SaaStr

JANUARY 11, 2024

We often start speaking with a startup when they have GTM questions rather than seeking capital which then leads to an investment opportunity over time. That reflection could lead to some important breakthroughs around the optimal vision for your path forward. #4. These investments typically occur between the seed and the A round.

Technical Review 265

Technical Review Scale Management Sales Hiring 265

Baremetrics

OCTOBER 12, 2021

All companies face significant challenges when it comes to finding qualified leads. of businesses struggle with lead generation. Your SaaS business needs a solid system for finding qualified leads and converting them to customers if it will survive and thrive. How can you track leads? Table of Contents.

Payment Methods 98

Payment Methods SaaS Payments Payment Services Sales Hiring 98

SaaStr

JANUARY 15, 2021

86% of marketers consider demand generation a core part of marketing. However, demand generation is much harder today than it was 5 or 10 years ago. In this blog, we will be focusing on common demand generation mistakes and how different types of interactive content can help. 1) Not Qualifying and Segmenting Leads.

Software Review 184

Software Review Market Segmentation Engagement Sales 184

SaaStr

MAY 10, 2023

Omni is trying to build the next-generation business intelligence (BI) platform. Because of Omni’s network and announcing their intention to build a BI company, they had people inbounding last April and May when their product was just an idea. There’s no better version of an inbound lead than that.

Sales Recruiting 213

Sales Recruiting Sales Hiring Social Media Sales 213

SaaStr

SEPTEMBER 29, 2022

So lots of folks talk about GitLab as a leading in software development and devops, but GitLab also has sort of a quieter cousin that also IPO’d: JFrog. Fast forward to today, it’s at $270m ARR, growing an impressive 39% a year, and generating positive cash flow. That’s fairly efficient.

Scale 223

Scale SMB Software Development Cloud 223

SaaStr

FEBRUARY 1, 2021

to breed enough veterans here for all the next-generation SaaS companies. Again, what you really want is someone that has (x) proven demand gen experience, with (y) true ownership of a lead commit and (z) the ability to also drive the strategic side of marketing, product marketing, competitive positioning, and all the rest.

Sales Hiring 271

Sales Hiring Part-Time VPE Scale Sales Recruiting 271

SaaStr

APRIL 4, 2022

Demand generation is the focus of targeted marketing programs that drive awareness and interest in a company’s products and or services. The ultimate success of demand generation is defined as the number of marketing qualified leads (MQL) generated, and is measured by impressions, website visits, and clicks. .

Scale 232

Scale Revenue Scaling Marketing 232

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. They realize when an inbounder isn’t buying and a million other things that cut sales cycles by about 20-30%. Venture capital is particularly selective, so aim to stand out by generating impressive numbers.

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Sales Hiring Scale Venture Capital Generative AI 234

SaaStr

MARCH 10, 2021

Manages inbound (vs outbound) PR. But they don’t know how to get you a ton of higher velocity, in-bound leads. Demand Generation. It means getting you leads. And it means managing the leads you do get through the funnel. But most importantly, what it really means is holding a true lead commit.

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Sales Hiring Marketing Product Marketing Branding 273

SaaStr

MAY 27, 2021

There’s not a demand generation or revenue-related role in sight. . By the time someone like me questions a founder’s hiring strategy, inbound leads have already fallen to the floor. They’ll have the sole task of setting up qualified meetings, also known as discovery calls, with prospects to help generate pipeline.

Sales Hiring 171

Sales Hiring Scale Venture Capital Sales 171

User Pilot

MARCH 7, 2024

Inbound marketing funnel reports focus on the effectiveness of marketing efforts in attracting the interest of potential customers and turning them into leads. Sales funnels consist of the steps that the sales team takes to nurture leads until they’re ready to purchase the product. Ultimately, this leads to increased revenue.

Sales Funnel 100

Sales Funnel SaaS User Experience Trends 100

SaaStr

APRIL 21, 2023

In this post , SaaStr Founder and CEO Jason Lemkin shared five super simple ways to generate more leads and grow your company that always work. Now, he has five more marketing strategies that are sure to generate more leads if done right. Don’t throw a crummy off-site party and throw 3000 “leads” into a pot.

Outsourcing Services 190

Outsourcing Services Scale Outsourced Development Marketing 190

Intercom, Inc.

JULY 26, 2022

NLP takes place across four distinct stages: Input generation is when the user initiates the conversation, interacting with the software through a written or spoken query. Dialogue management applies a different component of NLP technology, natural language generation (NLG), to compile a rapid, lucid response to the query.

