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In a recent conversation between HubSpot Chairman and co-founder Brian Halligan and SaaStr Founder and CEO Jason Lemkin, they shared their advice on what actually works when hiring VPs and building your SaaS executive team. “And the real reason is, and this is what I obsess about now, they never learned the product.
So that’s what I regretted. But I think what people underestimate is the joy. I didn’t have enough lessons to learn from. I thought we were B minus tier, right? But I didn’t realize we were not S tier, but we were A tier. That was my met. And then there’s certainly a financial aspect. ‘ Oh, I see.
So Jamin Ball of Altimeter has a great summary of the cumulative revenue growth of all public SaaS companies … and it’s not a great story: Aggregate net new ARR added in Q1 from the software universe isn't looking good! Aggregate quarterly net new ARR added across the cloud software universe dropped to just $1.65
Subscribe now Overall Trends When looking at the aggregate net new ARR added in Q1, it doesn’t pain the best picture. Net new ARR added was down 28% from Q1 last year. What’s more interesting is the outlook - are companies giving us any hints that the things are improving (or degrading)? The median beat was ~2.2%
Speaker: Pete Uselman, Director of Partner Experience at Wind River Payments
You'll learn important information, including: How responsibilities are split in a white label environment Reasons why software providers adopt white label payments How to know if you are ready for white label payments What to look for in a payment partner that supports white label Join integrated payments expert, Pete Uselman, to explore how owning (..)
Dear SaaStr: What’s the #1 Reason You See Sales Reps Fail These Days? The #1 reason I see sales execs struggling today in new roles: they are convinced their playbook is better. And so I see these seasoned sales execs blow up 30, 60, 90 days in when they get frustrated when they are pushed to run a new playbook.
What are we doing wrong?” And here’s what I’ve learned about AI sales tools after implementing them ourselves and win dozens of portfolio companies: They work incredibly well… if you actually do the work. The fix : Treat AI training like you would train a new SDR hire. ” The short answer?
Pricing As Another Product Feature “First off, I want to try and make you reset your mind about what pricing is,” Akshay Sharma, Head of Pricing and Monetization at Miro explains. “I call it another product feature and just like other product features, it changes what your customer’s behavior is.
Having led sales teams of 500+ at BILL and 800+ at HubSpot, Michelle has unique insights into what makes great frontline managers and why investing in them is crucial for sustainable growth. What’s great about high-volume sales at that scale is the pattern recognition,” Michelle shared. What should your team identity be?
Generative AI is taking the world by storm, but the questions that all CEOs, data leaders, and AI leaders are being asked are: What are we going to do about it, and what is our plan? From productivity gains to finding new routes to revenue generation, generative AI is going to radically transform how we work.
The Bar Has Gone Up: The New Era of HyperFunctional SaaS with Jason Lemkin #2. Why This is Good News for SaaS. #5. One Thing is Clear: AI Is Leading to 1000+ New Competitors in SaaS Top Videos and Pods: #1. “How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel” #2.
Dear SaaStr: What was your first meeting with a VC like? What happened? I knew what a good pitch was, and what good metrics were, and what VCs were interested in. I was new as a founder — but not new to fundraising. I went and asked some folks what to do. I dont know what to this day.
.” For example, when you hit a $100M, you just can’t sell enough to drive 40 points of new growth. Even if your net retention is a hundred, itt’s much more difficult to sell $40 million of net new logos. “You’re hiring a new VP of sales and you’re on your 20th interview.
– RevenueCat now powers 1/3d of all new mobile subscriptions world-wide – New Apps using RevenueCat doubled in last 6 months – Powering monetization for ChatGPT, Notion, VSCO, Runna, and pic.twitter.com/McFmCBZ0eE — Jason SaaStr.Ai Basic questions like “What’s our churn rate?”
Speaker: Peter Cowen, Managing Director, Sutton Capital Partners & Tim Draper, Founder, Draper Associates
What are some early learnings from the COVID-19 pandemic? What advice would you give entrepreneurs who were planning to raise capital right before COVID-19 hit? What sectors (e.g. ecommerce) are gaining traction in this new world? What sectors (e.g. ecommerce) are gaining traction in this new world?
