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

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. So we have a mix of both, but I think as we’ve scaled it’s become an advantage. ” The lesson?

Scale 179

Scale Sales Hiring Scaling Revenue 179

SaaStr

JANUARY 19, 2025

We’ll hear from the CRO of $3B Clio (legal SaaS), the CEO and CRO of Flock Safety (police and safety SaaS), and dozens of others on how to scale their vertical SaaS industries and platforms. The post The Best of Scaling Vertical SaaS: 3 Deep Dives with The CROs of Slice, Owner and Mangomint appeared first on SaaStr.

Scale 189

Scale Sales Hiring Scaling SMB 189

SaaStr

NOVEMBER 13, 2024

Klaviyo dominates marketing in the Shopify ecosystem and in ecommerce, and just keeps on scaling. Cavna Integration is Their Fastest Adopted Integration in History Canva is a beast, and integrating them with Klaviyo’s scale in ecommerce just makes sense. So the latest SaaS leader to cross $1B ARR is Klaviyo. The only one!

Scale 304

Scale SMB Scaling Enterprise 304

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

FEBRUARY 10, 2025

The post Transitioning from Sales-Led to Product-Led Growth and Scaling to $100M ARR With Apollo’s CEO Tim Zheng appeared first on SaaStr. Implementation of Product-Led Growth The transition to product-led growth (PLG) required understanding and implementing a fundamentally different business model.

Scale 161

Scale Scaling Outsourced Development Sales 161

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

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. The post Scaling to $150M ARR and Beyond with Grafana Labs and Lightspeed appeared first on SaaStr. How did it come to be? Probably not.

Scale 294

Scale Scaling Sales Hiring Sales Recruiting 294

SaaStr

JANUARY 15, 2025

Cloudflare is what 20x ARR looks like at scale, post-IPO. 221,000 Total Paying Customers, But 65% of Revenue From 3,200 Large Customers This is what you should see when a “long tail” engine is just working at scale. Top-tier growth, cash-flow positive, and very durable revenue. The last point is key.

Scaling 275

Scaling AI Cloud Engineering 275

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 287

Scale Construction SaaS AI 287

SaaStr

FEBRUARY 3, 2025

They came to SaaStr Annual to share what theyve learned about making the move to go more enterprise actually work. You Need Real Signals – Not Just Board Pressure Most founders get the timing wrong on moving upmarket.

Scale 275

Scale SMB Enterprise Enterprise readiness 275

SaaStr

FEBRUARY 8, 2025

The Hidden Math Behind CS Evolution Perhaps the most fascinating revelation from the panel was how CS needs to transform at different revenue scales. Leaders are exploring: AI-augmented CS motions Digital-first success programs at scale Predictive success modeling New monetization models for CS services The bottom line?

Customer Success 272

Customer Success Scale Government Systems Review 272

SaaStr

OCTOBER 23, 2024

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. SMB Unit Economics: Why Is 6 Quarters the Right Target for SMBs at Scale? Real TAM vs. VC Tam: How Do You Think About it at Scale?

SMB 310

SMB Payment Services Payments Payment Methods 310

SaaStr

OCTOBER 23, 2024

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? Grow AND be more efficient? Is you new customer count growing > 20%?

Artificial Intelligence 238

Artificial Intelligence Government AI Cloud 238

SaaStr

AUGUST 5, 2024

The post Three Revenue Growth Strategies to Scale Up Customer Success with Hook appeared first on SaaStr. It will help you build a compelling value narrative, a health score, and forecast. We genuinely need those things to drive revenue growth through customer success teams.

Scale 287

Scale Customer Success Scaling Revenue 287

SaaStr

MAY 25, 2024

Once you make it to the right-hand side of the image above, you have product market fit, and your focus is on feeding the beast and scaling as quickly as possible. That was a hard lesson for the Cloudinary team: investing vs. scaling. Key Takeaways Think of customer support and success as a growth lever.

Scale 315

Scale Sales Hiring SaaS Payments Development 315

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. To get VC to put money into your company, Scale Ventures looked at and calculated the minimum level of growth based on what typical venture investors require.

Scale 303

Scale Scaling Churn Investment 303

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. The post The 3 Secret Ingredients for Scaling to $100M ARR with Bitly CEO and CPO appeared first on SaaStr. Lean into the risks and experiment.

Scale 303

Scale Scaling Underperforming Technical Team User Experience 303

SaaStr

DECEMBER 26, 2024

Is usually see 15%-20% as start-ups scale, but 25% is probably the right target as you scale. And a few other data from the report: Gongs enterprise customers see about a 25% win rate, conversion from Opportunity to Closed. Thats a bit higher than I expected.

Scale 287

Scale Benchmarks B2B Enterprise 287

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.” “10 Great Questions to Ask a VP Sales During an Interview.”

AI 259

AI Sales Hiring Scale Compensation 259

SaaStr

MARCH 1, 2025

Over 60% haven’t raised funding since 2021 and likely never achieved the scale to do so, or have seen growth slow: Per Carta, a , : 374 of the original 616 pool had not raised any subsequent rounds. That’s tough, but you still have scale and often, the burn rate is low or in many cases these centicorns are cash-flow positive.

Scaling 309

Scaling Strategy 309

SaaStr

MARCH 17, 2025

So we’ve all watched the mega VC rounds for OpenAI, Databricks, Anthropic etc as VCs deploy billions into the AI winners at scale. At a scale we haven’t seen before. But just how much of venture capital overall is going to … the top names? Far more than ever, per Redpoint’s latest data.

Venture Capital 312

Venture Capital AI Scaling Investment 312

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 317

Scale Finance Headcount Leadership 317

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 253

Construction Scale SaaS Travel 253

SaaStr

NOVEMBER 13, 2024

They stayed on at Cisco for some time to scale Meraki within Cisco, but at some point, Cisco wasn’t for them. ” Sanjit attributes the early and continued success of the company to their ability to disrupt and scale within an evolving market space once considered largely overlooked.

Scale 276

Scale CTO Coach AI New CTO 276

SaaStr

JANUARY 8, 2025

This isn’t unqiue to Asana, it’s true of many SaaS leaders at scale, from Zoom to Shopify. And probably be worth 50% more. #2. 150,000 Total Customers. 100k+ Customers Are The Fastest Growing. The enterprise customers are growing the fastest. Just remember not to leave the smaller ones behind! #3.

AI 304

AI B2B Scaling Trends 304

SaaStr

OCTOBER 10, 2024

And what you can see is there is really almost no liquidity for startups and scale-ups in SaaS and Cloud at the moment. So this is ongoing, albeit really only at the top start-ups and scale-ups. Just less so for start-ups and scale-ups. He summarized the M&A (acquisitions) of The Top 10 Software Acquirers. Epic times.

SaaS 315

SaaS Acquisition AI Cloud 315

Sales Hacker

OCTOBER 29, 2024

With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market.

Scale 115

Scale Scaling Sales Funnel AI 115

SaaStr

OCTOBER 16, 2024

A reminder to not stay too reliant on direct sales as you scale. RingCentral has followed, driving SBC down from 23.6% of revenue in 2021 to 15.7% 16,000 Channel Partners A very large percent of RingCentral’s revenue comes from the channel. Billion in ARR appeared first on SaaStr.

Scale 287

Scale SMB Compensation AI 287

SaaStr

DECEMBER 25, 2024

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. As you scale, youll need a dedicated 24×7 devops/techops team. Youll need another sales rep at least per every $500k in new ARR. You cant hack QA forever.

Sales Hiring 263

Sales Hiring Scale SaaS AI 263