SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. A Philadelphia native, Colin started his professional career as a Business Development Representative (BDR) 14 years ago and worked his way up to his current role as CRO.

Scale 185

Scale Sales Hiring Scaling Headcount 185

SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. So we have a mix of both, but I think as we’ve scaled it’s become an advantage. ” The lesson?

Scale 176

Scale Sales Hiring Scaling Revenue 176

SaaStr

FEBRUARY 10, 2025

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. This aligned with their new focus on serving small and medium-sized businesses more effectively. From Sales-Led to Product-Led: How Apollo.io

Scale 162

Scale Scaling Outsourced Development Sales 162

SaaStr

OCTOBER 23, 2024

In 2006, BILL CEO and Founder René Lacerte set out to define a category around financial operations for small and midsize businesses (SMBs). ’ Bill is approaching half a million customers, so has a good pulse on small businesses. With SMBs, the smallest business is owner-operated. Needless to say, he succeeded. in revenue.

SMB 307

SMB Payment Services Payments Payment Methods 307

SaaStr

AUGUST 15, 2024

There’s always someone a few years ahead of you on the scaling journey who can share their lessons learned. Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Timing is also essential.

Scale 310

Scale Sales Hiring Scaling Innovation 310

SaaStr

SEPTEMBER 11, 2024

It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer. Lucid hired someone with a business background under a special project. Your first hire wears many hats, but as you scale, you start building out more specific roles.

Scale 307

Scale Scaling Sales Hiring compliance 307

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 291

Scale Sales Hiring Scaling Startup 291

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? But they’re still one of the last remaining open-source companies at scale. How do you drive business around that? They needed to do more than just visualization to build a large business, particularly in the observability space.

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

SaaStr

OCTOBER 23, 2024

When it IPO’d, commercial customers were a tiny bit of their business. This potential for a decade of growth at scale here helps justify the high revenue multiple Palantir trades at. #4. Profitability Has Increased Even as Growth Has Reaccelerated Do you have to do it all today, at least once you are at scale? Yes, you do.

Artificial Intelligence 236

Artificial Intelligence Government AI Cloud 236

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

FastSpring

JANUARY 23, 2025

If you own a SaaS or other digital product business such as a Slack plugin, Chrome extension, online publishing business, mobile app, or even a blog and youre looking to exit, you may have a lot of questions about how best to go about it. How selling an investment business is very different from getting VC funding.

Scale 119

Scale Entrepreneurship Scaling Underperforming Technical Team 119

SaaStr

MARCH 7, 2025

When to Hire Executives But there are three other factors that I tell companies to consider when hiring finance leaders (or any other department leaders): Leaders cost Capabilities of current leadership Complexities and needs of the business These factors will help you determine when you need a true CFO. So when do I need a true CFO?

Scale 315

Scale Finance Headcount Leadership 315

SaaStr

JUNE 25, 2024

Scaling a company from 0 to 100 employees is no small feat. While these top ten tips may seem obvious, many founders overlook the importance of some of them as they scale their businesses. In the chart above, you can see that pre-seed starts at -2 on the scale. If we’re being honest, scaling a company is hard.

Scale 261

Scale Sales Hiring Scaling Company Culture 261

SaaStr

OCTOBER 31, 2024

Here’s what I see most often, the Top 6 Mistakes First Time SaaS Founders Make: Incomplete understanding of business model, and how it will scale. But hiring folks that haven’t done it at all doesn’t scale past a few million in ARR. But they also make mistakes we tend not to make with experience.

Scale 307

Scale SaaS Social Media Business Model 307

SaaStr

APRIL 5, 2025

But how did they scale so quickly? AI-Enhanced Content : By layering AI on top of metadata, Rupa scaled content creation, publishing 150 articles a month written by medical professionals. High-Quality Content at Scale : Conrad emphasized that the key to SEO success is publishing content thats better than what already exists.