Artificial Intelligence 118

Artificial Intelligence AI Scale Machine Learning 118

SaaStr

NOVEMBER 25, 2023

CS hires over the last couple of years, you’ll likely also see it weighted away from top-of-the-funnel pipeline generation. To solve the bottleneck created during times of faster growth, you have to either start hiring into those roles or shift the focus of existing roles back to pipeline generation. Jameson and Sam agree.

Sales Hiring 194

Sales Hiring Underperforming Technical Team Revenue Sales 194

SaaStr

JANUARY 27, 2021

The advice and thinking that leads you to make important mistakes there really is no need to make: “Ask VCs for Advice When You Want Money, Money When You Want Advice” I don’t know who started this, but they must be smarter and more perceptive than me. Free almost never generates enough users to be worth it.

Part-Time VPE 289

Part-Time VPE Sales Hiring Scale Sales Recruiting 289

SaaStr

JUNE 17, 2023

For instance, during periods of economic downturns or increased competition, investor sentiment may sour leading to lower valuations for otherwise healthy companies. Known for its inbound marketing software products, it has consistently reinvested profits back into the business to fuel sustainable growth. Another example is HubSpot.

Venture Capital 205

Venture Capital Scale Technical Review Software Review 205

Sales Hacker

MAY 21, 2020

When inbound sales and marketing works, it’s great. That can lead to a lot of opportunities for things to break down and for buyers to fall through the cracks. Speed-to-lead isn’t considered a top priority. They don’t offer an omnichannel experience in terms of the lead follow-up process. What Is Inbound.

Scale 132

Scale Underperforming Technical Team Headcount Technology 132

Kellblog

OCTOBER 21, 2021

Today, I call them “pipeline sources” but I’ve also heard them referred to as “pipegen sources” (as in pipeline generation) and even “revenue engines” which I think is an over-reach, if not a well intentioned one [2]. Alliances [5]. SDR/outbound: 10%. Alliances: 20%. Sales/outbound: 10%.

Underperforming Technical Team 131

Underperforming Technical Team Engineering Advertising Forecasting 131

Intercom, Inc.

JANUARY 28, 2020

After trialling some other solutions, we chose Intercom because it centralizes inbound and outbound conversations without the friction that CRMs add.” . Lead generation. Speaking about the expansion, Dailius told us: “After we installed Intercom on our pricing page, we saw an 8% boost in inbound lead requests.”.

Scale 138

Scale Revenue Systems Review Technical Review 138

SaaStr

MARCH 7, 2021

Fight and create mindshare with partners that deliver you leads. We did it by focusing on second-order revenue to generate low-cost leads, and by taking in 110%+ of our MRR each month in cash. The lesson for today’s SaaS world is build an outbound team even if you have tons of leads. Get on jets and go meet them.

Part-Time VPE 257

Part-Time VPE Sales Recruiting Sales Hiring Scale 257

Intercom, Inc.

NOVEMBER 14, 2018

For both, it’s the ability to turn numbers like lead volume, win rates and ARPA into an actionable plan that impacts the bottom line. I can interpret that in one of two ways: either we have more leads of poorer quality, or we haven’t staffed up our SDR team to convert the increased volume. Lead generation KPIs (Top of funnel).

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188

SaaStr

MAY 17, 2021

Too Few Leads Per Reps. Or Too Many Leads. Too many reps chasing too many leads, no one makes enough money. But also, once you have a lot of leads, if you let reps drown in leads, you won’t close as much from them as you could. More here: How to Close More Revenue Today — With The Leads You Already Have.

Scale 224

Scale Sales Hiring Scaling Sales 224

Neil Patel

JULY 12, 2021

For example, brands could create an automatic lead generation funnel that gathers an email address, sends a recorded demo, then invites the prospect to schedule a live demo. Generate Leads, Close Seals, and Manage Your Pipeline on Auto-Pilot With HubSpot. Automatically Nurture Leads With Marketo.

Payment Methods 145

Payment Methods Scale Payments Marketing 145

SaaStr

JANUARY 24, 2022

We flooded this market with the now-classic double funnel model: The “Inbound” Funnel. We usually have a four- to six-week lag between developing a market qualified lead and funneling them into the appropriate pipeline. More systems lead to more complexity. Demand generation. The “Outbound” Funnel. You made it! .

Scale 281

Scale B2C Enterprise Acquisition 281

Tom Tunguz

JANUARY 25, 2018

Whether it’s automating responses to inbound sales queries, identifying expense reports for audit, or surfacing anomalies in data, machine learning improves workflow software. Third, revenue-generating activities are often unpredictable and novel. We haven’t found a way, yet, to have computers do those things for us.

