SaaStr

JULY 3, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Zendesk and Anaplan: A Tale of Two Very Similar, And Very Different, $10B SaaS Acquisitions. The Ultimate Guide for Hiring a Great VP of Sales. Dear SaaStr: How Many Sales Reps Do I Need?

CTO Hire 200

CTO Hire Sales Hiring Scale CTO 200

Blulogix

APRIL 11, 2024

This blog post covers the best practices for mastering channel business management, highlighting the importance of establishing clear processes and guidelines for a fruitful collaboration with channel partners. Take your business further with BluIQ’s flexible, scalable, enterprise-grade intelligent billing solutions.

B2B 95

B2B Subscription Payment Features Scale 95

OPEXEngine

JUNE 11, 2020

Every few months I take a look at the top read blog posts on OPEXEngine, to make sure I have a solid understanding of the topics that you are looking for more insight on. As a result, I decided to share with you a few of our Not-to-be-Missed blogs. Best SaaS Blog Posts You Shouldn’t Miss. What are some of your faves?

SMB 59

SMB SaaS Benchmarks Subscription 59

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. Corners were cut in the boom times of 2021, but we are back to sane sales models. Renewals, if they are done by sales, are paid out at about 40% of an initial commission. CSMs Are Pushing Up to 20%.

Scale 271

Scale Compensation Sales SMB 271

Blulogix

MARCH 24, 2024

By BluLogix Team Mastering the Art of Complex B2B Recurring and Subscription Billing: Overcoming Customer Success Complexities Take your business further with BluIQ’s flexible, scalable, enterprise-grade intelligent billing solutions. Take your business further with BluIQ’s flexible, scalable, enterprise-grade intelligent billing solutions.

B2B 97

B2B Subscription Payment Features Customer Success 97

SaaStr

JULY 24, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Gartner: Software Spend Will Still Grow by $100 Billion in 2023. The Ultimate Guide for Hiring a Great VP of Sale s. The Ultimate Guide for Hiring a Great VP of Sale s. A SaaStr Classic. It’s You.

Scale 244

Scale Sales Hiring Scaling Pricing 244

SaaStr

SEPTEMBER 12, 2023

Practica put together its guide of the top SaaStr articles to excel at work. You Have to Train Sales Reps 3–10. You have to start formal sales training by rep #3. A SaaS Founder’s Guide to PR Why PR works, when it doesn’t, and what to expect. Many are my favorites too, and some you may not have seen.

Sales Hiring 233

Sales Hiring Technical Advisors Compensation Outsourced Development 233

SaaStr

APRIL 9, 2024

At SaaStr’s AI Day, George Kreitler, Global IBM Embeddable AI Sales Leader, talks about the paradox of AI, three equations that relate to the world productivity and AI, a little math to help guide the next decade, top use cases, and the importance of responsible AI. You also need data for success.

AI 226

AI Outsourcing Services Outsourced Development Government 226

SaaStr

SEPTEMBER 18, 2023

If you haven’t read it yet, head on over to Part 1 of Ask Me Anything with SaaStr founder and CEO Jason Lemkin to learn about sales in SaaS, how to create great SDRs and AEs, developing an impactful content strategy, and potential SaaS trends for the next 12-18 months. Big Enterprises are taking a risk on you.

Sales Hiring 235

Sales Hiring SaaS Banking AI 235

SaaStr

FEBRUARY 7, 2024

Sales-assisted, product-led growth strategies that close Enterprise leads. At Gorgias, they focus on an outbound strategy that uses a system of signals or behavioral events gathered from the internet to guide their outreach. What are some strategies Gonto uses to create a positive product-led sales experience?

Scale 229

Scale Sales Hiring Strategy Marketing 229

SaaStr

DECEMBER 12, 2023

Traditional Sales Teams Vs. Modern Sales Teams Traditionally, most people learned to sell by taking a product, showing the sales team with a demo of how to use it, and then sending them off to sell it. This can lead to making changes to the product, longer sales cycles, and not focusing on the right customer for your product.

Point of Sale 249

Point of Sale Forecasting Technical Review SMB 249

User Pilot

APRIL 21, 2024

Our guide explains how to create effective conversion paths. TL;DR A conversion path is a step-by-step process that guides prospects. Follow our 6-step guide. How you guide users to the desired actions depends on who they are. Here’s an example of our MOFU blog post about improving user activation.

