SaaStr

DECEMBER 12, 2023

What you need to do instead is leverage more content and intent data. What is your Ideal Customer Profile? Let’s look at common mistakes in SaaS GTM playbooks and what to focus on instead. Equally important is what you aren’t going to focus on. The reality is that the way we sell now should be focused on the buyer.

Point of Sale 253

Point of Sale Forecasting Technical Review SMB 253

SaaStr

OCTOBER 11, 2023

monday hasn’t missed a beat, but before we dive into their secrets, let’s first learn where it all started and what they do today. The first use case was project management, and it’s what many people think monday is. You don’t need to tell the whole story from the beginning, especially when you sell to SMBs,” shares Zinman.

Scale 164

Scale Sales Hiring Scaling Banking 164

SaaStr

OCTOBER 27, 2023

Catch up on part one here , where he deep dives into what he really thinks about AI, Sales and lead Gen for SaaS in 2024. Q: What About Success for Founders Who Don’t Have A Network? If you can’t check all of those boxes that definitely make things a little easier for you, then the only box you can check is revenue. They don’t.

Sales Hiring 249

Sales Hiring Scale Venture Capital Generative AI 249

SaaStr

APRIL 14, 2023

Ask yourself these simple questions: Does the investor know what you’re doing? Mistake #2: Labeling The Value Prop Too Soon Founders at this stage often don’t know enough about their customers to define the value prop, so don’t be so quick to nail it down and say, “This is what our value prop is.” That’s a mistake.

Development Team Review 228

Development Team Review Technical Review Underperforming Technical Team SMB 228

SaaStr

FEBRUARY 4, 2021

What was new was some of the anecdotes that came out of my talk. What can we learn from it? Well first let’s examine the things he didn’t do in Those First 90 Days and that couldn’t change, by definition: He didn’t bring in any new prospects or customers that closed in 90 days. ” And so he did.

Sales Hiring 343

Sales Hiring Sales SMB Pricing 343

SaaStr

AUGUST 7, 2023

Jason Lemkin, Founder of SaaStr, and co-founders and CEOs, Eran Zinman and Roy Mann of the wildly successful monday.com chat with Startup For Startup about ARR, NRR, CAC, and what it takes to beat the odds in a tougher environment. For a quick recap on SaaS metrics: What is ARR in SaaS? Read More: What’s The Right CAC These Days?

Metrics 200

Metrics SaaS Sales Hiring Finance 200

SaaStr

AUGUST 30, 2023

You might not be DocuSign, but for SMBs in France in retail, you are number one. You can filter your search by industry, whether you’re SMB, mid-market, or Enterprise, etc. G2 is a unicorn startup that’s stayed in the game for over a decade. Now, there are at least 100k verified SaaS apps on G2, which is huge. How do I trust them?

AI Search 205

AI Search AI ChatGPT Software Review 205

SaaStr

JUNE 23, 2021

SDRs are great, but oftentimes SMBs don’t want to be qualified. I’m basically an SMB these days. Let me know what I can do to help you get going with us!”. So just a few thoughts here: An untrained rep will kill a deal a trained rep can definitely close. A prospect’s time is always valuable. Sales is there to serve.

Scale 286

Scale Sales Hiring Sales SMB 286

SaaStr

MARCH 17, 2021

You definitely don’t want to hire some SVP of Sales at Salesforce to come be your VP of Sales at $1m in ARR — that we can all agree on. They almost always came up through SMB / corporate sales. Focus on what they’re doing well, and help them backfill their weakness. That creates issues on many levels.

Sales Hiring 292

Sales Hiring Sales Recruiting Scale SMB 292

SaaStr

NOVEMBER 22, 2021

Who knows what this app is? Both, what are the drivers of growth and how do you build for growth? What does that mean? What else did we find? And what else did we find? Here what do you see? At the heart of product-led growth is the user. Transcript. Hi, everyone. Nice to see you all.

