SaaStr

OCTOBER 10, 2023

On a sales front, how do you evolve past founder-led sales, or together with it, so that you can scale your organization? PST, Laura Connell, Partner at Atomico, shares how to scale beyond founder-led sales on your path to Series B. It’s not a repeatable process, and it doesn’t scale. Time is the enemy. How do you do it?

Scale 283

Scale Sales Hiring Scaling Sales 283

SaaStr

DECEMBER 4, 2024

These outcomes might include: Driving user growth Maximizing revenue Ensuring user satisfaction Scaling adoption A different outcome would lead to a different pricing choice. Scaling stage: Reduced to single-user plans to maximize accessibility. There’s No Silver Bullet In Pricing There’s no silver bullet in pricing.

Payments 290

Payments Pricing Scale Revenue 290

SaaStr

MARCH 1, 2023

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. Admit that you don’t have all the answers. Once you accept this and look for answers, you’ll grow. Get comfortable being uncomfortable.

Scale 277

Scale Scaling Government Software Review 277

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

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.

Scale 265

Scale Scaling Payment Services Leadership 265

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

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. The post Reaccelerating Growth at Scale with Box’s CRO Mark Wayland (Podcast 514 + Video) appeared first on SaaStr.

Scale 306

Scale Scaling Sales Hiring Software Review 306

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

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.” And it worked!” Dines shares.

Scale 246

Scale Artificial Intelligence Technical Review Software Review 246

Intercom, Inc.

MAY 4, 2022

With that in mind, our new April features focus on increased and more efficient channels of communication, access to the right data to influence the way you grow and scale your business. So, let’s take a look at what we’ve built for you over the past month. Introducing Instagram for Support. Improving your engagement capabilities.

Communication 205

Communication Software Review Trends Engagement 205

SaaStr

DECEMBER 20, 2024

What’s great about high-volume sales at that scale is the pattern recognition,” Michelle shared. Why Frontline Managers Are Mission-Critical While companies often start each year with ambitious strategies and goals, it’s the tactics and execution that determine actual success. “That’s expensive, but optimal.

Sales Hiring 263

Sales Hiring Scale Underperforming Technical Team Sales 263

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

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. Attune sellers for one or the other.

Scale 278

Scale Sales Hiring Scaling Revenue 278

SaaStr

FEBRUARY 4, 2022

She details her six steps to manage successful marketing at scale. To do that requires a deep understanding and appreciation of the company’s mission, vision, product strategy, financial plan, and more—all of which you get from communicating with the CEO. Your job is to communicate the CEO’s vision. Step 1: Align with the CEO.

Scaling 263

Scaling Marketing Management Branding 263

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

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.

Scale 254

Scale Underperforming Technical Team Scaling Leadership 254

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.

Scale 262

Scale Scaling AWS Sales Hiring 262

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

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.

Scale 235

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. A well-developed brand can communicate a company’s values and appeal to customers who align with those values. ” – David Cancel.

Scale 246

Scale Underperforming Technical Team Scaling Interviewing 246

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.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

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

APRIL 6, 2025

It also explains how Databricks has maintained performance while scaling at 100% annuallythey’re constantly redefining what “great” looks like for their evolving organization What Hasn’t Worked: Three Growth Challenges Even with Databricks’ impressive track record, not every initiative has been a home run. .

Scale 207

Scale Sales Hiring Sales Outsourced Development 207

SaaStr

AUGUST 8, 2023

Some critical skills will include analytical and problem-solving skills, data literacy, excellent communication skills, and a deep understanding of business models. You must build a lean, impactful team to help your business scale. PT, SaaStr holds live, interactive workshops where experts in the community share their insights.

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

SaaStr

SEPTEMBER 17, 2020

As you scale, evaluate how you spend time. Key Points: Communicate your vision and expectations. 4 Communicate Thoughtfully. Always be careful about what or when you communicate, and your implication of decisions. Key Points: Have principles for what, how, and when to communicate. 2 Focus Leads to Deep Thinking.

