SaaStr

FEBRUARY 24, 2023

Over the last ten years, ICONIQ Growth has partnered with over 90 companies, seeing them grow through critical phases. Doug Pepper, General Partner at ICONIQ Growth, has invested in software and SaaS companies for 22 years, from seed to growth stage. They initially double their ARR each year in scaling post $10M.

Growth 79

Growth GTM Launch Go To Market 79

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

GTM 67

GTM Growth Profit margin Contract 67

SaaStr

JUNE 13, 2021

It’s been great to have the CEOs of Qualtrics join us multiple times over the years, as it scaled from a late-stage startup to IPO to $8B+ acquisition. Fast forward to today, and Qualtrics is now worth $20B and CEO Zig Serafin joined us to share his lessons in scaling with Julia Laroche, Correspondent at Yahoo Finance.

Growth 68

Growth Finance B2B Technology 68

SaaStr

FEBRUARY 4, 2022

As the Head of Marketing at Klayvio , she discusses her experience growing a small, new marketing team to an organized, self-sufficient one all while the company was experiencing hyper-growth at every level. She details her six steps to manage successful marketing at scale. Step 1: Align with the CEO.

Growth 79

Growth Strategize Campaign Engineering 79

Partners in Excellence

APRIL 19, 2024

I imagined myself interviewing for the CRO position in a high growth start up. Dave: Thanks for the opportunity to speak, I’m sure I can have a great impact in driving growth in your sales organization. Dave: We were scaling aggressively. If the person you are looking for is an expert on scaling, I’m your CRO!

Quota 120

Quota Growth Prospecting Start-ups 120

Veloxy

FEBRUARY 15, 2024

These podcasts cover a diverse range of sales topics, including mastering the sales funnel, customer relationship building, sales psychology, leadership, personal growth, and the latest sales trends and innovations. Real Sales Talk is an excellent resource for individuals seeking modern techniques and business growth tips.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

MAY 15, 2024

So with public SaaS companies continuing to grow, but revenue multiples often at relative lows, it can make sense in some cases to “go private”, invest in more growth for a few years, and try to IPO again down the road. Qualtrics did it, nCino just did it, and the latest is Squarespace. 5 Interesting Learnings: #1.

Growth 90

Growth Price Customers 90

SaaStr

MAY 8, 2024

Growth is still epic at almost $2.5 From the hyper-growth of the past, to very efficient growth at $2.5 The key to Datadog continuing to scale was becoming a true DevOps suite for its customers. #5. But as SaaS and Cloud companies are focused on earnings now as well as growth, it’s come much more into focus.

Non-Profits 86

Non-Profits Growth Customers Product 86

Search Engine Land

MAY 13, 2024

But before you start listing products on a bunch of new channels, it’s important to consider and prepare for the challenges of scaling your online business. This paper examines five common mistakes that sellers make when adding new channels, how they stifle growth, and what can be done to prevent them.

Growth 89

Growth Product 89

SaaStr

MAY 1, 2024

Join us for 2+ fun filled days, a great party, 100s of braindates and workshops, and so much more! And meet everyone from Harry Stebbings to the CEO of Gong! Ok with that, what are the Top 5 Trending Sessions … So far?01 It will continue to evolve!!

GTM 87

GTM Growth Meeting Customers 87

SaaStr

MAY 3, 2024

Flock Safety: “How to Build out a Sales Org from 0 reps to ~100 in 18 months | FlockSafety ‘s CEO Garrety Langley” This was a fun one as Flock Safety was rapidly scaling. Founder CEO Garrett Langley brought his VP Growth to talk about how they added 100 sales reps … in just 18 months!! #9.

Growth 79

Growth Start-ups Customers Sales 79

Force Management

FEBRUARY 1, 2024

These leaders have spearheaded culture transformations and spurred massive growth at some of the most influential sales organizations of our time. These leaders have spearheaded culture transformations and spurred massive growth at some of the most influential sales organizations of our time.

Growth 140

Growth Sales 140

SaaStr

MAY 1, 2024

Covid fueled it to insane growth like we’d never seen before, going from $1B ARR to $4B ARR … in one year. But in the end, today, at scale, their small customers churn is at the same high rates as other “grab and go” SMB products. But Growth Still Tough There. So Zoom is just that crazy outlier in SaaS.

