There used to be a lot of companies in the 10x ARR Club. In Q4 2020, 60% of public B2B companies traded at 10x revenue or higher. Thirty-five traded above 20x. Asana hit 89x. Today it’s at 3x ARR.The median SaaS multiple was north of 18x. That world is not just...
We just had a great session at the last SaaStr AI Annual from Firebolt on something I think every B2B SaaS founder needs to internalize right now. The punchline: we’re entering a third go-to-market era — and most of you aren’t ready for it. The Data...
The Bottom Line: People.ai has been building the AI data layer for revenue teams since 2016 — years before “AI-native” became a buzzword. Founded by Oleg Rogynskyy (who came to the U.S. from Ukraine at 15 and started at Boston University), the company has...
Dear SaaStr: How do I prepare myself to become a successful startup CEO? My list of 6 things that will help: #1. Manage People This is one of the best things you can do, because 50% of the job of a CEO is recruiting a team, leading a team, empowering a team,...
We did a deep dive on 20VC x SaaStr this week with Mike Cannon-Brookes, co-founder and CEO of Atlassian. Atlassian just put up an incredible quarter of accelerating growth (23% at $6.4B ARR, with RPO growing to 44%). And yet the markets aren’t showing anyone...
Not every role goes away. Not every AI works without humans. But if you’re still running a 2021 sales org, you’re already behind. I’ve been getting a ton of questions about what the sales team actually looks like in 2026. And I’ve been living...
Dear SaaStr: What Are The Biggest Lessons You’ve Learned from Failure as an Entrepreneur? Don’t Fail. I’ve almost failed several times. Really almost every time. But never actually failed. Why not? Never quit. You can’t fail if you don’t quit. Find...
I’ve been tracking CS Disco (NYSE: LAW) since I was the first investor in a legaltech eDiscovery competitor to it, Logikcull, way back in 2015. They IPO’d and then in 2021, and we wrote about them when they hit $120M in ARR. Back then, the stock was...
New data from Pave across 386,500 new hires tells a striking story: the percentage of new hires going into Customer Support has dropped from 8.30% in Q4 ’23 to just 2.88% in Q3 ’25. That’s a 65% decline in two years. And the curve is accelerating —...
Dear SaaStr: When Is It Too Soon to Target Enterprise Customers in SaaS? It too soon to target enterprise clients when you can’t support their needs 90 days after you close them. It’s sort of OK in the enterprise to promise features and functionality that are sort of...
