SaaStr

JANUARY 19, 2025

We’ll hear from the CRO of $3B Clio (legal SaaS), the CEO and CRO of Flock Safety (police and safety SaaS), and dozens of others on how to scale their vertical SaaS industries and platforms. It takes getting out in the field, and creating a ton of true value — before the sale. #2. See you there! How Kyle does it here: #3.

Scale 189

Scale Sales Hiring Scaling SMB 189

SaaStr

MAY 17, 2021

Q: What are the most common mistakes founders make hiring their first real sales teams? Later, once you have a real sales leader on board, she may hire folks you personally wouldn’t buy from. But it won’t work out while you are Interim VP of Sales. A little more here: The 48 Types of VP Sales. Too Few Leads Per Reps.

Scale 298

Scale Sales Hiring Scaling Sales 298

SaaStr

JANUARY 8, 2025

It was started in 2014 when founders Daniel and Jonathan were working together at a delivery startup and experienced firsthand how slow background checks were slowing down worker onboarding. The SMB sales team was incentivized purely on logo acquisition rather than revenue. With only 4% conversion by month two versus a 10% goal.

Revenue 299

Revenue Scale Sales Hiring Compensation 299

SaaStr

SEPTEMBER 11, 2024

Lucid is the leading provider of visual collaboration software with over 70M users worldwide. Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. This is where product-led sales comes in.

Scale 312

Scale Scaling Sales Hiring compliance 312

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. Leaders are exploring: AI-augmented CS motions Digital-first success programs at scale Predictive success modeling New monetization models for CS services The bottom line?

Customer Success 273

Customer Success Scale Government Systems Review 273

SaaStr

NOVEMBER 27, 2024

For restaurants, it’s the back end, front end, point of sale, payroll, ERP, and workforce management. How to Make Onboarding Work for SMBs While in some cases, selling to SMBs is easier than Enterprise in many ways, one way in which it’s fundamentally harder is onboarding. The catch to longer onboarding cycles?

SaaS Payments 260

SaaS Payments Payments Payment Solutions Payment Services 260

SaaStr

OCTOBER 10, 2023

On a sales front, how do you evolve past founder-led sales, or together with it, so that you can scale your organization? Founder-led sales can be an immense strength and rapidly become a limiting factor. PST, Laura Connell, Partner at Atomico, shares how to scale beyond founder-led sales on your path to Series B.

Scale 283

Scale Sales Hiring Scaling Sales 283

SaaStr

MAY 27, 2025

Especially the power of it leading to second order revenue, from upgrades to referrals to word of mouth and more: CLTV Isn’t The Whole Story. Customer Success has in many cases turned into a weaponized arm of sales, and has stopped being the champion of the customer. Heres why onboarding is so critical.

AI 169

AI Onboarding Customer Success Scale 169

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 296

Scale Sales Hiring Scaling Startup 296

Sales Hacker

OCTOBER 29, 2024

David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. Discussed in this Episode: The power of AI simulations in providing experiential learning for sales reps. The future of AI in sales training and enablement.

Scale 115

Scale Scaling Sales Funnel AI 115

SaaStr

MAY 10, 2025

Nail Onboarding, and Make It a Key KPI for CS Onboarding is where you win or lose customers. GRR and logo retention are also critical, maybe even more so as you scale. Use it to guide customers through onboarding and deliver value quickly. And be very careful if you have Customer Success report to a CRO or to sales.

Sales Hiring 235

Sales Hiring Customer Success Scale Retention 235

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+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

Scale 311

Scale Scaling Strategy Sales Hiring 311

SaaStr

NOVEMBER 24, 2020

Check out the low down on our sponsors for SaaStr Scale who are helping to make this event happen. Grab your seat for their 12:30 PM PST workshop on Scaling with Speed: How to Streamline Your Revenue Operations with Conga. Conga eliminates the business bottlenecks through their Digital Document Transformation solutions. Freshworks.

Scale 298

Scale Scaling Outsourced Development compliance 298

SaaStr

JANUARY 6, 2021

How do you scale a company based that can be collaborative for everyone in your org — from finance to marketing? When Howie first started the company, they made the commitment to make the product experience more intuitive without taking away from the elegance of the onboarding experience. On Category Creation.

Scale 281

Scale Software Review Scaling Sales Hiring 281

SaaStr

DECEMBER 7, 2021

Product-led scaling isn’t about growth hacking, and it can be challenging no matter where you’re starting. Rachel Wolan, Dropbox GM, shares wisdom from her years of experience in product-led scaling at Talkdesk, LiveRamp, and Dropbox to help you better scale your company. . What is Product-Led Scaling? 7 Lessons Learned.

Scale 290

Scale Scaling Growth Hacking Systems Review 290

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 121

Scale Entrepreneurship Scaling Underperforming Technical Team 121

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 278

Scale Sales Hiring Scaling Outsourced Development 278

SaaStr

JUNE 27, 2024

What does it take to scale a team from 2 to more than 1,100 people in just a few short years? In 2020, they still didn’t have a finished product until May, when they onboarded their first customer. When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. And it was true. She still works at Remote.

