The Official SaaStr Podcast: SaaS | Founders | Investors
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891 afleveringen, van nieuw naar oud
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SaaStr 784: From $1M to $3B ARR: Databricks CRO Ron Gabrisko on Scaling a Revenue Rocket Ship
7 februari 2025 · 33 min
SaaStr 784: From $1M to $3B ARR: Databricks CRO Ron Gabrisko on Scaling a Revenue Rocket Ship Lees meer
In the latest episode of SaaStr's CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks, to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 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.
Dive into the journey of Databricks, from its early days with less than a million in ARR to becoming one of the largest pre-IPO technology companies. Ron shares his insights on the importance of having a technical background in sales, strategic hiring, and the evolution of Databricks' pricing and customer acquisition strategies. Learn how leveraging unique business advantages and building strong community ties with customers can drive exponential growth. Whether you're a startup founder or a seasoned revenue leader, this episode is packed with valuable takeaways.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 783: How to Build a World-Class Customer Success Machine - Top Lessons from the CRO of Notion and VP of CS at GitHub
5 februari 2025 · 24 min
SaaStr 783: How to Build a World-Class Customer Success Machine - Top Lessons from the CRO of Notion and VP of CS at GitHub Lees meer
Join Erica Anderson, CRO of Notion and Abbas Haider Ali, VP of CS at GitHub, as they share their unique experiences and professional journey starting at GitHub and continuing to Notion.
Learn about building effective customer success teams, the importance of the right KPIs, balancing investments, and fostering great CRO-CCO relationships. Find out how both structured and pod organizational models can contribute to business growth, and gain insights into effective monetization strategies for various customer-facing roles.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 782: The Future of AI in B2B SaaS: Insights from Synthesia's CEO and Theory Ventures. Hosted by SaaStr CEO Jason Lemkin
31 januari 2025 · 53 min
SaaStr 782: The Future of AI in B2B SaaS: Insights from Synthesia's CEO and Theory Ventures. Hosted by SaaStr CEO Jason Lemkin Lees meer
As the AI revolution accelerates, it can be hard to keep up with the pace of innovation. SaaStr's AI Day 2025 brought together the top minds in the SaaS, AI and Cloud to dive deep into the intersection of AI and B2B. Featuring insights from Victor Rippabelli, CEO of Synthesia, and Tomas Tunguz of Theory Ventures, Jason Lemkin leads the discussion that covered everything from enterprise AI adoption to the evolution of video technology and the changing landscape of venture funding.
Learn about the latest advancements in AI video models and how they enhance productivity and innovation. The discussion also explores the evolving landscape of venture funding in AI, the impact of cheaper AI models on enterprise costs, the dynamics of seat-based vs. outcome-based software pricing, and the future of AI agents in business workflows. Don't miss this insightful conversation on the current and future state of AI in the enterprise.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 781: The RevOps Playbook: Owner.com CRO's Secrets to Scaling
29 januari 2025 · 40 min
SaaStr 781: The RevOps Playbook: Owner.com CRO's Secrets to Scaling Lees meer
Join Kyle Norton, CRO at Owner.com, as he dives into the fundamentals of operating a revenue team with excellence. In this 40-minute session, Kyle outlines his SaaS-focused 'revenue operating system,' inspired by analogies of the Iron Man suit. Learn about the four key components crucial for predictable revenue growth: measuring, managing, planning, and communicating. Kyle shares practical tools, metrics, and rhythms designed to streamline business operations, turning chaos into order and accelerating organizational growth. Gain insights from his extensive experience and take away actionable steps and templates to implement immediately in your own business.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 780: 9 Things You Can Do to Grow Faster this Year with SaaStr CEO and Founder Jason Lemkin
24 januari 2025 · 36 min
SaaStr 780: 9 Things You Can Do to Grow Faster this Year with SaaStr CEO and Founder Jason Lemkin Lees meer
Join us for this insightful podcast where SaaStr CEO and Founder Jason Lemkin discusses the key strategies to differentiate a successful year from a mediocre one. Focusing on 9 practical and effective layers to add to your business, this session covers everything from outbound strategy, customer conferences, and going multi-product, to the importance of customer success and global expansion. Learn from real-world examples and actionable advice to drive your growth and add value effectively.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 789: What to Expect from a New CRO with Kathy Lord, CRO at Zensai and Jason Lemkin, SaaStr CEO and Founder
22 januari 2025 · 36 min
SaaStr 789: What to Expect from a New CRO with Kathy Lord, CRO at Zensai and Jason Lemkin, SaaStr CEO and Founder Lees meer
SaaStr CEO and Founder Jason Lemkin sat down with Kathy Lord, CRO of Zensai (and formerly of Intacct), to talk about what CEOs and CROs should really expect from one another, especially in those critical first 90 days.
Kathy shares her journey and insights, and together they discuss the critical aspects CEOs and founders should align on when hiring a CRO or VP of Sales, the importance of having a real 90-day plan, and the differences in expectations between a CRO and a VP of Sales. Kathy provides actionable takeaways for ensuring alignment and setting realistic goals while addressing common pitfalls in hiring executive sales roles. This episode is packed with valuable strategies and real-world examples, making it a must-listen for anyone involved in scaling up SaaS companies.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 788: Going Multi-Product in the Age of AI with Webflow, Rubrik, Zoom, and ProductBoard
17 januari 2025 · 25 min
SaaStr 788: Going Multi-Product in the Age of AI with Webflow, Rubrik, Zoom, and ProductBoard Lees meer
At SaaStr Annual's AI Summit, we asked product leaders from some of the fastest-growing SaaS companies to share their insights on navigating the AI revolution while scaling multi-product strategies. This panel of product leaders featured Anneka Gupta, CPO at Rubrik, Mahesh Ram, Head of AI Product at Zoom, Hubert Palan, CEO at Productboard, and Rachel Wolan, CPO at Webflow.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 787: 10 Ways Sales is Different in Vertical SaaS with Mangomint's VP of Sales Marchelle Mooney
15 januari 2025 · 41 min
SaaStr 787: 10 Ways Sales is Different in Vertical SaaS with Mangomint's VP of Sales Marchelle Mooney Lees meer
While some might dismiss sector-specific vertical SaaS software as 'too small' or 'too niche', companies like Veeva ($40B), Clio ($3B), Toast ($1.3B), and Slice ($1B) have proven there's massive value in going deep rather than broad. Mangomint has quietly built an impressive vertical SaaS business in the spa and salon space, growing 100% year-over-year to approach $20M ARR with 110% NRR.