Growth 93

Growth Contact Start-ups Customers 93

Partners in Excellence

NOVEMBER 6, 2023

I’ve written, often, about how we “settle” for win rates of 15-20% and are happy achieving our growth goals. While these organizations are hitting their targets, and sometimes with aggressive YoY scaling, they should be doing so much more! Too often, our approach to driving growth is a scaling strategy.

Territory 142

Territory Growth Presentation Meeting 142

SaaStr

APRIL 17, 2024

But they are ar $780,000,000+ in ARR, with an 86 NPS and strong revenue growth at 29% overall and 49% in subscriptions (yes, it’s confusing). 500m+ ARR, with ~50% growth? New Customers Still Growing 22% at Scale. For me, Net New Customer Count has become the metric I obsess the most about at scale.

Price 91

Price Growth Start-ups Customers 91

SaaStr

DECEMBER 13, 2023

A year ago, growth was at 48%. Customer Count Growth Driven in Large Part by Acquisitions There are only so many big banks to sell to, and nCino’s core customer count has grow slowly but steadily from 335 in 2021 to 428 today. But new products from acquisition have fueled the overall customer count growth to 1,858. #2.

Non-Profits 119

Non-Profits Growth Engineering B2B 119

Search Engine Land

MAY 14, 2024

Join the upcoming LiveRamp webinar Sweet Success: Hershey’s Recipe to Improve Advertising Effectiveness to hear how Hershey’s drives growth with data clean rooms as a key ingredient for unified measurement and insights. But not all clean rooms are created equal.

Retail 78

Retail Networking Growth Customers 78

SaaStr

FEBRUARY 14, 2024

They are seeing no slowdown at all in revenue growth from $100k+ customers. 5 Interesting Learnings: #1 $100k+ Customers Are Key To Growth at Scale. But the big ones are growing fast faster by revenue at scale. They’re still trading off some margin expansion to invest in growth. Efficient Growth.

Growth 91

Growth Start-ups Closing Customers 91

SaaStr

MARCH 27, 2024

market cap, growth is still strong at 24%, and it’s now becoming very, very profitable. Revenue Growth is Up Just 24%. HubSpot’s revenue growth of 24% (21% in constant currency) is basically equal to its net new customer count. It sells sales, marketing, support and more tools. And second, so many of us use HubSpot.

Non-Profits 95

Non-Profits Drivers/motivators Growth Price 95

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). In a product-led growth strategy, the product serves as the focal point of your company’s marketing and strategies.

Go To Market 103

Go To Market Growth GTM Product 103

SaaStr

FEBRUARY 7, 2024

In today’s world, there’s a clear shift in what founders, boards, and investors are all after — scalable, low-CAC (customer-acquisition cost) growth strategies. In this playbook we’ll share: Automated outbound at-scale strategies. Sales-assisted, product-led growth strategies that close Enterprise leads.

E-commerce 88

E-commerce Referrals Growth Quota 88

Partners in Excellence

MAY 15, 2024

I’ve referenced the organization that was successfully scaling year after year, hitting their numbers. Some of these include: Hot products, hot markets: While these drive short term growth, often in spite of anything done in the GTM efforts, these, alone, don’t drive sustained high performance. Don’t get me wrong.

GTM 113

GTM Quota Technology Technology 113

Martech

MAY 7, 2024

In 2024, this translates to a compound annual growth rate (CAGR) of 41.8%, marking an astounding 9,295% increase over a span of 13 years. The State of Martech 2024: Scott Brinker and Frans Riemersma That number is daunting, and so is the growth. Generative AI leads the martech growth. This growth clearly can’t go on forever.

Legal 105

Legal Growth Pitch Technology 105

Sales Hacker

MAY 7, 2024

Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. Noah currently resides in the Bay Area with his wife, three kids and 3 dogs, and spends as much time as he can in the mountains – fishing, hiking and skiing.

GTM 87

GTM B2B Growth Strategize 87

Search Engine Land

OCTOBER 16, 2023

NP Digital once again is leading the way in the ninth annual Search Engine Land Awards. agency is a finalist in four categories in 2023, after being a finalist in seven categories last year and winner of three awards in 2022. If you haven’t yet, make sure to register for free for SMX Next.

