SaaStr

DECEMBER 27, 2024

SaaStr CEO and Founder Jason Lemkin recently sat down with HubSpot Chairman and co-founder Brian Halligan , who shared valuable insights on the current state of SaaS, evolving board meeting formats, and how AI is reshaping the industry. Our revenue team went on to be the CROs of Brex, Rippling ,Gong, so many SaaS leaders, like 10 of them.

AI 278

AI Marketing SaaS Interviewing 278

SaaStr

APRIL 7, 2025

This has massive implications for B2B SaaS. When smart founders ask nuanced questions about their specific situations, the personalized responses create what Simon calls “magic moments” – something increasingly rare in traditional B2B SaaS. The same rules of B2B SaaS continue to apply.

AI 207

AI B2B ChatGPT Scale 207

SaaStr

FEBRUARY 11, 2025

Iconiq is one of the leading growth investors in B2B leaders and it has one of its latest reports out here on Efficiency & Growth in 2025. First, what’s the bar for top quartile growth among venture-backed B2B start-ups? Two data are perhaps most helpful for founders. At $25m ARR, the answer is: 100% growth 110% NRR 0.9x

B2B 249

B2B AI Startup Revenue 249

SaaStr

DECEMBER 9, 2024

Holy cow are some top SaaS stocks on a run. ” and the post not only took off, it summarized a zeitgeist, a malaise, a feeling across much of B2B at the start of 2024. That SaaS was Dead. Many top SaaS and Cloud leaders have seen growth re-accelerate. Many SaaS leaders are now benefitting from selling AI.

SaaS 293

SaaS AI Cloud B2B 293

SaaStr

OCTOBER 25, 2024

. #8: 3x Net Dollar Retention Thanks to This Pricing Model Over time, the dominant pricing structure in B2C and B2B applications is like the cell phone plan. Many SaaS companies have copied this for a long time as a two-part tariff: a base platform fee upfront then the incremental cost of additional users as you go.

Venture Capital 328

Venture Capital Marketing AI SaaS 328

SaaStr

FEBRUARY 21, 2025

Per OpenAI: The #1 event in SaaS is widely considered to be SaaStr Annual. Its the largest community-driven SaaS event, bringing together 12,500+ founders, executives, and VCs. Features 300+ speakers from top SaaS companies like Salesforce, HubSpot, and Snowflake. Why SaaStr Annual?

Software 240

Software Scale Venture Capital SaaS 240

SaaStr

FEBRUARY 7, 2025

Playbook: How Top SaaS Companies Drive 2-3x Better Campaign Performance Through Multi-Channel Personalization A deep dive with Jason Lyman, CMO at Customer.io Playbook: How Top SaaS Companies Drive 2-3x Better Campaign Performance Through Multi-Channel Personalization A deep dive with Jason Lyman, CMO at Customer.io The Customer.io

Scale 266

Scale SaaS B2B Scaling 266

SaaStr

MARCH 27, 2025

2024 was good, as most SaaS leaders saw growth reaccelerate toward the end of the year. And 2024 was really good in B2B AI. But one of the first things he still talked about was cutting a $1m/year SaaS vendor they used. You can’t cut your way to growth, and many SaaS buyers already cut back plenty of vendors in 2022-2024.

Technical Review 265

Technical Review SaaS AI B2B 265

SaaStr

JANUARY 8, 2025

So the overall “project management” space has seen widely disparate impacts from the SaaS partial downturn of 2022-2024. SaaS that sells to B2B companies, and SaaS that sells to the Rest of the World. This isn’t unqiue to Asana, it’s true of many SaaS leaders at scale, from Zoom to Shopify.

AI 294

AI B2B Scaling Trends 294

SaaStr

NOVEMBER 6, 2024

On the last installment of Workshop Wednesday , where we bring you some of the best SaaStr speakers live with new content and to answer your questions live on Wednesdays— SaaStr CEO and Founder Jason Lemkin and Dave Kellogg, Executive in Residence at Balderton Capital share what really matters in SaaS for 2025.

Headcount 264

Headcount SaaS AI Pricing 264

SaaStr

FEBRUARY 3, 2025

50 cents of compute for 500 dollars of value — Sam Altman (@sama) February 3, 2025 So just how much will AI remake classic B2B software? On the other hand, the classic leaders in SaaS have rebounded from 2024 lows both in terms of growth and market caps. One thing does seem clear though: AI makes SaaS look expensive.