Leadership 358

Leadership Scale Communication Scaling 358

TechEmpower SaaS

DECEMBER 11, 2023

Do you anticipate scale issues presently or in the future? Communication: Evaluate their communication style. While beneficial, some project managers hinder effective communication. Do you have the basics already defined and merely need them fleshed out? Or is your project a clean slate? Is there a project manager?

Software Development 443

Software Development Development Software Review Software 443

SaaStr

MARCH 28, 2025

This data will be critical when scaling your program. Build a Platform for Scale Once youve validated your partner program with a pilot, youll want to scale it. Spend time with your partners, communicate openly, and hold yourself accountable. Zendesk deferred monetizing its partner program for almost a decade.

Scale 147

Scale Sales Hiring SMB Enterprise 147

ChurnZero

OCTOBER 25, 2024

There are so many questions to answer when considering how to scale a customer success team. And I know you want to scale your customer success team in the right way. If that number seems small, consider the fact that the number of lines of communication within a team increases exponentially as the team size grows.

Scale 52

Scale Underperforming Technical Team Customer Success Scaling 52

SaaStr

DECEMBER 2, 2021

25 SaaStr 214: New Relic CRO Erica Schultz on What It Takes To Successfully Scale Into Enterprise & How The Very Best Reps Build Relationships With Their Leads. #24 A lot has changed since 2016, but SaaStr is still bringing you the best advice from industry leaders, and we don’t plan on stopping. Today, we’ll dive into 25-13.

Scale 314

Scale Benchmarks Enterprise Leadership 314

Tom Tunguz

FEBRUARY 26, 2025

Your company can employ pricing to communicate to the market whether your product is a premium, mid-market or low cost alternative. Often, a straight UBP pricing model doesn’t scale into the enterprise. Salesforce exemplifies exceptional positioning. How much should a Fortune 500 bank pay for your startup?

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

MARCH 26, 2021

It gets them into the communication flow for business. Those are great adjacent API leaders at scale. So as you scale in SaaS today, you can reliably predict that a top PE firm might be interested in acquiring you as you break out and pass $10m ARR and beyond. Most deals you see on TechCrunch do seem logical and even obvious.

Acquisition 353

Acquisition Scaling Startup Cloud 353

Blulogix

DECEMBER 31, 2024

By Inga Broerman Scaling with Usage-Based Models: A Practical Guide to Metering The rise of usage-based pricing is revolutionizing the subscription economy. Agility in Scaling: As customer demand grows, businesses must ensure their systems can handle increasing volumes without compromising speed or reliability.

Payment Features 52

Payment Features Scaling AI Search Subscription 52

SaaStr

MARCH 4, 2021

Because if everyone already knows you at scale, and everyone is already a customer, or has been … what do you really need demand generation for? Yes, you need it at scale — but not in the same ways startups do. Making sure you sit in the right place in the market, and are communicating that to the market.

Sales Hiring 357

Sales Hiring Scale Marketing Branding 357

SaaStr

OCTOBER 10, 2022

Jon Perera, CMO at Highspot, says the place to start is sales and marketing alignment—a system that aligns strategy, communication, execution, and goals between the two departments. Scale winning behaviors. The opportunity to scale growth is understanding the behaviors of the top of your sales force.”. Deliver one narrative.

Scale 328

Scale Sales Hiring Venture Capital Marketing 328

SaaStr

DECEMBER 4, 2021

If you create too many team silos, your RevTech may be disjointed as teams aren’t communicating as seamlessly. In addition, sales must leverage a variety of communication and outreach tactics, including phone, email, SMS, social media, etc. Level Two: Scale-Up $10million to $30million. Revenue team > marketing and sales.

Scale 290

Scale Sales Hiring Social Media Technology 290

SaaStr

FEBRUARY 23, 2022

The best in SaaS and Cloud really do scale just about forever. It can seemingly scale forever. Crossing borders with a communications product isn’t hard, but it is harder than a pure B2B product. With significant communication costs, Twilio has to be thoughtful about maintaining gross margins. 51% Gross Margins.

Scale 285

Scale Cloud Scaling Acquisition 285