SaaStr

AUGUST 9, 2021

Selling to enterprise is no easy feat, and it can be a lengthy, complex process. Michael Sindicich, GM of TripActions Liquid, understands what it takes to close big deals and boost enterprise win rates. He was the VP of Enterprise Sales until recently moving to help build TripActions Liquid, the company’s new Fintech product offering.

Scale 299

Scale Sales Hiring Enterprise Sales 299

SaaStr

MARCH 18, 2025

The harsh reality: Most enterprises are adopting AI due to FOMO (Fear Of Missing Out) rather than for specific business outcomes. Project Selection: Where Enterprises Go Wrong Many companies stumble by deploying AI in high-risk, customer-facing applications first (like chatbots). This is exactly backward.

Technical Review 194

Technical Review Artificial Intelligence AI Marketplace as a Service 194

SaaStr

APRIL 28, 2021

That is, until you’ve got a major enterprise deal close to the finish line. At Secureframe , we help companies get enterprise ready by streamlining SOC 2 compliance and get them ready within weeks, rather than months. . Security, besides having a password that isn’t “password123”, is probably not a major priority. .

Enterprise 284

Enterprise Software Review Azure GCP(Google Cloud Platform) 284

USIO

FEBRUARY 19, 2025

Fortunately, PayFac-as-a-Service (PFaaS) exists to save you from the $1M+ upfront cost, 12+ months of setup time, and the headaches that come with managing payments, compliance, and risk. Biggest Perk: Handles compliance, risk, and merchant onboarding so you dont have to. Biggest Perk: Global reach and enterprise-grade security.

PayFac as a Service 179

PayFac as a Service Merchant Services Payfac Payments 179

SaaStr

SEPTEMBER 28, 2023

In this new SaaStr series called “What’s new at…,” Jason Lemkin chats with WorkOS CEO and founder Michael Grinich about what it takes to be Enterprise ready in SaaS, building vs. buying, and who the stakeholders are in a B2D motion. They offer all the features you need to sell to Enterprise customers. WorkOS is 4.5 No, you can’t.

Enterprise readiness 289

Enterprise readiness Payment Solutions Enterprise Payments 289

SaaStr

FEBRUARY 26, 2025

The $10M ARR Rule for Enterprise Here’s a controversial but important take: If you’re under $10M ARR, stay away from Enterprise. Because too many startups fall into what Gross calls the “Enterprise Mirage” – landing a few big logos through heroic efforts but failing to build repeatable systems.

Enterprise readiness 147

Enterprise readiness Enterprise compliance Acquisition 147

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. With a trillion in payment volume coming through BILL in the last five years, managing the payment and compliance engine has required an ongoing effort of a sizable team. This is true for BILL.

SMB 312

SMB Payment Services Payments Payment Methods 312

Tom Tunguz

JANUARY 28, 2020

Cloud is more expensive for larger enterprises. The third is compliance. Assume this happens at some scale in the enterprise. Imagine an enterprise now has several, maybe a dozen applications deployed this way. Today, an enterprise might have hundreds or thousands of applications. But the drivers are real.

VPCs (Virtual Private Cloud) 223

VPCs (Virtual Private Cloud) Cloud Enterprise Data 223

USIO

JULY 25, 2024

Simplifying Enterprise Payments In today’s competitive market, businesses face numerous challenges with payment processing. Customized integrated payment services for enterprises provide a solution to these complexities, helping companies streamline operations and focus on their core activities.

Payment Services 130

Payment Services Payment Methods Payment Solutions Payments 130

SaaStr

AUGUST 2, 2024

Canva Head of Sales and Success for EMEA, Jorge Bestard, and Head of Strategic Sales for EMEA, Daniela Nyarko, share Canva’s journey from PLG to Enterprise, strategies to navigate the PLG trap, and why it’s so attractive. You want to double down on your growth, so the next logical step is to build an Enterprise team, right?

Scale 288

Scale Sales Hiring Sales Enterprise 288

SaaStr

JANUARY 6, 2021

New enterprise products have been critical to their recent growth. So let’s take a look at 5 Interesting Learnings at ~$800,000,000 in ARR: Box went enterprise well over a decade ago, but 45% of its revenue is still from SMBs, Mid-Market and Self-Service. This surprised me a bit. Box is a great case study to follow.

Scale 312

Scale compliance Enterprise Scaling 312

SaaStr

MARCH 15, 2019

Not hiring a full-time Chief Security & Compliance Offer. Hiring a CSO way early if you are truly going enterprise. Enterprise customers expect you not just to get on jets (see the point above), but to be there. Enterprise customers expect you not just to get on jets (see the point above), but to be there. This is #1.

