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PODCAST

The Official SaaStr Podcast: SaaS | Founders | Investors

The Official SaaStr Podcast is the latest and greatest from the world of SaaStr, interviewing the most prominent operators and investors to discover their tips, tactics and strategies to attain success in the fiercely competitive world of SaaS. On the side of the operators, we center around getting from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what

technology

All Episodes

31:05

SaaStr 647: Scaling The Top SMB SaaS Companies: What...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/04/01

The SMBTech economy is very different from enterprise software, and there is massive opportunity to capture it. There are over 400M small businesses worldwide. That’s more than 90% of companies and 40-50% of GDP. In this episode, Jeff Richards and Tiffany Luck, Managing Director and Partner at GGVCapital, share what it takes to win as a SMBTech startup in today’s economy. Full video with Q&A: https://youtube.com/live/pcgXYRMX2XU Want to join the SaaStr community? We're the 🌎largest

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20:24

SaaStr 646: The Secrets to Building a Global Platform...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/03/29

There is plenty you could go deep on when talking about what it takes to scale a business from 1m to 1bn+, but in this session you'll hear 30 years of experience doing exactly that - compressed into a handful of key focus areas that really matter - principles that have proven to make the difference when surrounded by options and chaos. Video: https://youtu.be/CQdAzSfhz54 Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates:

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23:18

SaaStr 645: Why GUIDEcx is Betting Big on In-Person...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/03/24

Significant strides in digital technology combined with the COVID-19 pandemic heavily impacted the world of corporate summits, events, and tradeshows. Many businesses changed their strategy to incorporate virtual or hybrid events recently. Before the pandemic, hybrid and virtual gatherings accounted for only 18.9% of all events. But after the pandemic, the number shifted, with 59.5% of event planners stating that they will focus more on hybrid events. Is there still room for in-person events in

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24:50

SaaStr 644: Lessons Learned in Scaling Early-Stage to...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/03/22

Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Of course, we all know how that turned out. Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks. All of which were disruptors when they first came on the scene. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? Lenta shares his lessons learned through

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22:50

SaaStr 643: What's Holding Up Buyers?: Top Obstacles...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/03/17

Buying software has changed significantly over the past 27 years. Despite the economic headwinds we’ve seen, buyers still buy a lot. The average mid-size company has 111 SaaS applications. By next quarter, that’s estimated to rise to 119. Of course, companies are experiencing some economic impact, and average spend is coming down slightly. Chris Perrine, the Vice President of G2, Asia Pacific, shares what’s holding up buyers in today’s economy and how you can meet them where they are. Video

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18:03

SaaStr 642: Founder-Led Enterprise Sales: Failure...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/03/15

If you’re on the path to building a startup, you know what it means to fail. In this week’s Workshop Wednesday, Tracy Young, CEO and Co-Founder of TigerEye and PlanGrid, says that “everything is going to fail.” Young took PlanGrid from nothing to $100M ARR before passing the baton and shares the biggest lessons learned, the biggest failures, and how to navigate them. Full video with Q&A: https://youtube.com/live/w9-lMhAyJeo Want to join the SaaStr community? We're the 🌎largest community for B2B

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24:28

SaaStr 641: The Playbook to Blending Product-Led...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/03/10

With product-led growth, your product is the main driver of revenue growth; companies can scale up faster while keeping sales and marketing costs low. Conversely, sales-led growth puts human interaction at the center of sales processes. But sometimes, choosing a single path when it comes to a sales-led or a product-led growth model isn’t enough. In this session, Amplitude's Mark Velthuis will share how companies can embrace a mix of the two strategies, how it will affect our traditional

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40:04

SaaStr 640: CRO Confidential: How The Biggest...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/03/08

How did the largest product-led growth enterprise company in the world find success? In this week’s episode of CRO Confidential, Cameron Deatsch, CRO of Atlassian, shares his wisdom with Founders Fund Partner Sam Blond. Atlassian is trading at over $40B with revenue north of $3B. When the company started 20 years ago, it didn’t hire salespeople. Not because they planned to start as a product-led company but because they couldn’t afford to. So what should earlier-stage companies do: immediately build

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28:33

SaaStr 639: Scaling a SaaS Sales Team While Building...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/03/03

Having scaled the APAC region for 3 US companies, with a big emphasis on building culture as a foundation for success, Scott will speak of his learnings and lead a discussion for: Recruiting Enabling Creating Culture Video: https://youtu.be/CfW0W0E3F4A Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora

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31:39

SaaStr 638: Lessons Learned in Scaling Your Team &...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/03/01

Chris Merritt, Chief Revenue Officer of Cloudflare joined Cloudflare nearly a decade ago when annual revenue was around $1M with one sales person — and has since been scaling the sales organization and helping grow Cloudflare into the multi-billion dollar business it is today. When building a sales team and business at scale, organizations go through various stages of growth with key milestones along the way—from 1-10 million in revenue, to 50-100 million, to 100 million, and onward. While no two

