"As you grow and you start to get into bigger solutions, multi-product, you're going up in the organization, and so you're selling to a different buyer. If you're selling to a CISO or a CIO, they're less concerned about the actual product. They're concerned about the vendor that they're going to be doing business with and if they can deliver."
46. From $40M to $150M: Saviynt's Blueprint for B2B SaaS Expansion
In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Todd Rotger, CRO of Saviynt, to break down the strategies that helped scale the company’s annual recurring revenue from $40M to $150M in just four years. Todd shares how his team made the critical shift from product-led selling to...
What does it take to scale a SaaS company from $40M to $150M ARR in just four years? The answer isn’t just about having a great product—it’s about building the right sales motion, leveraging partnerships, and shifting to an outcome-based approach.
In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Todd Rotger, CRO at Saviynt, to unpack the key strategies behind their rapid growth. From restructuring sales teams to better align with enterprise buyers to strengthening partner ecosystems, Todd shares what it really takes to scale revenue in today’s competitive SaaS landscape.
What You’ll Learn in This Episode:
✔ Why shifting from product to outcome-based selling is critical – Many sales teams struggle to break away from feature-driven conversations. Todd explains how Saviynt successfully moved towards value-led discussions that resonate with enterprise buyers.
✔ How to build a high-impact partner ecosystem – Partnerships can be a growth multiplier—but only if they’re done right. Learn how Saviynt built a partner community that accelerates deal flow and extends market reach.
✔ Clearing the road for sales success – Sales leaders often underestimate the impact of internal friction on deal velocity. Todd shares how he identifies roadblocks and removes barriers so his sales teams can execute at a higher level.
✔ The challenges SaaS companies face at $100M+ ARR – Scaling past $100M comes with a new set of challenges. Todd breaks down what sales leaders need to watch out for as they move from high-growth startup to enterprise scale.
✔ Lessons for sales leaders driving aggressive growth – How do you sustain momentum without burning out your team? Todd shares key leadership principles that ensure long-term success.
If you’re a sales leader navigating SaaS growth challenges, this episode is packed with insights you can apply to scale your team, refine your strategy, and drive meaningful revenue impact.
If you’re looking to sharpen your sales approach, build stronger partnerships, and drive sustained revenue growth, this episode is for you.