SaaStr

MAY 31, 2024

1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. . #1: Folks are either burnt out or came in during the boom, and they don’t know what the real world of SaaS looked like before.

Sales Hiring 307

Sales Hiring Sales Recruiting Marketing Scale 307

SaaStr

JULY 1, 2024

It’s less jack-of-all-trade hires, so the knowledge and questions they’ll ask will look a lot different. Either way, ensure the demand gen team sits down with sales and decides which accounts to go after. Either way, ensure the demand gen team sits down with sales and decides which accounts to go after.

Sales Hiring 305

Sales Hiring Scale SMB compliance 305

SaaStr

NOVEMBER 9, 2019

But they are often just awful managers. Especially in SaaS. Because SaaS is so cross-functional. Stay late with the sales team when they’re trying to close the last deals of the quarter, and take ’em out for drinks after. Hire People Better Than You (and That Aren’t Your Friends).

Sales Hiring 280

Sales Hiring Sales Recruiting AWS Churn 280

SaaStr

DECEMBER 14, 2021

It can be easy for SaaS companies to lose momentum if they haven’t quite found the perfect product-market fit. The Treasure Data platform instantly analyzed large amounts of data, which meant that companies didn’t need to hire lots of computer scientists or put up a considerable upfront investment for data projects. . million and $1.2

Sales Hiring 312

Sales Hiring Data AWS Leadership 312

SaaStr

SEPTEMBER 28, 2023

In this new SaaStr series called “What’s new at…,” Jason Lemkin chats with WorkOS CEO and founder Michael Grinich about what it takes to be Enterprise ready in SaaS, building vs. buying, and who the stakeholders are in a B2D motion. That’s unheard of in other SaaS categories. 50% of SaaS sales are outside of North America.

Enterprise readiness 289

Enterprise readiness Payment Solutions Enterprise Payments 289

SaaStr

FEBRUARY 21, 2024

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. AWS can’t support 20 partners equally. Otherwise, it falls apart.

AWS 285

AWS Scale Sales Hiring Marketing 285

SaaStr

DECEMBER 20, 2023

In the latest installment of SaaStr’s What’s New series – where we sit down with the leaders in SaaS and Cloud for the inside scoop on what’s top of mind and what’s new, SaaStr CEO and Jason Lemkin chats with the CEO of ZoomInfo , Henry Schuck. So, what’s new at ZoomInfo? ” And there can be some truth to that, right?

New CTO 316

New CTO Scale Sales Hiring CTO Hire 316

SaaStr

DECEMBER 27, 2023

For context, Docebo is a learning management platform addressing the needs of corporations that train an audience internally and externally. Customers range from AWS skills-builder platforms with billions of users to Zoom using it for customers and employees. Docebo was started and funded in 2005 and became a SaaS player in 2012.

Sales Hiring 282

Sales Hiring Scale SMB Outsourced Development 282

SaaStr

AUGUST 8, 2023

The role of finance in SaaS is changing. The team is typically highly cross-functional, working together with sales, product, engineering, and marketing, and the goal is to help the other teams make better decisions through data and financial modeling. No longer are finance teams the traditional “bean counters” of ages past.

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

SaaStr

FEBRUARY 22, 2023

I have a strong, semi-proven thesis that in SaaS, market size doesn’t matter that much … at least in the traditional top-down sense. Yes, many of the big winners in SaaS entered already large markets, from CRM (Salesforce) to ERP (Workday) to Collaboration (Workday, Asana). And it’s better than that, these days.

Scale 284

Scale Sales Hiring Venture Capital AWS 284

Clouded Judgement

JUNE 19, 2024

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., It’s worth pointing out that Azure is a bit above the long term trendline, while AWS is still below (but accelerating up). net retention and CAC payback).

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

SaaStr

MAY 31, 2023

It’s one of the few still commanding a premium multiple in today’s world, and still growing at tremendous rates: Snowflake is also a barometer of everything in SaaS and Cloud, because a significant amount of its revenue is consumption-based, at least in part. AWS is seeing this, and so is Snowflake. Not none, just less.

