SaaStr

MARCH 13, 2025

So leading SaaS growth stage VC fund Insight Partners surveyed 100+ of its top later-stage B2B companies to see how they did marketing and demand gen and pipeline creation in particular. Sales drives 33%. Not a shocker but useful to see this across 100+ leading B2B scale-ups. And Partners and Channel 15%. That’s it.

Scale 288

Scale Marketing B2B Scaling 288

SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

Scale 312

Scale Sales Hiring Technical Advisors Scaling 312

SaaStr

MAY 3, 2025

Heres how Id break it down: 0 t o $ 1M ARR: Founder-Led Everything Sales : Founders should lead sales. No VP of Sales yetdont even think about it. Having said that, if you have a steady stream of leads and customers, you really can’t hire a great VP of Demand Gen / Growth too early. More on that here.

Sales Hiring 241

Sales Hiring Part-Time VPE CTO Hire Scale 241

SaaStr

APRIL 5, 2025

But how did they scale so quickly? Here are the five channels that worked for Rupa: Search Engine Optimization (SEO) Social Proof and Trust Building Educational Partnerships and Rupa University Conferences and Event Sponsorships Outbound Sales and Data Quality Lets dive into each. Conrads answer: Channels are everything.

Scale 225

Scale AI Search Sales Hiring Acquisition 225

SaaStr

APRIL 4, 2022

The ultimate success of demand generation is defined as the number of marketing qualified leads (MQL) generated, and is measured by impressions, website visits, and clicks. . But this narrow approach limits our ability to understand how to create a solid pipeline and inhibits us from understanding the end-to-end prospect journey.

Scale 274

Scale Revenue Scaling Marketing 274

SaaStr

NOVEMBER 24, 2020

It is the last SaaStr event of 2020 and it sure has been a wild ride. Thanks to our partners and sponsors we have been able to take our events digitally – bringing together SaaS industry experts from across the world. Check out the low down on our sponsors for SaaStr Scale who are helping to make this event happen.

Scale 293

Scale Scaling Outsourced Development compliance 293

Tom Tunguz

FEBRUARY 26, 2025

The very best companies lead their customers in that dance. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale. Penetration pricing leads to land-and-expand sales tactics. Most startups play defense when discussing pricing with customers.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

JANUARY 11, 2022

Events and trade shows. Let’s talk about why it’s a good investment: Trade shows / events produce a lot of so-called “leads”, but a lot of cr*p leads and long lead time leads. BUT … Any event that is large and spot-on for your product should get you at least one customer.

Scale 337

Scale Investment Retention Customer Success 337

SaaStr

APRIL 14, 2025

SaaStr Annual has always been the go-to event for SaaS founders, executives, and investors, but 2025 is shaping up to be the best one yet. Heres why this years event is bigger, bolder, and more impactful than ever. 100+ scale-ups and start-ups showing you how they do it!

VP of Engineering 198

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 198

SaaStr

APRIL 23, 2020

So little old Team SaaStr just put on our first digital event, SaaStr Summit: Bridging the Gap. Time Zones are tough on a full-day event. A lot of management and moderation was required to do a 2-track virtual event. How do we do this at scale, for 15,000+? As time has gone on, SaaStr event have always been packed.

Scale 358

Scale Startup Scaling Technology 358

Tom Tunguz

AUGUST 31, 2020

Kimbre is the former Director of Global Events and Field Marketing at Gremlin where she managed the industry sponsorships program, Gremlin’s produced conferences (Chaos Conf, Failover Conf) and the new remote field program. Prior, she built and scaled the programs at both Split and Scalyr.

Scale 337

Scale Scaling Engagement Management 337

SaaStr

NOVEMBER 3, 2021

Hey SaaStr Community, T oday we’re officially launching signups to our final digital, mega-event of the year: SaaStr Scale 2021 , streaming live on Wednesday, December 15th. . Speaking on all things sales and marketing are: CEO of $15B+ Gitlab. VPS of WalkMe. and much, much more!! and much more! Sign up here. .

