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. In early-stage company building, there are three phases.

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Scale Sales Hiring Scaling Company Culture 264

SaaStr

MARCH 7, 2022

The world of sales is evolving as rising costs and shifts in buyer behaviors continue to change. An emerging strategy that organizations are adopting to grow revenue more efficiently is inside sales. Inside sales refer to the practice of selling from office premises via phone, email, or video calls. Benefits of inside sales.

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Scale Sales Hiring Scaling Sales 264

SaaStr

DECEMBER 17, 2024

Here’s what he learned about driving effective change while preserving company culture. Build Momentum Through Small Wins Leading a venture-backed company is like “playing in the professional sports league,” according to Dan – high pressure, high expectations, and high rewards. His strategy?

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Management Scale Company Culture Forecasting 279

SaaStr

MARCH 1, 2023

Building a sales team that can sustain the exponential SaaS growth needs an expert’s opinion for more granular insights. Chris Merritt, Chief Revenue Officer at Cloudflare, has been with the company for almost a decade. As your company scales, you’ll need to solve challenges most people can’t solve. The next challenge?

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Scale Scaling Government Software Review 277

SaaStr

JUNE 19, 2024

$100M is the magic number all SaaS companies are trying to achieve. 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. Bitly had an Enterprise sales-focused team. You might have to rebuild your marketing team.

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Scale Scaling Underperforming Technical Team User Experience 306

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.

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Scale Scaling Company Culture Leadership 246

SaaStr

JUNE 13, 2021

It’s been great to have the CEOs of Qualtrics join us multiple times over the years, as it scaled from a late-stage startup to IPO to $8B+ acquisition. Fast forward to today, and Qualtrics is now worth $20B and CEO Zig Serafin joined us to share his lessons in scaling with Julia Laroche, Correspondent at Yahoo Finance.

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Scale Scaling Business Model Company Culture 253

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? Remote launched in 2020, just as the pandemic hit, and it continues to be the fastest-growing portfolio company in Index Venture’s history. When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year.

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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. The BPO company used a competitor but wanted easy-to-use software to create process automation, so they called Dines up in Romania. And it worked!”

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Scale Artificial Intelligence Technical Review Software Review 246

SaaStr

MAY 5, 2022

What are some of the foundational ways sales leaders can think about building their sales teams as their company continues to expand and grow? There’s no shortage of ways to tackle this challenge, but one thing is clear: build sales teams thoughtfully and intentionally. With scale, though, these priorities can change.

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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. Growing a culture. Once you’ve defined your company culture, you ?must

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Scale Underperforming Technical Team Scaling Company Culture 246

SaaStr

AUGUST 10, 2023

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups. Ideas Are Cheap.

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Scale Scaling Sales Hiring Cloud 243

SaaStr

JANUARY 16, 2023

To convert an idea into a successful venture, startups need to be equipped to scale. Mike Wiacek, CEO at Stairwell, Mo Jebrini, CTO at Mashvisor, and Michael Ermolenko, CTO at Inworld.ai, discuss with Helene Ambiana, Global SMB and Startups Marketing Director at Google Cloud, how they overcame the hurdles of scaling and reached their goals.

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SaaStr

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Just do it! They can’t.

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Sales Hiring Scale Startup Marketing 363

SaaStr

FEBRUARY 27, 2023

Their first step to achieving this was hiring a sales leader to build a sales team. They also hired a VP of Partners who knew how to scale B2B software. In due time, this paid off and unlocked new phases for the company. Your customers and employees are critical to your company’s sustainable growth.

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Scale Sales Hiring Sales Recruiting Scaling 245

SaaStr

MAY 31, 2023

Building a company for $0-$1M in revenue differs wildly from $1-10M ARR. 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?

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Scale Scaling Leadership Company Culture 241

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.

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Scale Sales Hiring Scaling Sales Recruiting 241

SaaStr

NOVEMBER 23, 2019

If you have a good sales team, they are leaving nothing on the table. If they aren’t — you need a new VP of Sales). Whatever great work the sales team did in 2017 will be 100% behind them on Jan 2. A few ideas: Hire dedicated sales ops. Many of you will have little to no dedicated help in sales operations.

