SaaStr

NOVEMBER 16, 2020

As digital business and collaboration models have been permanently accelerated by the events of 2020, our panel of SaaS experts discusses who’s buying in the Enterprise, and how to drive conversions across multiple business functions. What’s been the most surprising impact of COVID on enterprise buyers?

Enterprise 258

Enterprise Technical Review Leadership Trends 258

SaaStr

JANUARY 8, 2025

When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.

Revenue 293

Revenue Scale Sales Hiring Compensation 293

SaaStr

MAY 17, 2021

SaaStr Enterprise is a flagship SaaStr digital event on May 26 + 27 where the top executives and leaders driving innovation in the Cloud share their playbooks on scaling your business to market and sell to the enterprise. 500 CXOs exploring emerging trends and cloud innovation. 1000 CEOs ($20m+ ARR) CEOs and investors.

Enterprise 270

Enterprise CTO Cloud Innovation 270

Tom Tunguz

FEBRUARY 26, 2025

Enterprise-focused companies with usage-based pricing bore the greatest increase at 44%. Often, a straight UBP pricing model doesn’t scale into the enterprise. This behavior is commonly observed with luxury goods, but it also manifests in SaaS sales processes, particularly for enterprise customers.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

DECEMBER 11, 2024

Relying on Self-Serve Sales Structure for Enterprise Not everything needs to be a PLG product. Despite the PLG (Product-Led Growth) trend, self-serve models for AI-powered enterprise products are proving challenging. The self-serve enterprise can be tough versus humans leaning into the bigger deals.”

AI Search 284

AI Search AI Artificial Intelligence B2B 284

SaaStr

JANUARY 17, 2025

” Rethinking Product Interaction Models Anneka Gupta from Rubrik offered a compelling vision for the future of enterprise SaaS: “AI for us is not a separate product. It’s embedded in all of the products that we have.”

AI 261

AI Cybersecurity User Experience Scaling 261

SaaStr

DECEMBER 1, 2021

The trends indicate that there is an influx of spending on solutions that make remote work more simple. Reduced friction in the software buying process is a trend that has already been building momentum over the years. And 85% of all decisions are made in under six months, including 82% of buying decisions at enterprise organizations.

Software Review 284

Software Review SMB Enterprise Software 284

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

Tom Tunguz

NOVEMBER 8, 2023

At the IMPACT Summit yesterday, I shared our Top 10 Trends for Data in 2024. They are faster to get started (no account creation), they can scale very quickly, and they can rise to enterprise levels with commercial cloud offerings. LLMs Transform the Stack : Large language models transform data in many ways.

Artificial Intelligence 228

Artificial Intelligence Trends Data Software Review 228

SaaStr

APRIL 28, 2025

Imagine running a complex sales call with an enterprise prospect asking about specific integrations or implementation details. This will accelerate the PLG (Product-Led Growth) trend even for complex enterprise software.

AI 244

AI Underperforming Technical Team Sales Technical Review 244

Clouded Judgement

NOVEMBER 18, 2024

Contractors spend their days interfacing with the ServiceTitan platform across what we believe to be the five most business-critical functions, or the “core centers of gravity,” inside a trades business: CRM (customer relationship management, including sales enablement, marketing automation and customer service), FSM (field service management, (..)

Benchmarks 299

Benchmarks Payments Payment Services SaaS Payments 299

SaaStr

FEBRUARY 12, 2025

The Evolution of Vertical SaaS The shift from horizontal to vertical SaaS solutions represents a fundamental change in how enterprises buy and implement software. Under his product leadership, Procore has grown exponentially, went public in 2021, and recently crossed the coveted $1B ARR milestone.

Construction 251

Construction Scale SaaS Travel 251

SaaStr

FEBRUARY 2, 2025

Business customers now expect: Immediate results and value Seamless automation Personalized experiences Clear ROI metrics Implementation Challenges and Solutions Managing AI Risk Companies are developing various approaches to ensure responsible AI use: Building guardrails to prevent AI hallucination Implementing multiple models to cross-check results (..)