SaaS Payments 86

SaaS Payments Payment Services Payment Methods Payment Solutions 86

SaaStr

JANUARY 8, 2021

In this guide, Sahir Azam, Chief Product Officer at MongoDB, and Javier Molina, SVP at MongoDB, share their journey to increasing company revenue through their cohesive sales and product relationship. When sales and product work together, amazing things happen. Inside Sales. Enterprise Field Sales.

Scale 264

Scale Sales Cloud Enterprise 264

SaaStr

DECEMBER 30, 2022

Not all products are made for enterprise customers. So, they’re not diluting their efforts by going towards the “hyperscaler enterprise customers” or “niche developer clouds.” Transparent pricing makes their life easier than going on sales calls every day only to find out that your product is not financially viable for them. .

Scale 202

Scale Scaling Revenue Enterprise 202

Blulogix

APRIL 2, 2024

This ten-part blog series aims to demystify these complexities, offering actionable insights and strategies to help businesses streamline their subscription management and billing processes. Take your business further with BluIQ’s flexible, scalable, enterprise-grade intelligent billing solutions.

Payment Features 52

Payment Features Payment Services Subscription SaaS Payments 52

SaaStr

AUGUST 13, 2022

Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot CEO Sudheesh Nair. #21. Parker Conrad & Sam Blond (Zenefits): Hyperscaling Inside Sales. #17. The Future of AI, Open Source, and Enterprise SaaS with Databricks CEO Ali Ghodsi. #14. What’s Changed in Product-led Growth with Calendly CMO Patrick Moran. #19.

Scale 208

Scale AI Scaling Innovation 208

SaaStr

JULY 8, 2022

A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School. Top 5 Ways to Scale a Sales Team with Zoom CRO Ryan Azus and SaaStr VP of Sales Bryan Elsesser. Another recent session that 32,000 of you watched on how Zoom has gone upmarket and evolved its sales strategy at scale. #7.

VP of Engineering 239

VP of Engineering Scale Outbound Sales Team SMB 239

Blulogix

DECEMBER 19, 2023

Take your business further with BluIQ’s flexible, scalable, enterprise-grade intelligent billing solutions. To navigate the UBP seas, you need all hands on deck, from sales and marketing to finance and customer success. Sales: Train your sales team to become UBP evangelists. Subscription Billing 1.

AI Search 59

AI Search Subscription Payment Features Finance 59

SaaStr

OCTOBER 26, 2022

Grammarly CEO Brad Hoover shares the keys to unlocking product-led growth in the enterprise through learnings from the company’s 13+ year journey helping 50,000 teams and 30 million individuals refine their writing and accomplish their goals. Having core values guide everything you do as a company, decisions large and small, is helpful.

Enterprise 180

Enterprise Scale Sales Communication 180

Blulogix

APRIL 12, 2024

This final blog post underscores how leveraging the inherent intricacies of subscription billing can propel businesses towards increased revenue, enhanced profitability, and elevated customer satisfaction. Take your business further with BluIQ’s flexible, scalable, enterprise-grade intelligent billing solutions.

Payment Features 52

Payment Features Subscription Payments B2B 52

SaaStr

OCTOBER 10, 2023

On the other hand, the legal team may feel that the sales team is taking risks that put the company in jeopardy. Even though Legal and Sales can have different interests, creating a positive working relationship is possible. At G2, they have found that a close relationship between sales and legal has moved processes along more quickly.

Sales Hiring 156

Sales Hiring Scale Sales Communication 156

SaaStr

JUNE 20, 2023

Dear SaaStr: What remarks have a salesperson said to you that lost them the sale? Sales is there to serve. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s. But a sales rep needs to do it the right way.

Sales Hiring 199

Sales Hiring Scale Sales SMB 199

SaaStr

DECEMBER 3, 2021

10 SaaStr 211: The Ultimate Guide To SaaS Pricing From Investors @ Benchmark, Matrix, Upfront Ventures & Operators @ Figma, Snyk, and Kustomer. #9 7 SaaStr 124: Upfront’s Mark Suster on The One Thing That Kills Sales, Why You Have To Price High and Discount & Why Sales People Are Either Farmers or Hunters. #6

Scale 205

Scale Sales Hiring SMB Benchmarks 205

SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. Overview: Grammarly’s Enterprise Evolution. But in an Enterprise setting, they will be very different people.

