SaaStr

MAY 20, 2025

Convergent evolution from 2 very different start-ups that now have many similarities at scale. Lessons for Growing B2B Companies What can other B2B companies learn from these successes? Both have also evolved from different roots (marketing for HubSpot, team management for Monday) to now have CRMs as their core.

SMB 279

SMB Scale Education AI 279

SaaStr

DECEMBER 26, 2024

That ties to our overall rough sales cycle data here: Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? Is usually see 15%-20% as start-ups scale, but 25% is probably the right target as you scale. Thats a bit higher than I expected.

Scale 289

Scale Benchmarks B2B Enterprise 289

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. Not a shocker but useful to see this across 100+ leading B2B scale-ups.

Scale 294

Scale Marketing B2B Scaling 294

SaaStr

OCTOBER 10, 2024

And what you can see is there is really almost no liquidity for startups and scale-ups in SaaS and Cloud at the moment. So this is ongoing, albeit really only at the top start-ups and scale-ups. Just less so for start-ups and scale-ups. The bar has gone up everywhere in SaaS and B2B. Epic times. That’s liquidity.

SaaS 316

SaaS Acquisition Cloud AI 316

SaaStr

MAY 3, 2025

Theyll help you scale the team from 2 reps to 10+ and build a repeatable sales process. What Makes a Great VP of Sales and How to Hire One: The Complete Guide $3 M t o $ 10M ARR: Scale the Team Sales : By now, your VP of Sales should be hiring aggressively. Usually in B2B, the workflows just start to get pretty myriad and complex.

Sales Hiring 249

Sales Hiring Part-Time VPE CTO Hire Scale 249

SaaStr

FEBRUARY 7, 2025

Speaker Bio Jason Lyman leads marketing at Customer.io, where he’s helped scale the platform to power over 35 billion customer interactions for 7,000+ high-growth companies. Before Customer.io, Jason built and scaled marketing teams at several B2B SaaS companies, with a focus on customer engagement and revenue operations.

Scale 276

Scale SaaS B2B Scaling 276

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. When B2B companies burn cash and issue a lot of equity, the dilution can be fierce.

Scale 274

Scale AI SMB B2B 274

SaaStr

JANUARY 1, 2025

Not everywhere, not at every start-up or scale-up. 78% of you see 2025 being better than 2024: In most of B2B, it may never be as easy as 2H’20 and 2021. So it’s in the air. But in general, overall, a sense that SaaS is back. It’s not just AI, although that’s part of it.

Scale 288

Scale AI B2B Scaling 288

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. “ The Ultimate Guide to Scaling, Sales & Raising Capital.”

Sales Hiring 261

Sales Hiring AI Scale Compensation 261

SaaStr

MAY 28, 2025

So we’ve just had 2 more B2B IPOs that aren’t 100% “traditional” SaaS per se, but still great B2B software leaders to learn from: MNTN and Hinge Health. But 50% growth at $200m+ ARR remains the bar for a successful B2B IPO. That’s the big take-away. If … if … you have the growth.

Technical Review 194

Technical Review Software Review Cybersecurity Advertising 194

SaaStr

APRIL 14, 2025

It’s 50% about the intersection of AI + B2B, 50% about GTM in 2025+, and … 50% about helping you meet the best of the best! With 200+ top AI demos and sessions from leaders like Perplexity, Google Cloud, GitHub, Rubrik and more, youll get the most comprehensive look at how AI is reshaping B2B. The SaaStr.AI

VP of Engineering 201

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 201

SaaStr

APRIL 20, 2025

100+ Are in B2B. #3. B2B Startups Spend 15% of Revenue on Sales and 10% on Marketing, Per SaaS Capital #4. The Top 10 Learnings from Launching SaaStrs Own AI: What Every B2B Founder Needs to Kno w Top Vids + Pods: #1. From $1M to $3B ARR: Databricks CRO Ron Gabrisko on Scaling a Revenue Rocket Ship

Scale 144

Scale Customer Success Scaling AI 144

SaaStr

APRIL 8, 2025

Many of the early break out leaders in AI for B2B and otherwise have been “small but mighty teams” Honestly we’d all love it if that scaled. So that 30 person, $100m ARR AI B2B start-up? And can it sell and scale sales? But there are two issues before you try to replicate this. It’s possible.