So we asked Mangomint's VP of Sales Marchelle Mooney to share 10 ways sales is different in vertical SaaS. Marchelle's personal journey took her from early adopter of Mangomint, to 6 years later, VP of Sales over a 25+ person SMB sales team. Here's some of what she's learned along the way.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 786: Adding AI to SaaS: Inside the AI Product Strategies of Figma, Cloudflare, GitHub and Ramp
10 januari 2025 · 49 min
SaaStr 786: Adding AI to SaaS: Inside the AI Product Strategies of Figma, Cloudflare, GitHub and Ramp Lees meer
At SaaStr Annual's AI Summit, we gathered an all-star panel of product leaders who have built some of the most widely-used AI features in production today. The speakers included Mario Rodriguez, Chief Product Officer at GitHub at GitHub, Diego Zaks, VP of Design at Ramp, Dane Knecht, SVP of Emerging Technologies at Cloudflare, and Vincent van der Meulen, Design Engineer at Figma, and Dani Grant, CEO at Jam.dev.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 785: Usage-Based Revenue Models: Successes and Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential
8 januari 2025 · 42 min
SaaStr 785: Usage-Based Revenue Models: Successes and Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential Lees meer
In the latest episode of our SaaStr CRO Confidential podcast, host Sam Blond sat down with Lindsey Scrase, COO of Checkr (and former CRO), to discuss her tactics for driving growth at the background screening unicorn. Lindsey shares valuable lessons on transitioning from a CRO to COO role, how usage-based pricing effected commission structures, leveraging data for operational improvements, aligning incentives to drive company success, and enhancing customer experience to ensure long-term growth. Dive deep into the strategic approaches that have led Checkr to become a $5 billion generational SaaS business.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 784: What Really Works When Hiring VPs and Executive Teams with HubSpot Co-Founder and Chairman Brian Halligan and SaaStr CEO and Founder Jason Lemkin
3 januari 2025 · 38 min
SaaStr 784: What Really Works When Hiring VPs and Executive Teams with HubSpot Co-Founder and Chairman Brian Halligan and SaaStr CEO and Founder Jason Lemkin Lees meer
The success rate for executive hires at high-growth SaaS companies can be surprisingly low - you're often lucky if 50-60% of your management team works out long-term. In a recent conversation between HubSpot Chairman and co-founder Brian Halligan and SaaStr Founder and CEO Jason Lemkin, they shared their advice on what actually works when hiring VPs and building your SaaS executive team.
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SaaStr 783: HubSpot Co-Founder and Chairman Brian Halligan on SaaS Markets and AI (Part 1)
27 december 2024 · 44 min
SaaStr 783: HubSpot Co-Founder and Chairman Brian Halligan on SaaS Markets and AI (Part 1) Lees meer
SaaStr CEO and Founder Jason Lemkin recently sat down with HubSpot Chairman and co-founder Brian Halligan, who shared valuable insights on the current state of SaaS, evolving board meeting formats, and how AI is reshaping the industry. Here are the key takeaways from part 1 of this interview.
00:00 Introduction and Guest Overview
01:00 Early Days and Growth of HubSpot
02:41 IPO Reflections and Market Insights
04:06 Regrets and Lessons Learned
06:38 Public Company Challenges and Board Dynamics
14:03 Innovative Board Meeting Formats
21:15 The Dreaded Monday Morning Meeting
22:10 Meta Learnings and SaaS Market Vibe Check
22:55 Navigating the SaaS Downturn
24:35 Challenges for SaaS Companies in 2024
29:11 AI in B2B: Who Wins?
32:46 The Future of AI and Pricing Models
36:18 AI Parity and Customer Support
40:31 Real-World AI Implementation Challenges
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 782: How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL with Michelle Benfer
20 december 2024 · 42 min
SaaStr 782: How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL with Michelle Benfer Lees meer
Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us to share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. Having led sales teams of 500+ at BILL and 800+ at HubSpot, Michelle has unique insights into what makes great frontline managers and why investing in them is crucial for sustainable growth.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 781: How to Think About Product-Led Growth, Bootstrapping vs VC, and Early Exits with Jason Lemkin
18 december 2024 · 38 min
SaaStr 781: How to Think About Product-Led Growth, Bootstrapping vs VC, and Early Exits with Jason Lemkin Lees meer
At the closing AMA (Ask-Me-Anything) of SaaStr Annual, SaaStr CEO and Founder Jason Lemkin delves into key topics facing SaaS startups including bootstrapping, private equity (PE) opportunities, and achieving product market fit. With practical advice and real-world examples, the Q&A covers critical issues such as growth strategies, funding options, and the dynamics of venture capital. Additionally, Jason addresses the importance of sales, the potential pitfalls of relying on design partners, and the nuances of pricing strategies. A must-watch for any SaaS founder or entrepreneur looking to navigate the complexities of scaling their business in today's competitive market.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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SaaStr 780: From Outbound to Channel Partnerships: Your Burning Sales Questions Answered by SaaStr CEO and Founder Jason Lemkin
13 december 2024 · 42 min
SaaStr 780: From Outbound to Channel Partnerships: Your Burning Sales Questions Answered by SaaStr CEO and Founder Jason Lemkin Lees meer
At the closing AMA of SaaStr Annual, SaaStr CEO and Founder, Jason Lemkin shared candid insights about what's really happening in SaaS today.
In this Ask Me Anything Part 1, Lemkin answers the questions:
What does SaaStr Annual attendee data tell us about the state of SaaS?
Is outbound sales dead?
When sales slow how do you keep the team motivated and push through?
How important are channel partnerships for sales and revenue?
When should founders make their first executive hires?
Let's find out the answers.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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This episode is sponsored by: Anrok
A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are creating exposure, and automates tax calculation and filing worldwide. Built for high-growth software companies, Anrok protects your revenue and saves you time. Visit anrok.com/saastr to learn more.
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SaaStr 779: 5 Things That Are Actually Working and 5 Things That Aren't in B2B SaaS AI with Ironclad's CEO and a16z
11 december 2024 · 29 min
SaaStr 779: 5 Things That Are Actually Working and 5 Things That Aren't in B2B SaaS AI with Ironclad's CEO and a16z Lees meer
Ironclad CEO and co-founder Jason Boehmig joined Seema Amble, Partner at Andreessen Horowitz at SaaStr Annual to share their observations on what's currently working – and what's not quite there yet – for Artificial Intelligence (AI) in SaaS. With Ironclad's journey from an AI-first concept in 2014 to a Series E+ company and a16z's extensive portfolio view, their insights offer a valuable perspective on the current state of AI in SaaS.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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This episode is sponsored by: Anrok
A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are creating exposure, and automates tax calculation and filing worldwide. Built for high-growth software companies, Anrok protects your revenue and saves you time. Visit anrok.com/saastr to learn more.
