SaaStr

MAY 10, 2023

HubSpot’s operating margins have scaled into the double-digits the past two quarters for the first time. 23% Customer Count Growth Leads to 30% Revenue Growth, but NRR dips to 104% HubSpot is still very much SMB, especially the “M” of SMB. A reminder of just how important being multi-product is at scale.

Scale 325

Scale SMB Headcount New CTO 325

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 330

Sales Recruiting Sales Hiring Scale Sales 330

SaaStr

APRIL 2, 2023

This thought is usually accompanied by a vague statement like “this person isn’t scaling.” Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal!

Sales Hiring 331

Sales Hiring Scale Customer Success Scaling 331

SaaStr

FEBRUARY 23, 2022

The best in SaaS and Cloud really do scale just about forever. It can seemingly scale forever. But at the same time, Twilio hasn’t gone radically upmarket overall, despite 30% of the Global 2000 being customers. in ARR, Twilio is still growing a stunning 54% year-over-year! Let’s see how they do it.

Scale 285

Scale Cloud Scaling Acquisition 285

Tom Tunguz

SEPTEMBER 19, 2021

More than 2000 employees work all over the world and have collaborated to build a massive software business. If that’s not a suite… Founded ten years ago, the company has scaled rapidly selling their software management suite to small and large companies alike. Sales Efficiency. -. The sales efficiency of 0.67

Metrics 315

Metrics Outsourced Development Scale Cloud 315

SaaStr

JANUARY 9, 2020

If you buy Salesforce, you get several benefits: Scale. Salesforce is really 4+ clouds that are all at scale (sales, marketing, commerce and platform). If you also own Salesforce, and you are #3 (Google), you get instant additional cred and footprint with the Fortune 500 and Cloud 2000. Diversity in Applications.

Sales Recruiting 287

Sales Recruiting Scale Sales Hiring Cloud 287

Intercom, Inc.

APRIL 22, 2019

His new venture focuses on creating a central knowledge network for scaling businesses so that employees aren’t wasting hours by chasing down important resources and company history scattered across a host of apps like Google Docs, SharePoint sites, Evernote and more. Collaboration pains increase as you scale. Short on time?

Scale 156

Scale Scaling Underperforming Technical Team AI Search 156

Andreessen Horowitz

OCTOBER 18, 2023

Our nuclear rollout peaked in the 1970s during the oil crisis—President Nixon championed “ Project Independence ,” which aimed to build 1,000 nuclear reactors by 2000. They weren’t even done with the design before they started building , leading to inevitable changes after long lead-time items were already in development.

Scale 28

Scale Scaling VP of Engineering Construction 28

SaaStr

APRIL 7, 2022

The company scaled from a hundred people to 800, last I know, but it changes every day. Today, every single global 2000 company has somebody thinking about RPA and next year every division within a global 2000 company will think about RPA. Growth for us is about massive scaling and hiring. Bobby Patrick: Right.

Sales Hiring 279

Sales Hiring Scale Sales Recruiting Outsourcing Services 279

SaaStr

APRIL 21, 2023

In this post , SaaStr Founder and CEO Jason Lemkin shared five super simple ways to generate more leads and grow your company that always work. Now, he has five more marketing strategies that are sure to generate more leads if done right. Now, go find 30 other prospects exactly like them. Customers and prospects will come.

Outsourcing Services 262

Outsourcing Services Scale Outsourced Development Marketing 262

SaaStr

MARCH 12, 2019

Regardless of what stage you are in, he provides a framework to systematically approach this stage and what you should focus on to get to scale faster. We are screwing up the scale. What is sales? What is sales? Isn’t sales really around customer value creation? Join us for SaaStr Annual 2020.

Scale 264

Scale Sales Hiring Revenue VP of Engineering 264

Tom Tunguz

JANUARY 10, 2023

Looker began to sell successfully to Fortune 500/Global 2000 companies who required new features & scaling other ones: e.g., managing a user base measured in thousands. With Sales Kick Off imminent for many startups, it’s time to fill in the blank. Another year, Frank rallied the company around Looker 500.

