Don't delay - our welcome offer tickets for first-time SaaStr Europa attendees is coming to and end! Enjoy a generous saving of $120; plus there's no minimum ticket requirement to snag this fantastic rate.

The catch? This offer is only good until midnight 17 November. Secure your tickets at a fixed rate and join us on 4-5 June in London for the 5th(!) Annual SaaStr Europa — the largest SaaS-only event in Europe.

As you grow from nothing to $100M and beyond, you will run into a unique set of challenges at every stage. 

Spenser Skates, CEO and co-founder at Amplitude took the stage at SaaStr Annual 2023 to share four key lessons he learned building a great organization and a long-lasting sustainable business. 

Amplitude is a digital analytics platform that started out of another failed startup with three co-founders. They have customers like Intuit, DoorDash, Atlassian, Walmart, Disney, NBC, and more. In 2021, Amplitude was listed on the NASDAQ, but that was just the beginning. Going public isn’t the end goal, and founders must see beyond that to build a generational tech company. 

The four critical learnings of going from nothing to $100M+ in revenue are: 

• Maintain a culture of product innovation
• Treat new products like a mini startup
• Understand the three stages of executive hires
• Make the early-stage to large organization mental switch

So the last time we checked in on Crowdstrike, they were growing a stunning 65% at $1.7B in ARR.  Growth has slowed somewhat as Crowdstrike approached $3 Billion ARR — but only somewhat. The company is still growing a jaw-dropping 37% at almost $3B ARR — and it’s generating incredible free cash flow.

Security remains hot.

And in fact, the stock is up 94.7% this year! It’s market cap is almost $50 Billion.  Woah.

The best motivation for salespeople is seeing other salespeople at the same company making a ton of money.

This:

• Proves (x) it can be done — even when sales feels hard, and
• Challenges everyone in the right way, and
• Takes the wind out of excuses.

“The competition is killing us”, “too many feature gaps”, “it’s the product, not us”, “the leads are terrible”, etc. complaints you see from mediocre-performing sales teams fade away when they see 1–2 folks closing tons of deals and makings tons of money.

Pay your top 1–2 reps well. Don’t cap them. Instead, give them accelerators.  And enable them, however you can. So the best reps can just fly.

They will inspire the rest to do great things.

Moving from a traditional SaaS to a pure consumption model was a challenging but fun transition for MongoDB.

At a recent Workshop Wednesday, held every Wednesday at 10 a.m, Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors.

Before getting into all the ways to incentivize, you need to think about being able to measure sales impact. This is something MongoDB puts a lot of work into internally and built into the product. They wanted to differentiate organic consumption from growth being driven by sales.

Customers may be growing because their application is growing, but they don’t want to focus a rep on maintaining existing customers. Instead, the goal is to go out and find new workloads.

This edition of the SaaStr Daily is sponsored by Notion

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