SaaStr

OCTOBER 25, 2024

A rough yardstick is that most enterprise-focused SaaS companies tend to get about 8%-10% of their revenues from professional services. Salesforce similarly on the enterprise side has built a huge ecosystem to do the services work for them. Dear SaaStr: How Much Should a SaaS Company Invest in Professional Services? I say overinvest.

Investment 298

Investment SaaS SMB Enterprise 298

SaaStr

JULY 30, 2024

Okta’s VP of Engineering, Monica Bajaj, and Senior Director of Platform Product Marketing, Priya Ramamurthi, share Okta’s playbook to PLG, developer experience, and Enterprise ARR. What does scaling Enterprise ARR mean? It meets the needs of their business and applications. Let’s start with product-led growth (PLG). I need this.”

Underperforming Technical Team 282

Underperforming Technical Team Enterprise Scale Payments 282

SaaStr

NOVEMBER 6, 2024

500 $1M+ Customers Atlassian is going more and more enterprise, which has become key to maintaining growth. 50% of Users on Business “Side”, 50% Technical An interesting breakdown across their core products. . #4. It now has 500 $1M+ customers. #3. Yes, Atlassian’s roots are selling to developers.

Enterprise 290

Enterprise Pricing Cloud AI 290

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. Miro’s pricing strategy evolved with their business goals: Early stage: Minimum five-user paid plans to ensure collaborative value.

Payments 284

Payments Pricing Scale Revenue 284

SaaStr

MARCH 20, 2023

Dear SaaStr: How Do You Become Successful at Enterprise Sales? If you haven’t done enterprise sales before, the biggest thing to understand: you can do it. That’s all great, and for self-service business, that’s most of it. Your product will always be deficient in some fashion in the enterprise.

Scale 307

Scale Sales Hiring Enterprise Sales 307

Tom Tunguz

FEBRUARY 26, 2025

For many founding teams, pricing is one of the most difficult and complex decisions for the business. The value of your business is the discounted sum of all its future profits. Enterprise-focused companies with usage-based pricing bore the greatest increase at 44%. How much should a Fortune 500 bank pay for your startup?

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

JULY 3, 2024

Accel Partner Philipe Botteri and Synthesia’s co-founder and CEO Victor Riparbelli deep dive into the lessons learned about building an Enterprise-focused Generative AI company and scaling it. After a couple of years of this, they sat down to determine if it was the right path for the business. The ones with a real business need.

Enterprise 293

Enterprise AI Search AI Artificial Intelligence 293

Kellblog

NOVEMBER 7, 2024

Increasingly, you’ll hear the term “business outcomes” popping up in software marketing. While I initially loathed the phrase for its vagueness, over time I’ve come to believe that, much like the frequently abused word “ solutions ,” there is a right and a wrong way to use “business outcomes.” It’s not great.

Marketing 144

Marketing Business Finance Sales Hiring 144

SaaStr

APRIL 28, 2025

CAC Payback Period Predicts Success More Accurately Than Any Other Metric CAC payback period stands above all other SaaS metrics as the most holistic indicator of business health. The Five Lessons 1. When customers desperately need your solution, your CAC decreases because they seek you out and move quickly through your funnel.

Scale 260

Scale Transportation Scaling SMB 260

SaaStr

DECEMBER 10, 2024

The days of pure top-down enterprise sales are over when it comes to technical products. It’s your call to define this, but you really do need to know this from a velocity standpoint and enterprise versus commercial velocity, because it has a lot of impacts on your partnership with marketing, enablement, your messaging, and your assets.

Engineering 284

Engineering Development CTO Leadership 284

SaaStr

JANUARY 8, 2025

When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.

Revenue 293

Revenue Scale Sales Hiring Compensation 293

SaaStr

NOVEMBER 26, 2023

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. This week we have Samyutha Reddy, Head of Enterprise Marketing at Jasper.ai! #1. The post My App Stack: Samyutha Reddy, Head of Enterprise Marketing at Jasper.ai

Enterprise 273

Enterprise Generative AI Marketing AI 273

SaaStr

JANUARY 31, 2024

Splunk is a 20-year-old Enterprise software giant that has accomplished many things — a 2012 IPO, a $28B+ Cisco acquisition in 2023, and $3.7 As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. His answer? Why is that?

Enterprise 306

Enterprise Scale Sales SaaS 306

SaaStr

DECEMBER 12, 2024

Easy in enterprise, hard in true SMB. # You can still make them super happy, but a subset of small businesses will churn at that rate anyway. # Your job is either to go much more enterprise to get to 100% NRR or to make your product into the OS for an SMB. The Goal for SMB SaaS is 100%+ NRR. Thats often 3% a month or so.

Churn 273

Churn SMB Payments Payment Solutions 273

SaaStr

JANUARY 17, 2024

At Saastr Annual, we hosted an Enterprise panel of AI leaders to share their experience and knowledge to help others understand how big companies think about and leverage AI. While the first generation of Generative AI is great, it’s not quite ready to solve Enterprise problems. What Are Enterprises Most Excited About Using AI For?

AI 292

AI Enterprise Artificial Intelligence compliance 292

SaaStr

JUNE 16, 2024

Dear SaaStr: How Can a SaaS Business Reactivate Churned Customers? Does the SDR or AE reaching out to see if they can win back your business work? In the enterprise, it may even be 3–5 years until you get them back. In the enterprise, it may even be 3–5 years until you get them back. So most importantly, go long.

