Shows / The Official SaaStr Podcast: SaaS | Founders | Investors
The Official SaaStr Podcast: SaaS | Founders | Investors
The Official SaaStr AI Podcast. How to scale with the best in AI + B2B.
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Episodes
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 124: Upfront's Mark Suster on The One Thing That Kills Sales, Why You Have To Price High and Discount & Why Sales People Are Either Farmers or Hunters?
Mark Suster is Managing Partner at Upfront Ventures which he joined in 2007, having previously worked with Upfront for nearly 8 years as a two-time…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 123: Top 10 VP of Sales Lessons In Scaling To $100m in ARR with DFJ, TalkDesk and Predictable Revenue's, Aaron Ross
Today’s show is centred around The Top 10 VP of Sales Lessons Learned In Scaling To $100M ARR. Leading this conversation is Aaron Ross, author of best selling…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 122: How To Successfully Scale The 1-10 Customer Phase Of Any SaaS Business, The True Signs Of A Great Sales Person & How To Analyse NPS Effectively with Edith Harbaugh, Founder & CEO @ LaunchDarkly
Edith Harbaugh is the Founder & CEO @ LaunchDarkly, the startup that allows you to fearlessly and swiftly release software by separating feature rollout from…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 121: Box's VP Marketing on Why ARR Pipeline Is Not Just The Responsibility of The Sales Team, Why Lead Nurturing Does Not Stop At Email & Why Lead Segmentation is Key To Success with Lauren Vaccarello
Lauren Vacarrello is VP of Marketing @ Box, one of the leading enterprise B2B brands today. At Box, Lauren leads a 50 person team that involves demand…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 120: Sequoia Partner, Aaref Hilaly on How To Manage Up Your Board & Keep The Happy Even In Hard Times
Aaref Hilaly is a Partner @ Sequoia Capital, one of the world’s most successful VC funds with investments in the likes of Apple, Google, Paypal, Whatsapp and…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 119: The Sales Mistakes That Can Kill Your Startup & How To Avoid Them with Mark Roberge, Former CRO @ Hubspot & Michele Law, Former COO @ OpenDNS
Mark Roberge is a Senior Lecturer @ Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark was the…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 118: Why Tension Has Shifted From Sales vs Marketing To Customer Success vs Product & Why You Have To Hire For Ahead Of Where You Are Now with Todd Olson, Founder & CEO @ Pendo.io
Todd Olson is the Founder & CEO @ Pendo, the startup that allows you to capture all user behaviour, gather feedback and then provide contextual support. They…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 117: How, Why & When To Launch A Second SaaS Product & Is There A No Man's Land In SaaS ACV's with Amit Agarwal, Chief Product Officer @ Datadog
Amit Agarwal is the Chief Product Officer @ Datadog, the startup that provides cloud scale monitoring that tracks your dynamic infrastructure and applications…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 116: The Most Important Metric For Your Startup, When To Ship Your Second Product & How To Structure Your Sales Team For 7 Figure Deals
Tim Eades is the CEO @ at vArmour, the industry's first distributed security system that provides application-aware micro-segmentation. Tim joined vArmour as…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 115: Why Not All Companies Should Invest in SEM? Why No Demand Channel Is An Island & How To Ensure For Dollar Efficiency with SEM with David Rodnitzky, Founder @ 3Q Digital and Loretta Jones, VP of Marketing @ Delighted
David Rodnitzky is founder and CEO of 3Q Digital, a leading digital agency that was acquired by Harte Hanks in 2015. Prior to 3Q Digital, he held senior…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 114: Redpoint's Tom Tunguz on The Rise of Machine Learning In Enterprise SaaS & How Existing SaaS Startups Can Incorporate ML Into Their Offering?
