FastSpring

JANUARY 23, 2025

If you own a SaaS or other digital product business such as a Slack plugin, Chrome extension, online publishing business, mobile app, or even a blog and youre looking to exit, you may have a lot of questions about how best to go about it. So I’ve worked in SaaS businesses that were fast growth. And I’ve done that.

Scale 112

Scale Entrepreneurship Scaling Underperforming Technical Team 112

SaaStr

APRIL 4, 2025

Companies can meet stringent quality requirements at a fraction of the cost of in-house teams, while accelerating their AI initiatives. Why It Matters : Customer support teams are drowning in tickets, with resolution times getting longer, not shorter. Why It Matters : Business users waste hours navigating complex SaaS UIs.

AI Search 175

AI Search AI Startup Scale 175

Stax

MARCH 16, 2025

That said, industry experts agree that your SaaS companys goal churn should be below 2%. As a SaaS business leader, reducing software user churn is an important part of maintaining your customer base and increasing revenue. TL;DR The average software industry churn rate is 14%, but SaaS companies should aim for under 2%.

Payment Solutions 88

Payment Solutions Software Review Churn SaaS Payments 88

SaaStr

JUNE 7, 2021

While it can be frightening to think differently, doing so has helped him make Veeva the biggest vertical SaaS success story of all time. If you don’t have tickets, lock in Early Bird pricing today and bring your team! That makes up about 35 percent of our revenue now. I was a software developer, a product person.

Sales Hiring 339

Sales Hiring Underperforming Technical Team SaaS Headcount 339

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. The bad news is it wasn’t driving the results they wanted.

Scale 273

Scale Sales Hiring Scaling Revenue 273

SaaStr

NOVEMBER 25, 2020

Both are two of the most impressive and inspiring public SaaS CEOs — but their products and companies couldn’t be more different. One was to get a sense of what the bar was to pull off a successful SaaS IPO these days (answer = oh man, very high). Do you have two sales teams? I wish I had some magic answers.

Underperforming Technical Team 356

Underperforming Technical Team Cloud Revenue Acquisition 356

Tom Tunguz

JANUARY 23, 2023

I’m watching public company earnings to identify early weaknesses in the software market. Azure ML revenue alone has increased more than 100 percent for five quarters in a row 4. Microsoft’s Ability to Cross-Sell its Suite is Driving Dominance in Many Categories GitHub is now home to 100 million developers.

Azure 252

Azure Underperforming Technical Team Machine Learning Artificial Intelligence 252

SaaStr

DECEMBER 13, 2024

At the closing AMA of SaaStr Annual, SaaStr CEO and Founder, Jason Lemkin shared candid insights about what’s really happening in SaaS today. In this Ask Me Anything Part 1, Lemkin answers the questions: What does SaaStr Annual attendee data tell us about the state of SaaS? Is outbound sales dead? Lets find out the answers.

Scale 273

Scale Sales Hiring Underperforming Technical Team Social Media 273

User Pilot

OCTOBER 19, 2024

What does customer satisfaction look like for SaaS businesses? Unlike traditional businesses, most SaaS businesses operate the subscription pricing model. As a result, satisfying customers is key to any success in SaaS. Satisfaction in SaaS, therefore, isn’t simply about developing a nice product and launching it in the market.

Business 111

Business Underperforming Technical Team Customer Lifetime Value Systems Review 111

SaaStr

JUNE 20, 2023

Everyone wants “multiple revenue streams”, even if that means doing none of them as well as they could if they focused. If a VP of Sales has a $500k+ OTE and a big team to manage, does it even make senses to sell courses on the side? I don’t wish to see more people in increasingly bad financial standing this year.

Underperforming Technical Team 322

Underperforming Technical Team Scale Sales Hiring Startup 322

SaaStr

JULY 10, 2021

So let’s take a look back to a deep dive with the CEOs on what they learned building their first senior teams: ———-. As a founder/CEO, building your first management team is something that you often lose sleep over. What makes you feel that you need to level up your management, set up your first management team?

Sales Hiring 261

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 261

SaaStr

JANUARY 29, 2023

Basically all of the SaaS CEOs/founders I know of have made at least one terrible VP+ level hire. Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really great VPS can do for you, and how a poor one can wreck your company, coming). Sometimes it’s VP Marketing.

Sales Hiring 336

Sales Hiring Scale Underperforming Technical Team Startup 336

SaaStr

OCTOBER 24, 2022

Developers act, think, and behave differently than your average customer. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Developers haven’t typically been the buyers in enterprise software, so why should you build for developers?

