The Latest from SaaStr: 5 Interesting Learnings from HubSpot at $1.7 Billion ARR

THE LATEST FROM SAASTR

By Jason Lemkin  · Wednesday, October 5, 2022 | 5 Interesting Things, Scale

So there are so many interesting things everyone selling to SMBs can learn from HubSpot.  We were able to dive into this a bit when co-founders Brian Halligan and Dharmesh Shah joined us at 2022 SaaStr Annual. 

Let’s dig in on 5+ Interesting Things about HubSpot as $1.7 Billion in ARR … growing a stunning 41% year-over-year.

DEAR SAASTR

By Jason Lemkin  · Wednesday, October 5, 2022 | Q&A, Sales

Even with a very efficient team, it’s tough to afford a sales team much below $299 a month / $3k a year. At least in the U.S. and Western Europe.

Now, if you’re average price point is higher, you can still afford to go a bit lower to expand the bottom of your market. For example, you might be willing to have worse unit economics on a $99 a month deal if your average deal is $10k a year, and some of those $99 a month deals grow into $10k+ a year deals.

NEW PODCAST + VIDEO

By Amelia Ibarra  · Wednesday, October 5, 2022 | Marketing

In a volatile economic climate and market, founders must employ smart growth strategies while focusing on efficiency. For early-stage companies, the onus is to show investors a sustainable and solid path to profitability focused on topline and efficiency.

Confluent’s President of Field Operations, Erica Schultz, explores different tactics businesses can employ to scale revenue and increase efficiency in the current macro environment.

SAASTR EVENTS

EARLY

By Jason Lemkin  · Tuesday, October 4, 2022 | Leadership

When I was CEO at Adobe Sign / EchoSign, I made a big strategic error in Year 1. I set a bit of an insane plan of going from $0m to $2m in ARR in our first 12 months in business. These days that happens sometimes.  Sometimes. But even today, that’s pretty rare to get to $2m from initial launch.

It wasn’t because I couldn’t build a model — the model was sound. The mistake was a combination of not knowing enough about SaaS back then, and also having incredible confidence in the team’s past track record. I thought we had the best of the best and we’d hit the number for sure. There was no doubt in my mind, in fact.

SAASTR EVENTS

By Jason Lemkin · Tuesday, October 4, 2022 | Blog Posts

Now that we have much larger spaces for Annual and Europa, we were able to run a great experiment this year at SaaStr Annual 2022:  building an Executive Briefing Center, and letting our top sponsors do meet-ups and even mini-events there.  The benefit was getting all of the vibe and infrastructure of Annual for your own mini-event for 20-100.  It turned out to work really well.

This edition of the SaaStr Daily is sponsored in part by Zip

Hear from Procurement Leaders at Gong and Zip about how they've optimized the B2B buying experience to help their business move with velocity while controlling rouge spent.

This edition of the SaaStr Daily is sponsored in part by Brex

Get corporate cards and spend management software in a single integrated solution that enables 100% compliance and 0 receipt chasing in 100+ countries.

© SaaStr 2022

255 Kansas, Suite 300, San Francisco, CA 94103

If you'd like to stop receiving the SaaStr Daily, click here