SaaStr

FEBRUARY 10, 2025

The post Transitioning from Sales-Led to Product-Led Growth and Scaling to $100M ARR With Apollo’s CEO Tim Zheng appeared first on SaaStr. Implementation of Product-Led Growth The transition to product-led growth (PLG) required understanding and implementing a fundamentally different business model.

Scale 162

Scale Scaling Outsourced Development Sales 162

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

The SaaS CFO

NOVEMBER 25, 2024

Operating your SaaS company without metrics is like flying a plane without instruments. As an in-house SaaS CFO and now fractional CFO, I’ve seen firsthand how critical it is to […] The post Scaling with Confidence: The Ultimate SaaS Metrics Playbook appeared first on The SaaS CFO.

Metrics 65

Metrics Scaling SaaS 65

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

APRIL 20, 2025

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 LIVE: Top 10 Things We Learned from the New SaaStr AI with Jason Lemkin + Assistant UI #3.

Scale 147

Scale Customer Success Scaling AI 147

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

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

Tom Tunguz

MARCH 28, 2021

Improving the net income margin and the cash flow margin this quickly for a business of this scale is like ungrounding a large container ship from an Egyptian canal - no easy feat. UIPath’s metrics rank it as one of the fastest growing and capital efficient businesses today. The services gross margin is -19%.

Payment Services 359

Payment Services Metrics Payment Solutions Payments 359

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. During this stage, they built out open-source metrics databases, open-source logging, open-source tracing, and a whole stack. How did it come to be?

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

SaaStr

JANUARY 26, 2025

Weaponize Customer Success Align on specific metrics Build education systems Create community Drive organic growth 3. Turn Your Customers Into Your Marketing Engine The second breakthrough was making customer success the core growth engine.

Technical Review 263

Technical Review Payment Solutions Scale Payment Services 263

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

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

JANUARY 8, 2025

The team lacked visibility into key metrics like average revenue per customer. At Checkr, it’s not a license-based model, and yet the team had no visibility in the usage-based equivalent metric of average revenue per user, which is average revenue per report that the customer is running.

Revenue 293

Revenue Scale Sales Hiring Compensation 293

SaaStr

MARCH 1, 2023

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. Aim to bring consistency to your metrics tracking and be objective about what the metrics tell you about the business. Say sorry often and mean it.

Scale 272

Scale Scaling Government Software Review 272

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. To get VC to put money into your company, Scale Ventures looked at and calculated the minimum level of growth based on what typical venture investors require.

Scale 300

Scale Scaling Churn Investment 300

SaaStr

NOVEMBER 19, 2024

I see too few SaaS start-up and scale-ups truly segment churn. NPS is A Great Core Metric. Because churn is the one thing everyone in the company can impact, on some level. Second, segment churn. Big customers should churn less on a net revenue basis (including upsells) than small customers. Not for real. appeared first on SaaStr.

Churn 270

Churn Retention Scale Investment 270

Tom Tunguz

SEPTEMBER 19, 2021

If that’s not a suite… Founded ten years ago, the company has scaled rapidly selling their software management suite to small and large companies alike. The breadth of the solution is hard to convey, unless you visit the features page ; when printed it’s more than 100 pages long. Revenue, $M. Revenue Growth. -.

Metrics 315

Metrics Outsourced Development Scale Cloud 315

SaaStr

FEBRUARY 21, 2025

The event is known for its focused content on SaaS growth strategies, metrics, and best practices, making it particularly valuable for B2B SaaS companies. It’s the largest non-vendor SaaS conference in the world, typically drawing over 12,000 SaaS founders, executives, and investors.

Software 243

Software Scale Venture Capital SaaS 243

SaaStr

AUGUST 5, 2024

They’ve made it by using basic adoption metrics and a gut feeling about where customers will land with renewals. How many of your customer success teams mirror that same value narrative in their QBRs and present their customers with metrics showing exactly how they delivered that value? That worked for a time, but not really anymore.

Scale 284

Scale Customer Success Scaling Revenue 284

User Pilot

NOVEMBER 29, 2024

Dan, a Stanford-trained engineer with experience guiding companies like Intuit, understands how to optimize your product metrics for growth by focusing on retention and building a product users truly value. Understanding the product metrics Let’s have two products – A and B. Customers leave as fast as new ones come in.

Metrics 105

Metrics Scale Acquisition Retention 105

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

MARCH 30, 2024

Dear SaaStr: What are The Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue? As you scale, your win rate — the % of deals you close vs. the competition — should go down. NPS is A Great Core Metric. It’s one thing to invest in an area where only 5% of your business is today.

Scaling 301

Scaling Revenue Underperforming Technical Team Market Segmentation 301

FastSpring

JANUARY 23, 2025

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. Blake Hutchison (20:38) And of course, these businesses don’t have the scale or opportunity that a VC asset would typically have for growth. That’s now a billion dollar company.

Scale 120

Scale Entrepreneurship Scaling Underperforming Technical Team 120

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? The post Dear SaaStr: What Are The Signs We’re Ready to Hire More Sales People to Scale? In the early days, it’s simply that you have a few more leads than you can currently handle. appeared first on SaaStr.

Sales Hiring 301

Sales Hiring Scale Scaling Sales 301

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? These payback metrics are important for investing. Q: When it comes to GTM efficiency, what are the most important leading indicator metrics? Do zero-cost budgeting.

Metrics 272

Metrics Scale Sales Hiring SaaS 272

SaaStr

NOVEMBER 15, 2022

Metrics are the key to evaluating success and setting goals, but not every SaaS business should orient itself around the same one-size-fits-all numbers. This flexible mindset creates just the right conditions for embracing evolving business models and new metrics. The Metric Monolith: The Rise and Fall.

Metrics 272

Metrics Machine Learning Artificial Intelligence Technical Review 272

SaaStr

MAY 3, 2024

What are the three most under-discussed metrics on social media, with VCs, and especially with founders? In your first couple of years, you might now have any customer growth, but for anyone at scale, from $4M ARR to $5B, new customer growth is anemic. This should be your North Star metric. They’re all at $2.5B Rubrik is next.

Metrics 300

Metrics SaaS Scale Social Media 300

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

DECEMBER 3, 2023

So over the past decade-and-a-half we’ve come up with a lot of yardsticks, metrics and rules for SaaS companies. E.g.,: CAC of < 12 months is Good-to-Great Paying sales reps 25%-30% of what they close is Good A burn ratio of 1 or less is Good These metrics do sort of work, if you have some capital to spend (i.e., They don’t.

SaaS Payments 278

SaaS Payments Metrics SMB Payments 278

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. The Second Most Important SaaS Hire?

Sales Hiring 246

Sales Hiring Scale Sales Churn 246

Tom Tunguz

FEBRUARY 26, 2025

The Hidden Costs of UBP While UBP offers many advantages, it does come with tradeoffs: Complicates churn measurement : If a customer uses your product intermittently (every third month, for example), standard monthly churn calculations will show the account churning and reactivating, skewing your metrics. How about a 50 person SaaS company?

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

OCTOBER 3, 2022

For key or small businesses, scale down the number of resources you bring to bear. Try to attach data to every action and make your plays repeatable at scale. Know your metrics, and develop a robust qualification method to identify the best opportunities. You don’t need to apply the full coverage model to everyone.

Scale 273

Scale Sales Hiring Sales Recruiting Scaling 273