SaaStr

DECEMBER 20, 2024

Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us on a SaaStr Workshop Wednesday share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. “At HubSpot, I had over 100 frontline sales managers reporting to me.

Sales Hiring 262

Sales Hiring Scale Underperforming Technical Team Sales 262

SaaStr

OCTOBER 18, 2024

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.’ ” The best sales leaders are the ones that are even better recruiters than the CEO. Nothing else matters, right?

Sales Recruiting 308

Sales Recruiting Sales Hiring Scale AI 308

SaaStr

FEBRUARY 10, 2025

From Sales-Led to Product-Led: How Apollo.io This analysis examines their journey from a struggling sales-led organization to a successful product-led growth company, resulting in over 880,000 paying customers and substantial revenue growth.

Scale 164

Scale Scaling Outsourced Development Sales 164

SaaStr

JANUARY 17, 2025

So what gets you more high-quality leads and ultimately business — smaller, more “intimate” industry events? And your top prospects? There is no question the ideal event in theory is just you and you alone … and 50-100 of the very top prospects in the world. That should be your field marketing strategy.

Scale 296

Scale Marketing Travel B2B 296

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 275

AI Scale Artificial Intelligence Startup 275

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 Need Real Signals – Not Just Board Pressure Most founders get the timing wrong on moving upmarket. You have to go all in.”

Scale 275

Scale SMB Enterprise Enterprise readiness 275

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. Let’s unpack the key strategies that drove this remarkable expansion. What is Codeium and Windsurf?

Sales Recruiting 245

Sales Recruiting Sales Hiring Scale AI 245

SaaStr

OCTOBER 22, 2021

The topic of scaling is central to the mission of SaaStr: “Our goal is to help everyone get from $0 to $100m ARR with less stress and more success.” We’ve curated 6 popular SaaStr Annual 2021 sessions from leaders that have navigated the proverbial rocketship to scale: . Video: HE RE. Video: HERE. Video: HERE.

Scale 361

Scale Scaling Customer Success Revenue 361

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 271

AI Scale Social Media Generative AI 271

SaaStr

DECEMBER 22, 2023

For any Cloud and SaaS Founders or execs seeking practical strategies and inspiration to stay ahead of the curve, this session’s for you. At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+.

Scale 309

Scale Scaling Strategy Sales Hiring 309

SaaStr

OCTOBER 10, 2024

Concentrate leads in those that close the best. Especially when growth slows, you almost always do better concentrating leads in your top closers. Later, this robs folks of a chance to grow, learning, train and scale. But in the short-term, concentrating leads in your top closes always gives you a boost. That’s Flawed.

Scale 275

Scale Banking Scaling Strategy 275

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 312

Scale Sales Hiring Scaling Innovation 312

SaaStr

DECEMBER 4, 2024

These outcomes might include: Driving user growth Maximizing revenue Ensuring user satisfaction Scaling adoption A different outcome would lead to a different pricing choice. Miro’s pricing strategy evolved with their business goals: Early stage: Minimum five-user paid plans to ensure collaborative value.

Payments 287

Payments Pricing Scale Revenue 287

SaaStr

NOVEMBER 13, 2024

SaaStr CEO and Founder Jason Lemkin sat down with Samsara CEO and Co-Founder, Sanjit Biswas to delve into the inner workings of a company that’s not only transforming its industry but is also a case study in brilliant strategy and execution. Is there a downturn?

Scale 276

Scale CTO Coach New CTO Technical Review 276

SaaStr

FEBRUARY 14, 2025

What does it take to build and scale a vertical SaaS giant over two decades? In a recent conversation with SaaStr CEO and Founder Jason Lemkin, Tooey shared insights into his 23-year journey as CEO of Procore , the leading SaaS platform for construction management.

Scale 287

Scale Construction SaaS AI 287

SaaStr

FEBRUARY 8, 2025

This wasn’t just a nice-to-have strategy – it was a fundamental shift in how CS operated. The Hidden Math Behind CS Evolution Perhaps the most fascinating revelation from the panel was how CS needs to transform at different revenue scales. Forget everything you know about SMB customer success.

Customer Success 272

Customer Success Scale Government Systems Review 272

SaaStr

JANUARY 26, 2025

A self-reinforcing flywheel where successful customers: Get promoted Tell their network Become champions Drive organic growth 3. The Education Ecosystem Attentive University Platform certification program “Texts We Love” showcase Industry-standard guides (e.g., Black Friday playbook) 3.

Technical Review 266

Technical Review Payment Solutions Scale Payment Services 266

SaaStr

AUGUST 5, 2024

When you find the answer to these questions, you can expand an existing customer base and create cool data-driven case studies to help your sales team bring in net business. 1: Build a Value Narrative Value narratives have been around for some time in pre-sales motions. Often, that doesn’t feed through to post-sales.

