The Official SaaStr Podcast: SaaS | Founders | Investors

Dive into the intricate journey of SaaS companies aiming for an IPO. Discover what it takes to craft a compelling growth narrative and the importance of operational efficiency. Gain insights on key metrics like Annual Recurring Revenue and net retention rates. Learn from successful companies like HubSpot and CrowdStrike, emphasizing the significance of durable revenue and strong unit economics. Plus, don’t miss the hype around an upcoming event for SaaS and AI leaders, brimming with networking and fundraising opportunities.

Dive into the vibrant world of SaaS as experts discuss the resurgence of founders in San Francisco and the renewed venture capital interest akin to 2021. Explore how AI is reshaping investments and driving startups to prioritize growth over mere profitability. Discover the importance of rapid product development and the need for innovative sales strategies in today's competitive landscape. Plus, learn how to navigate cultural challenges within teams and seize networking opportunities at the upcoming SaaStr Annual 2025.

Tooey Courtemanche, the founder and CEO of Procore, shares his remarkable journey in building a billion-dollar SaaS empire for construction management. He dives into the importance of focus and perseverance, especially during economic downturns. Tooey discusses strategic transitions, like shifting from residential to commercial markets, and highlights customer-centricity as a key to Procore's success. He also explores how AI is transforming the industry and the significance of training salespeople to understand both tech and construction deeply.

Join Jeanne Dewitt Grosser, Chief Business Officer at Stripe, and Lindsey Scrase, COO at Checkr, as they share their insights on moving upmarket. They delve into effective strategies for startups transitioning to enterprise markets, discussing key indicators for this shift and the need for company alignment. Their experiences highlight the importance of understanding customer demand and managing unit economics efficiently. With actionable advice, they guide listeners on navigating the complexities of targeting enterprise clients successfully.

Ron Gabrisko, CRO of Databricks, shares his expertise in scaling companies, transitioning Databricks from $1M to a projected $3B ARR. He emphasizes the need for technical knowledge in sales to meet customer needs effectively. Discussion includes the importance of strategic hiring, building community ties for exponential growth, and evolving pricing models that align with customer value. Gabrisko's insights on creating strong customer relationships and fostering collaboration within sales teams provide valuable lessons for revenue leaders and founders alike.

In this discussion, Erica Anderson, the CRO of Notion, and Abbas Haider Ali, VP of CS at GitHub, dive into the nuances of customer success. They emphasize the need to allocate 10% of revenue for post-sales initiatives to ensure growth. The duo shares insights on adapting customer success strategies, the role of KPIs in measuring progress, and the importance of team structures in driving success. They also explore effective monetization strategies for customer-facing roles, blending personal anecdotes with practical advice.

Victor Rippabelli, CEO of Synthesia, revolutionizes enterprise communication with AI-driven video technology, enhancing training and marketing strategies. Tomas Tunguz from Theory Ventures discusses the rapid growth of AI startups and the evolving venture funding landscape. The pair delve into how AI is driving a shift in pricing models towards outcome-based strategies, improving profitability. They also explore AI's impact on hiring metrics and the necessity for cultural alignment in B2B companies embracing this tech wave.

Kyle Norton, CRO at Owner.com and former Shopify sales leader, shares invaluable insights on building an effective revenue team. He compares his SaaS revenue operating system to the Iron Man suit, emphasizing four key components: measuring, managing, planning, and communicating. Listeners will learn how these elements help to streamline operations and foster predictable revenue growth. Kyle offers actionable tools and templates to help organizations turn chaos into order, making growth not just a dream, but a structured reality.

Discover nine actionable strategies to accelerate your business growth, from enhancing outbound sales efforts to launching multi-product lines. Learn the value of hosting customer-centric events that deepen relationships and drive engagement. Understand the importance of thoughtful pricing strategies and customer success alignment to boost retention rates. Explore how effective marketing investments and global expansion efforts can create lasting impacts, positioning your company for a successful year ahead.

In this engaging conversation, Kathy Lord, the CRO at Zensai and former leader at Intacct, teams up with Jason Lemkin, SaaStr's CEO. They dive into what to expect in a CRO's first 90 days, emphasizing the value of a structured onboarding plan. Kathy shares insights on aligning CEO and CRO expectations, the critical differences between a CRO and VP of Sales, and pitfalls to avoid in executive hiring. Tune in for practical strategies and fresh perspectives on scaling SaaS companies effectively!