SaaStr

AUGUST 29, 2022

A renowned enterprise software leader that has led revenue organizations and spearheaded the cloud GTM strategies at companies such as Oracle, New Relic, and now Confluent, Erica Schultz is Confluent’s President of Field Operations and will share what she has seen evolve in enterprise GTM and tips on how to thrive in the current environment.

Scale 251

Scale Sales Hiring Marketplace as a Service B2B 251

SaaStr

JULY 24, 2022

The Ultimate Guide for Hiring a Great VP of Sale s. If sales are down — be honest about the root cause. A recent deep-dive from SaaStr Europa on the top topics on scaling from 100,000 votes on our SaaStr surveys. A SaaStr Classic. Most Likely, It’s Not The Market. It’s You. A must listen / watch. .

Scale 246

Scale Sales Hiring Scaling Pricing 246

SaaStr

MAY 4, 2022

For enterprise, this could be $300m-500m in ARR. All things being equal, the larger the deal size, the more enterprise you are, the longer you can wait — up to a point. Spenser Skates, CEO of Amplitude, at $200m+ ARR and recently IPO’d, dedicated a lot of his recent SaaStr talk to this very topic.

Scale 258

Scale SaaS SMB Scaling 258

SaaStr

DECEMBER 17, 2020

3: “Soc 2 Demystified: The Key to Closing Enterprise Deals with Vanta.” ” A niche topic, but a critical one for anyone selling into the enterprise. Dealing with objections is one of the top skills and challenges in sales. #5: Just do it! #4: ” Over 3,100 came to this super popular session.

Scale 174

Scale Scaling SMB Acquisition 174

SaaStr

DECEMBER 14, 2022

Although they lacked an IT team or CIO equivalent to their enterprise counterparts, SMBs responded quickly. HubSpot only made direct and partner sales for the first eight or nine years. In this way, any search on a front-office topic always lists HubSpot in the top five results. The Role of Free and Multiproduct Hubs.

Scale 231

Scale SMB Scaling Innovation 231

SaaStr

JANUARY 17, 2023

Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer during this week’s Workshop Wednesday — held every Wednesday at 10 a.m. What’s his response to startups figuring out which strategy to begin with, product-led or sales-led? “It How do you achieve both?

Startup 231

Startup Sales Sales Funnel Education 231

Tom Tunguz

DECEMBER 6, 2020

On Wednesday, December 16th at 9:00 AM PT, Redpoint Office Hours will welcome Giancarlo ‘GC’ Lionetti , the CMO of Confluent, which was founded by the original creators of Apache Kafka® and pioneered the enterprise-ready event streaming platform. What is the relationship between Growth, Marketing, Sales, and Product?

VP of Engineering 192

VP of Engineering Sales Hiring Enterprise readiness Software Engineering 192

SaaStr

NOVEMBER 8, 2022

Let’s update a classic SaaStr post on the topic. Why did sales-driven Qualtrics get to $100m+ in ARR without ever raising a nickel, and generating more than $20m a year in free cash flow ? Sales, done right, should be accretive (although expect sales efficiency to ultimately decline post-Initial Scale). It’s out there.

Scale 280

Scale SaaS Banking AWS 280

Sales Hacker

SEPTEMBER 22, 2023

Turning a free sign-up into an enterprise logo involves a multi-step process that requires careful planning, design, and execution. Take a more hands-on approach to inside sales. Freemium to premium is one thing but how do we turn a sign-up into a wall-wall, big enterprise logo? Anyway, let’s get into it.

Enterprise 87

Enterprise Scale Generative AI SMB 87

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

APRIL 29, 2021

The other day, I tried to sign up for a $59/month gym membership and a “salesperson” tried to force me to sit down for a 30 minute sales session before I could do my first workout. So if you want to close deals much more than $299 a month, and you want to close them quickly, for the maximum amount … you’ll probably need sales.

Scale 273

Scale Scaling Enterprise Pricing 273

SaaStr

FEBRUARY 27, 2021

Especially from VCs, B2C folks, and folks that have never sold bigger deals and into the enterprise. Especially if you are planning to go even a little bit enterprise. The sales team may want 10-12 of these features a year. One-off customization per se is bad. This is SaaS, not a services business. It helps you see the future.

