SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? Grafana Labs still has features and capabilities they hold back that appeal to large enterprises, such as things around security and compliance. But they’re still one of the last remaining open-source companies at scale.

Scale 288

Scale Scaling Sales Hiring Sales Recruiting 288

SaaStr

DECEMBER 6, 2022

When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. As your SaaS company reaches hypergrowth, you’ll need to adapt your risk management strategies to keep up. If you just focus on compliance all the time and take no risk, you have no business to protect.

Scale 271

Scale Scaling compliance Forecasting 271

SaaStr

AUGUST 12, 2024

Probably the biggest challenge in vertical SaaS I see is scaling the sales team. It’s pretty easy to hire SaaS sales execs to sell … a SaaS sales product. In vertical SaaS, most customers demand to talk to a domain expert. Plan to be in founder-led sales mode longer. Well maybe.

Sales Hiring 314

Sales Hiring Scale Sales SaaS 314

SaaStr

DECEMBER 1, 2021

With two weeks left to go until SaaStr Scale 2021, we’re looking at an incredible speaker line-up this year. Tickets to Scale are free, so be sure to sign up to join us live on December 15th! SaaStr Scale is dedicated to bringing you the playbooks for scaling to $100M and beyond. Mark Wayland, CRO @ Box.

Scale 275

Scale Scaling SMB compliance 275

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. Prakash Raina, Co-Founder of Subskribe, and Leslie Hui, VP of Accounting Operations and Finance Transformation at Okta, break down the secrets to unifying SaaS teams, processes, and systems. Era 2, SaaS 2.0:

Scale 246

Scale Finance Sales Hiring Scaling 246

FastSpring

OCTOBER 16, 2024

How FastSpring drastically simplifies the entire cross border payments process for SaaS, software, mobile game, and other digital product businesses. FastSpring handles the entire payment process from checkout to remitting end-of-year taxes for SaaS companies. Elimination of need to monitor changing tax laws and requirements worldwide.

Merchant Services 159

Merchant Services Payment Services Payment Methods Outsourcing Services 159

SaaStr

MARCH 18, 2025

Laiva Becoming the platform of choice for life science companies and research institutions by creating a two-sided marketplace with significant SaaS components. SaaS vs. AI: A Misleading Analogy Unlike SaaS, AI isn’t necessarily disruptive to the existing tech stack.

Technical Review 184

Technical Review Artificial Intelligence AI Marketplace as a Service 184

SaaStr

AUGUST 8, 2023

The role of finance in SaaS is changing. The Accounting Team Responsibilities: Financial recording and reporting Compliance, Audits Accounts Payable/Accounts Receivable Tax, Treasury Your accounting team makes sure every financial transaction is recorded correctly and categorized. Sign up for free HERE !

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

SaaStr

JULY 22, 2021

Avalara is a leading public SaaS company we probably should all know more about. Avalara manages a big problem — tax and related compliance automation. It’s in many ways the hardest way to do it (direct sales to SMEs), but like HubSpot, Avalara has made it work well.

Scale 330

Scale SMB compliance Churn 330

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 279

Underperforming Technical Team Enterprise Scale Payments 279

Stax

MARCH 18, 2025

The SaaS industry has seen explosive growth in the past decadeand this is expected to continue this year. Join the payments-led growth movement Sign up to keep up-to-date with the latest trends in payments, vertical SaaS, and technology from industry experts. Churn rate. Customer acquisition cost.

Scale 117

Scale Payment Services Payments SaaS Payments 117

SaaStr

NOVEMBER 3, 2023

Want more leads, pipeline, influence, and awareness in 2024? Leading Public Cloud Company: “We got 110 qualified opportunities and converted 40 to sign-up for our offer. ” Public Fintech #2: “Our sales team walked away with over 100 qualified leads. .” Our prospects were there.

Scale 271

Scale Payments Payment Services Technical Review 271

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 get traction in the market and raise a round to build a marketing and sales team.

Scale 280

Scale Sales Hiring Sales Enterprise 280

SaaStr

SEPTEMBER 14, 2023

Whether you’re just starting out in SaaS or have a successful SaaS startup, founders and startup teams can learn a lot from those who have found success in the industry through its ups and downs. In this Ask Me Anything Part 1, Lemkin answers the questions: Many VCs talk about funding, yet you’re so focused on sales.

Outsourcing Services 282

Outsourcing Services Sales Hiring Scale Sales Recruiting 282

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. Don’t need as much sales experience on sales team. Customers often can deploy on their own. There is often just 1 stakeholder to sell to.

SMB 363

SMB Churn Payment Services SaaS 363

SaaStr

JANUARY 6, 2021

And when we wrote in 2014 that Box would surely cross $1B in ARR , many at the time didn’t quite get SaaS yet — or the power of recurring revenue. But we haven’t done a deep dive on new learnings from Box at scale. This is a common theme from almost all SaaS leaders at scale.

Scale 304

Scale compliance Enterprise Scaling 304

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies?