Machine Learning 190

Machine Learning Artificial Intelligence Sales Hiring Marketing 190

SaaStr

APRIL 5, 2024

Leandra has over 30 years of experience leading large sales and revenue teams. How to Differentiate from the Competition in a Crowded Space When you think of companies like Hubspot and what they did with inbound marketing in a crowded space, they offered a better in-house solution that wasn’t cobbled together.

Scale 183

Scale Sales Hiring Pricing AI 183

Mucker Capital

OCTOBER 10, 2023

If there are inbound leads, the situation is different; hiring an AE might be suitable if these leads align with the ideal customer profile. However, if there are no inbound leads, the strategic move is to hire an SDR first. A fully ramped SDR can potentially generate 15 meetings monthly, translating into 2.7

Scale 52

Scale Sales Hiring Outsourced Development Development 52

SaaStr

NOVEMBER 30, 2023

Founders are still leading sales and are very good at it. Dramatically hiring a GTM team and segmenting them naturally leads to more and necessary complexity. Over 50% of revenue is generated by existing customers through upsell or cross-sell. They need to hear the customer and use that feedback to refine products.

Scale 224

Scale Sales Hiring Scaling Outsourced Development 224

Intercom, Inc.

JUNE 23, 2020

The internet is moving more businesses and people online, and driving a huge increase in inbound support volume. Self-serve Support and bots to automatically answer all common customer questions, reducing inbound volume to support agents. This leads to more and more inbound support volume. This reduces inbound volume.

Customer Support 245

Customer Support Scale Underperforming Technical Team Scaling 245

Neil Patel

FEBRUARY 8, 2021

Call Tracking Metrics for Inbound vs. Outbound Calls. One crucial factor to consider before deciding on metrics is the difference between inbound and outbound call tracking metrics. You can’t measure the same data for inbound as you do for outbound. You can’t measure the same data for inbound as you do for outbound.

Metrics 120

Metrics Social Media Sales Hiring Data 120

Cobloom

NOVEMBER 9, 2020

How often do you check the analytics data for your SaaS lead generation campaigns? Checking your metrics can turn your lead generation strategy from good to great. SaaS Marketers who check their metrics 3 times per week are 22% more likely to achieve positive ROI ( Hubspot, State of Inbound Report, 2015 ).

Data 96

Data SaaS Metrics Strategy 96

Sales Hacker

MARCH 8, 2024

Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Partners can facilitate warm intros to their customers so you can move stuck leads through the pipeline. In sales, teams can use partner data to generate higher-quality leads and shorten the sales lifecycle.

Scale 93

Scale AI Search Social Media AI 93

SaaSX

NOVEMBER 14, 2021

If you are going to grow with a sales team, you’ll need to fill your funnel with leads. There are two ways to fill your funnel—outbound lead gen and inbound lead gen. Outbound Lead Generation. Unless you have more than enough qualified inbound leads, yes. Inbound Lead Generation.

Scale 52

Scale Marketing Sales Recruiting Benchmarks 52

Baremetrics

OCTOBER 10, 2021

Inbound marketing is the process of getting potential clients to find your company. Inbound marketing basics Attract Engage Delight Planning, implementing, and optimizing your inbound marketing program Step 1. Indeed, inbound marketing is designed around developing relationships, building awareness, and generating leads.

Payments 98

Payments Payment Methods Payment Solutions Marketing 98

Neil Patel

MAY 12, 2021

Why would you want to take time and effort to attract organic Facebook leads when you could just pay for prospects? Organic leads are free, and there are plenty of ways to get started, even if you’re not sure how. To get the best results from your campaigns, some say it’s better to combine paid and free social media leads.

Social Media 145

Social Media Trends Advertising Branding 145

Sales Hacker

NOVEMBER 29, 2022

Our email tech + your killer offer, sent 100s of times a day to targeted lead lists – you will consistently generate leads. Most leads came through their PLG motion. As a result, their team had to 2x to manage the qualified inbound. Simply put – what we do, works. Will, are you familiar with __?

Scale 72

Scale Underperforming Technical Team Outsourced Development Growth Marketing 72

SaaStr

FEBRUARY 9, 2024

Before joining Zapier, Giancarlo was at Atlassian as a technical sales lead before moving to DropBox as a Senior Director of Growth and Monetization, and was CMO at Confluent – so he has a wealth of knowledge from Zapier’s Go-To-Market history as well as these successful SaaS companies to pull from.

Scale 251

Scale Sales Hiring Sales Marketing 251