Scale 264

Scale Sales Hiring Scaling Sales Recruiting 264

SaaStr

DECEMBER 18, 2024

What do you recommend for scaling beyond a founder-led sales motion after attaining $1-2M ARR? ” Question #4: What do you recommend for scaling beyond a founder-led sales motion after attaining $1-2M ARR? If you’re good at sales, lean in there. The point is, go with your DNA.

Venture Capital 263

Venture Capital Scale Sales Hiring Startup 263

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 277

Scale Sales Hiring Scaling VP of Engineering 277

SaaStr

JUNE 22, 2021

This is a positive trajectory, but it presents a challenge for your customer success efforts: How can you scale your support and CS while still delivering a memorable, quality customer experience? According to the Totango report, 77% of respondents said that scale was their top challenge. Rapid Onboarding (The First Value).

Scale 283

Scale Customer Success Scaling Compensation 283

SaaStr

OCTOBER 30, 2024

75% of Customers Are Onboarded By Partners Partners don’t just matter in the enterprise. Agencies and other shops are repsonsible for onboarding a stunning 75% of all HubSpot customers. #2. Sales Hub, i.e 5 More Interesting Learnings then: #1.

SMB 317

SMB CTO Onboarding Scale 317

SaaStr

MAY 5, 2022

What are some of the foundational ways sales leaders can think about building their sales teams as their company continues to expand and grow? There’s no shortage of ways to tackle this challenge, but one thing is clear: build sales teams thoughtfully and intentionally. With scale, though, these priorities can change.

Scale 246

Scale Sales Hiring Scaling Sales 246

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 277

Scale Sales Hiring Sales Recruiting Scaling 277

SaaStr

DECEMBER 25, 2021

Here’s the advice they had to offer on scaling your SaaS company. Adam #18: Invest in a strong hiring and onboarding process from day one. Adam attributes the caliber of the people at Zapier to hiring and onboarding. It’s hard to re-engineer your business at scale. Zé #21: Create scrappy solutions that get you 80% there.

Scale 334

Scale Scaling Innovation Investment 334

SaaStr

DECEMBER 30, 2020

There’s a set of questions I get asked all the time: Should you pay sales reps on renewals? Should you pay sales reps on upsells a long time down the road? Should you pay sales reps on … ? I am a huge proponent of paying sales professionals well. You need to, to scale in SaaS. for the sales team.

Scale 315

Scale Sales Hiring Sales Churn 315

SaaStr

DECEMBER 22, 2022

Drata is the world’s most advanced security and compliance automation platform with the mission to help companies earn and keep the trust of their users, customers, partners, and prospects. At OnBoard , we believe board meetings should be informed, effective, and uncomplicated. Qwilr is the tool of choice for scaling B2B sales teams.

Scale 55

Scale Onboarding Government compliance 55

SaaStr

DECEMBER 11, 2024

AI-powered Customer Onboarding and Customer Support We’re seeing a lot of companies using either AI tools they built themselves or through 3rd-party AI SaaS vendors have success helping users understand a new behavior or use a product for the first time. What’s Currently Working in AI for SaaS 1.

AI Search 290

AI Search AI Artificial Intelligence B2B 290

SaaStr

MAY 4, 2025

Dear SaaStr: How will Ai Change Sales in The Next 12 Months? It’s already fundamentally remade the contact center and post-sales. And it’s just getting there in sales. This will take sales calls from 10% being great to 95% being great because the AI will always be prepared and accurate.

AI 162

AI Scale Sales SMB 162

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 164

Sales Hiring Scale Sales Onboarding 164

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 29, 2023

Naturally, demand is going to lead to a ton of supply. For Lattice, you maybe onboarded the company, set them up with goals, and do 1-on-1s with a manager to go through a quarter and get feedback. Think about the growth curve inflecting more at the top of the funnel with more leads. That’s unbelievable!

Scale 289

Scale Scaling Startup Sales Hiring 289

SaaStr

JULY 20, 2022

generate momentum, they will inevitably need to scale up. For whatever reason, the company is ready to exit startup status and prepare to scale-up. Dave Kellogg, Executive-In-Residence at Balderton Capital, breaks down the most common mistakes companies make when going from startup to scale-up. Be realistic in self-assessment.

Scale 261

Scale Technical Advisors Sales Hiring Technical Review 261

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 306

Scale SMB Sales Hiring Sales 306

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Q: What is the Future of Lead Generation, and How Do You Stand Out? People don’t do that today.

Scale 290

Scale Sales Hiring Sales Recruiting AI 290

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

FEBRUARY 15, 2022

E.g., Sales +Marketing Expenses < First Year ACV = Success ? But maybe not while you are scaling, you can often afford to invest more if you have funding. This is pretty much where most of us end up at, at scale. The sales team only brings in a minority of the lifetime revenue per customer. More on that below.

Scale 264

Scale Customer Success Sales Hiring Scaling 264