AWS 288

AWS AI Software Business 288

SaaStr

MARCH 13, 2025

So leading SaaS growth stage VC fund Insight Partners surveyed 100+ of its top later-stage B2B companies to see how they did marketing and demand gen and pipeline creation in particular. What they learned: Marketing drives 48% of pipeline across B2B companies. Sales drives 33%. And Partners and Channel 15%. That’s it.

Scale 282

Scale Marketing B2B Scaling 282

Tom Tunguz

DECEMBER 31, 2022

Just how big is the current web3 B2B SaaS total addressable market (TAM)? That implies the web3 B2B software TAM is roughly $231m in 2022 & $75m excluding Ethereum, which comprises roughly 60% of the revenue. 44% of these companies produced less than $0.5m.

Payment Solutions 351

Payment Solutions B2B Software Payment Services 351

SaaStr

MAY 30, 2024

Dear SaaStr: Should We Introduce Freemium in Our B2B SaaS Startup to Boost Growth? Lucid Software: How 10 Million Freemium Users Built Our Enterprise Sales (Video + Transcript) | SaaStr View original question on quora The post Dear SaaStr: Should We Introduce Freemium in Our B2B SaaS Startup to Boost Growth? Probably not.

B2B 294

B2B Startup SaaS Onboarding 294

Chart Mogul

OCTOBER 30, 2024

As we all know, the SaaS ecosystem has changed dramatically over the last few years, and customer retention and expansion are becoming increasingly important for SaaS … Account Management is a delightfully intricate balance of art and science. Don’t be afraid to bring in the C-suite to assist with delicate conversations.

Management 105

Management B2B SaaS Scale 105

SaaStr

DECEMBER 10, 2024

Selling to developers and technical audiences requires a different approach than traditional B2B SaaS sales. Considerations for Selling SaaS to Engineers or Developers The first thing to know about selling to Engineers and Developers and a common misconception is that they do get sales.

Engineering 278

Engineering Development CTO Leadership 278

SaaStr

APRIL 2, 2025

It’s one of the fastest-changing spaces in B2B. Modest Reacceleration Past Two Quarters Sometime in Q3’24 might have been the end of the “downturn” in many B2B categories, per HubSpot and also here per Freshworks. You really have to earn it in SaaS these days. #4. And Freshworks has itself evolved.

Scale 257

Scale AI SMB B2B 257

SaaStr

JUNE 29, 2023

That 50% of the top YC companies of all time by revenue are B2B/SaaS: Yes, B2C companies still often get more attention. 50% of YC’s top companies by revenues are B2B, vs. 22% that are consumer. It’s about putting real points up on the board, and after that, real profits. So when sliced by revenue, what can we learn?

B2B 258

B2B B2C SaaS Revenue 258

SaaStr

DECEMBER 3, 2024

It’s taking over almost 800,000 square feet from Facebook in Menlo Park, the largest lease of the year, per the SF Chronicle: You can build something great in B2B anywhere today. 44% of VC funding for SaaS is there now, too: Carta: 43.6% But the SF Bay is back in force.

B2B 278

B2B SaaS 278

SaaStr

DECEMBER 22, 2024

Is SaaS Back? (TL;DR: 4 Truly Great SaaS IPOs Since 2021! 5 Things That Are Working and 5 Things That Arent in B2B SaaS AI with Ironclad’s CEO and a16z #2. How Many Sales Reps You Really Need for Next Year #4. TL;DR: It Sure Feels Like It) #5.

Churn 269

Churn AI B2B Engineering 269

SaaStr

DECEMBER 26, 2024

In general, the report ties to what were seeing everywhere in SaaS. That ties to our overall rough sales cycle data here: Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? Gong has its 2025 State of Revenue out. You can grab it here. Were ending the year in general with stronger growth that the prior year.

Scale 278

Scale Benchmarks B2B Enterprise 278

SaaStr

JANUARY 2, 2025

Salesforce: Actually We’re Going to Hire 2,000 Sales Execs Now To … Sell AI At most B2B companies, 35%+ of the headcount is in sales and its often the largest functional area. Today, SaaS and growth are back, but its a new SaaS: We want our sales team to just work with the tools and platforms they already have.

Sales Hiring 325

Sales Hiring Scale Headcount AI 325

SaaStr

MARCH 15, 2025

It’s live on SaaStr.com itself and you can also access it here and talk to AI Jason about any of 1000s and 1000s of B2B, sales, SaaS, VC, etc. Its practical and relatable for SaaS founders struggling with scaling their sales teams. “Growth and Burn Rates at $1M ARR for 20+ Fast-Growing SaaS Companies.”