Headcount 246

Headcount Scale Sales Hiring AWS 246

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. And it’s one of the three large cloud vendors that we all know: Microsoft, AWS, and Google. Jabari Norton. Crowdstrike.

Scale 262

Scale Marketplace as a Service Cloud SaaS Payments 262

SaaStr

MARCH 22, 2023

Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks. You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. Of course, we all know how that turned out.

Scale 262

Scale Scaling AWS Sales Hiring 262

Intercom, Inc.

FEBRUARY 26, 2018

I’m referring to the full spectrum of business execution, from product management to design to engineering to marketing to sales to support and all the other functions needed to scale a business. ” At Intercom, we build a SaaS solution for our customers, but we don’t consider ourselves a software company.

Outsourcing Services 224

Outsourcing Services Software Review Software Outsourced Development 224

SaaStr

JUNE 3, 2020

It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And what I’d like to talk to you about today is the SaaS Trust crisis we’re seeing.

Software Review 252

Software Review Scale Technical Review SaaS 252

Baremetrics

OCTOBER 31, 2021

Changing how and where you host your product is one of the most challenging decisions for a SaaS company to. Changing how and where you host your product is one of the most challenging decisions for a saas company to make. None of us started a saas company to deal with server migrations. And… It’s not fun.

AWS 115

AWS DevOps as a Service Underperforming Technical Team Development Team Review 115

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. Everyone knows Shopify for what it is today, but in the earlier days, it really was the best SaaS platform for SMB eCommerce providers. This is really founder-led sales. If you look at the IAS vendors, they passed $130 billion revenue milestone this year.

Sales Hiring 231

Sales Hiring Scale Payments Cloud 231

SaaStr

AUGUST 10, 2023

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. How much does culture matter in SaaS, and how do you build one that pays dividends? You’re finding the repeatability of your sales motion. Ideas Are Cheap.

Scale 243

Scale Scaling Sales Hiring Cloud 243

Sales Hacker

MARCH 10, 2020

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. We’re on iTunes.

Sales Hiring 84

Sales Hiring Scale Marketing AWS 84

Outseta

JANUARY 20, 2020

In this post I’m going to share the most important lessons about growing a SaaS business that I learned at Buildium—collectively, these things had an awful lot to do with the company being valued so highly. I was offered a job as Buildium’s first full-time marketing hire, pulling in a cool $38,400 annually.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStr

JUNE 26, 2024

Last year, the message was that it’s harder, so what is the theme for many SaaS companies this year? SaaStr founder and CEO Jason Lemkin shares his take on the current SaaS landscape midway through 2024 and what might be coming next in 2025 at the opener to this year’s SaaStr Europa. Just build. To some extent, it’s not clear.

CTO Hire 147

CTO Hire AI Venture Capital Sales Hiring 147

How To Buy Saas

MAY 21, 2025

In the fast-paced hiring landscape of 2025, an Applicant Tracking System (ATS) has become an essential tool for companies of all sizes and sectors. Importantly, ATS platforms have evolved with AI-driven features , diversity and bias reduction tools , and deep analytics to meet todays hiring challenges.

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

Sales Hacker

JUNE 1, 2020

Publicly-traded, PLG businesses grow faster than their peers and are less reliant on expensive sales and marketing investments to fuel their growth. With PLGs massive growth, many wonder if PLG and self-service solutions will replace Sales. Sales Isn’t Going Anywhere. Sales still makes up 25% of their headcount on average.

Sales Hiring 94

Sales Hiring Scale Headcount Sales 94

Clouded Judgement

APRIL 11, 2024

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., It looks at the YoY dollar change in quarterly revenue from the hyperscalers (just looking at Azure / AWS because the data goes back further) going back a few years.