Still, they are some good ones: Zoom, Scaler, New Relic, Elastic, etc. What about across all start-ups, and what about bootstrapped start-ups that have to be scrappier for longer? More on that here : At the Top SaaS Companies, Founder-CEOs Own ~15% at IPO. And Most Co-Founders Are Not Equal (And That’s OK).
The Hackathon-to-Product Pipeline Rubrik’s new product development follows a surprisingly grassroots approach. So my engineer and I went in front of the customer and said, ‘You know what? What you want today isn’t going to happen today. They said, ‘without this, we’re not going to buy you.’
SaaS Is Still Slowing Down, Unfortunately: What Q1 2025 Numbers Reveal About the Cloud Software Market The 40% Rule: Why This Number Changes Everything Here’s the uncomfortable truth: 40% of workloads have now moved to the cloud. What This Means for B2B Leaders 1. This probably isn’t a temporary blip.
Dear SaaStr: What Really Happens When a Company Buys Another One? Oftentimes, very little true operational planning is done on what to do after. VPs and execs will be thrown into roles they didn’t fully anticipate, dealing with new technologies and product lines they weren’t even managing a week ago. It is what it is.
What are some early learnings from the COVID-19 pandemic? What advice would you give entrepreneurs who were planning to raise capital right before COVID-19 hit? What sectors (e.g. ecommerce) are gaining traction in this new world? What sectors (e.g. ecommerce) are gaining traction in this new world?
So what does Elizabeth mean by being customer zero? As Github’s individual developers were loving it, the broader team realized there was a SKU and opportunity here to launch a new product. They would get a long issue template and need to fill in 47 fields containing what the customer said.
What are the most common mistakes I see first time SaaS founders make? They often struggle to do things a new way. 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. Second-time SaaS founders make other mistakes. Cheap is good.
It’s a new SaaS, a different SaaS, and AI-fueled SaaS, but it’s back. No matter what, it will be bigger and better (and even more AI centric) than 2024. pic.twitter.com/5vlHiRmeCz — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) January 2, 2025 So one of our themes (and memes) is that SaaStr is Back.
What’s more common today is that VCs just check out when they think you’re not doing well. So if you want to go big, what you really want to find is someone on your cap table who actually cares. What it means is if they don’t run the place, they may not be there in 10 years. ’ Ask what it is.
Speaker: Peter Cowen, Managing Director, Sutton Capital Partners & Ben Narasin, Venture Partner, NEA
What are some early learnings from the COVID-19 pandemic? What advice would you give entrepreneurs who were planning to raise capital right before COVID-19 hit? What sectors (e.g. ecommerce) are gaining traction in this new world? What sectors (e.g. ecommerce) are gaining traction in this new world?
This isn’t your typical “here’s what public companies are doing” report – this is real data from real private companies dealing with real challenges in 2025. But here’s what most people are missing: This isn’t necessarily bad news. Solid, consistent 25%+ growth is the new exceptional.
"No one will create content without AI going forward" with @thesamparr + @ShaanVP with me on New!! The AI understands what makes content pop on social — the pacing, the visuals, the hooks that make people stop scrolling. The impact : We’re scaling SaaStr expertise 100x beyond what any human team could handle.
Circle shows what happens when macro forces beyond your control can swing your revenue by hundreds of millions. The “Regulatory Moat” Strategy: Compliance as a Competitive Advantage Circle was the first to receive a New York State BitLicense, which is famously difficult to obtain, in 2015. The culprit?
They want fairly consistent comp across engineering, and fear if nothing else, lots of issue if favorites are played, the new guy gets a better deal, etc. What I often see is many SaaS companies arent truly AI-native and often just have 1 or 2 true AI magicians on the team. What About You? But AI is challenging this.
What are some early learnings from the COVID-19 pandemic? What advice would you give entrepreneurs who were planning to raise capital right before COVID-19 hit? What sectors (e.g. ecommerce) are gaining traction in this new world? What sectors (e.g. ecommerce) are gaining traction in this new world?
