đź’ˇ How do you scale a SaaS company from SMB customers to billion-dollar enterprise deals?
In this Prime Venture Partners Podcast episode, we sit down with Praerit Garg, President of Product & Innovation at Smartsheet, to uncover the secrets of scaling SaaS, AI’s role in work management, and the game-changing lessons from Smartsheet’s journey.
⏳ Timestamps:
00:00 - Introduction
01:28 - Praerit Garg’s Career Journey: From Microsoft → AWS → Smartsheet
04:46 - What is Smartsheet? How It Serves SMBs & Enterprises
07:11 - The Land & Expand Strategy: How Smartsheet Scaled Enterprise Deals
10:27 - Finding the "Magic Metric" That Drives SaaS Growth
12:55 - Smartsheet’s IPO Journey & Why It Later Went Private Again
15:37 - AI’s Role in Work Automation & How Smartsheet Uses It
21:03 - The Enterprise AI Trust Challenge – Why Big Companies Are Cautious
24:58 - What VCs Look for in AI SaaS Startups 🚀
36:30 - Why Learning from Non-Customers Unlocks New Market Opportunities
43:00 - Closing Thoughts
🔥 Inside This Episode:
âś… How Smartsheet transitioned from PLG to enterprise sales
âś… The pricing strategy that maximized SaaS revenue
âś… Why AI is transforming work management & automation
âś… The #1 mistake SaaS founders make when scaling
âś… How learning from non-customers can drive new product innovation
âś… What VCs look for when investing in AI-driven SaaS startups
📢 This isn’t just a SaaS success story—it’s a must-listen masterclass on scaling, pricing, AI, and product innovation.