Tom Tunguz is a Partner at Redpoint Ventures and one of the pre-eminent thought leaders in the rise of SaaS. Tom has made investments in the likes of Demio…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 113: The Most Important Metrics To Assess The State Of A SaaS Startup, Why Customer Payback Period Is Crucial & The Right KPI To Measure Customer Success On with Dan Adika, Founder & CEO @ Walkme
Dan Adika is the Founder and CEO @ Walkme, the cloud-based service designed to help professionals guide and engage prospects and customers, and complete online…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 112: Brad Feld on Structuring Your SaaS Startup For Scalability, How The Role Of CEO Should Adjust To The Growth Of The Organisation & What Makes The Most Effective Board Members
Brad Feld is one of the world’s leading VCs having Co-Founded Foundry Group, Brad has made investments in the likes of Zynga, Makerbot and Fitbit, just to name…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 111: How To Build & Scale A Customer Success Team & Why You Must Hire Full Stack Engineers with Dan Burkhart, Founder & CEO @ Recurly
Dan Burkhart is the Founder & CEO @ Recurly, the startup powering much of the subscription success, trusted by the likes of Twitch, CBS Interactive and Hubspot…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 110: Why Payback Period Is The Single Most Important Metric, How To Optimise Sales Efficiency & 3 Fundamental Developments In SaaS with Scott Friend, Managing Director @ Bain Capital Ventures
Scott Friend is a Managing Director @ Bain Capital Ventures where he has made investments in the likes of Jet and Rent The Runway. Scott joined Bain Capital…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 109: Scaling SaaS Teams With Startup Hyper-Growth & When Is The Right Time To Hire A COO with Mat Ellis, Founder & CEO @ Cloudability
Mat Ellis is the Founder & CEO @ Cloudability, the startup that provides cloud cost efficiency at scale and they have raised close to $40m in VC funding…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 108: Growing To $500m In ARR & How To Hit 7 Figure Sales with Veeva Systems Founder, Peter Gassner
Peter Gassner is the Founder & CEO @ Veeva Systems, the industry cloud for life science systems. With just $4m in capital raised, Peter has taken Veeva to…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 107: How Hiring Is Just Like Being A VC, Why You Have To Pay Up For Great Talent & Why Multi-Tasking Is Not Always Wrong with Daniel Ruch, Founder & CEO @ Rocketrip
Daniel Ruch is the Founder and CEO @ Rocketrip, the startup that reduces travel spend by rewarding employees to save. They have backing from some incredible…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 106: Why Early Stage SaaS Metrics Do Not Matter, The 5 Things To Look For In Early Stage SaaS Companies & How To Negotiate A Term Sheet The Right Way with Alex Rosen, Managing Director @ IDG Ventures
Alex Rosen is a Managing Director with IDG Ventures where he focuses on investments in cloud infrastructure, SaaS applications, ad tech, and consumer…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 105: Why Marketing Is Eating Sales, How To Make Data-Driven Marketing Decisions & Why Companies Need To Have A Strong Point of View About The World with Nadim Hossain, Founder & CEO @ BrightFunnel
Nadim Hossain is the Founder and CEO @ BrightFunnel, the startup that shows marketing true impact on revenue. They are backed by many past guests of the show…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 104: Trello Founder, Michael Pryor on The 3 Key Elements That Make A Great CEO, The Fundamentals To Make A Pivot Successfully & The Secrets To Building The Most Efficient Workforce
Michael Pryor is Co-Founder & CEO @ Trello, now Head of Product with Trello at Atlassian following their recent acquisition. For those that do not know, Trello…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 103: Why You Must Sell Your Product Before It's Done Being Built, Why Product-Organisation Fit Is Key & Why The Best Sales Process Is The Customer Success Process with Matin Movassate, Founder & CEO @ Heap
Matin Movasatte is the Founder and CEO @ Heap. the startup that provides analytics infrastructure to automate away the annoying parts of user analytics. They…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 102: Why You Should Not Pay Your Sales Team Commission, Why There Is Such Little Innovation In Go-To-Market Strategy & Why Adaptability Is Key Not Efficiency with Didier Elzinga, Founder & CEO @ Culture Amp
Didier Elzinga is the Founder & CEO @ CultureAmp, the world’s most powerful employee feedback and analytics platform. They have raised funding from some of the…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 101: How To Scale From Early Adopter To Mass Market, Why Organisations Are Not A Good Way To Get Work Done & How To Perfect Upsell Mechanics with Fayez Mohamood, Founder & CEO @ Bluecore
Fayez Mohamood is the Founder and CEO @ Bluecore, the company that is transforming the way eCommerce marketers use data and automation to communicate with…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 100: Box's Aaron Levie on The 3 Stages of Company Scaling, Why Most Enterprise Software Is 'Dumb' & The Future For Enterprise Software with Artificial Intelligence
Aaron Levie co-founded Box with three high school friends in 2005 when they discovered there wasn’t a modern solution for sharing and collaborating on…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 099: How To Hire & Assess The Best Demand Gen Candidates & Where To Put Focus In The Demand Gen Process with Luke Retterath, Head of Demand Generation @ Duo Security
Luke Retterath is the Director of Demand Generation @ Duo Security, the most loved company in security. They have the backing of some of the best investors in…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 097: Zendesk's Douglas Hanna on How To Build A Platform? How To Scale A Platform? How To Measure The Success Of A Platform?
