5 Interesting Learnings from ZoomInfo At Almost $1B ARR; Plus Weekly SaaS News and Updates

Hey SaaStr Community,

Our first digital mega event of the year is here!

SaaStr Build will be LIVE on Wednesday, March 16th, and will focus on how to build better, strong faster products to $100M and beyond.

Tickets to Build are free, so be sure to sign up to tune into our incredible lineup of speakers, including:

• CEO Amplify
• CEO Segment
• CEO 1Password
• CEO CircleCI
• COO Atlassian
• CPO Samsara
• CPO Notion
• CMO Digital Ocean
• CMO Automattic + much more! 

View the full lineup for SaaStr Build here, and sign up for free. 

As we write this, ZoomInfo is coming off an incredible quarter — a stunning $800m ARR run-rate, growing an epic 60% year-over-year. That’s up from 57% the quarter before!  And it’s highly profitable, with a 39% operating margin. That’s just stunning.  

Your sales and marketing teams probably use its data, especially to track down contact and other info for prospects and customers constantly changing roles, but you may not know as much about the company.

This edition of the SaaStr weekly is sponsored in part by Snowflake

SaaStr has a long history of taking advice Founders can use and transforming it into actionable tactics that will help startups go farther faster.

Founders don't always get the advice they need to hear, though. Here's our top list of advice founders never hear.

While SaaStr is no longer just a blog, its website is still its heart and core. 

And for the content marketers out there, it may be at least a little interesting to see where our traffic growth to SaaStr.com in 2021 came from. 

And … didn’t come from.

SaaStr Europa is back! After 2 sold out years in Paris, we're bringing SaaStr to Barcelona for an epic, super-fun filled 2 day event on 7-8 June.

All the great SaaStr speakers and actionable content you know and love, under the sun!

Grab your early bird tickets here: SaaStr Europa 2022 Tickets

This edition of the SaaStr weekly is sponsored in part by Demandwell

I’ve come to almost exclusively invest in founder-CEOs that are or were engineers. Or at least — where the co-founder CTO is a true equal partner to the CEO. 

I’ve found that works equally well.

Why?

Marketing isn't one size fits all, particularly at a hyper-growth company. In this session, Kady Srinivasan, SVP, Global Head of Marketing at marketing automation unicorn, Klaviyo, shares actionable tips on how you can scale your team, your campaigns, and more.

• SaaStr is seeking a Director of Digital Events to own executing our global, digital events from end-to-end.
• Snyk is looking for a VP, Enterprise Sales to scale and integrate their top down selling motion with Product Led Growth (PLG)  programs to drive strategic relationships within key accounts.

523

How to Succeed as a First-Time VP of Sales or First-Time SaaS VP with SaaStr CEO and Founder, Jason Lemkin

524

From New Relic to Salesforce to Calendly: What's Changed in Product-led Growth with Calendly CMO Patrick Moran

525

Marketing Hyper-Growth at Scale with Klaviyo Head of Marketing Kady Srinivasan

Listen on Apple Podcast, Google Podcasts or Spotify

If there is a more beautiful engine in B2B than ZoomInfo, I don't know it

60% growth at $900m+ ARR

39% operating margins

37% FCF

A+ Founder/CEO

 Things I’ve just had to get used to as a seed investor:

0/ Not meeting F2F anymore

1/ Having to read Docsends

2/ No board meetings until $10m ARR

3/ First $30m or so on SAFEs

4/ Every CEO having their own fund

You just gotta evolve

In many ways, after just a few million in ARR, your job as CEO is to maintain momentum

With:

- better management

- fuel (capital)

- innovation (features)

- more awareness (marketing)

And so you should obsess about any early signs of losing it

You’ll see it before others do

So many mistakes you'll look back in VC

But the #1 you'll probably regret was letting those founders leave the room, leave the pitch, leave the Zoom ... that you >knew< were going to win

There's a reason why even Sequoia gets those ones a term sheet the same day

© SaaStr 2022

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