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How we scaled Databricks with CMO Rick Schultz
At our GTM Summit, Scale CPO Craig Rosenberg sat down with Databricks CMO Rich Schultz to talk category creation,...
From hype to utility: What agents actually mean for GTM teams
If you ask ten revenue leaders what AI means for GTM, you’ll get ten different answers. The conversation around AI in...
Naming the Lakehouse: How Databricks created their category
Databricks’ success is hard to overstate. They had the largest raise of 2024, $10 billion at a $62 billion...
How to price AI: The cheat sheet for B2B founders
We wrapped our Scale VP GTM Summit last week, and during my session, I addressed the billion-dollar question keeping...
Cracking the SMB playbook: Scaling through the leaky bucket
Building for SMBs is deceptively hard. On paper, it looks like a dream: a massive market, fast sales cycles, and...
AI at Scale: How Socure booked more meetings with fewer SDRs using AI
Company background: Socure is a Series E company selling identity verification and fraud prevention software to...
The Scale Sales Development Framework
Sales development is undergoing a revolution, inspired, in part, by the waning efficacy of traditional strategies:...
Sales compensation for early stage startups
Sales compensation is more of an art than a science, with a system that balances risk and reward. I sat down with Ryan...
Compensation matters
Jump to the tools: Compensation guidebook and spreadsheets This is not a complete guide to compensation for...
2025 Whisper numbers: The era of efficiency is here
Whisper numbers for 2025 signal a new chapter for startups: growth is reaccelerating, but this time with a sharp focus...
Creating the GTM Machine: How Scale Venture Partners is redefining startup advisory
When I first joined Scale in 2022 to build out our GTM Advisory team, I promised the partnership at Scale that our...
The Scale Marketing Framework
Let’s be honest: the remit of the “marketing” function, at least as it exists in B2B tech companies, is...
How we scaled this: Growing revenue by aligning sales & marketing
While a solid sales leader and sales team are key to revenue generation, sustainable SaaS growth requires alignment of...
AI GTM flash survey: How GTM teams are actually using AI
Over the past few years, excitement surrounding the use of AI in go-to-market (GTM) has reached a fever pitch, with...
How we scaled this: Selecting, prioritizing, and engaging target accounts
While a tightly defined Ideal Customer Profile (ICP) is a core requirement for account-based success when moving into...
Six ways to get closer to customers
Given today’s tough economic environment, it’s unsurprising that boards are telling companies to get back to...
The path from zero to IPO: Revisiting the Mendoza line in 2024
“IPO.” The elusive dream of many a startup founder. Today, it’s an even more elusive dream than ever, as more and...
Four product marketing fundamentals to implement this week
In a world where the pace of technology change is measured in days and competition is rampant, fundamentals matter now...
How to sell $1M+ B2B deals as an early startup
Selling your first $1M+ deal is a watershed moment. It validates the value of your product and, more importantly, that...
The state of RevOps: Three learnings from our GTM Summit
The explosion of data, processes and technology across enterprises, the increasing challenge of silos across customer...
BILL CEO and Founder René Lacerte on the unique challenges of PMF, GTM, and scaling in Fintech
Scale invested in BILL in 2013 just as the company was crossing $10M of ARR. A decade later, BILL is a leading public...
Q124 flash update: Efficiency reaches new heights
Scale’s quarterly Scale Studio Flash updates use our proprietary data platform, Scale Studio, to analyze a...
How we scaled this: Prospecting with sales development
At rapidly scaling startups, GTM organizations do not always provide their SDRs with the resources and support they...
Insurtech GTM Scorecard: Selling to Brokers
Using technology to improve the insurance experience for brokers, agents, and their clients is complex and challenging....
Selling through stories
The difference between being good at sales and being great at sales is storytelling. People buy with emotion and...
Four critical mistakes fintech startups make, and how to avoid them
Sanjeev Kriplani is a Scale executive-in-residence and fintech product and marketing leader. Previously, he led teams...
How we scaled this: Aligning your GTM plan
Companies are cutting operational expenses. From our Scale Studio analysis, the median tech startup in 2024 expects to...
How we scaled this: Prospecting to generate pipeline
Welcome to How We Scaled This, a series where you can learn from experts how they led crucial aspects of their GTM...
Where is the growth coming from? A data-driven look into 2024
The theme of 2024 is cautious optimism. With improved ARR growth rates across the board and two consecutive quarters of...
Humility and Optimism: Reflections From Slush 2023
This year certainly seems to be the one that the rest of the world figured out Slush’s *not-so* hidden secrets....
Fixing Your Cost Structure While Preserving Your Upside
Earlier this week I had the chance to sit down with Box CFO Dylan Smith and discuss how Box was able to dramatically...
This Is What Winning In SaaS Looks Like In 2023
This Is What Winning In SaaS Looks Like In 2023. A case study of Box Inc.'s sharp focus on profitability beginning in...
Scale Studio Flash Update: Median Growth Steady, But Pullback in Growth of High Flyers a Warning Sign
Scale Studio Flash Updates analyze a representative sample of enterprise software startups to measure industry growth...
Benchmarking SaaS Growth and Burn
This post walks through the data and methodology behind our growth and burn multiple benchmarks, summarizing some of...
Growth and Burn Benchmarking Tool
A founder's tool to compare growth and burn across two years relative to similar-sized SaaS comps
Scale Studio Flash Update: Steadiness Amidst Market Turbulence
Scale Studio Flash Updates analyze a representative sample of enterprise software startups to measure industry growth...
Hypergrowth Go-to-Market: Toss Out the Playbooks and Start Experimenting Sooner
Product-Led Growth is rightly the go-to sales motion for startups tackling large addressable markets where your product...
Four Vital Signs of SaaS: The Definitive Metrics & Benchmark eBook
This eBook distills 20 years of SaaS metrics in to one, definitive guide complete with benchmarks of growth,...
The Secret to Selling Software Is Not Selling Software
Scale partner Eric Anderson observes that for software startups, distribution is often more important than unique technology.