SaaStr

FEBRUARY 1, 2024

Sales execs can screw up so many things and still close a lot if they just get 1 thing right If they just are a true subject matter expert in the product they sell Yet so many aren't — Jason ✨Be Kind✨ Lemkin  ?? jasonlk) January 26, 2024 I remember my first embarrassing sales meeting. But not to do all the work for sales.

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Sales Hiring B2B Engineering Enterprise 240

SaaStr

MARCH 19, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Three Valuation Lows in SaaS: 2013, 2016, and 2022 5 Interesting Learnings from Doximity at $450,000,000 in ARR Is Cold Calling Dead? SaaStr 642: Founder-Led Enterprise Sales: Failure Points on the Path to $100m ARR  2.

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Scale Enterprise Churn Startup 215

SaaStr

SEPTEMBER 25, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Best in SaaS Are Just Growing Faster Than Ever. The Broken State of SaaS Sales Rep Comp. The Ultimate Guide for Hiring a Great VP of Sales. 5 Interesting Learnings from Bill.com at $800,000,000 in ARR.

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Sales Hiring Venture Capital Scale Cloud 287

SaaStr

MARCH 26, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The 48 Types of VP Sales. SaaStr 644: Lessons Learned in Scaling Early-Stage to Hyper-Growth Companies: From VMware, AWS and Databricks with Databricks SVP and GM Ed Lenta  2. Make Deadly Sure You Hire the Right One.

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AWS Scale Sales Hiring SMB 193

SaaStr

JANUARY 1, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 2022: A Cr*p Year for SaaS IPOs. Dear SaaStr: What Were Some of the Toughest Lessons You Learned About How to Build a Successful SaaS Business? But a Pretty Good Year for M&A. Carta: Layoffs Are At Recent Highs.

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VP of Engineering Scale Mobile Scaling 192

SaaStr

JANUARY 8, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Capital Efficiency is Back in Fashion. 5 Interesting Learnings from Okta at $2 Billion in ARR. SaaStr 620: 8 Ideas on How to Motivate the Sales Team After a Rough Patch with SaaStr Founder and CEO Jason Lemkin. .

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VP of Engineering Scale Sales Hiring Revenue 224

SaaStr

DECEMBER 27, 2023

Alessio Artuffo, President and COO of Docebo , shares lessons learned, misconceptions, and what he would have done if he could do it all over again. 70% of customers are in the Enterprise and mid-market space, and 30% are SMBs. The image above is a glance at Docebo today. They’re also growing fast and are nicely profitable.

Sales Hiring 205

Sales Hiring Scale SMB Outsourced Development 205

SaaStr

JANUARY 22, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 5 Interesting Learnings from Docebo at $145,000,000 in ARR Fractional CROs and CMOs: The Only Times I’ve Ever Seen Them Work 90%-95% of Salespeople Won’t Make It At Your Startup.

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Scale Customer Success Venture Capital Sales Hiring 201

SaaStr

APRIL 8, 2023

Over the years, we’ve done just an incredible number of deep dives, AMAs, and more with many of the best CROs and VPs of Sales in SaaS!

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Scale Sales Hiring SMB SaaS 259

SaaStr

JUNE 21, 2023

It seems simple enough, but it’s not always easy, as founding CEO and co-founder of LaunchDarkly, Edith Harbaugh, learned firsthand as she took the company from zero to over $100M. They hired their first VP of Sales with a wonderful pedigree and experience at some of the hottest startups. because they needed to rebuild the sales team.

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Sales Recruiting Sales Hiring Underperforming Technical Team Pricing 254

SaaStr

AUGUST 29, 2022

: Founder Confidential with HubSpot’s Founders and SaaStr’s CEO : Tune into Founder Confidential with SaaStr CEO Jason Lemkin and HubSpot Founders Dharmesh Shah and Brian Halligan to hear their key learnings and considerations of what it takes to be a Founder in today’s SaaS landscape. What Could Possibly Go Wrong?

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Scale Sales Hiring Marketplace as a Service B2B 251

SaaStr

APRIL 2, 2023

But what I learned, after years of procrastinating on tough moves for our leadership team, is that the leaders’ teams suffer greatly through that inaction. Lesson: I need to hold our leaders at Gainsight to the highest possible standard. Lesson: Many times, I thought, “I need to hire for the role I’ll need 4 years from now.”