Sales Hiring 174

Sales Hiring Enterprise CTO Hire CTO 174

SaaStr

DECEMBER 22, 2022

Replace manual GRC efforts, reduce costs, and save time preparing for audits and maintaining compliance. Drata is the world’s most advanced security and compliance automation platform with the mission to help companies earn and keep the trust of their users, customers, partners, and prospects.

Scale 55

Scale Onboarding Government compliance 55

SaaStr

JULY 22, 2021

Avalara manages a big problem — tax and related compliance automation. And importantly, while the very largest partners support multiple vendors for tax compliance, the vast majority of small partners just deploy Avalara. Enterprise is $71k ACV on average, Mid-market is $36k, SMB is $23k, and small customers are $14k ACV.

Scale 334

Scale SMB compliance Churn 334

SaaStr

SEPTEMBER 11, 2024

It wasn’t long before they landed their first Enterprise customer in 2012. Your First Enterprise Customer Lucid’s first Enterprise customer was a large publishing house in the U.K. It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer.

Scale 312

Scale Scaling Sales Hiring compliance 312

SaaStr

JULY 26, 2022

So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. Customers don’t expect as much in terms of security, compliance, etc. But beyond all the other Pros and Cons of SMB vs enterprise, there’s one looming issue with SMB SaaS: Churn. This isn’t going enterprise.

SMB 363

SMB Churn Payment Services SaaS 363

SaaStr

JULY 2, 2019

Join Kevin Egan, Slack’s VP of North American Sales and Dannie Herzberg, Slack’s Director of Sales as they walk you through Slack’s Freemium to Enterprise strategies. We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Want to see more content like this?

Enterprise 171

Enterprise Scale Sales Hiring SMB 171

Intercom, Inc.

OCTOBER 19, 2022

We protect it throughout its lifecycle with robust security practices, tailored role-specific staff training, and rigorous compliance with regulations. You can choose to host your data in a region that suits your compliance requirements and give you – and your users – peace of mind”. Compliance: Don’t just take our word for it .

compliance 138

compliance Data Software Review Scale 138

SaaStr

AUGUST 10, 2024

Embrace doing all the compliance requirements (SOC-2, HIPPA, Two-factor authentication, etc) Embrace selling to multiple stakeholders. Great enterprise sales executives and VPs know how to shorten sales cycles to as short as practical. Second, embrace the parts of long sales cycles that take extra work: Embrace getting good at RFP.

Sales Hiring 299

Sales Hiring Sales compliance Enterprise 299

SaaStr

AUGUST 18, 2022

Laika is an enterprise-ready compliance platform that lets growing companies compete on the same level as any large organization. SaaS is now 10% of the total Enterprise IT spend, but the back-office software remains an ugly beast comprising of spreadsheets and emails.

Stax 55

Stax Payment Services Payment Solutions SaaS Payments 55

SaaStr

OCTOBER 6, 2022

The platform automates the provisioning of your application to the cloud (AWS, GCP, Azure), integrating cloud ops, DevOps, and security/compliance with 24×7 monitoring and support. SafeBase enables sales and security teams to efficiently collaborate and close enterprise deals faster.

GCP(Google Cloud Platform) 246

GCP(Google Cloud Platform) Azure AWS Enterprise readiness 246

SaaStr

JULY 14, 2022

Today, it’s arguably the most advanced and full-featured enterprise contact management application, routinely closing seven-figure deals. Because they want custom features, compliance, security etc. Adding a team / enterprise / collaboration edition. Being / becoming the most enterprise vendor.

SMB 331

SMB Enterprise Government compliance 331

SaaStr

JANUARY 6, 2022

Sprinto helps SaaS companies become SOC-2 compliant, close enterprise deals, and pass vendor security assessments easily. 500 and the category-defining enterprise platform to operationalize trust. At the 8th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors.

Government 278

Government compliance Enterprise Technology 278

User Pilot

NOVEMBER 28, 2024

How much it costs (spoiler: it’s for enterprise plans only). But here’s the kicker— session replay is only available as an add-on for enterprise plans. And let’s be real: enterprise plans are on the pricey side. You can scale unlimitedly with add-ons for Growth or Enterprise plans. What is session replay in Mixpanel?