Outsourced Development 210

Outsourced Development Underperforming Technical Team Development Part-Time VPE 210

SaaStr

JULY 1, 2021

Dropbox just hit one billion dollars in annual revenue. What’s the secret to SaaS success at YCombinator? Sam : We’re going to talk today about a lot of topics, but the general theme is, what’s the difference between good and great SaaS companies? Getting the team right is so key here. TRANSCRIPT.

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

SaaStr

MARCH 22, 2024

The path to Cheif Revenue Officer (CRO) is different for many people. Tracy Young , CEO and co-founder at TigerEye, sits down with three CROs to talk about how they navigated the journey to revenue leader. Different Pathways to CRO For Jane Kim, former CRO of CircleCl,, she used to work in finance before transitioning to SaaS.

Scale 300

Scale Underperforming Technical Team SMB Finance 300

SaaStr

JULY 12, 2022

Make the revenue recur, I’m interested. Then, we have this community in SaaS — SaaStr. up that is sub one million in recurring revenue? Generally, what happens is 95 percent of us SaaS founders, while we may have done some sales in our career, we’re not formally trained in sales. That’s all I do.

Sales Hiring 284

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 284

SaaStr

DECEMBER 14, 2020

Eventually, you’ll figure out how to get better at closing “all the seats”, all the revenue, up front. More on that here: The $2 Million Dollar Man/Woman: How to Think About Scaling Your Customer Success Team. More on that here: Two SaaS Metrics That Actually Don’t Matter That Much: Absolute Churn and Sales Cycles. A lot more.

Scale 307

Scale Sales Hiring Underperforming Technical Team Point of Sale 307

SaaStr

APRIL 5, 2021

Hmmmm … well, to me, that’s not a bad place to be once a space, a category, gets to $100m+. But that’s not Disruption — in SaaS at least. Sometimes in SaaS, there are natural monopolies. But more often, SaaS categories with significant complexity in workflows and features end up in natural oligopolies.

Scale 294

Scale Sales Recruiting Underperforming Technical Team Pricing 294

SaaStr

APRIL 30, 2022

Average Revenue per Customer. So the first question is what made SaaS so successful. If you kind of that question, thinking about the stakeholders and the decisions and companies of using SaaS products, there’s kind of three types. Customers love SaaS products and tools because it simply works. MRR, obviously.

SaaS Payments 246

SaaS Payments Metrics Payment Methods Scale 246

SaaStr

DECEMBER 29, 2022

At Maxio , we help B2B SaaS companies unlock their next stage of growth. Our financial operations platform is designed to meet the unique financial challenges of B2B SaaS, including billing, subscription management, revenue and expense recognition, and SaaS analytics. Instant live customer conversations! With over $1.5B

Scale 272

Scale Underperforming Technical Team B2B AI 272

SaaStr

JULY 29, 2019

It got a lot of engagement from the SaaS veterans out there, so I thought it would be worth digging in more on each point: Regrets are different than mistakes. The flip side of recurring revenue is you will later regret things that you could have done earlier to help, that were sort of obvious, that would have helped more of it recur.

Sales Hiring 230

Sales Hiring Venture Capital Scale SaaS 230

SaaStr

JUNE 21, 2023

After three months, this talented guy came to Harbaugh with the recognition that LaunchDarkly’s customers were developers. He didn’t like to sell to developers, so he quit. because they needed to rebuild the sales team. They rebuilt the sales team and closed some big deals. And it was true.

Sales Recruiting 293

Sales Recruiting Sales Hiring Underperforming Technical Team Pricing 293

FastSpring

APRIL 26, 2022

Last week, I canceled an annual SaaS subscription (I had three weeks left until renewal). In the language of SaaS, I churned. In part two, we’ll cover five churn-prevention strategies that have been successful in other SaaS businesses. Part I: SaaS Churn Benchmarks. Is There an Ideal Churn Rate for SaaS?

Benchmarks 147

Benchmarks Churn Payments SaaS Payments 147

SaaStr

NOVEMBER 1, 2022

Sequoia Capital’s India arm put together a terrific summary of all their learnings about SaaS and Cloud from SaaStr Annual this year. They also did an A+ session at Annual with several top India SaaS founders, which you can catch below! Here’s 22 of the most relevant takeaways for India’s SaaS ecosystem.