So we have a classic set of New Year’s Resolutions in SaaS that we update every year. So with that here are Your Top 10 New Years SaaS Resolutions for 2025: #1. OK, this has been on our New Years list since inception, but its as true as ever. Whats your #1 VP hole? Over the years, so much has changed in SaaS.
On the one hand, new AI-first entrants are rocketing to $10m ARR in a year. Everyone is pushing hard on upsells, but for what? What most leaders in the contact center are seeing is 2 steps forward, 1 step back in terms of economics. What if SaaS vendors cant charge anything extra for agents and resolutions? Is your app?
New spending data from Ramp reveals a possible trend: end user AI adoption may be hitting its first growth slow down. Perhaps most significantly, we’re not seeing the explosive growth in new providers that characterized the earlier phases of the market. The AI adoption party might be slowing down—at least temporarily.
Dear SaaStr: What’s the #1 Reason You See Sales Reps Fail These Days? Top SaaStr Podcasts & Videos of the Week: #1. “What Really Matters in SaaS in 2025 with Jason Lemkin and Dave Kellogg” #2. The Top Marketing Strategies for 2025 Growth with the CMOs of Snowflake, LinkedIn, and Carta #4. appeared first on SaaStr.
Want to understand what data is being monetized, who wants it, and why? Feel like you should be able to use data you already own to create new revenue sources? If the answer to any of those questions was yes, then we have good news for you!
And what you can see is there is really almost no liquidity for startups and scale-ups in SaaS and Cloud at the moment. And VCs didn’t care if they got secondary shares (buying them from others) or new primary shares, so there were a ton of employee tender offers and buy-outs going on. And 2021 was a record year for Saas IPOs.
This creates what I call “authentic product-market fit.” When founders deeply understand the problem space, they can better evaluate new opportunities and maintain focus as the company grows. They hold the company accountable for building what customers actually need.
months is reshaping how software gets built TL;DR: The New Dev Platform Reality In June 2025, Replit CEO Amjad Masad dropped a bombshell on X: his company had crossed $100M ARR, up from just $10M at the end of 2024. But here’s what makes this story truly remarkable: Replit didn’t just grow fast.
It hit 1 billion searches per day in under a year : Let’s put this in perspective: ChatGPT compressed what took Google over a decade into roughly 300 days. million users worldwide, with Americans accounting for one-third of all new AI users. The New Adoption Ceiling is Vertical – Traditional S-curves are getting compressed.
This is your chance to create unprecedented brand awareness, bring in the best leads sales has ever seen, and play an instrumental role in generating new and existing business revenue. In this eBook, you’ll discover what it takes to develop and drive a successful marketing-led growth strategy.
Dear SaaStr: What Are Some Startup Costs That You Didn’t Anticipate? Their “sense” of what things cost is often just way too low once they start to invest the first round of VC capital they raise. Those 18 months of runway shrink to 9 in the blink of a company-wide raise and a few great new hires. Dramatically.
What was once considered too small or too niche, vertical SaaS has recently emerged as a hotbed of innovation and profitability. But it’s not, and it’s being reinvented, so what’s changed in the space with the introduction of automation and AI? Fintech coming into play has changed the trajectory of what vertical SaaS companies can be.
It’s a tough question I think all of us should ask going into a New Year. What about SaaStr? If not, what would it take in 2025 to actually matter again? I do think so, but it’s been 12 years of blogging and 10+ year of events and more. So you gotta ask yourself that question as the year winds down. So much changes.
And that is something somewhat counterintuitive: It may be easier to sell your second product to new customers than your existing ones. And what we think we’re often doing is building another product to sell to our existing customers. But the attach rate for new customers is 50% higher than existing ones.
But don't worry, Logi Analytics' Blueprint to Modernize Analytics will help you define your new solution, plot out how to get there and determine what you'll need in terms of time and resources. If it sounds like a daunting task, that's because it is. When it comes to your revenue and customer loyalty, don't be reactive, be proactive.
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