SaaStr

AUGUST 2, 2021

This early phase is where you’re still looking for that perfect product-market fit and scaling the product to market. In ServiceNow’s case, they were a single-product company focused on selling IT. Also, they had a direct sales team mainly selling to enterprises in a top-down sales motion.

Outsourcing Services 267

Outsourcing Services Scale Scaling Outsourced Development 267

Kellblog

JULY 8, 2020

Expecting the sales leader to figure out positioning and pricing. They should have input, but startups should hire a VP of Marketing with strong product marketing skills at the same time as the first VP of Sales. (DK: That embrace needs to be deeper than just go-to-market; it has to include product in some way.).

Sales Hiring 138

Sales Hiring Startup Software Review Enterprise 138

OPEXEngine

FEBRUARY 22, 2022

This reality influences their go-to-market (GTM) strategy, which relies on a lower overall sales and marketing budget and a higher mix of marketing to sales spending. This section on SaaS metrics drives home the importance of differentiating between Enterprise and Small/Middle Market metrics.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SmartKarrot

AUGUST 21, 2020

Work closely with their direct sales teams on development, tracking, and reporting goals, objectives, forecasts, key metrics and definitions of success for each partner account. The Partner Manager will recruit, enable, and support a network of partners in order to drive partner sourced, influenced, and fulfilled revenue.

Customer Success 10

Customer Success Sales Recruiting Direct Sales Team Forecasting 10

SaaStr

APRIL 9, 2019

And, that was a product manager? Eric Yuan : Product marketing manager. Eric Yuan: Yeah, we tried to let him evaluate our product, you know? And we hired a product marketing person. The product worked so well. And, for most of your life cycle, you have had just a direct sales team.

Sales Hiring 127

Sales Hiring Scale CTO Hire Marketing 127

SmartKarrot

NOVEMBER 22, 2022

The market requirements for land & expansion to work. Product-market fit (PMF) – It is that moment when you build something that people love. Once adopted, customers can expand through self-service or with the assistance of their direct sales team, which is focused on promoting new use cases of Asana.

Engineering 10

Engineering Scale SaaS Payments Payment Solutions 10