SaaStr

FEBRUARY 3, 2025

But watch out – this is a major undertaking that touches product, engineering, sales, and finance. The Metrics That Matter Have Changed Dramatically The “growth at all costs” era is dead. In 2019, top SaaS companies spent 50-55% of revenue on sales and marketing. You have to go all in.”

Scale 272

Scale SMB Enterprise Enterprise readiness 272

SaaStr

DECEMBER 4, 2024

These outcomes might include: Driving user growth Maximizing revenue Ensuring user satisfaction Scaling adoption A different outcome would lead to a different pricing choice. Scaling stage: Reduced to single-user plans to maximize accessibility. For example, OpenAI’s success metric is the growth and adoption of the platform. .

Payments 284

Payments Pricing Scale Revenue 284

SaaStr

JANUARY 26, 2025

Weaponize Customer Success Align on specific metrics Build education systems Create community Drive organic growth 3. A self-reinforcing flywheel where successful customers: Get promoted Tell their network Become champions Drive organic growth 3.

Technical Review 263

Technical Review Payment Solutions Scale Payment Services 263

SaaStr

FEBRUARY 8, 2025

The Hidden Math Behind CS Evolution Perhaps the most fascinating revelation from the panel was how CS needs to transform at different revenue scales. The metrics are simple because the goal is simple: grow or die. Think of it as your CS maturity curve: The $50M-$250M ARR Phase In this phase, it’s all about raw growth.

Customer Success 269

Customer Success Scale Government Systems Review 269

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. What is Codeium and Windsurf?

Sales Recruiting 242

Sales Recruiting Sales Hiring Scale AI 242

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

TechEmpower SaaS

JULY 31, 2023

One way to approach that last question is to use this simple model: Customer Acquisition Cost (CAC) How will your business reach prospects? Don’t worry about scaling just yet. If your numbers work out, then scaling becomes a question of capital. Next, define what you need from a metrics and reporting standpoint.

Metrics 390

Metrics Startup Scale New CTO 390

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? In the early days, it’s simply that you have a few more leads than you can currently handle. Plus — following up on the 50 qualified leads from the month before. To a point. appeared first on SaaStr.

Sales Hiring 301

Sales Hiring Scale Scaling Sales 301

SaaStr

JANUARY 16, 2025

Workato’s SVP of Embedded Sales and Director of Solutions Marketing joined us at SaaStr Annual to talk about how to nurture customers — a great topic in general, but especially for embedded sales and APIs that can take a while to scale. Time-to-value is your most critical early metric. Customer Success.

Sales Hiring 246

Sales Hiring Scale Sales Churn 246

SaaStr

AUGUST 15, 2024

There’s always someone a few years ahead of you on the scaling journey who can share their lessons learned. Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Timing is also essential.

Scale 310

Scale Sales Hiring Scaling Innovation 310

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 273

SaaS Payments Pricing Strategy Scale 273

SaaStr

FEBRUARY 12, 2025

Meet Wyatt Jenkins: From Construction Sites to Chief Product Officer If you want to understand how vertical SaaS companies scale to $1B+ in revenue while staying true to their customers, there’s no better person to learn from than Wyatt Jenkins, Chief Product Officer at Procore Technologies.

Construction 251

Construction Scale SaaS Travel 251

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. His five lessons are: A single metric that helps guide decisions of when to pivot, when to iterate, and when to pivot.

Scale 306

Scale Scaling Strategy Sales Hiring 306

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? But they’re still one of the last remaining open-source companies at scale. All they sold was the visualization layer with no sales team. First, let’s rewind the clock and look at Grafana Labs’ origin story. How did it come to be?

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

SaaStr

AUGUST 9, 2024

From startup to $500M CARR, Spencer Burke, SVP of Growth at Braze, shares how Braze scaled a growth and customer success team. In this AI moment we’re in, there are still many moments in scaling a company where intuition still matters. You don’t have to leave as the organization scales. This isn’t new.

Scale 291

Scale Sales Hiring Scaling Startup 291

SaaStr

FEBRUARY 7, 2025

Let’s break down the real metrics from companies doing this right. Speaker Bio Jason Lyman leads marketing at Customer.io, where he’s helped scale the platform to power over 35 billion customer interactions for 7,000+ high-growth companies. The Customer.io The Customer.io

Scale 271

Scale SaaS B2B Scaling 271

SaaStr

OCTOBER 16, 2024

AI has ripped through categories like the post-sales space and customer support centers. Salesforce is doing it, Zendesk and Intercom are all doing it at scale. You see this first point viscerally if you’re involved in post-sales or support. Sales is beginning to promise this. 2: The product has to be better for it.

Sales Hiring 317

Sales Hiring Scale AI SaaS 317

SaaStr

MARCH 1, 2023

Building a sales team that can sustain the exponential SaaS growth needs an expert’s opinion for more granular insights. Phase 2: $50M – $250M ARR At this point of your growth, you’ll need to monitor metrics, focus on your target customer, and stay humble and curious. Monitor your metrics. Hone in on your ideal customer.