Cloud 184

Cloud Software Azure AWS 184

SaaStr

FEBRUARY 10, 2023

You Make Something Awesome, and No One Buys It Before Monroy joined Digital Ocean, he built a SaaS product with a friend in 2011. Tech companies realized that this cloud thing might be for real, but the word on the street was that AWS was too hard and complex for customers to realize its benefits. It didn’t impact sales at all.

Sales Hiring 130

Sales Hiring Development AWS Engineering 130

Sales Hacker

OCTOBER 8, 2018

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. Chris walks us through his habits, his principles, and his system for enterprise sales. How to manage your career to solve for upside. What You’ll Learn.

Scale 80

Scale Sales Hiring Sales Recruiting CTO Hire 80

Clouded Judgement

MARCH 31, 2023

The majority of COGS (revenue less COGS = gross profit) fall in hosting costs (ie AWS), and some customer support. They have massive distribution (installed customers + sales teams), and margin to play around with. Companies could end up hiring less SDRs but booking more sales demos. What do I mean by this?

Cloud 130

Cloud Sales Hiring AI Headcount 130

SaaStr

JUNE 1, 2021

I’m going to skip by my life story, and how I grew up as a small child in India, and how the dusty streets influenced my take on unit economics, and SaaS subscription models. Let’s assume the probability of success for a SaaS company is roughly one percent, and that formula is true, given some definition of success, right?

Part-Time VPE 296

Part-Time VPE Technical Cofounder CTO Hire New CTO 296

OpenView Labs

APRIL 24, 2019

As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. And I’ve seen many startups who fail to make this distinction create a cycle of diminishing returns that impacts the trajectory of their growth for the long haul… especially in enterprise sales.

Sales Recruiting 64

Sales Recruiting Sales Hiring Scale Sales 64

Sales Hacker

FEBRUARY 2, 2024

. ➝ Marketing should be accountable for signups, trial starts, seats, monetized seats, and self-serve ARR. ➝ Can also be responsible for PQLs, if there is a sales motion to upsell self-serve. Driving pipeline for sales (SLG). Pipeline better aligns with sales. They are a vanity metric. Efficiency. User preferences.

Metrics 121

Metrics Revenue Scale Marketing 121

Baremetrics

FEBRUARY 19, 2018

In this post, we’re going to set up your accounting to use four typical categories?—?accounts?—that that will fit the use case of most small to medium SaaS startups. The main accounts are: Cost of Revenue. Sales & Marketing. Sales & Marketing. Next, we set up your Sales & Marketing (S&M) costs.

Startup 81

Startup DevOps as a Service Customer Lifetime Value SaaS 81

ChurnZero

MARCH 31, 2022

Did you catch our Customer Success and SaaS metrics crash-course webinar with leading SaaS expert Dave Kellogg, of Dave Kellogg Consulting ? We’d like to extend a huge thanks to Dave for his expert insights below, which will help you choose and use Customer Success and SaaS metrics in a more nuanced and purposeful way.

Customer Success 98

Customer Success Metrics Technical Review Scale 98

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. More sales meetings, start creating better sequences faster, go to go.regie.io

Scale 119

Scale CTO Hire CTO Coach Scaling 119

SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 110

Cloud Scale AWS Machine Learning 110

Stax

APRIL 17, 2025

AWS, Microsoft, Salesforce) to integrate, co-market, and grow together. Think: cloud platforms and operating systems like Microsoft, Amazon Web Services (AWS), the Salesforce ecosystem, or a payment platform. Software vendors recommend a platform to their customers (or vice versa), and earn revenue for each successful referral or sale.

Merchant Services 88

Merchant Services Payment Solutions Payment Services Payments 88

SaaStr

SEPTEMBER 12, 2019

They told us they would do tons of all this pricing stuff and help us with hiring and introduce us to customers, and all of these things. All of those things in SaaS we know we’re super important, but when you throw a product led growth strategy on top of it, it just powers that mechanism even more. 35% versus 25% in SaaS.

Investment 110

Investment Underperforming Technical Team Sales Hiring Software Review 110