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The Official SaaStr Podcast: SaaS | Founders | Investors

The Official SaaStr Podcast: SaaS | Founders | Investors

SaaStr

The Official SaaStr Podcast is the latest and greatest from the world of SaaStr, interviewing the most prominent operators and investors to discover their tips, tactics and strategies to attain success in the fiercely competitive world of SaaS. On the side of the operators, we center around getting from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.
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The Official SaaStr Podcast: SaaS | Founders | Investors - SaaStr 761: How to Build Pipeline and GTM Alignment with Datadog’s CMO Sara Varni

SaaStr 761: How to Build Pipeline and GTM Alignment with Datadog’s CMO Sara Varni

The Official SaaStr Podcast: SaaS | Founders | Investors

play

10/02/24 • 29 min

SaaStr 761: How to Build Pipeline and GTM Alignment with Datadog’s CMO Sara Varni

Sara Varni, Datadog‘s CMO, shares how to build pipeline and create alignment across sales and marketing. The CMO role at Datadog covers the usual aspects of marketing, including product marketing, corporate communications, events, partnership marketing, and solutions marketing.

While these insights seem like pipeline 101, they aren’t always implemented. Let’s look at some quick facts about Sara’s experience. She spent a decade at Salesforce before moving on to Twilio as CMO when they were at about $400M ARR with 30 sales reps. They had a healthy self-service motion, but growth was flattening.

About four years later, she joined Attentive as CMO, a late-stage startup in the SMS marketing space. Now, she’s the CMO at Datadog. Each of these companies had different GTM motions.

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Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.

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This episode is sponsored by: remote.com

When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building your dream team from anywhere—visit Remote.com/jobs today.

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This episode is sponsored by: Anrok

A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are creating exposure, and automates tax calculation and filing worldwide. Built for high-growth software companies, Anrok protects your revenue and saves you time. Visit anrok.com/saastr to learn more.

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For many SaaS companies, serving the world’s largest businesses requires evolving some of its most critical business strategies and operations. In this session, Airtable’s Howie Liu sits down with Coatue’s Caryn Marooney to share the lessons he’s learned from scaling Airtable. From how to think about competitors and categories, to the importance of building the right organizational culture, Howie and Caryn reveal what SaaS leaders need to consider as they move upmarket.

Video: https://youtu.be/if4nKnNMl4s

Want to join the SaaStr community? We're the 🌎largest community for B2B software.

Subscribe for weekly updates: https://www.saastr.com/subscribeform

Twitter: https://twitter.com/saastr

LinkedIn: https://www.linkedin.com/company/2724976

Quora Group: https://www.quora.com/q/cloud

Facebook: https://www.facebook.com/SaaStr/

Instagram: https://www.instagram.com/saastr/

Our North American Event: https://bit.ly/2OXeAYh

Our European Event: https://bit.ly/2OZTad8

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The Official SaaStr Podcast: SaaS | Founders | Investors - SaaStr 767: The Future of AI in SaaS Sales with Henry Schuck, CEO of ZoomInfo and SaaStr CEO Jason Lemkin
play

10/18/24 • 58 min

SaaStr 767: The Future of AI in SaaS Sales with Henry Schuck, CEO of ZoomInfo and SaaStr CEO Jason Lemkin

SaaStr CEO Jason Lemkin joined ZoomInfo's Season 2 of its ZI Labs Podcast as the opening guest alongside ZoomInfo CEO Henry Schuck. Along with co-host Ben Salzman, Jason and Henry discuss the transformative power of AI within SaaS and the evolving dynamics that are reshaping the landscape of software as a service.

Together they explore the intricacies of scaling SaaS companies, including the importance of recruiting and developing strong management teams, implementing multi-product strategies, and navigating emotional and operational hurdles as the company grows. The discussion also emphasizes the significance of hiring passionate and top-tier talent, leveraging AI to enhance sales efficiency, and maintaining a core Ideal Customer Profile (ICP) for profitability. Real-world examples from companies like HubSpot, DocuSign, and Zendesk provide valuable lessons on leadership, innovation, and the future of sales. A must-listen episode for SaaS founders and entrepreneurs aiming to scale their business and stay ahead in a competitive market.

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SaaStr hosts the largest SaaS community events on the planet.

Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.

--------------------------------------------------------------------------------------------

This episode is sponsored by: remote.com

When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building your dream team from anywhere—visit Remote.com/jobs today.

--------------------------------------------------------------------------------------------

This episode is sponsored by: Anrok

A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are creating exposure, and automates tax calculation and filing worldwide. Built for high-growth software companies, Anrok protects your revenue and saves you time. Visit anrok.com/saastr to learn more.

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Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. To date, the company has raised over $146M in funding from some of the best in the business including ICONIQ, Firstmark, Battery Ventures and CapitalG to name a few. As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer. Before Dataiku, Kurt spent 5 years at Deloitte as a Manager advising primarily European public authorities on sustainable development policies.