Churn 313

Churn Business SaaS Mobile 313

SaaStr

JANUARY 28, 2025

Cutting Through the Noise: Three Gen AI Pioneers Reshaping Enterprise Technology In a pivotal moment for generative AI, Vanessa Larco, partner at NEA, brought together three visionary CEOs convened at SaaStr Annual to share insights that are redefining the technological landscape.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

User Pilot

NOVEMBER 7, 2024

Top customer success management platforms for mid-market and enterprise companies. Zapscale – from $500/month to $2000/month and customizable enterprise packages. Userpilot – from $250/month to $800/month and customizable enterprise packages. Because the tool should be able to adapt as your business grows.

Customer Success 105

Customer Success Enterprise Software Review Startup 105

SaaStr

SEPTEMBER 25, 2023

Theoretically, the relationship between sales and marketing should be easy –– after all, these teams are responsible for pulling in more business and increasing revenue. The post SaaS Couples Counseling for Sales & Marketing with Greenhouse’s CMO and VP Enterprise appeared first on SaaStr. But there is hope.

Enterprise 284

Enterprise Marketing Sales SaaS 284

SaaStr

MAY 28, 2025

It never had a downturn, and just keeps on growing at top-tier rates, selling both to SMBs and now larger enterprises. Monday.com’s Upmarket Strategy is Working Well Monday.com is clearly executing an effective enterprise push. The company is successfully evolving from its SMB roots into a serious enterprise software contender.

Scale 181

Scale SMB Acquisition Enterprise 181

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. Moving From SMB To Enterprise — A combination of pre-sales like solution or sales engineering, customer success, and a more robust revenue ops function.

Enterprise 291

Enterprise B2B Scale SMB 291

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. They offer all the features you need to sell to Enterprise customers. WorkOS is 4.5 No, you can’t.

Enterprise readiness 283

Enterprise readiness Payment Solutions Enterprise Payments 283

SaaStr

MAY 19, 2025

When these graduates join your enterprise and see teams spending two weeks creating a marketing plan that Claude can generate in seconds, they’ll fundamentally question your operating model. ” Unlike the decade-long cloud adoption curve, enterprise AI adoption is happening in hyper-accelerated timeframes. .'”

AI 213

AI Technology ChatGPT Cloud 213

SaaStr

NOVEMBER 19, 2024

Your company is going to change business goals every year, and your customer success strategy has to move towards and align with those priorities. For example, say your company is going upmarket to Enterprise. It’s not only a differentiator, but it will change the course of your business and product. You have to listen.

Customer Success 284

Customer Success Scaling Social Media Enterprise readiness 284

SaaStr

NOVEMBER 27, 2024

Consumers now also expect to talk to businesses through digital means. How to Make Onboarding Work for SMBs While in some cases, selling to SMBs is easier than Enterprise in many ways, one way in which it’s fundamentally harder is onboarding. readily available that didn’t exist before. They don’t want to call at 9 a.m.

SaaS Payments 257

SaaS Payments Payments Payment Solutions Payment Services 257

SaaStr

OCTOBER 25, 2024

Six months ago, security was the number one prohibition preventing businesses and software companies from buying AI. This can destabilize your business and have a big impact on cash. So, if an executive wants Enterprise software, they can bypass procurement. So how much business has it closed? It isn’t predictable.

Venture Capital 331

Venture Capital Marketing AI SaaS 331

SaaStr

DECEMBER 11, 2024

This approach is delivering real business value: Higher accuracy rates in specific domains Better understanding of industry-specific concepts More valuable outputs for specialized use cases 5. Relying on Self-Serve Sales Structure for Enterprise Not everything needs to be a PLG product.

AI Search 284

AI Search AI Artificial Intelligence B2B 284

Clouded Judgement

NOVEMBER 18, 2024

The document contains a plethora of information on the company including a general overview, up to date financials, risk factors to the business, cap table highlights and much more. There are hundreds of thousands of trades businesses providing essential services in every corner of the country.

Benchmarks 299

Benchmarks Payments Payment Services SaaS Payments 299

SaaStr

APRIL 28, 2025

It knows what every B2B leader ever featured on SaaStr thought about critical business challenges at every stage of growth. It knows what every SaaS leader ever featured on SaaStr thought about critical business challenges at every stage of growth.

AI 240

AI Underperforming Technical Team Sales Technical Review 240

SaaStr

APRIL 2, 2025

Today it’s at: $800m ARR Growing 22% 20% Free Cash Flow Margins Modest re-acceleration in revenue growth and new customer count — but not NRR Roots are SMB, but 60% of ARR comes from mid-market and enterprise today And a $4B market cap, so 5x ARR Freshworks is getting a bit of a second wind, which is great to see!

Scale 268

Scale AI SMB B2B 268

SaaStr

OCTOBER 23, 2024

When it IPO’d, commercial customers were a tiny bit of their business. Closed 27 Deals Over $10,000,000 and 96 $1,000,000 Deals — Just Last Quarte r Palantir is very enterprise. #5. Fast forward to today, they are closing 300 of them. And revenue is up +55%.

Artificial Intelligence 236

Artificial Intelligence Government AI Cloud 236