B2C 222

B2C Enterprise Startup Customer Success 222

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. The ways to drive Enterprise value, one of them being M&A. Sales grew a little less. Human Capital Management is a hard problem since sales by nature, doesn’t care about deployment and implementation.

Sales Hiring 252

Sales Hiring Customer Success Scale AI 252

User Pilot

FEBRUARY 14, 2024

In the article, we look at 12 solid contenders for this title, covering a few most common use cases: In-app user engagement Sales funnel management Customer support Analytics and reporting Marketing Collaboration and project management Let's dive right in! What are the best Salesforce integrations in 2024? G2 rating 4.6/5

Payments 100

Payments Payment Services Payment Methods Payment Solutions 100

Kellblog

JANUARY 29, 2024

In our discussion, Dan and I hit many topics, including: My self-ratings on my 2023 predictions, including discussion of which are cycles, extrapolations, and pendulums. Retrieval-augmented generation (RAG) and how its two key abilities (sourcing plus augmenting) help make generative AI much more appropriate for the enterprise.

AI Search 90

AI Search AI Artificial Intelligence Generative AI 90

Totango

FEBRUARY 23, 2024

From the key responsibilities of each role to activating and deploying the flywheel to the most important metrics to measure, Karen discusses all the hottest topics about this compelling collaboration. 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

DECEMBER 7, 2023

Merging sales and customer success (CS) is a delicate art that is often challenging but necessary for driving business results and creating a frictionless customer journey. Foster cross-functional alignment through common customer goals Alignment is most frequently achieved when there’s clarity and commonality around insight and objective.

Revenue 89

Revenue Sales Customer Success Technical Review 89

SaaStr

MARCH 7, 2021

Yes, you can manage the sales team yourself. Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. Hard go truly enterprise without it. Enterprise customers need that VP of Engineering to trust you.

Part-Time VPE 270

Part-Time VPE Sales Recruiting Sales Hiring Scale 270

Kellblog

AUGUST 18, 2023

It’s a topic I’ve always been interested in, but two things have prevented me from attempting a seminal post on PLG. I grew up in enterprise. I’ve debated founders and boards on how enterprise companies should think about a PLG motion. It’s my process. There is so much great work out there already.

Benchmarks 77

Benchmarks Systems Review Enterprise Software Review 77

Totango

JANUARY 22, 2024

AI also emerged as a topic when we asked three of our executive leaders – Chief Marketing Officer Karen Budell , SVP of Customer Success Chris Dishman , and Chief Revenue Officer Dennis Reardon – to share their industry predictions for 2024. Additionally, our CAB members are buzzing about AI.

Customer Success 94

Customer Success Generative AI AI Scale 94

SaaStr

NOVEMBER 22, 2021

And I chose this topic because this is truly emblematic of Notion. The topic of community and how you lead growth through community. Who has ever bought enterprise software based on something you’ve seen in this app or your child has shown you in this app? So growth is a really important topic.

B2C 284

B2C Scale Consulting Software Review 284

Totango

JUNE 21, 2023

Advanced by the acquisition and integration of Lou, a digital adoption tool, Totango In-App will allow enterprise businesses to deliver compelling in-product experiences to their users even as they manage the broader customer journey with the Totango platform.

Communication 83

Communication Customer Success Scale Enterprise 83

SaaStr

APRIL 27, 2022

I started with a website where people would create their profiles and share their ideas around the topic. Enterprises also began showing interest in the market. I began building the mobile developer community around 2018. The premise of what I built was to bridge the network among users and app developers. The state of the market.

Outsourced Development 235

Outsourced Development Mobile Pricing Software Development 235

Totango

MAY 17, 2023

When it comes to understanding customer needs, marketing, sales, and CS teams are the experts, so it’s on us to work together to define today’s most valuable growth opportunities. I was also fortunate to lead a conversation on this very topic with our Totango CRO, Dennis Reardon, and Sr. Here are three insights I took away from TSIA.

Generative AI 106

Generative AI Marketing Sales AI 106

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

Totango

NOVEMBER 27, 2023

To do this, Dishman recommends keeping focus across all of your touchpoint teams (CS, marketing, product, sales, etc.) With the right partnerships and systems in place, digital CS can be an exceptional tool for helping enterprises improve customer engagement and scale efficiently.