Scale 272

Scale Scaling Government Software Review 272

SaaStr

FEBRUARY 21, 2025

Key points about SaaStr Annual : Focus on SaaS: Primarily focused on all aspects of SaaS business including sales, marketing, product development, and customer success. Large Audience: Considered the biggest SaaS conference with a large number of attendees from leading SaaS companies, startups, and venture capital firms.

Software 243

Software Scale Venture Capital SaaS 243

SaaStr

JUNE 25, 2024

Scaling a company from 0 to 100 employees is no small feat. While these top ten tips may seem obvious, many founders overlook the importance of some of them as they scale their businesses. In the chart above, you can see that pre-seed starts at -2 on the scale. If we’re being honest, scaling a company is hard.

Scale 261

Scale Sales Hiring Scaling Company Culture 261

SaaStr

JULY 11, 2024

There’s only a small chance that it’ll be an IPO exit, and Stacey Bishop with Scale Ventures shares what it takes to get to that next level of funding. But that shifts over time, and most of your spend goes into sales and marketing. The 3 Other Vital Signs Investors Look For Sales efficiency becomes more important over time.

Scale 300

Scale Scaling Churn Investment 300

SaaStr

AUGUST 5, 2024

When you find the answer to these questions, you can expand an existing customer base and create cool data-driven case studies to help your sales team bring in net business. They’ve made it by using basic adoption metrics and a gut feeling about where customers will land with renewals. Often, that doesn’t feed through to post-sales.

Scale 284

Scale Customer Success Scaling Revenue 284

SaaStr

NOVEMBER 19, 2024

I see too few SaaS start-up and scale-ups truly segment churn. Finally, use NPS as a leading indicator. NPS is A Great Core Metric. Because churn is the one thing everyone in the company can impact, on some level. Second, segment churn. If you don’t, you’ll likely take the wrong actions. Not for real.

Churn 270

Churn Retention Scale Investment 270

SaaStr

MARCH 13, 2025

Dear SaaStr: Should I Let My VP of Sales Go? All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle. All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle.

Sales Hiring 168

Sales Hiring Scale Sales Onboarding 168

FastSpring

JANUARY 23, 2025

Listen for the full insights into: How Flippa.com works to connect for-sale businesses with buyers while managing the complexities of valuation and seller expectations. When I was running it, it was a lot smaller than that, but scaled that up very, very quickly. And that’s substantial scale in.

Scale 112

Scale Entrepreneurship Scaling Underperforming Technical Team 112

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR.

Scale 274

Scale Sales Hiring Scaling Outsourced Development 274

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

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Michiel Rauws (@michielrauws2): So, my question is, we’ve been scaling our SaaS business. We can scale accounts, when we get them, very well. So the new sales leader is trying to figure out, can we go further up market?

Scale 272

Scale Sales Hiring Scaling VP of Engineering 272

SaaStr

MARCH 23, 2025

How Codeium /Windsurf Built A Billion-Dollar AI Company and a Winning Sales Machine #2. The Top 10 Customer Success Metrics Investors Care About in 2025 with Gainsight CEO Nick Mehta #4. The Revenue Playbook: Ripplings Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank Top Pods and Vids: #1.

Scale 162

Scale AI Sales Customer Support 162

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. What Metrics Matter ”Do you have a gross margin target?” The whole basket of metrics matters, but growth is the North Star. Jason asks.

Scale 277

Scale Scaling Point of Sale SaaS 277

Tom Tunguz

JULY 13, 2022

Yesterday, Office Hours welcomed Lars Nilsson, VP Sales Development from Snowflake to talk about his learnings across 5 companies he helped take public. Throughout the hour, Lars provided insightful perspectives on how to build sales organizations. Teams often overlook storytelling as a critical part of effective lead generation.

Scale 315

Scale Sales Hiring Development Sales 315

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

OCTOBER 3, 2022

Imagine a coverage model, from end to end, for the full customer life cycle: from demand generation to sales to post-sales. Sales Cycle. This includes everything from inside sales to account executives to strategic asset allocation. Post Sales. Hire talent strategically and be two steps ahead with sales capacity.

Scale 273

Scale Sales Hiring Sales Recruiting Scaling 273

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? Ways to scale that don’t include rampant inefficiency and burn. You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too.

Scale 301

Scale SMB Sales Hiring Sales 301

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

SEPTEMBER 1, 2021

Pretty incredible at scale. Really, what you tend to see when you keep a stretch VP too long in their current role is flat metrics. For example, a great Stretch VP of Sales might get you to from $50k to $500k a month in new bookings. Leads and pipeline that flattens. What changed? A new revenue team. Be on the lookout.

Sales Recruiting 313

Sales Recruiting Sales Hiring Scale Metrics 313

SaaStr

MAY 8, 2024

Let’s jump right into this set of community questions focused on SaaS metrics, growth, and efficiency. What metrics should we expect in this environment? Sales is much harder than in 2021. Therefore, sales and marketing practices made no sense in 2020. How Does That Impact Sales and Marketing?

Metrics 272

Metrics Scale Sales Hiring SaaS 272