SaaStr Annual 2024: Effectively Scaling Go To Market from 0 to 1,000 with Index Ventures

SaaStr Annual 2024: Effectively Scaling Go To Market from 0 to 1,000 with Index Ventures

1. Scaling Through Chaos The Art and Science of GTM Paris Heymann Partner Index Ventures

2. Ideas don’t build businesses. People do.

3. CURRENT PORTFOLIO COMPANIES 300 INVESTORS 30 OFFICES 5 2011 2022 2002 1996 2022 Partnering with exceptional entrepreneurs from SF to NY, London to Tel Aviv, Seed to IPO

4. SUCCESSFUL STARTUPS 200 CAREER PROFILES 200,000 INTERVIEWS WITH TOP FOUNDERS 60

5. Our latest set of resources for founders “SCALING THROUGH CHAOS” Book TEAMPlan App

6. The Dream vs. the Reality The Dream The Reality 50FTE 125FTE 250FTE 500FTE 1000FTE 26% 31% 33% 35% 36% 10% 20% 30% 40% % of FTE in S&M

7. Scaling your GTM – A Framework Seed Venture Growth Product Market Fit Repeatability Return on Capital Founder-Led Founder + IC AE’s Sales Leadership, AE’s, Specialists Primary Goal Sales Motion

8. GTM specialization will come with scale 1 2 7 20 72 50 FTE 125 FTE 250 FTE 500 FTE 1000 FTE 2 4 8 17 7 18 41 88 207 Sales Engineering Sales Ops Total Sales HC Company Headcount 3 7 15 28 70 3 7 15 32 48 AE/Sales Reps SDR/BDR 43% 39% 37% 32% 34% Rep % of Sales HC

9. Bake-in attrition and back-fills into your hiring plans Average attrition rates by function SDRs Marketing HR Customer Success Sales (ex SDR) Operations Recruiting Product Finance CX Engineering Design Legal Annualized Attrition Function 22% 18% 17% 16% 15% 15% 15% 15% 13% 12% 11% 11% 9%

10. You have to understand that it’s about people and processes first. Of course we love technology, but it’s that human aspect—understanding the problems CISOs face, all their different processes and priorities—that I think has made Wiz so successful. Once you understand the people, only then can you create the products and technology. Assaf Rappaport, Wiz