SaaStr

NOVEMBER 24, 2020

Check out the low down on our sponsors for SaaStr Scale who are helping to make this event happen. Grab your seat for their 12:30 PM PST workshop on Scaling with Speed: How to Streamline Your Revenue Operations with Conga. Unlocking the magic of communications that are improving human experience. Freshworks.

Scale 298

Scale Scaling Outsourced Development compliance 298

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? Communication is easier You can ramp people faster You can hire junior people The tradeoff is global talent. But they’re still one of the last remaining open-source companies at scale. How did it come to be? Probably not.

Scale 297

Scale Scaling Sales Hiring Sales Recruiting 297

Tom Tunguz

FEBRUARY 26, 2025

The very best companies lead their customers in that dance. 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. Most startups play defense when discussing pricing with customers.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

MARCH 1, 2023

Building a sales team that can sustain the exponential SaaS growth needs an expert’s opinion for more granular insights. It’s not easy to admit you don’t know something to your customers, staff, or board, so consider how you communicate it. As your company scales, you’ll need to solve challenges most people can’t solve.

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Scale Scaling Government Software Review 277

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. .

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Scale SaaS B2B Scaling 276

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. The layers of cultural scaffolding include: Communication – Be transparent, direct, and clear. And it was true. Give them money to meet up.

Scale 264

Scale Sales Hiring Scaling Sales Recruiting 264

SaaStr

FEBRUARY 7, 2025

At SaaStr AI Day 2025, Jim Palmer, Dialpad’s Chief AI Officer (and co-founder of TalkIQ, which Dialpad acquired), shared the tactical playbook they used to build and scale their AI capabilities. Here are the key learnings every SaaS company should know. Make this decision early.

AI 267

AI Scale Government compliance 267

SaaStr

JANUARY 5, 2022

Once we finalized this messaging, we shared it with every team at Box so everyone used shared language in all of their communications, both internally and externally. Every customer-facing team is on the renewals team: customer success, sales, product, customer support, marketing, and of course, renewals. That work is never done.

Scale 306

Scale Scaling Sales Hiring Software Review 306

SaaStr

JANUARY 24, 2024

Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. From a GTM execution standpoint, they weren’t focused.

Scale 278

Scale Sales Hiring Scaling Revenue 278

Tom Tunguz

DECEMBER 1, 2021

Claire’s operational experience is one-of-a-kind, and the conversation focused on scaling startups. Rather, the clarity of the goals and the repetition in their communication create internal alignment. A few weeks ago, Office Hours at Redpoint welcomed Claire Hughes-Johnson, former COO at Stripe and VP at Google.

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Scale Scaling Payment Services Leadership 265

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? Ways to scale that don’t include rampant inefficiency and burn. You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too.

Scale 306

Scale SMB Sales Hiring Sales 306

SaaStr

JUNE 14, 2023

At SaaStr Europa, UiPath’s Dines shared five insights from growing a company from nothing, so other founders can learn what it takes to scale a SaaS startup to $1B+ ARR. Finally, he understood what was needed to scale a business. When you have the courage to be bold, people will take you seriously.”

Scale 246

Scale Artificial Intelligence Technical Review Software Review 246

SaaStr

DECEMBER 16, 2022

How do you enter a highly competitive marketplace, carve a niche for yourself, and then scale the business to $100 million+ ARR? Sam Blond, Partner at Founders Fund, joined Matt Plank, VP of Sales at Rippling, to unlock the secrets to exponential revenue growth. Scaling your go-to-market efforts.

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Outsourcing Services Scale Sales Hiring Outsourced Development 287

Intercom, Inc.

APRIL 6, 2022

For fast-growing and enterprise organizations, the ability to personalize customer communication in a way that’s scalable is business critical. Tailored, in-context experiences have become table stakes, making the one-size-fits-all approach to customer communication a thing of the past.

Scale 230

Scale Scaling DevOps as a Service Communication 230

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

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Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

FEBRUARY 1, 2024

As companies scale, they evolve, so how should marketing evolve accordingly to add maximum value? PST, Kady shares the ten things that change in marketing as you scale. PST, Kady shares the ten things that change in marketing as you scale. The reality is that a lot of things change as we scale. The answer isn’t simple.

Scale 280

Scale Scaling Sales Hiring Marketing 280

SaaStr

APRIL 29, 2022

Managers often grapple with how to create and scale a global product team. Scaling a team isn’t about increasing the size, rather it’s about increasing the output of the teams and producing tangible value. For that reason, scaling teams require different leadership chains inside the company. Lesson #1: Feedback is a gift.

Scale 246

Scale Scaling Company Culture Leadership 246

Intercom, Inc.

DECEMBER 10, 2020

If a company has lots of small customers, then managing those touchpoints can become challenging as you scale. As Nick explains, timing is everything: “So automation is clearly critical in scaling, but then the second thing is you want to do the right thing at the right time. Understanding customer outcomes at scale.

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Scale Customer Success Scaling B2B 223

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? Does PLG really help scale by a large amount? The go-to-market playbook.

Scale 241

Scale Sales Hiring Scaling Sales Recruiting 241

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks.

