SaaStr

JANUARY 16, 2025

Workato’s SVP of Embedded Sales and Director of Solutions Marketing joined us at SaaStr Annual to talk about how to nurture customers — a great topic in general, but especially for embedded sales and APIs that can take a while to scale. The Second Most Important SaaS Hire? Customer Success. But the results? Way earlier.

Sales Hiring 246

Sales Hiring Scale Sales Churn 246

SaaStr

MARCH 29, 2025

Dear SaaStr: What Are The Best Ways to Transition From The Founder-Led Sales Stage? Transitioning from founder-led sales to a commissioned sales team is one of the most criticaland trickysteps in scaling a SaaS business. You Never Get to Leave Sales. This is non-negotiableeven if you hate sales. Be specific.

Scale 192

Scale Sales Hiring Sales Compensation 192

SaaStr

MAY 29, 2025

At SaaStr + AI Summit 2025, Jason Lemkin and Kyle Norton CRO of $1B+ vertical SaaS leader Owner (where Jason is on the board) did a deep dive on AI in Sales today. This isn’t about being an AI expertit’s about demonstrating active engagement with AI tools and genuine interest in how they can transform sales outcomes.

Sales Hiring 234

Sales Hiring Underperforming Technical Team AI Scale 234

SaaStr

MAY 21, 2025

Dear SaaStr: How Do I Become a Great Sales Rep? To become a great sales rep, you need to focus on a few key principles and habits that separate the top performers from the rest: 1. Truly Solve Problems, Dont Just Sell The best sales reps dont just pitch productsthey solve problems. How to Create Urgency in Sales.

Sales 170

Sales Enterprise Business 170

SaaStr

OCTOBER 25, 2024

When Marc Benioff started Salesforce, he codified the sales playbook. Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. Six months ago, security was the number one prohibition preventing businesses and software companies from buying AI. It isn’t predictable.

Venture Capital 331

Venture Capital Marketing AI SaaS 331

SaaStr

MAY 18, 2025

Dear SaaStr: How Should I Specialize My Sales Team? One thing is clear: most founders and VPs of Sales and CROs look back and wish they’d specialized their sales team earlier. You should split your AE team based on what will drive the most efficiency and results for your specific business.

Scale 158

Scale Sales Healthcare SMB 158

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

JANUARY 3, 2025

Or a great growth marketer paired with a great sales team will punch above their weight class. A bunch of them we hired out of business school, or out of engineering school, and came up through our farm system.” In sales, t he more SMB you are, the more you should lean on your bench. Nothing else matters.

Sales Hiring 284

Sales Hiring Scale Systems Review Interviewing 284

SaaStr

MARCH 21, 2025

85% of Business App Trials (and 82% of All Paid) Start on Day 0. In SaaS, we often push for 14 day trials when the sales team gets involved especially. It Takes Mobile Business Apps 222 Days to Hit $10,000 ACV An interesting remind for SMB and freemium apps … to earn it. Not all of it is relevant to B2B but a big chunk is.

Data 201

Data ChatGPT Mobile SMB 201

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

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

DECEMBER 10, 2024

Selling to developers and technical audiences requires a different approach than traditional B2B SaaS sales. In a recent SaaStr Workshop Wednesday , Komodor CRO Jim Hunnewell who also previously led sales at companies like GitHub, shared his first-hand experience and insights for successfully selling to engineering teams.

Engineering 284

Engineering Development CTO Leadership 284

SaaStr

MAY 20, 2025

Keys to HubSpot’s Success: The “Hub” Strategy : HubSpot mastered the land-and-expand model, starting with Marketing Hub and strategically expanding to Sales Hub, Service Hub, CMS Hub, Operations Hub, Commerce Hub, and Content Hub. Let’s look at where both companies stand today: HubSpot ARR : $2.7B

SMB 273

SMB Scale Education AI 273

SaaStr

NOVEMBER 27, 2024

Consumers now also expect to talk to businesses through digital means. For restaurants, it’s the back end, front end, point of sale, payroll, ERP, and workforce management. So how do you make it work when a business doesn’t have a lot of time or money to get going? Most sales reps hate it. to book an appointment.

SaaS Payments 257

SaaS Payments Payments Payment Solutions Payment Services 257

Tom Tunguz

FEBRUARY 26, 2025

For many founding teams, pricing is one of the most difficult and complex decisions for the business. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale. Penetration pricing leads to land-and-expand sales tactics.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

FEBRUARY 10, 2025

From Sales-Led to Product-Led: How Apollo.io 25x’d Revenue and Crossed $100M ARR Apollo.io, an all-in-one go-to-market platform, underwent a significant transformation in its business model that led to remarkable growth. They shifted to a fully self-service model, moving away from the traditional sales-driven approach.

