SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. Rather than seeing this as a liability, Wiz leveraged it as a strategic advantage — even in its sales team. This practical, observable metric drove more decision-making than sophisticated dashboards or forecasting models.

Scale 185

Scale Sales Hiring Scaling Headcount 185

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

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

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

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

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

APRIL 20, 2025

B2B Startups Spend 15% of Revenue on Sales and 10% on Marketing, Per SaaS Capital #4. Built a Bottom-Up AI SaaS Without a Single Sales Rep #5. The Top 10 Customer Success Metrics Investors Care About in 2025 with Gainsight CEO Nick Mehta #4. From $1M to $3B ARR: Databricks CRO Ron Gabrisko on Scaling a Revenue Rocket Ship

Scale 147

Scale Customer Success Scaling AI 147

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. . The original function of demand generation was about the top-of-funnel awareness and vanity metrics. The purpose and limitations of demand generation.

Scale 274

Scale Revenue Scaling Marketing 274

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

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

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

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

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 120

Scale Entrepreneurship Scaling Underperforming Technical Team 120

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

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

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 324

Scale Sales Hiring Development Sales 324

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

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 SaaS Point of Sale 277

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

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 1, 2025

Share your best metrics. Include your ARR, growth rate, customer count, churn rate, or any other metric that shows traction. If youre pre-revenue, focus on user growth, engagement, or other leading indicators. For example: I saw your post about how Gorgias scaled to $10M ARR with a small team. Fundraising is sales.

Scale 160

Scale Startup Investment Scaling 160

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. . Align on success metrics.

Scale 246

Scale Finance Sales Hiring Scaling 246

SaaStr

DECEMBER 20, 2021

Moving from Churn to NRR as the Core Retention Metric. Driving that NRR up even +5% could have a profound effect at HubSpot’s scale. NPS is now the #1 metric at HubSpot — for all employees. It’s exciting to see Yamini make this the #1 metric every HubSpot employee now sees — each and every week.

Metrics 61

Metrics SMB Scale B2C 61