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 54

Scale Onboarding Government compliance 54

SaaStr

JULY 30, 2024

Product-led outperformers generate ten percentage points higher in ARR and 50% higher in valuations than sales-led growth outperformers. How do you scale PLG? How do you build a stellar developer experience and continue to scale when the user base skyrockets overnight? What does scaling Enterprise ARR mean?

Underperforming Technical Team 282

Underperforming Technical Team Enterprise Scale Payments 282

SaaStr

JANUARY 6, 2021

But we haven’t done a deep dive on new learnings from Box at scale. 9% of sales are non-sales driven, which means almost $80m of ARR is still basicaly freemium / self-service. The majority of Box’s growth is from its existing base of customers — both account expansion and price increases.

Scale 307

Scale compliance Enterprise Scaling 307

SaaStr

MARCH 18, 2025

They use AI for price discoverability and optimization, with a setup that drives annual retention. Large enterprises have an immediate need for governance solutions to handle AI at scale. This represents an under-recognized opportunity for B2B AI startups focusing on compliance, risk management, and administrative controls.

Technical Review 189

Technical Review Artificial Intelligence AI Marketplace as a Service 189

SaaStr

JULY 1, 2024

One way is by talking to your customers and prospects. Either way, ensure the demand gen team sits down with sales and decides which accounts to go after. Ensure you’re aligned with the sales team on what you want to accomplish as you go upmarket and build these demand gen strategies. #2: Pricing is a big one.

Sales Hiring 300

Sales Hiring Scale SMB compliance 300

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. The promise of SaaS was healthy profitability at scale and yet we see companies with hundreds of millions of dollars in revenue burning cash. Learnings on GTM.

Scale 293

Scale Sales Hiring Underperforming Technical Team Cybersecurity 293

SaaStr

AUGUST 25, 2022

A-LIGN is a technology-enabled security and compliance partner that helps global organizations take a strategic approach to confidently mitigate cybersecurity risks. Duda is the leading web design platform for companies that offer web design services to small businesses.

Cybersecurity 269

Cybersecurity Scale compliance Subscription 269

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. Names stick.

Scale 160

Scale Payment Services Payment Methods Scaling 160

SaaStr

FEBRUARY 2, 2023

RI pricing for On-demand usage. Multiplier is a leading global employment platform that makes it easy for companies to employ teams internationally. Its proprietary technology simplifies the employment process by managing the complexities of local compliance, labour contracts, payroll, benefits and taxes. No lock-ins.

Cloud spend optimization 260

Cloud spend optimization AWS Scale compliance 260

SaaStr

JULY 20, 2021

How to Move Upmarket and Serve Multiple Customer Segments at the Same Time with Square’s Global Head of Sales. Ashley Grech, Global Head of Sales @ Square. 4 Secrets to Using Data Security and Compliance as a Competitive Advantage with Very Good Security’s CEO. Dan Preston, CEO @ Metromile. Quite a day!

Payments 274

Payments Payment Services SaaS Payments Banking 274

Stax

MARCH 18, 2025

It can be easy to consistently double revenue if you’re an early-stage company, but as you scale up, sustaining that becomes more difficult. Your CAC is how much you spend on acquiring and onboarding a customer, and can include marketing, communications, sales, and other expenses. Customer acquisition cost. More on that later.

Scale 117

Scale Payment Services Payments SaaS Payments 117

SaaStr

MAY 4, 2022

These days, as the business lead for invoicing at Stripe, Xie has earned her own stripes in navigating the unique challenges of building and thriving in the SaaS marketplace. Scale processes and distribution. Experiment with pricing and packaging. Plan for compliance implications of your growth. Key takeaways.

Payment Features 259

Payment Features Payment Services Outsourcing Services Payment Solutions 259

SaaStr

AUGUST 21, 2024

So we’re scaling up the final speakers for 2024 SaaStr Annual, Sep 10-12 in SF Bay! We’re also starting to roll out sign up for 100s and 100s Braindates and Mentorship Sessions now, look for an email in your inbox soon if you are signed up for Annual! We’ll post the top ones soon! May Habib, CEO and Co-Founder @ Writer.ai

CTO 283

CTO Scale Travel AI 283

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Sales Hacker

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more. The other thing is just.

Scale 64

Scale VP of Engineering Outsourcing Services Enterprise 64

Payrix

APRIL 10, 2025

As a result, leading platform providers in the space are implementing strategic payment solutions to help generate more revenue from their existing customer base, create stronger relationships with users, and streamline the payment experience for everyone involved. This is common when outsourcing payments.

Payments 100

Payments Payment Services Outsourcing Services Payment Solutions 100

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. These companies can scale really efficiently. Matt Garratt.

Payment Solutions 215

Payment Solutions Pricing Payments Payment Services 215

FastSpring

SEPTEMBER 12, 2024

For those that might not be familiar, FastSpring is a merchant of record platform that combines all the essential tools you need to scale a digital goods business. In simple terms, we handle everything from payments to fraud management, to custom support and tax compliance, so that sellers can focus on growing their business.

Merchant Services 192

Merchant Services Payment Services Payment Methods SaaS Payments 192

Blulogix

OCTOBER 24, 2024

By BluLogix Team Navigating Tax and Regulatory Complexities in UCaaS Billing Summary: Managing tax and regulatory compliance is a complex challenge for UCaaS providers, especially as they introduce bundled offerings, hybrid price models, and serve diverse geographies.