Douglas Hanna is the GM of the Developer Platform @ Zendesk, one of the world’s fastest growing SaaS startups. Before joining Zendesk, Douglas was the Founder…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 096: How To Sell SaaS To Fortune 500s, What Drives Decision-Making In Large Corporates & Why Enterprise Is Middle Up Not Top Down with Jonathan Lehr, Co-Founder @ WorkBench
Jonathan Lehr is the Co-Founder and Managing Director of Work-Bench, where he focuses on early stage enterprise technology investments in areas including big…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 095: Trello's JD Peterson on Why Now Is The Best But Hardest Time To Be A Marketer, How To Unify The Sales & Marketing Team & How The Role Of Data Effects Marketers Today
JD Peterson is CMO of Trello where he heads the company's marketing and customer service teams. A true child of Silicon Valley, J.D. has been helping startups…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 094: The $100m Question All SaaS Founders Must Ask, Learnings From Working with Marc Benioff at Salesforce & Scaling Zuora To A $Bn Valuation with Tien Tzuo, Founder & CEO @ Zuora
Tien Tzuo is the Founder and CEO @ Zuora, one of the fastest growing SaaS companies that has been at the forefront of the rise of subscription business models…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 093: Why You Cannot Be Excellent For Anyone If You Are Not Willing To Be Ok For Someone & How To Manage NPS Effectively With Scaling with Lexi Reese, Chief Customer Experience Officer @ Gusto
Lexi Reese is the Chief Customer Experience Officer at unicorn startup, Gusto and is one of the top female executives in Silicon Valley. Lexi’s passion for…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 092: Raising $100m From Sequoia & Why Sustainable Growth Is Fundamental with Zoom's Eric Yuan
Eric Yuan is the Founder & CEO @ Zoom, the video and web conferencing service that just last week raised $100m in venture funding from Sequoia Capital. Prior…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 091: Jason Lemkin on Why Hire Fast Fire Fast is BS, Why He Never Invests In Quarterly MRR & Why The Key Is Successful Reinvention
Jason Lemkin is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 090: SaaStr's Own Jason Lemkin on The Specific Characteristics Jason Looks For In Founders? What Levels Of ACV Suggest The Potential For A Unicorn? Why Founders Always Undersell & How You Should Hire Your First Sales Reps?
Jason Lemkin is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 089: Buffer's Leo Widrich on The Top 10 Learnings in Growing to 10m ARR.
