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

MARCH 18, 2025

Radical Transparency in Growth Planning While most revenue leaders deliberately “sandbag” forecasts to ensure they can over-deliver, Colin Jones did the exact opposite at Wiz. This practical, observable metric drove more decision-making than sophisticated dashboards or forecasting models.

Scale 191

Scale Sales Hiring Scaling Headcount 191

Tom Tunguz

FEBRUARY 16, 2020

The greater the contract value, the greater the likelihood of longer sales processes typical of enterprises, the greater the chances of this phenomenon. Newer AEs may need longer ramp periods (which of course costs more in burn), but may yield better quota attainment later on.

Scale 297

Scale Forecasting Sales Interviewing 297

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. They’re asking for moving money faster, creating a specific workflow, and insights and forecasting so they can be strategic about what they’re spending. When you’re “cheap,” you’re more immune to some of these effects.

SMB 312

SMB Payment Services Payments Payment Methods 312

SaaStr

MARCH 12, 2025

For high-consideration purchases, “long copy sells” – Despite our short attention span world, buyers of enterprise software will read your 12-page white paper and attend hour-long demos if they provide valuable information. The “five-five” CMO who excels at everything is a unicorn.

Sales Hiring 207

Sales Hiring Marketing Technical Review Underperforming Technical Team 207

User Pilot

NOVEMBER 7, 2024

Top customer success management platforms for mid-market and enterprise companies. Zapscale – from $500/month to $2000/month and customizable enterprise packages. Userpilot – from $250/month to $800/month and customizable enterprise packages. Defining a customer success tool and other FAQs. G2 rating : 4.8

Customer Success 105

Customer Success Enterprise Software Review Startup 105

SaaStr

MARCH 20, 2023

Case shares the playbook for the “messy middle” to prevent the very predictable problems you run into in the middle ground of the mid-market, that space between SMB and enterprise. They’re usually more stable than an SMB profile, yet they can move much faster than an enterprise. The enterprise has a more defined process.

Scale 243

Scale Enterprise Scaling SMB 243

SaaStr

JULY 18, 2022

So Gartner has its latest report out on worldwide IT forecasts, taking into account inflation, the Ukraine invasion, current effects, and other volatility today. But Gartner, while not perfect, has the pulse of CIOs and enterprise buyers worldwide. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) July 15, 2022.

Venture Capital 347

Venture Capital Software Cloud Forecasting 347

Chart Mogul

SEPTEMBER 3, 2020

Sales forecasting is challenging on its own and especially so when you have to combine it with a product-led motion. Derek Skaletsky has developed a framework to combine both sales-led and product-led efforts in a single forecast. Forecasting sales. And this model has taken the forecasting challenge to a whole other place.

Forecasting 125

Forecasting Sales Business Engagement 125

Clouded Judgement

MARCH 7, 2025

This week, we saw an economic forecast predict Q1 GDP to shrink nearly 3%. You can see in the graph below just how quickly these economic forecasts have changed. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue. Last week the projection was (1.5%). Top 5 Median: 17.2x

Cloud 157

Cloud Forecasting Subscription Payment Features 157

SaaStr

OCTOBER 30, 2022

Gartner: Business Software Spend Still Forecast to Rise 11.3% SaaStr 602: Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover. ?. Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover. Go Do More of Them. 5 Interesting Learnings from Paycom at $1.2 Billion in ARR.

Sales Recruiting 306

Sales Recruiting CTO Compensation Software Review 306

SaaStr

MARCH 13, 2020

Calmly re-forecast for the year based on a bottoms-up analysis (e.g., Just “cutting the burn” or freezing hiring isn’t a real, re-forecasted plan. Deals are slowing down in the enterprise in many cases. Explain to the team, with data, why the company can calmly get through the next 12-18 months, or longer.

Sales Hiring 321

Sales Hiring Forecasting Enterprise Metrics 321

Clouded Judgement

JULY 16, 2024

With embedded applied AI and machine learning technologies built specifically for Finance, our platform automates and streamlines workflows, accelerates analysis and improves forecast accuracy, equipping the Office of the CFO to report on, predict and guide business performance. Financial and Operational Planning and Analysis.