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Sales Hiring Scale Scaling Customer Success 270

SaaStr

FEBRUARY 2, 2022

Here, he discusses a few of the key lessons he’s learned along the way. It’s that we’re standing on tall shoulders, and there’s a lot to learn from the past. 2004’s Lesson from WebEx. 2012’s Lesson from New Relic. 2016’s Lesson from Quip. 2018’s Lesson from Salesforce.

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Sales Hiring Scale Enterprise Mobile 236

SaaStr

AUGUST 22, 2021

. “How to Serve Multiple Customer Segments at the Same Time with Square’s Global Head of Sales” Square is a $120B market cap giant now serving businesses tiny, small, medium and even a few large. Square’s Global Head of Sales shares lessons on how to make them all successful at the same time: #2.

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Scale Cloud Enterprise Startup 272

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. Let’s look at Linfjard’s five lessons learned. Lesson One: You Still Have To Pay The Bills Implementing PLG tactics is healthy in any type of business, even enterprise.

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Scale Strategy Marketing Sales 190

SaaStr

SEPTEMBER 15, 2023

In hindsight, the biggest lesson was to go after a bigger market to increase your chances of success rather than getting stuck in a niche market. Big Bet #2: Find Tomorrow’s Great Anglers — Hire Talent With A Learning Mindset In 2010 and 2011, San Francisco was the place for SaaS talent. From day one, he was committed to going global.

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Sales Hiring Scale SMB AI 242

SaaStr

DECEMBER 13, 2022

SaaStr 539: The Journey to Building a Successful Customer Advisory Board in the Enterprise with Mapistry VP of Customer Experience Maya Colato. SaaStr 540: 15 Ways to Help the Sales Team with SaaStr CEO and Founder Jason Lemkin. SaaStr 528: Building a $5.6B company with a Product-led Flywheel with Abhinav Asthana, CEO @ Postman.

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Scale B2C B2B Scaling 219

SaaStr

JUNE 20, 2021

Here are the Top 10 most watched SaaStr videos of the week: #1 “The Top 3 Things Every COO Should Track for Operational Excellence with Adyen” Adyen COO Kamran Zaki, and VP Operations and Point of Sale Jaclyn Berger, will share their experience with intelligent monitoring, Adyen’s approach to operational excellence KPIs. #2.

Scale 265

Scale CTO Enterprise Innovation 265

SaaStr

APRIL 10, 2023

B2B SaaS companies often aim to land large enterprise clients that can bring with them long relationships and large deals. In this SaaStr Annual session, Zendesk’s VP of Startups, Kristen Durham, shares insights into selling to startups and lessons to build your strategy. Others may seek to corner the SMB market. Why Seek Out Startups?

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Startup Scale SMB Venture Capital 211

SaaStr

MAY 3, 2023

Nick shares ten lessons learned over the past decade. The lesson : You have to hold leaders to the highest possible standard. The Lesson: Many times, Nick thought, “I should hire for the role I’ll need four years from now.” The Lesson: “Fire bullets, not cannonballs,” as Jim Collins says.

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Sales Hiring Scale Pricing Customer Success 177

SaaStr

APRIL 14, 2020

Some of the newer additions you may not have seen: What It’s Really Like Selling to the Enterprise Now — With CEO of Zuora + CIOs of Zendesk and Nutanix. This should be an incredible deep-dive on the opportunities and challenges to selling into the enterprise right now. And there’s more.

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Enterprise Sales Strategy 270

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. I don’t like annual contracts, and I especially don’t like being railroaded into enterprise-type contracts — multi-year with no outs.

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Sales Hiring Scale Sales SMB 202

SaaStr

JUNE 13, 2021

This week a big week for video watching on SaaStr’s YouTube, especially catch-ups from our epic SaaStr Enterprise 2021. “Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO” A really great session on how to combine the two sales motions. #2. The Top 10 of the Week: #1.

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Scale Interviewing Enterprise Engineering 229

Chart Mogul

SEPTEMBER 15, 2023

For years we have been reading and hand-picking the best SaaS blog posts to share with 24K+ SaaS Roundup subscribers. Subscriber or not, anyone who wants to increase their SaaS knowledge will benefit by reading the … For years we have been reading and hand-picking the best SaaS blog posts to share with 24K+ SaaS Roundup subscribers.

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Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

JUNE 25, 2023

As we gear up for SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the years, that we can still learn from today. Unsurprisingly, Product Led Growth has been one of the most popular discussion topics at the past few SaaStr Annuals.

