The journey for a company to move upmarket can be daunting and varies widely depending on the internal and external factors that inspire a shift in go-to-market strategy. Join these incredible sales leaders are they share their experiences in the evolution from SMB to Enterprise. Kelly Del Curto, Senior Director of Sales at Lever Tammy Aguillon, Area Vice President, Commercial Sales at DocuSign Kate Jensen, Head of Platform Sales at Stripe Lauren Schwartz, Vice President of Enterprise Sales at Fivetran Video and blog post: https://www.saastr.com/how-to-sell-upmarket-in-saas/

SaaStr 393: 3 Secrets to Selling Up-Market with the Leaders of Fivetran, Stripe, and Docusign

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 type of metrics excites them and what they look for in SaaS founders.

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Harry Glaser was the co-founder and CEO of Periscope Data, which raised a seed round before finding customers, yet didn’t run out of money before becoming an overnight success 3-4 years later. They grew like crazy when they found product-market-fit and raised a big Series A and B.  When you’re growing fast, everything can feel like it’s breaking constantly, and you’re hiring and rehiring people fast. During those rapid growth years, someone would reach out every once in a while and ask if Harry would consider selling. He always said no. But then growth flatlined for a couple of years, and it was time to talk about selling. From the start of the company to a couple of years after being acquired, it was about a ten-year journey altogether.  In today's episode, Harry shares the honest truth and lessons learned from selling Periscope Data for $130M.   -------------------------------------------------------------------------------------------- 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 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here:  https://www.saastreuropa2024.com/buy-tickets?promo=fave200  -------------- This episode is sponsored by: Remote.com Are you overwhelmed with paperwork managing overseas contractors? Say hello to efficiency with Remote’s Contractor Management solution! Seamlessly handle invoicing, fixed payments, and compliant, localized contracts. Kickstart your free trial today at Remote.com -------------- 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 to get a 60 percent discount on your next LLC.

SaaStr 736: What I Learned Selling My Company for $130M with Harry Glaser Founder of Periscope Data and ModelBit

Jennifer Tejada, CEO of PagerDuty, discusses the influence of AI on business workflows, focusing on automating operations, maintaining customer trust, and navigating generative AI challenges. Together with SaaStr CEO and Founder Jason Lemkin, they addresses the role of AI in managing incidents, improving efficiency, and changing decision-making in enterprises. Lastly, we delve into how AI and human roles can coexist, foreseeing a shift towards high-value work as automation increases, with a call for leaders to embrace AI's potential while adapting to technological advancements. -------------- 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 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here:  https://www.saastreuropa2024.com/buy-tickets?promo=fave200  -------------- This episode is sponsored by: Remote.com Are you overwhelmed with paperwork managing overseas contractors? Say hello to efficiency with Remote’s Contractor Management solution! Seamlessly handle invoicing, fixed payments, and compliant, localized contracts. Kickstart your free trial today at Remote.com -------------- 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 to get a 60 percent discount on your next LLC.

SaaStr 735: How to Navigate the Shift to Generative AI with PagerDuty’s CEO Jennifer Tejada

SaaStr 734: The Latest in Series A Rounds, AI Growth Rates and More with SaaStr CEO and Founder Jason Lemkin  So Redpoint Ventures published some of the slides they recently presented to their Limited Partners (their own investors) here. There’s a ton of good data there, but this one slide stood out to me, because it was put together in a really clear fashion, better than other data sources I’ve seen. And what it says is that even though Seed stage investing remains arguably as strong as ever … Series A hasn’t bounced back.  Not at all.  -------------------------------------------------------------------------------------------- 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 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here:  https://www.saastreuropa2024.com/buy-tickets?promo=fave200  -------------- This episode is sponsored by: Remote.com Feeling stuck in your talent search? Remote Talent is the leading job board for remote-first companies and startups. Visit Remote.com/jobs today to start building your dream team, anywhere in the world. -------------- 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 to get a 60 percent discount on your next LLC.

SaaStr 734: The Latest in Series A Rounds, AI Growth Rates and More with SaaStr CEO and Founder Jason Lemkin

SaaStr 733: Advice Every SaaS Founder Needs to Know in 2024 with Sam Blond and Jason Lemkin At SaaStr Miami, former Founder’s Fund Partner and CRO of Brex Sam Blond — host of the SaaStr CRO Confidential Podcast — sat down with SaaStr CEO and founder Jason Lemkin for a fireside chat about finding success as a SaaS company in 2024. They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions.  Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022. We were coming off an environment where startup funding was as fruitful as ever. With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs.  What he’s learned on both sides of the VC table is that the bar is really high for most VCs. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics.   -------------------------------------------------------------------------------------------- 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 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here:  https://www.saastreuropa2024.com/buy-tickets?promo=fave200  -------------- 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 to get a 60 percent discount on your next LLC.  

SaaStr 733: Advice Every SaaS Founder Needs to Know in 2024 with Sam Blond and Jason Lemkin

SaaStr 732: What It’s Like Running a Profitable $400M Public SaaS Company with Vimeo CEO Adam Gross and SaaStr CEO and Founder Jason Lemkin Vimeo CEO and SaaS veteran Adam Gross and Jason Lemkin, SaaStr founder and CEO, recently hosted a fireside chat at SaaStr Miami, talking about running a profitable public company with $400M in revenue, including themes around:   Using a combination of self-serve and sales-led motions How to juggle and manage several different ICPs  How to avoid over-monetization during tough times Who owns “free” What to expect from AI in the near future  Adam is an OG in Cloud and SaaS. His first company was Personify and he went on to be a VP of Developer Relations at Salesforce, then hire number 11 at Dropbox, CEO at Heroku, and an investor and on many boards before landing as the current CEO at Vimeo.   -------------------------------------------------------------------------------------------- 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 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here:  https://www.saastreuropa2024.com/buy-tickets?promo=fave200  -------------- 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 to get a 60 percent discount on your next LLC.

SaaStr 393: 3 Secrets to Selling Up-Market with the Leaders of Fivetran, Stripe, and Docusign

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