Scale 229

Scale AI Search Sales Hiring Acquisition 229

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

Scale 306

Scale Scaling Strategy Sales Hiring 306

SaaStr

MAY 25, 2024

Building a $100M+ ARR business is no easy feat. 300k per employee is what a self-funded business needs to break even. Today, and over the last 4-5 years, 70% of their PLG business comes from one of three sources. Today, it’s the majority of their business. Let’s first start with how Cloudinary came to be.

Scale 312

Scale Sales Hiring SaaS Payments Development 312

SaaStr

MARCH 30, 2024

Dear SaaStr: What are The Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue? It’s one thing to invest in an area where only 5% of your business is today. Often, you can sort of intuit the business model up to $1m or $2m or so in ARR. And stymie all of them. After that, it all starts to change.

Scaling 301

Scaling Revenue Underperforming Technical Team Market Segmentation 301

SaaStr

AUGUST 5, 2024

When you find the answer to these questions, you can expand an existing customer base and create cool data-driven case studies to help your sales team bring in net business. Then, think about all the data points you need to give your team access to so you can show that in a business review. Where is there risk?

Scale 284

Scale Customer Success Scaling Revenue 284

SaaStr

JANUARY 3, 2025

A bunch of them we hired out of business school, or out of engineering school, and came up through our farm system.” Whereas if it’s all from outside, it’s too risky for the business. They had to present their business to me and show me their website. They grew up in their career with us.

Sales Hiring 284

Sales Hiring Scale Systems Review Interviewing 284

SaaStr

JUNE 19, 2024

Bitly CEO Toby Gabriner and CPO Kelsey Stevenson share the three secret ingredients that helped them when scaling to $100M ARR and what they could have done differently. Now it’s time to get into the details of how this went down so you can apply the learnings to your own business. People were disenchanted with the company.

Scale 300

Scale Scaling Underperforming Technical Team User Experience 300

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 271

Scale SaaS B2B Scaling 271

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. ” The other thing Lindsey did was bring that revenue and focus into the entire cadence of running the business.

Revenue 293

Revenue Scale Sales Hiring Compensation 293

SaaStr

SEPTEMBER 8, 2024

So just as supply chain logistics juggernaut Flexport was beginning to scale, founder CEO Ryan Petersen came to SaaStr Annual to share his top lessons — and mistakes. Measure customer NPS early and make it a key KPI for the business. As you start scaling, that shifts to more of a focus on recruiting.

Sales Recruiting 322

Sales Recruiting Scale Venture Capital Sales Hiring 322

Tom Tunguz

APRIL 9, 2025

It is a company-wide evolution that has the potential to completely reshape your entire business & your customer relationships. Join us for a candid conversation with Barr as she shares how Monte Carlo transitioned from ARR to daily revenue as the core operating metric for the business.

Revenue 130

Revenue Business Pricing Engineering 130

SaaStr

MARCH 17, 2025

It could be a VP of Product, Sales, or Engineeringsomeone who takes ownership of a big chunk of the business and cares almost as much as you do. If youre business-focused, hire a strong technical lead. These hires will define your companys DNA and help you scale faster [5][6]. If youre technical, hire someone who can sell.

Sales Hiring 247

Sales Hiring Scale Scaling Engineering 247

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. Without it, you don’t have a business. As companies continue to scale, segments like industry come into play. What does that mean?

Scale 274

Scale Sales Hiring Scaling Outsourced Development 274

SaaStr

JUNE 27, 2024

What does it take to scale a team from 2 to more than 1,100 people in just a few short years? When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. Over time, you establish product-market fit and determine how to sell at scale. And it was true.

Scale 261

Scale Sales Hiring Scaling Sales Recruiting 261

SaaStr

JANUARY 17, 2025

At SaaStr Annual’s AI Summit, we asked product leaders from some of the fastest-growing SaaS companies to share their insights on navigating the AI revolution while scaling multi-product strategies. As Hubert Palan, CEO at Productboard emphasized, “Don’t confuse AI-first with AI-only.

AI 261

AI Cybersecurity User Experience Scaling 261

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. While it may seem smart when you have five or fewer salespeople to sell anything and everything between $3k and $100k, that won’t scale. How do you define your ICP?

Scale 273

Scale Sales Hiring Scaling Revenue 273