The Official SaaStr Podcast: SaaS | Founders | Investors

Prepare for a deep dive into the shifting landscape of SaaS as AI takes charge! Discover why 80% of B2B investors are pivoting towards AI deals and what it means for existing firms. Learn about the newly essential multi-product strategy for companies at just $10M in revenue. Uncover the challenges of fundraising for non-AI-first startups and why traditional growth models are fading fast. Plus, hear insights on enhancing customer experiences with AI and the shifting dynamics of brand marketing in a tech-dominated world!

Tope Awotona, CEO and founder of Calendly, shares his journey in the product-led growth space. He discusses the balance between self-serve and enterprise sales strategies while navigating user engagement and customer acquisition costs. Tope highlights how Calendly is perceived in IT departments, managing the stigma of being a 'rogue app'. The conversation also touches on how AI innovations are set to enhance productivity in scheduling, promising exciting developments for future users. It's a treasure trove of insights for anyone in the SaaS landscape!

Jacob Effron, Managing Director at Redpoint Ventures, sheds light on the rapidly evolving world of AI investments. He discusses how decreasing model costs are revolutionizing applications in coding, voice, and customer support. Effron introduces a three-part framework for identifying promising AI ventures and shares success stories from companies like Abridge and Lara. He emphasizes the essential role of brand building and quick product development in gaining a competitive edge. The conversation wraps up with insights on navigating the AI investment landscape and the importance of staying ahead.

Maggie Hott, GTM Leader at OpenAI with a rich background at Eventbrite, Slack, and Webflow, shares insights on building top-performing sales organizations. She emphasizes hiring exceptional talent and avoiding common pitfalls. Maggie discusses the art of delegation to nurture growth and the importance of flexible sales structures in the age of AI. Additionally, she unveils lessons from Slack's experiences with enterprise clients and the value of developing strong customer profiles to enhance sales strategies. A treasure trove of practical advice for leaders!

Ross Biestman, CRO of ServiceTitan, shares insights on transforming a small company into an $11 billion vertical SaaS leader. He discusses the company’s mission to support tradespeople and the pivotal role of customer interactions in their success. Ross recounts a memorable sales meeting that resulted in a significant investment and reflects on the innovative use of AI to enhance customer service. The conversation highlights the balance of operational discipline and growth, offering valuable lessons for aspiring SaaS leaders.

Join Amelia Lerutte, SVP and GM of SaaStr, as she explores the transformative role of AI in sales workflows. Discover how to effectively integrate AI tools to enhance outbound strategies and nurture client relationships. Amelia shares real-world examples that reveal the importance of human oversight alongside AI, ensuring high-quality interactions. She emphasizes the need for data preparation and continuous optimization, shedding light on the balance between automation and the crucial human element that drives successful sales outcomes.

Raaz Herzberg, the Chief Marketing Officer of Wiz, shares her fascinating transition from engineering to marketing. She highlights how her unconventional background allows her to build brand awareness in cybersecurity uniquely. Raaz discusses the impact of AI on marketing roles and the importance of hiring curious, adaptable individuals. She emphasizes creative strategies to engage a technical audience and the need for collaboration between marketing and sales for growth. Finally, she advocates for high-quality content that offers real value to attract customers.

SaaStr 810: AI and the Bottom Line, How Canva Turns Freemium into Conversions with Canva's CCO Rob Giglio Join John Gleason, founder and managing partner at Success Venture Partners, as he interviews Rob Giglio, Chief Customer Officer at Canva. Rob shares his extensive experience leading customer success, sales, and go-to-market functions at top companies like HubSpot, DocuSign, and Adobe. In this episode, Rob delves into his strategic approach to scaling Canva's enterprise business while maintaining the company’s unique customer-centric culture. He also discusses the integration of AI to enhance customer experiences and how value-driven customer journeys underpin Canva’s growth. Perfect for aspiring CCOs and anyone interested in the intersection of customer success and sales.   00:00 Introduction and Guest Welcome 00:29 Rob's Role and Responsibilities at Canva 03:11 Career Journey and Mentorship 07:17 Building Enterprise at Canva 14:20 Customer-Centric Approach 21:42 AI Integration at Canva 24:36 Conclusion and Final Thoughts     ---- This episode of the SaaStr podcast is sponsored by: get.tech The best .coms are taken or overpriced. So you settle on a workaround domain for your website. Don't compromise. Get a clean, sharp .tech domain that instantly says: this is a tech startup. Grab yours at get.tech/saastr or via domain registrars like GoDaddy. ---- Hey everybody, SaaStr AI's next stop takes us to London on December 2nd and 3rd! It's Christmas with SaaStr and 2,000 of the best SaaS and AI leaders.    The biggest names will be there. The best networking.    Early adopter tickets are selling faster than we expected. So don't wait. With only 5 months until the event, we expect this year's SaaStr London event to sell out to capacity.    Use my code jason20pod for exclusive savings. Get your tickets now at podcast.saastrlondon.com or use code jason20pod at checkout.   SaaStr AI London – where SaaS Meets AI in London. See you there.

Aaron Levie, CEO & Co-Founder of Box, leads a cutting-edge cloud service, while Raj Datta, IBM's Global VP for Software and A.I. Partnerships, drives innovation in AI. They discuss how enterprise AI adoption is accelerating 5-10X faster than cloud tech. Key insights include the evolution from chat interfaces to autonomous AI agents, and how companies can leverage data for competitive advantages. They also explore real-world examples and the transformative impact of AI on software ecosystems and market effectiveness.

Arvind Nithrakashyap, Co-founder and CTO of Rubrik, discusses the company's impressive growth and innovation in cyber resilience. He shares how internal hackathons fuel creativity and underscores the vital role of customer transparency. The conversation dives into using AI for both enhancing products and streamlining internal processes. With a remarkable 39% year-over-year growth and the launch of their AI product Ana, Arvind reveals strategies to align AI initiatives with business goals and effectively measure ROI.