The Official SaaStr Podcast: SaaS | Founders | Investors

Ethan Kurzweil, founding partner at Chemistry VC and former partner at Bessemer Venture Partners, dives deep into the Series A funding landscape. He discusses the significant declines in deal activity since 2021 and extended funding timelines for startups. Kurzweil highlights the fierce competition with more capital concentrated in fewer deals and a drastic drop in graduation rates from seed to Series A, creating a challenging environment for founders. Strategies for adapting to these changes and the impact of AI on funding dynamics are also explored.

Explore the excitement building for the upcoming SaaStr Annual 2025 in the SF Bay Area! Discover unmatched networking opportunities, including personalized meetings with industry leaders. Learn how attending can connect you with potential C-suite hires and investors. Hundreds of workshops will keep you ahead in B2B SaaS, Cloud, and AI. Plus, get inspired by legendary speakers from top companies like Snowflake and OpenAI. Don’t miss the chance to win funding at the AI Demo & Pitch Stage!

Join Sam Blond, stealth CEO and former CRO of Brex, as he dives into the evolving interface of AI in sales and marketing alongside host Jason Lemkin. They discuss how AI is revolutionizing productivity and the nuances of cold calling versus cold emailing. Sam shares insights on the necessary balance between technology and personal engagement in sales. With real-world examples from industry leaders, they outline how B2B professionals must adapt to AI-driven changes and the critical role of communication in outreach.

In this engaging discussion, Sarah Kennedy, Vice President of Google Cloud Marketing and an expert in AI and cloud computing, shares insights on Google Cloud's explosive growth. She delves into the pivotal role AI plays in their success, highlighting cutting-edge innovations like Vertex AI and Gemini. The conversation also touches on why startups are increasingly drawn to Google Cloud, emphasizing customer-centric strategies and the shift towards developer-led decisions. Plus, discover how partnerships, especially with Salesforce, are reshaping business strategies in the AI era.

SaaStr 795: The AI Impact on Banking and Finance with CEO and Co-founder at Treasury Prime, Chris Dean Join SaaStr CEO and Founder Jason Lemkin and Chris Dean from Treasury Prime as they delve into the intricate world of Banking as a Service (BaaS) and FinTech. The discussion spans a host of critical topics, including the fallout from Silicon Valley Bank, the complexities of reconciliation, Synapse and Evolve's banking controversy, and the evolving financial landscape. They also explore the resurgence of FinTech, the impact of AI on banking operations, and Treasury Prime's upcoming AI-powered operational tools. A must-watch for anyone interested in the future of banking and financial technology.    ----------------------   Alright everybody in SaaS, this is it.  The biggest, best, most action-packed SaaS + AI event of the year—SaaStr Annual 2025—is coming this May. Three full days. 10,000+ SaaS and AI leaders and more tactical, no-fluff content than you’ll find anywhere else.   If you want to scale faster—$10M, $50M, $100M ARR and beyond—you need the right playbooks, the right connections and the right people in your corner. And SaaStr Annual is where it all happens. We'll have 100's of Legendary speakers from companies like Snowflake, HubSpot, OpenAI, Canva, and more. More networking than you can handle—meet your next investor, co-founder, or biggest deal.  A New AI Demo & Pitch Stage— with your chance to win up to $5M in funding!  So don’t wait—grab your tickets now at SaaStrAnnual.com with my code jason100 to save $100 on tickets before prices go up. That's jason 100 at saastrannual.com   See you in May!    --------------------------------------------------------------------------------------------   Do you know what would make your customer service helpdesk dramatically better? Dumping it and switching to Intercom.  But, youʼre not quite ready to make that change. We get it!   Thatʼs why Fin, the worldʼs leading AI customer service agent, is now available on every helpdesk.   Fin can instantly resolve up to 80% of your tickets,  Which makes your customers happier. And you can get off the customer service rep hiring treadmill.   Fin by Intercom. Named the #1 AI Agent in G2ʼs Winter Report.      Learn more at : inter.com/saastr   ------------------------------------

In this insightful discussion, Nick Mehta, CEO of Gainsight, sheds light on the top customer success metrics that matter to investors, particularly in challenging markets. He emphasizes the importance of net retention and gross retention while sharing strategies to enhance customer stickiness. Nick also draws a captivating analogy between entrepreneurship and climbing Mount Kilimanjaro, highlighting resilience and teamwork. With a wealth of experience, he provides valuable insights for SaaS companies looking to secure investments and demonstrate customer value.

David Frankel, Managing Partner at Founder Collective with a wealth of experience in founding and investing, shares his hard-earned insights on selling companies. He admits past exits were sometimes mistakes, making his advice particularly compelling. Key topics include the 10-point checklist founders should follow, the importance of transparent communication with stakeholders, and the role of bankers during negotiations. The discussion also delves into the emotional challenges of sales and strategic considerations in B2B mergers and acquisitions.

The discussion dives into the challenges buyers face when considering new SaaS applications, such as complicated cancellation and unexpected pricing. Emphasis is placed on simplifying the purchasing journey and enhancing customer support. Founders are urged to minimize sales friction to maximize opportunities. The conversation also highlights an upcoming major SaaS event featuring networking and workshops, where startups can present their AI innovations and connect with industry leaders.

Graham Moreno, VP of Worldwide Sales at Codeium, spearheaded the company’s growth from 30 to 150 employees in just one year, showcasing his dynamic leadership. He shares strategies for effective recruitment and onboarding in rapidly expanding sales teams. Moreno emphasizes the role of AI tools in boosting developer productivity, like Codeium's generative assistant, which transforms coding efficiency. He also discusses the vital shift to data-driven decision-making and fostering a strong sales culture for sustainable success.

Eran Zinman, Co-founder and Co-CEO of monday.com, shares his insights on scaling a company from $10 million to over $1 billion ARR in just eight years. He emphasizes the significance of customer diversity and the need for maintaining strong revenue retention metrics. The conversation dives into leveraging AI for efficiency and the importance of a multi-product strategy to cater to various customer segments. Zinman also discusses challenges in AI integration and the exciting future ahead for SaaS solutions.