Tom Tunguz

NOVEMBER 9, 2015

Founded in 2002, the Australian software maker Atlassian is an exceptional company in many regards. It follows a beautiful geometric curve characteristic of Flywheel business models, where an efficient customer acquisition engine keeps building momentum and growing revenues exceptionally. It’s a case study in sales efficiency.

Benchmarks 117

Benchmarks Metrics Venture Capital SaaS 117

FastSpring

DECEMBER 21, 2020

In about 2002, I got into more of a leadership position for satellite offices of larger companies. How was the experience of going through an acquisition fully remote during a pandemic? Going through the acquisition during the pandemic was a challenge because, I guess, for all the obvious reasons. I started with Java 0.9

Technical Review 78

Technical Review Development Team Review Software Review AWS 78

Tom Tunguz

NOVEMBER 4, 2015

He was awarded the Ernst & Young Entrepreneur of the Year in 2002. Like flywheels in engines which capture energy and release it to deliver consistent output even when power isn’t consistent, Flywheel Business Models deliver consistent and accelerating customer acquisition even when salespeople and marketers aren’t working.

Technical Advisors 100

Technical Advisors Marketing SaaS Acquisition 100

OpenView Labs

FEBRUARY 10, 2020

From its bootstrapped founding in 2002 all the way to a $5 billion valuation in 2016, Atlassian famously had no sales people. ‘No No sales’ became nearly as synonymous with Atlassian as ‘no software’ was with Salesforce. Atlassian now has a sales team. Public PLG Businesses Are Doubling Down on Sales.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

SaaStr

MAY 17, 2019

As for Godard, he founded his first business, BigMachines, in 2000, a business he scaled to $50m in revenue and over 300 people up until it’s acquisition to Oracle 11 years later for $400m. A business he scaled to 50 million dollars in revenue and over 300 people up until its acquisition to Oracle 11 years later for 400 million dollars.

Scale 144

Scale Sales Hiring Software Review Leadership 144

Intercom, Inc.

JANUARY 24, 2019

Machine learning can get the right message or recommendation out in a responsive way – not just from the customer’s next best action, but from the sales perspective, too. You’ve had a number of roles at Salesforce since you joined the company back in early 2002, from product management to startup relations.

Scale 151

Scale Machine Learning Artificial Intelligence AI 151

Sales Hacker

APRIL 10, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Setbacks of using a 2-Stage inside sales organization. CASE IN POINT: In the late 90s, SkyStream followed Cisco’s footsteps in infrastructure sales. In 2002 the “bubble” burst to wipe out most of the Silicon Valley.

SMB 73

SMB Strategy Outsourced Development Marketing 73

OpenView Labs

MARCH 24, 2020

Growth is an input into the Rule of 40, Committed Monthly Recurring Revenue is the key metric in the 5 Cs and Customer Acquisition metrics frontline the Pirate framework. Emphasized building a repeatable growth engine that starts with investments in sales and marketing. Related: What is product led growth? Why do we love PLG?

Metrics 43

Metrics Scale SaaS Sales Hiring 43

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. So if the plan said hire 20 sales reps next year, but the existing 15 you have are struggling. Who decides this?

Sales Hiring 137

Sales Hiring Payment Services SaaS Payments Underperforming Technical Team 137

SaaStr

NOVEMBER 28, 2019

Teddie : And also we’ve seen the BI market that’s been acquisitions at the last. And so again we would just have added to more kind of friction in the sales cycle and there was a whole video long sales cycle. We opened a small sales office in Wework. And so it’s interesting to see how that has changed.

Sales Hiring 171

Sales Hiring Scale Sales Recruiting Government 171

SaaStr

FEBRUARY 21, 2020

Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world. * How does David think about scaling sales teams? Three of these companies went public.

Scale 184

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 184

Sales Hacker

MAY 26, 2020

This week on the Sales Hacker podcast, we speak with Peter Wooster , a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors. Subscribe to the Sales Hacker Podcast. Our second sponsor is Outreach , the number one sales engagement platform.

Scale 97

Scale Sales Hiring Technical Advisors Automotive 97

SaaStr

APRIL 18, 2019

I think in 2002 we only signed up two customers and this was after the dot-com bubble burst, 9/11 happened. And I started as an engineer and as an MBA and frankly in business school back then they didn’t even have a class on sales. And I think most of your teams, you need sales engineers, you need founders.

Sales Recruiting 162

Sales Recruiting VP of Engineering Scale SaaS Payments 162

Sales Hacker

MAY 8, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Why mega deals aren’t just for sales superheroes. Hey, my name’s Jamal Reimer, and I am an enterprise sales rep at Oracle. Both were individual contributor roles as an individual sales contributor. What You’ll Learn.

Outsourced Development 61

Outsourced Development VP of Engineering Consulting Sales Hiring 61

SmartKarrot

APRIL 13, 2020

This is increasing the spending as more and more features are being offered, through acquisitions or expansion. The Atlassian Corporation has reached billions in revenue even without an enterprise sales team, all by creating user-friendly software development, team collaboration, project management tools including JIRA and Confluence.

SaaS Payments 19

SaaS Payments Payment Solutions Payment Services Sales Recruiting 19

ProfitWell

JULY 15, 2019

From 1992 until 2002, the number of AOL subscribers grew 125X, from 200,000 to 25,000,000. Now you have to contact the sales team to even see the product. By gaining a greater understanding of its position within an industry, a freemium company can maximize its longterm value while reducing customer acquisition costs.

Pricing 41

Pricing Business Model Cloud Venture Capital 41