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Scale Scaling AWS Sales Hiring 262

SaaStr

JANUARY 28, 2025

Bella Liu of Orbee leads a company focused on generative process automation, creating AI solutions that understand and automate complex enterprise workflows. Top-Down vs. Bottom-Up Sales Models Writer and Orby follow a top-down sales model, while Limitless follows a bottom-up sales model, and the effectiveness of each approach is debated.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

SaaStr

JANUARY 24, 2021

2021 will be the year SaaS sales evolves the most since the Appexchange ecosystem started to take off ~15 years ago, which spawned the entire notion of a true sales app stack. The permanent move to distributed sales teams. Almost every SaaS VP of Sales and CRO I’ve talked to in the past few months isn’t going back.

Sales Recruiting 354

Sales Recruiting Scale Technical Review Sales 354

SaaStr

MARCH 28, 2025

Treat this like a sales pipelinetrack leads, co-selling efforts, and revenue generated from these partnership. This data will be critical when scaling your program. Expect your sales cycle to double when working with partner s. Spend time with your partners, communicate openly, and hold yourself accountable.

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Scale Sales Hiring SMB Enterprise 147

Intercom, Inc.

JUNE 15, 2021

Agile principles can be a North Star for time-strapped support teams, helping them to keep the customer’s needs at the heart of their decisions so they can provide fast, personal support at scale. At WeTravel, we try to communicate beyond simple messages by using live chat, video chat, GIFs, and more to foster connection while apart.

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Scale Payment Methods Payment Services Scaling 235

SaaStr

JANUARY 18, 2023

Unicorn companies often need to scale quickly to meet the demands of their rapidly growing customer base. Yet, scaling a company isn’t always about hiring more people. It can lead to innovative ideas and products, helping your startup stay ahead of the curve and attract new customers. ” – David Cancel.

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Scale Underperforming Technical Team Scaling Interviewing 246

SaaStr

JUNE 13, 2024

Earlier this month, Gong’s CEO and Co-Founder Amit Bendov sat down with SaaStr Founder and CEO Jason Lemkin at SaaStr Europa 2024 to talk about all things AI and the lessons learned while scaling to billions. What Does AI-Enhanced Sales Look Like In Two Years Everyone’s thinking about it. First, no drudgery. Yes,” Amit says.

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Scale AI Sales Underperforming Technical Team 311

SaaStr

MAY 31, 2023

And scaling from $10M to $100M is wildly different still. Sameer Dholakia, Partner at Bessemer Venture Partners with decades of operational experience, shares what you need to change as you scale from $10M to $100M ARR. How do you scale leadership? At scale, the cycle moves further back in the year and needs to be robust.

Scale 241

Scale Scaling Leadership Company Culture 241

SaaStr

AUGUST 31, 2022

The stage of scaling from $10 million to $100 million ARR may seem like a daunting task, but it is an exciting one. Pieterjan Bouten, Co-Founder and Executive Chairman at Showpad, reveals lessons learned and mistakes to avoid while scaling your business. As you scale, you’ll have more stakeholders to manage and unify.

Scale 246

Scale Underperforming Technical Team Scaling Company Culture 246

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. In addition to being good, it has to be well communicated to everybody in the organization and we’ll come back to that. And challenge directly can also be interchanged with communicate crisply. Lexi Reese | COO @ Gusto.

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Scale Underperforming Technical Team Scaling Leadership 254

Intercom, Inc.

JUNE 22, 2021

Modern customers expect a fluid, digital-first sales experience that feels like a good conversation with someone who understands their needs ”. This change in behavior has placed a demand on sales teams to bring their sales motion into alignment with buyer expectations. Create consistent, customer-centric experiences.

Technical Review 233

Technical Review Scale Technology Trends 233

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . From the get-go, ensure alignment between sales and marketing teams on goals and anticipated outcomes.

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Scale Sales Hiring Venture Capital Marketing 328

Tom Tunguz

MARCH 27, 2025

As startups scale, effective sales implementation becomes the difference between stagnation and sustainable growth. After analyzing hundreds of sales organizations across startups, I’ve distilled the key pieces of advice that founders and leaders should keep in mind.

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Scale Sales Hiring Startup Compensation 182

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . What makes a sales organization grow? What’s the best way to grow a sales organization? How: What sources are the most popular to gather leads?

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Scale Sales Hiring Compensation Sales 297

SaaStr

AUGUST 8, 2023

The team is typically highly cross-functional, working together with sales, product, engineering, and marketing, and the goal is to help the other teams make better decisions through data and financial modeling. You must build a lean, impactful team to help your business scale. Sign up for free HERE !

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

SaaStr

NOVEMBER 21, 2020

How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. But as I now work with 24+ scaling SaaS companies, all of whom, all of us, who struggle to build a great management team … I’ve learned to distill it all down to one thing. About recruiting and helping you scale.

Sales Hiring 357

Sales Hiring Scale Sales Recruiting Engineering 357

SaaStr

APRIL 28, 2022

But when you stick to traditional, siloed sales motions, you may prevent your goals from being met. Hillary Carpio, the Director of ABM at Snowflake, shares her company’s account-based marketing (ABM) playbook and how it can dramatically scale business. . Additionally, Snowflake does not abide by the traditional lead generation funnel.

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Scale Education Strategy Engagement 305