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    Business

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

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    Latest Episodes:
    SaaStr 728: How to Double Your Magic Number and Increase Your Go-to-Market Efficiency with Sapphire Ventures Mar 06, 2024
    Show notes

    SaaStr 728: How to Double Your Magic Number and Increase Your Go-to-Market Efficiency with Sapphire Ventures

    Go-to-market (GTM) design and efficiency are sometimes overlooked, but they're a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your "Magic Number," a shorthand for your sales and marketing efficiency.

    Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. Previously in SaaS, it was widely seen that anything > 1 was healthy if you were venture-backed, and anything > 1.5 is was seen as perhaps too capital-efficient. If you were well-funded, 0.7 was fine.

    But as Rajeev, Karan, and Jane point out to set the stage for this discussion, Go-to-market efficiency in recent years has suffered a significant drop across both public and private SaaS companies.

    --------------------------------------------------------------------------------------------

    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 727: High-Velocity Techniques to Maximize Sales with Gusto's CRO and Head of Go-to-Market Mar 01, 2024
    Show notes

    SaaStr 727: High-Velocity Techniques to Maximize Sales with Gusto's CRO and Head of Go-to-Market

    Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same.

    Together they share the high-velocity techniques they use to maximize sales, including:

    1. Sell to SMBs
    2. Use round-robin to assign accounts, but you're not sure if it's optimal
    3. Are stuck in a world of geographic territories
    4. Spend a lot of time manually building territories

    --------------------------------------------------------------------------------------------

    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 726: How to Build Out Your SDR Function in 2024 with Sam Blond, Partner at Founders Fund Feb 23, 2024
    Show notes

    SaaStr 726: How to Build Out Your SDR Function in 2024 with Sam Blond, Partner at Founders Fund and Host of SaaStr CRO Confidential

    How do you build out a Sales Development (SDR) function at your SaaS company? Sam Blond, Partner at Founders Fund and host of SaaStr's CRO Confidential shares his advice for building an SDR function in 2024 based on his experience as CRO at Brex.

    We'll cover everything from setup to efficiencies in setting up an SDR function, including:

    • The benefits of SDR
    • When to hire your first SDR
    • Who to hire
    • How to measure performance
    • Scaling the team
    • Trends in outbound

    --------------------------------------------------------------------------------------------

    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

    When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

    SaaStr 725: Mastering High-Volume, Low-CAC Marketing: Strategies from Gorgias, Vercel, and Hypergrowth Partners Feb 20, 2024
    Show notes

    SaaStr 725: Mastering High-Volume, Low-CAC Marketing: Strategies from Gorgias, Vercel, and Hypergrowth Partners

    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 a panel, Guillaume Cabane (G) and Martin Gontovnikas (Gonto), co-founders of HyperGrowth Partners, Axelle Heems, Senior Director of Growth Operations at Gorgias, and Morgane Palomares, VP of Marketing at Vercel, share real-life examples of how demand generation, growth, and marketing strategies have been executed to scale beyond 2x ARR each year, even on a low budget.

    Let's deep dive into how combining innovative demand gen strategies with a modern tech stack and specific team setup can provide a winning formula for scaling B2B growth, even with low budgets of greater than a 2x burn multiple.

    In this episode we'll share:

    • Automated outbound at-scale strategies.
    • Sales-assisted, product-led growth strategies that close Enterprise leads.
    • How to use community as a driver of product-led growth.

    --------------------------------------------------------------------------------------------

    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

    When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

    SaaStr 724: CRO Confidential: Bringing Product-Led and Sales-Led Growth Together For Go-To-Market Success with Giancarlo Lionetti, CRO of Zapier. Hosted by Sam Blond, Partner at Founders Fund Feb 16, 2024
    Show notes

    SaaStr 724: CRO Confidential: Bringing Product-Led and Sales-Led Growth Together For Go-To-Market Success with Giancarlo Lionetti, CRO of Zapier. Hosted by Sam Blond, Partner at Founders Fund

    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). Everything from hiring on the GTM side to layering in a sales-led motion into PLG.

    Before joining Zapier, Giancarlo was at Atlassian as a technical sales lead before moving to DropBox as a Senior Director of Growth and Monetization, and was CMO at Confluent – so he has a wealth of knowledge from Zapier's Go-To-Market history as well as these successful SaaS companies to pull from.

    From a Go-To-Market perspective, Zapier uses a hybrid model that involves a combination of freemium offerings, subscription plans, and partnerships. Let's dive into what's making that hybrid model successful.