Payment Features 59

Payment Features Scale compliance B2B 59

SaaStr

JUNE 13, 2019

In addition, we believe that this data is representative, because if you look at the different kinds of buyers from the respondents, you see it spans everything from operations and marketing to sales and engineering, even down to legal. The first way is through features: compliance features, security features, Slack uses search.

Scale 252

Scale Sales Hiring SMB Payment Services 252

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? The sales reps were friends, and accounts were shared.

AWS 279

AWS Scale Sales Hiring Marketing 279

Intercom, Inc.

AUGUST 30, 2022

But these days, there are so many innovative and impactful tools that can massively streamline your workflows and help to set you up for success as you scale. This is especially important for small teams, where you need to operate at a scale far beyond your headcount (without burning out your team by working around the clock).

Scale 163

Scale Payment Services Startup AWS 163

Intercom, Inc.

JANUARY 5, 2022

In today’s data-driven SaaS scene, these can affect hundreds of millions of users and cause damage in the billions of dollars, and as compliance frameworks become requirements to do business, businesses are turning to third-party services that can help expedite and facilitate the process. SOC 2 compliance: A Beginner’s Guide.

Scale 211

Scale Software Review compliance Technical Review 211

Scytale

MAY 9, 2025

Working with third-party vendors isnt just common – its practically inevitable, especially as your business scales. Even if your own security posture is rock solid, your compliance and GRC efforts can still fall apart if your vendors dont hold up their end of the bargain. Managing internal security is hard enough. Lets dive in!

Systems Review 52

Systems Review compliance Scale Pricing 52

SaaStr

SEPTEMBER 28, 2023

But developers notoriously don’t want to talk to anyone ever, and they’ll still spend six figures and beyond without ever talking to sales. If the company wasn’t built around this purpose, it would be hard to scale. Head of Sales: They don’t understand what SAML means and don’t plan to learn it. And you should.

Enterprise readiness 283

Enterprise readiness Payment Solutions Enterprise Payments 283

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success. What is a Sales Engagement Platform (SEP)? Is Sales Engagement Always the Right Fit?

Scale 139

Scale Engagement Sales Sales Enablement 139

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. You can create whatever combined word you’d like for that to be the case.

Payments 129

Payments Scale Scaling Revenue 129

Subscription Flow

DECEMBER 12, 2024

These are the functions that need to be streamlined for optimum revenue growth: pricing, product launch, marketing, service innovation, customer retention etc. Improved ROI: Planned and monitored business growth leads to helpful insights. This is achieved by informed strategies to cut down on costs, and boost sales.

Payments 52

Payments Payment Services SaaS Payments Revenue 52

FastSpring

JANUARY 27, 2022

However, if you do ask for a credit card number, those who provide one are more qualified prospects. How SoStocked increases retention through grandfathering existing customers into lower prices. When you raise your prices, don’t raise them on your existing customers,” co-founder Chelsea Cohen explains. Learn more here.

Merchant Services 146

Merchant Services Payment Services SaaS Payments Payment Solutions 146

Blulogix

DECEMBER 27, 2024

Whether through pricing errors, missed renewals, or incomplete billing processes, these small inefficiencies can add up to significant lost revenue over time. The increasing complexity of subscription billing, driven by trends like metered pricing models and hybrid subscription structures , has heightened the risk of revenue leakage.

Payment Features 52

Payment Features Revenue Scale Operational efficiency. 52

Neil Patel

DECEMBER 5, 2020

You’re making a lot of calls, but leads aren’t converting and agents are losing track of conversations. They’re helping companies revolutionize outreach and connecting agents with a higher number of high-quality leads every hour. Progressive dialers, for instance, prevent agents from cherry-picking leads. Compliance.

Software Review 143

Software Review Software Scale compliance 143

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. And the same customer challenges that we were being presented, which was: How do you scale? So one trend is just containers, Kubernetes and how that auto scales in a very seamless way wherever you are.

Cloud 173

Cloud Scale Trends Artificial Intelligence 173

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Self Sales.

Scale 113

Scale Enterprise Marketing Sales 113

FastSpring

MARCH 3, 2023

free or paid trial and usage-based or fixed price subscriptions). To learn more about how FastSpring can help you scale quickly, sign up for a free account or request a demo today. As MoR, we take on transaction liability for you, meaning we: Collect and remit the right amount of sales tax, VAT, and GST for you.

Payment Services 142

Payment Services Payment Features Merchant Services Payments 142

Blulogix

JANUARY 3, 2025

Navigating these changes requires businesses to adopt compliance-focused billing software and automated subscription management tools that ensure adherence to legal standards while maintaining operational efficiency and customer trust. How Billing Automation Supports Compliance Billing automation is a cornerstone of regulatory readiness.

Payment Features 52

Payment Features Subscription Management compliance 52

How To Buy Saas

FEBRUARY 25, 2025

A powerful CRM helps organize customer data, streamline sales pipelines, and automate marketing ultimately boosting revenue. Effective sales teams are also 81% more likely to be consistent CRM users , underscoring how vital these systems are for success.

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

SaaSOptics

MAY 2, 2022

There are several different ways to successfully launch and scale a SaaS company. The two most common go-to-market strategies are sales-led growth (SLG) and, more recently, product-led growth (PLG). . In a sales-led model, sales processes and teams are the primary drivers of revenue growth. Image Source: SaaStr 2021 ).

Scale 97

Scale Sales Hiring Underperforming Technical Team Sales 97