Benchmarks 295

Benchmarks Data Artificial Intelligence Machine Learning 295

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. In fact, 60% of forecasted deals don’t close, leading to uncomfortable conversations about budgets and with investors. What is sales forecasting?

Forecasting 131

Forecasting Scale Sales Hiring Sales 131

Sales Hacker

FEBRUARY 12, 2021

An enterprise-level company deals with more complexity in its internal processes, has to manage more people and roles, and needs more data to make informed decisions. At this point, a business needs to look for an enterprise solution that can support its growth. What is an enterprise CRM software? Enterprise CRM vs. SMB CRM.

Payment Solutions 118

Payment Solutions Enterprise Scale Payments 118

SaaStr

DECEMBER 22, 2022

With customers in higher education, nonprofit, healthcare systems, government, and corporate enterprise business, OnBoard is the leading board management provider. While there are revenue intelligence tools for pipeline conversion and sales forecasting, intelligence for pipeline generation has been an afterthought.

Scale 55

Scale Onboarding Government compliance 55

SaaStr

JULY 13, 2022

Help them adapt to the requirements of enterprise and mid-enterprise sales. . However, the revenue forecast accuracy and the realization of that revenue each month are more important. No control over forecast accuracy: SaaS founders don’t know how many leads they’ve generated. Teach them to handle objections.

Scale 288

Scale Sales Hiring Revenue Marketplace as a Service 288

SaaStr

AUGUST 10, 2022

And importantly — Atlassian sees and is currently forecasting no slowdown. So while Atlassian has plenty of enterprise customers, it hasn’t gone that enterprise. Atlassian is one of them. It’s now growing 36% at $3 Billion in ARR, just about the same as the past few quarters. 5 Interesting Learnings. #1.

Scale 289

Scale Headcount Cloud Forecasting 289

SaaStr

APRIL 4, 2022

Weimer organizes her team at Podium by the seven pillars of revenue marketing: Marketing Operations: Marketing operations cover scaling of the campaign execution process, marketing tools, forecasting, attribution and reporting, and driving improvements to campaign quality metrics and infrastructure. . Key Takeaways.

Scale 279

Scale Revenue Scaling Marketing 279

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Forecasting rules. Weekly forecast calls. Forecast category (e.g., upside, forecast, commit).

Sales Hiring 118

Sales Hiring Scale Sales Recruiting Enterprise 118

Baremetrics

NOVEMBER 28, 2021

To do this, you need to use financial forecasting and scenario planning. Financial forecasting provides insights into how your company’s revenue and expenses are changing over time and will change into the future. What is financial forecasting? What is financial forecasting? Table of Contents. What is scenario planning?

Forecasting 98

Forecasting Sales Recruiting Sales Hiring Government 98

SaaStr

JUNE 22, 2023

Rattle gives revenue leaders control over their business with intelligent real-time alerts that unlock actionable insights, drive collaboration and alignment, and improve forecast accuracy. Update your revenue data from anywhere, all within Slack or MS Teams.

Scale 244

Scale Banking compliance Forecasting 244

SaaStr

MARCH 7, 2024

This includes real-time bank connectivity, treasury forecasting, payment automation and automated accounting and reconciliation with e.g. ERPs. It’s one of the top 3 pain points of mid-market and enterprise CFOs. This is not suitable for the mid-market and lower enterprise segments, which remain underserved.

Payments 284

Payments Payment Services Payment Solutions Scale 284

SaaStr

NOVEMBER 22, 2020

SMB to Enterprise, decide which you want to start with and toward which you want to move. Go-to-Market’s team leader must be a forecasting machine and predictability VP of Sales. Geographic regions. With such worldwide growth these days and numerous opportunities, this can be a product expansion strategy. #3

Scale 325

Scale Scaling Technical Review Systems Review 325

SaaStr

DECEMBER 12, 2023

If it’s mid-market or Enterprise, sometimes there’s a champion, technical buyer, and decision-maker. Step 4: Align Your Sales Process to the Buyer’s Journey This is where the importance of managing pipeline and forecasting comes into play. It removes a lot of the fool’s gold from the forecast.