Scale 293

Scale Sales Hiring Underperforming Technical Team Cybersecurity 293

Sales Hacker

AUGUST 7, 2024

He previously built the pre and post sales solutions team at mParticle from zero to supporting hundreds of enterprise customers. Is there a lot of internal or customer work that needs to be done or managed by your team? As the lens of efficiency is further applied in SaaS, Customer Success is coming under greater scrutiny.

Underperforming Technical Team 122

Underperforming Technical Team Technical Review Sales Hiring Scale 122

Subscription Flow

OCTOBER 2, 2024

In simple terms, revenue leakage means that a business is unable to collect a 100% of its earned income. There is always a small percentage of income that gets ‘leaked out’, causing revenue loss. Revenue leakage is that amount of money from your customers which gets processed, but which does not end up in your account.

Payments 105

Payments Payment Features Payment Services Payment Solutions 105

User Pilot

DECEMBER 31, 2024

You get something that truly works for you, and we get to connect with people who value what we offer and have the potential to become power users (and sources of sustainable revenue!). In fact, it was first created as an analytics tool, and only in recent years has it also developed an engagement suite. The alternative?

Technical Review 105

Technical Review Underperforming Technical Team Software Review Onboarding 105

SaaStr

JULY 15, 2022

So how feasible do you think that works for a typical B2B SaaS business that probably our user-base is not too knowledgeable about [inaudible] on the internet for something specific in their day-to-day use case? Jason Lemkin: But usually your teams can’t do that. This always works. If you do Salesforce, try to do Pipedrive.

Scale 293

Scale Outsourcing Services Sales Hiring VP of Engineering 293

SaaStr

JANUARY 12, 2023

Management teams must determine how to thrive in a downturn to position their businesses for profitable growth. Companies that operate above 40% revenue growth rate and profit margin stand to generate a sustainable profit, while those operating below 40% may have cash flow or liquidity issues. . “It’s

Consulting 49

Consulting Underperforming Technical Team Management Marketing 49

Blulogix

NOVEMBER 20, 2024

By BluLogix Team Best Practices for Revenue Management What are the best practices for effective revenue management to support growth and profitability? Schedule a demo with a BluLogix billing expert today and take the first step towards revolutionizing your revenue management.

Revenue 52

Revenue Management Underperforming Technical Team compliance 52

Incredo

NOVEMBER 21, 2019

Precisely – about SaaS affiliate programs… SaaS partner programs entice both software providers and affiliate partners for various reasons: 1) SaaS products are usually low-cost. So SaaS affiliate marketing partners have a huge audience to convince and convert. 5) Everyone minds his own business.

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

SaaStr

JUNE 21, 2024

These nine sales concepts, when done correctly, will greatly improve your sales and sales teams. #1: Most people think you need to hire more salespeople in a demand-poor environment. Demand-poor environments lead to problems like: Sales reps clinging on to opportunities for too long. That’s the wrong answer.

Sales Recruiting 290

Sales Recruiting Sales Hiring Scale Outsourced Development 290

SaaStr

JUNE 13, 2024

Over the last 20 years, SaaS companies have become hyper-specialized with very specific roles. Every week, there are significant new developments in tech. They’re a revenue AI company aiming to increase revenue and sales productivity. Classic B2B SaaS Last Year vs. Summer ‘24 Where are we today? At Gong, yes.

Scale 306

Scale AI Sales Underperforming Technical Team 306

Intercom, Inc.

APRIL 4, 2019

The fastest growing software companies in recent years all have something in common – they started with little to no sales team. Yes, Slack started off with no sales team. Yes, Dropbox started off with no traditional sales team. It’s become apparent that for hypergrowth SaaS startups today, there are two distinct phases.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

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. Self-service sales model This is when customers explore and experience your product independently without needing hands-on help from your sales team. Heres a breakdown of each: 1.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

SaaStr

JULY 11, 2023

What’s Actually Working For SaaS PR In 2023 … And What Isn’t Back when Jason wrote his SaaS founders’ guide to PR , he put out one of the most tangible and pragmatic guides to what makes hiring a PR firm truly worth it. What it does is give your company a bad name. It helps build morale for the team.

Social Media 201

Social Media SaaS Underperforming Technical Team Headcount 201

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. I considered the four companies and chose Gorgias based on my experience with their team during the interview process. 7 Tips to get 7,000 Customers. It seemed like the best investment! .

Scale 284

Scale Sales Hiring Sales Underperforming Technical Team 284