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SaaStr 778: How to Leverage Pricing and Packaging to Drive Growth, Revenue, and Profit with Miro, Loom, OpenAI, and Splunk
4 december 2024 · 31 min
SaaStr 778: How to Leverage Pricing and Packaging to Drive Growth, Revenue, and Profit with Miro, Loom, OpenAI, and Splunk Lees meer
Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. At this year's SaaStr Annual AI Summit, Akshay Sharma, Head of Pricing and Monetization at Miro, chats with a panel of experts, including Janie Lee, Head of Product at Loom, Alison Harmon, Head of Growth at OpenAI, and Carsten Holm, VP of Pricing and Monetization at Splunk, about their nuanced approach to pricing and monetization.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing.
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This episode is sponsored by: Anrok
A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are creating exposure, and automates tax calculation and filing worldwide. Built for high-growth software companies, Anrok protects your revenue and saves you time. Visit anrok.com/saastr to learn more.
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SaaStr 777: The Rise of Vertical SaaS: Achieving 110% NRR from SMBs with Mangomint's CEO
27 november 2024 · 32 min
SaaStr 777: The Rise of Vertical SaaS: Achieving 110% NRR from SMBs with Mangomint's CEO Lees meer
Join SaaStr CEO and Founder, Jason Lemkin, and CEO of Mangomint, Daniel Lang, as they dive into the booming world of vertical SaaS. Discover why software tailored for niche industries like salons and spas is gaining traction. Daniel shares insights on the evolution of salon software, the impact of embedded financial services, and the challenges and strategies around customer onboarding and retention. Learn about Mangomint's impressive growth and the importance of automation and AI in small business operations. This episode is packed with valuable takeaways for SaaS enthusiasts and entrepreneurs.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code NOVEMBER20 for an extra discount on our very best pricing.
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This episode is sponsored by: mmhmm.app
Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app
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SaaStr 776: How to Successfully Bring AI Products to Market at Scale with GitHub's CRO Elizabeth Pemmerl
21 november 2024 · 29 min
SaaStr 776: How to Successfully Bring AI Products to Market at Scale with GitHub's CRO Elizabeth Pemmerl Lees meer
Join Elizabeth Pemmerl, Chief Revenue Officer at GitHub, as she shares an in-depth look at GitHub's journey with CoPilot and its growth from an internal tool to a widely adopted AI product.
With nearly a decade of experience at GitHub, Elizabeth discusses the importance of customer feedback, iterative development, and scalable strategies for product and team growth. Learn about the challenges, successes, and key strategies employed at GitHub to reach tens of thousands of organizations and millions of users leveraging AI solutions.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code NOVEMBER20 for an extra discount on our very best pricing.
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This episode is sponsored by: mmhmm.app
Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app
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SaaStr 775: If You Fall Off the Venture Track, At Least Stay on The PE Track with Andy Wilson CEO Logikcull and SaaStr CEO Jason Lemkin
15 november 2024 · 46 min
SaaStr 775: If You Fall Off the Venture Track, At Least Stay on The PE Track with Andy Wilson CEO Logikcull and SaaStr CEO Jason Lemkin Lees meer
In this episode of the SaaStr podcast, Jason Lemkin and Andy Wilson dive deep into the topic of selling your SaaS company to private equity.
From initial discussions in 2012-2013 to strategic exits and lucrative sales, Andy shares valuable lessons learned from his own journey.
Key takeaways include the impact of private equity on the SaaS industry, essential tactics for re-accelerating growth, aligning incentives, handling investment bankers, and mastering the deal process. Whether you're a founder looking to scale, exit, or just curious about the PE track, this session offers crucial insights to navigate your path to a successful sale.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code NOVEMBER20 for an extra discount on our very best pricing.
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This episode is sponsored by: mmhmm.app
Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app
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SaaStr 774: The Vertical SaaS Rocketship: Samsara's CEO and Co-Founder Sanjit Biswas and SaaStr CEO and Founder Jason Lemkin on Samsara's Journey to $1.26 Billion in ARR
13 november 2024 · 46 min
SaaStr 774: The Vertical SaaS Rocketship: Samsara's CEO and Co-Founder Sanjit Biswas and SaaStr CEO and Founder Jason Lemkin on Samsara's Journey to $1.26 Billion in ARR! Lees meer
SaaStr CEO and Founder Jason Lemkin has an exclusive conversation with Sanjit Biswas, founder and CEO of Samsara and a two-time entrepreneur with over 20 years of experience.
Sanjit shares insights on the growth of Samsara, a leading vertical SaaS company that's disrupting the industry by growing 36% and reaching $1.26 billion in ARR. We dive into how Samsara is transforming operations across various fields including fleets, trucks, and more, by leveraging innovative AI technologies.
Sanjit discusses the company's early days, the impact of their first startup, Meraki, and what led them to create Samsara. We also explore the importance of maintaining strong team dynamics, the role of customer feedback in product development, and how Samsara is enabling real-world AI applications. Tune in to learn about the fascinating journey and the future of Samsara directly from its visionary founder.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code NOVEMBER20 for an extra discount on our very best pricing.
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This episode is sponsored by: mmhmm.app
Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Wind…
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SaaStr 773: CRO Confidential: Moving Beyond Traditional Sales, Clay CEO & Co-Founder Kareem Amin on the Future of AI-Driven Growth
8 november 2024 · 42 min
SaaStr 773: CRO Confidential: Moving Beyond Traditional Sales, Clay CEO & Co-Founder Kareem Amin on the Future of AI-Driven Growth Lees meer
CRO Confidential podcast host Sam Blond chats with the CEO and co-founder of Clay, Kareem Amin, about two major topics:
The evolution of Go-To-Market systems: where we are today with the incorporation of AI, and where we're headed.
How Clay approaches GTM itself and how they've realized their level of success in such a short amount of time.
They also dive into how Clay is transforming the way companies approach growth by leveraging data and AI. Kareem shares his journey, from founding Frame, acquired by SailThru, to his time as VP of Product at Wall Street Journal, and now leading Clay. The episode covers the evolution of revenue systems, the role of AI in go-to-market strategies, and how Clay successfully carved out its niche in the tech landscape.
Don't miss the insights on leveraging happy customers, creative campaigns, and innovative tactics for business growth!
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code NOVEMBER20 for an extra discount on our very best pricing.
