SaaStr

SEPTEMBER 26, 2019

Yes, when hiring stopped, so did the automatic seat upgrades that come with hiring But silos still expanded a bit, and business process change did not end. Since leads still came in, and the internet still grew, and SaaS still had true ROI, everyone was sort of unprepared for when the economy got even a little better in 2011.

SaaS Payments 274

SaaS Payments Sales Hiring Scale SMB 274

SaaStr

AUGUST 9, 2020

A Good Day: Hiring My Real VP of Sales. Trust me, until you’ve hired someone great, you don’t know. A Good Day: Dec 31, 2009; Dec 31, 2010; Dec 31, 2011; Dec 31, 2012. But since It Was Clearly Hopeless (see point #2), I was pretty deeply bummed to have this option pulled out from under me.

Sales Hiring 353

Sales Hiring SaaS Revenue Churn 353

SaaStr

FEBRUARY 10, 2023

You Make Something Awesome, and No One Buys It Before Monroy joined Digital Ocean, he built a SaaS product with a friend in 2011. Figure Out The “Jobs To Be Done” Clay Christensen of Harvard Business School worked with Mcdonald’s to increase milkshake sales. It didn’t impact sales at all. Can you guess what happened?

Sales Hiring 130

Sales Hiring Development AWS Engineering 130

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 241

Sales Recruiting Sales Hiring Scale VP of Engineering 241

Intercom, Inc.

AUGUST 25, 2021

We have achieved a great deal in the past decade – we have built a lot of great product , hired hundreds of wonderful people , and helped thousands of amazing companies form lasting relationships with their own customers. Bots have the potential to deliver radical efficiencies to sales and marketing and support teams.

Scale 220

Scale Sales Hiring Branding Engagement 220

SaaStr

JULY 1, 2021

Since 2011, over 500,000 projects have been built with PlanGrid. For us, it’s about fixing this problem, serving the customer well, so a very service driven mindset, which I gave a talk on a few days ago here, has been a big part of Gusto and affected our hiring from the early days. Get tickets here. TRANSCRIPT.

VP of Engineering 250

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 250

SaaStr

JUNE 25, 2019

I’ve been with the company since 2011. A little more about me, as I’ve said, I’ve been with Eventbrite since 2011. I started right at the end of 2011, and I started in the role of VP of engineering. This was what Eventbrite was in 2011 when I started. 18 hires a year I had to make in San Francisco.

Engineering 130

Engineering Part-Time VPE Sales Hiring Scale 130

SaaStr

JULY 11, 2019

In 2011, Tiago Paiva won a Twilio hackathon by embracing the overlooked call center industry. Some of these sales reps want more than a $100,000 a year, don’t they? You were founded in 2011. But I had forgotten it was in July 2011. Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets.

Sales Hiring 255

Sales Hiring SMB Scale Cloud 255

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. I co-founded Talkdesk in 2011. So we decided to take you to know three specific topics which are hiring, culture and sales. Let’s start with hiring.

Sales Hiring 111

Sales Hiring Scale Sales Recruiting Company Culture 111

Sales Hacker

MARCH 3, 2020

This week on the Sales Hacker podcast, we speak with Stephanie Blair , Founder and CEO of Know and Flourish. Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and growth focused teams. 2 major problems with how organizations are hiring.

Sales Hiring 112

Sales Hiring Scale Leadership Interviewing 112

Sales Hacker

NOVEMBER 6, 2017

If you want to learn how to manage a sales team, you’ve come to the right place. Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening. Manage expectations.

Scale 90

Scale Sales Hiring Management Sales 90

SaaStock

MARCH 20, 2019

Thanks to them, merchants can make more successful sales and win happy customers. Toast ’s all-in-one point-of-sale (POS) and restaurant management platform helps power and grow restaurants. Founded: 2011. During 2018 Black Friday/Cyber Monday, sales through Shopify reached a record-breaking $1.5+ Founded: 2011.

