SaaStr

OCTOBER 29, 2021

Customer count growing as fast as revenue — a good sign for the future. Some leaders like Slack have seen the same, but most Cloud leaders at scale with high NRR end up getting more and more of their revenue from their existing base, not new customers. They’re growing even faster at scale. This is rare.

Scale 312

Scale CTO Hire New CTO CTO 312

SaaStr

MAY 10, 2023

Combining Strong Growth With A New Level of Efficiency. HubSpot’s operating margins have scaled into the double-digits the past two quarters for the first time. Revenue Up 30%, but Employee Count Only up 10%, to 7,055. At the end of the day, in SaaS, efficiency really comes from growing revenue faster than headcount.

Scale 325

Scale SMB Headcount New CTO 325

SaaStr

JULY 13, 2020

Some of my best investments had zero revenue the first 2 years or even longer. Great CEO But Mediocre CTO. Sometimes, you can grow quickly at $1m-$2m+ ARR growing quickly even with a mediocre CTO. You have to scale, and add 10x the workflows. A mediocre CTO can’t keep up. Cofounder conflict.

Technical Cofounder 306

Technical Cofounder Investment New CTO CTO 306

SaaStr

MAY 20, 2020

He joined StubHub as CTO, but didn’t get nearly as much equity as the other CTO — because he “wasn’t committed enough.” They had revenue their first month after launch. You can’t build a whole new product, but you can tweak what you have. He learned paper millions can go to zero ??.

CTO Hire 355

CTO Hire New CTO CTO Airlines 355

SaaStr

JUNE 6, 2021

There’s so much incredible new content on the SaaStr YouTube Channel and podcast — check it all out here ! And with 20+ sessions from the recent SaaStr Enterprise to dig into alone, as well as an incredible new session with the CEO of Klaviyo. OK — now on to The Top 10. The 10 most watched videos of the week.

New CTO 261

New CTO CTO Cloud Enterprise 261

SaaStr

FEBRUARY 7, 2023

1,000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 1.5 The goal is to help each other learn something new, find mentorships, create partnerships, and exchange strategies. days of tactical content, networking, and epic evening events when the Cloud comes to Singapore.

VP of Engineering 298

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 298

SaaStr

JULY 14, 2022

Revenue leaders were able to network once again. Fast forward to today, and there is an amazing amount of B2B-centric content out there, and many others have put together amazing events around the hard-learned lessons of scaling revenue and scaling SaaS companies. 2017 The Third SaaStr Annual: Scale Together.

Scale 312

Scale Sales Recruiting CTO Hire New CTO 312

SaaStr

SEPTEMBER 15, 2020

As you scale up, it’s essential to ensure that your sales tax management process is accurate and automated, so you don’t run into compliance issues in the future. . States are consistently looking for ways to generate more tax revenue, and a fast-growing company (or industry) can provide excellent opportunities. States across the U.S.

Payment Services 335

Payment Services compliance SaaS Payments Scale 335

SaaStr

MARCH 7, 2021

This is also one of the least expensive (in terms of hard costs) things you can due to help the company scale in this phase, and beyond. We did it by focusing on second-order revenue to generate low-cost leads, and by taking in 110%+ of our MRR each month in cash. 5/ Moving from CTO-led -> VPE-led dev team. More here.

Part-Time VPE 299

Part-Time VPE Sales Recruiting Sales Hiring Scale 299

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. It’s too much to learn on the fly for most new VPs of Sales.

CTO Hire 242

CTO Hire Sales Recruiting Sales Hiring Scale 242

SaaStr

JANUARY 4, 2024

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. Jason Warner , who was CTO of GitHub before and during my time as COO there (and a former partner at Redpoint!) Check that out here. What’s your most recent disclosed investment?

Management 278

Management CTO Hire New CTO CTO 278

SaaStr

NOVEMBER 21, 2019

Since 2010 we’ve seen more startups, funds, and capital than ever before, but with this drastic increase, investors are seeing unexpected new trends reshaping the future of the industry. The panel that we are in is called Is Seed the New Series A, and this is a question that I’ve been asking informally yesterday and today.

New CTO 182

New CTO Sales Hiring B2C CTO Hire 182

SaaStr

JANUARY 3, 2021

They know how to take an established brand and grow it faster, and build or expand a new core offering around it. But Slack is past $1B in annual revenues with a dominant brand and very high net revenue retention (120%+). Salesforce may not be great at creating brand new things anymore.