AI 287

AI Sales Hiring Scale B2B 287

SaaStr

JANUARY 17, 2025

And that’s why at the end of the day, as most B2B vendors scale and scale up their field marketing budgets, they tend to pursue one of two strategies. And even if you don’t believe in events, at least be at the 1 or 2 your customers all go to. At least be there. And go all-in. If you do, you’ll see.

Scale 299

Scale Marketing Travel B2B 299

SaaStr

FEBRUARY 5, 2025

PagerDuty was one of the more disruptive B2B apps when it lauched. International Revenue is 28% About in the middle for B2B. #5. But like many in B2B that saw a “downturn”, that downturn mostly ended in Q3’24 or so. We all used some sort of tool for website monitoring, but the O.G. As has PagerDuty.

SMB 281

SMB B2B Enterprise Scale 281

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

AUGUST 9, 2024

From startup to $500M CARR, Spencer Burke, SVP of Growth at Braze, shares how Braze scaled a growth and customer success team. In this AI moment we’re in, there are still many moments in scaling a company where intuition still matters. You don’t have to leave as the organization scales. This isn’t new.

Scale 296

Scale Sales Hiring Scaling Startup 296

SaaStr

FEBRUARY 21, 2025

The event is known for its focused content on SaaS growth strategies, metrics, and best practices, making it particularly valuable for B2B SaaS companies. It’s the largest non-vendor SaaS conference in the world, typically drawing over 12,000 SaaS founders, executives, and investors.

Software 246

Software Scale Venture Capital SaaS 246

SaaStr

DECEMBER 25, 2023

The deep dive here: And G2’s summary here: In a deeply insightful G2 Reach panel, SaaStr CEO Jason Lemkin moderated an engaging discussion on the current B2B SaaS investing landscape and what we can expect in the years ahead. Deals aren’t any better or easier to get done, but some optimism is back.

B2B 287

B2B Investment Venture Capital SaaS 287

SaaStr

DECEMBER 2, 2023

Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? A bit more on the next stage here: Why Your Cost of Sales Generally Doubles As You Scale The post Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? The optimal structure is one that is accretive. Not vice-versa.

Sales Hiring 278

Sales Hiring Scale B2B Sales 278

SaaStr

FEBRUARY 25, 2025

The event is strategically designed to facilitate 1000s of meaningful connections through 1000+ on-site “Who Do You Want To Meet” dedicated 1-on-1s for B2B founders and execs (no service providers, sorry!) VIP Networking app for B2B founders and execs attending (no service providers, sorry!)

Sales Recruiting 190

Sales Recruiting Scale CTO Hire Sales Hiring 190

Chart Mogul

OCTOBER 30, 2024

Especially as you scale. They care that you’re helping them and not wasting their time. Be clear, be consistent, be helpful. Ignore the playbook with larger customers Playbooks are great. But I beg of you, do not forget to use your human brain. This is where the art and science piece comes in.

Management 105

Management B2B SaaS Scale 105

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. link] — Aarjav Trivedi (@aarjav) June 27, 2023 The post 50% of YCombinator’s Largest Companies are B2B/SaaS appeared first on SaaStr.

B2B 264

B2B B2C SaaS Revenue 264

SaaStr

MAY 10, 2025

Dont overcomplicate job descriptions with too many criteriastick to 2-3 must-haves that are hard to train for, like customer empathy and B2B experience. GRR and logo retention are also critical, maybe even more so as you scale. They need to just love your product, and know how to deal with its issues and solve them.

Sales Hiring 235

Sales Hiring Customer Success Scale Retention 235

SaaStr

MARCH 19, 2025

So Dropbox was the fastest B2B app of the last era to rocket to $1 Billion in ARR. Since then, it has IPO’d and transitioned to a new mature phase, where it’s highly profitable and focused on efficient scaling. This is what many B2B leaders see where the product isn’t regulated or in a specific vertical.