Scale 284

Scale Scaling Revenue Sales 284

SaaStr

DECEMBER 2, 2020

We’re gearing up for the next big digital mega-event, SaaStr Scale. See you next week at SaaStr Scale 2020!! The post 5,000+ CEOs and Founders Already Coming to SaaStr Scale NEXT WEEK! 20,000+ will watch and attend, and already 5,000 founders and CEOs are already signed up. appeared first on SaaStr.

Scale 254

Scale Scaling Cloud Enterprise 254

Clouded Judgement

MARCH 28, 2025

Starting and scaling a software company was really hard. Starting and scaling a software company was really hard. If you wanted to scale users and growth, you needed to scale a physical data infrastructure footprint. ” This used to be how companies scaled! It wasn’t very elastic. What does this mean?

Cloud 299

Cloud AI Scale Scaling 299

SaaStr

DECEMBER 15, 2021

SaaStr Scale 2021 is starting soon. 7:00 AM (40 MINS) – Product-led Growth: How to Execute Across the Full Funnel (and Mistakes We Made) with Reprise’s VP of Marketing and VP of Sales. 8:00 AM (50 MIN) – The Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal. LIVE TODAY!

Scale 273

Scale VP of Engineering Scaling SMB 273

SaaStr

JANUARY 12, 2023

Now we sell a lot of sponsorships to these events — over 200 top-tier sponsors. We tell them instead to come back and sponsor a SaaStr event next year, when they (and their budgets) are bigger. And yet … you really want to be at the top events in your industry. But does it get leads? So in we’re biased.

Scale 57

Scale Startup Scaling Branding 57

SaaStr

DECEMBER 7, 2022

SaaStr Scale is our biggest digital / on-line event of the year and its streaming LIVE TODAY – Wednesday, December 7th! SaaStr Scale is starting soon and will be live streaming today! . It’s not too late to sign up and join the sessions live to join in this interactive, digital-mega event. 9:00-10:00 AM PT.

Scale 48

Scale VP of Engineering Scaling SMB 48

SaaStr

APRIL 2, 2025

In any event, like many from Zoom to Asana, the growth is mostly in bigger customers today. AI Leading to a 40%-50% Reduction in Average Ticket Handling Time, And Up to 40%-50% Deflection in Tickets Sent to Humans This is what I am seeing overall in the space, and a realistic assessment of AI in support and CX.

Scale 268

Scale AI SMB B2B 268

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

Scale 273

Scale Scaling Sales Hiring Enterprise 273

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

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Just do it! It will help.

Sales Hiring 363

Sales Hiring Scale Startup Marketing 363

SaaStr

OCTOBER 8, 2024

So, you have to make more money to justify the sales process and recognize that a lot of what drove the first generation of this was rapidly commoditizing and chasing people to the bottom. If you look at the best sales reps, they smash their numbers no matter what. Sales’ greatest filter is brutal work. You need to do it all.

Scale 277

Scale Scaling SaaS Point of Sale 277

Intercom, Inc.

JANUARY 12, 2021

This post is an adaptation of a talk I recently gave at the Amazon Web Services (AWS) community day event in Dublin about the technical strategies I’ve experienced that don’t work and the ones that have helped us to grow and scale at Intercom. Building for scale. I like to think of them as stored procedures for the cloud.

Technical Review 269

Technical Review Scale multi-cloud Kubernetes Scaling 269

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.

Scale 293

Scale Outsourcing Services Sales Hiring VP of Engineering 293

SaaStr

DECEMBER 14, 2021

With one day left to go until SaaStr Scale 2021 on December 15th, 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. SaaStr Scale is dedicated to bringing you the playbooks for scaling to $100M and beyond.

