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 262

AI Scale Government compliance 262

SaaStr

DECEMBER 6, 2022

When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. On Balancing Compliance and Growth: Compliance, for any sub-category in SaaS, whether it’s marketing following GDPR compliance or your product team following FinTech compliance – it’s binary.

Scale 274

Scale Scaling compliance Forecasting 274

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 278

Scale Scaling SMB compliance 278

SaaStr

JANUARY 23, 2025

You need: Sales leaders who understand complex, multi-stakeholder deals Customer success teams ready for high-touch support Legal expertise for enterprise contract negotiation Product leaders who can balance current needs with future vision Pro tip: Hire enterprise reps in pairs. If both succeed, you’re ready to scale.

Enterprise 244

Enterprise Sales Hiring Scale Outsourced Development 244

SaaStr

NOVEMBER 25, 2022

Scale-ups are exciting. Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. On top of considerable dedication, creating a scale-up requires a functional edge—a unique and unreplicable capability compared to the players in the industry.

Scale 261

Scale Scaling Marketplace as a Service Entrepreneurship 261

SaaStr

FEBRUARY 5, 2025

Key areas to watch: Model Efficiency Innovations Enterprise Data Integration Tools Vertical-Specific AI Platforms Industry-Specific AI Applications Governance and Compliance Solutions As always in SaaS, the winners will be those who can move quickly while building sustainable, differentiated solutions.

AI 185

AI Scale SaaS Government 185

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. . Governance and compliance are core to alignment.

Scale 246

Scale Finance Sales Hiring Scaling 246

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. At the same time, it’s very hard to turn a domain expert that doesn’t know sales into a great SaaS salesperson. That’s what they know. Well maybe.

Sales Hiring 317

Sales Hiring Scale Sales SaaS 317

FastSpring

OCTOBER 16, 2024

To learn more about how FastSpring can help you scale quickly, sign up for a free account or request a demo today. You could instead choose to only expand into a few new countries or regions, but if you limit the number of places where your software or digital product is sold, that will limit sales accordingly.

Merchant Services 158

Merchant Services Payment Services Payment Methods Outsourcing Services 158

SaaStr

AUGUST 17, 2024

Customer-facing sales is a critical area of SaaS that drives growth and revenue retention. Pia Heilmann, VP of Sales EMEA at Klaviyo, shares how to master the art of customer-facing sales in an increasingly competitive market. Sales has changed massively over the last decade. How do you do this at scale?

Scale 312

Scale Sales Hiring Sales Technical Review 312

SaaStr

AUGUST 8, 2023

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. You must build a lean, impactful team to help your business scale. Sign up for free HERE !

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

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

AUGUST 9, 2021

So how do you simplify and speed up your sales cycles? He started as the first sales hire at TripActions when the company was small and he helped scale the business to 5,000 customers, 1,200 employees and a $5 billion private valuation. Read on for Michael’s insightful advice for driving faster sales cycles. Subscribe.

Scale 293

Scale Sales Hiring Enterprise Sales 293

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 283

Scale Sales Hiring Sales Enterprise 283

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

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 332

Scale SMB compliance Churn 332

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 273

Scale Payments Payment Services Payment Solutions 273

SaaStr

MARCH 18, 2025

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. The Governance Opportunity Many organizations are testing AI infrastructure that lacks governance controls.

Technical Review 189

Technical Review Artificial Intelligence AI Marketplace as a Service 189

SaaStr

MARCH 16, 2021

One of the biggest frictions that comes up as you scale is … hiding things. Sales comes under pressure to hit the quarter, and wants to overdiscount (and hide the overdiscounts). There’s one rule I’ve come up with to help unite sales, customer success, marketing and product: Assume Every Customer Knows Everything.

Scale 291

Scale compliance Engineering Customer Success 291

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. This is a common theme from almost all SaaS leaders at scale. Well, soon enough indeed, Box will be there.

Scale 307

Scale compliance Enterprise Scaling 307

SaaStr

MARCH 19, 2021

We created a product that was simple to use for entrepreneurs who were juggling a thousand different priorities and didn’t have (and didn’t want) an expertise in regulation, compliance or sales tax. But when we started looking upmarket we knew we had a lot to learn about businesses of this size and the people who lead them.

Scale 284

Scale Business Finance compliance 284

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

USIO

FEBRUARY 14, 2025

Tailoring payments to vendor preferences demonstrates attentiveness and can lead to stronger, more collaborative relationships. As noted in Harvard Business Review , leveraging data to personalize vendor interactions can lead to improved performance and increased loyalty.

Payment Services 130

Payment Services Payment Solutions Payment Methods Payments 130

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

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

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. That’s too tactical.

Scale 293

Scale Sales Hiring Underperforming Technical Team Cybersecurity 293

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. For many, moving upmarket makes sense to scale. Security — SOC 2 compliance is table stakes.

Scale 265

Scale Enterprise readiness Enterprise compliance 265

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? There are a few reasons.

Merchant Services 202

Merchant Services Technical Review Scale Sales Hiring 202

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

OCTOBER 13, 2019

6 Key Signs a VP Can’t Scale Beyond $5m-$10m ARR. Your Sales Efficiency Will Probably Plummet Toward $10m ARR. California’s new privacy law could cost companies a total of $55 billion to get in compliance. SAP CEO Bill McDermott stepping down after over nine years leading software giant. views · 25 upvotes.

Scale 149

Scale Cloud Scaling PayPal 149

SaaStr

JANUARY 30, 2023

This insight led Deel to focus on solving payments and compliance. Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Manage scaling issues by using data to plan ahead and being team and customer-obsessed.

Sales Hiring 274

Sales Hiring Payment Services SaaS Payments Scale 274

SaaStr

DECEMBER 18, 2023

Facing Challenges Scaling AI 86% of CXOs say they will adopt AI and need it to move forward because it’s critical to their business. How to scale AI across your business. How to advance trustworthy AI, i.e., compliance, security, and ensuring the AI software you put out there is responsible.

AI 299

AI Technology Scale Startup 299

SaaStr

SEPTEMBER 14, 2023

In this Ask Me Anything Part 1, Lemkin answers the questions: Many VCs talk about funding, yet you’re so focused on sales. Question #1: Why Are You So Focused On Sales When Other VCs Are Focused On Funding? That VP of Sales came out of Salesforce. Lemkin’s Hail Mary was hiring Brendon Cassidy when that first VP of Sales quit.

Outsourcing Services 285

Outsourcing Services Sales Hiring Scale Sales Recruiting 285

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

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 300

Sales Hiring Scale SMB compliance 300

SaaStr

JANUARY 13, 2023

They usually come in and handle compliance and oversight for an existing finance team that perhaps lacks the seasoned experience to handle models, venture capital and debt, prepare for an audit, etc. For sure, if you have a strong existing sales team that needs some mentorship, I can see a Fractional CRO working.

Sales Hiring 326

Sales Hiring Venture Capital Scale Finance 326

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. Quite a day!

Payments 274

Payments Payment Services SaaS Payments Banking 274