SaaS Payments 271

SaaS Payments Merchant Services Payment Solutions Payments 271

Sales Hacker

AUGUST 9, 2021

Investment in cybersecurity companies has increased more than thirteenfold since 2011, and despite the COVID-19 pandemic, 2020 was a record year for cybersecurity with over $7.8 This larger percentage of investment in early-stage funding rounds signals an industry ripe with growth potential and sales opportunities. Transmit Security.

Cybersecurity 103

Cybersecurity Sales Hiring Scale compliance 103

SaaStr

APRIL 9, 2019

Eric Yuan : Yes, when I started the company in 2011, I was already 41 years old, but I still feel that I was very young. Not only for the product side, but for the sales and marketing side. Eric Yuan : However, transitioning from engineer to engineer manager probably, is straightforward. And, that was a product manager?

Sales Hiring 127

Sales Hiring Scale CTO Hire Marketing 127

SaaStr

JUNE 3, 2020

How does Mike think about when is the right time to hire your first CRO? How does this hire correlate to your hiring in sales enablement? How does Mike make sales data really actionable within the company? What is the right way to structure their sales pipeline? Who should be involved in analyzing this data?

Sales Hiring 169

Sales Hiring Scale Technical Advisors Systems Review 169

User Pilot

OCTOBER 20, 2023

Our article explores 8 key trends in product management that you can’t afford to miss! TL;DR Product-led growth is becoming the go-to growth strategy and PLG tactics can help sales-led companies to improve customer experience. AI is becoming pivotal in product management. Let’s get right to it.

Trends 94

Trends Artificial Intelligence Management AI 94

SaaStr

FEBRUARY 22, 2019

As for Nick, prior to Gainsight he was the CEO @ LiveOffice where he grew cloud archiving ARR from $2m in 2008 to $25m in 2011 and drove and negotiated the acquisition by Symantec for $115m in cash. What should the optimal sales to customer success relationship look like? Why does this have such a high rate of failure?

Sales Hiring 113

Sales Hiring Customer Success Scale Sales Recruiting 113

SaaStr

MARCH 15, 2019

Dan Reich is the Founder & CEO @ Troops.ai, the startup that is the ultimate slackbot for sales teams. Before that, Dan was a Co-Founder of Spinback (acquired by Buddy Media in May 2011, then acquired by Salesforce in June 2012). How that led to his founding of the ultimate slackbot for sales teams in Troops? Transcript.

Scale 100

Scale Sales Hiring VP of Engineering Sales 100

ChurnZero

FEBRUARY 7, 2020

With more than 660+ million users, LinkedIn used their data to identify the top 15 jobs that emerged over the last five years, including associated skills, industry insights, and top hiring cities. Report trends for Customer Success: 34% annual growth for Customer Success Managers (CSMs) in 2018. Washington, D.C.

Customer Success 64

Customer Success Sales Hiring Artificial Intelligence Transportation 64

SaaStock

FEBRUARY 14, 2019

The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Afterward, he delved into education management by creating his own business, Mestreduca, a platform targeted at educational institutions. Talk: SaaS.City Bootcamp: Sales Leadership.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

OCTOBER 22, 2020

What should the first marketing hire look like? Why does Ryan believe you should hire two in marketing to start? I came back two different times that day, and that finally cinched the deal, and that was back in 2011. And so I 100% look for that kind of hustle in any kind of hire that we’re doing.

Sales Hiring 162

Sales Hiring Scale Interviewing Technical Review 162

Andreessen Horowitz

APRIL 9, 2024

In this conversation, a16z Growth general partner Sarah Wang speaks with Crossbeam CEO Bob Moore about his new book, Ecosystem-Led Growth: A Blueprint for Sales and Marketing Success Using the Power of Partnerships. Or, “are my sales reps selling into the same companies as your sales reps?” So we start at the top of the funnel.

Scale 104

Scale Technical Review AI Sales Hiring 104

Totango

JANUARY 22, 2018

In her current role at SAP, Krista leads a global team of digital engagement professionals focused on delivering a game changing and scalable digital post-sale experience for SAP cloud customers. Manager, Partner & Customer Experience. Dante is the Manager of Partner & Customer Experience at Google Cloud. Dante Otero.

