SaaStr

APRIL 30, 2025

ServiceTitan, the operating system for the trades, continues to scale impressively, with $772M in FY25 revenue, $800m+ ARR and a clear path to $1B ARR. It’s the vertical SaaS rocketship: $840m ARR Still growing a stunning 29% (!) Lesson for SaaS Founders : If youre in vertical SaaS, aim to be the OS for your niche.

Payments 144

Payments Payment Services SaaS Payments Payment Solutions 144

SaaStr

JUNE 19, 2024

$100M is the magic number all SaaS companies are trying to achieve. Bitly CEO Toby Gabriner and CPO Kelsey Stevenson share the three secret ingredients that helped them when scaling to $100M ARR and what they could have done differently. Bitly had an Enterprise sales-focused team. You might have to rebuild your marketing team.

Scale 300

Scale Scaling Underperforming Technical Team User Experience 300

SaaStr

SEPTEMBER 15, 2020

As a growing SaaS company, there is a lot to think about in a day: How is my ARR doing? And, when you do, do you even think about sale tax compliance? vary on how they handle sales tax and SaaS. It can be confusing to understand how and where you should charge sales tax. Are we delighting our costumes?

Payment Services 335

Payment Services compliance SaaS Payments Scale 335

SaaStr

JANUARY 5, 2022

In 2015, SaaS cloud-based content management tool Box went public. Especially with the coronavirus pandemic, Box—like many other SaaS companies—saw a decline in growth year over year. What you want in SaaS is big accounts you land and expand with. Improvements for a sales team and process are a ‘no finish line’ business.

Scale 301

Scale Scaling Sales Hiring Software Review 301

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. Prakash Raina, Co-Founder of Subskribe, and Leslie Hui, VP of Accounting Operations and Finance Transformation at Okta, break down the secrets to unifying SaaS teams, processes, and systems. Era 2, SaaS 2.0:

Scale 246

Scale Finance Sales Hiring Scaling 246

SaaStr

JANUARY 24, 2024

Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. From a GTM execution standpoint, they weren’t focused.

Scale 273

Scale Sales Hiring Scaling Revenue 273

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.

Scale 293

Scale Outsourcing Services Sales Hiring VP of Engineering 293

SaaStr

APRIL 15, 2025

I’ll dig in, but a really great deep dive with MongoDB’s head of sales ops here: Four Sales Compensation Tactics for Consumption-Based GTM with MongoDB’s SVP of Sales MongoDB us a blended commission model for their consumption-based GTM. Thats a disaster for your business. using 20 out of 25 features).

Scale 144

Scale Compensation Retention Churn 144

SaaStr

MAY 15, 2024

A lot of you reading SaaStr are probably more B2B SaaS oriented and may not be paying attention to the consumer market, but it’s already massive and is continuing to grow quickly. In this week’s Workshop Wednesday, RevenueCat CEO Jacob Eiting and Growth Advocate David Barnard share their annual State of Subscription Apps report with us.

Subscription 301

Subscription Payment Features B2B Mobile 301

SaaStr

APRIL 2, 2019

Karen Peacock, COO of Intercom, one of the fastest growing SaaS businesses of all time, has led businesses of all sizes through massive growth. I’m going to share with you my stories in growing and scaling businesses, SaaS companies from one million to 500 million in ARR. So this third one, this is classic disruption.

Scale 248

Scale Sales Hiring Scaling Strategy 248

SaaStr

MAY 12, 2022

Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model. The transition from a traditional SaaS-based model to a usage-based model fundamentally ?changes changes the key processes of your business.”.

Scale 261

Scale Payments SaaS Payments Payment Services 261

SaaStr

APRIL 20, 2020

The last thing anyone needs is another CRM, another invoicing app, another quoting tool, another recruiting app, etc. More here: If You Have 10 {Unaffiliated} Customers in SaaS — You Have Something. Because SaaS and recurring revenue compounds. But again, SaaS compounds. Don’t quit now. But you will.

