenue growth through customer success teams.

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Scale Customer Success Scaling Revenue 289

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. To get VC to put money into your company, Scale Ventures looked at and calculated the minimum level of growth based on what typical venture investors require.

Scale 305

Scale Scaling Churn Investment 305

SaaStr

MAY 25, 2024

Once you make it to the right-hand side of the image above, you have product market fit, and your focus is on feeding the beast and scaling as quickly as possible. That was a hard lesson for the Cloudinary team: investing vs. scaling. Key Takeaways Think of customer support and success as a growth lever.

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Scale Sales Hiring SaaS Payments Development 316

SaaStr

JUNE 19, 2024

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. The post The 3 Secret Ingredients for Scaling to $100M ARR with Bitly CEO and CPO appeared first on SaaStr. Lean into the risks and experiment.

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Scale Scaling Underperforming Technical Team User Experience 306

SaaStr

DECEMBER 26, 2024

Is usually see 15%-20% as start-ups scale, but 25% is probably the right target as you scale. And a few other data from the report: Gongs enterprise customers see about a 25% win rate, conversion from Opportunity to Closed. Thats a bit higher than I expected.

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Scale Benchmarks B2B Enterprise 289

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.

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Construction Scale SaaS Travel 255

Sales Hacker

OCTOBER 29, 2024

With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market.

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Scale Scaling Sales Funnel AI 117

SaaStr

JANUARY 8, 2025

This isn’t unqiue to Asana, it’s true of many SaaS leaders at scale, from Zoom to Shopify. And probably be worth 50% more. #2. 150,000 Total Customers. 100k+ Customers Are The Fastest Growing. The enterprise customers are growing the fastest. Just remember not to leave the smaller ones behind! #3.

AI 306

AI B2B Scaling Trends 306

SaaStr

OCTOBER 10, 2024

And what you can see is there is really almost no liquidity for startups and scale-ups in SaaS and Cloud at the moment. So this is ongoing, albeit really only at the top start-ups and scale-ups. Just less so for start-ups and scale-ups. He summarized the M&A (acquisitions) of The Top 10 Software Acquirers. Epic times.

SaaS 316

SaaS Acquisition Cloud AI 316

SaaStr

OCTOBER 16, 2024

A reminder to not stay too reliant on direct sales as you scale. RingCentral has followed, driving SBC down from 23.6% of revenue in 2021 to 15.7% 16,000 Channel Partners A very large percent of RingCentral’s revenue comes from the channel. Billion in ARR appeared first on SaaStr.

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Scale SMB Compensation Cloud 289

SaaStr

DECEMBER 25, 2024

Assume 1 per $1m in ARR, youll need to scale a team of 5 at least to get to $10m in ARR. And reps take time to scale. And youll need a real QA team as you scale. As you scale, youll need a dedicated 24×7 devops/techops team. Youll need another sales rep at least per every $500k in new ARR. You cant hack QA forever.

Sales Hiring 264

Sales Hiring Scale SaaS AI 264

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. But hiring folks that haven’t done it at all doesn’t scale past a few million in ARR. But they also make mistakes we tend not to make with experience.

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Scale SaaS Social Media Business Model 312

SaaStr

OCTOBER 13, 2024

But now, I see that if you can hire a great COO as soon as possible after that, you can scale faster. is one of the top ways to help all of us scale faster. She should hire leaders for Sales, Marketing, Engineering, Product and Customer Success, or at least most of them. Hiring a strong COO between Management Team 1.0

Sales Hiring 263

Sales Hiring CTO Hire Scale Startup 263

SaaStr

DECEMBER 2, 2024

When we started there was basically no great content on scaling B2B companies. LinkedIn itself is an endless feed of B2B scaling content, in fact. The best have to radically evolve every 5 years, and totally reinvent themselves every decade. What about SaaStr? Now B2B content is everywhere. So I asked myself that question.

B2B 312

B2B Cloud AI Scaling 312

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. There’s No Silver Bullet In Pricing There’s no silver bullet in pricing.

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Payments Pricing Scale Revenue 290

SaaStr

FEBRUARY 7, 2025

Speaker Bio Jason Lyman leads marketing at Customer.io, where he’s helped scale the platform to power over 35 billion customer interactions for 7,000+ high-growth companies. Before Customer.io, Jason built and scaled marketing teams at several B2B SaaS companies, with a focus on customer engagement and revenue operations. .

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Scale SaaS B2B Scaling 276