SaaStr 776: How to Successfully Bring AI Products to Market at Scale with GitHub’s CRO Elizabeth Pemmerl

Join Elizabeth Pemmerl, Chief Revenue Officer at GitHub, as she shares an in-depth look at GitHub's journey with CoPilot and its growth from an internal tool to a widely adopted AI product.

With nearly a decade of experience at GitHub, Elizabeth discusses the importance of customer feedback, iterative development, and scalable strategies for product and team growth. Learn about the challenges, successes, and key strategies employed at GitHub to reach tens of thousands of organizations and millions of users leveraging AI solutions.

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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 NOVEMBER20 for an extra discount on our very best pricing.

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This episode is sponsored by: mmhmm.app

Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app

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SaaStr 775: If You Fall Off the Venture Track, At Least Stay on The PE Track with Andy Wilson CEO Logikcull and SaaStr CEO Jason Lemkin

In this episode of the SaaStr podcast, Jason Lemkin and Andy Wilson dive deep into the topic of selling your SaaS company to private equity.

 From initial discussions in 2012-2013 to strategic exits and lucrative sales, Andy shares valuable lessons learned from his own journey.

Key takeaways include the impact of private equity on the SaaS industry, essential tactics for re-accelerating growth, aligning incentives, handling investment bankers, and mastering the deal process. Whether you're a founder looking to scale, exit, or just curious about the PE track, this session offers crucial insights to navigate your path to a successful sale.

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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 NOVEMBER20 for an extra discount on our very best pricing.

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This episode is sponsored by: mmhmm.app

Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app

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SaaStr 774: The Vertical SaaS Rocketship: Samsara's CEO and Co-Founder Sanjit Biswas and SaaStr CEO and Founder Jason Lemkin on Samsara's Journey to $1.26 Billion in ARR!

SaaStr CEO and Founder Jason Lemkin has an exclusive conversation with Sanjit Biswas, founder and CEO of Samsara and a two-time entrepreneur with over 20 years of experience.

 Sanjit shares insights on the growth of Samsara, a leading vertical SaaS company that's disrupting the industry by growing 36% and reaching $1.26 billion in ARR. We dive into how Samsara is transforming operations across various fields including fleets, trucks, and more, by leveraging innovative AI technologies.

Sanjit discusses the company's early days, the impact of their first startup, Meraki, and what led them to create Samsara. We also explore the importance of maintaining strong team dynamics, the role of customer feedback in product development, and how Samsara is enabling real-world AI applications. Tune in to learn about the fascinating journey and the future of Samsara directly from its visionary founder.

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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 NOVEMBER20 for an extra discount on our very best pricing.

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This episode is sponsored by: mmhmm.app

Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app

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SaaStr 773: CRO Confidential: Moving Beyond Traditional Sales, Clay CEO & Co-Founder Kareem Amin on the Future of AI-Driven Growth

CRO Confidential podcast host Sam Blond chats with the CEO and co-founder of Clay, Kareem Amin, about two major topics:

1. The evolution of Go-To-Market systems: where we are today with the incorporation of AI, and where we’re headed.
2. How Clay approaches GTM itself and how they’ve realized their level of success in such a short amount of time.

They also dive into how Clay is transforming the way companies approach growth by leveraging data and AI. Kareem shares his journey, from founding Frame, acquired by SailThru, to his time as VP of Product at Wall Street Journal, and now leading Clay. The episode covers the evolution of revenue systems, the role of AI in go-to-market strategies, and how Clay successfully carved out its niche in the tech landscape.

Don't miss the insights on leveraging happy customers, creative campaigns, and innovative tactics for business growth!

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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 NOVEMBER20 for an extra discount on our very best pricing.

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This episode is sponsored by: mmhmm.app

Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app

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SaaStr 772: What Really Matters in SaaS in 2025 with Jason Lemkin and Dave Kellogg

In this episode, SaaStr CEO and Founder Jason Lemkin and Dave Kellogg, Executive in Residence at Balderton Capital (+ SaaStr fan favorite) share what really matters in SaaS for 2025.

We delve into 5 key topics in SaaS and cloud for 2025, discussing the future of AI in B2B, strategic pricing changes, the impact of moving customer success to sales, and the state of private equity deals. Dave provides a unique perspective on re-founding companies and addressing slow growth in SaaS. This episode is packed with expert opinions on navigating the evolving landscape of SaaS and cloud businesses. Don't miss the deep dive into pressing issues every SaaS founder and executive should be aware of going into 2025.