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Scale Sales Hiring Sales Churn 277

SaaStr

APRIL 7, 2023

As a self-proclaimed accidental entrepreneur, Browder shares a few unconventional ways to scale your company. The DoNotPay journey started six years ago and has led to many unconventional lessons that go against the popular wisdom of starting, scaling, and distributing a product. Ensure your team is part of the movement.

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Scale Scaling Sales Hiring Entrepreneurship 263

SaaStr

AUGUST 18, 2024

The answers that surfaced over and over were: Culture Flexibility People Culture How do you define company culture? One definition of company culture is the rolling average of everyone’s behavior in the company over the last three or so months. Part of this survey was an open-ended prompt.

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Retention Scale Company Culture Leadership 317

SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. Your upfront experience is key. Make that upfront purchase great.

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Scale Sales Hiring Scaling Strategy 248

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.

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Scale Underperforming Technical Team Scaling Interviewing 246

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. I think over 25 years of working and leading teams and being on some that are high-performing and some that outright failed. Lexi explains the importance of team trust, driver and passenger mindsets, and much more. No big deal.

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Scale Underperforming Technical Team Scaling Leadership 254

SaaStr

NOVEMBER 18, 2021

He shared 4 examples: Frank Slootman (Chairman & CEO of Snowflake , previously Chairman & CEO of ServiceNow ): dealing with reality and his intellectual honesty, which leads to addressing company issues as they appear. While quiet in meetings, his careful listening leads to very accurate decisions.

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Scale Company Culture Interviewing Finance 336

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. Want to see more content like this?

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Sales Recruiting Sales Hiring Scale Sales 332

Intercom, Inc.

APRIL 25, 2019

However, when researchers at UC Berkeley and Stanford explored growth at more than 3,000 startups , their key finding was that premature scaling was the most common cause of failure. Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function.

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Scale Sales Hiring Sales Recruiting Scaling 136

SaaStr

NOVEMBER 9, 2023

Dear SaaStr: What are some of the “ultimate sins” in marketing and sales and success in SaaS in the early stages? My list of some bad ones: Sales: Hiring any reps you wouldn’t buy from. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Including not too many leads.

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Sales Hiring Scale Startup Marketing 289

SaaStr

FEBRUARY 28, 2022

A few ideas on how to help the sales team make this your best year so far: Hire dedicated sales / revenue ops. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. Getting routing the right leads? This will take some of the pressure off the sales team.

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Scale Sales Hiring Sales Enterprise 246

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

SaaStr

DECEMBER 1, 2024

As Co-CEO, he has helped transform monday.com from a team management tool into a leading work operating system platform used by hundreds of thousands of organizations worldwide. When Eran Zinman co-founded the company (then dapulse) in 2012, the team management space was already crowded. The Culture Play Zinman’s secret weapon?

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Scale SaaS Company Culture Leadership 257

Intercom, Inc.

MARCH 8, 2018

In a time where buyer behavior has rendered cold calling nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. He’d go on to become the VP of Sales at Sprinklr, guiding the company through its own high growth period, before striking out on his own.

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Social Media Scale Sales Hiring Sales Recruiting 186

SaaStr

OCTOBER 17, 2023

PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. The framework above is a lean canvas to help you understand your customers’ needs post-sale. Renewals.

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Scale Sales Hiring Customer Success Scaling 182

SaaStr

MARCH 17, 2021

From our experience providing integrations to thousands of customers, here are the three key business process automations to help your growing company scale faster: 1. That’s why this is the single most critical process that should be integrated and automated in any growing company. Quote-to-Cash. Customer 360.

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Sales Hiring Scale Technical Review Marketplace as a Service 325

SaaStr

JANUARY 3, 2023

Visit all prospects and customers in person that have an ACV of >= $50k. The more of your prospects you visit in person, the more that will close. Want to increase your close rates, with the leads you already have? Even with no new leads, and no new customers, this alone will boost your revenue. A few thoughts: 1.

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Scale Retention Scaling Revenue 316

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Manual processes first.

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Scale Payment Services Payment Methods Scaling 162

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. Justworks is an HR tech company that’s been around for about 11 years. Of course, everyone wants the latter.

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Sales Hiring Scale Sales Education 293

SaaStr

APRIL 2, 2023

This thought is usually accompanied by a vague statement like “this person isn’t scaling.” Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal!

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Sales Hiring Scale Customer Success Scaling 331