SaaStr

MARCH 8, 2025

In 2014, Atiyah co-founded Parabus, a consumer-focused startup that automatically secured refunds when prices dropped on online purchases. ” This framework can be applied across every aspect of building and scaling a company: 1. “These individuals scale with the company and can grow into 10x performers.”

CTO Hire 204

CTO Hire CTO Coach Scale CTO 204

SaaStr

FEBRUARY 3, 2025

The Enterprise Pricing Journey Is All About Unbundling Stripe learned this the hard way. pricing was brilliant for SMBs but completely wrong for enterprise. They came to SaaStr Annual to share what theyve learned about making the move to go more enterprise actually work. You have to go all in.” Their famous 2.9% + $0.30

Scale 266

Scale SMB Enterprise Enterprise readiness 266

SaaStr

FEBRUARY 10, 2025

The company’s pricing structure, centered around $10,000 average contract values (ACVs), created a problematic middle ground – too expensive for small and medium-sized businesses but not substantial enough to support a partner channel strategy effectively.

Scale 159

Scale Scaling Outsourced Development Sales 159

SaaStr

FEBRUARY 14, 2025

What does it take to build and scale a vertical SaaS giant over two decades? From surviving economic downturns to scaling into a multi-product enterprise serving millions, Procores story is a masterclass in vertical SaaS excellence.

Scale 278

Scale Construction SaaS AI 278

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

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 248

Construction Scale SaaS Travel 248

SaaStr

NOVEMBER 28, 2024

It’s just hard to get most vertical SaaS start-ups to scale if they can’t get to a $10k ACV. The good news is, you can support these price points effectively with a very efficient inbound sales team, and/or a mix of self-serve and sales-led. At two different price points. To me, $10k is the firewall.

Payment Solutions 258

Payment Solutions Inbound Sales Team Marketing Scale 258

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? PST, Laura Connell, Partner at Atomico, shares how to scale beyond founder-led sales on your path to Series B. Early first-hand knowledge leads to rapid fixes to the product, pricing, and packaging.

Scale 271

Scale Sales Hiring Scaling Sales 271

SaaStr

MARCH 7, 2025

And the scope might be even larger at an earlier stage company, but the scope/importance of most of these responsibilities dramatically increase as a company scales. As a company scales, founders/CEOs need to determine if their current finance leader is still meeting the needs of the business or if the role has outgrown them.

Scale 309

Scale Finance Headcount Leadership 309

SaaStr

SEPTEMBER 15, 2024

Cheat codes for building and scaling to $400m with Howard Lerman of Yext and Roam Howard founded Yext and took it to IPO and $400m+ ARR and is doing it again with Roam. If you want to catch up, these are 5 great ones: #1. 9 Easy Sales Concepts People Get Wrong with Sam Blond A classic. You’re probably making these mistakes.

AI 326

AI Pricing Scale Scaling 326

SaaStr

JUNE 19, 2024

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. Expand pricing and packaging. Pricing and Packaging Can Fuel or Kill Monetization Bitly’s online channel was relatively young, launching in 2019.

Scale 294

Scale Scaling Underperforming Technical Team User Experience 294

SaaStr

JANUARY 17, 2025

At SaaStr Annual’s AI Summit, we asked product leaders from some of the fastest-growing SaaS companies to share their insights on navigating the AI revolution while scaling multi-product strategies.

AI 258

AI Cybersecurity User Experience Scaling 258

SaaStr

MAY 27, 2022

59% of you have raised prices this year. I think most of us have found our pricing is more elastic than we thought. The related question then becomes do you raise prices on existing customers — or just new customers? In the scaling phase, I vote for leaving existing customers be. #9. Outbound always works.

Sales Hiring 336

Sales Hiring Pricing Scale Interviewing 336

SaaStr

DECEMBER 11, 2024

Pricing and Monetization The industry hasn’t yet settled on a dominant pricing model for AI capabilities, making this an area of ongoing experimentation.

AI Search 278

AI Search AI Artificial Intelligence B2B 278

SaaStr

FEBRUARY 25, 2025

Screenshot What doesnt work nearly as well today: Endless generic outbound emails Low energy digital events Break-up emails 2021 SEO strategies 2021 mass-scale content strategies (1000s of pages of content) Spending all day on LinkedIn Most press and most basic PR strategies Customer Success teams that are just there to upsell and not help.

AI 262

AI Scale Social Media Generative AI 262

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. Pricing is really difficult, so these athletes are complex. So the pricing… Jesse Paliotto (17:59) interesting. That’s now a billion dollar company. The category is different.

Scale 112

Scale Entrepreneurship Scaling Underperforming Technical Team 112

SaaStr

NOVEMBER 7, 2024

The price for inference has massively plummeted this year, so you have more powerful models to build into your application, and they cost less every time you use them. So you can do the math on how serious that is that we’ll be scaling up now to gigawatt data centers. You do pay however pay for inference.

AI 258

AI Artificial Intelligence ChatGPT Mobile 258

SaaStr

JANUARY 8, 2025

As Checkr follows usage-based pricing, it’s a transactional business that needs to be managed differently than a typical subscription SaaS model since they only earn revenue when the customer is using the product. Strengthening the pre and post-sales process ensures a better long-term solution fit.

Revenue 286

Revenue Scale Sales Hiring Compensation 286

SaaStr

NOVEMBER 6, 2024

Seat Expansion Driving Growth, Along with Cross-Sell of New Products Long live per-seat models and pricing! A Big AI Push, But Being Very Conservative on Consumption Pricing For now, Atlassian is sticking mainly to per-seat pricing. It’s split 50/50 at Atlassian. #5. And a few other interesting leanings: #6. $10k+

Enterprise 283

Enterprise Pricing Cloud AI 283

SaaStr

SEPTEMBER 29, 2023

There are advantages beyond higher pricing, with higher pricing being the smallest advantage. With the second product, Lattice had a higher price point per customer, which everyone expects, but it doesn’t always happen. But when they pulled it open, only 20% of the lift was explained by higher pricing.