Scale 158

Scale Scaling Outsourced Development Sales 158

SaaStr

MARCH 13, 2025

Dear SaaStr: Should I Let My VP of Sales Go? All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle. All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle.

Sales Hiring 163

Sales Hiring Scale Sales Onboarding 163

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? Whatever you do, create a dedicated marketing (and if you can sales) effort here. The post Dear SaaStr: How Can a SaaS Business Reactivate Churned Customers?

Churn 313

Churn Business SaaS Mobile 313

SaaStr

SEPTEMBER 8, 2024

Ryan’s previous company, ImportGenius , was the largest provider of business intelligence to the import-export industry, which gave them access to an extremely valuable list of customers, trade data, and understanding of the international trade market. Measure customer NPS early and make it a key KPI for the business.

Sales Recruiting 322

Sales Recruiting Scale Venture Capital Sales Hiring 322

Buffer Resources

AUGUST 6, 2024

I quickly saw how much more impactful this approach was, how showing up for podcast interviews and other media opportunities and offering my unique expertise and point of view on PR and business-related topics made new clients much more excited to work with me.  For adding your insights to multi-expert articles, try Featured.

Social Media 115

Social Media Business Leadership Sales Hiring 115

Buffer Resources

SEPTEMBER 12, 2024

Before I started my business three years ago, I never would have called myself an activist. Simply by existing as a Black, female business owner, I was practicing activism as is explained so well in Ebonyjanice Moore’s book All the Black Girls Are Activists.

Business 108

Business Social Media Government Education 108

User Pilot

OCTOBER 19, 2024

In this article, we explore the concept of customer satisfaction – how to measure it, why it is important for your business, and how you can improve customer satisfaction levels. However, what satisfies customers differs from one business to another. What does customer satisfaction look like for SaaS businesses?

Business 111

Business Underperforming Technical Team Customer Lifetime Value Systems Review 111

Tom Tunguz

MARCH 27, 2023

Sales cycles shifted dramatically in 2023. Slower sales cycles create pipeline shocks & startups are feeling the impacts. The average startup saw a 24% increase in sales cycle from early 2022 to 2023. 60 day sales cycles are now 75 days. But the latency isn’t evenly distributed.

Startup 350

Startup SMB Headcount Sales 350

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

JUNE 10, 2024

So in the earlier days especially, you’ll be tempted to lean on the sales team to do more than just … sell. It has some positives, the more you ask sales to do. Some reps build a whole book of business here. Some reps build a whole book of business here. Don’t rely on sales to do true customer success.

Sales Hiring 322

Sales Hiring Scale Sales Customer Success 322

SaaStr

APRIL 18, 2024

Dear SaaStr: Why Do Some People Loathe Sales? People loathe sales because they are making the mistake of mapping their experiences as, essentially, Very Small Businesses, as the general experience of a corporate buyer. But that’s not what a sales professional does for a Fortune 5000 buyer. Just think about buying a car.

Sales 292

Sales Business 292

Stax

MAY 13, 2025

When leveraged strategically, these services can become a key driver of business growth. With the right provider, merchant services can improve your checkout experience, increase cash flow, and unlock valuable business insights. We’ll also outline how to choose the best payment solutions for your unique business needs.

Merchant Services 88

Merchant Services Payment Services Payment Methods SaaS Payments 88

SaaStr

JUNE 21, 2024

Sam Blond, the former CRO at Brex with 15 years in tech sales, took the stage at SaaStr Europa 2024 to share nine easy sales concepts that so many get wrong. Sam got his first job in tech sales as an SDR for Jason Lemkin’s company, EchoSign, which later sold to Adobe and launched his career. They did this right at Brex.

Sales Recruiting 290

Sales Recruiting Sales Hiring Scale Outsourced Development 290

SaaStr

OCTOBER 19, 2024

112,000 Views: “What’s New at WordPress with Matt Mullenweg, CEO of Automattic and Co-Founder of WordPress” #3, 79,000 Views: “A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School” #4. 46,771 Views: “From Burn-Out to $100M in ARR with Jason Cohen, Founder of WP Engine” #6.

Acquisition 284

Acquisition Innovation Startup Engineering 284

SaaStr

JULY 8, 2024

How much more could you accomplish with your sales organization? Justworks CRO, Robert Lopez, and Director of Sales, Valeria Avila, show you how to create longevity in your sales organization and why it matters. They’re more productive in less time, which reduces turnover costs for the business. But how do you do that?

Sales Hiring 287

Sales Hiring Scale Sales Education 287