In Today’s Episode We Discuss:

  • How Kurt made his way into the world of enterprise SaaS with Dataiku having started his career at Deloitte in Paris?
  • What does it take to go from 0-1 in implementing both AI and data science disciplines in 20th-century companies? Where do many go wrong with their first steps? How can one assist them in the right way? How does Kurt feel about services revenue? At what stage or ratio does it become too much?
  • How does Kurt approach the challenge of change management? What does great change management look like? Where do so many go wrong? How can content be used to efficiently scale change management practices? How does one need to engage different teams for effective change management?
  • How does Kurt think about the right pricing mechanism for the customer today? How does one find a mechanism that does not disincentivize the customer with usage? How does Kurt feel about discounting? To what extent is Kurt and Dataiku willing to engage with pilots and POCs? Where do many go wrong here?

Kurt’s 60 Second SaaStr:

  1. Biggest challenge of Kurt’s role with Dataiku today?
  2. What does Kurt know now that he wishes he had known when he entered the world of SaaS?
  3. Who does Kurt look up to in the world of customer experience? Why?

Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-348-with-dataiku-chief-customer-officer-kurt-muehmel/

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Kurt Muehmel

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The Official SaaStr Podcast: SaaS | Founders | Investors - SaaStr 355: The PPP You Really Need for Raising Capital During a Pandemic with Satya Patel, Partner at Homebrew
play

07/23/20 • 21 min

Despite the global pandemic, seed investing remains hyperactive amongst VCs. Satya Patel of Homebrew shares his expert advice on how to raise seed capital in 2020.

This episode is an excerpt from Satya’s session at SaaStr Summit: The New New in Venture.

Full video: https://youtu.be/xXNLUKzcESg

Podcast transcript: https://www.saastr.com/saastr-podcast-355-with-homebrew-partner-satya-patel-the-ppp-you-really-need-for-raising-capital-during-a-pandemic/

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SaaStr 724: CRO Confidential: Bringing Product-Led and Sales-Led Growth Together For Go-To-Market Success with Giancarlo Lionetti, CRO of Zapier. Hosted by Sam Blond, Partner at Founders Fund

In this latest episode of CRO Confidential, Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG.

Before joining Zapier, Giancarlo was at Atlassian as a technical sales lead before moving to DropBox as a Senior Director of Growth and Monetization, and was CMO at Confluent – so he has a wealth of knowledge from Zapier’s Go-To-Market history as well as these successful SaaS companies to pull from.

From a Go-To-Market perspective, Zapier uses a hybrid model that involves a combination of freemium offerings, subscription plans, and partnerships. Let’s dive into what’s making that hybrid model successful.

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SaaStr hosts the largest SaaS community events on the planet.

Join us in 2024 at:

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This episode is sponsored by: Northwest Registered Agent

When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

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The Official SaaStr Podcast: SaaS | Founders | Investors - SaaStr 744: A Tale of 3 Worlds: Where SaaS, Cloud, and AI are in 2024 with SaaStr CEO and Founder Jason Lemkin
play

06/26/24 • 49 min

SaaStr 744: A Tale of 3 Worlds: Where SaaS, Cloud, and AI are in 2024 with SaaStr CEO and Founder Jason Lemkin

What's the theme and current trends in SaaS, Cloud and AI now that we're midway through 2024?

SaaStr CEO and Founder Jason Lemkin reflects on the SaaS industry's journey over the past several years, particularly focusing on the challenges and growth seen in 2022 and 2023. Despite economic ups and downs and the gloom and doom on social media, companies like Canva and Netskope are thriving today.

Jason's best advice?

"Just build."

In this episode, he emphasizes the importance of SaaS startups and companies continuing to build amidst macroeconomic fluctuations and the inevitable rise and fall of markets. Additionally, he addresses head-on how AI is reshaping the landscape and driving venture capital investments. For aspiring and current SaaS founders, this episode offers practical advice on staying competitive and resilient in an unpredictable market.

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SaaStr hosts the largest SaaS community events on the planet.

Join us in 2024 at:

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This episode is sponsored by Pendo, the all-in-one product experience platform.

Pendo helps your users do the things you really want them to do. You can try Pendo for free at Pendo.io/saastr and check out Mind The Product, the community for product people like... us.

This episode is sponsored by: Remote.com

Are international payroll regulations giving you a headache? Remote.com is your solution. With our best-in-class interface and expertise, we consolidate payroll for your employees, whether in one country or a hundred. Trust us with swift, secure payments for your team while you focus on scaling markets and driving business growth.

This episode is sponsored by: Northwest Registered Agent

Get more when Northwest Registered Agent starts your business. They'll form your company fast and stand up your entire business identity in minutes. That means business free domain, business email, website, hosting, address, mail scanning, business phone app, all within minutes. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

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Allie Janoch is the Founder & CEO @ Mapistry, the startup that makes environmental compliance simple. As for Allie, prior to founding Mapistry she started her career in MIT’s Lincoln Lab before joining IQ Engines (acquired by Yahoo). Post acquisition, Allie integrated the technology built at IQ Engines into Flickr search.

