Grosser: SaaS companies need 100-line bottom-up revenue models for 2025
Jeanne DeWitt Grosser · The Playbook for Going Upmarket with Stripe's CBO and Checkr's COO · Feb 12, 2025 · at 22:02
Jeanne DeWitt Grosser (Chief Business Officer at Stripe) offers key operational advice on sales planning and revenue modeling at SaaStr Annual.
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“If you do not have a hundred line item bottoms up spreadsheet supporting your top down revenue model, I think you will be less effective in 2025 than you would be otherwise.”
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More from Jeanne DeWitt Grosser
Grosser: Startups moving upmarket must secure core enterprise workloads over pilots
“If you go into enterprise, you wanted to get the whale, not the fin. A fin was like our little derogatory term to me, like, you didn't really get a legit workload at that company. So I think a lot of times people will get a side project, an experimental busine…”
Stripe had zero sales engineers when Jeanne DeWitt Grosser joined
“When Stripe was selling into developers, believe it or not, when I showed up to run the sales team, we didn't have a single sales engineer or solution architect”
Grosser: Enterprises prefer predictable, modular pricing over standard pay-as-you-go models
“Enterprises like predictability. They also like a lot more modularity. They like more all-apart. And so we really had to do a lot to unbundle our pricing for enterprise, let them buy more sub-components, and in some cases, price fundamentally differently.”
Stripe's 2017 enterprise push was driven by Shopify, Lyft, and Squarespace
“So for Stripe in that first camp, this was back in 2017 that we started our foray into enterprise, and it was the Shopify's, the Lyft's, Squarespace's were all growing up, bringing in adult CFO's, contemplating IPOs, and so they had a bunch of demands.”