Scale 235

Scale Startup Scaling Management 235

SaaStr

MARCH 3, 2021

Developers want trusted products that are very easy to deploy and that also scale. Global 2000 and larger SME customers pick the vendor that solves their problems. Yes, Salesforce is “harder” to use for a sales rep than Pipedrive. A little more here. Developer’s Choice. Twilio, Stripe, New Relic, etc.

Marketing 353

Marketing Scale Branding Enterprise 353

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 306

Sales Hiring Sales Recruiting Scale Headcount 306

SaaStr

NOVEMBER 3, 2019

Customer Success > Sales, ultimately: Salesforce’s upsell is split about 50/50 between new seats and new products. If 75% of your revenue comes from your installed base, like Salesforce’s at $20b+ in ARR, you’ll be able to scale almost infinitely. No excuses. If You Do Go Upmarket, Keep Going.

SaaS 277

SaaS Scale Retention Cloud 277

SaaStr

JUNE 26, 2019

move to quarterly once they are at scale. Later, once you have 20–2000 sales reps, a Sales Ops department, good modeling software, etc. you’ll end up likely with both a fair amount of complexity in sales commissions and likely quarterly quotas. That makes quarterly the only practical option.

Scale 171

Scale Payment Solutions Sales SaaS 171

SaaStr

OCTOBER 9, 2024

35% of the Global 2000 are customers, and it has over 3,000 $100k+ customers and 567 $1M+ ARR customers. #4. So many enterprise sales are really through the channel — and not direct sales. A reminder to not be too reliant on direct sales alone, as so many startups are. #9. 3,100 $100k+ Customers, Up From 973 in 2020.

Software Review 312

Software Review Cybersecurity Enterprise Scale 312

Stax

APRIL 15, 2025

There are some important variations to MRR that would be good for your sales team to be aware of, including new MRR, expansion MRR, and churn MRR. Talk to sales What is Monthly Recurring Revenue (MRR)? Let’s get started. TL;DR MRR is the average revenue that a company expects to receive each month.

Payments 88

Payments SaaS Payments Revenue Payment Services 88

Aaron Beashel

MARCH 9, 2018

Sure adding sales & marketing help fuel the growth, but these business were growing pretty rapidly before they injected the sales & marketing rocket fuel. We had great sales & marketing teams and growth definitely did happen, but it just seemed a lot more difficult. In others however, growth has seem like a slog.

Scale 192

Scale SaaS Payments B2B Strategy 192

SaaStr

JUNE 3, 2020

And then I spent a year at Salesforce working on Marc Benioff’s extended leadership team, and really had a chance to learn how important trust can be, and also really learn from Salesforce, from Mark, how do you really build a global SaaS leader at scale? And even that’s really just the beginning.

Software Review 249

Software Review Scale Technical Review SaaS 249

SaaStr

NOVEMBER 12, 2019

So Pardot, SalesLoft and Calendly, you’re thinking, “How is this random guy from Atlanta 2000 miles away at the starting floor, at the ground floor of three pretty interesting SaaS companies?” SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot. That was Pardot 1.0.

Sales Recruiting 193

Sales Recruiting Scale Outsourcing Services Sales Hiring 193

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Scale 143

Scale Sales Hiring Sales Recruiting Sales 143

User Pilot

NOVEMBER 7, 2024

Zapscale – from $500/month to $2000/month and customizable enterprise packages. out of 5 stars Pricing : Startup plan at $500/month, Growth plan at $2000/month, and Enterprise plan available upon request. While primarily meant for sales, Chorus benefits customer success teams as well. Lead qualification.

Customer Success 105

Customer Success Enterprise Software Review Startup 105

Sales Hacker

MARCH 1, 2021

There’s no question that email is still one of the best ways to get in touch with potential sales prospects. Below, we share five tips for writing sales emails that actually generate replies. Use social media to warm up your prospects. Need proof? This is more than the 3.8 billion people using social media.

Scale 131

Scale Data Social Media Sales 131

Intercom, Inc.

