SaaStr

FEBRUARY 21, 2025

Randy combines deep operational expertise in SaaS with a unique perspective on B2B growth metrics, having analyzed data from thousands of private companies through Maxio’s platform. Growth had dropped to 14% across 2,000+ B2B companies. 5 Key Learnings on What’s Really Working in SaaS Growth 1.

B2B 228

B2B Cybersecurity Scale Data 228

SaaStr

MARCH 1, 2025

And CEO David McJannet came to SaaStr Annual a little ways back to share his top scaling learnings. CEO Dave McJannet shared his systemic approach to scaling companies through distinct growth phases. The best leaders have experience with both startups and scale to navigate the in-between. 30-100M: Scaling phase.

Scale 174

Scale Systems Review Scaling Leadership 174

SaaStr

JANUARY 8, 2025

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. Asana, strong in B2B2B and selling to tech, was perhaps hit hardest, with growth slowing to 10%. It’s been a tale of two worlds. The latter?

AI 301

AI B2B Scaling Trends 301

SaaStr

DECEMBER 2, 2024

When we started there was basically no great content on scaling B2B companies. Now B2B content is everywhere. LinkedIn itself is an endless feed of B2B scaling content, in fact. And there is great B2B content on 20VC, on Lenny’d pod, and so many other great places. What about SaaStr?

B2B 307

B2B Cloud AI Scaling 307

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 267

SMB Scale Education AI 267

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 284

Scale Benchmarks B2B Enterprise 284

SaaStr

JUNE 6, 2025

The SF Bay Area is still the epicenter of B2B and tech. Unmatched Density of B2B Talent The Bay Area has the highest concentration of SaaS founders, executives, and veterans who’ve scaled companies to $100M+ ARR, IPOs, and beyond. It’s Still the Hub for B2B and SaaS. Dear SaaStr: Should I Move My Start-Up to SF Bay Area?

Sales Recruiting 210

Sales Recruiting Scale Sales Hiring AI 210

SaaStr

JUNE 4, 2025

So Chime is ready to IPO, and while it’s not SaaS or true B2B today, there are enough interesting lessons for us to learn from. As a “prosumer” app there is overlap for SMB and freemium B2B apps. B2B founders should prioritize a clear path to profitability alongside growth metrics. #4. In a business serving 8.6

Outsourcing Services 189

Outsourcing Services Scale Banking Customer Lifetime Value 189

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 309

SaaS Acquisition Cloud AI 309

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 286

Scale Marketing B2B Scaling 286

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 270

Scale SaaS Scaling B2B 270

SaaStr

APRIL 14, 2025

SaaS Capital surveyed 1,000 B2B startups of varying sizes to find out just how much today they are spending in sales and marketing in this new era of efficiency. That full report here: 2025 Spending Benchmarks for Private B2B SaaS Companies The answer? Nor has sales & marketing ever really come down as you scale.

Scale 227

Scale Sales Hiring B2B Startup 227

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 282

Scale AI B2B Scaling 282

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 256

Sales Hiring AI Scale Compensation 256

SaaStr

MARCH 30, 2025

Dear SaaStr: What’s The Toughest Skill to Learn to Scale in B2B? You need to learn to become a parallel recruiter. To constantly, painfully, boring-ly be recruiting the next level of management and managers all the time. Doing 30+ interviews a month minimum. In SaaS, you need more VPs earlier.

Scale 151

Scale Sales Recruiting B2B Sales Hiring 151

SaaStr

JUNE 2, 2025

Snowflake’s $250 million purchase of Crunchy Data and Databricks’ $1 billion acquisition of Neon represent a fundamental shift in how B2B software companies are preparing for the era of autonomous AI agents. The Neon team engineered a new database architecture that offers speed, elastic scaling, and branching and forking.

VP of Engineering 183

VP of Engineering AI Search AI Data 183

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 250

Scale AI SMB B2B 250

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 136

Scale Customer Success Scaling AI 136

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 293

Scale Marketing Travel B2B 293

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 270

AI Sales Hiring Scale B2B 270

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 222

Sales Hiring Part-Time VPE CTO Hire Scale 222

SaaStr

JUNE 7, 2025

Many organizations are stuck in “pilot purgatory”—running successful experiments but unable to scale them. Won’t Really Matter for B2B and SaaS Applications, Where It’s Earlier That adoption is just getting going, vs end users buying direct subscriptions to the AI model leaders.

AI 274

AI Payment Services Payments Scale 274

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 177

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 177

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 271

SMB B2B Enterprise Scale 271

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 170

Technical Review Software Review Cybersecurity Advertising 170

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

JUNE 14, 2025

Companies like Cursor are generating massive revenue by directly replacing traditional B2B and SaaS workflows. What This Means for B2B Leaders 1. Mature markets favor scale, and this disruption creates acquisition opportunities. That’s still significant, but it’s not enough to offset the broader SaaS slowdown.

AI 241

AI Cloud Software Review Underperforming Technical Team 241

SaaStr

JUNE 13, 2025

Looking at enterprise Gen AI startups in their first year, we’re seeing a complete transformation of what “normal” B2B growth looks like. Bottom quartile VC-backed AI B2B companies are hitting $1.2M The median enterprise AI company now reaches $2.1M Top quartile performers are reaching $5.3M

Enterprise 163

Enterprise AI Startup Benchmarks 163

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 289

Scale Sales Hiring Scaling Startup 289

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 281

B2B Investment Venture Capital SaaS 281

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 273

Sales Hiring Scale B2B Sales 273

SaaStr

APRIL 9, 2025

So who will benefit the most from AI in B2B? But a reminder of how critical being multi-product is to scaling. #5. 20,400 Employees, So About $440,000 in Revenue Per Employee Not bad but merely “very efficient” In any event, $400,000+ is where most B2B leaders are aiming for by IPO at least. We’re watching.

Outsourcing Services 274

Outsourcing Services Scale Systems Review AI 274

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 261

B2B B2C SaaS Revenue 261

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 231

Software Scale Venture Capital SaaS 231

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 120

Scale Entrepreneurship Scaling Underperforming Technical Team 120

SaaStr

JUNE 14, 2025

Cursor achieved $100M ARR with just 12 people on their team, showing that AI-native companies can scale differently. 42% of businesses don’t intend to allocate additional funds to AI in 2025, and monthly AI churn rates are significantly higher at 3.25% compared to traditional B2B tools.

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ChatGPT AI Search AI Growth Hacking 200