SaaStr

OCTOBER 18, 2024

I bootstrapped ZoomInfo to 25 million in revenue. You can talk about the roadmap or sales strategy until you’re blue in the face, but if you don’t have the team to do it at scale, there’s no point in talking a ‘big game.’ “You’re hiring a new VP of sales and you’re on your 20th interview.

Sales Recruiting 305

Sales Recruiting Sales Hiring Scale AI 305

SaaStr

JANUARY 16, 2025

Workato’s SVP of Embedded Sales and Director of Solutions Marketing joined us at SaaStr Annual to talk about how to nurture customers — a great topic in general, but especially for embedded sales and APIs that can take a while to scale. The Second Most Important SaaS Hire? Customer Success. But the results?

Sales Hiring 246

Sales Hiring Scale Sales Churn 246

SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. His view is your sales team teaches your customers how to get value out of your product.

Scale 176

Scale Sales Hiring Scaling Revenue 176

SaaStr

MARCH 7, 2025

It begs the question: is the sales and revenue acceleration space back? It shows budget remains in the sales acceleration space where and when its earned. But while its the best of times for many new, disruptive players in AI in B2B, its a bit early to see how big a boost it gives overall to the revenue management.

Engagement 219

Engagement Sales AI B2B 219

FastSpring

JANUARY 9, 2025

That said, you might be wondering what strategies work within the confines of today’s rules and if it’s even possible to earn 50% or more of your game’s revenue through D2C. Why these strategies actually can result in >50% revenue coming from D2C. I’m your host, David Vogelpohl.

Payments 164

Payments Mobile Payment Methods Revenue 164

SaaStr

JANUARY 2, 2025

Have we lost interest in investing in the human side of sales? Not in hiring sales execs themselves, but in giving them more tools to be more efficient. AI has hardly rendered the sales professional obsolete. Salesforce itself is hiring 2,000 sales execs this year to sell its AI platform, AgentForce. Not yet, at least.

Sales Hiring 329

Sales Hiring Scale Headcount AI 329

SaaStr

NOVEMBER 8, 2024

So clearly AI is rapidly changing the way we do sales, but how will it all shake out? Over in the contact center and post-sales space, we can already see 20%+ of customer support execs been routinely replaced by AI. But what about the more personal sales side? 83% of you haven’t gotten anything from AI SDRs.

AI 326

AI B2B Engineering Customer Support 326

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

Tom Tunguz

FEBRUARY 26, 2025

They prioritize revenue growth, market share and profit maximization differently. Maximization (Revenue Growth) - maximize revenue growth in the short term. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale.

SaaS Payments 273

SaaS Payments Pricing Strategy Scale 273

SaaStr

MARCH 13, 2025

Dear SaaStr: Should I Let My VP of Sales Go? All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle. All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle.

Sales Hiring 168

Sales Hiring Scale Sales Onboarding 168

Clouded Judgement

NOVEMBER 18, 2024

We land with our Core product, which offers a base-level functionality across all key workflows, including call tracking, scheduling, dispatching, end-customer communications, marketing automation, estimating, job costing, sales, inventory and payroll integration.

Benchmarks 299

Benchmarks Payments Payment Services SaaS Payments 299

USIO

JULY 1, 2024

In the competitive world of Software as a Service (SaaS), generating recurring revenue is essential for sustainable growth. While many strategies involve significant investments in marketing, sales, and technology, there are also effective methods to boost recurring revenue that require minimal financial outlay.

Payments 306

Payments SaaS Payments Payment Solutions Payment Services 306

SaaStr

MARCH 13, 2025

The Rise of “Experimental Revenue” Here’s what’s fascinating: we’re seeing something entirely new in the AI space – what I’ll call “Experimental Revenue.” Because the market is moving too fast for traditional enterprise sales cycles. What’s Really Different?

AI 273

AI Scale Artificial Intelligence Startup 273

Payrix

NOVEMBER 13, 2024

Meet some of our experts driving this shift for our software partners and see how Embedded Finance can enhance your platform’s revenue, customer loyalty, and growth potential. SaaS businesses that embed financial products are seeing a 2-5x revenue increase per user.

Payments 130

Payments Finance Payment Solutions SaaS Payments 130

SaaStr

OCTOBER 16, 2024

6 billion of new revenue per year. AI has ripped through categories like the post-sales space and customer support centers. You see this first point viscerally if you’re involved in post-sales or support. Sales is beginning to promise this. But you have to grow revenue faster than headcount. Samsara is an epic one.

Sales Hiring 317

Sales Hiring Scale AI SaaS 317

SaaStr

NOVEMBER 13, 2024

But it’s clear that it’s still in the investing phase, and increasing spend in sales & marketing. Just not as quickly as overall revenue growth. #4. A third of revenue is from outside the Americas. #5.

Scale 301

Scale SMB Scaling Enterprise 301

SaaStr

FEBRUARY 3, 2025

But watch out – this is a major undertaking that touches product, engineering, sales, and finance. In 2019, top SaaS companies spent 50-55% of revenue on sales and marketing. You have to go all in.” The Metrics That Matter Have Changed Dramatically The “growth at all costs” era is dead.

