ICONIQ Growth

A holistic and well-executed go-to-market strategy is one of the key pillars that drives sustainable, long-term growth for software companies. But there is a dearth of data that leaders can leverage to inform building out the best team, strategies, and tactics to scale their go-to-market organization. Leveraging proprietary data from over 200 leading GTM executives and tens of thousands of data points related to executive profiles across Sales and Marketing leaders, Doug Pepper, General Partner, and Christine Edmonds, General Partner and Head of Analytics at ICONIQ Growth will share detailed answers to the key go-to-market questions from B2B SaaS leaders including: The latest insights on what "effective" scaling means in today's environment Best practices for building out GTM teams and processes Learnings related to what profiles make the most successful IPO-ready executive hires How top companies are tweaking tactics in today's environment to drive efficient selling -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave50 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave20 -------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

Doug Pepper

General Partner

ICONIQ GrowthICONIQ CapitalShasta Ventures

Christine Edmonds

General Partner and Head of Analytics

ICONIQ Growth

In this illuminating session, ICONIQ Growth general partner Doug Pepper and head of analytics Christine Edmonds will share some of the latest insights from ICONIQ's annual "Growth and Efficiency Study" which utilizes aggregated operating data from a large set of enterprise SaaS companies, about half of which have gone on to IPO and/or been named to the Cloud 100 list. From the metrics most indicative of healthy business fundamentals and what top quartile performance looks like across these KPIs, to how those core metrics may be impacted in the current environment and where leaders are focusing in response to the macroeconomic uncertainty of today, Doug and Christine will share what strength looks like at all stages of company growth. Updated slides: https://www.slideshare.net/saastr/unveiling-the-data-behind-effective-scaling-with-iconiq-growth-253098692 Video: https://youtube.com/live/oRtla9psS_8 Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Doug Pepper

General Partner

ICONIQ GrowthICONIQ CapitalShasta Ventures

Christine Edmonds

General Partner and Head of Analytics

ICONIQ Growth

SaaStr CEO Jason Lemkin recently moderated a session with 3 of the best investing in SaaS: Doug Pepper, GP at Iconiq, Arun Mathew, GP at Accel, and Alex Kayyal, VP and head of all of Salesforce Ventures. The four deep-dive on the real state of venture capital today and into 2023. This podcast was recorded live during G2's digital reach event. Check out the rest of the sessions over at Reach.G2.com This episode is an excerpt from the session. Watch the full video: https://youtu.be/hTvNqr395nY Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Doug Pepper

General Partner

ICONIQ GrowthICONIQ CapitalShasta Ventures

Arun Mathew

General Partner

Accel

Alex Kayyal

VP and Head of Salesforce Ventures

Salesforce Ventures

In conversation with Matthew Jacobson, Partner at ICONIQ Growth, Miro Founder and CEO Andrey Khusid will share his real-time revelations from growing Miro— which he likens to "building a plane while flying"—and what it takes to create a company that will endure for the longterm. Full video: https://youtu.be/s1Wz1nwASGM Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Andrey Khusid

Founder and CEO

Miro

Matthew Jacobson

General Partner

ICONIQ Growth

Doug's been an investor is so many of top SaaS companies, from Marketo to Calendly to Loom to Braze to Lattice. Today he's a general partner at one of the top growth-stage VC firms, Iconiq. He and Jason do a deep dive on where the venture markets really are today, and what it means for founders. Key Takeaways: #1. VC remains open — at least for deals #2. So many top, mid, and later-stage SaaS companies raised tons of capital in 2021, so much … that few really need to go back to market and raise again this year. #3. VCs are taking more time, but more "back to normal" time Growth deals can still be done in 3-4 weeks, just not 1 week now. #4. Not only is there is plenty of money in venture — but even more is coming. Top funds are continuing to raise huge funds. #5. The biggest issue in venture today is just that founders haven't changed their expectations #6. 2016 was tough, too. #7. Watch What the Big PE Firms like Vista, Thoma Bravo, etc. do in SaaS. They know. Full video: https://youtu.be/WehTJ4RNBaQ Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Doug Pepper

General Partner

ICONIQ GrowthICONIQ CapitalShasta Ventures

Many people make the false assumption that the path for a highly successful SaaS company is straight "up and to the right". Of course, for those involved, the reality of the journey is characterized by a series of obstacles that must be navigated. Fmr. Shasta Ventures Doug Pepper will share the key challenges that were overcome to allow Marketo to become a $5B SaaS Category Leader in Marketing Automation. This podcast is an excerpt from Doug's session at SaaStr Europa. You can find the full video and transcript on our blog.

Doug Pepper

General Partner

ICONIQ GrowthICONIQ CapitalShasta Ventures

I am thrilled to welcome, Doug Pepper, Partner @ Shasta Ventures to the show today. Doug is a master when it comes to SaaS investments with his companies generating over $500m in revenue in 2015, having funded the likes of Marketo, Optimizely and Flurry. In today's show with Doug we discuss: How Doug made his approach into investing? What metrics are required for startups to get Series A investors interested? What are the guidelines for a startup to manage their burn rate? In future tough markets, we will see greater consolidation? How can startups stand out when selling to CIO, CEO's and VPs? In a round we call the 60 Second Saastr, we also hear: What has been the scariest moment of Doug's VC career? Why Doug is so excited for the future of mobile SaaS? What the main effects are of the rise of bottoms up sales strategies? If you would like to find out more about the show and the guests presented you can follow us on Twitter here: Jason Lemkin Harry Stebbings Saastr Doug Pepper

Doug Pepper

General Partner

ICONIQ GrowthICONIQ CapitalShasta Ventures