The Official SaaStr Podcast: SaaS | Founders | Investors

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 understanding of sales, marketing, and product, and how leaders can get everyone on board.

Video: https://youtu.be/7DQPNB6AU2o

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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 out a big sales team or focus on product-led growth?

Video: https://youtu.be/s897t3MSAxM

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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.

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Quora Group: https://www.quora.com/q/cloud

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Our North American Event: https://bit.ly/2OXeAYh

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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 businesses are the same, we'll dive into a few areas that are most likely to change, with Chris sharing some findings along the way to help others effectively scale their organizations.

Full video with Q&A: https://youtu.be/YkmDl59sDkg

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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 how those core metrics may be impacted in the current environment and where leaders are focusing in response to the macroeconomic uncertainty of today, Doug and Christine will share what strength looks like at all stages of company growth.

Updated slides: https://www.slideshare.net/saastr/unveiling-the-data-behind-effective-scaling-with-iconiq-growth-253098692

Video: https://youtube.com/live/oRtla9psS_8

Want to join the SaaStr community? We're the 🌎largest community for B2B software.

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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? We're the 🌎largest community for B2B software.

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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 Lucas Fox (GM of Brex for Startups). They discuss how Fox helped build a churn-fighting, upselling, and cross-selling machine that continues to generate revenue.

Video: https://youtu.be/_dfDqPJqqFU

Blog post: https://www.saastr.com/cro-confidential-how-customer-first-focus-drives-retention-and-revenue-with-brex-gm-of-startups-lucas-fox-pod-635-video/

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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 growth journey.

Video: https://www.youtube.com/live/4mzgUHp2Dtc?feature=share

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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: https://youtu.be/KwWxIURQVRg

Want to join the SaaStr community? We're the 🌎largest community for B2B software.

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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 companies can adapt to the current sales environment and how to correct course when you don't have a right-sized sales team.

Video: https://youtu.be/24tKS8g_QJg

Want to join the SaaStr community? We're the 🌎largest community for B2B software.

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Our North American Event: https://bit.ly/2OXeAYh

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