SaaStr

NOVEMBER 6, 2024

Revenue growth is up 21% overall, and subscription growth is up 33% — at almost $5 Billion in ARR. Raising Guidance and Growth Rate for Cloud Revenue To +24% a Year That’s pretty darn impressive growth at almost $5B in ARR, and just as importantly, they’re raising their prediction here. #2. Wall Street is happy.

Enterprise 290

Enterprise Pricing Cloud AI 290

SaaStr

NOVEMBER 8, 2024

AI SDRs have taken off more quickly than AI AEs (although personally, I suspect more value will be in AI SEs and AEs that can answer my deep product and pricing questions instantly, without games). But what about the more personal sales side? But is it working yet, these AI SDRs? 83% of you haven’t gotten anything from AI SDRs.

AI 326

AI B2B Engineering Customer Support 326

Tom Tunguz

JANUARY 4, 2022

With the summer of Defi behind us and a new year for web3, I wondered which categories of web3 startups generate the most revenue. L1s or blockchains, the public databases that record transactions, dominate the revenue share across the top projects producing 78% of revenue. Revenue Share. revenue share but 1.7%

Payments 364

Payments Revenue Payment Solutions Blockchain 364

Blulogix

OCTOBER 22, 2024

By BluLogix Team Complex Pricing Models: How BluLogix Simplifies UCaaS Monetization Summary: Managing complex pricing models is a major pain point for UCaaS companies. From seat-based pricing to consumption-based and hybrid models, keeping track of various offerings and ensuring transparency for customers can be challenging.

Pricing 110

Pricing B2B Subscription Payment Features 110

SaaStr

NOVEMBER 13, 2024

Just not as quickly as overall revenue growth. #4. A third of revenue is from outside the Americas. #5. But SMBs in the middle have become more cost and price-sensitive. #10. But it’s clear that it’s still in the investing phase, and increasing spend in sales & marketing. SMB Weaker. Some earlier, some later.

Scale 301

Scale SMB Scaling Enterprise 301

Sales Hacker

FEBRUARY 7, 2025

SaaS pricing isn’t static – it’s a living strategy that grows with your company. In this article we dive into a playbook for pricing across different stages of company growth, inspired by Geoffrey Moore’s Crossing the Chasm. Tiered pricing models emerge to address these differences.

Pricing 111

Pricing Scale SaaS Technical Review 111

Tom Tunguz

JUNE 23, 2024

We corrected the trailing 12 months’ revenue at the time of IPO for inflation & plotted the data. Before 2018, only one company IPOed with more than $200m in revenue. In fact, the median revenue at IPO at $90m. Today, the median revenue at IPO is $189m (corrected for inflation), more than double.

Revenue 308

Revenue Finance Trends Startup 308

SaaStr

OCTOBER 30, 2024

A Per Seat Model is Key to Expansion at HubSpot Long live per-seat pricing! It’s not always true that if you triple your product count, you triple your revenue. Yet, its $36k+ ARR customers are now 28% of its base, up from 15% in 2019. And a few other interesting learnings: #6. It still works, when it works. #7.

SMB 312

SMB CTO Onboarding Scale 312

Tom Tunguz

AUGUST 7, 2022

In the last decade, a software company’s revenue growth correlated most highly to its valuation multiple. But no relationship exists between the Nasdaq’s price level & multiples. Curiously, free-cash flow margin correlates to forward-revenue/EV multiples at -0.996. Growth Rate. FCF Margin. Ping Identity.

Acquisition 324

Acquisition Pricing Startup Software 324

Tom Tunguz

JULY 10, 2024

Pricing an AI product will be a defining question in software for the next few years. We can observe the market trends today across some of the larger SaaS companies who offer AI pricing. Company Product Base Price AI Price Ratio Github Github Enterprise 21 10 0.67 AI products offer productivity gains.