Scale 287

Scale Customer Success Scaling Revenue 287

SaaStr

AUGUST 9, 2024

From startup to $500M CARR, Spencer Burke, SVP of Growth at Braze, shares how Braze scaled a growth and customer success team. In this AI moment we’re in, there are still many moments in scaling a company where intuition still matters. You don’t have to leave as the organization scales. This isn’t new.

Scale 294

Scale Sales Hiring Scaling Startup 294

SaaStr

OCTOBER 31, 2024

Here’s what I see most often, the Top 6 Mistakes First Time SaaS Founders Make: Incomplete understanding of business model, and how it will scale. Many first-time founders have a decent understand of how to charge for their product, but haven’t really rolled it up into a strategy to get to $10m, $20m, $100m in ARR.

Scale 310

Scale SaaS Social Media Business Model 310

SaaStr

JANUARY 3, 2025

Or a great growth marketer paired with a great sales team will punch above their weight class. In sales, t he more SMB you are, the more you should lean on your bench. ” Pure external hiring loses too much institutional knowledge while pure internal promotion can lead to too much groupthink. Nothing else matters.

Sales Hiring 287

Sales Hiring Scale Systems Review Interviewing 287

SaaStr

JANUARY 8, 2025

Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022. When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. With only 4% conversion by month two versus a 10% goal.

Revenue 296

Revenue Scale Sales Hiring Compensation 296

SaaStr

NOVEMBER 29, 2024

Start-ups, scale-ups and public companies in 2021 would hire a lot of folks they just wouldn’t hire today. 2️⃣ Consider taking a role with less strategy, more execution. But almost everyone growing even at “pretty good” rates is hiring. And it’s no easier today to find great people than it was in 2021.

Sales Hiring 287

Sales Hiring Scale Marketing SaaS 287

Sales Hacker

OCTOBER 29, 2024

David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. Discussed in this Episode: The power of AI simulations in providing experiential learning for sales reps. The future of AI in sales training and enablement.

Scale 115

Scale Scaling Sales Funnel AI 115

SaaStr

NOVEMBER 13, 2023

How do you scale a product organization quickly? 4: Understand Vision vs. Execution Striking a balance between vision and execution is crucial for any successful product strategy. So be sure to use every comment or suggestion that comes from users of your product as stepping stones leading towards perfecting your overall strategy.

Scale 286

Scale Scaling Sales Hiring Construction 286

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? But they’re still one of the last remaining open-source companies at scale. But when they discover a large global bank using Grafana Labs, that’s where the product strategy comes in. How did it come to be? Probably not.

Scale 294

Scale Scaling Sales Hiring Sales Recruiting 294

SaaStr

FEBRUARY 21, 2025

Key points about SaaStr Annual : Focus on SaaS: Primarily focused on all aspects of SaaS business including sales, marketing, product development, and customer success. Large Audience: Considered the biggest SaaS conference with a large number of attendees from leading SaaS companies, startups, and venture capital firms.

Software 245

Software Scale Venture Capital SaaS 245

SaaStr

JULY 11, 2024

There’s only a small chance that it’ll be an IPO exit, and Stacey Bishop with Scale Ventures shares what it takes to get to that next level of funding. But that shifts over time, and most of your spend goes into sales and marketing. The 3 Other Vital Signs Investors Look For Sales efficiency becomes more important over time.

Scale 303

Scale Scaling Churn Investment 303

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. But to develop a GTM strategy, you must have Product Market Fit. The key is to start to build a GTM strategy that allows you to attack a larger market.

Scale 276

Scale Sales Hiring Scaling Outsourced Development 276

SaaStr

JUNE 27, 2024

What does it take to scale a team from 2 to more than 1,100 people in just a few short years? When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. Over time, you establish product-market fit and determine how to sell at scale. So that support person, Mafalda, started doing sales, too.

Scale 262

Scale Sales Hiring Scaling Sales Recruiting 262

SaaStr

JULY 5, 2022

By moving from Freemium to “Contact Me” only (albeit with transparent pricing), sales went way, way up. He got into conversations with top prospects, and got them to buy bigger, better editions. So many sales leaders get frustrated with Free editions, very low-cost editions … and the Long Tail in general.

Scale 327

Scale Sales Engineering Acquisition 327

FastSpring

JANUARY 23, 2025

Listen for the full insights into: How Flippa.com works to connect for-sale businesses with buyers while managing the complexities of valuation and seller expectations. 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.

Scale 109

Scale Entrepreneurship Scaling Underperforming Technical Team 109

SaaStr

DECEMBER 6, 2022

When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. As your SaaS company reaches hypergrowth, you’ll need to adapt your risk management strategies to keep up. Brex’s COO, Michael Tannenbaum, and Alloy’s CRO, Laura Spiekerman, share top lessons on how to find the right balance.

Scale 276

Scale Scaling compliance Forecasting 276