Software Review 105

Software Review Enterprise Pricing compliance 105

SaaStr

DECEMBER 6, 2023

NRR is good but not top-tier for an enterprise solution, at 112%. But what is very enterprise and top-tier is their customer retention, at 97% GRR. The financial reporting and compliance engine that just keeps scaling! Once folks put in a financial reporting system, they don’t tend to rip it out.

compliance 304

compliance Engineering Scaling Enterprise 304

Clouded Judgement

DECEMBER 1, 2023

There were also quite a few questions around cost and compliance. And on the latter - there will be more guardrails and structure in place to appease some of the compliance questions. This was repeated quite a few times AI tends to be additive budget for large enterprises. This year, there was tons of experimentation.

AWS 299

AWS Cloud AI Search Cost optimization & reporting 299

SaaStr

FEBRUARY 23, 2023

Laika is an enterprise-ready compliance platform that lets growing companies compete on the same level as any large organization.

Payment Services 278

Payment Services Merchant Services Payments Embedded Payments 278

SaaStr

JANUARY 12, 2023

Setting out to revolutionize the way team members collaborate for increased efficiency, Lark delivers a seamless user experience for the modern enterprise. Think of us as your automated security and compliance expert. It is available now on macOS, Windows, iOS and Android.

Payment Features 55

Payment Features Payment Services SaaS Payments Payments 55

SaaStr

DECEMBER 3, 2024

Who is Peter Gassner CEO and Founder of SaaS Leader Veeva Systems Peter Gassner has established himself as a significant figure in enterprise software, particularly through his leadership at Veeva Systems. Instead of building generic enterprise software, he went all-in on life sciences.

SaaS 264

SaaS Leadership Cloud Enterprise 264

SaaStr

JUNE 22, 2023

Remote makes it easy to manage international payroll, benefits, taxes, stock options, and compliance in 50+ countries. Trustero aims to be the trust clearing house for SaaS businesses, replacing the need for a traditional approach to compliance through 3rd party consultancy.

Scale 244

Scale Banking compliance Forecasting 244

SaaStr

NOVEMBER 25, 2022

Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. The main driver behind this success is that from day one, Atlassian took a product-led self-service approach to enterprise software.

Scale 264

Scale Scaling Marketplace as a Service Entrepreneurship 264

SaaStr

JULY 18, 2024

You also have a technology decision maker whose job is strategy: ensuring the execution of the implementation is driven by strategy and that the CXO, risk and compliance, and the business owners know what’s going on. It’s more of a loop than a linear pattern. They want to deliver something of value and act as a trusted advisor.

CTO Coach 305

CTO Coach CTO Technical Review Customer Success 305

CloudGeometry

APRIL 25, 2022

Big enterprise customers have been buying software for a long time. There’s real payoff from careful attention to the issues that enterprise customers care about. There’s real payoff from careful attention to the issues that enterprise customers care about. Here are seven things enterprise SaaS customers look for. #1

Enterprise readiness 130

Enterprise readiness Enterprise Technical Review Software Review 130

SaaStr

AUGUST 5, 2020

Also, the larger the company, the more they care about enterprise-level trust, security, compliance, and privacy. That’s why we’ve achieved ISV security certification, GDPR compliance, and SOC 2 compliance.”. With the background of our team, as you might expect, we have loads of expertise in this area.

compliance 245

compliance B2B Acquisition Cloud 245

SaaStr

MARCH 24, 2022

WorkOS provides APIs to make your app enterprise-ready, with pre-built features and integrations required by IT admins. Start selling to enterprise customers with just a few lines of code. Printfection is a swag management platform that simplifies the buying, managing, and distribution of swag and branded merchandise.

Payments 260

Payments Payment Services Payment Solutions SaaS Payments 260

SaaStr

JULY 19, 2022

Reprise provides a no-code, enterprise-ready platform that gives teams the power to control the narrative of their demos and deliver custom product experiences—without developer involvement. Secureframe helps companies get enterprise ready by streamlining SOC 2, ISO 27001, PCI DSS and HIPAA compliance.

GCP(Google Cloud Platform) 264

GCP(Google Cloud Platform) Artificial Intelligence Enterprise readiness Azure 264

SaaStr

NOVEMBER 3, 2022

Secureframe helps companies get enterprise ready by streamlining SOC 2, ISO 27001, GDPR, CCPA, PCI DSS and HIPAA compliance. And, as a wholly-owned subsidiary of Synovus Bank, a “member FDIC”, Maast can offer the security and stability that comes with Synovus’ proud 130 year heritage.

Payments 264

Payments Payment Services GCP(Google Cloud Platform) Payment Solutions 264