AI 222

AI Technical Review Artificial Intelligence Systems Review 222

SaaStr

JANUARY 3, 2023

There’s a trend toward transitioning from growth at all costs to paths to profitability. Your enterprise must grow, and profitably. Kate Ahlering, CRO at Calendly, shares how revenue operations are every CRO’s secret weapon to revolutionizing enterprise sales growth. . Don’t wait for quarterly business reviews.

Enterprise 261

Enterprise Sales Sales Funnel Compensation 261

SaaStr

APRIL 6, 2025

The #1 Thing That Makes Enterprise Customers See Value: A Great Dashboard #2. 10 AI Trends in SaaS Right Now with SaaStr CEO Jason Lemkin on LIVE SaaStr Workshop Wednesday #2. Top Posts: #1. Thoma Bravo: Software Spend Will Grow 19% a Year Through 2028. AI is The Accelerant. #3. Yes, SaaS is Back. OpenAI to Hit $12.7

Scale 189

Scale Software Review Marketing Cloud 189

SaaStr

OCTOBER 11, 2024

Four portfolio companies join Sameer to talk about three trends of the Cloud AI Era. Trend #1: Foundation Models Many models exist: open source, closed source, frontier models. Multi-cloud really didn’t arrive for many years in a high penetration rate of how enterprises were building their applications. Let’s run the ad!”

Cloud 167

Cloud AI Artificial Intelligence Healthcare 167

SaaStr

JANUARY 25, 2021

Was it all sort of some sort of game in enterprise software? It’s especially valuable in terms of market sizing and trends, because they do the work. Even more on Enterprise Software than we thought. And enterprise software has an incredible run ahead of it. But like many things, time goes on and I learned.

SaaS 362

SaaS Enterprise Cloud Trends 362

SaaStr

MARCH 18, 2022

A CAB is a selected group of customers who provide strategic feedback about the status of a product, emerging industry trends, and the direction of the company. The post Building a Successful Customer Advisory Board in the Enterprise with Mapistry’s VP of Customer Experience Maya Colato appeared first on SaaStr.

Sales Recruiting 246

Sales Recruiting Enterprise Onboarding Investment 246

SaaStr

APRIL 4, 2025

Atlog: A knowledge repository that intuitively organizes and versions your data packets, drives, and documents in one place Calltree: Enterprise-grade AI support reps for call centers Calltree makes enterprise-grade AI support reps for call centers. 230+ enterprise customers including three Fortune 50 companies.

AI Search 175

AI Search AI Startup Scale 175

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

Tom Tunguz

OCTOBER 18, 2020

Most high-growth software investors value public companies on enterprise value to forward revenue multiple. But investors in private companies use a different metric, enterprise value to forward annual recurring revenue (ARR).The The chart above shows the median enterprise value to forward ARR value since 2016.

Software Review 363

Software Review Finance Enterprise Acquisition 363

SaaStr

JANUARY 30, 2023

I know things can be tough out there but Gartner last week still predicted enterprise software would grow 9.3% But — the cuts aren’t really coming in enterprise software budgets. Gartner is predicting enterprise software spend will grow a stunning 9.3% in 2023 to $4.5 trillion, way down from the 5.1%

Software 326

Software Enterprise Cloud Trends 326

ChurnZero

JANUARY 6, 2025

” So what 2025 customer success trends can we anticipate? Trend 1: Customer teams strengthen their revenue focus. Trend 2: AI and automation become transformative. Trend 3: Customer teams double down on outcomes and value. Trend 4: Digitally enhanced human relationships continue to evolve.

Trends 52

Trends Customer Success Scale SaaS 52

SaaStr

JUNE 8, 2022

ARR, Zoom was an SMB powerhouse, with Enterprise growing. SMB is now saturated at $4B ARR and not growing, but Enterprise is picking up the slack and growing faster than ever. This trend had started several years ago, but even in 2021, 63% of revenue was from 10 seat or smaller customers. It was probably too much.

SMB 339

SMB Enterprise Engineering Scale 339

Tom Tunguz

MARCH 28, 2021

The increase in ACV, number of million dollar customers, and bookings composition implies the compnay pushed to serving bigger, enterprise customers. Concurrent with the evolution in ACV, we can observe a few other trends. Larger enterprise contracts imply longer contract terms and larger pre-payments, boosting these figures.