Scale 210

Scale SMB Enterprise Sales Hiring 210

Totango

NOVEMBER 27, 2023

This shift presents a compelling opportunity for B2B enterprises to invest in tailor-made tools for their post-sales organizations and customer success (CS) teams. Refining post-sale strategies to better understand and meet the needs of customers. For example, unified data bridges the gap between sales and CS teams.

Trends 91

Trends Customer Success Machine Learning Artificial Intelligence 91

Blulogix

MARCH 20, 2024

Take your business further with BluIQ’s flexible, scalable, enterprise-grade intelligent billing solutions. Leveraging Data for Renewal Insights: Performance Analytics: Utilize customer usage data and service performance metrics to guide renewal discussions.

Payment Features 52

Payment Features B2B Subscription Customer Lifetime Value 52

SaaStr

JULY 27, 2022

They built their sales funnel in the same fashion to empower customers with autonomous product discovery and conversions. As a result, they’ve continued perfecting their marketing engine to support automatic or self-guided transitions to eliminate any final sticking points before a conversion. .

SMB 194

SMB Sales Hiring Scale B2C 194

Totango

FEBRUARY 23, 2024

On the other hand, the CCO focuses on what happens after the sale, overseeing onboarding, customer support, driving retention, and minimizing churn. Both your pre- and post-sale teams should know the answer to: “What is my customer’s business outcome?” “If

Scale 91

Scale Customer Lifetime Value Acquisition Customer Success 91

Totango

JULY 11, 2023

G2 recognizes Totango as a leader in customer success G2 , the software industry’s largest and most trusted marketplace, unveiled their 2023 summer report, and there are cheers all-around, as Totango was honored with 15 leader badges, including “Most Implementable” in the Enterprise Implementation Index for Customer Success software!

Customer Success 82

Customer Success Scale Innovation Forecasting 82

SaaStr

JULY 13, 2022

First, you hire your sales team. Finally, growth occurs when sales, product, and marketing can come together. Founders often hire sales teams with urgency, even in a volatile market, resulting in hires who may not be successful salespeople for your organization. Mistake 3: Hiring non-competitive sales representatives .

Scale 225

Scale Sales Hiring Revenue Marketplace as a Service 225

SaaStr

MARCH 31, 2021

According to Statista , 70% of B2B technology vendors use Intent data for prospecting, followed by sales enablement support (53%) and targeting high-value accounts (52%). It’s a fairly new marketing tool but has the ability to increase alignment between your sales and marketing tactics, minimize campaign waste, and boost marketing ROI. .

Strategy 155

Strategy B2B Sales Enablement Advertising 155

SaaStr

AUGUST 30, 2023

G2 CEO Godard Abel deep dives into his original vision for G2, going multi-product, selling with multiple sales teams, demand gen spend, and why AI is the most important thing right now. You can filter your search by industry, whether you’re SMB, mid-market, or Enterprise, etc. Do you need a second sales team to sell multiple products?

AI Search 201

AI Search AI ChatGPT Software Review 201

SaaStr

DECEMBER 1, 2023

Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive.

Sales Hiring 148

Sales Hiring Sales Recruiting Sales Interviewing 148

SaaStr

APRIL 26, 2022

Zscaler’s sales team is also similarly constituted, with an equal amount of the team outside the U.S. #3. Sales + Marketing declined from 59% of revenue to 47%. Zscaler is still a sales-driven model, and those struggle to get sales and marketing expenses below 50% of revenue, unless there is a PLG or freemium element.

Scale 241

Scale Cloud Scaling Revenue 241

Totango

JANUARY 2, 2024

To transform your organization to reach this next level, enterprises often need a change agent who can help both functional teams and customers shift their behaviors to drive better results in the post-sales journey. She also discussed the importance of CS having a good relationship with the Sales Operations team.

Payment Services 99

Payment Services Merchant Services Customer Success Business 99

SaaStr

AUGUST 17, 2022

Founder of Marketo, Phil Hernandez, and Marketo’s former EVP of Sales, Bill Binch, have had decades of experience tackling precisely these issues. Phil, meanwhile, has his own take: Sales and marketing alignment. Have your marketing and head of sales collaborate on their sales arc. Enterprise/SDR. User telemetry.

Sales Hiring 200

Sales Hiring Sales SaaS B2C 200

Totango

JANUARY 22, 2024

Customer success will be the C-suite partner for growth The current enterprise B2B environment is marked by fierce competition, complex stakeholders, and an urgency to demonstrate end-to-end value to both customers and the business.

Customer Success 94

Customer Success Generative AI AI Scale 94