VP of Engineering 194

VP of Engineering New CTO CTO Acquisition 194

SaaStr

OCTOBER 25, 2023

You’re not building a product or getting any new customers. Q: What are the Odds of Success for a Startup to Hit $100M in Revenue? Some of these had a little revenue, and others had none. Get a good CTO and commit to understanding your market and staying in the game. Product marketing is neither marketing nor product.

Scale 290

Scale Sales Hiring Sales Recruiting AI 290

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. We have someone that probably 98 percent of you know virtually or socially in some sense, Dharmesh Shah, founder and CTO of HubSpot. But of course, it wasn’t always quite that big!

Part-Time VPE 296

Part-Time VPE Technical Cofounder CTO Hire New CTO 296

Intercom, Inc.

FEBRUARY 16, 2022

We identified some “ known unknowns” too; problems we needed to solve, but didn’t know how just yet – like integrating the new region into our billing system. We were reluctant to make changes of that scale and slow down our R&D teams (in the middle of a pandemic!), That meant moving fast, despite the scale of the project.

Scale 234

Scale New CTO Engineering CTO 234

Hitenism

NOVEMBER 7, 2016

run rate business and has made up for an incredible 67% of Amazon’s operating revenue last quarter. In a Quora thread , Ian McAllister, Director of Airbnb and former GM of Amazon describes the process: “ For new initiatives a product manager typically starts by writing an internal press release announcing the finished product.

AWS 189

AWS New CTO Scale CTO 189

SaaStr

JANUARY 14, 2020

What sets apart some of the most successful, high-growth companies we see today—Slack, Dropbox, Atlassian—has been their ability to tap into and master a new GTM strategy: B2C2B. We saw inside the company this tension between our classroom business and this new B2C digital business, and we knew we had to make a decision.

B2B 173

B2B B2C Scale New CTO 173

SaaStr

FEBRUARY 25, 2020

So even the freshest new SaaS startup celebrating their 50th customer may find themselves dealing with sales tax in multiple states. . Last but not least, if your sales tax noncompliance gets too out of hand, dealing with multiple states’ sales tax laws means that 46 state departments of revenue can potentially come after you for back taxes.

Merchant Services 207

Merchant Services Scale Technical Review Sales Hiring 207

SaaStr

OCTOBER 24, 2022

WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products. You have the opportunity to upsell new features and capabilities to them.

Outsourced Development 214

Outsourced Development Underperforming Technical Team Development Part-Time VPE 214

Sales Hacker

SEPTEMBER 29, 2020

Keys to success when scaling a company [10:56]. Major challenges facing a new CEO [19:40]. Sam Jacobs : Where are you on your revenue journey? Vishal Sunak: We are on the scale to eight digits right now, not that far away. So yeah, we’re five years old and scaling to eight digits and beyond now.

Scale 120

Scale CTO Hire CTO Coach Scaling 120

SaaStr

JUNE 26, 2024

Many people are doing great, even private companies like Netskope, which are growing over 30% at $500M in revenue. Canva is growing at 40% and has a revenue of $2.3B. Klaviyo is growing 42% at $750M, coming up on a billion in revenue, and number one in the Shopify ecosystem. Or Scale AI securing $1B. What happened?

CTO Hire 147

CTO Hire AI Venture Capital Sales Hiring 147

Sales Hacker

OCTOBER 13, 2020

Instead, there’s one continuous streamlined customer-centric journey, leveraging the next generation of artificial intelligence, Outreach allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time enabling personalization at scale previously unthinkable.

Marketplace as a Service 113

Marketplace as a Service CTO Hire Sales Recruiting Scale 113

Sales Hacker

MARCH 25, 2019

This week on the Sales Hacker podcast, we interview Simmone Taitt , CEO of HeartSpace Consulting , and a longtime sales leader and consultant in the New York community. How to Increase Revenue by 19% [36:37]. Outreach supports sales reps by enabling them to humanize communication at scale and by automating the manual work.

Sales Hiring 94

Sales Hiring Revenue CTO Coach CTO Hire 94

SaaStr

JULY 10, 2021

The panelists offer their insights, which at times conflict with the viewpoints of other panelists, on hiring a cohesive team that can really scale the business. As you said, people take it hard if suddenly you say, “Hey, this is your new EVP. X amount of revenue, X amount of churn, X amount of growth in marketing, etc.

