SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. ” This unexpected dynamic completely inverted their growth bottleneck – the constraint wasn’t generating demand or securing funding, but scaling the sales team fast enough to capture the overwhelming market opportunity.

Scale 185

Scale Sales Hiring Scaling Headcount 185

SaaStr

APRIL 19, 2025

Dear SaaStr: Should I Buy a Great “ com” At a Crazy Price or Just Stick What the “ ai” We Already Have? It was the right name for the company to scale and change an industry. But if youre scaling, have a growing customer base, or are aiming for a broader market, the.com can matter a lot. domain is fine.

AI 175

AI Pricing Banking Branding 175

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 162

Scale Scaling Outsourced Development Sales 162

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

SEPTEMBER 11, 2024

The PLG principles that are foundational to Lucid were defined, but what these customers needed was: An easy, fast path to user value Simple pricing and seamless expansion Widespread discoverability Lucid employs a freemium model, converting users to paid plans early on. Customers still needed simple pricing and seamless expansion.

Scale 307

Scale Scaling Sales Hiring compliance 307

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

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 261

Payment Solutions Inbound Sales Team Marketing Scale 261

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 277

Scale Sales Hiring Scaling Sales 277

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 300

Scale Scaling Underperforming Technical Team User Experience 300

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 315

Scale Finance Headcount Leadership 315

SaaStr

MAY 1, 2025

Have They Sold at Your Price Point? Make sure theyve sold at a similar price point before. But if you get it right, theyll help you scale to the next level. Leads are too precious in the early days to waste on someone you dont trust to clos. Selling a $100/month product is very different from selling a $100,000/year solution.

Sales Hiring 261

Sales Hiring Scale Sales Interviewing 261

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 329

AI Pricing Scale Scaling 329

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 120

Scale Entrepreneurship Scaling Underperforming Technical Team 120

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 261

AI Cybersecurity User Experience Scaling 261

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 339

Sales Hiring Pricing Scale Interviewing 339

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 284

AI Search AI Artificial Intelligence B2B 284

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 261

AI Artificial Intelligence ChatGPT Mobile 261

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 293

Revenue Scale Sales Hiring Compensation 293

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 290

Enterprise Pricing Cloud AI 290

Clouded Judgement

MARCH 28, 2025

Starting and scaling a software company was really hard. Starting and scaling a software company was really hard. If you wanted to scale users and growth, you needed to scale a physical data infrastructure footprint. ” This used to be how companies scaled! It wasn’t very elastic. What does this mean?

Cloud 299

Cloud AI Scale Scaling 299

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 284

Scale Scaling Startup Sales Hiring 284

SaaStr

APRIL 14, 2025

100+ scale-ups and start-ups showing you how they do it! With 1:1 Meet-a-VC matchmaking and curated sessions, youll have unparalleled access to the capital you need to scale. From seasoned founders to rising stars, every session is handpicked to deliver actionable insights and real-world strategies to help you scale faster.

VP of Engineering 204

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 204

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

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 259

AI Sales Hiring Pricing Scale 259

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

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 312

SMB CTO Onboarding Scale 312

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 208

Pricing Investment Scaling Management 208

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 293

Pricing Scale Startup Acquisition 293

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 175

compliance AI Scale SaaS 175

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 273

Scale Sales Hiring Scaling Revenue 273

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

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 259

Scale Scaling AWS Sales Hiring 259

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 274

Scale Scaling Sales Hiring Marketing 274

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