SaaStr 780: From Outbound to Channel Partnerships: Your Burning Sales Questions Answered by SaaStr CEO and Founder Jason Lemkin At the closing AMA of SaaStr Annual, SaaStr CEO and Founder, Jason Lemkin shared candid insights about what's really happening in SaaS today. In this Ask Me Anything Part 1, Lemkin answers the questions:  What does SaaStr Annual attendee data tell us about the state of SaaS? Is outbound sales dead?  When sales slow how do you keep the team motivated and push through? How important are channel partnerships for sales and revenue? When should founders make their first executive hires? Let’s find out the answers.  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing. --------------------------------------------------------------------------------------------   This episode is sponsored by: Anrok A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are creating exposure, and automates tax calculation and filing worldwide. Built for high-growth software companies, Anrok protects your revenue and saves you time. Visit anrok.com/saastr to learn more.

Jason Boehmig, Co-founder and CEO of Ironclad, and Seema Amble, Partner at Andreessen Horowitz, dive into the current landscape of AI in B2B SaaS. They share insights on the transformative role of AI in onboarding and legal processes, and the importance of human oversight amidst AI's capabilities. The discussion highlights successful integration strategies and urges caution against one-size-fits-all approaches. Their expertise sheds light on navigating AI's challenges while optimizing business operations, especially in complex legal tasks.

Akshay Sharma, Head of Pricing and Monetization at Miro, provides vital insights on strategic pricing as a growth tool. Janie Lee, Head of Product at Loom, emphasizes the importance of product-market fit in pricing experimentation. They discuss how thoughtful pricing can drive user engagement and satisfaction, adapt to evolving customer needs, and enhance business growth. The conversation also highlights the significance of experimentation and flexible pricing strategies to navigate market dynamics and optimize revenue.

Daniel Lang, CEO of Mangomint, dives into the burgeoning world of vertical SaaS, specifically tailored for salons and spas. He discusses how embedded financial services are reshaping customer expectations and driving growth in niche markets. The conversation includes overcoming onboarding challenges for SMBs, the critical role of automation and AI, and strategies for retention. Lang also shares insights into Mangomint's journey toward achieving impressive NRR while navigating labor shortages and ensuring exceptional customer experiences.

Elizabeth Pemmerl, Chief Revenue Officer at GitHub, discusses her journey in launching Copilot, transitioning it from an internal tool to a massive AI product. She emphasizes the importance of customer feedback in refining products and overcoming development challenges. Elizabeth shares insights on transforming feedback processes for efficiency and scaling AI solutions while ensuring team alignment. Key strategies include educating customers on AI, addressing legal concerns, and adapting to evolving buyer personas for successful market penetration.

Andy Wilson, CEO of Logikcull and a SaaS expert who successfully sold his company to a private equity firm, shares his journey in navigating the PE track. He discusses transitioning from hypergrowth to sustainable strategies and the key factors that attract private equity interest. Listeners learn about aligning team incentives, the importance of cash flow management, and the intricate role of investment bankers in maximizing sale outcomes. Wilson emphasizes the value of direct CEO-to-CEO communication during negotiations and offers actionable insights for founders.

Sanjit Biswas, CEO and Co-founder of Samsara, brings over 20 years of entrepreneurial expertise to the table. He discusses Samsara's impressive $1.26 billion ARR and its 36% growth trajectory. The conversation dives into how their innovative AI technology is transforming industries like fleet management and waste services. Sanjit highlights the value of customer feedback in product development and shares insights on maintaining team energy and dynamics over the years. Tune in for a fascinating look at the intersection of technology and operational intelligence.

In this engaging discussion, Kareem Amin, CEO and co-founder of Clay, shares his insights on AI-driven growth strategies. He delves into the evolution of go-to-market systems and how Clay has succeeded rapidly by leveraging data. The conversation highlights the transformative role of AI in sales, balancing automation with human touch, and innovative hiring practices to build diverse teams. Kareem also emphasizes the importance of customer engagement, revealing creative tactics like personalized interactions that promote organic word-of-mouth.

In this engaging discussion, Dave Kellogg, Executive in Residence at Balderton Capital and SaaS expert, joins Jason Lemkin to explore the future of SaaS in 2025. They delve into the anticipated surge of IPOs and the evolving dynamics of SaaS sales. The conversation covers the impact of AI on budgets, customer success strategies, and the critical importance of fair enterprise pricing. With insights on navigating private equity acquisitions and the challenges of slow growth, Kellogg offers invaluable advice for SaaS founders looking to thrive in a competitive landscape.

SaaStr 771: The Top Marketing Strategies for 2025 Growth with the CMOs of Snowflake, LinkedIn, and Carta  Right now is one of the hardest times of the year for marketers. Most CMOs will be heads down wrapping up a year-end assessment and figuring out what to pitch for next year’s budgetary spend to drive revenue, all while navigating an ever-changing environment of inconsistent metrics, lower conversion rates, and a rapid rate of change with the adoption of AI in SaaS. A CMO panel consisting of the CMO of Snowflake, Denise Persson, CMO of Carta Nicole Baer, and the VP of Marketing at LinkedIn for Sales, Gail Moody-Byrd all answer Carilu Dietrick’s questions, CMO and advisor formerly at Atlassian, about all things growth for 2025. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code NOVEMBER20 for an extra discount on our very best pricing. --------------------------------------------------------------------------------------------  This episode is sponsored by: mmhmm.app Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app