In Today’s Episode We Discuss:

  • How Allie made her way from the world of Yahoo to founding the game changer of environmental compliance in Mapistry? Having had both big company, small startup and founding experience, what would Allie advise new graduates entering the workforce today?
  • What were the biggest mistakes that Allie made when it comes to sales hiring? What were the learnings from those mistakes? How does Allie advise other founders on scaling sales teams? How does Allie think about sales rep payback period? How can one determine the effectiveness of a sales rep when they are engaging in 9-12 month sales cycles?
  • How does Allie think about the importance of focus applied to customer segmentation today? How does Allie measure true customer success? NPS? Churn? Product analytics? How does Allie explain the macro market size to VCs when they initially see the small customer segment?
  • Why did Allie start doing their own events with Mapistry? How should startups think about whether events are the right strategy for them or not? How should founders think about resource allocation and budget when it comes to events? How does Allie measure the ROI of events?

Allie’s 60 Second SaaStr:

  1. What does Allie know now that she wishes she had known at the beginning?
  2. What would Allie most like to change about the world of tech and Silicon Valley?
  3. What is the biggest challenge for Allie today with Mapistry?

Read the transcript on our blog.

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Allie Janoch

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Kolton Andrus is the Founder & CEO @ Gremlin, the failure as a service startup finds weaknesses in your system before they cause problems. To date, they have raised over $8m in VC funding from some of the best in the business including the likes of Mike Volpi @ Index Ventures and Mike Dauber @ Amplify Partners. Prior to Gremlin, Kolton was a Chaos Engineer at Netflix improving streaming reliability and operating the Edge services. Fun fact, Kolton also designed and built Netflix’s failure injection service. Before that he improved the performance and reliability of the Amazon Retail website. At both companies he has served as a ‘Call Leader’, managing the resolution of company-wide incidents.

In Today’s Episode You Will Learn:

  • How a conversation in the hallway of a conference with a VC gave Kolton the confidence that he could leave the corporate world of Netflix and Amazon and start a startup?
  • What were Kolton’s biggest takeaways from seeing the first hand scaling of behemoths like Amazon and Netflix? How did they fundamentally alter how he views goal setting today? How does Kolton look to achieve the balance of ambitious goal setting without the team losing motivation if they do not hit the goals?
  • Why does Kolton believe that a decentralised workforce is merely an evolution in how we do business? What are the core fundamentals to achieving success in creating and scaling a remote workforce? What have been some of the biggest challenges in structuring the team this way?
  • What is the single biggest tip Kolton has for other founders in ensuring high conversion rates from trials? Where do most founders go wrong with this? Today, is engineering buy in the only necessity to succeed in a bottoms up sales world?

60 Second SaaStr?

  1. What does Kolton know now that he wishes he had known at the beginning?
  2. If an investor can provide one thing, what is most important for Kolton?
  3. What are Kolton’s favourite SaaS reading materials?
  4. When is a stretch a stretch too far for a team member?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Kolton Andrus

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The Official SaaStr Podcast: SaaS | Founders | Investors - SaaStr 700: My Top 10 Failures as a SaaS CEO & What I've Learned with Nick Mehta, CEO at Gainsight
play

11/14/23 • 37 min

In this episode, Nick Mehta will share ten significant mistakes he made during his career, and how these failures shaped his journey as CEO of Gainsight. Mehta will impart valuable lessons on resilience and growth, offering attendees actionable takeaways for their own entrepreneurial ventures. This is a must-listen for anyone seeking to learn from real-life experiences and turn failures into opportunities for success in the software-as-a-service (SaaS) world.

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SaaStr hosts the largest SaaS community events on the planet.

Join us in 2024 at:

--------------------------------------------------------------------------------------------

This episode is sponsored by: Northwest Registered Agent

When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

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FAQ

How many episodes does The Official SaaStr Podcast: SaaS | Founders | Investors have?

The Official SaaStr Podcast: SaaS | Founders | Investors currently has 774 episodes available.

What topics does The Official SaaStr Podcast: SaaS | Founders | Investors cover?

The podcast is about Cloud, Marketing, Saas, Startups, Podcasts, Technology, Business and B2B.

What is the most popular episode on The Official SaaStr Podcast: SaaS | Founders | Investors?

The episode title 'SaaStr 761: How to Build Pipeline and GTM Alignment with Datadog’s CMO Sara Varni' is the most popular.

What is the average episode length on The Official SaaStr Podcast: SaaS | Founders | Investors?

The average episode length on The Official SaaStr Podcast: SaaS | Founders | Investors is 28 minutes.

How often are episodes of The Official SaaStr Podcast: SaaS | Founders | Investors released?

Episodes of The Official SaaStr Podcast: SaaS | Founders | Investors are typically released every 3 days, 18 hours.

When was the first episode of The Official SaaStr Podcast: SaaS | Founders | Investors?

The first episode of The Official SaaStr Podcast: SaaS | Founders | Investors was released on Mar 2, 2016.

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