Intercom, Inc.

SEPTEMBER 10, 2020

Applying data and science to scaling has become easier because of the shift that’s happened in the software industry over the past 15 years, from outside sales to inside sales. Those risks can be fatal: Mark has found a 75% failure rate for both Series A and Series C startups (as he presented during his 2019 SaaStr talk.).

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

JULY 5, 2019

We now produce so much content on SaaStr, we thought we’d share the Top 20 Posts of 2019, so far. The Ultimate Guide to Scaling, Sales & Raising Capital (i.e., A look at what it takes to do enterprise SaaS sales at scale. #8. Why Your Cost of Sales Generally Doubles as You Scale. Just Last Year.

Sales Hiring 199

Sales Hiring Scale Venture Capital Acquisition 199

SaaStock

JANUARY 23, 2019

Building on the success of three flagship conferences in Dublin, as well as numerous smaller conferences around Europe and US that have brought together thousands of SaaS founders, execs and investors, we’re taking this SaaS show globally, touching down on a total of 5 continents in 2019. go-to-market strategies. internationalization.

Scale 229

Scale Subscription Payment Features SaaS 229

SaaStr

FEBRUARY 25, 2019

We do want to hear about the lessons learned scaling, while running your company. “How to scale in Europe” or “How to bring your start-up to the U.S.” The post Apply NOW to Speak at 2019 SaaStr Europa on 12-13 June in PARIS! We don’t need to hear about your app. No all-male sessions.

Scale 43

Scale Banking B2B Scaling 43

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? Remote started in 2019 with nothing: no money and not a very good idea. When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. And it was true. At what point do you know you have product market fit?

Scale 261

Scale Sales Hiring Scaling Sales Recruiting 261

SaaStr

AUGUST 30, 2021

And that number has gone up from 78% in 2019 to 84% today. But even with SMBs, it’s the bigger ones that are driving growth at scale — 50% of ARR is now from customers with more than 250 employees. Going a smidge upmarket is key to Freshworks’ putting up the big numbers at scale. #2. NRR of 118%.

Scale 361

Scale SMB Scaling Payment Features 361

SaaStr

APRIL 29, 2019

Seeking Mentorship at SaaStr Europa 2019? We trialed a version of this at SaaStr Annual 2019 and attendees loved it so much that we’re doing it again. Check out the line-up… “How to scale your engineering team” with Scality VP of Engineering Pierre Derome. Haven’t bought your ticket to Europa (yet)? Don’t worry.

Part-Time VPE 174

Part-Time VPE Scale Engineering B2B 174

SaaStr

APRIL 29, 2022

Managers often grapple with how to create and scale a global product team. Scaling a team isn’t about increasing the size, rather it’s about increasing the output of the teams and producing tangible value. For that reason, scaling teams require different leadership chains inside the company. Lesson #1: Feedback is a gift.

Scale 246

Scale Scaling Company Culture Leadership 246

Intercom, Inc.

DECEMBER 12, 2018

Marketo allows users to automate their marketing processes like creating personalized campaigns that scale, identifying top prospects, and finding and connecting with the right customers. Winning marketing tech stacks in 2019. The post The ultimate marketing technology stack for 2019 appeared first on Inside Intercom.

Technical Review 223

Technical Review Technology Scale Marketing 223

SaaStr

MARCH 8, 2023

Insanely Profitable — At Scale. While Doximity was EBITDA positive back in 2019, it really exploded as the business scaled. This turbocharged Doximity’s growth, but truly hitting 80% of your ecosystem has lead to slowing growth as they approach $500m in ARR. #2. 290 $100,000+ Customers.

Scale 344

Scale Scaling Revenue SaaS 344

SaaStr

MAY 22, 2019

Meet SaaStr’s Most Respected Leaders of 2019. Our most popular CEO, COO’s and Presidents that spoke at SaaStr Annual 2019. His session focused on scaling an open culture. The post SaaStr’s Most Respected Leaders Awards 2019: The Top Ten appeared first on SaaStr. Curious how we came up with this list?

Scale 169

Scale Leadership Consulting Software Development 169

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. But before the years of rapid scaling, it took the company a little while to hit its stride. What Did WorkRamp Do Differently to Scale? But sometimes, the road less traveled is the path to success.

Scale 246

Scale Scaling SMB Marketing 246

SaaStr

MARCH 11, 2022

And so, Cloud multiples have rationally fallen back to where they were in 2018 and 2019. The argument here is multiples have fallen too far, since the best SaaS and Cloud companies are growing so, so much faster than in 2018 and 2019. Multiples exploded when we all lived in the Cloud, quarantined in whole or in part in the Cloud.

Scale 327

Scale SaaS Cloud Pricing 327

Intercom, Inc.