    --------------------------------------------------------------------------------------------

    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

    When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

    SaaStr 723: Nick Mehta, CEO of Gainsight, and Jason Lemkin, CEO and Founder of SaaStr: Answer Your Top 10 2024 Customer Success Questions Feb 13, 2024
    Show notes

    SaaStr 723: Nick Mehta, CEO of Gainsight, and Jason Lemkin, CEO and Founder of SaaStr: Answer Your Top 10 2024 Customer Success Questions

    In 2024, for customer success in SaaS, what's "good" NRR? What's a "good" NPS? Who should Customer Success report into?

    Questions like this and many others are the most common questions asked of SaaStr Fan Fave and expert on Customer Success, Gainsight CEO Nick Mehta, and SaaStr CEO and Founder, Jason Lemkin.

    While we recently published an episode on what will change for Customer Success in SaaS in 2024 with Jason and Nick, we ran out of time to answer some of the top questions both get and what their answers would be now in 2024. So in the latest installment of the official SaaStr Podcast, we did exactly that.

    --------------------------------------------------------------------------------------------

    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

    When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

    SaaStr 722: 2024 State of SaaS: Trends and Predictions with SaaStr CEO and Founder, Jason Lemkin Feb 09, 2024
    Show notes

    SaaStr 722: 2024 State of SaaS: Trends and Predictions with SaaStr CEO and Founder, Jason Lemkin

    At Pavilion's CEO Summit, SaaStr CEO and Founder Jason Lemkin, took the stage to do something .. a little bit different. Typically on SaaStr.com, we try to focus our content on mistakes to avoid, lessons learned and how to scale faster, but for the CEO Summit, Jason addressed the audience with what's most top of mind for him at the start of 2024.

    --------------------------------------------------------------------------------------------

    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

    When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

    SaaStr 721: How Revenue Leaders at Box, Calendly, and Lattice Scaled From $0 to $100M+ and Beyond Feb 06, 2024
    Show notes

    SaaStr 721: How Revenue Leaders at Box, Calendly, and Lattice Scaled From $0 to $100M+ and Beyond

    Mark Roberge, SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies.

    Dini Mehta, former CRO at Lattice, Kate Ahlering, CRO at Calendly, and Mark Wayland, CRO at Box, share their stories and offer advice to founders on:

    • How do you define and refine an ICP?
    • Can you start and stop a PLG motion?
    • What should you look for in an Enterprise rep vs. a Mid-Market rep?
    • How do you diagnose and solve churn?
    • How should you handle presenting challenges to your C-suite team when you've just joined the company?

    --------------------------------------------------------------------------------------------

    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

    When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

    SaaStr 720: CRO Confidential: What It Really Takes to Be Successful in Enterprise SaaS Sales with Christian Smith, CRO of Splunk. Hosted by Sam Blond, Partner at Founders Fund Feb 02, 2024
    Show notes

    SaaStr 720: CRO Confidential: What It Really Takes to Be Successful in Enterprise SaaS Sales with Christian Smith, CRO of Splunk. Hosted by Sam Blond, Partner at Founders Fund

    In this week's episode of CRO Confidential, Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Splunk, Christian Smith. Splunk is a 20-year-old Enterprise software giant that has accomplished many things — a 2012 IPO, a $28B+ Cisco acquisition in 2023, and $3.7 billion of ARR last year, with a market cap of $25.7 Billion.

    Splunk's core product is a platform for collecting and analyzing high volumes of machine-generated data. Over the years, Splunk has expanded its offerings through acquisitions and product development. As Christian shares on the pod, the company's current customer list includes many notable companies, with 92 of them being on the Fortune 100. A feat!

    As Christian's been the CRO of Splunk for over seven years now, he's a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales.

    Together with Sam, in today's episode, they discuss everything Enterprise SaaS sales including:

    • Pipeline health
    • Enterprise pipeline generation
    • How to create demand in the Enterprise when new business slows
    • The pros and cons of a product-led pipeline
    • And of course, Customer Success with Enterprise-level customers

    --------------------------------------------------------------------------------------------

    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

    When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

    SaaStr 719: What's New at WordPress with Matt Mullenweg, CEO of Automatic and Co-Founder of WordPress. Hosted by Jason Lemkin, Founder and CEO at SaaStr Jan 26, 2024
    Show notes

    This is SaaStr's What's New series where our very own CEO and Founder, Jason Lemkin, sits down with the top CEOs and leaders in SaaS to discuss What's New, what's top of mind, and what every SaaS founder should be thinking about.

    In today's episode, Jason sits down with Matt Mullenweg, CEO of Automatic and Co-Founder of WordPress on what's new at WordPress.

    --------------------------------------------------------------------------------------------

    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

    When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

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