Keeping a Saas unicorn on the track of profitable, responsible growth requires clear alignment across the leadership team, and a purposeful approach to making decisions that drive the corporate mission. In this session, Algolia's Bernadette Nixon and Michelle Adams will discuss the dynamics of building a highly effective, open, direct and empathetic relationship between the critical CEO and CRO roles on the leadership team.
Full video: https://youtu.be/tJAPaW5GoxU
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The two biggest mistakes business leaders can make in a competitive space are thinking their competitors are too smart or, alternately, too dumb. The game on the field has shifted dramatically over the past 12 months, and what matters to a startup today is much different from a couple of years ago.
In the second installment of CRO Confidential, Founders Fund Partner Sam Blond, previous CRO at Brex, goes head-to-head with the CRO at Divvy, Sterling Snow, previously bitter rivals turned curious comrades. Snow and Blond dive deep into competition â how to position yourself against competitors and make the most of that competition.
Brex and Divvy are adversaries in the corporate card space, with many deals going up against each other. There has always been a ton of respect there and a bit of animosity, too, because of how competitive the businesses were.
This poses the question: Does staunch competition lend itself to better business? Psst⌠the answer is yes! Letâs see what Snow and Blond have to say about competition.
Full video: https://youtu.be/7LTyMpxy9LQ
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At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. This episode is the second half of the session.
In this episode, Jason discusses:
The first half of the session was published in Episode 607.
You can watch the full video here: https://youtu.be/apc5GwLlaDI
At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. This episode is the first half of the session.
In this episode, Jason discusses:
The second half of the session will be published in Episode 608. You can watch the full video here: https://youtu.be/apc5GwLlaDI
Want to join the SaaStr community? We're the đlargest community for B2B software.
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The foremost topic on every founder's mind right now: how to weather the ups-and-downs of an unpredictable economy. Gusto, has swerved with every economic curve since its founding 10 years ago. But throughout it all, Gusto has defined valuation differentlyâin terms of the value it provides to customers vs the value it extracts.
In this talk, Gusto CEO and founder Josh Reeves can speak to how Gusto has weathered the ups-and-downs of the economyâand why aligned success models (what's good for the customer = what's good for society = what's good for your business) are so important, especially now. Josh can share the specific business decisions Gusto has had to make with this approach, particularly over the past few years and today.
Full video: https://youtu.be/TuJnbPG3Tmk
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Top of mind for many startups during a downturn is the question, âHow do we balance investment in growing our business while maintaining a modest burn to extend our time to next funding?â In this session we will explore some creative techniques to grow your business with efficiency. Hear from three VC partners with experience successfully co-founding, leading, and growing startups during previous market downturns
Full video: https://youtu.be/hQ-lDnEMCgo
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Founders Fund Partner and former Brex CRO Sam Blond joins the SaaStr podcast to host this series with SaaS CROs.
But first, to kick off the CRO Confidential series, Sam chats with SaaStr CEO Jason Lemkin about whether tech founders still need to be based in SF, the current correction of the VC market, and what to look for in an investor.
Full video: https://youtu.be/rwHdE318dqA
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Founders Fund Partner and former Brex CRO Sam Blond joins the SaaStr podcast to host this series with SaaS CROs.
But first, to kick off the CRO Confidential series, Sam chats with SaaStr CEO Jason Lemkin about gross margins, macro impact on 2022 revenue, and sales leadership recruiting.
Video: https://youtu.be/yAyym4uJMcs
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The rapid proliferation of cloud services has added to overwhelm among enterprise workers. Over the years, Grammarly has learned effective strategies to stand apart with users and business decision-makers while channeling customersâ needs, whether in customer support, sales, HR, and marketing. CEO Brad Hoover shares the customer-centric principles and lessons that he has learned in growing their user base to tens of millions of enterprise and individual customers, with teams from Accenture to Zoom.
Full video: https://youtu.be/zoyxXSYeZhM
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âFind a need and fill itâ is a well-known maxim. After identifying the white space, though, understanding how to navigate category creation is key in order to grow and scale a company for the long term. For many SaaS businesses, the first category others consign you to may not match your ambitions as a founder. Entrenched forces have a vested interest in maintaining the status quo, and it takes courage to stick to your convictions about the future. As industries expand and mature, new strategies are needed to further deepen the competitive moat to secure and retain category leadership. Product is just the beginning: Ongoing success hinges on the growth and cultivation of the team, the company culture, and the larger stakeholder communityâthe work is never done.
When Braze was founded in 2011 with Bill Magnuson as CTO, smartphones were just becoming mainstream and mobile marketing was in its infancy. At that time, the category term âcustomer engagement platformâ did not exist yet, but the cofounders believed that technology which enabled brands to better understand and serve customers across mobile and beyond was the future for Braze. Fast forward 10+ years, and the founding teamâs conviction has enabled Braze to become a leader in the nascent customer engagement category, reaching $100M in ARR in eight years, then doubling that to $200M less than 18 months later, to then making its public company debut at the end of 2021. In this session, Braze Cofounder and CEO Bill Magnuson will share best practices and lessons learned from his experience scaling Braze and establishing the company as a leader in the recently formed customer engagement category, including:
Full video: https://youtu.be/T5r6ajAHyvI
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Tune into Founder Confidential with SaaStr CEO Jason Lemkin and Hubspot Founders Dharmesh Shah and Brian Halligan to hear their key learnings and considerations of what it takes to be a Founder in today's SaaS landscape.
Full video: https://youtu.be/gn01HIUyE9M
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Itâs no secret that 2022 has brought market shifts that even the previous two years lacked. While previously, investors were a bit more open and hyper-focused on growth, now SaaS VCs are more interested in proving efficiency alongside growth. As always, investors still have high-growth expectations, which have not changed. But in 2022, there is a new focus on efficiency. In fact, 82% of investors in a recent survey said that efficiency is more critical this year.