Customer Success 77

Customer Success Sales Recruiting Sales Hiring Scale 77

SaaStr

JUNE 19, 2020

Christoph co-founded Point Nine Capital in 2011. What about pipeline development, sales cycles, pricing, payment terms, other changes in customer behavior or user behavior? Has the work from home situation changed where you’re going to hire in the future and how you’re going to hire?

Development Team Review 153

Development Team Review Software Review Management SaaS Payments 153

SaaStr

NOVEMBER 21, 2020

How should sales and marketing work together on pricing? Both of us and our third co-founder, Jason Purcell, were at a company called Endeca, which was a search engine for e-commerce, exited to Oracle for over a billion dollars in 2011. They were just an additional sales channel. What does it take to expand effectively?

SaaS Payments 245

SaaS Payments Scale Payment Services Payment Solutions 245

SaaStr

SEPTEMBER 6, 2019

As for Jon, prior to being Chief Customer Officer at Box, he was Senior VP of Customer Success, responsible for all post-sales services Box provides from implementation to user adoption and more. That was 2011. It incorporates things like hiring. And it’s one of the seven values we have in place.

Sales Hiring 128

Sales Hiring Scale Underperforming Technical Team Software Review 128

Chart Mogul

JANUARY 27, 2020

Flipsnack was founded in 2011 in Troy, Michigan and has continually grown. Janina Moza, Flipsnack’s Marketing Manager, tells us how she and the rest of the team use ChartMogul to track revenue metrics and understand the impact of marketing and product initiatives. Final words: Deeper knowledge leads to faster growth.

Revenue 129

Revenue Sales Hiring Subscription Payment Features 129

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. Loving our podcast content?

Sales Hiring 108

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 108

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others.

Scale 52

Scale Sales Recruiting Sales Hiring Sales 52

Chart Mogul

AUGUST 23, 2017

Talent: One of the most important factors for any technology startup is being able to hire the right people. Of course, some roles are tough to hire for here, especially senior sales and marketing executives (though this is a global problem as far as I can tell). Conclusion.

Sales Hiring 74

Sales Hiring SaaS Airlines Scale 74

SaaStock

MARCH 20, 2019

Thanks to them, merchants can make more successful sales and win happy customers. Toast ’s all-in-one point-of-sale (POS) and restaurant management platform helps power and grow restaurants. Founded: 2011. During 2018 Black Friday/Cyber Monday, sales through Shopify reached a record-breaking $1.5+ Founded: 2011.

SaaS Payments 100

SaaS Payments Merchant Services Payment Solutions Payments 100

Totango

JANUARY 22, 2018

In her current role at SAP, Krista leads a global team of digital engagement professionals focused on delivering a game changing and scalable digital post-sale experience for SAP cloud customers. Manager, Partner & Customer Experience. Dante is the Manager of Partner & Customer Experience at Google Cloud. Dante Otero.

Customer Success 48

Customer Success Sales Recruiting Sales Hiring Scale 48

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. Additional growth signals to look out for: Recent leadership hires. RELATED: The Sales Hacker Deck On Sales Decks: Learn How To WOW Your Prospects And Convert!

Outsourcing Services 78

Outsourcing Services Scale Startup Outsourced Development 78

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. Comparing the 2018 public offering of Spotify to Pandora’s original IPO in 2011 is a major example.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. I was having a great time there, back in 2011. Paul: 13th, yeah.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. I was having a great time there, back in 2011. Paul: 13th, yeah.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Neil Patel

APRIL 1, 2021

Why should there be seven steps between a customer and a sale when there could be only 3? This effectively shortens your sales funnel, but it also makes the user experience even simpler. Lots of ecommerce sites use this strategy to increase their sales. From 2011 to 2015, the size of the average mobile page tripled.

Mobile 139

Mobile Sales Hiring User Experience Sales Funnel 139