Scale 274

Scale Scaling Marketing Consulting 274

SaaStr

JANUARY 9, 2023

Well at a practical level, many SaaS companies are doing a Strategic Sales & Marketing Retreat. What’s a Strategic Sales & Marketing Retreat? Second, you slow or stop sales hiring. Third, you often increase quotas in sales. Concentrating leads in top sellers keeps deals closin g. At least at first.

Scale 331

Scale Sales Hiring Venture Capital Marketing 331

Sales Hacker

DECEMBER 17, 2024

Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) 49:07) The effectiveness of small group events in go-to-market strategies.

Scale 99

Scale Engineering Acquisition Scaling 99

SaaStr

APRIL 7, 2023

As a self-proclaimed accidental entrepreneur, Browder shares a few unconventional ways to scale your company. The DoNotPay journey started six years ago and has led to many unconventional lessons that go against the popular wisdom of starting, scaling, and distributing a product. Virality is similar to a mob mentality.

Scale 260

Scale Scaling Sales Hiring Entrepreneurship 260

SaaStr

MARCH 29, 2022

So a lot of SaaStr’s team is getting back from Shoptalk, a big industry e-commerce event that is a little like the e-commerce version of SaaStr Annual. We did a dinner with some of our top partners and some of the conversation went to the ROI on big events: Some folks just advocated for just buying tickets to the event and networking.

Scale 272

Scale Scaling Software Strategy 272

SaaStr

APRIL 7, 2025

After just a month of launching our own SaaStr AI (trained on a decade of content and hundreds of founders, speakers, and events), we’ve already had over 34,000 (!) and slides here: The Scale is Mind-Blowing, And Radically Accelerating As Sam Altman noted, ChatGPT went from 1 million users in 5 days to 1 million users in an hour.

AI 209

AI B2B ChatGPT Scale 209

SaaStr

FEBRUARY 25, 2025

The event is strategically designed to facilitate 1000s of meaningful connections through 1000+ on-site “Who Do You Want To Meet” dedicated 1-on-1s for B2B founders and execs (no service providers, sorry!) The event attracts investors ranging from seed-stage to growth equity, making it relevant regardless of your funding stage.

Sales Recruiting 187

Sales Recruiting Scale CTO Hire Sales Hiring 187

Intercom, Inc.

APRIL 6, 2022

With that in mind, the challenge businesses now face is striking the right balance between personalization and scale – which, historically, has been a tricky line to walk. This is an SLA they’ve maintained at Atlassian, leveraging powerful behind-the-scenes automation and inbox management capabilities to continue to hit that target at scale.

Scale 230

Scale Scaling DevOps as a Service Communication 230

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. But before the years of rapid scaling, it took the company a little while to hit its stride. All these events underlined how precarious the situation was at the moment.

Scale 246

Scale Scaling SMB Marketing 246

SaaStr

DECEMBER 28, 2022

Probably the biggest career limiting move I see is: – CMOs challenging CEO on Marketing Strategy – VP Sales challenging CEO on How to Sell. How the customers, the prospects, the media, and the world should see the company and its mission. They want to execute their own vision for how to scale. You may be right.

Scale 69

Scale Sales Hiring Growth Hacking SMB 69

SaaStr

NOVEMBER 25, 2023

A great VP of Sales to keep the engine scaling A great VP of Marketing to keep the leads coming in A great VP of Customer Success to make all those hard won customers happy After $5m-$6m in ARR or so, it’s really hard to scale without a strong VP heading most core functions. Upgrade the management team.

Scale 307

Scale Sales Hiring Banking Engineering 307

SaaStr

JANUARY 18, 2023

Unicorn companies often need to scale quickly to meet the demands of their rapidly growing customer base. Yet, scaling a company isn’t always about hiring more people. It can lead to innovative ideas and products, helping your startup stay ahead of the curve and attract new customers. ” – David Cancel.

Scale 246

Scale Underperforming Technical Team Scaling Interviewing 246