AI 276

AI Pricing Sales Hiring Strategy 276

SaaStr

MAY 22, 2024

And … 92% of its revenue is from subscriptions. Today, Gartner has now crossed $6 Billion in revenue, with a stunning $35 Billion market cap. Today, Gartner has now crossed $6 Billion in revenue, with a stunning $35 Billion market cap. 92% of Revenue is Recurring If you’ve bought Gartner research, you know this.

Revenue 292

Revenue Enterprise Cloud Pricing 292

USIO

MARCH 7, 2025

Integrated payment solutions offer a streamlined approach, helping businesses cut costs while boosting revenue. How Integrated Payments Drive Revenue Growth Enhancing Customer Experience A seamless, frictionless payment process improves customer satisfaction and retention.

Payments 130

Payments SaaS Payments Payment Solutions Payment Services 130

Clouded Judgement

NOVEMBER 18, 2024

As far as an expected timeline - typically companies launch their roadshow ~2-3 weeks after filing their initial S-1 (the roadshow launches with an updated S-1 that contains a price range). Today, we capture on average approximately 1% of our customers’ GTV as revenue from their subscription to and current usage of our products.

Benchmarks 299

Benchmarks Payments Payment Services SaaS Payments 299

SaaStr

MARCH 14, 2024

Billion in tracked revenue. Mobile Subscription Pricing is Flat, Not Up This is interesting. I suspect it’s because of the huge friction in mobile of moving beyond organic price points like $9.99 a month to pricing, especially for the existing base. #3. mobile apps, across 290,000,000 subscribers and $6.7

Mobile 320

Mobile Subscription Payment Features Pricing 320

SaaStr

OCTOBER 11, 2023

That’s not just pretty epic growth at almost $7 Billion in revenue, it’s one heck of a comeback. But a Smaller and Smaller Percentage of Revenue. Overall subscription solutions revenue is up just 21%, while payments and merchant solutions are up 35% — from a much, much larger base. #2. A tough transition.

Payments 293

Payments Merchant Services Revenue Payment Solutions 293

SaaStr

NOVEMBER 5, 2024

When you have just a few million in revenue, every marketing spend is stressful. The price for a booth is just a small part of the overall soft and hard costs. And is a booth even worth it at all? These are questions debated endlessly by founders and marketers … especially in the early stages. So should you go small, or go big?

Data 273

Data Pricing Revenue Marketing 273

SaaStr

MAY 27, 2022

On average, you got a 33%+ boost in revenue when you hired your first VP of Sales. Hire a great VP of Sales, and revenue goes up. 59% of you have raised prices this year. I think most of us have found our pricing is more elastic than we thought. You get on average 25%-30% of your revenue from outside North America.

Sales Hiring 339

Sales Hiring Pricing Scale Interviewing 339

Tom Tunguz

APRIL 9, 2025

Pricing is one of the most complex topics in software. Changing pricing is never simple. Join us for a candid conversation with Barr as she shares how Monte Carlo transitioned from ARR to daily revenue as the core operating metric for the business.

Revenue 130

Revenue Business Pricing Engineering 130

SaaStr

MARCH 23, 2024

Dear SaaStr: Why Do Most Entrepreneurs Under Price Their Offerings Initially? Yes, most of us at first under-price and then slowly raise prices as we gain confidence. A sales leader will be much better than you at maximizing the revenue per lead. But after that, you need some professionals. Often 2x better.

Pricing 284

Pricing Sales Revenue 284

Tom Tunguz

JULY 11, 2024

3x as productive as humans, which would parallel mechanical robots, how does a software company price? Building on yesterday’s post , pricing in software companies may change significantly when AI agents become the norm. This would be a significant increase in price, but the value of the software would be much higher.

AI 240

AI Pricing Software Compensation 240

SaaStr

APRIL 28, 2025

If a prospect asks about integrations, pricing details, or implementation requirements that you’re unsure about, you’ll simply ask your AI, and it will provide the perfect answer in real-time. It can handle pricing questions, objections, and proposals without emotional baggage or commission pressure.

