Forward Deployed Engineer: What It Takes to Make AI Work in B2B. But Do They Work for SMBs?
The challenging economics of making AI actually work today in the real world in B2B — and why the hottest job in enterprise might be a luxury SMBs can’t afford. This is what a Forward Deployed Engineer looks like On the photo: OpenAI's Head of FDE...
Dear SaaStr: How Much Cash Should a SaaS Company With $24m ARR Have on Hand?
Dear SaaStr: How Much Cash Should a SaaS Company With $24m ARR Have on Hand? At $24M ARR, you should aim to have at least $12M in cash on hand. The general rule I follow is to keep about 50% of your ARR in cash once you’re past initial scale ($3M-$4M ARR). This...
5 Interesting Learnings from Palantir at $4 Billion in ARR
Palantir just delivered one of the most impressive enterprise software quarters we’ve seen in years: 48% YoY revenue growth a 94% Rule of 40 score, and US commercial revenue exploding 93% YoY and an incredible rebound from slow growth just 24 months ago....
CEO Compensation Today: Is It Broken? A Deep Dive With Brian Halligan Chair of HubSpot on What’s Wrong and How to Fix It
The uncomfortable truth about how we’re paying CEOs at the best tech companies wrong— and why it’s creating the wrong incentives for growth. A Candid Conversation with Brian Halligan Chair and Co-Founder of HubSpot on CEO Comp Reality We sat down on 20VC +...
Dear SaaStr: When Do “Buy Out” Contracts Make Sense?
Dear SaaStr: What does it mean in enterprise software sales when a company offers to buy out a competitor’s contract? is this a common practice? Offering to buy out a competitor’s contract means that your company is willing to cover the cost or overlap of...
How Asana’s CMO Shannon Duffy Is Using AI to Scale Marketing Teams 10x (+ The 4 Mistakes She Made Along the Way)
At SaaStr Annual + AI Summit 2025, Asana CMO Shannon Duffy shared how her team achieved 93% efficiency gains using AI daily – and the hard lessons learned from building “janky Britney Spears” content along the way. Top 5 Learnings from Asana’s...
The Hard Truth About SaaS Revenue Durability: 80% of Post-IPO Companies Don’t Compound in Value
The Hard Truth About SaaS Revenue Durability: Why 80% of Post-IPO Companies Don’t Compound in Value Bottom Line Up Front: The math on SaaS investing is … tough. Even “good” bets from 2021’s growth surge are stalling out because fast-growing...
Dear SaaStr: How Do You Handle It When a Prospect Puts a Deal “On Hold”?
Dear SaaStr: How Do You Handle It When a Prospect Puts a Deal “On Hold”? When a deal goes “temporarily on hold” in your CRM, it’s critical to treat it as a live opportunity, not a lost one. The key is to stay engaged without being overly pushy....
Venture Has Never Been More Concentrated: 40%+ of VC $$$ Going to Just 10 Deals
What’s happening in venture capital right now. At some level, if you’re not one of the chosen few mega-startups … you’re essentially competing for table scraps. Because the Age of AI has led to not just massive rounds being raised, but those...
Why Most SDRs Will Be AI SDRs In 2026+. It’s Not Just About Productivity.
I’ve been in SaaS since 2005 (!). I’ve worked with a number of great SDRs … and a bunch that were there and gone in just a flash. I’ve sat through thousands of sales calls. And now that we’ve rolled out 4+ AI SDRs and BDRs at SaaStr itself,...
Dear SaaStr: How Do I Do an NPS Survey Right?
Dear SaaStr: How Do I Do an NPS Survey Right? The biggest issue with NPS Surveys isn’t that they don’t work. They do. The biggest issue is we don’t take the right actions afterwards. And we do them at the wrong times. To properly gather and use NPS...
How Figma at $1B ARR Stacks Up Against Snowflake, HubSpot, and 6 Other B2B Giants
TL;DR: Figma’s $1.2 billion IPO at a $19.3 billion valuation that soared to $47.1 billion on day one represents one of the most successful tech IPOs in years, outperforming most major offerings since 2020 in terms of both fundamentals and market reception. Top...
Dear SaaStr: Can I Get Away With Not Giving a Smaller VC Information Rights?
Dear SaaStr: Can I Get Away With Not Giving a Smaller VC Information Rights? Yes, there are real risks to giving investors information rights, and it’s important to understand them before agreeing to these terms. Stuff leaks. Stuff is forwarded that shouldn’t...
The Reality of Managing 10 AI Agents in Production: What We’ve Learned Building Our AI-First Revenue Team at SaaStr
By the end of Q3, we’ll have 10 distinct AI agents running in production at SaaStr. Maybe more. Â Not as a tech experiment or marketing stunt, but as core members of our revenue and operations team. The lineup looks like this: Revenue Team: 3 AI SDRs handling...
Founder SaaStr
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