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Scale Engineering Churn Enterprise 183

SaaStr

MARCH 20, 2023

Vanta’s Chief Revenue Officer, Stevie Case, shares lessons learned from leading Twilio’s mid-market team and shepherding Vanta into a mid-market leader as the company’s first CRO. They’re usually more stable than an SMB profile, yet they can move much faster than an enterprise. The enterprise has a more defined process.

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Scale Enterprise Scaling SMB 192

SaaStr

FEBRUARY 27, 2023

They credit this growth to their global team, a switch to an enterprise business model switch, and flexible work operations. Moving from self-service to enterprise As your product improves, your user demands change, requiring a revamp of the business model to satisfy high-paying customers.

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Scale Sales Hiring Sales Recruiting Scaling 202

SaaStr

DECEMBER 8, 2021

Team SaaStr wants to make sure you know about all the great content that’s on tap so here are a few sales-centric sessions to add to your list. Sales at Warp Speed. We’ve got you covered with content on scaling, marketing, product-led growth, and especially the focus of this post, Sales.

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Scale Sales Hiring Revenue Enterprise 186

SaaStr

DECEMBER 21, 2022

If you run a successful, scalable business, the word “enterprise” will inevitably come up at some point—and for good reason. To survive, businesses need to evolve, and creating an enterprise offering for customers is part of the evolution of a business. Leverage product-led growth (PLG) in your enterprise sales methods.

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Scale Enterprise Scaling Management 203

SaaStr

DECEMBER 11, 2020

We’ll dribble out the sessions on our podcast, the blog and YouTube, but for now let’s also highlight the Top 5 most upvoted session. We love sessions where 2 colleagues riff off each other on the learnings. Learnings about the ROI in becoming even more hyper-customer centric. SaaStrScale.com 2020 was a big hit!

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Scale Sales Recruiting Scaling SMB 175

SaaStr

NOVEMBER 19, 2020

But, there are still many interesting things we can learn from Shopify, especially since it sells to so many SMBs, has been late to go upmarket, and combines a payments/fintech element with pure SaaS. So what can we all learn from Shopify? MRR took off: There are several great lessons here. What happened? Only good things.

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Payments Merchant Services Payment Solutions Scale 346

SaaStr

AUGUST 31, 2022

Even with some sales cycles indeed getting a bit more challenging, especially for deals in the $500k-$1m range. 5 Interesting Learnings: #1. Massive growth masked it, but saw sales cycles lengthen this yea r. Still, with such strong demand, any lengthened sales cycles didn’t show up in the epic numbers and growth rate. #5.

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Scale Cloud Revenue Scaling 269

SaaStr

SEPTEMBER 14, 2022

In particular, Nuez recommends drawing lessons from the book Rocket Fuel , by Gino Wickman, on how “visionaries” and “integrators” can forge incredible collaborations. In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. Pick the right partners to start.

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Scale Venture Capital Sales Hiring SMB 220

SaaStr

MAY 24, 2021

We’re super excited to be gearing up for 2021 SaaStr Enterprise this week! Improving Employee Performance in the Enterprise: What the Data Really Shows with Ally.io. Roundtable: 5 Tips to Reduce the Enterprise Sales Cycle with TripActions. 3 CCO Lessons in Scaling Enterprise CX with Hubspot.

Scale 157

Scale Enterprise SMB SaaS 157

SaaStr

MAY 31, 2021

The latest learning from the bellwether? 5 Interesting Learnings: 1. The Sales Cloud remains highly mature, only growing 11%. Service Cloud has passed Sales Cloud in revenue, and Platform is the biggest percent of revenue. We’ve seen this again and again in the 5 Interesting Learnings series.

Cloud 239

Cloud Acquisition Scale Enterprise 239

SaaStr

MAY 4, 2022

For enterprise, this could be $300m-500m in ARR. So a top theme across SaaStr CEO interviews since 2017 or so, and across our 5 Interesting Learnings series with public SaaS companies, is … when should you go multi-product? His learnings: You need a second product by $100m ARR (our learning) if you have a mid-sized ARR offering.

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Scale SaaS SMB Scaling 258

SaaStr

NOVEMBER 14, 2020

1. “A Decade of Learnings from YCombinator “ This one is just evergreen. #2. 6: “How to Hire a Great First VP of Sales with Jason Lemkin” A true classic we recently refreshed. #7: 6: “How to Hire a Great First VP of Sales with Jason Lemkin” A true classic we recently refreshed. #7:

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Sales Hiring Scale Engineering Enterprise 251