NOVEMBER 7, 2018

Pure customer acquisition metrics are popular, but dangerously inexact tools for calibrating and scaling your company growth. Multiplying clicks times cost per click tells us that we paid $500 for 10 customers with Ad 1, $1000 for 10 customers with Ad 2, and $2000 for 10 customers with Ad 3. The answer is unequivocal: no.

Acquisition 202

Acquisition Scale Advertising Customer Lifetime Value 202

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. And the same customer challenges that we were being presented, which was: How do you scale? So one trend is just containers, Kubernetes and how that auto scales in a very seamless way wherever you are.

Cloud 173

Cloud Scale Trends Artificial Intelligence 173

Sales Hacker

MAY 24, 2019

My team and I interviewed 50+ sales leaders at companies like Dell, Workday, Oracle, and Cornerstone. Based on what we learned, it’s clear the best sales teams practice proactive disqualification (DQ). In short, disqualifying prospects as soon as it’s clear the deal won’t close. Disqualifying at Scale. Flagging Bad Deals.

Scale 106

Scale Forecasting Interviewing Sales 106

Intercom, Inc.

SEPTEMBER 19, 2019

This is the recipe for a mediocre sales team. On this week’s episode, I caught up with Steli to chat all things sales. It’s a timely conversation for us, coming hot on the heels of the release of our book Intercom on Sales last month and Steli’s own book The 2020 Startup Sales Playbook this week. to Close.com.

Sales Hiring 184

Sales Hiring Scale Underperforming Technical Team Sales 184

SaaStr

DECEMBER 16, 2019

There is not a single event in the world that brings together 15,000+ SaaS executives, founders, and VCs for three full days with 300+ sessions from the best-of-the-best on how to scale faster. . at a Global 2000 or similar company ($300M or more in revenues, or close). . In 2020 we’re going where no tech conference has gone before.

Cloud 152

Cloud Scale CTO Innovation 152

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 91

Sales Recruiting Scale Sales Hiring Sales 91

Tom Tunguz

OCTOBER 13, 2014

This could be because tech companies have achieved such a huge scale that the material acquisitions ten years ago, are no longer material today. The chart above shows the aggregate value of venture-backed startup M&A activity from 2000 through 2014[1] in orange, using NVCA data. The truth is probably a combination of the two.

Acquisition 127

Acquisition Trends Startup Marketing 127

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 236

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 236

A Smart Bear

OCTOBER 4, 2017

Idealistic founders believe they will break the mold when they scale, and not turn into a “typical big company.” What are the fundamental forces that transform organizations at scale? Marketing isn’t scheduling a launch and recruiting isn’t timing the start-dates of the next 50 hires in customer service and sales.

Scale 61

Scale Government Scaling Sales Recruiting 61

Sales Hacker

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. Through that, he went to university where he studied AI and cybernetics, ultimately leading big teams in EMEA for AppDynamics. Learn how modern sales teams with deals, win deals now.

Scale 115

Scale Sales Hiring Sales Recruiting Technical Review 115

Tom Tunguz

MAY 6, 2015

WebEx went public in June 2000 with $8.3M To achieve that phenomenal growth in 2000, the company ramped their sales and marketing investment from $2M to $9.3M to $50M from 1998 to 2000, representing an astounding 300%+ of revenue. WebEx benefitted from an extremely efficient sales model.

Startup 100

Startup Scale Systems Review Acquisition 100

SaaStr

JULY 11, 2019

Some of these sales reps want more than a $100,000 a year, don’t they? What we do is, really, we provide an easy-to-use software that any company can use to take support calls, sales calls, and basically contact with the customer. Like you said, with no money, building an enterprise sales team, building everything that-.

Sales Hiring 270

Sales Hiring SMB Scale Cloud 270

Aaron Beashel

OCTOBER 31, 2016

Just a few months into my stint at Campaign Monitor, a new CEO joined to lead the company. Alex co-founded the well-known SaaS company Desk.com before selling it to Salesforce and becoming the VP of Service Cloud (their second largest business unit, behind Sales Cloud). Scale paid acquisition (Paul) – Find and onboard PPC agency.

Scale 100

Scale Underperforming Technical Team B2B Marketing 100