AI 244

AI Underperforming Technical Team Sales Technical Review 244

SaaStr

MARCH 7, 2025

While other businesses with <$10M in revenue may need a true CFO because of their complexity. I do believe leaders can scale with a company and grow into roles of a bigger company, but I rarely see the finance leader of a $5M business being able to scale all the way to be the best leader of a $250M revenue company.

Scale 315

Scale Finance Headcount Leadership 315

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

SEPTEMBER 28, 2024

Kyle Norton CRO of Owner is kicking off a new podcast for Pavillion with revenue leaders, and we were lucky enough to be guest #001 here: It’s a great convo on many SaaStr themes — but from the perspective of a VP Sales / CRO. Never play the blame game As a revenue leader, it’s crucial we take accountability for sales performance.

Technical Review 298

Technical Review Sales Hiring Sales Recruiting Revenue 298

SaaStr

MARCH 8, 2024

With everything in AI moving so rapidly, what’s the best way to price Artificial Intelligence products or SaaS tools with custom AI features and integrations? So we asked the expert, Sandhya Hegde, General Partner at Unusual Ventures to share her best practices and trends for pricing and packaging AI products. Why is pricing so tricky?

AI 268

AI Artificial Intelligence Pricing SaaS 268

Tom Tunguz

AUGUST 22, 2023

Revenue grew 88% in a quarter, nearly doubling. The company’s pricing power at work : limited supply & increased demand pushes prices higher. If we needed another exclamation point on the tremendous growth opportunity, NVidia’s earnings punctuated the euphoria with gusto.

Pricing 246

Pricing AI Business Cloud 246

SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. Colin joined Wiz in February 2021 when the company was near zero revenue. Calendar density became both a lagging indicator of market interest and a leading indicator of potential revenue bottlenecks.

Scale 185

Scale Sales Hiring Scaling Headcount 185

SaaStr

APRIL 30, 2025

Churn and Expansion : For existing customers, analyze churn rates, upsell/cross-sell performance, and NRR (Net Revenue Retention). This includes contracts, pricing approvals, and any legal requirements. Focus on actionable insights and prioritize the areas that will have the biggest impact on revenue growth.

Technical Review 185

Technical Review Sales Forecasting AI 185

SaaStr

DECEMBER 15, 2024

How to Leverage Pricing and Packaging to Drive Revenue with Miro, Loom, OpenAI, and Splunk #3. How to Train Your Sales Leaders with Michelle Benfer, ex-CRO Bill and HubSpot The post Top SaaStr Posts and Vids of the Week: GitHub’s CRO, OpenAI on Pricing, A16Z on AI in SaaS, and More! appeared first on SaaStr.

AI 259

AI Sales Hiring Pricing Scale 259

Clouded Judgement

MARCH 28, 2025

To make this concrete - if a company got to say ~$25-50m in revenue (I’m making this number up, it’s just illustrative), someone else who is considering competing might be persuaded against it. By the time they got their competitor up and off the ground, that first mover may already be at $100m+ in revenue and at escape velocity.

Cloud 299

Cloud AI Scale Scaling 299

SaaStr

DECEMBER 27, 2024

Our revenue team went on to be the CROs of Brex, Rippling ,Gong, so many SaaS leaders, like 10 of them. Existing distribution channels: While startups are racing to build distribution, incumbents already have it However, the business model disruption around AI pricing remains a challenge for larger players to navigate.

AI 284

AI Marketing SaaS Interviewing 284

SaaStr

JULY 24, 2023

And when you have partial utility-based pricing like MongoDB does, you see the impact fast. 2 — New Workloads Are Only A Small Percentage Of Today’s Revenue, But Are The Majority Of Tomorrows. They milk the base, and the new customer account doesn’t remotely approach the new revenue growth rate. Revenue growth.

Revenue 245

Revenue Scale Sales Hiring Cloud 245