Payment Services 359

Payment Services Metrics Payment Solutions Payments 359

SaaStr

JUNE 19, 2024

Around 2012, the focus became solely on the Enterprise, which is interesting considering they had a full-blown PLG engine. For many years, if you had gone to the Bitly site, you probably wouldn’t have been able to figure out how it made any money because they cherry-picked out the Enterprise opportunities coming through the funnel.

Scale 300

Scale Scaling Underperforming Technical Team User Experience 300

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 283

Scale Sales Hiring Sales B2C 283

Clouded Judgement

MARCH 28, 2025

Every week I’ll provide updates on the latest trends in cloud software companies. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue. Follow along to stay up to date! Even a DCF is riddled with long term assumptions. Overall Stats: Overall Median: 5.6x Top 5 Median: 18.3x

Cloud 299

Cloud AI Scale Scaling 299

SaaStr

MAY 19, 2021

This should trend up a bit over the coming years, given how larger customers are fueling outsized growth. #3. Enterprise customers use multiple products. The key to adding more value for enterprise customers is more high-value products. #10. But bigger customers fueling the most growth. 52% of revenues outside the U.S.

Scale 361

Scale SMB Government Enterprise 361

SaaStr

AUGUST 10, 2020

At the recent SaaStr:Enterprise event , almost 100,000 of you across all social media tuned into to hear 20+ enterprise Cloud leaders sharing what they’re hearing, seeing … and doing differently. They sell Box into the enterprise as a way to secure your content — which it absolutely it. Software that saves money.

Software 318

Software Social Media Cloud Enterprise 318

Tom Tunguz

JANUARY 17, 2021

The automation of QA is a secular trend that perhaps accelerated with more software engineers working from home. The question for 2021 will be: how will vaccinations and a return to normalcy change consumer and enterprise buying behaviors, and consequently, startup financing rates in different categories?

Startup 362

Startup Software Engineering Finance Engineering 362

SaaStr

FEBRUARY 1, 2022

This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Shopify isn’t getting more enterprise. As fast as Shopify’s more enterprise offering (Shopify Plus) has grown, its SMBs have grown even faster.

Scale 363

Scale SMB SaaS Scaling 363

Andreessen Horowitz

MARCH 21, 2024

In 2024, we believe the revenue opportunity will be multiples larger in the enterprise. Some naysayers doubted that genAI could scale into the enterprise at all. As always, building and selling any product for the enterprise requires a deep understanding of customers’ budgets, concerns, and roadmaps. Isn’t this all hype?

Generative AI 145

Generative AI Enterprise AI Artificial Intelligence 145

Tom Tunguz

SEPTEMBER 1, 2021

The summary statistics of the business reveal a company with a fairly high contract value of $98,600 and the largest customers generating 72% of revenue, putting the business squarely in the enterprise segment of SaaS companies. Assuming current trends hold, sales efficiency in 2021 should nudge up to about 0.57.

Metrics 294

Metrics Benchmarks PayPal Enterprise 294

SaaStr

DECEMBER 2, 2020

Slack continues to march to an enterprise beat, which should make it a strong fit with Salesforce. I’d assumed enterprise customers would be growing even faster than SMBs, and indeed they in the run up to the IPO. Slack’s remained 50/50 enterprise / SMB for 3 quarters, and close to it for 5. jump on it.

SMB 299

SMB Enterprise Cloud Retention 299

SaaStr

JANUARY 1, 2023

Market valuations did, no doubt But not the overall trends of both SMBs and enterprises buying more SaaS than ever. And it’s worth remembering even with much more buyer scrutiny today, SaaS spend overall still grew at epic rates in 2022. SaaS spend and SaaS software didn’t shrink in this crazy years.

Trends 317

Trends Enterprise SaaS Software 317

SaaStr

SEPTEMBER 23, 2022

The unpredictable market has given rise to new trends and a new type of elite company, which Bessemer Venture Partners have dubbed the Centaur. Soon, however, cloud will grow beyond the enterprise software market, penetrating the broader tech market and the world’s GDP. Five Trends Driving Bessemer’s Love for the Cloud in 2022.

Cloud 304

Cloud Benchmarks Trends Business Model 304