Tom Tunguz

JULY 17, 2025

What happens when technology evolves faster than your sales process can adapt? The last fifteen years, startups focused on building software around very well understood processes. We had built an assembly line for software sales, SDR to AE to customer success manager.

AI 169

AI Marketing Sales Strategy 169

User Pilot

NOVEMBER 14, 2024

While it may sound too good to be true, the reality is that you can achieve this by implementing an effective customer expansion strategy. What is a customer expansion strategy? Different types of customer expansion Here are the four most common customer expansion strategies for SaaS companies.

Strategy 105

Strategy Payment Solutions Payments Customer Lifetime Value 105

SaaStr

DECEMBER 20, 2024

Why Frontline Managers Are Mission-Critical While companies often start each year with ambitious strategies and goals, it’s the tactics and execution that determine actual success. ” Frontline managers are the key link between sales strategy and execution, responsible for: Hiring and developing your next generation of top talent.

Sales Hiring 260

Sales Hiring Scale Underperforming Technical Team Sales 260

SaaStr

JULY 23, 2025

To achieve this, overinvest in customer success and expansion strategies. The SaaS market evolves quickly, and your RevOps strategy needs to keep up. Focus on Net Revenue Retention (NRR) NRR is the most important metric in SaaS. It combines renewals, upsells, and churn into one number. The best SaaS companies have NRR above 120%.

Sales Hiring 256

Sales Hiring B2B Scale SaaS Payments 256

SaaStr

JULY 12, 2025

The Enterprise-First Strategy That Worked While OpenAI captured headlines with consumer ChatGPT adoption, Anthropic quietly built an enterprise juggernaut. Platform vs. Point Solution Strategy Rather than building specific applications, Anthropic built infrastructure that powers thousands of applications.

B2B 248

B2B Scale Outsourced Development AI 248

SaaStr

MAY 23, 2025

Platform Strategy: Don’t just solve one problembecome the platform where developers solve all related problems. Developer Experience Wins: When developers love using your product, word-of-mouth becomes your primary growth engine.

Payments 281

Payments Payment Solutions Underperforming Technical Team Payment Methods 281

SaaStr

JANUARY 6, 2025

But mostly, they just want to do strategy. They might say they will, but they won’t. Not much of it at least. They might hire a team to do the work under them. They might hire 4-5 folks to do the work. You may be tempted to hire The Strategist. They often know a lot, and come from good companies.

Consulting 274

Consulting Strategy 274

Stax

JULY 2, 2025

The Crucial Role of Education and an Intentional Strategy Payments, by nature, are complex. Jeremy Krahl stressed the importance of having an intentional focus on what your payment strategy is going to be. ” More volume, as Krahl reminded us, means more revenue, stickier customers, and less churn.

Merchant Services 68

Merchant Services Payments SaaS Payments Payment Services 68

SaaStr

JUNE 6, 2025

Pricing Strategy Must Evolve : Volume-based growth is no longer viable for most companies. The Path Forward: Adaptation Strategies Despite the challenging environment, opportunities exist for companies willing to adapt: Focus on Mission-Critical Use Cases : Position your product as essential rather than optional.

Cloud 257

Cloud Software Marketing SaaS 257

SaaStr

JUNE 25, 2025

In a recent conversation at SaaStr Annual + AI Summit 2025 , Arvind shared the tactical playbook behind Rubrik’s scale, revealing counterintuitive strategies for product development, customer success, and AI adoption that challenge conventional SaaS wisdom. ’ The next day they came back and said, ‘We’ll go with you.'”

Cybersecurity 256

Cybersecurity AI Scale CTO Hire 256

SaaStr

JULY 9, 2025

For founders : Don’t time your exit strategy around IPO market cycles. This isn’t just about exit strategy—it’s about how you recruit, retain, and manage stakeholder expectations throughout your journey. Key insight : Even in 2021’s peak year with 85 unicorn exits, IPOs were still minority (39%).

Venture Capital 272

Venture Capital compliance B2B Acquisition 272

User Pilot

APRIL 30, 2025

Use referral programs to spread the word about your app The best growth strategy is a happy user who invites their friends. Increase app users with a referral marketing strategy. Lets look at three strategies that actually keep users engaged: 1. Duolingo’s gamification strategy. Canvas app store optimization.

Strategy 66

Strategy Mobile Systems Review Scale 66

SaaStr

APRIL 28, 2025

Kiren Sekar, Chief Strategy Officer and founding team member at Samsara, came to SaaStr Annual to do one of our best deep dives even on going multi-product. Samsara leveraged this strategy to build a powerful enterprise business with 1,500+ customers paying $100K+ annually, while maintaining a healthy mid-market foundation.

Scale 260

Scale Transportation Scaling SMB 260

SaaStr

OCTOBER 23, 2024

Bootcamps With 1,025+ Organizations Are a Key Marketing Strategy Customers want to solve their big data problems with AI, but aren’t 100% sure how. NRR of 114% I would have expected even higher given the huge deal sizes, but no matter, still top tier at scale. And a true engine of growth. #9. Maybe copy this.