B2C 284

B2C Scale Consulting Software Review 284

OPEXEngine

MAY 18, 2021

In this blog, we are looking at the business metrics that can be measured quantitatively and providing a few insights on how investors analyze them. We’ve talked to dozens of our SaaS customers, as well as investors to learn more about what is happening with these key metrics. trillion dollars. Usage Fee-Based ARR.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. If you got a lengthy heads-up, you know why, and what to improve next time. Customer concentration is definitely a risk, but sometimes one worth taking. They just don’t map out all the stakeholders. This is the right way to think about it. More on that here.

CTO Hire 285

CTO Hire Sales Hiring New CTO CTO 285

SaaStr

JUNE 27, 2019

You may not know exactly what we do. Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. So what do I mean by that? The first is a migration to the cloud.

Scale 179

Scale Enterprise Scaling Sales Hiring 179

SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And what’s also interesting about that is these are the two fastest growing IT spend categories in CIO’s portfolios with 24% year over year growth.

Scale 207

Scale Marketplace as a Service Cloud SaaS Payments 207

SaaStr

JUNE 10, 2020

And so today I’m looking forward to sharing some of those learnings and what I’ve seen. So I think a ten-second background on us and what we do. As you imagine, you’re looking at your costs and what you can really adjust. So I’ll talk a little bit about what we did to focus on our customers.

Travel 176

Travel Marketing Scale Outsourcing Services 176

User Pilot

JULY 18, 2023

Use churn surveys to understand what went wrong. What is customer churn? You will have data sets for analyzing your churn/retention history, which will better position you to make intelligent business decisions. TL;DR Customer churn is the rate at which users discontinue their subscription or stop using a particular product or service.

Churn 83

Churn Payments SaaS Payments Payment Solutions 83

OPEXEngine

NOVEMBER 17, 2020

You have to know what the KPI should be telling you in order to understand how to calculate it. Now is the time to identify what KPIs are not calculated quickly and easily at your company. If you don’t, you may end up with distorted or incorrect results. A Few Nuances. Lapsed Customers.

Systems Review 52

Systems Review Technical Review Payment Features Scale 52

Intercom, Inc.

JUNE 23, 2022

And working at G2, she has access to a lot of data about what people are looking for. What follows is a lightly edited transcript of the episode. Software buying is undergoing a transformation, as is the case with many industries in the post-pandemic market. Sometimes, it can even tell us something about the world we live in.

Software Review 118

Software Review Trends Software Marketplace as a Service 118

Casey Accidental

NOVEMBER 13, 2019

If driving more customers was your customers’ #1 need, and that’s not what you helped them with, you probably didn’t build a very successful business, or the problem of solving customer acquisition for that market is very difficult. What Types of Businesses Are We Talking About? The Weak Transition to Marketplace Arguments.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

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.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

AUGUST 29, 2022

SMB SaaS has a lot going for it: – Millions of them – Short sales cycles – Easier compete. But, it's often hard to get to $100m ARR selling just to SMBs. sell just to SMBs pic.twitter.com/Po1I2aMaBK. So many VCs and others have gotten more and more excited about SMB SaaS. What does that leave?

SaaS Payments 322

SaaS Payments Scale SMB PayPal 322

SaaStr

OCTOBER 8, 2019

Katie Helton: Yes, when we briefly spoke about doing this discussion a week or so back and you floated these three stages to me, they definitely even resonated on a rep level as well. After all it’s likely they know the product the best, and they can use customer feedback to measure market fit. Want to see more content like this?

Sales Hiring 127

Sales Hiring Scale Sales Interviewing 127

SaaStr

OCTOBER 31, 2019

What I’m going to do is talk a little bit about what we’ve seen over the course of the last year and then also talk about some metrics we track or we encourage our founders to track as they’re building their businesses, and then, lastly, try to go through a few predictions for the next couple of years. A few more.

Cloud 101

Cloud Scale AWS Machine Learning 101

CustomerSuccessBox

OCTOBER 5, 2021

What would you do if you can’t maintain and improve your ARR? But, what must you do to achieve that magical figure? A north star KPI silences noise around raw data and allows you to see what you need to see with clarity. As a Customer Success leader or VP or Head of CS, you must be intrigued by the number. Be in that 10%!