Sales Hiring 264

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 264

Stax

FEBRUARY 20, 2024

As CTO, Sundt will accelerate the delivery of new products, features, and functionality that unlock and drive increased value for Stax customers and partners. As CTO of Clearent by Xplor, he helped grow its transaction processing from $2 billion to over $20 billion annually. To learn more about Stax, visit staxpayments.com.

CTO 88

CTO Stax Payments Merchant Services 88

FastSpring

DECEMBER 22, 2020

On average, our customers’ revenue grew by nearly 20% relative to 2019. With this new investment, we are already increasing our pace of innovation and have a very exciting roadmap of things to come over the next 12 months. We added three new executives to our team. We helped facilitate record growth for our customers.

Payment Methods 131

Payment Methods Payment Services Payment Solutions Payments 131

Sales Hacker

MAY 5, 2021

Here are just a few topics that our RevOps leaders talk about in Linkedin posts, articles and podcasts: Revenue acceleration plans. A career in RevOps is a great way to help your career, and have a big impact on revenue. Now, he is setting his sights on how to scale out a larger function with more specialist roles.

Scale 122

Scale Technical Cofounder Technical Advisors Sales Hiring 122

SaaStr

NOVEMBER 11, 2019

When the company was first founded, two of its co-founders, Wade and CTO Bryan were freelancing on web projects and soon noticed a pattern around their clients who were asking for more and more integrations built from one app to another This is where the idea for Zapier was born. Delores Brown is LaunchDarkly’s Chief of Staff.

Payment Services 113

Payment Services CTO Hire Payments New CTO 113

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. And the same customer challenges that we were being presented, which was: How do you scale? In the last two years there have been so many new services around security, around machine learning that literally did not exist.

Cloud 173

Cloud Scale Trends Machine Learning 173

Stax

AUGUST 19, 2024

Neiconi brings more than 15 years of experience in risk and fraud management leadership to his new role, with a deep background in developing fraud risk solutions, risk data collection and analysis, and compliance. Stay Payments , a leading payment technology provider, has appointed Valentin Neiconi as Chief Risk Officer. and Canada.

Merchant Services 88

Merchant Services Stax Payments Payment Services 88

SaaStr

APRIL 16, 2019

Learn how Pendo built a product, team, and culture in its Raleigh hometown that could scale coast-to-coast and continent-to-continent. The catch was he had just moved his family four kids to New York city. We had no New York city presence. I had my CTO and everyone would be like, “You can’t do this.

CTO Hire 178

CTO Hire Travel Underperforming Technical Team CTO Coach 178

Intercom, Inc.

OCTOBER 31, 2019

Tim has spent his entire professional career focusing on productivity, from Sybase to TLA-Tencor to Facebook where, over his six-year tenure (2010 – 2016), the amount of revenue per employee doubled to $1.8 million apiece. The next generation of workforce will want and expect the next generation of technology.

Artificial Intelligence 169

Artificial Intelligence Scale CTO Hire Technology 169

Stax

AUGUST 14, 2024

I am passionate about working with partners to grow existing relationships and forging new partnerships to ultimately help grow businesses through product innovation and Stax is the perfect place to do this.” Stax helps drive incremental revenue through frictionless, secure, and reliable payment processing and recurring billing solutions.

Payments 88

Payments Stax Payment Solutions Payment Services 88

SaaStr

SEPTEMBER 26, 2019

Gaetan Gachet : All right, so usually the way I start this session is I ask the crowd which revenue stage they’re in. So when I joined we’re pretty much pre-revenue. For instance, my first rep from Marketo, he was the first rep at Marketo in New York. One and 10? Okay, cool. He had all the sales collaterals.

Scale 150

Scale Sales Hiring Sales Recruiting Technical Advisors 150

SaaStr

SEPTEMBER 18, 2020

Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR. So number six, thinking you’re getting away with under investing in management, up scaling in HR. ” You can invest in managerial talent along the way, and it scales the company.

Sales Hiring 246

Sales Hiring CTO Hire Scale Investment 246

Intercom, Inc.

JULY 21, 2022

What started as a series of interviews by co-founder Des Traynor soon bloomed into hundreds of episodes where we explore how businesses are driving growth through customer relationships and how to build successful products at scale. For Slack, that was clearly the engineering and dev communities, who love new tools.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215