DECEMBER 19, 2019

In 2019, we released over 57 episodes on everything from growth to sales, to product and marketing. 2019 saw us launch 3 new series on the podcast – Scale, The Sales Summit and Intercom on Product. Aircall’s Collin Cadmus & Glofox’s Patrick FitzGerald on scaling efficiently. We hope you’ll join us.

Scale 32

Scale Systems Review Education Software Review 32

Intercom, Inc.

DECEMBER 18, 2019

As 2019 draws to a close, it’s time to reflect on another amazing year at Intercom. But as we – and the likes of Stripe, Slack, and Google – have learned, sales can be the force multiplier that companies need to graduate from scrappy startup to profitable scale-up. Thanks so much for reading and listening throughout the year.

Scale 30

Scale Onboarding Scaling Content Marketing 30

SaaStr

OCTOBER 22, 2021

Sometimes, the self-serve / PLG engine stalls out at a certain scale. Fintech is the engine of growth at scale. Expense reports are the core product and growth engine, but moving money is the growth vector at scale, (which grew 2.5x Growth of only 10% in 2019 to 2020 — but then exploded! Oftentimes, even.

Scale 326

Scale SaaS Payments SMB Payment Solutions 326

SaaStr

AUGUST 30, 2019

Our first SaaStr | Scale went off yesterday with top revenue leaders from Brex, Flexport, Talkdesk, Intacct, LinkedIn, PatientPop, and so many others. We’ve already got the CEOs and CXOs of Box, Shopify, Zoom, Pagerduty, Coupa and so many leaders are coming to speak, share, scale and learn. — SaaStr (@saastr) August 29, 2019.

Scaling 164

Scaling Revenue 164

SaaStr

APRIL 1, 2019

Are you coming to Europa 2019 ? Scaling Outside Silicon Valley: Going from $0 to $60M ARR in 4 Years – Tales From the Trenches with Podium CEO, Eric Rea. These sessions are going to give you unique insight from founders that are in the trenches when it comes to scaling. Here’s who is coming to SaaStr Europa 2019!

Scale 171

Scale Sales Hiring Mobile compliance 171

SaaStr

JULY 15, 2021

And so many more unicorns and scaling startups. In comparison, approximately 3,000,000 sqft leased in all of 2020 and over 6,000,000 sqft leased in all of 2019.” ” So that’s not back to the 6m sq ft of 2019, it’s a lot more back than you might think. #3. That are keeping an office of some form.

Scale 328

Scale Cloud Startup Trends 328

SaaStr

FEBRUARY 27, 2023

In 2019, the founding team at Storyblok set out to create a content marketing solution that worked for everyone—developers and marketers alike. They also hired a VP of Partners who knew how to scale B2B software. The company has since grown to more than 200 employees and over 75,000 customers. The post What Could Possibly Go Wrong?

Scale 245

Scale Sales Hiring Sales Recruiting Scaling 245

Tom Tunguz

JANUARY 18, 2022

As a company’s scale approaches that of a public company, the greater the impact on their fundraising. For the next 3 years, Series Ds increased in size until the late 2019/early 2020 correction of 41%. The question on every software founder’s mind today must be, how will this affect the private financing markets?

Marketing 362

Marketing Startup Finance Technology 362

Andreessen Horowitz

AUGUST 4, 2020

Today, about 90% of public SaaS companies and the 2019 Forbes Cloud 100 have subscription-based revenue models. By adding … The post Fintech Scales Vertical SaaS appeared first on Andreessen Horowitz.

Scaling 145

Scaling SaaS Cloud Payment Features 145

SaaStock

FEBRUARY 14, 2019

Talk: Scaling & Exiting: Dreams, Designs & Dramas. Eric will share with us his experience of scaling a SaaS business past 15,000 customers and 700 employees in an emerging market. Talk: The good, the Bad and the Ugly of Scaling a SaaS Company in LatAm. His focus there was deal-sourcing.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

JANUARY 4, 2022

In 7 years from launch in hit $100m in ARR in 2019, and then $200m in 2021, just two years later. Dramatically accelerating its new customer count at scale. That’s a challenge to everyone that says customer growth has to slow at scale. Today, they are at $260m in ARR growing a stunning 63% with a $7 Billion market cap.

New CTO 69

New CTO CTO Software Review B2B 69

SaaStr

JUNE 15, 2022

market cap — up more than 3x from the $800m valuation at its IPO in December 2019, Not too shabby!! It’s generating material cash now at $240m ARR, which suggests a clear path to 20%+ operating margins and free cash flow at scale. It’s sitting at a $2.6B Relatively efficient growth, with a PLG booster.