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This episode is sponsored by: mmhmm.app
Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app
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SaaStr 772: What Really Matters in SaaS in 2025 with Jason Lemkin and Dave Kellogg
6 november 2024 · 54 min
SaaStr 772: What Really Matters in SaaS in 2025 with Jason Lemkin and Dave Kellogg Lees meer
In this episode, SaaStr CEO and Founder Jason Lemkin and Dave Kellogg, Executive in Residence at Balderton Capital (+ SaaStr fan favorite) share what really matters in SaaS for 2025.
We delve into 5 key topics in SaaS and cloud for 2025, discussing the future of AI in B2B, strategic pricing changes, the impact of moving customer success to sales, and the state of private equity deals. Dave provides a unique perspective on re-founding companies and addressing slow growth in SaaS. This episode is packed with expert opinions on navigating the evolving landscape of SaaS and cloud businesses. Don't miss the deep dive into pressing issues every SaaS founder and executive should be aware of going into 2025.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code NOVEMBER20 for an extra discount on our very best pricing.
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This episode is sponsored by: mmhmm.app
Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app
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SaaStr 771: The Top Marketing Strategies for 2025 Growth with the CMOs of Snowflake, LinkedIn, and Carta
1 november 2024 · 30 min
SaaStr 771: The Top Marketing Strategies for 2025 Growth with the CMOs of Snowflake, LinkedIn, and Carta Lees meer
Right now is one of the hardest times of the year for marketers. Most CMOs will be heads down wrapping up a year-end assessment and figuring out what to pitch for next year's budgetary spend to drive revenue, all while navigating an ever-changing environment of inconsistent metrics, lower conversion rates, and a rapid rate of change with the adoption of AI in SaaS.
A CMO panel consisting of the CMO of Snowflake, Denise Persson, CMO of Carta Nicole Baer, and the VP of Marketing at LinkedIn for Sales, Gail Moody-Byrd all answer Carilu Dietrick's questions, CMO and advisor formerly at Atlassian, about all things growth for 2025.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code NOVEMBER20 for an extra discount on our very best pricing.
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This episode is sponsored by: mmhmm.app
Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app
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SaaStr 770: How to Avoid a Bad VC Investor with SaaStr CEO and Founder Jason Lemkin
30 oktober 2024 · 37 min
SaaStr 770: How to Avoid a Bad VC Investor with SaaStr CEO and Founder Jason Lemkin Lees meer
In our latest episode, SaaStr CEO and Founder Jason Lemkin delves into 11 ways you can identify bad investors before signing a term sheet. Use this 11-part test to avoid common pitfalls:
Do reference checks
Ask if they write second or third checks
See how many control they want
Figure out their long-term goals
Ask about the lows too
Ask about outside CEOS
What was their worst investment?
Ask what CEO they're a fan of
Should you ask your potential investors to sign an NDA?
The best advice if you're going from bootstrapping to venture capital to avoid a mistake
If you are offered a second check, how picky should you be?
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building your dream team from anywhere—visit Remote.com/jobs today.
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This episode is sponsored by: Anrok
A question for SaaS finance leaders, do you know where your customers are? Anrok tracks …
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SaaStr 769: The State of SaaS Go-to-Market with Theory Ventures General Partner Tomasz Tunguz
25 oktober 2024 · 24 min
SaaStr 769: The State of SaaS Go-to-Market with Theory Ventures General Partner Tomasz Tunguz Lees meer
Join us in this insightful episode as seasoned venture capitalist Tomasz Tunguz, General Partner at Theory Ventures shares transformative insights on the current landscape of SaaS Go-To-Market.
Six months ago, security was the number one prohibition preventing businesses and software companies from buying AI. Today it's ROI.
In this episode, Tomasz shares nine observations from a Go-To-Market survey Theory Ventures did with hundreds of startups, 68% of them early-stage, well-funded, mostly mid-market ACV, and 25% remote.
Here's what they found:
We've noticed founders are more positive despite sales cycles being 12% longer
The lengthening sales cycle increases the payback period to offset it
Startup founders and CEOs have increased their sales team quotas linearly
AI today has no impact on conversion rate
AI does not impact ARR growth, even though people who buy AI perceive it as meaningfully contributing to overall efficiency gains
If you're considering changing your pricing model, consider creating a hybrid or matrix pricing model. You'll have six percentage points more of net dollar retention.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.
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This episode is sponsored by: remote.com
When the right person for the job is a world away,…
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SaaStr 768: Approaching Half a Million Customers: How to Win in SMB with BILL CEO and Founder René Lacerte
23 oktober 2024 · 57 min
SaaStr 768: Approaching Half a Million Customers: How to Win in SMB with BILL CEO and Founder René Lacerte Lees meer
Join our in-depth exploration of Bill.com's remarkable evolution, from BILL CEO and Founder René Lacerte and SaaStr CEO and founder Jason Lemkin. Tune in as they share how BILL has reached half a million customers and $1.3B in revenue.
Together, Jason and René discuss:
How to sell to multiple stakeholders as a SaaS platform
Going long and BILL's 20+ year journey to $1B
Creating a Moat
How to create product stickiness
The impact of artificial intelligence on BILL
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building your dream team from anywhere—visit Remote.com/jobs today.
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This episode is sponsored by: Anrok
A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are creating exposure, and automates tax calculation and filing worldwide. Built for high-growth software companies, Anrok p…
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SaaStr 767: The Future of AI in SaaS Sales with Henry Schuck, CEO of ZoomInfo and SaaStr CEO Jason Lemkin
18 oktober 2024 · 58 min
SaaStr 767: The Future of AI in SaaS Sales with Henry Schuck, CEO of ZoomInfo and SaaStr CEO Jason Lemkin Lees meer
SaaStr CEO Jason Lemkin joined ZoomInfo's Season 2 of its ZI Labs Podcast as the opening guest alongside ZoomInfo CEO Henry Schuck. Along with co-host Ben Salzman, Jason and Henry discuss the transformative power of AI within SaaS and the evolving dynamics that are reshaping the landscape of software as a service.
