Dear SaaStr: What Are the Different Types of “Commits” Each Sales Rep Should Make?
Dear SaaStr: What Are the Different Types of “Commits” Each Sales Rep Should Make? The forecasting stages for a rep typically break down into three key categories: **Commit**, **Most Likely**, and **Best Case**. Bigger companies sometimes use more categories, but...
The Latest 20VC+SaaStr: Databricks Hits $100B, CoreWeave’s $11B Debt Gamble, and Why We’re All Living in the AI Bubble
The latest 20VC x SaaStr episode with Harry Stebbings, Jason Lemkin, and Rory O’Driscoll is here! The team is discussing Databricks’ $100B valuation, the coming IPO tsunami, CoreWeave’s massive debt raise, AI infrastructure spending that could hit...
Does It Matter How Fast You Get to $1B ARR, Within Reason? Probably Not.
TL;DR: After analyzing 8 elite B2B companies that reached $1B ARR, there’s surprisingly little correlation between speed to the milestone and current market value — up to a point at least. These were all elite companies, of course. The best of the best...
The Great AI Equalizer: How Legacy Players and Tiny Startups Are Suddenly Your Biggest Competitive Threat
Why the middle of the B2B and SaaS market may be in for the biggest disruption of all Here’s a truth that’s keeping B2B executives up at night, even if they haven’t fully articulated it yet: AI isn’t just creating new competitive...
8 Top Tips to Building Your Very First Sales Comp Plan
Too many founders make their very first sales comp plan … too confusing. It shouldn’t be. Remember: It’s fine if your first 1-2 sales reps just cover their costs — at first. Ultimately, sales reps just have to bring in 3x-5x what they cost...
The 2027 AI Burnout Wave is Coming. It Will Make 2023 Look Like a Vacation. But We Can’t Slow Down.
2022-2023 for many was the “Great SaaS Burnout”. First IPOs stopped in December 2021. Then stock prices fell fast in early 2022, followed by growth rates plummeting later in the year. Layoffs swept tech companies big and small, often for the very first...
How To Do a QBR (Quarterly Business Review) Right
Dear SaaStr: How Do I Do a Good QBR (Quarterly Business Review) With Customers? It’s a great question as QBRs have in many cases degenerated into upsell meetings, with zero value for the customer. That’s not what you want. More on that here” The...
The CFO is Dead, Long Live the Chief Automation Officer: What OpenAI, Rippling, and Gorgias Got Right (and Wrong) About AI
A SaaStr AI + Annual Summit deep dive into how OpenAI, Rippling, SnapLogic, and Gorgias are automating finance operations — and the critical mistakes even AI-first companies are making The Panel: Moderated by Lloyed Lobo – Co-founder of Boast.AI and author of...
OpenAI Crosses $12 Billion ARR: The 3-Year Sprint That Redefined What’s Possible in Scaling Software
OpenAI just announced it hit its first $1 billion revenue month in July 2025, representing a staggering acceleration from $500 million monthly at the start of the year—a stunning 100% increase in just seven months. We’ve never seen anything like this. And … it’s...
How To Transition from Founder-Led Sales: Why Most Get It Wrong and How to Get It Right
Every founder hits this inflection point. You’re crushing it on sales calls, closing deals left and right, but you’re also drowning. The pipeline is growing, but so is everything else that demands your attention as CEO. The question becomes: when and how...
Dear SaaStr: We Have A Less Than 30 Day Sales Cycle. How Long Should We Give Reps to Scale Up?
Dear SaaStr: We Have A 30 Day Sales Cycle. How Long Should We Give Reps to Scale Up? With a sales cycle of less than 30 days, you should expect a new sales rep to ramp up **within 1-2 sales cycles**—so about 30-60 days. Here’s why: 1. First Sales Cycle (30 Days): A...
Could Databricks at $100B Be … Cheap? Why Growing 2x Faster Than Snowflake Might Make It the Better Buy
Could Databricks at $100B Be … Cheap? A Deep Dive into Data Analytics Valuations Both Databricks and Snowflake are sitting at approximately $4B in ARR, but Databricks is growing twice as fast (50% vs 26%). When you adjust for growth rates and factor in AI...
Yes, You Want the Team Happy. But If the CEO Doesn’t Have a Strong Sense of Urgency, the Team Like Never Does
We all want happy teams. High engagement scores. Great culture surveys. And yes, those things matter. And I know many of you are repulsed with the idea of “cracked” teams working 7 days a week in the office. We don’t all need to do that to win. But...
How AI Has Changed the Rules of SaaS: What Every Founder Needs to Know. A Live Deep Dive.
AI Just Changed the Rules of SaaS: What Every Founder Needs to Know The SaaS Operators do deep dives on eCommerce B2B issues, and reached out to see if we’d to their podcast. We did and it ended up being a great deep dive on just how AI is changing the entire...
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