Leo Widrich is the Founder & COO @ Buffer, the Simple and powerful social media scheduling, publishing & analytics. They have raised funding from some of the…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 088: How To React When A Lead Goes Dark? How Sales Reps Can Be Polite Not Rude? Why Summary Emails Are Fundamental After All Client Interactions with John Barrows, Godfather of Sales
John Barrows is essentially the Godfather of Sales. We often have VPs of Sales from tech titans on the show but who trains those VPs and sales reps to be the…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 087: Successful SaaS Startups Do 1 Of Two Things & Why Specialisation Is Key To Success In SaaS with Michael Driscoll, Founder @ CEO @ Metamarkets
Michael Driscoll is the Co-Founder and CEO @ Metamarkets, the startup that provide interactive analytics for programmatic marketing. They have raised over $38m…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 086: Why You Have To Focus On A Tiny Market & How to Sell That Market To VCs with Auren Hoffman, Founder @ Safegraph & LiveRamp
Auren Hoffman is best known for being the former CEO and Founder @ LiveRamp, the leading data onboarder that was acquired by Acxiom for $310m. Today’s talk…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 085: How SaaS Founders Should View Competition, Why You Should Raise Every Round As If It Is Your Last & How To Create An Environment of Growth & Fulfilment with David Hassell, Founder & CEO @ 15Five
David Hassell is the founder and CEO of 15Five, the leading web-based employee feedback and alignment solution that is transforming the way employees and…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 084: Why Personalisation Is The Future Of Sales, The Benefits Of An Engineering Led Sales Team & Why Customers Pay A Premium For Predictability with Alex MacCaw, Founder & CEO @ Clearbit
Alex MacCaw is the Founder & CEO @ Clearbit, the startup that is building a suite of business intelligence APIs to help companies find more information on…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 083: Qualtrics' Ryan Smith on Bootstrapping To A $Bn Valuation, Why Radical Transparency Is Fundamental & What Makes The Truly Great CEOs
Ryan Smith is the Founder & CEO @ Qualtrics, an online survey company with 1,200 employees and a valuation of more than $1bn. They have backing from some of…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 082: What Really Is SaaS Marketing? What Are The Big Factors Startup Founders Should Consider Before Spending Big On Marketing @ What Are The 'Must Have' Marketing Channels Today in SaaS with David Rodnitzky, Founder & CEO @ 3Q Digital
David Rodnitzky is founder and CEO of 3Q Digital, a leading digital agency that was acquired by Harte Hanks in 2015. Prior to 3Q Digital, he held senior…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 081: Why It Is Wrong To Have A Sales Led Culture, Why There Should Be Tension Between Your Sales and Finance Orgs & Why Everyone Needs An Executive Coach with Steve Garrity, Co-Founder @ HearSay
Steve Garrity is COO and founder of Hearsay Systems the leading advisor-client engagement solution for the financial services industry. Hearsay have backing…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 080: Segment's Peter Reinhardt on Why The Reality Distortion Field Is Damaging When It Comes To Product Market Fit, How Founders Should Approach Pricing Negotiations with Large Corporates & How Founders Can Truly Determine Product Market Fit?
Peter Reinhardt is the Founder and CEO @ Segment, the startup that allows you to collect all of your customer data and send it anywhere and they count some of…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 079: Where To Start With A B2B SaaS Content Plan, How To Encourage The Non-Marketing Team To Create Content & Why NPS Should Be Central To Everything with Seth Besmertnik, Founder & CEO @ Conductor
Seth Besmertnik is the Co-Founder & CEO @ Conductor, the company that boasts the biggest customer list in their category including more than 500 Fortune and…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 078: To Get Early Customers You Have To Make People Uncomfortable & Why Customer Success Should be Actively Involved In The Upsell Process with Kathryn Minshew, Founder & CEO @ The Muse
Kathryn Minshew is the Founder & CEO @ The Muse, named to Forbes’ 30 Under 30 in Media and Inc.’s 15 Women to Watch in Tech. Before founding The Muse, Kathryn…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 077: WTF Is Net Retention? Why The Best SaaS Companies Focus On It & Why You Do Not Have To Be In SF To Be Successful in SaaS with Michael Sharkey, Founder & CEO @ Autopilot
Michael Sharkey is CEO & Co-Founder of Autopilot, the startup that allows you to automate customer journeys as simply as drawing on a whiteboard. Autopilot has…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 076: What Metrics Seed Investors Require For Prospective SaaS Investments & What Makes The Best SaaS Investors with Rob Siegel, Partner @ XSeed Capital
Robert Siegel is a Partner at XSeed Capital, one of the leading seed funds in the valley. At XSeed, Rob specialises on, you guessed it, all things from the…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 075: Domo CMO, David Thompson on Why B2B Branding Is Both Consumer & Enterprise & Why Facebook & SEM Is Crucial For B2B Branding
David Thompson is CMO at Domo, the company that allows customers to turn data into opportunities. David is a highly accomplished branding expert and recognized…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 074: The 4 Step Playbook To Expanding Distribution Outside of Early Adopters & How Humans Really Want To Buy Software With Daniel Saks, Co-Founder & Co-CEO @ AppDirect
Daniel Saks is the Co-CEO of AppDirect, which he founded in 2009. AppDirect is the leading commerce platform for selling cloud services and at the firm, Daniel…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 073: David Skok Part 2: What Is Negative Churn? How To Get Different ACV's From The Same Product? Should Customer Success Be Involved In The Up Sell Process?