Together they explore the intricacies of scaling SaaS companies, including the importance of recruiting and developing strong management teams, implementing multi-product strategies, and navigating emotional and operational hurdles as the company grows. The discussion also emphasizes the significance of hiring passionate and top-tier talent, leveraging AI to enhance sales efficiency, and maintaining a core Ideal Customer Profile (ICP) for profitability. Real-world examples from companies like HubSpot, DocuSign, and Zendesk provide valuable lessons on leadership, innovation, and the future of sales. A must-listen episode for SaaS founders and entrepreneurs aiming to scale their business and stay ahead in a competitive market.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job boa…
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SaaStr 765: The Bar Has Gone Up. The Era of HyperFunctional SaaS is Here with SaaStr CEO and Founder Jason Lemkin
16 oktober 2024 · 45 min
SaaStr 765: The Bar Has Gone Up. The Era of HyperFunctional SaaS is Here with SaaStr CEO and Founder Jason Lemkin Lees meer
In this comprehensive episode, SaaStr CEO and Founder Jason Lemkin explains why the era of hyper-functional SaaS is here, and how it's reshaping the landscape of SaaS companies. Key topics include the critical role of AI and automation in meeting rising customer expectations and the imperative for tech companies to develop multi-product strategies to sustain growth. We explore how companies like Slice, Datadog, and Monday are navigating market dynamics, balancing efficiency with innovation, and adapting to accelerated benchmarks despite claims of downturns in SaaS spending. Additionally, we delve into the evolving sales challenges, maintaining product market fit, and finding untapped opportunities amidst the surge of AI advancements. Tune in to uncover strategies and real-world examples for building a thriving platform in the modern SaaS industry.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building your dream team from anywh…
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SaaStr 764: State of the Cloud 2024: The Cloud AI Era with Bessemer Venture Partners, Anthropic, Jasper, Abridge and EvenUp
11 oktober 2024 · 33 min
SaaStr 764: State of the Cloud 2024: The Cloud AI Era with Bessemer Venture Partners, Anthropic, Jasper, Abridge and EvenUp Lees meer
Bessemer Venture Partners is committing $1 billion in capital to back AI-native companies and founders at the bleeding edge.
Sameer Dholakia, Partner at Bessemer Venture Partners speaks with Julia Chapin, COO at Abridge, Kate Jensen, Head of Revenue at Anthropic, Rami Karabibar, CEO and founder at EvenUp, and Timothy Young, CEO at Jasper, on the impacts of AI on the State of the Cloud.
The discussion delves into the integration of AI into SaaS, marketing, healthcare, and legal industries, with a focus on the challenges and opportunities of implementing AI solutions. Key topics include building defensible business models, embracing multimodal capabilities, and strategizing change management for successful AI adoption.
Gain valuable insights into the importance of trust, partnerships, and user-centric applications in leveraging AI for sustainable business growth.
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SaaStr hosts the largest SaaS community events on the planet.
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building…
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SaaStr 763: The Secrets to Selling and Scaling in Vertical SaaS with Slice's CRO Loren Padelford
9 oktober 2024 · 43 min
SaaStr 763: The Secrets to Selling and Scaling in Vertical SaaS with Slice's CRO Loren Padelford Lees meer
Loren Padelford, CRO of Slice and previously SVP and GM of Shopify Plus, does a deep dive with the SaaStr CEO and Founder Jason Lemkin on the top learnings selling to SMBs and within Vertical SaaS.
The conversation dives into Slice's approach of helping independent pizzerias by offering integrated software and services, comparing it to the approach of Domino's. Lauren offers lessons learned during his career in SaaS, with inspirational views on growth strategies, customer focus, and building trust with SMB entrepreneurs. This discussion is ideal for anyone interested in understanding the dynamics of vertical SaaS and its impact on the business ecosystem.
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Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building your dream team from anywhere—visit Remote.com/jobs today.
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This episode is sponsored by: Anrok
A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are cr…
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SaaStr 762: How to Build a Product Customers Love and Drive Nearly $1B in Revenue Along the Way with Klaviyo CEO Andrew Bialecki and SaaStr CEO and Founder, Jason Lemkin
4 oktober 2024 · 50 min
SaaStr 762: How to Build a Product Customers Love and Drive Nearly $1B in Revenue Along the Way with Klaviyo CEO Andrew Bialecki and SaaStr CEO and Founder, Jason Lemkin Lees meer
Klaviyo is the most awesome SaaS company you don't know enough about yet. :)
Join SaaStr CEO and Founder Jason Lemkin and Klaviyo CEO and Co-Founder, Andrew Bialecki as they discuss Klaviyo's rise as a leading marketing and customer data platform for B2C businesses. Discover the strategies behind its growth, the challenges faced in expansion, the pivotal partnership with Shopify, and insights into successfully navigating the journey from SMBs to enterprise markets.
Learn about the company's IPO experience, the impact of strategic product development, and how Klaviyo became an indispensable tool for e-commerce businesses that has millions of raving customers and nearly $1B in revenue.
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Join us at SaaStr Annual 2025:
Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building your dream team from anywhere—visit Remote.com/jobs today.
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This episode…
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SaaStr 761: How to Build Pipeline and GTM Alignment with Datadog's CMO Sara Varni
2 oktober 2024 · 30 min
SaaStr 761: How to Build Pipeline and GTM Alignment with Datadog's CMO Sara Varni Lees meer
Sara Varni, Datadog's CMO, shares how to build pipeline and create alignment across sales and marketing. The CMO role at Datadog covers the usual aspects of marketing, including product marketing, corporate communications, events, partnership marketing, and solutions marketing.
While these insights seem like pipeline 101, they aren't always implemented. Let's look at some quick facts about Sara's experience. She spent a decade at Salesforce before moving on to Twilio as CMO when they were at about $400M ARR with 30 sales reps. They had a healthy self-service motion, but growth was flattening.
About four years later, she joined Attentive as CMO, a late-stage startup in the SMS marketing space. Now, she's the CMO at Datadog. Each of these companies had different GTM motions.
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Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building your dream team from anywhere—visit Remote.com/jobs today.
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This episode is sponsored by: Anrok
A…
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SaaStr 760: CRO Confidential: Rippling's Top 3 Growth Tactics for Driving Revenue at Scale with Rippling CRO Matt Plank and Former CRO at Brex Sam Blond
27 september 2024 · 40 min
SaaStr 760: CRO Confidential: Rippling's Top 3 Growth Tactics for Driving Revenue at Scale with Rippling CRO Matt Plank and Former CRO at Brex Sam Blond Lees meer
At this year's SaaStr Annual, Rippling's CRO, Matt Plank, chats with Sam Blond, host of the SaaStr CRO Confidential and former CRO at Brex, about Rippling's top 3 growth tactics, which have led to the Rippling becoming a $14B company with several hundred million of ARR. A few years ago, Matt was making cold calls from CEO Parker Conrad's basement, and he's helped bring Rippling to where it is today.
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
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2025 at:
SaaStr Annual: May. 13-15 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Get your early bird tickets TODAY.
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This episode is sponsored by: Pendo
This episode is sponsored by our good friends at Pendo the all-in-one product experience platform. Pendo brings together product analytics. Guides discovery and replay. So you can improve your product experiences for every customer and employee try Pendo for free at Pendo.io/saastr.