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27:41

SaaStr 637: Unveiling the Data Behind Effective...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/02/24

In this illuminating session, ICONIQ Growth general partner Doug Pepper and head of analytics Christine Edmonds will share some of the latest insights from ICONIQ's annual “Growth and Efficiency Study” which utilizes aggregated operating data from a large set of enterprise SaaS companies, about half of which have gone on to IPO and/or been named to the Cloud 100 list. From the metrics most indicative of healthy business fundamentals and what top quartile performance looks like across these KPIs, to

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26:21

SaaStr 636: Extreme Product Design: Building Things...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/02/22

Stripe CTO David Singleton shares insights from the company's focus on going the extra mile to obtain user feedback and even more extreme lengths to turn that feedback into successful products. He’ll show how one simple rule helped the company grow from a single API to a sophisticated platform, and discuss the challenges of managing change, defining product-market fit, and designing infrastructure that can scale. Video: https://youtube.com/live/N2BPdAk_riU Want to join the SaaStr community

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38:58

SaaStr 635: CRO Confidential: How Customer-First...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/02/17

While the allure of customer acquisition can pull a founder’s attention, it’s equally important to dedicate resources to fighting churn and expanding revenue from existing customers. One company that has unlocked the secret to solid retention and revenue expansion is Brex, an easy-to-use corporate cards and spend management software in an integrated global solution. In this edition of CRO Confidential, Sam Blond (former CRO at Brex and current Partner at Founders Fund) hosts his former colleague

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33:35

SaaStr 634: Scaling a Product-Led Growth Model with...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/02/15

What do some of the most successful PLG companies have in common? How do you build a best-in-class go-to-market model to get to 100mn ARR and beyond? Iconic PLG companies share how they integrated GTM into their growth strategy to go from single digits to over a billion in ARR. Lightspeed Partner, Anoushka Vaswani, is joined by Raj Sarkar, CMO at 1Password, Kim Walsh, SVP, Sales, Partnerships and Customer Success at Apollo.io, and Chris De Vylder, CRO at Sentry, to pass along key lessons from their

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28:39

SaaStr 633: Why You Want to Develop Product...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/02/10

As Chief Product Officer at DigitalOcean and a developer-turned-entrepreneur himself, Gabe Monroy is deeply familiar with some of the pitfalls that founders encounter on the road of product development. In this session, Gabe will discuss how founders can avoid the trap of over-engineering products, as well as why focusing on the must-haves (developing “painkillers” for your customer’s problem) will better serve your business versus focusing on the nice-to-haves (developing “vitamins”). Video:

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33:06

SaaStr 632: CRO Confidential: How To Adapt Your Sales...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/02/08

Every week, more and more companies are doing big layoffs. As news of layoffs continues, many are left wondering what happened and how to shift course. Many startups missed 2022 revenue goals and are forecasting slower growth for 2023, especially compared to the explosive growth of teams and revenue during the Boom of 2021 and early 2022. In this week’s episode of CRO Confidential, Founders Fund Investor Sam Blond sits down with the SVP of Sales at Modern Health, Hannah Willson, to discuss how

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28:07

SaaStr 631: What Is Going On In Venture Capital in...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/02/03

Jason recently joined Harry Stebbings on 20VC to discuss VC in 2023. Hear why you shouldn't wait to raise (if you're fundable), even though the venture landscape will look better by the end of 2023. This episode is an excerpt of Jason and Harry's discussion. You can watch the full video here: https://youtu.be/dHIWdwljt7Q Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter:

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29:29

SaaStr 630: Sales-led vs. Product-led? Today’s...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/02/01

What is the right Go-To-Market strategy for a startup getting out of the gate? Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer. At Harness, Eubanks leads go-to-market. Everything is defined by customer interactions, from how they find Harness to becoming a customer. What’s his response to startups figuring out which strategy to begin with, product-led or sales-led? “It doesn’t really matter where you start because you’ll

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41:12

SaaStr 629: CRO Confidential: Sales Recruitment in...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/01/27

As the past few years have demonstrated, it’s wise to expect the unexpected, especially when it comes to hiring. In particular, hiring for your sales team is critical in an uncertain economic outlook. Additionally, sales professionals looking for a new role should choose their next company wisely. In this edition of CRO Confidential, Sam Blond, Partner at Founders Fund and former CRO at Brex, discusses the current SaaS sales landscape and tips for hiring in 2023 with guest Ben Braverman, Head of

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22:44

SaaStr 628: Revenue Alignment: How to Pull Marketing,...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/01/25

In many companies, the longtime dispute between sales and marketing prevents them from collaborating or agreeing on a goal. Divvy’s CRO, Sterling Snow, created a structure aligning these two teams with others to create a formidable revenue team. This structure drove the company to a $2.5 billion-dollar acquisition by Bill within five years. In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for

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