Part 2 with David Skok, now David is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 072 Part 1: David Skok, SaaS Legend on How Long Should Your Payback Period Be, How To Assess Sales Rep Productivity & What Is A Good LTV In Relation To CAC
David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 071: 5 Steps To Building A Cohesive Team & How Founders Should Structure Off-Sites with Taro Fukuyama, Founder & CEO @ AnyPerk
Taro Fukuyama is Founder & CEO @ AnyPerk. Born and raised in Tokyo, Taro is a Y Combinator graduate with AnyPerk and part of the first Japanese team ever to be…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 070: Whether You Should Have A Missionary or Mercenary Sales Team, Does Culture In Sales Really Matter & How To Make Sales and Engineering Work In Unison with Sequoia Backed Inkling Founder, Matt MacInnis
Matt MacInnis is the Founder & CEO @ Inkling, the company that brings policies and procedures to life for your desktop workers. The company has backing from…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 069: 5 Key Elements Founders Must COnsider Before Embarking On The Sales Process with Whitney Sales, VP of Sales @ TalentIQ
Whitney Sales is the VP of Sales at TalentIQ, has been involved in bringing products to market and managing high growth sales teams for over a decade. She is…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 068: Flexport's Ryan Petersen on Why NPS Is The Most Important Metric, How To Structure Internal Compensation Schemes & How To Implement @ Bottoms Up Decision Making Organisation
Ryan Petersen is the Founder and CEO of Flexport, the freight forwarder for the internet age. Flexport recently raised a phenomenal $65m Series B from the…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 067: Gusto's Joshua Reeves on How To Optimise The Hiring & Interview Process, How To Build Create An Ownership Culture & Why Every 6 Months A Company Becomes A New Company
Josh Reeves is the Founder and CEO @ Gusto. Gusto reimagines payroll, benefits, HR, and personal finance and it is this reimagination that has led to their…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 066: Why CEO's Should Lead From The Heart, Walk The Sales Floor, Pay The Sales Team Well & Why Sometimes, You Have To Go Slow To Go Fast with Jeff Fernandez, Founder & CEO @ Grovo
Jeff Fernandez is the Co-Founder & CEO @ Grovo, the enterprise learning solution that allows you to educate and empower your employees. At Grovo, Jeff oversees…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 065: How To Create An Ownership Culture, When To Hire Your First Customer Success Rep and Why The Funnel Needs To Be Re-Invented with Sangram Vajre, Founder & CMO @ Terminus
Sangram Vajre is the Co-Founder & CMO at Terminus, the leading account-based marketing platform. Prior to Terminus, Sangram was the Head of Marketing @ Pardo…
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 064: Why Now Is A Really Good Time For SaaS Startups To Raise, How SaaS Startups Can Innovate Their Business Models & The Biggest Takeaways From Working With John Doerr @ Kleiner Perkins with Matt Murphy, Managing Director @ Menlo Ventures
Matt Murphy is a Managing Director @ Menlo Ventures where he focuses on multi-stage investments across cloud infrastructure and AI-first SaaS applications…