Scale 272

Scale SMB Enterprise Enterprise readiness 272

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. About $1m Quotas for 5,000 Sales Reps Gartner is split into two divisions, and interestingly, both have quotas of about $1m per rep. #2. Gartner’s research does. #4.

Revenue 292

Revenue Enterprise Cloud Pricing 292

SaaStr

OCTOBER 16, 2024

Even With a Big Enterprise Push for Years, 60% of Revenue Still From Mid-Market and SMB RingCentral closed 20 $1M+ TCV deals last quarter. of revenue in 2021 to 15.7% 16,000 Channel Partners A very large percent of RingCentral’s revenue comes from the channel. Fast forward to today, it’s at: $2.43

Scale 284

Scale SMB Compensation Cloud 284

SaaStr

JUNE 26, 2023

Some examples: HubSpot gets 54% of its revenue from outside the U.S. Asana gets 39% of its revenue from outside the U.S. Monday gets 47% of its revenue from outside the U.S. Zendesk gets 49% of its revenue from outside the U.S., The top quartile have 28% of their revenue from EMEA/Europa, and the median is 19%.

Sales Hiring 353

Sales Hiring Revenue SaaS Scale 353

SaaStr

OCTOBER 30, 2024

Sales Hub, i.e Sales Hub, Growing Almost Twice as Fast as Marketing Hub HubSpot really has become a CRM company even more than a marketing one. It’s not always true that if you triple your product count, you triple your revenue. 5 More Interesting Learnings then: #1. Although they are of course highly linked. #3.

SMB 312

SMB CTO Onboarding Scale 312

SaaStr

NOVEMBER 21, 2024

Just had a check-in call with a $50k a year vendor we use for SaaStr They sent a new sales rep to call who didn't know the account They just walked through a deck with data they didn't collect or know That we'd already read What a waste of everyone's time The Death of the… — Jason ✨????SaaStr

Customer Success 312

Customer Success Revenue Sales Data 312

SaaStr

DECEMBER 26, 2024

Gong has its 2025 State of Revenue out. That ties to our overall rough sales cycle data here: Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? You can grab it here. In general, the report ties to what were seeing everywhere in SaaS. Were ending the year in general with stronger growth that the prior year.

Scale 284

Scale Benchmarks B2B Enterprise 284

SaaStr

SEPTEMBER 29, 2024

Dear SaaStr: How Do I Set the Revenue Goals for Next Year? I try to model 3 overall plans for the year: C-90, C-60, and C-10 , not just for the sales team, but the whole company. Then, from that, figure out quotas that are realistic, that at least 60% of the sales team can hit. A plan I as CEO/founder/etc.

Revenue 279

Revenue Banking Sales Marketing 279

SaaStr

DECEMBER 29, 2024

Top Posts of the Week: #1: Salesforce: Actually Were Going to Hire 2,000 Sales Execs Now To Sell AI #2: Gong: $100k Deals Take About 70 Days to Close #3: Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home. #4:

AI 284

AI Sales Hiring Pricing Development 284

SaaStr

AUGUST 17, 2024

Dear SaaStr: Does It Make Sense to Have Post-Sales Functions Report into Sales? In theory, why not let sales “keep” the customer longer? Even if having a CRO own post-sales and CS is becoming much more common these days. A “true” VP of Sales often wants nothing more to do with a customer after a deal closes.

Sales Hiring 318

Sales Hiring Sales Customer Success Revenue 318

SaaStr

MARCH 15, 2025

It’s live on SaaStr.com itself and you can also access it here and talk to AI Jason about any of 1000s and 1000s of B2B, sales, SaaS, VC, etc. Here are some of the top ones: “How My VP, Sales Doubled Our Sales in 90 Days. Here are some of the top ones: “How My VP, Sales Doubled Our Sales in 90 Days.

Sales Hiring 258

Sales Hiring AI Scale Compensation 258

SaaStr

FEBRUARY 10, 2025

From Sales-Led to Product-Led: How Apollo.io 25x’d Revenue and Crossed $100M ARR Apollo.io, an all-in-one go-to-market platform, underwent a significant transformation in its business model that led to remarkable growth. They shifted to a fully self-service model, moving away from the traditional sales-driven approach.

Scale 162

Scale Scaling Outsourced Development Sales 162

SaaStr

AUGUST 5, 2024

How do you leverage your customer success team to drive revenue growth? Hook’s Head of Customer, Natasha Evans, took the stage at SaaStr Europa to discuss the three things leaders should focus on to fuel revenue growth. It will help drive revenue growth, which is the name of the game. That’s how you drive alignment.

Scale 284

Scale Customer Success Scaling Revenue 284

Blulogix

NOVEMBER 6, 2024

By BluLogix Team Predicting Revenue Across Different Timeframes Predicting Revenue Across Different Timeframes Successful financial planning requires an understanding of revenue across multiple timeframes —monthly, quarterly, and annually. This agility helps businesses stay competitive in a fast-paced market.

Revenue 105

Revenue Investment Trends Strategy 105