Scale 362

Scale Payment Features Engineering Product Marketing 362

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. From a Go-To-Market perspective, Zapier uses a hybrid model that involves a combination of freemium offerings, subscription plans, and partnerships. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led?

Scale 317

Scale Sales Hiring Sales Marketing 317

SaaStr

MAY 8, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Average SaaS Leader Grows 54% … At $1 Billion in ARR. When to Go Multi-Product in SaaS. Unlocking Growth in the Internet Economy: a Perspective from Stripe Head of Invoicing, Suzanne Xie. Top Podcasts This Week: 1.

Scale 284

Scale Engineering Payment Features Sales 284

SaaStr

AUGUST 30, 2021

Indian SaaS hybrid super success stories. but with 3,800 of 4,300 employees in India, and customers spread across the globe — Freshworks is a great example of the future of SaaS. But even with SMBs, it’s the bigger ones that are driving growth at scale — 50% of ARR is now from customers with more than 250 employees.

Scale 361

Scale SMB Scaling Subscription 361

Stax

MARCH 18, 2025

The SaaS industry has seen explosive growth in the past decadeand this is expected to continue this year. Join the payments-led growth movement Sign up to keep up-to-date with the latest trends in payments, vertical SaaS, and technology from industry experts. Churn rate. Customer lifetime value.

Scale 117

Scale Payment Services Payments SaaS Payments 117

SaaStr

JUNE 7, 2019

With thousands of new startups emerging everyday and the average turnover rate for business applications trending at 39% annually, the SaaS industry couldn’t be more competitive. Despite the hyper competition, many SaaS providers take their organization’s payment processing experience for granted. Securing payments.

SaaS Payments 234

SaaS Payments Payment Services Payment Methods Payment Solutions 234

Sales Hacker

FEBRUARY 7, 2025

SaaS pricing isn’t static – it’s a living strategy that grows with your company. From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn.

Pricing 110

Pricing Scale SaaS Technical Review 110

SaaStock

JANUARY 25, 2019

The Latin American SaaS landscape is hustling and bustling, having seen more IPOs in the last 6 months than the previous 20 years combined. We will gather 300 leading SaaS founders, executives and investors for three days packed with opportunities and rich exchange of knowledge to push the whole ecosystem forward.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

MAY 22, 2022

The #1 Mistake I See Founders Make When They Hire Their First VP of Sales. SaaS Multiples Are At a 3+ Year Low. SaaStr 554: The Builders and Sellers Playbook: Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose. But the Cloud Remains on Fire. That Matters More. Where It Goes From Here.

Scale 300

Scale Sales Hiring Payment Features Marketing 300

SaaStr

FEBRUARY 15, 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. Metronome’s sophisticated billing and subscription management platform enables companies to easily manage and automate complex billing and invoicing processes.

Scale 284

Scale Software Review Payment Features AI 284

SaaStr

APRIL 1, 2022

We haven’t spent as much time on SaaS security companies in the 5 Interesting Learning series as perhaps we should have. 5 Interesting Learnings: #1, 16,000 customers at an average of $100,000 per customer — with a mix of inside sales, field sales, and free trials. But there’s so, so much growth there.

Scale 313

Scale Cloud Scaling Subscription 313

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 259

Scale Marketplace as a Service Cloud SaaS Payments 259

SaaStr

MAY 1, 2021

In scaling the cash-flow side of SaaS, there’s almost nothing more powerful than a nnual contracts combined with prepaid cash. Nothing is a bigger headache in a Fortune 500 company that having to go back to procurement every single month to get an invoice approved. And as a result, even more chose monthly subscriptions.

Payment Features 293

Payment Features Scale SMB Churn 293

SaaStr

JULY 20, 2024

The best SaaS companies Lightspeed has seen in their portfolio are maniacal about defining these key metrics and tracking them with specific targets in mind on a consistent basis. Work with Great Executive Recruiters ”The first time I saw an invoice for an executive search, I think I had a heart attack,” Shrav joked.