Customer Success 103

Customer Success Scale Systems Review Software Review 103

SaaStr

AUGUST 28, 2021

Dive into their topics and make a list of the sessions that resonate well with your field of interest and line of work. The game is changed in enterprise software. When Q&A comes around, be the first to ask the question and then shake their hand after. State your value prop with a small request.

Social Media 273

Social Media Software Review Engagement Enterprise 273

Sales Hacker

DECEMBER 29, 2022

I’ve been selling with PandaDoc since 2017, and in my journey from SMB to enterprise AE , I’ve learned solution selling like the back of my hand. I’ll walk you through what solution selling is, why you should adopt it as part of your sales process, and how to do it right for today’s buyer. Sales may be a “numbers game.”

Scale 113

Scale Systems Review SMB Software Review 113

Sales Hacker

NOVEMBER 17, 2023

Three overarching learnings from incredible sales leaders who have lived through the ups and downs of growing sales teams at some of the fastest growing SaaS companies is exactly what we’ll dive into today – so you can get the learnings and insight without being in the driver’s seat. years as SVP, Global Sales at Klaviyo.

Sales Hiring 105

Sales Hiring Scale Headcount Sales 105

Andreessen Horowitz

NOVEMBER 1, 2023

The average enterprise has over 100 SaaS apps, and no human user wants to monitor their usage to make sure their IT spend doesn’t surge past a given limit. Individual users also don’t like to be nickel-and-dimed for what they use: imagine if a CRM charged sales reps every time they created an opportunity!

Pricing 101

Pricing Compensation Subscription Payment Features 101

Intercom, Inc.

OCTOBER 1, 2019

There are no silver bullets in sales – no tricks, hacks, or mantras that can guarantee you’ll hit target. Having led sales teams at Facebook, Twitter, and now Intercom, I’ve developed and executed many of these plays. These sales plays are the answers to mission-critical questions like “What criteria will I use to hire sales reps?”

Scale 155

Scale Sales Hiring SaaS Payments Sales 155

The Angel VC

DECEMBER 27, 2016

Pundits might object that you don’t win enterprise customers by having a prettier interface. Millennials arguably have even less tolerance for slow, bloated, ugly enterprise software. What if future versions of sales automation software will not make your sales force more efficient but become your sales force?

SaaS 183

SaaS Artificial Intelligence AI User Experience 183

Intercom, Inc.

DECEMBER 28, 2022

It’s been another challenging year for customer service teams – from small businesses to large enterprise companies. Get ready to leave behind any preconceptions you might have about enterprises being too big to innovate – they’re bypassing that stagnation by actively investing in new ideas. Intercom for Enterprise.

Technical Review 118

Technical Review Scale ChatGPT Innovation 118

Intercom, Inc.

NOVEMBER 30, 2021

It also integrates with other tools in your business’s tech stack so you can work seamlessly with other customer-facing teams – like marketing, sales, and product – to help, delight, and retain customers all from one inbox. Work for an enterprise or fast-growing company? Strategy first, technology second. CRM: Salesforce.

Technical Review 249

Technical Review Customer Support Payment Methods Payment Solutions 249

User Pilot

NOVEMBER 2, 2023

How is marketing-led growth different from product-led growth and sales-led growth? Sales-led growth , on the other hand, is built around the traditional sales process and tactics like trade shows or demos. This reduces their marketing and sales costs. Marketing-led growth vs. sales-led growth.

Strategy 96

Strategy Marketing Social Media AI Search 96

Tom Tunguz

FEBRUARY 28, 2019

You capture the buyer at the point of maximum intent and reduces the activation energy of the sale. The SMBs might prefer unassisted conversion and the enterprise assisted. This is a complex topic and I’ve tried to generalize to simplify it. You broaden the universe of people who try the product. I’d love to hear it.

Startup 194

Startup Acquisition Education Pricing 194

Kellblog

APRIL 1, 2021

Thanks to those who joined us for the second session in our enterprise SaaS Product Power Breakfast series, Thursdays at 8AM. Spokes, e.g., include: sales/AEs, sales/SEs, product marketing, analyst relations, customer success, customer support, professional services, existing customers, prospective customers, the CTO, engineering (e.g.,

New CTO 102

New CTO CTO Customer Support Engineering 102