SaaStr

MARCH 1, 2025

And CEO David McJannet came to SaaStr Annual a little ways back to share his top scaling learnings. CEO Dave McJannet shared his systemic approach to scaling companies through distinct growth phases. The best leaders have experience with both startups and scale to navigate the in-between. 30-100M: Scaling phase.

Scale 179

Scale Systems Review Scaling Leadership 179

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. He now serves as President of Sublime Security. This approach required immense trust from the CEO to invest millions ahead of proven results.

Scale 179

Scale Sales Hiring Scaling Headcount 179

SaaStr

NOVEMBER 13, 2024

Klaviyo dominates marketing in the Shopify ecosystem and in ecommerce, and just keeps on scaling. Just not as quickly as overall revenue growth. #4. A third of revenue is from outside the Americas. #5. So the latest SaaS leader to cross $1B ARR is Klaviyo. It was the only SaaS IPO on 2023. The only one!

Scale 294

Scale SMB Scaling Enterprise 294

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.

Scale 278

Scale Customer Success Scaling Revenue 278

SaaStr

JANUARY 15, 2025

Cloudflare is what 20x ARR looks like at scale, post-IPO. Top-tier growth, cash-flow positive, and very durable revenue. Wall Street wants revenue that is durable. 100k+ paying customers, maybe even 1m+ free, but in the end, at scale your largest customers are likely making up 50%+ of your revenue.

Scaling 268

Scaling Cloud AI Engineering 268

SaaStr

MARCH 30, 2024

Dear SaaStr: What are The Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue? As you scale, your win rate — the % of deals you close vs. the competition — should go down. The post The 6 Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue appeared first on SaaStr.

Scaling 294

Scaling Revenue Underperforming Technical Team Market Segmentation 294

SaaStr

MARCH 13, 2025

” It was the gold standard for B2B software companies scaling from $1M to $100M ARR. A deep dive with two leaders at the forefront of AI startup scaling and investment. Previously leading growth at Cohere and Heroku, he’s been instrumental in scaling multiple category-defining companies in the AI space.

AI 268

AI Scale Artificial Intelligence Startup 268

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 278

Scale SMB Compensation Cloud 278

SaaStr

FEBRUARY 3, 2025

In 2019, top SaaS companies spent 50-55% of revenue on sales and marketing. What you need to track obsessively: Payback period (top quartile SaaS companies have 3x faster payback) Gross margin LTV:CAC by segment Revenue ramp time Win rates by industry Break these down by segment and channel. It’s down to 30%.

Scale 266

Scale SMB Enterprise Enterprise readiness 266

SaaStr

OCTOBER 23, 2024

in revenue. So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer. Then, in 2017, with around $50M in revenue, BILL added payment capabilities. Are We In a Downturn? BILL network has 7.1M

SMB 300

SMB Payment Services Payments Payment Methods 300

SaaStr

FEBRUARY 8, 2025

Their unique contract structure, where additional seats came at no extra cost during the contract term, meant CS could focus entirely on driving valuable adoption that would translate into massive expansion revenue at renewal time. This wasn’t just a nice-to-have strategy – it was a fundamental shift in how CS operated.

Customer Success 263

Customer Success Scale Government Systems Review 263

SaaStr

SEPTEMBER 27, 2024

The three growth tactics that worked for Rippling can be categorized into three different stages: Outbound Increasing closed-won revenue rates Serving customers and expanding revenue in the base Let’s start with outbound, where most of Rippling’s revenue comes from attribution-wise. As Account Managers, they only owned revenue.

Scale 314

Scale Sales Hiring Revenue Scaling 314

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

OCTOBER 23, 2024

And revenue is up +55%. This potential for a decade of growth at scale here helps justify the high revenue multiple Palantir trades at. #4. Profitability Has Increased Even as Growth Has Reaccelerated Do you have to do it all today, at least once you are at scale? Fast forward to today, they are closing 300 of them.

Artificial Intelligence 231

Artificial Intelligence Government AI Cloud 231

SaaStr

FEBRUARY 10, 2025

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. Apollo’s sales-led approach was proving unsustainable, spending one dollar to acquire just eighty cents of revenue.

Scale 159

Scale Scaling Outsourced Development Sales 159

SaaStr

DECEMBER 26, 2024

Gong has its 2025 State of Revenue out. Is usually see 15%-20% as start-ups scale, but 25% is probably the right target as you scale. 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 278

Scale Benchmarks B2B Enterprise 278

SaaStr

MARCH 7, 2025

While other businesses with <$10M in revenue may need a true CFO because of their complexity. 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. So when do I need a true CFO? It depends.