Scale 278

Scale Scaling Startup Sales Hiring 278

SaaStr

AUGUST 23, 2023

Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market? The simplest answer is usually to copy the pricing from the closest public company or other break-out leader you can find that is vaguely similar. I guessed the pricing almost immediately. That everyone knows, and knows the price points of. I’ve lived it.

Pricing 245

Pricing B2B Scale Marketing 245

SaaStr

MARCH 26, 2024

In it, we cover the SaaS community’s most pressing questions about Artificial Intelligence (AI), pricing, efficiency, and funding. Today, folks seem to be launching fewer features, ratcheting prices, and digging into the existing customer base. “If When you’re mature, raising prices by $1 might make sense.

AI 292

AI Pricing Artificial Intelligence Scale 292

SaaStr

JANUARY 23, 2025

If both succeed, you’re ready to scale. Land One Strategic Enterprise Logo Early You don’t need to wait until you have every enterprise feature to land your first major logo. If one does and one doesn’t, you know it’s the person not the motion. Map out all stakeholders and their motivations early.

Enterprise 244

Enterprise Sales Hiring Scale Outsourced Development 244

SaaStr

DECEMBER 15, 2024

83% Percent of You Havent Gotten AI SDRs to Work Yet Top Vids and Pods: #1: “How to Successfully Bring AI Products to Market at Scale with GitHubs CRO” #2. How to Leverage Pricing and Packaging to Drive Revenue with Miro, Loom, OpenAI, and Splunk #3. But Also Quit Faster. #5. appeared first on SaaStr.

AI 256

AI Sales Hiring Pricing Scale 256

SaaStr

OCTOBER 30, 2024

A Per Seat Model is Key to Expansion at HubSpot Long live per-seat pricing! 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. 3+ Product (Hub) Customers Worth 2.7x

SMB 306

SMB CTO Onboarding Scale 306

SaaStr

JULY 24, 2023

So price increases have been the name of the game in SaaS for the past 12 months, in many (not all) cases to help make up for slowing growth: Zendesk up 16% Salesforce up 9% Google Workspace up 20% HubSpot up 12% Webflow up 16% Shopify up 33% Slack up 10% And some of them like Slack and Salesforce hadn’t raised list prices in quite some time.

Pricing 246

Pricing Software Review Churn SaaS 246

SaaStr

MARCH 8, 2025

They often tell you to raise at the highest price irrespective of investor quality or ability to support the company later. But dilution is often the price of scaling. Its usually not wrong, its just often, so, so biased: Accelerators view VCs as fungible. Is this the right advice? Seed investors worry about dilution.

Pricing 201

Pricing Investment Scaling Management 201

SaaStr

MARCH 29, 2024

In that case, sometimes, if a startup is at least at scale, say $10m+ ARR, and knows the market and customers, a BigCo will still buy them at a multiple more appropriate for a startup growing far faster. The post Can You Still Get Acquired for a Decent Price if Growth Has Slowed or Even Stopped? But sometimes.

Pricing 286

Pricing Scale Startup Acquisition 286

SaaStr

FEBRUARY 6, 2025

As more SaaS companies rush to embed AI across their stack – from code generation to sales automation – the risks are scaling even faster than the benefits. It’s about getting your documentation right before you scale. It’s becoming the price of admission for serious SaaS companies using AI. No protocol.

compliance 170

compliance AI Scale SaaS 170

SaaStr

OCTOBER 16, 2024

Salesforce is doing it, Zendesk and Intercom are all doing it at scale. Everyone is going to have a pricing page, check the box, function app, and feature parity on everything that is AI and B2B, everyone. It’s parity, you have to find a way to do it. It’s parity, and it’s already happened in B2B.

Sales Hiring 312

Sales Hiring Scale AI SaaS 312

SaaStr

MAY 10, 2024

At this week’s Workshop Wednesday, Lucas Price, former SVP of Sales at Zipwhip and founder and CEO at Yardstick, shares his insights on how to hire and build a high-performing sales team. You can’t keep sending people through interviews when building an efficient scaling process. The fifth and sixth rarely change anything.

Sales Hiring 245

Sales Hiring Scale Sales Interviewing 245

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. While it may seem smart when you have five or fewer salespeople to sell anything and everything between $3k and $100k, that won’t scale. Attune sellers for one or the other. The result?

Scale 268

Scale Sales Hiring Scaling Revenue 268

SaaStr

APRIL 7, 2025

and slides here: The Scale is Mind-Blowing, And Radically Accelerating As Sam Altman noted, ChatGPT went from 1 million users in 5 days to 1 million users in an hour. It’s about doing things at a scale where there’s simply no human alternative. The Price/Value Equation is Insane The economics of AI tools are mind-blowing.

AI 207

AI B2B ChatGPT Scale 207

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks.

Scale 255

Scale Scaling AWS Sales Hiring 255

SaaStr

FEBRUARY 1, 2022

And that challenge some of your assumptions on how to scale. This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Word-of-mouth can scale forever. And it’s the true magic in scaling SMB SaaS.

Scale 363

Scale SMB SaaS Scaling 363

SaaStr

FEBRUARY 1, 2024

As companies scale, they evolve, so how should marketing evolve accordingly to add maximum value? PST, Kady shares the ten things that change in marketing as you scale. PST, Kady shares the ten things that change in marketing as you scale. The reality is that a lot of things change as we scale. The answer isn’t simple.

Scale 268

Scale Scaling Sales Hiring Marketing 268