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Tomasz Tunguz , General Partner at Theory Ventures, shares nine observations from a Go-To-Market survey Theory Ventures did with hundreds of startups, 68% of them early-stage, well-funded, mostly mid-market ACV, and 25% remote. This creates a much harder capital markets environment. Why is the mid-market harder?
” The SaaS Market Has Turned a Corner According to Brian, who sees the market through multiple lenses as HubSpot’s Chairman and through his role at Sequoia Growth and Propeller VC, the SaaS downturn that dominated 2022-2023 ended recently. “It felt like we came out of the recession in Q3 of 2024,” Brian noted.
Alex Rosenblatt was the first marketing hire and Chief Marketing Officer at Datadog, all the way through IPO and beyond. He spent over eight years scaling their marketing from zero to supporting a multi-billion dollar public company. And just like product development, they take time to mature into something stable and reliable.
It’s not the crazy hiring market of 2021. So a few ideas to improve the odds that you get a job in this market: 1️⃣ Write truly great outbound emails to folks you’d truly want to work for, explaining exactly how you’d crush it, directly to the CEO / VP. It’s different. Enough with the 1000 one-click job applications. And better.
This eBook highlights how data-driven strategies empower marketing campaigns through personalization tactics. Here’s what’s covered: How data-driven marketing drives the customer experience. Understanding marketing strategy & performance. The most challenging obstacles to data-driven marketing success.
Dear SaaStr: How Much Does a Typical B2B SaaS Company Spend on Digital Marketing per Year? And marketing, done well, on platforms almost always works. The markets are often too nichey for B2C techniques to work as well, and there is too much competition for these tiny niches. A little bit. To a point. But in B2C and e-commerce?
Down nearly 30% YoY from Q1 last year pic.twitter.com/9MLyLe3XXf — Jamin Ball (@jaminball) June 5, 2025 Bottom Line Up Front : The aggregate cloud software market just delivered its worst quarterly performance in years, with net new ARR additions plummeting nearly 30% year-over-year in Q1 2025. What’s Driving the Decline?
Then their CEO asked her to take over marketing. And Raaz just shared live with us exactly how she built their marketing engine from zero marketing experience to hyper-growth success. That was Raaz’s entire marketing strategy in the beginning. That’s the KPI—are they happy with the field marketer?”
Dear SaaStr: How Big Should The Addressable Market Be to Go into Vertical SaaS? If I see evidence of that, I get very bullish — even if the market doesn’t seem huge. Then market size starts to be super important. Is the market really big enough so that 10% penetration gets you $100m in ARR? That’s the question.
As marketing becomes more tech-driven, the role of marketing operations (MOps) is getting more complex. Today, the discipline is increasingly interwoven with other vital go-to-market motions — including sales and customer support — and is responsible for all business elements associated with marketing, including the tech stack.
So at SaaStr Annual, Dave Kellogg did a great deep dive on “5 Things Every B2B CEO Needs to Know about Marketing” In the Age of AI it’s even more true today, so I wanted to update our SaaStr take-aways from the deep dive. You founded a product company, but you’re running a distribution business.
At this year’s SaaStr AI Summit, GitHub CRO Elizabeth Pemmerl shared how to bring AI products to market at scale successfully. Once they brought it to market, they knew they needed better user admin features, onboarding capabilities, SSO integration, etc. Eighteen months ago, no playbook existed for taking an AI product to market.
New data from Pave reveals the latest patterns in how marketing leaders report across company sizes. This makes intuitive sense—in early-stage companies, marketing is often a direct extension of the founder’s vision. CRO reporting stabilizes around 4-10%, and other executives account for 14-20%. Top 5 Key Learnings 1.
Updated) The post Dear SaaStr: When Does It Make Sense to Price Low in the Market? A related post here: The 3 Types of Day 1 Pricing: Low End of Normal. And Anchor High. appeared first on SaaStr.
As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers.
Their core insight, success comes from delivering outcomes on some software platform is now the standard for mid-market and enterprise software. These forward-deployed engineers take the core platforms of AI and then mold them and tune them to work, defining new ways of building sales and marketing. Sierra employs agent engineers.
And it reminded me of something Tooey Courtemanche, founder CEO of Procore, said to me the other day on the SaaStr podcast: If your TAM is measured in trillions, market share doesnt really matter. market and thats a huge lift to them at $1.2 But I asked him how important dominant market share was in vertical SaaS. His answer?
But here’s what makes this particularly fascinating from a market development perspective: this explosive growth is happening while the underlying technology is admittedly broken. This isn’t coincidence. This is category emergence at unprecedented velocity. Security vulnerabilities are well-documented. Reliability issues abound.
Dear SaaStr: How Do I Know If I Have Product-Market Fit for Real in the Early Days? You’ll know you’ve hit product-market fit (PMF) in B2B SaaS when a few key things start happening consistently: Your Customer Count is Growing Rapidly : For early-stage SaaS, doubling your customer base monthly—even from a small base—is a strong signal.
When times are tough and marketers are asked to do more with the same (or less), we have to make tough choices. Here are 7 creative ways marketers can work smarter (not harder) - with the resources you already have! However, you might be able to squeeze more value from the tools and processes you’re already using.
In either case, you’ll likely hit up Google for an influencer marketing tool. Choosing the right platform for your influencer marketing efforts can be overwhelming—not because of a lack of options, but because there are so many to choose from. But with so many options available, how do you choose?
