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 258

Scale Sales Hiring Scaling Startup 258

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 261

Scale Scaling Sales Hiring Sales Recruiting 261

SaaStr

JUNE 25, 2024

Scaling a company from 0 to 100 employees is no small feat. While these top ten tips may seem obvious, many founders overlook the importance of some of them as they scale their businesses. In the chart above, you can see that pre-seed starts at -2 on the scale. If we’re being honest, scaling a company is hard.

Scale 242

Scale Sales Hiring Scaling Company Culture 242

SaaStr

JANUARY 6, 2025

One that surprised me a bit was that founders worry more about competition as they scale: 22% of founders worry about competition in the early days, but the swells to 50% at $50m ARR. Its everyone at scale, apparently. VC firm High Alpha and Paddle did a survey of what keeps founders up at night.

Scaling 219

Scaling Branding 219

SaaStr

DECEMBER 22, 2023

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+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

Scale 283

Scale Scaling Strategy Sales Hiring 283

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 267

Scale Customer Success Scaling Revenue 267

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 284

Scale Scaling Underperforming Technical Team User Experience 284

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 291

Scale Sales Hiring SaaS Payments Development 291

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? The post Dear SaaStr: What Are The Signs We’re Ready to Hire More Sales People to Scale? In the early days, it’s simply that you have a few more leads than you can currently handle. appeared first on SaaStr.

Sales Hiring 299

Sales Hiring Scale Scaling Sales 299

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 276

Scale Scaling Churn Investment 276

SaaStr

SEPTEMBER 27, 2024

The post The Revenue Playbook: Rippling’s Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank and Former CRO at Brex Sam Blond appeared first on SaaStr. You can’t make, at large, a CSM org want to be a quota-carrying, revenue-generating team,” Matt shares.

Scale 285

Scale Sales Hiring Revenue Scaling 285

SaaStr

OCTOBER 8, 2024

The post The Secrets to Selling and Scaling in Vertical SaaS with Slice’s CRO Loren Padelford appeared first on SaaStr. Your early product should solve an obvious problem for that customer that they agree is a problem they want to solve. Those are the things they’re willing to pay for.

Scale 231

Scale Scaling Point of Sale SaaS 231

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 170

Scale Sales Hiring Scaling SMB 170

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 297

Scale SMB Scaling Enterprise 297

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 248

Scaling AI Cloud Engineering 248

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 295

AI B2B Scaling Trends 295

SaaStr

JANUARY 1, 2024

So one thing that’s changed radically in SaaS over the past few years if everyone has realized to truly scale, you need to be multi-product. At some point, you have to sell your customers a true second product to truly scale big: Datadog is pushing its customers to buy at least 6 products. A true stand-alone, second purchase.

Scale 309

Scale Scaling B2B Enterprise 309

SaaStr

DECEMBER 25, 2024

This is about as good as it gets at scale. It’s “easy” to be efficient at scale. 26,000 Employees, So About $430,000 in Revenue Per Employee This is the level of efficiency it takes to be a top-tier SaaS company at scale. 5 Interesting Learnings from ServiceNow: #1. And RPO is Up +33% (!). 2,000 $1M+ Customers.

Enterprise 269

Enterprise Scaling AI Revenue 269

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 300

SMB Payment Services Payments Payment Methods 300

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 228

Artificial Intelligence Government AI Cloud 228

SaaStr

DECEMBER 26, 2023

Almost Everyone’s Gotten Radically More Efficient in SaaS That’s a good metric to think about at scale now. In part, because unicorn rounds have evaporated in SaaS (outside of some AI outliers), everyone just has to be cash-flow positive at scale. But what does it mean in practice, when you are well before the IPO stage?

Venture Capital 296

Venture Capital Scaling AI Investment 296

SaaStr

JULY 17, 2024

SaaS leaders at scale need to add +20% new customers a year in general to stay in growth mode. At scale, they eventually raised buy-out capital from KKR. To grow 34%, OneStream is also adding +21% new customers a year. #5. 1,388 Customers, So Average Deal Size of $325,000 A true enterprise playbook here.

Enterprise 310

Enterprise Scaling Revenue SaaS 310

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 279

Scale CTO Coach AI New CTO 279

SaaStr

FEBRUARY 9, 2024

GC thinks about building out your Go-To-Market team in 3 ways: Short vs. long-term needs Product maturity Experimental vs. scale Short-term vs. long-term needs. Experimental vs. Scale. The last thing to consider when hiring on the GTM side is whether the role is more experimental or intended to help you scale.

Scale 293

Scale Sales Hiring Sales Marketing 293

SaaStr

SEPTEMBER 25, 2024

67% of Lare Customers and 50% of Core Customers Use 2 or More Products Another exampel of how going multi-product is critical at scale. #4. But it had to expand its TAM to thrive at scale, and so it has. 87% of New Bookings From Outside Their Original Vertical and ICP (Transportation) This perhaps to me is most impressive of all.

Transportation 273

Transportation Scaling Cloud Revenue 273

SaaStr

JUNE 18, 2024

Microsoft, also mature and at scale, is also at 45% operating margins: Zoom’s non-GAAP operating margins are 40%, but it’s free cash flow margins are even higher and now exceed 50%: Dropbox is also in the mature, low growth but higher margin phase at $2.5B It’s possible, though it does require a very efficient model.

SaaS 298

SaaS Scaling Software 298

SaaStr

MAY 15, 2024

4,900,000 Paid Subscriptions, and Still Growing Paid Subscribers 15% Want to make a self-serve model work at scale? ARPU up 7%, A Significant Drive of Growth at Scale The more growth slows, the bigger the impact of price increases — assuming they are tolerated by the base. #3 One I’d hoped would be worth more than 6x ARR.

Scaling 272

Scaling Subscription Payment Features Pricing 272

SaaStr

JULY 30, 2024

How do you scale PLG? How do you build a stellar developer experience and continue to scale when the user base skyrockets overnight? What does scaling Enterprise ARR mean? The traditional SaaS model doesn’t always scale, and not every company has all the bells and whistles to fund marketing, sales, and customer success teams.

Underperforming Technical Team 252

Underperforming Technical Team Enterprise Scale Payments 252

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 270

Scale Benchmarks B2B Enterprise 270

SaaStr

MAY 8, 2024

5,200 Employees at Last Quarter, so About $410,000 in Revenue Per Employee Again, the key to getting efficient in SaaS and Cloud at scale is getting to $300k in revenue per employee to get profitable, and then $400k to sustain it. #4. The key to Datadog continuing to scale was becoming a true DevOps suite for its customers. #5.

Cloud 252

Cloud Scaling Revenue SaaS 252