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This episode is sponsored by: remote.com
Ready to expand into new markets with confidence? Remote's comprehensive HR suite propels your growth from the ground up. From setting up new entities and managing intellectual property, to overseeing contractor compliance Remote makes scaling effortless.With their platform and partnership, your busines…
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SaaStr 759: 5 Metrics that Matter When Raising Your SaaS Series A and Series B Round with Christoph Janz, Partner at Point Nine Capital
25 september 2024 · 29 min
SaaStr 759: 5 Metrics that Matter When Raising Your SaaS Series A and Series B Round with Christoph Janz, Partner at Point Nine Capital Lees meer
What data and metrics do you need to convince SaaS investors you're in good shape and aligned with what they care about? Christoph Janz, Partner at Point Nine Capital, shares 5 key insights during this year's SaaStr Annual.
These metrics are more targeted to those preparing for a Series A or B round and could make the difference between an excited-to-invest-in-you investor and a pass. Why should you spend the time getting your act together before fundraising? If your data is self-explanatory, in good shape, easy to understand, and aligned with what investors care about, you avoid a lot of unnecessary back and forth.
Less time clarifying what your metrics mean results in more time to talk to more investors in parallel and increased confidence with each of those investors.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2025 at:
SaaStr Annual: May. 13-15 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Get your early bird tickets TODAY.
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This episode is sponsored by: Pendo
This episode is sponsored by Pendo, the all-in-one product experience platform. Pendo helps your users do the things you really want them to do. You can try Pendo for free at Pendo.io/saastr and check out Mind The Product, the community for product people like… us.
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This episode is sponsored by: remote.com
Big things start like this. Every industry leader began with a simple idea and the courage to dream big. At Remote, we're here to help you turn your vision i…
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SaaStr 758: Avoid These Common Founder Mistakes to Hire a Great VP of Sales in 2024 with SaaStr CEO and Founder Jason Lemkin
20 september 2024 · 45 min
SaaStr 758: Avoid These Common Founder Mistakes to Hire a Great VP of Sales in 2024 with SaaStr CEO and Founder Jason Lemkin Lees meer
In this episode of the official SaaStr podcast, we delve into the common pitfalls founders encounter when hiring a VP of Sales.
SaaStr CEO and Founder Jason Lemkin kicked off the SaaStr Annual by reflecting on twelve years of hiring lessons, sharing critical insights into why sales leaders fail and how founders can avoid these mistakes. The discussion covers the importance of due diligence, understanding the product, embracing sales involvement post-hire, and recognizing the signs of jaded or broken candidates.
The episode emphasizes the need for rigorous hiring processes and the impact of a bad hire on startup growth. Tune in for practical advice to ensure your next critical hire drives success.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2025 at:
SaaStr Annual: May. 13-15 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Get your early bird tickets TODAY.
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This episode is sponsored by: Pendo
This episode is sponsored by Pendo, the all-in-one product experience platform. Pendo helps your users do the things you really want them to do. You can try Pendo for free at Pendo.io/saastr and check out Mind The Product, the community for product people like… us.
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This episode is sponsored by: remote.com
Big things start like this. Every industry leader began with a simple idea and the courage to dream big. At Remote, we're here to help you turn your vision into reality. From onboarding top talent to managing payroll worldwide, our tools and ex…
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SaaStr 757: 10 Cheat Codes I Learned While Scaling to $400M with Yext and Roam Founder Howard Lerman
31 augustus 2024 · 33 min
SaaStr 757: 10 Cheat Codes I Learned While Scaling to $400M with Yext and Roam Founder Howard Lerman Lees meer
Dive into a unique and tactical journey with Howard Lerman, Founder at Roam, sharing unconventional yet effective strategies drawn from personal experiences and notable figures like John Lennon. Learn the importance of mastering storytelling, the art of live demos, the controversial take on one-on-one meetings, and the benefits of Sunday night executive meetings. Discover how leveraging your cap table for strategic advisors can accelerate your business and understand the significance of maintaining product market fit. Embrace the philosophy of doing things your way and making your company an extension of your vision. This episode is packed with practical advice for startup founders looking to navigate the complexities of building and scaling their companies.
Howard's 10 cheat codes:
Memorize Your Lines: Master storytelling by memorizing your company's story.
The Live Demo: Take the risk with live demos.
1:1 Meetings Are Terrible: Avoid scheduled one-on-one meetings.
Sunday Night Meetings: Start your week with Sunday night exec meetings.
Advisor-Led Growth: Use stock options to bring on influential advisors.
5-Minute Meetings: Hold short, effective meetings.
Meet with Customers: Meeting customers lifts spirits.
Board Chair: Have a powerful chairperson.
Do Not Delegate: Retain control over critical functions like product-market fit.
Have Fun: Make your company your creative canvas.
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SaaStr 756: From Challenges and Churn to Triumph - How to Deliver Exceptional Customer Support at Scale with Monday.com's VP of Customer Experience
14 augustus 2024 · 36 min
SaaStr 756: From Challenges and Churn to Triumph - How to Deliver Exceptional Customer Support at Scale with Monday.com's VP of Customer Experience Lees meer
In this episode of the Official SaaStr Podcast, Natalie Margolin, VP of Customer Experience at monday.com, shares her journey and strategies for enhancing customer experience in a rapidly growing company. From tackling challenges of scale, implementing AI and chatbots, to ensuring customer satisfaction and building an expert support team, Natalie explains the transformative steps and guiding principles that have positioned monday.com as an industry leader in customer experience.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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This episode is sponsored by: Paragon
Are you constantly saying no to your customers' integration requests? You're not alone. That's why companies like Copy.ai and Sinch use Paragon, an embedded integration platform, to ship integrations 7 times faster. Ready to scale your product's integration strategy? Visit useparagon.com/saastr to explore how Paragon can help you go-to-market faster with integrations today.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. St…
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SaaStr 755: How to Optimize Sales Performance, SaaStr CEO Jason Lemkin Answers Your Top SaaS Sales Questions
9 augustus 2024 · 31 min
SaaStr 755: How to Optimize Sales Performance, SaaStr CEO Jason Lemkin Answers Your Top SaaS Sales Questions Lees meer
In this episode, we dive into the intricacies of effective sales check-ins, best practices for managing remote teams, and the essential strategies for hiring and ramping up sales leadership. Jason Lemkin answers audience questions, covers why Quarterly Business Reviews (QBRs) are becoming obsolete, the significance of measuring sales team activities, and the critical importance of ensuring new hires are product experts before they start. Other key topics include handling lone wolf sales reps, sourcing pipeline percentage, and the differing approaches needed for SMB and enterprise sales teams. A must-listen for SaaS founders, sales leaders, and anyone looking to optimize their sales process in our remote-first world.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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This episode is sponsored by: Paragon
Are you constantly saying no to your customers' integration requests? You're not alone. That's why companies like Copy.ai and Sinch use Paragon, an embedded integration platform, to ship integrations 7 times faster. Ready to scale your product's integration strategy? Visit useparagon.com/saastr to explore how Paragon can help you go-to-market faster with integrations today.
