How Coursera Turned Around Their GRR from 47% to 86% in 12 Months: A Deep Dive
Turning around a struggling renewal rate is the holy grail of growth. When Bradley Lawrence, Senior Director of Customer Success at Coursera, faced a GRR of just 47%, he knew something had to change. Here’s how he did it. He came to SaaStr Annual to share all...
Dear SaaStr: How Do I Progress My SDRs to AEs?
Dear SaaStr: How Do I Progress My SDRs to AEs? Progressing SDRs to AEs is a well-trodden path in SaaS sales, but it requires structure, timing, and a clear process to make it work effectively. Here’s how I’d approach it: Set Clear Performance Metrics for SDRs Before...
5 Interesting Learnings From DropBox at $2.6 Billion in ARR
So Dropbox was the fastest B2B app of the last era to rocket to $1 Billion in ARR. It seemed crazy at the time, and even in the age of OpenAI and Wiz, it still seems a bit crazy today. Since then, it has IPO’d and transitioned to a new mature phase, where...
34% of All Startup Acquisitions Are By Other Start-Ups. A New Record.
So Pitchbook has some new data out on how much M&A of VC-backed start-ups … is by other VC-backed start-ups. And it’s a record: 33.7% of all VC-backed start-ups that are acquired are by VC-backed buyers. Up from 20% in 2018. Now this isn’t...
Dear SaaStr: How Do You Turn Laziness to Your Advantage as an Entrepreneur?
Dear SaaStr: How Do You Turn Laziness to Your Advantage as an Entrepreneur? If you are always lazy you’ll fail, of course. At least in SaaS. But … I think you can use a certain amount of “laziness” to pounce. On big opportunities. I’ve...
Top 10 Unexpected Learnings from Scaling Wiz From $0 to The First $100M ARR with founding CRO Colin Jones and Sam Blond
“I thought I had 60 days to get the value proposition right. In the end, we had roughly 4.” – Colin Jones, CRO Emeritus at Wiz You may have seen the news that Google is making its biggest acquisition — by far — of Cloud and SaaS security...
Could “Block” Be the Death of the AI SDR?
I don’t claim to be an expert on email deliverability and spam. But I know a tiny bit. We send well over 1,000,000 emails a week in our SaaStr newsletter. And when I used to run Adobe Sign / EchoSign, I spent a huge amount of time worrying about deliverability....
Mastering Growth in the AI Era: How to Stand Out, Acquire Customers, and Raise VC Dollars with B Capital, Zetta, and Glasswing
3 top VCs gathered at SaaStr Annual to do a deep dive on AI in B2B today, from what customers really want in the enterprise to what VCs are funding: Karen Page, General Partner at B Capital Rudina Seseri, Managing Partner at Glasswing Ventures, which focuses on...
Dear SaaStr: How Can a New Startup Take on a Big, Established Leader?
Dear SaaStr: How Can a New Startup Take on a Big, Established Leader? How can a new start-up possibly take on a successful big market leader? Today is the age of AI it seems like it’s easy. Leaders like Codeium and Clay and Mercor seem to have no issues taking...
Redpoint: 31% of All VC Money Last Year Went Into Just 20 Deals
So we’ve all watched the mega VC rounds for OpenAI, Databricks, Anthropic etc as VCs deploy billions into the AI winners at scale. But just how much of venture capital overall is going to … the top names? Far more than ever, per Redpoint’s latest...
Will The Only Humans Left In Customer Support and Customer Success Be The Ones Selling You Something?
2025 is year that AI takes over all of support and customer success … that isn’t sales. This is how the 2 related but different categories are segmenting out. 🤷 A lot of support is questions and problems from existing customers. Almost all of this is going to AI, as...
Dear SaaStr: I Have No Co-Founder. What Should I Do?
Dear SaaStr: I Have No Co-Founder. What Should I Do? That’s okay—plenty of successful startups have been built by solo founders. I’m investing in fact at SaaStr Fund in a solo founder right now. But I’ll be honest: it’s harder. Most of us need someone to share the...
Top SaaStr Posts & Pods of the Week: Codeium’s VP Sales; Monday’s CEO on AI; Founder Collective on How to Sell Your Startup
Top Posts: #1. The Per-Seat Model Isn’t Dead. But Also, Surprisingly, It Was Never Dominant. #2. Salesforce: We Are Hiring 0 Engineers This Year. But We’re Growing The Sales Team +20%. Because AI. #3. Egnyte Sells to Private Equity for $1.5 Billion after 18 Years....
A Founder’s Guide to Building and Scaling Marketing Channels: Lessons from Datadog’s CMO and First Marketing Hire
Alex Rosenblatt was the first marketing hire and Chief Marketing Officer at Datadog, all the way through IPO and beyond. He spent over eight years scaling their marketing from zero to supporting a multi-billion dollar public company. Prior to Datadog, Alex held...
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