AI Search 175

AI Search Scale AI B2B 175

SaaStr

MAY 21, 2025

So there’s the 10x ARR club … hard enough today in B2B and SaaS for public companies. By far the most highly valued B2B software company. Epic Acceleration At Scale While many today are decelerating from 2021 growth rates, Palantir is … re-accelerating. It’s already #1 in B2B and SaaS today.

Artificial Intelligence 157

Artificial Intelligence Government AI Benchmarks 157

FastSpring

JANUARY 23, 2025

When I was running it, it was a lot smaller than that, but scaled that up very, very quickly. And that’s substantial scale in. Blake Hutchison (20:38) And of course, these businesses don’t have the scale or opportunity that a VC asset would typically have for growth. That’s now a billion dollar company.

Scale 121

Scale Entrepreneurship Scaling Underperforming Technical Team 121

SaaStr

APRIL 30, 2025

ServiceTitan, the operating system for the trades, continues to scale impressively, with $772M in FY25 revenue, $800m+ ARR and a clear path to $1B ARR. market cap (12x ARR) This is what a 12x ARR vertical B2B leader looks like today. This shift has been critical to scaling beyond $500M ARR. Accelerating at Scale.

Payments 147

Payments Payment Services SaaS Payments Payment Solutions 147

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. What is Codeium and Windsurf?

Sales Recruiting 242

Sales Recruiting Sales Hiring Scale AI 242

SaaStr

JANUARY 19, 2022

Vimeo CEO Anjali Sud shares how a pivot from targeting B2C creators to the B2B market put the company on the path to success. Why the Shift to B2B? However, that space was too difficult to dominate, and customer feedback and behavior signals indicated that the B2B market would be the better path. Yet the reward may be worth it.

B2C 263

B2C B2B Enterprise Leadership 263

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Mapping 9-box to the buyer’s journey and team roles.

Enterprise 297

Enterprise B2B Scale SMB 297

SaaStr

AUGUST 23, 2023

Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market? Someone that if they aren’t doing something similar, they at least provide somewhat similar value at scale. 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.

Pricing 245

Pricing B2B Scale SaaS 245

SaaStr

JANUARY 21, 2022

If your organization is seeking growth in a new segment, like B2B—it will be a challenging ride because you’ll be in an unknown space. You might feel confused about where to begin, how to scale up, which mistakes you should avoid, and things you should consider before expanding. Enter your email below for the latest SaaStr updates.

Scale 246

Scale SMB Enterprise Sales Hiring 246

Tom Tunguz

JULY 6, 2023

What does that mean for B2B marketers? Audiences multiply as the network scales. Threads , Facebook’s newest social product & direct Twitter competitor, has surged to 70m monthly active users (MAU) as of this morning. About 1350m users open the Instagram app every month.

B2B 226

B2B Marketing Investment Scaling 226

SaaStr

APRIL 13, 2025

The Top 10 Learnings from Launching SaaStrs Own AI: What Every B2B Founder Needs to Know Top Pods & Vids: #1. The RevOps Playbook: Owner.com CROs Secrets to Scaling #4. Sales in the AI Era From the Top CROs with Sam Blond + Jason Lemkin #2. Top 10 Things We Learned from the New SaaStr AI with Jason Lemkin + Assistant UI #5.

AI 176

AI Scale Cloud Marketing 176

SaaStr

APRIL 29, 2025

250+ speakers. 12,000+ SaaS leaders. 100B+ in market cap. 250+ speakers. 12,000+ SaaS leaders. 100B+ in market cap. 250+ speakers. 12,000+ SaaS leaders. 100B+ in market cap.

AI Search 162

AI Search AI New CTO Scale 162

SaaStr

APRIL 7, 2023

As a self-proclaimed accidental entrepreneur, Browder shares a few unconventional ways to scale your company. The DoNotPay journey started six years ago and has led to many unconventional lessons that go against the popular wisdom of starting, scaling, and distributing a product. Dating apps tap into lust.

Scale 263

Scale Scaling Sales Hiring Entrepreneurship 263