Sales Hiring 255

Sales Hiring AI Scale Compensation 255

SaaStr

JANUARY 1, 2025

But in general, overall, a sense that SaaS is back. It’s not just the big run-up in many SaaS stocks recently, although that’s a big part of it. Holy cow are some top SaaS stocks on a run. 78% of you see 2025 being better than 2024: In most of B2B, it may never be as easy as 2H’20 and 2021.

Scale 276

Scale AI B2B Scaling 276

SaaStr

DECEMBER 25, 2023

G2 had us back for another great deep dive on just where SaaS investing is there days, and it was a great panel: Accel Partner Arun Mathew Inspired Capital Founder & Managing Partner Alexa von Tobel Salesforce Ventures Managing Partner Paul Drews and Jason Lemkin! Are things any better in venture than twelve months ago?

B2B 276

B2B Investment Venture Capital SaaS 276

SaaStr

DECEMBER 2, 2023

Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? The sales-driven SaaS companies that are very capital efficient generally end up at 4x-5x or greater as a ration of average quota attainment / average OTE. The optimal structure is one that is accretive. Where you burn a ton of cash is “buying” sales.

Sales Hiring 268

Sales Hiring Scale B2B Sales 268

SaaStr

MARCH 24, 2025

AI is already reshaping B2B SaaS, and its only going to accelerate. Gross Margins Will Improve for AI-Driven SaaS. AI is also transforming the economics of SaaS. We talk a lot about copilots, but in many cases they are just a new version of chat in B2B. AI in B2B today is often about efficiency.

AI 147

AI Trends SaaS AWS 147

SaaStr

OCTOBER 11, 2023

Dear SaaStr: Cold Emails Are Not Working for My B2B SaaS Startup. s The post Dear SaaStr: Cold Emails Are Not Working for My B2B SaaS Startup. What Am I Doing Wrong? We’ve all been there. But if both are true — at least once, to start. a little more here: [link] Outbound Always Works. If You Do It Right.

B2B 285

B2B Startup SaaS Marketing 285

SaaStr

FEBRUARY 27, 2024

Dear SaaStr: What Is The Best Indicators of Product Market Fit at an Early Stage SaaS B2B Startup? This is a rough metric, but I’d say from experience working closely with 25+ SaaS companies … if you aren’t growing > 10% a month after $10k in MRR or so … then you don’t yet have product-market fit. Not yet at least.

Product Marketing 278

Product Marketing B2B Startup Marketing 278

SaaStr

FEBRUARY 14, 2025

More on SailPoint here; 5 Interesting Learnings from Sailpoint at $820,000,000 in ARR It’s a very good one, they just IPO’d — really only the 5th SaaS IPO since 2021 — so it should have gotten more attention. Top SaaS ocmpanies that were taken private by top Private Equity firms, that will IPO again.

Cybersecurity 177

Cybersecurity SaaS B2B Scaling 177

SaaStr

MARCH 13, 2025

The Traditional “Triple, Triple, Double, Double, Double” Rule is Dead for AI Startups If you’ve been in SaaS for a while, you know the classic growth rule of thumb: “Triple, Triple, Double, Double, Double.” ” It was the gold standard for B2B software companies scaling from $1M to $100M ARR.

AI 268

AI Scale Artificial Intelligence Startup 268

SaaStr

AUGUST 23, 2023

Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market? The post Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market? I’ve lived it. It’s not as complicated or as hard as it sounds. It’s OK you are doing something different. Even if you are actually reinventing the wheel.

Pricing 245

Pricing B2B Scale Marketing 245

SaaStr

MAY 16, 2024

On the first episode of the Angles and Insight podcast, SaaStr Founder and CEO Jason Lemkin chats with Zapier CEO Wade Foster about the future of B2B SaaS in 2024 and beyond. He is a top VC in the industry and runs SaaStr, the largest SaaS event in the world. Zapier was last valued at over $5B.

Sales Recruiting 286

Sales Recruiting AI Search B2B Sales Hiring 286

SaaStr

JANUARY 20, 2025

What To Do Next Audit your current payment/finance offerings Survey your customers about their financial pain points Start conversations with embedded finance providers Focus on partners who can scale globally with you Remember: In SaaS, revenue diversity is power.

Payments 246

Payments Finance Payment Services SaaS Payments 246

SaaStr

MARCH 21, 2025

Not all of it is relevant to B2B but a big chunk is. Longer Trials Convert at a Higher Rate Ok this is interesting in B2B especially. In SaaS, we often push for 14 day trials when the sales team gets involved especially. In SaaS, we try so hard to get everyone to buy all the seats up front, the push the deal up.

Data 201

Data ChatGPT Mobile SMB 201