Merchant Services 197

Merchant Services Technical Review Scale Sales Hiring 197

SaaStr

NOVEMBER 1, 2022

Sequoia Capital’s India arm put together a terrific summary of all their learnings about SaaS and Cloud from SaaStr Annual this year. They also did an A+ session at Annual with several top India SaaS founders, which you can catch below! Here’s 22 of the most relevant takeaways for India’s SaaS ecosystem.

Scale 290

Scale Sales Hiring Underperforming Technical Team Cybersecurity 290

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

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.

Social Media 186

Social Media Scale Sales Hiring Sales Recruiting 186

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Shuo Wang is the CRO and co-founder of Deel, one of the fastest-growing SaaS companies. Trust the process.

Sales Hiring 271

Sales Hiring Payment Services SaaS Payments Scale 271

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 266

Cybersecurity Scale compliance Payment Features 266

SaaStr

JULY 20, 2021

Emerging Insurance Disruptors: Are they Really SaaS? 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.

Payments 271

Payments Payment Services SaaS Payments Banking 271

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. Dare I say SaaS. Names stick.

Scale 159

Scale Payment Services Payment Methods Scaling 159

SaaStr

JANUARY 21, 2021

In our first few years, when we were just taking off, we were scaling at supersonic speeds. We got the opportunity to take a step back and think about how to build the team (and our tech) for scale. When we launched TaxJar, we did it with the goal of helping small e-commerce businesses solve their sales tax compliance.

Scale 195

Scale Sales Hiring SaaS compliance 195

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

DECEMBER 18, 2024

Takeaway #2: Inflation and surcharging compliance Ella highlighted the rising importance of surcharging as a response to inflation and escalating operational costs. Ensuring compliance in surcharging practices is critical, as violations can lead to substantial fines.

Payments 130

Payments Embedded Payments Merchant Services Payment Services 130

SaaStr

JUNE 22, 2023

Thousands of revenue leaders at leading companies, including Clearbit, WordPress, Zenefits and Miro use Rattle to make their teams more effective and forecasts more predictable. Remote makes it easy to manage international payroll, benefits, taxes, stock options, and compliance in 50+ countries. appeared first on SaaStr.

Scale 244

Scale Banking compliance Forecasting 244

SaaStr

FEBRUARY 2, 2023

We’ll see 1,000+ of the best SaaS founders, execs, and VCs February 22-23 at SaaStr APAC 2023 ! Multiplier is a leading global employment platform that makes it easy for companies to employ teams internationally. Pepper is a powerful content marketing platform that helps you create high-quality content at speed and scale.

Cloud spend optimization 259

Cloud spend optimization AWS Scale compliance 259

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: How do you figure that out?

Sales Hiring 297

Sales Hiring Scale SMB compliance 297

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. That’s unheard of in other SaaS categories. This doesn’t include the compliance or security teams.

Enterprise readiness 280

Enterprise readiness Payment Solutions Enterprise Payments 280

User Pilot

MARCH 9, 2025

But worse than that, it leads to lower revenue, failed products, and plummeting customer loyalty. What is customer research in SaaS? For SaaS companies, this “listening” can take many forms to learn how users interact with their product and uncover areas for improvement.

SaaS 83

SaaS Social Media Interviewing Scale 83

SaaStr

APRIL 4, 2019

As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. Want to see more content like this session?

Cloud 172

Cloud Scale Trends Artificial Intelligence 172

SaaStr

JUNE 29, 2021

Emerging Insurance Disruptors: Are they Really SaaS? Investor Insights for Scaling from Seed to Growth Stage with Sage Intacct. Global Head of Sales, Square. 4 Secrets to Using Data Security and Compliance as a Competitive Advantage with Very Good Security. The Hidden Costs in Scaling with Guru and Airtable.

Payments 246

Payments Payment Services Scale Banking 246

Intercom, Inc.

SEPTEMBER 28, 2021

In recent years we have increasingly focused on upmarket, enterprise-scale customers. This is a natural evolution for many SaaS tools as they move towards a healthier economic model, as captured in Christoph Janz’s seminal 2014 blog. There are baseline expectations for features of a modern-day SaaS tool.

Scale 249

Scale Management Sales Hiring Healthcare 249

SaaStr

OCTOBER 20, 2022

ChurnZero is the Customer Success platform and partner for growing SaaS and subscription businesses. ChurnZero lets your CS team manage and expand accounts at scale with proactive, personalized engagement that helps every customer succeed. Vouris helps B2B SaaS and service companies build their SDR and/or AE teams.

Scale 199

Scale compliance Healthcare Education 199

FastSpring

JANUARY 27, 2022

Small tweaks to your SaaS billing practices can make a huge impact on the customer experience. For example, Jon Torres — a digital marketing consultant specializing in SaaS commerce — noticed that, for some of his clients, refund requests spiked around renewal time. “It 7 growth hacks from the SaaS experts. Learn more here.

Merchant Services 146

Merchant Services Payment Services SaaS Payments Payment Solutions 146