During this yearâs SaaStr Annual event, Christophe Janz, Partner at Point Nine Capital, shares the secret to attracting investors in the new landscape.
Full video: https://youtu.be/nBYHFm-H8pA
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Leading a scaling business requires systems and plans for various stages of growth. Dave McJannet shares lessons learned from scaling HashiCorp, including: how to implement overlapping systems for the business (finance, people, product, go-to-market); how to manage the layered time horizons of various teams (36 months for a CEO, 90 days for sales); and how to reinvent these systems as the company enters new phases of growth.
Full video: https://youtu.be/KJk5B3R9rBw
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The number of global venture capital (VC) investments dipped in 2022, thanks to ongoing geopolitical tensions, turbulence in global capital markets, supply chain issues, and increasing interest rates. This has caused VC investors to be increasingly wary. With no end in sight to the economic uncertainty, VC investment could remain soft, with downward pressure on valuations resulting in decreasing levels of investment.
Founder and Managing Partner at Cowboy Ventures, Aileen Lee, discusses the state of the VC market in 2022 with Founder and CEO of SaaStr Jason Lemkinâthe change in VC activities and seed deals, the importance of the board in the success of a startup, profitability and much more.
Full video: https://youtu.be/R3G6P19qHY4
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Amidst the volatility of todayâs economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customersâ love. A renowned enterprise software leader that has led revenue organizations and spearheaded the cloud GTM strategies at companies such as Oracle, New Relic and now Confluent, Erica Schultz is Confluentâs President of Field Operations and will share what she has seen evolve in enterprise GTM and tips on how to thrive in the current environment. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy.
Full video: https://youtu.be/j293NArWW38
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Anu Hariharan works with hundreds of startups annually as Managing Director at Y Combinator. Through experience, she explains five company-altering learnings from B2B startups that founders should consider at the earliest stages of their businesses.
Full video: https://youtu.be/pPgtmFaxkrc
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Product-led growth (PLG) is the consumerization of softwareâa strategy B2B software companies can learn from growth teams at successful consumer tech companies.
Stage 2 Capitalâs Co-Founder and Managing Director, Mark Roberge, breaks down what a consumer tech growth team looks like and how they operate. He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG.
Full video: https://youtu.be/prLzBINL4tI
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Bessemer Venture Partners unpacks the most important trends of the cloud economy, and explores the new milestone entrepreneurs need to value above all elseâreaching Centaur status, or $100M in ARRâand the paths to get there. Releasing insights for founders with big ambitions, Sameer Dholakia, Elliott Robinson, and Mary DâOnofrio share the insights from cloud benchmark data and dive into the strategies that three Centaur companies took to scale their cloud businesses to $100M ARR.
Full video: https://youtu.be/pUKwyAxwAqI
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Join Mailchimp Co-Founder Ben Chestnut and SaaStr CEO Jason Lemkin in a follow-up to their popular fireside chat held during SaaStr @ Home 2020. Ben and Jason will chat about the highlightsâand the challengesâof scaling a company like Mailchimp to $1B ARR.
Full video: https://youtu.be/5fx3qFD62ak
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This session will explore the approaches and measures that founders and leadership teams can take to successfully scale their business and expand into new markets. It will be led by Harry Briggs, a founder turned VC with experience both in building his own business with customers in over 35 countries and supporting his portfolio founders in executing their international expansion plans. OMERS Venture Managing Partner Jambu Palaniappan led Uber's EMEA expansion and Harry also shares some of Jambu's learnings from Uber.
Full video: https://youtu.be/I56lkBqi5yI
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As reaching $100 million in ARR continues to be a critical milestone for SaaS players, UserZoom CEO Alfonso de la Nuez and CMO Sophie Chesters will explain how they have taken UserZoom's business to the next level since its founding in 2007 and share ten relevant lessons learned during UserZoom's journey to $100 million in ARR in the user experience management space.
Full video: https://youtu.be/ldf7eOfuDkg
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Fundraising with a successful VC firm is a huge goal for entrepreneurs, especially in the early stages of the business. But the path to a deal isnât always as straightforward as it may seem. During an enlightening session at SaaStr Europa 2022, Zach Coelius (Managing Partner at Coelius Capital) and Tiffany Luck (Investor at GGV Capital) share the secrets and lesser-known players in the world of venture capital. As Luck says, âThere are many players in the VC ecosystem, and so your entry point to fundraising might be with any one of these players.â
Full video: https://youtu.be/xKb4ORuFDSc
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How do you build a sales organization from scratch? How do you go from $0 to $1M ARR and beyond? What about moving from founder-led sales to building a sales team and scaling your revenue growth?
Demodeskâs CEO, Veronika Riederle, and VP of Revenue, Lauren Wright, answer the most pertinent questions on scaling a SaaS start-up as they take us through lessons learned from the three stages of growth.
Full video: https://youtu.be/sAXI0nP2YW4
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As a founder, there are different ways you can set your start-up apart from other companies at the venture and growth stages. Investors look for specific metrics to see whether you stand out from the crowd, ranging from your market expansion potential to your product vision and product-market fit.
Atomico Partner, Irina Haivas, and Principal, Hillary Ball, explore what investors are looking for from the early stage through growth.
Full video: https://youtu.be/gP87MIf7Vbk
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As Showpad is close to crossing $100 in ARR PJ will share his most important learnings from scaling Showpad as its CEO.
He'll cover the hard lessons learned, the highs and the lows on hiring, board dynamics, raising money, internationalization and personal growth.
Full video: https://youtu.be/YGfjHVAMFQ0
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