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This episode is sponsored by: remote.com
Elevate your contractor management with a platform…
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SaaStr 754: 7 Things the Best Sales Reps Get Right and 8 Ways the Rest Make Things Worse with SaaStr CEO and Founder Jason Lemkin
6 augustus 2024 · 30 min
SaaStr 754: 7 Things the Best Sales Reps Get Right and 8 Ways the Rest Make Things Worse with SaaStr CEO and Founder Jason Lemkin Lees meer
Join Jason Lemkin, in this insightful episode as he dives deep into distinguishing the best sales reps from the rest.
Jason outlines seven key traits that make sales reps successful, such as understanding customer problems, facilitating product demos, and being honest about competition. He also discusses common pitfalls that mediocre sales reps fall into, including playing endless games with pricing and creating urgency without value. Perfect for founders, sales leaders, and team managers looking to improve their hiring process and team efficiency, this episode offers practical, real-world examples and strategies to implement right away.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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This episode is sponsored by: Paragon
Are you constantly saying no to your customers' integration requests? You're not alone. That's why companies like Copy.ai and Sinch use Paragon, an embedded integration platform, to ship integrations 7 times faster. Ready to scale your product's integration strategy? Visit useparagon.com/saastr to explore how Paragon can help you go-to-market faster with integrations today.
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This episode is sponsored by: remote.com
When the right person for the job is a world away, Remote Talent brings the world to you. As the top job boa…
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SaaStr 753: Unveiling the 2024 CRO Playbook, How to Navigate A Shifting Sales Environment with Salesloft's CRO Mark Niemiec
26 juli 2024 · 29 min
SaaStr 753: Unveiling the 2024 CRO Playbook, How to Navigate A Shifting Sales Environment with Salesloft's CRO Mark Niemiec Lees meer
In this insightful podcast, Mark Niemiec, the CRO of SalesLoft, shares his strategic approach and key lessons learned since joining the company in February.
Drawing from his extensive experience at Salesforce and Cisco, Mark discusses the challenges and opportunities that come with onboarding as a new CRO, especially in dynamic market conditions. He emphasizes the importance of vision setting, strategic planning, and effective communication. Mark also provides practical tips on customer engagement, team dynamics, and the significance of maintaining a balanced work-life routine. Whether you're a founder, sales leader, or aspiring CRO, this episode offers valuable actionable insights for driving successful change in your organization.
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SaaStr 752: 9 Signs a Startup Isn't Going to Make It with SaaStr CEO and Founder Jason Lemkin
24 juli 2024 · 25 min
SaaStr 752: 9 Signs a Startup Isn't Going to Make It with SaaStr CEO and Founder Jason Lemkin Lees meer
SaaStr Founder and CEO, Jason Lemkin sat down to discuss 9 signs a startup isn't going to make it. We all know, we're living in strange times.
A lot of AI companies are growing 500% a year and exploding
A lot of public leaders are struggling
Some unicorns are doing incredibly well, while others have stalled and are growing at zero
Founders are struggling with how to deal with these changes, and VCs and executives are trying to decide if companies are worth joining, investing in, or sticking it out with. It's nuanced.
So, let's look at the nine signs a startup will fail. As leaders, if you see yourself doing some of these things, maybe it's time to stop it.
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SaaStr 751: How to Use AI-Powered Marketing to Get More Leads and Customers with Guillaume Cabane of HyperGrowth Partners
19 juli 2024 · 23 min
SaaStr 751: How to Use AI-Powered Marketing to Get More Leads and Customers with Guillaume Cabane of HyperGrowth Partners Lees meer
As a marketing leader, how do you use today's AI platforms and tools to become more efficient?
Guillaume Cabane, Co-Founder and General Partner at HyperGrowth Partners and ex-head of marketing at Drift, Gorgias and Segment, shares how you can win with AI in outbound, SEO, and paid.
AI was good a year or two ago, but its quality was less than that of a human. There was less cost and less quality. Nowadays, we have more quality and speed, yet still at a lower cost.
What does that mean for marketing?
Each motion has different CACs. The sales-led approach we're used to, which is pretty efficient but relatively expensive. On the other side, you have PLG, which is fairly cheap but generally drives lower CAC and smaller customers. You have this spectrum from low contract value to high ACV, which is correlated with low CAC to high CAC.
With those CACs and ACVs, you have typical segmentation of micro to Enterprise, and within that segmentation, you have the channels. On the cheap, low-CAC side, you'll have SEO and virality: the PLG playbooks.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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SaaStr 750: What it Takes to Get Funded in 2024 with SaaStr CEO and Founder Jason Lemkin
17 juli 2024 · 48 min
SaaStr 750: What it Takes to Get Funded in 2024 with SaaStr CEO and Founder Jason Lemkin Lees meer
What it really takes to raise venture capital today, in 2024
Stress in System
Why Everyone Seems to be Chasing AI
Where the Decacorns Are
Databricks and Canva
What a "Fund Returner" is in Venture Capital
How a $2B and a $100m VC Fund Make Money
What a Top Decile Startup Looks Like
and Much More!!
SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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SaaStr 749: The Lost Podcast Aaron Levie, CEO of Box, and Jason Lemkin, CEO of SaaStr, in 2013: "Thinking About $1 Billion in ARR"
12 juli 2024 · 31 min
SaaStr 749: The Lost Podcast Aaron Levie, CEO of Box, and Jason Lemkin, CEO of SaaStr, in 2013: "Thinking About $1 Billion in ARR" Lees meer
Hey, everybody at SaaStr, we didn't realize until a Twitter exchange the other day that we have a lost SaaStr podcast for real. Just when SaaStr was getting going in January 2013, SaaStr CEO and Founder Jason Lemkin went out and went to Box's offices and interviewed Aaron Levie CEO and Co-founder of Box.
This was over a decade ago now and it was lost.
We recorded it but didn't know what to do with it. And the audio quality was pretty bad, but we used AI to clean it up and we thought this would be really fun to listen to at a formative time. Back then, Box had just crossed 400 employees. It was no longer a startup. And we talked about going enterprise. We talked about squinting on the horizon and seeing the $1B ARR which box has since passed, and what it might be like to go bigger.