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

Aaron Beashel

MAY 5, 2014

People like Sean Ellis , Neil Patel , Chris Hexton , Peep Laja and many others choose to share their knowledge of online marketing via blog posts and eBooks and it is all available for us to learn completely free as long as we have the desire. What is a growth engine? marketing activity (channels). It’s just unrealistic.

Engineering 100

Engineering Scale SaaS Acquisition 100

SaaStr

NOVEMBER 16, 2020

What are the downsides of it? What does it take to scale a sales team successfully? What have been his biggest lessons on running them successfully? Transcript: Harry Stebbings: We are back for another week in the world of SaaStr and my word, what a show we have in store for you today. Why is volume-based pricing optimal?

Sales Hiring 203

Sales Hiring Scale Leadership Sales Enablement 203

SaaStr

SEPTEMBER 27, 2019

What were Ryan’s biggest takeaways from his time at Salesforce? What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? What can they learn from each other? What have been Ryan’s biggest lessons in what it takes to acquire the best talent?

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

Sales Hacker

AUGUST 23, 2018

Yet, all else can fail if you don’t know what to do and what not to do in B2B sales. What I believe is that B2B sales professionals should have the humility to accept it when things don’t work out. Starting off with SMB sales can be an advantage. But it’s mostly easier to target your sales strategy towards SMBs.

B2B 55

B2B Development Team Review Underperforming Technical Team Technical Review 55

Intercom, Inc.

JUNE 21, 2018

What follows is a lightly edited transcript of the conversation. Every Monday, Max makes a list of what happened the previous week, what’s stressing him out, and what he’s grateful for. Every Monday, Max makes a list of what happened the previous week, what’s stressing him out, and what he’s grateful for.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

SaaStr

JANUARY 28, 2020

Jason : We wanted to do an experiment this year of, what if we just brought back some of our most popular speakers from the past, the greatest of all time. Aaron’s going to talk about what in a few minutes? Jason : And then Anthony and Maria are going to talk about what next? And what am I missing from your journey.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

NOVEMBER 27, 2023

During SaaStr Annual , Eric Huff, VP of Sales Strategy and Programs, and Theresa Stevens, Regional VP of the SMB sales team, shared an “under the hood” look at how Salesforce does its internal forecasting using Salesforce. ” It’s looking at forecasts and understanding what actions need to be taken next to move the needle.

Forecasting 249

Forecasting SMB Technical Review Sales 249

SaaStr

NOVEMBER 28, 2021

And I just started blogging my mistakes and that blog (SaaStr) took off. I’d never done any investments before, but I just invested in some of the founders that were fans of the SaaStr blog and it worked out okay. In the early days, you might have to pay a rep 100% of what they close just so they can eat.

Scale 193

Scale Sales Hiring Sales Recruiting Scaling 193

SaaStr

FEBRUARY 14, 2024

The report provides a definitive overview of the customer success landscape and features insight from more than 1,200 CS leaders worldwide — making it the largest study in the industry for customer success. I still think it’s tough, but it’s not clear exactly who owns what.” What’s the next deal?

Customer Success 241

Customer Success Sales Hiring Scale AI 241

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 “From Day 0 to IPO: What Went to Plan, What Most Certainly Didn’t” at SaaStr Annual 2016 from saastr.

Part-Time VPE 228

Part-Time VPE Technical Cofounder CTO Hire New CTO 228

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process. Is it Cheaper or Better to go PLG?

New CTO 259

New CTO Scale Sales Hiring AWS 259

SaaStr

JUNE 13, 2019

I write a blog at tomtunguz.com that focuses a lot of early stage start-ups and uses a lot of data in order to illuminate different topics. Being on the board of some of these companies, we’re often asked a question: What is the most effective way to structure a free trial? Can we get the slides on the presentation? Ready to go?

Scale 214

Scale SMB Sales Hiring Payment Services 214

SaaStr

NOVEMBER 12, 2020

Differentiating between Small and Medium Businesses (SMB) and Enterprise, or larger companies, is vital. You’ll need to find and hire different types of sales reps, specifically to sell into the Enterprise since enterprise sales are more challenging and typically take longer than selling into an SMB. 3 – Sustain.

Scale 278

Scale SMB Sales Hiring Enterprise readiness 278