Scale 68

Scale SMB Market Segmentation Scaling 68

Tom Tunguz

DECEMBER 15, 2019

These are the top posts of 2019 with some commentary and behind the scenes notes on each. The SaaS Valuation Environment in Mid-2019 : 2019 saw the highest valuation environment for SaaS companies for the last 15 years. The most gratifying thing writing this blog is the feedback from readers who say the content is useful.

Scale 145

Scale Acquisition Innovation Startup 145

SaaStr

AUGUST 9, 2024

So many of the Best of the Best are growing at crazy rates at scale, from Canva to Databricks and Wiz and more. So you can discount some of this as outliers, even the outliers of the outliers. But the Cloud 100 was always outliers. Databricks is Growing 60%+ at $2.4 Billion in ARR. And Accelerating.

Venture Capital 298

Venture Capital AWS Cloud Scaling 298

SaaStr

MAY 19, 2021

Again, similar to Asana and Smartsheet but not Slack or Zoom, the $50k+ ACV customer segment is growing the largest at scale, up 219% year-over-year. #4. They focus on customers with 10 seats or more, which have grown from 53% of revenue in 2019 to 65% today. But bigger customers fueling the most growth. have more revenue there.

Scale 361

Scale SMB Government Enterprise 361

SaaStr

JUNE 3, 2021

and as Cloud continues to scale: Many of the best in SaaS are accelerating even at massive scale. That’s massive acceleration at scale. A fairly incredible thing has happened as we leave Covid behind (at least in the U.S.) Even at $1B ARR, or even at $24B ARR like Salesforce. Salesforce. Seize the day. 2014 $4.1B.

Cloud 301

Cloud Scaling SaaS Revenue 301

SaaStr

APRIL 30, 2022

And that’s a wrap on @twilio Q1 2019 earnings! — Jeff Lawson (@jeffiel) May 1, 2019. At least, $1B in ARR certainly isn’t the ceiling. 233M revenue, 81% y/y growth, and our first quarter including SendGrid results! Thank you to our customers, partners, and Twilions worldwide on another quarter of continued strong growth.

SaaS 362

SaaS Cloud Trends Revenue 362

SaaStr

DECEMBER 10, 2019

You don’t need to be a math whiz to see that means it started slow and then truly accelerated only once scale was hit. It is also increasing Net Revenue Retention, from 106% in 2018 to 110% in 2019. Bill.com only grew its customer count 21% in 2019, but grew its revenue 56%. Pretty impressive! Almost always.

Payment Services 274

Payment Services Payments Payment Methods SMB 274

SaaStr

APRIL 17, 2021

Billion in GMV processed, up a stunning 91% from 2019. So seasonality is real here at scale. You have to add a second product to really scale beyond $1B in ARR. #7. Monetizing ecommerce via subscriptions, but not payment processing. Squarespace has rapidly expanded into ecommerce, with $3.9 And a few bonus learnings: #6.

Payment Methods 337

Payment Methods Merchant Services Payments Payment Services 337

SaaStr

MAY 6, 2022

And generating real cash flow at scale. #2. Draw a straight line and assume multiples gradually expand at the same rate as they were growing from 2017-2019. That revenue multiples should rise from where they were in 2019. The Bears do have a lot of years of history on their side — all the years up to 2018.

SaaS 348

SaaS Azure Cloud AWS 348

SaaStr

DECEMBER 20, 2023

They were $1.7B+ ARR in October , so let’s call it close to $2B at the end of the year, growing 40%+ at that scale –and profitable! (or In 2019, they had 500 employees. #4. 300 Employees Working on AI Not a surprise, but interesting to see the scale of investment here. #5. That’s … pretty epic.

AWS 307

AWS B2C Scaling AI 307

SaaStr

MARCH 26, 2019

This podcast is an excerpt of Jay’s session at SaaStr Annual 2019. How do you scale an open culture? The post SaaStr Podcast #219: Atlassian President Jay Simons on How to Scale an Open Culture appeared first on SaaStr. Stay tuned for our next Founder’s Favorites episode: March 28. Missed the session? Jay Simons.

Scaling 157

Scaling Cloud Company Culture 157

Tom Tunguz

JUNE 23, 2024

While there are still many companies sub-$200m in revenue who go public, the late-stage private markets enable those who would wait to achieve much higher scale. 1 PwC estimates cost based on historical data from 2019-2022 which will further underscore the trend.

Revenue 308

Revenue Finance Trends Startup 308

SaaStr

JANUARY 30, 2021

And much faster than most peers at this scale. Building on the prior point, ServiceNow’s revenues from its platform didn’t cross 10% of its overall revenue until 2019. This is pretty stunning, and justifies the $100B market cap. Even at $5B in ARR, ServiceNow is still growing at 32% year-over-year.

Enterprise 354

Enterprise Revenue Scaling Retention 354