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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

31:39

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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20:39

SaaStr 627: Move Over, Sales: Why Product & Marketing...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/01/20

Sure, strong collaboration between Sales and Marketing is critical - but this CPO and CMO contend that the Product to Marketing connection might just be the most critical dynamic within your executive team. Learn how Meron Colbeci (CPO) and Leela Srinivasan (CMO) are driving the right outcomes through close collaboration. Full video with Q&A: https://youtu.be/gWub2D4XZCQ Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates:

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22:13

SaaStr 626: 10 Lessons Learned Scaling to $1B...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/01/18

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. David Cancel and Elias Torres, co-founders of Drift, share their insight on steering a company to a $1B valuation with both the tenacity to problem-solve and a fearlessness to fail. They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before

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23:27

SaaStr 625: True Story: What Breaks Going from...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/01/13

Join Colin Jones, CRO at Wiz, as he shares key takeaways from building and scaling a sales organization that went from $0 to $100 million ARR in less than two years, making Wiz the fastest company to reach the $100M ARR. Colin will share key lessons he learned along the way, along with real-life examples of things that break when you grow at such unprecedented speeds, how to fix them, and how to build a team that consistently performs with grace under pressure. Full video with Q&A:

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15:51

SaaStr 624: Investing and Venture Capital in 2023...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/01/11

Jason and Pete chat about SaaStr Fund, the state of VC funding in Q1 2023, and whether LPs play a role in the former "grow at all costs" mindset that prevailed in 2021 and early 2022. Video: https://youtu.be/cvYe2jf2gOE This conversation is an excerpt from a Modern Sales Pros fireside chat. You can find that video on their channel: https://youtu.be/fVckRPSUG-U Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates:

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21:58

SaaStr 623: Removing Friction: How to Turn More Than...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/01/06

In any given day, the enterprise buyer has many priorities that will come before your product. How do you ensure your solution gets implemented and retained? In this session, we walk through some of the lessons learned at Attentive on their path to over 5,000 customers in 5 years. We will dig into real world examples for reducing friction in sales, product and customer success. Full video: https://youtu.be/47ReBgKEgEY Want to join the SaaStr community? We're the 🌎largest community for B2B

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37:12

SaaStr 622: CRO Confidential: What's Changed for...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2023/01/04

It may seem counterintuitive to seek out a sales leadership hire during this time of slowed hiring, but it’s the number one topic that many founders talk about and many SDRs, AEs, and sales managers ask about. Founders may ask, “how do I find the right sales leadership hire?” While someone in sales may ask, “how do I become a CRO someday?” In today’s episode of CRO Confidential, Sam Blond, Partner at Founders Fund, discusses these very questions with the previous CRO of Lattice, Dini Mehta.

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20:45

SaaStr 621: Big Numbers from Small Customers: How...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2022/12/30

Join Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, as he discusses how DigitalOcean has won “big numbers” from “small customers” by tapping the underserved market of startups and SMBs. Cliff will discuss how companies can prioritize the success of their customers and benefit in turn, as well as why customer-centric and responsible, profitable growth matters more than ever. Full video: https://youtu.be/vbj20ekVKsE Want to join the SaaStr community? We're the 🌎largest community

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27:14

SaaStr 620: 8 Ideas on How to Motivate the Sales Team...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2022/12/28

Ready to kick-start 2023? Worried about team morale after a less-than-stellar Q4 (and Q3)? Jason shares 8 ideas that you can use right now to keep your sales team motivated and have a better Q1. Full video: https://youtu.be/ji8mYoAGGjU 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 Group:

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25:29

SaaStr 619: 3 Lessons from Building a Marketing...

The Official SaaStr Podcast: SaaS | Founders | Investors ·

2022/12/23

Join Sarah Patterson as she shares key lessons on scaling marketing engines from her experience as a Marketing EVP at Salesforce and now the CMO at Samsara. Sarah will share three key lessons she has learned along the way, from building successful feedback loops to knowing when to invest for the long term or push for rapid growth. Video: https://youtu.be/z7qITAzT5wc Blog:

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