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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 NOVEMBER20 for an extra discount on our very best pricing.

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This episode is sponsored by: mmhmm.app

Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app

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SaaStr 771: The Top Marketing Strategies for 2025 Growth with the CMOs of Snowflake, LinkedIn, and Carta 

Right now is one of the hardest times of the year for marketers. Most CMOs will be heads down wrapping up a year-end assessment and figuring out what to pitch for next year’s budgetary spend to drive revenue, all while navigating an ever-changing environment of inconsistent metrics, lower conversion rates, and a rapid rate of change with the adoption of AI in SaaS.

A CMO panel consisting of the CMO of Snowflake, Denise Persson, CMO of Carta Nicole Baer, and the VP of Marketing at LinkedIn for Sales, Gail Moody-Byrd all answer Carilu Dietrick’s questions, CMO and advisor formerly at Atlassian, about all things growth for 2025.

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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 NOVEMBER20 for an extra discount on our very best pricing.

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This episode is sponsored by: mmhmm.app

Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app

SaaStr 770: How to Avoid a Bad VC Investor with SaaStr CEO and Founder Jason Lemkin

In our latest episode, SaaStr CEO and Founder Jason Lemkin delves into 11 ways you can identify bad investors before signing a term sheet. Use this 11-part test to avoid common pitfalls: 

1. Do reference checks 
2. Ask if they write second or third checks
3. See how many control they want
4. Figure out their long-term goals
5. Ask about the lows too
6. Ask about outside CEOS
7. What was their worst investment?
8. Ask what CEO they're a fan of
9. Should you ask your potential investors to sign an NDA?
10. The best advice if you're going from bootstrapping to venture capital to avoid a mistake
11. If you are offered a second check, how picky should you be?

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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.

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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.

SaaStr 769: The State of SaaS Go-to-Market with Theory Ventures General Partner Tomasz Tunguz

Join us in this insightful episode as seasoned venture capitalist Tomasz Tunguz, General Partner at Theory Ventures shares transformative insights on the current landscape of SaaS Go-To-Market.

Six months ago, security was the number one prohibition preventing businesses and software companies from buying AI. Today it's ROI.

In this episode, Tomasz shares nine observations from a Go-To-Market survey Theory Ventures did with hundreds of startups, 68% of them early-stage, well-funded, mostly mid-market ACV, and 25% remote.

Here's what they found:

• We’ve noticed founders are more positive despite sales cycles being 12% longer
• The lengthening sales cycle increases the payback period to offset it
• Startup founders and CEOs have increased their sales team quotas linearly
• AI today has no impact on conversion rate
• AI does not impact ARR growth, even though people who buy AI perceive it as meaningfully contributing to overall efficiency gains
• If you’re considering changing your pricing model, consider creating a hybrid or matrix pricing model. You’ll have six percentage points more of net dollar retention.

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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.

SaaStr 768: Approaching Half a Million Customers: How to Win in SMB with BILL CEO and Founder René Lacerte

Join our in-depth exploration of Bill.com's remarkable evolution, from BILL CEO and Founder René Lacerte and SaaStr CEO and founder Jason Lemkin. Tune in as they share how BILL has reached half a million customers and $1.3B in revenue.

Together, Jason and René discuss:

• How to sell to multiple stakeholders as a SaaS platform 
• Going long and BILL's 20+ year journey to $1B
• Creating a Moat
• How to create product stickiness
• The impact of artificial intelligence on BILL

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

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.

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.

SaaStr 765: The Bar Has Gone Up. The Era of HyperFunctional SaaS is Here with SaaStr CEO and Founder Jason Lemkin

In this comprehensive episode, SaaStr CEO and Founder Jason Lemkin explains why the era of hyper-functional SaaS is here, and how it's reshaping the landscape of SaaS companies. Key topics include the critical role of AI and automation in meeting rising customer expectations and the imperative for tech companies to develop multi-product strategies to sustain growth. We explore how companies like Slice, Datadog, and Monday are navigating market dynamics, balancing efficiency with innovation, and adapting to accelerated benchmarks despite claims of downturns in SaaS spending. Additionally, we delve into the evolving sales challenges, maintaining product market fit, and finding untapped opportunities amidst the surge of AI advancements. Tune in to uncover strategies and real-world examples for building a thriving platform in the modern SaaS industry.

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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.