Engineering 133

Engineering Non-Profits A/B testing Growth 133

Martech

MAY 1, 2024

Rapidly advancing generative AI models promise to help scale marketing and sales functions by automating customer conversations. Information management and storage company Iron Mountain adopted a gradual and surefooted approach to adopting digital assistants and making conversational AI a driver of engagement and revenue growth.

Conversion 91

Conversion Objectives and Key Results Drivers/motivators Trust 91

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.

Product 113

Product Cross-sell CRM Growth 113

Force Management

DECEMBER 6, 2023

In their discussions with John Kaplan and John McMahon, these leaders shared stories of leading and scaling some of the most influential sales organizations of our time. This month, the Revenue Builders podcast features conversations with some truly inspiring leaders.

Growth 131

Growth Promote Conversion Sell 131

SaaStr

MARCH 30, 2024

Dear SaaStr: What are The Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue? They will spend all your money, fail, and derail your growth. As you scale, your win rate — the % of deals you close vs. the competition — should go down. Leave the pipedreams for $100m in ARR. The “I Give Up” VP Hire.

Start-ups 108

Start-ups Growth Closing Customers 108

Search Engine Land

SEPTEMBER 14, 2023

On the one hand, efficiencies of scale are amazing and AI can help craft more content to grow organic visibility and rankings. SEOs are debating the value and efficiency of AI-generated content, and deciding how to use it at scale as part of their SEO strategy. You can ask ChatGPT just about anything.

User Experience 132

User Experience Legal Engineering Pitch 132

Sales Hacker

OCTOBER 10, 2023

Pavilion ‘s SVP of Marketing, Kathleen Booth , The founder of Salesforce ‘s Trailblazer’s Community, Erica Kuhl , and The Former Director of Community for Salesforce’s Trailblazer Community as well as The Former Head of Global Community at Atlassian , Holly Firestone.

GTM 103

GTM Gaming Growth Go To Market 103

Martech

APRIL 25, 2024

CPG and retail are major categories spurring the growth in investment in CTV. Video ads on social platforms are expected to see the ad type’s second consecutive year of 20% growth. For the first time, digital video — which includes CTV, social video and online video — will claim a higher share of budgets than linear TV. Why we care.

Retail 107

Retail Growth Process Advertising/ Marketing 107

SaaStr

OCTOBER 22, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Pitchbook: VC Returns Are at a 10+ Year Low 10+ Actionable Things You Can Do To Scale Faster In The Early Days The #1 Reason CMOs Fail 10+ Signs of a Mediocre Hire The $100,000,000 Valuation: The Last Stop Before “IPO or Bust” Top Podcasts This Week: 1.

Pitch 91

Pitch Growth Closing Product 91

SaaStr

MARCH 1, 2024

Dear SaaStr: What’s The Number One Challenge for Scale-Up Stage Founders? You will need a VP of Product to scale your roadmap. You can smother customers with love alone in the early days, but as you scale, you need a seasoned customer success team and VP that has done this before. Marketing is also an art and science.

Cold Call 98

Cold Call Engineering Gaming Up-sell 98

Search Engine Land

JUNE 29, 2023

Leading and scaling a fast-growing agency has been an incredible journey, especially since building a business was not even on my radar when I began consulting independently six years ago. Go-Go growth. We divided our journey into stages based on the Adizes organizational lifecycle model : Infancy. Adolescence.

Growth 89

Growth Non-Profits Clients Consult 89

SaaStr

MARCH 29, 2024

Even a PE firm wouldn’t buy it with no growth at all, I don’t think. In that case, sometimes, if a startup is at least at scale, say $10m+ ARR, and knows the market and customers, a BigCo will still buy them at a multiple more appropriate for a startup growing far faster. But barely growing at all. No VCs at all.

Growth 94

Growth Price Strategize Closing 94

SaaStr

MAY 9, 2024

Until recently, founders would describe their growth rate by how fast they were growing their company headcount. In addition, recent advancements in automation are making it possible to keep the bar higher for longer when scaling teams. #4. We had a great one last time with Luci Fonseca, Partner at Base10 Partners. Check that out here.

Growth 80

Growth B2B Pipeline Strategize 80