Scale 309

Scale Finance Headcount Leadership 309

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

SaaStr

JANUARY 8, 2025

This isn’t unqiue to Asana, it’s true of many SaaS leaders at scale, from Zoom to Shopify. 40% of Revenue from Outside U.S. And probably be worth 50% more. #2. 150,000 Total Customers. 100k+ Customers Are The Fastest Growing. The enterprise customers are growing the fastest.

AI 294

AI B2B Scaling Trends 294

SaaStr

APRIL 2, 2025

Today it’s at: $800m ARR Growing 22% 20% Free Cash Flow Margins Modest re-acceleration in revenue growth and new customer count — but not NRR Roots are SMB, but 60% of ARR comes from mid-market and enterprise today And a $4B market cap, so 5x ARR Freshworks is getting a bit of a second wind, which is great to see!

Scale 257

Scale AI SMB B2B 257

SaaStr

JANUARY 2, 2025

And in any sales-led motion, you are going to just need more sales reps year after year to scale. In 2021, everyone bought 100 new sales and revenue apps to keep the sales engine humming, along with large investments on the human side of RevOps, Customer Success, and more. Even in a more efficient world. Even with AI, as it is today.

Sales Hiring 325

Sales Hiring Scale Headcount AI 325

SaaStr

MARCH 15, 2025

Its practical and relatable for SaaS founders struggling with scaling their sales teams. “ The Ultimate Guide to Scaling, Sales & Raising Capital.” “ The Ultimate Guide to Scaling, Sales & Raising Capital.” “How Revenue Multiples Really Fall After Each VC Round.”

Sales Hiring 255

Sales Hiring AI Scale Compensation 255

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 302

Revenue Finance Trends Startup 302

SaaStr

JANUARY 9, 2025

But as it went toward IPO, 50% of its revenue came from bigger, enterprise deal. And Boxs revenues are now 99% through the sales team, from 01% when it started as a pure freemium product. But it scaled one up as part of its Enterprise product and platform. You dont need 100% sales-driven revenue to Go Big.

Scale 269

Scale Sales Hiring Sales Headcount 269

SaaStr

DECEMBER 25, 2024

Today, the most efficient public SaaS company is probably Doximity, at about $700,000 in revenue per employee. Assume 1 per $1m in ARR, youll need to scale a team of 5 at least to get to $10m in ARR. And reps take time to scale. And youll need a real QA team as you scale. I hope that happens. More on Doximity here.

Sales Hiring 258

Sales Hiring Scale SaaS AI 258

SaaStr

FEBRUARY 7, 2025

Speaker Bio Jason Lyman leads marketing at Customer.io, where he’s helped scale the platform to power over 35 billion customer interactions for 7,000+ high-growth companies. Before Customer.io, Jason built and scaled marketing teams at several B2B SaaS companies, with a focus on customer engagement and revenue operations.

Scale 266

Scale SaaS B2B Scaling 266

SaaStr

JANUARY 26, 2025

Here’s what it really took for Attentive to go from $0 to $500M ARR in just 7 years, sending over 32B text messages and generating $20B+ in revenue for their 8,000+ customers. CEO Amit Jhawar joined us at SaaStr Annual for a deep dive: 1. Solve The Hard Problem First And Patent It The first key insight?

Technical Review 258

Technical Review Payment Solutions Scale Payment Services 258

Tom Tunguz

NOVEMBER 12, 2023

I realized It has been a decade since I’ve updated revenue-per-employee metrics. Revenue per employee spans approximately $200k-$900k. In 2013, the average revenue per employee of these companies totaled $200k. In 2023, these companies added about $37k in revenue per employee, but the range spans $18-71k.

Software Review 329

Software Review Trends Revenue Software 329

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? Those were the innocent days with no customers, revenue, or responsibilities. But they’re still one of the last remaining open-source companies at scale. At the time, Grafana had 60 people and about $5M-$10M in revenue.

Scale 284

Scale Scaling Sales Hiring Sales Recruiting 284

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. What is Codeium and Windsurf?

Sales Recruiting 236

Sales Recruiting Sales Hiring Scale AI 236

SaaStr

AUGUST 15, 2024

There’s always someone a few years ahead of you on the scaling journey who can share their lessons learned. Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Timing is also essential.

Scale 304

Scale Sales Hiring Scaling Innovation 304