It's a moment in time but you can listen to a different side, maybe even a more lighthearted side before things get really hard after the IPO.
It is harder after you go public. But this was just before that. It's the lost SaaStr podcast. The earliest days of Box with Aaron Levie and Jason Lemkin together.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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SaaStr 748: Fundraising During A Downturn, Advice for Hiring in 2024 and Much More with SaaStr CEO and Founder Jason Lemkin
10 juli 2024 · 35 min
SaaStr 748: Fundraising During A Downturn, Advice for Hiring in 2024 and Much More with SaaStr CEO and Founder Jason Lemkin Lees meer
To close out SaaStr Europa 2024, Jason Lemkin, SaaStr CEO and Founder took the stage to answer the audience's most burning questions. AMA's with Jason are wildly popular for his expertise and no-holds-barred delivery.
Jason give his advice on the following topics:
Hiring in 2024
Running PLG and Enterprise GTM at the same time
How to Categorize Revenue for VCs
Are Marketing Agencies Worth Investing In?
Do VCs Ignore Founder Logos
The ideal post-sales process
Advice For Companies Looking To Raise During A Downturn
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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This episode is sponsored by Pendo, the all-in-one product experience platform.
Pendo helps your users do the things you really want them to do. You can try Pendo for free at Pendo.io/saastr and check out Mind The Product, the community for product people like… us.
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SaaStr 747: Top 10 GTM Mistakes Founders Make Again … and Again with SaaStr's CEO and Founder Jason Lemkin
5 juli 2024 · 55 min
SaaStr 747: Top 10 GTM Mistakes Founders Make Again … and Again with SaaStr's CEO and Founder Jason Lemkin Lees meer
What are the biggest GTM mistakes founders make? SaaStr CEO and Founder Jason Lemkin shares The Top 10 Mistakes Founders Make Again and Again. Some are decades-old problems, while others have emerged from this new world we're in. Let's jump right in.
Hire a VP of Sales that can sell or demo the product
Hire a VP of Marketing who can do demand generation
As a Founder or CEO, stay in sales
Don't cut your marketing budgets to almost nothing
Jump on the AI bandwagon in a meaningful way
Prioritize growth
Be cautious when hiring the broken, the bitter, and the fractional
Don't hire for the logo
ROI isn't always instant, build pipeline
Don't eliminate true customer success
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
This episode is sponsored by: Remote.com
Are international payroll regulations giving you a headache? Remote.com is your solution. With our best-in-class interface and expertise, we consolidate payroll for your employees, whether in one country or a hundred. Trust us with swift, secure payments for your team while you focus on scaling markets and driving business growth.
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SaaStr 746: What's Really Happening in Venture Capital Today with Redpoint Ventures Managing Director Logan Bartlett
3 juli 2024 · 43 min
SaaStr 746: What's Really Happening in Venture Capital Today with Redpoint Ventures Managing Director Logan Bartlett Lees meer
There are a lot of haves and have-nots in the software industry today. Some companies have more people throwing money at them than they know what to do with, and others are struggling to raise any money at all.
Logan Bartlett, Managing Director at Redpoint Ventures, shares their yearly "State of the Market" report to understand what is and isn't happening in venture capital today. 2024 is the tale of two markets, so let's get into some of the data on today's episode.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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This episode is sponsored by Pendo, the all-in-one product experience platform.
Pendo helps your users do the things you really want them to do. You can try Pendo for free at Pendo.io/saastr and check out Mind The Product, the community for product people like… us.
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SaaStr 745: Mastering SaaS Sales Hiring, Customer Retention, and Growth with OpenAI, Retool, and 20VC
28 juni 2024 · 36 min
SaaStr 745: Mastering SaaS Sales Hiring, Customer Retention, and Growth with OpenAI, Retool, and 20VC Lees meer
Dominic Grill, Head of Technical Success at OpenAI, and Eleanor Dorfman, Head of Sales at Retool, answer some of the most pressing questions from Harry Stebbings, Founder at 20VC, about mastering the customer lifecycle, how roles and motions in sales and post-sales have changed, the role of AI in sales, and some of the biggest lessons learned at these hyper-growth companies.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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This episode is sponsored by Pendo, the all-in-one product experience platform.
Pendo helps your users do the things you really want them to do. You can try Pendo for free at Pendo.io/saastr and check out Mind The Product, the community for product people like… us.
This episode is sponsored by: Remote.com
Are international payroll regulations giving you a headache? Remote.com is your solution. With our best-in-class interface and expertise, we consolidate payroll for your employees, whether in one country or a hundred. Trust us with swift, secure payments for your team while you focus on scaling markets and driving business growth.
This episode is sponsored by: Northwest Registered Agent
Get more when Northwest Registered Agent starts your business. They'll form your company fast and stand up your entire business identity in minutes. That means business free domain, business email, website, hosting, address, mail scanning, business phone app, all within minutes. Visit https://www.northwestregisteredagent.com/saastr …
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SaaStr 744: A Tale of 3 Worlds: Where SaaS, Cloud, and AI are in 2024 with SaaStr CEO and Founder Jason Lemkin
26 juni 2024 · 49 min
SaaStr 744: A Tale of 3 Worlds: Where SaaS, Cloud, and AI are in 2024 with SaaStr CEO and Founder Jason Lemkin Lees meer
What's the theme and current trends in SaaS, Cloud and AI now that we're midway through 2024?
SaaStr CEO and Founder Jason Lemkin reflects on the SaaS industry's journey over the past several years, particularly focusing on the challenges and growth seen in 2022 and 2023. Despite economic ups and downs and the gloom and doom on social media, companies like Canva and Netskope are thriving today.
Jason's best advice?
"Just build."
In this episode, he emphasizes the importance of SaaS startups and companies continuing to build amidst macroeconomic fluctuations and the inevitable rise and fall of markets. Additionally, he addresses head-on how AI is reshaping the landscape and driving venture capital investments. For aspiring and current SaaS founders, this episode offers practical advice on staying competitive and resilient in an unpredictable market.
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SaaStr hosts the largest SaaS community events on the planet.
Join us in 2024 at:
SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20
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This episode is sponsored by Pendo, the all-in-one product experience platform.
Pendo helps your users do the things you really want them to do. You can try Pendo for free at Pendo.io/saastr and check out Mind The Product, the community for product people like… us.
This episode is sponsored by: Remote.com
Are international payroll regulations giving you a headache? Remote.com is your solution. With our best-in-class interface and expertise, we consolidate payroll for your employees, whether in one country or a hundred. Trust us wit…