Forecasting 298

Forecasting Point of Sale Technical Review SMB 298

Clouded Judgement

SEPTEMBER 13, 2024

Generally, software companies follow a beat-and-raise model in their forecasts. The interpretation of this could be one of several things: 1) companies are remaining conservative in their forecasts, 2) selling conditions have worsened slightly, or 3) beat-and-raise scenarios are simply becoming harder to achieve. the guidance) changes.

Cloud 252

Cloud Forecasting Metrics Payment Features 252

SaaStr

AUGUST 26, 2024

They explore the unique challenges and opportunities presented by different approaches, from subscription-based models to enterprise solutions. The conversation highlights the importance of tailoring customer success efforts to align with specific business goals and customer needs.

Benchmarks 299

Benchmarks Finance Business Model Forecasting 299

SaaStr

OCTOBER 20, 2023

After that, they released instruction following models, which were the first Enterprise-ready models. And even though it was a consumer product, it fired off a huge demand among Enterprise and businesses. Last week, they launched ChatGPT Enterprise. They had this model in place just in time for ChatGPT.

ChatGPT 298

ChatGPT Scale AI Search Sales Hiring 298

SaaStr

DECEMBER 25, 2023

The discourse also touched upon the rising success of larger public companies investing in AI-driven applications while the smaller enterprises may face tough challenges to compete. Turning toward the topic of IPOs, Jason highlighted the feats exhibited by companies like Canva and Atlassian in their successful scaling and growth journeys.

B2B 287

B2B Investment Venture Capital Scale 287

SaaStr

JUNE 1, 2023

Make enables individuals, teams, and enterprises across all verticals to create powerful custom solutions that scale their businesses faster than ever. Make is the leading visual platform for anyone to design, build, and automate anything – from tasks and workflows to apps and systems – without coding.

Scale 245

Scale Payments Payment Solutions Artificial Intelligence 245

SaaStr

FEBRUARY 3, 2021

We saw with Zendesk and Shopify that SMBs can often grow just as fast as enterprise customers, even at $1B ARR. Forecasting torrid growth through 2024. Okta seems to split the difference. A reminder to be careful before you leave the smaller customers behind. They often can scale for a very long time. Well past $1B in ARR.

Outsourcing Services 290

Outsourcing Services Outsourced Development Cloud Scaling 290

Sales Hacker

FEBRUARY 7, 2025

From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn. Enterprise Solutions: Customized pricing agreements and solutions for large-scale customers become prominent, emphasizing high-touch sales and support.

Pricing 113

Pricing Scale SaaS Technical Review 113

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations. Start-Ups VS Enterprise.

Scale 110

Scale Enterprise Sales Hiring Technical Review 110

SaaStr

FEBRUARY 21, 2023

He creates a culture of experimentation versus only looking at historical data and forecasting. Lesson One: You Still Have To Pay The Bills Implementing PLG tactics is healthy in any type of business, even enterprise. Some companies go really hard,” he shares. Let’s look at Linfjard’s five lessons learned.

Scale 243

Scale Strategy Marketing Sales 243

SaaStr

DECEMBER 26, 2022

Next year is forecasted to be even more bullish. This need for ease is even more true for enterprises. The cliche that enterprises have more money than time certainly plays out here. . “88% 88% of enterprise buyers say that ease of software implementation is important or very important.”. Is this software easy to use?

Software Review 245

Software Review Software Azure Cloud 245

Subscription Flow

FEBRUARY 27, 2024

However, handling multiple subscription plans and the dealing with the complexities of B2B enterprise SaaS billing, variable customer lifecycles, and subscription management can be extremely difficult. Book a demo with SubscriptionFlow now to take advantage of its B2B enterprise SaaS billing management capabilities!

SaaS Payments 105

SaaS Payments Payment Services Payments Payment Solutions 105

Kellblog

JULY 26, 2023

I grew up in enterprise. I have already written a post on the tricky problem of mapping one’s mindset from enterprise to velocity SaaS , meaning smaller deals, shorter contract durations (e.g., Specifically, what does it mean in short ASC companies when you discuss common concepts like pipeline coverage and the sales forecast ?

Forecasting 76

Forecasting Sales Enterprise Pricing 76