Artificial Intelligence 236

Artificial Intelligence Government AI Cloud 236

SaaStr

NOVEMBER 10, 2024

The Top Marketing Strategies for 2025 Growth with the CMOs of Snowflake, LinkedIn, and Carta #4. . “A Lot of Great Sales Leaders — Just Aren’t Great at Selling Anymore. And Why You Really Need a VP of Sales, and Not a CRO.” ” #2. The Cloud Bubble Lasted About 18 Months. How Long Will the AI Bubble Last? #3.

Cloud 301

Cloud AI Startup Strategy 301

SaaStr

NOVEMBER 19, 2024

Your customer success strategy has to evolve as your organization grows. Your company is going to change business goals every year, and your customer success strategy has to move towards and align with those priorities. From the very first interaction, you want to help customers drive adoption, value realization, and delivery.

Customer Success 284

Customer Success Scaling Social Media Enterprise readiness 284

SaaStr

JUNE 29, 2025

.” What Revenue Operations Actually Means : “The operations team that supports the revenue function, which can support sales, design the quota, design commissions, and design go-to-market strategies and leverage data to make good strategies for the team.” Onboarding became “very inefficient.”

Payment Services 187

Payment Services Sales Hiring Payment Solutions SaaS Payments 187

SaaStr

OCTOBER 31, 2024

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. 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.

Scale 307

Scale SaaS Social Media Business Model 307

SaaStr

OCTOBER 25, 2024

So the combination pricing strategy of a base platform fee plus a usage-based component plus value is what’s driving the market today. The idea with a three-part tariff is that you’re able to charge for value. You generate 10 million worth of marginal ROI, and you’re able to capture 15, maybe 20, maybe 25 percent of it.

Venture Capital 331

Venture Capital Marketing AI SaaS 331

SaaStr

NOVEMBER 29, 2024

2️⃣ Consider taking a role with less strategy, more execution. So a few ideas to improve the odds that you get a job in this market: 1️⃣ Write truly great outbound emails to folks you’d truly want to work for, explaining exactly how you’d crush it, directly to the CEO / VP. Enough with the 1000 one-click job applications.

Sales Hiring 284

Sales Hiring Scale Marketing SaaS 284

Buffer Resources

AUGUST 26, 2024

  To pinpoint what works best for you, I'd encourage you to start with a social media content strategy and, from there, experiment with different types of content in your social media content calendar. The latter is a particularly great strategy on Threads, where niche communities are often ready to lend a hand.

Social Media 117

Social Media Trends Branding Engagement 117

SaaStr

FEBRUARY 21, 2025

The event is known for its focused content on SaaS growth strategies, metrics, and best practices, making it particularly valuable for B2B SaaS companies. It’s the largest non-vendor SaaS conference in the world, typically drawing over 12,000 SaaS founders, executives, and investors.

Software 243

Software Scale Venture Capital SaaS 243

SaaStr

MAY 20, 2025

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 273

SMB Scale Education AI 273

Buffer Resources

AUGUST 28, 2024

What I also love is their content strategy isn’t marketing to relevant users directly. She’s the perfect example of keeping your X strategy useful and light-hearted at the same time. So your strategy should focus on creating content your audience can aspire to. Few videos mention their products.

Social Media 103

Social Media AI Search Entertainment Trends 103

SaaStr

JUNE 14, 2025

Three Strategies for SaaS Leaders Strategy 1: The Replacement Play Don’t just add AI features. Strategy 2: The Services Budget Capture Identify where your customers are spending on services and labor adjacent to your software. Replace core workflows with AI-native experiences.

AI 259

AI Cloud Software Review Underperforming Technical Team 259

SaaStr

JUNE 22, 2025

Learning #4: The Equity vs. Bootstrap Reality – Paying for Growth Has Hidden Costs The data reveals a fascinating paradox in B2B funding strategies. Choose your funding strategy based on your market timing and competitive dynamics, not vanity metrics. Master it, and you’ll outperform 83% of your peers.

B2B 217

B2B Data Scale Startup 217

Buffer Resources

SEPTEMBER 3, 2024

Yet, it can be tough to gain exposure without a well-thought-out and optimized strategy. In this article, I’ll outline the strategy we used to go from 4,000 to over 9,500 LinkedIn followers, including the types of content that have performed well and the tactics we've used to maximize engagement. more comments The takeaway?

Social Media 107

Social Media B2B Interviewing New CTO 107

SaaStr

JANUARY 3, 2025

They ran the playbook and the strategy meetings and, did the rah-rah with the team, probably better than I could but never, never learned the product.” . “A lot of VPs at Adobe that came from big logos never worked out,” Jason shared. They didn’t even try.

Sales Hiring 284

Sales Hiring Scale Systems Review Interviewing 284

Buffer Resources

AUGUST 12, 2024

I lacked strategy, struggled with the technical aspects of video production, and failed to gain traction despite publishing 35 videos. If you’re a business owner struggling to incorporate YouTube into your marketing strategy, here are my tips for streamlining the process. 

AI Search 96

AI Search Technical Review Consulting Social Media 96

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.’ It’s recruiting five or six.” ” Founders should spend 20-30 percent of their time soft recruiting execs.

Sales Recruiting 305

Sales Recruiting Sales Hiring Scale AI 305