After years of drought, 2025 has delivered a scorching hot public market for tech companies so far, with some eye-popping returns that should have every SaaS founder and investor paying attention. The market is once again rewarding recurring revenue models and predictable growth patterns. What’s Driving This IPO Renaissance?
This cost us a third of the price of influencer marketing tests we had done and drove far more sales and visibility. Maximize each release Press releases are multifaceted marketing tools, as they can be used for promotion on other channels as well.
Social media marketing is more complicated than ever. Here are the top 12 courses to improve your social media marketing skills. Here are the top 12 courses to improve your social media marketing skills. Meta Blueprint : for learning about the basics of digital marketing, Facebook, Instagram, and ads.
Finding a vendor to cleanse and optimize your marketing database can be difficult if you don’t know what to look for. ZoomInfo has produced this eBook to help marketing leaders understand best practices around cost and value when it comes to choosing a B2B contact data provider. This buyer’s guide will cover: Buying Considerations.
Started as “Salesforce for Pharma” in 2007, now the essential technology backbone for companies bringing medicine to market. market cap – up from $2.4B market cap – up from $2.4B annual return since IPO – one of the most successful vertical SaaS stories ever built. net income, 111.5% ” 7. .”
They use pricing as an offensive tool to reinforce their product’s value and underscore the company’s core marketing message. Startups operate in newer markets where pricing standards haven’t been set. In addition, these new markets evolve very quickly, and consequently, so must pricing.
billion Business : Email and SMS marketing automation for e-commerce The company reported $473 million in revenue for 2022, a 63% increase from the previous year. Despite the pandemic’s severe impact on restaurants, Toast demonstrated resilience and adapted quickly to changing market needs with contactless solutions.
Sales Hub, Growing Almost Twice as Fast as Marketing Hub HubSpot really has become a CRM company even more than a marketing one. Agencies and other shops are repsonsible for onboarding a stunning 75% of all HubSpot customers. #2. Sales Hub, i.e Although they are of course highly linked. #3.
It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. Well, marketers rely on this grouping to reach their goals.
Klaviyo dominates marketing in the Shopify ecosystem and in ecommerce, and just keeps on scaling. But it’s clear that it’s still in the investing phase, and increasing spend in sales & marketing. So the latest SaaS leader to cross $1B ARR is Klaviyo. It was the only SaaS IPO on 2023. The only one!
This makes you look less than savvy about your market. #5. Dear SaaStr: What Are Some No-No’s When It Comes to Working with VCs? #4. Claiming you have no competition. Everyone does, at least for budget. Not having a great CTO. It’s just too competitive today. No one wants to fund a “great business guy” without an A+ CTO there as well.
Managing revenue operations (RevOps) in a SaaS company is all about aligning sales, marketing, and customer success to drive growth efficiently. Align Sales, Marketing, and Customer Success These teams need to work as one unit. A good RevOps leader will ensure your go-to-market engine runs smoothly and scales effective.
After launching out of Y Combinator in 2018, RevenueCat quickly hit product-market fit. Market Expansion: The mobile subscription market exploded during COVID. Market Timing: Sometimes the best companies are built during inflection points (mobile subscriptions, AI boom, app store policy changes).
Sales and marketing leaders have reached a tipping point when it comes to using intent data — and they’re not looking back. More than half of all B2B marketers are already using intent data to increase sales, and Gartner predicts this figure will grow to 70 percent. The bad news?
Both have also evolved from different roots (marketing for HubSpot, team management for Monday) to now have CRMs as their core. The HubSpot Journey: From Inbound Marketing to Complete CRM+ Platform HubSpot began with an idea in 2006: to own the inbound marketing space.
Procore exemplifies this approach in the construction industry a massive market representing 13% of global GDP. The Power of Authentic Founder-Market Fit The most successful vertical SaaS companies are often built by founders solving problems they’ve personally experienced.
Hire for the Right Experience Level If you’re selling to mid-market or enterprise customers, hire someone who has experience managing accounts at a similar price point. Don’t hire someone who’s only worked with SMBs if your ACV is $250k+—they won’t understand your customer base.
Today Asana is: At $750,000,000 ARR $4.75B market cap (so trading at 6x ARR or so) Growing 10% 4% non-GAAP operating loss; not profitable or cash flow positive; 5 Interesting Learnings: #1. Is it too complicated, or is it what the market now expects? It’s given Asana a boost, albeit it’s still early for AI at Asana.
Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. However, there’s no team better suited to lead that charge than the marketing department. Strategically aligning your systems and teams. Getting consensus on how to define “qualified leads”.
Here’s a great example of Girl Power Marketing’s weekly social media round-up. Buffer's Director of Growth Marketing, Simon Heaton , regularly shares posts that detail how the Buffer marketing team works, like this one: 4.
Or a great growth marketer paired with a great sales team will punch above their weight class. Recently, when it came down to the final 2 candidates for a marketing hire, one candidate scored all 3’s from the panelists and one candidate scored some 4’s and some 2’s. Nothing else matters.
This extreme revenue concentration shows Figma’s ability to create significant value for mid-market and enterprise customers—a small number of deeply engaged accounts drive the majority of revenue, indicating strong product-market fit at scale and pricing power within larger organizations.
Lower Competition = Higher Prices In horizontal markets, you’re competing with 47 project management tools. In vertical markets, you might be the only serious option. At Least Right Now. Case Study: Monday.com vs Asana – The Power of Non-Tech Customers Want to see the “non-tech vertical” thesis in action?
AI adoption is reshaping sales and marketing. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
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