Sales Recruiting 299

Sales Recruiting Sales Hiring Scale Engineering 299

SaaStr

NOVEMBER 19, 2020

But, there are still many interesting things we can learn from Shopify, especially since it sells to so many SMBs, has been late to go upmarket, and combines a payments/fintech element with pure SaaS. Sales might want a tighter “gate” to convert to paid. Subscriptions can fuel payments and merchant revenue.

Payments 363

Payments Merchant Services Payment Solutions Scale 363

SaaStr

JUNE 5, 2020

Debt for SaaS companies done right is a gift. Few folks have more data than Nathan Latka and he offers up some insights on how to properly leverage up in SaaS. Geoffrey Moore calls this group the Late Majority and the Laggards in his book Crossing the Chasm , a secret bible for many SaaS CEO’s. . — ed.

Venture Capital 297

Venture Capital Technical Review SaaS Scale 297

SaaStr

DECEMBER 27, 2020

But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. Slow growth means a low multiple. It’s the secret to scaling effectively. This is fairly common as companies go more enterprise, and the sales team especially wants to limit the use of free accounts and pilots.

Scale 341

Scale Outsourced Development SMB Cloud 341

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

USIO

AUGUST 19, 2024

Simplify Subscription Payments with SaaS Solution Say goodbye to long, confusing, and costly payment processes. Say hello to efficiency and simplicity with advanced SaaS payment solutions for subscription services. Improved Payment Security : Security is a major concern in payment processing.

Payment Solutions 130

Payment Solutions SaaS Payments Payment Services Payments 130

SaaStr

MARCH 8, 2021

Q: What is a good model for SaaS product sales commission? The average package price is USD 500 for subscription/month. At the end of the day, most SaaS companies pay their reps all-in (base + bonus) from 20%-25% of what they close in total comp — base + bonus. That’s pretty do-able for inside sales.

Scale 233

Scale Sales Compensation Churn 233

FastSpring

MARCH 3, 2023

Most billing and subscription management solutions let you: Build various trial and subscription models (e.g., free or paid trial and usage-based or fixed price subscriptions). Manage active subscriptions (e.g., Send invoices and/or payment notifications. We take the lead on audits.

Payment Services 142

Payment Services Payment Features Merchant Services Payments 142

SaaStr

JUNE 28, 2021

This usually doesn’t happen in the very early days, when you just have a few employees and almost no real marketing or sales expense. Let’s take this example of a SaaS company doing really well at $100k MRR. You need some more room to experiment and make mistakes as you scale. Renewals take a few years to kick in.

Sales Hiring 329

Sales Hiring Scale Payment Features Finance 329

FastSpring

JANUARY 27, 2022

Small tweaks to your SaaS billing practices can make a huge impact on the customer experience. For example, Jon Torres — a digital marketing consultant specializing in SaaS commerce — noticed that, for some of his clients, refund requests spiked around renewal time. “It 7 growth hacks from the SaaS experts. Learn more here.

Merchant Services 146

Merchant Services Payment Services SaaS Payments Payment Solutions 146

SaaStr

NOVEMBER 2, 2022

But is Duolingo SaaS? Well, it’s SaaS-ish. The core product is very B2C, but the upgrade to paid has very SMB B2B metrics, and 80% of the revenue is subscription based. They have almost 40 million free users to get to their scale. #2. So it’s doing what Wall Street wants today. 5 Interesting Learnings: #1.

Scale 318

Scale B2C SMB B2B 318

SaaStr

AUGUST 21, 2024

Grew Restaurant Locations 29% Year-Over-Year to 120,000 Perhaps the most important metric at scale. Only 18% of Revenue From SaaS. Shopify and Bill both also get the majority of their revenue from financial fees and transaction fees, not software subscriptions. Restaurants have $1 Trillion in sales and are about 4% of the U.S.

Scale 301

Scale Payment Methods SaaS Payments Payment Solutions 301

SaaStr

MAY 15, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: SaaS Multiples Are At a 3+ Year Low. When to Go Multi-Product in SaaS. SaaStr 554: The Builders and Sellers Playbook: Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose. Where It Goes From Here.

Scale 272

Scale Sales Hiring Payment Features Marketing 272