Tom Tunguz

APRIL 3, 2014

Before 2002, the median ROIC never exceeded 0.9. Even more astounding, the number of companies in each bucket has increased, indicating that this increase in sales efficiency is broad-based. These outliers, which ROIC scores greater than three, have much more efficient sales models than the typical SaaS company.

Startup 100

Startup Trends Investment Cloud 100

Sales Hacker

MARCH 2, 2021

If you missed episode 149 check it out here: What Makes a Great Sales Leader with Hunter Madeley. Subscribe to the Sales Hacker Podcast. From hubcaps to Hubspot: Michelle’s sales career [1:27]. What has changed in sales leadership since 2005 [8:43]. From hubcaps to Hubspot: Michelle’s sales career [1:27].

Scale 59

Scale Sales Underperforming Technical Team Outsourced Development 59

Tom Tunguz

DECEMBER 7, 2015

Founded in 1996, the company initially sold licensed software and migrated to multi-tenant SaaS in 2002 with a product called UltiPro. The company’s sales efficiency has varied quite a bit over the past twenty years, but has exceeded 1.0 of gross margin per sales and marketing dollar invested.

Software 100

Software Marketing Forecasting Enterprise 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

Hitenism

NOVEMBER 7, 2016

All the way back in 2002, Jeff Bezos issued a 6-point mandate to engineers at Amazon. It’s not just about product-market fit, but positioning, marketing and sales. Force customer-centricity into the code. One of the key points in the memo was that “all service interfaces, without exception, need to be externalizable.”

AWS 189

AWS New CTO Scale CTO 189

Tom Tunguz

OCTOBER 13, 2014

The average disclosed sale price in the same period has increased about 10% annually, inflation adjusted[2], each year since 2002, substantiating the hypothesis that big acquisitions are fewer in number, but command higher price points. Or it could be that major tech acquisitions cost much more today than they did a decade ago.

Acquisition 116

Acquisition Trends Startup Marketing 116

SaaStr

JUNE 7, 2021

Peter : 2002, I guess or so. Jason : The world ended in 2002 too. ” I have apples for sale. Jason : Sales efficiency goes down. Jason : Related to that, how do you think about how many of your sales teams should perform? Don’t get discouraged. Jason : When did you join Salesforce? Peter : Yeah.

Sales Hiring 333

Sales Hiring Underperforming Technical Team SaaS Headcount 333

Sales Hacker

SEPTEMBER 23, 2019

This week on the Sales Hacker podcast, we talk to Kevin Egan, VP of North American Sales at Slack. Kevin’s sales career has taken him from Oracle, to Dropbox, to Salesforce, and now, to Slack. How experience as a sales engineer can play into your role as a sales leader. Subscribe to the Sales Hacker Podcast.

VP of Engineering 52

VP of Engineering Sales Recruiting Sales Hiring Scale 52

Intercom, Inc.

MARCH 25, 2021

I’ve been coaching leaders around the world since 2002. They couldn’t figure out where to place me because I would have fit in both sales and marketing, which were the two things at the time. I had left Microsoft in 2002 and had started doing a lot of public speaking. After that, I wrote four books.

VP of Engineering 181

VP of Engineering Scale Business Leadership 181

Neil Patel

SEPTEMBER 22, 2020

You are getting enormous levels of organic traffic … Full of enthusiasm, you rush to your sales manager to check the sales status. And your jaw drops seeing you’ve got little to none sales from all of that traffic. You have to make consistent sales if you want to scale your business fast. No, I’m serious.

Sales Hiring 144

Sales Hiring Outsourcing Services Social Media Underperforming Technical Team 144

Neil Patel

MARCH 17, 2021

You should absolutely use diverse models and messaging, but don’t latch onto Black History Month or International Women’s Day to promote your latest flash sale. Food delivery services saw big sales growth during the coronavirus pandemic. ” Say you’re in fashion e-commerce. Treat Gen Z as Adults in Paid Ads. Good: Just Eat.

Social Media 145

Social Media Advertising Sales Recruiting Branding 145

SaaStock

JANUARY 25, 2019

Founded : 2002. Tienda Nube contributes towards the growing e-market in the region by allowing companies to cut down expenses and improve sales numbers. It has offices in Florianópolis, São Paulo, and New York City. CEO : Jaime De Paula. Based in: Florianópolis, Brazil. Rock Content. CEO : Santiago Sosa. Founded : 2011.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

MAY 23, 2019

Well in 2002, I know it was a long time ago. But in 2002 there were only two types of startups in existence. There was no other type of startup in 2002 when the internet bubble burst. And if you’ve just hired a cohort of 10 sales reps six months ago and everybody’s failing? Don’t go hire 10 more.

Sales Hiring 116

Sales Hiring Underperforming Technical Team Scale Startup 116

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 72

SMB Strategy Outsourced Development Marketing 72

SaaSOptics

MAY 19, 2022

For subscription-based SaaS businesses, your customer acquisition metrics indicate how effectively you acquire new users via sales, marketing, or a product-led approach like a free trial. At what point will you introduce Sales into the buyer’s journey? . Metrics: What’s your target win rate for sales opportunities? .

Acquisition 59

Acquisition Scale Strategy Software Review 59

ProfitWell

APRIL 22, 2019

Step back to basics for a sec with a (far from basic) guide to B2B sales proposals from PandaDoc , an in depth look at navigating it all from interactive pricing tables to action plans, social proof, and usability & accessibility. If this sounds like your sales process, you're doing something right. But also, subscription.

Cloud 45

Cloud B2B Interviewing Subscription 45

SaaStr

NOVEMBER 28, 2019

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. Sales our marketing for Europe is mostly in London where we have about 35. So that’s how I’m rationalizing it now. People in here in Paris.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

OpenView Labs

MARCH 24, 2020

Emphasized building a repeatable growth engine that starts with investments in sales and marketing. In these metrics, it is always assumed that there will be some cost to acquire a new customer and that sales and marketing is the foundation of growth. The company was founded in 2002 with just $10k in credit card debt.

Metrics 43

Metrics Scale SaaS Sales Hiring 43

Outseta

OCTOBER 31, 2018

Live chat tools come with the promise of completely changing your approach to marketing, of revolutionizing the way you deliver customer support, and there’s even companies like Swayed that are building live chat tools with the goal of replacing sales reps altogether. Their sales reps were slick and convincing. A phone tree.

Software Review 42

Software Review Technical Review Sales Hiring Venture Capital 42

The Marketing & Growth Hacking Publication

FEBRUARY 17, 2019

What everyone fails to understand… Coming back to what I was saying at the beginning, and this is true for bigger companies too, the sine qua non for all this content to be efficient, bring you a following, bring you sales etc… is that it must be sponsored ! This is not 2002, virality does not exist anymore. your potential customers.

Content Marketing 40

Content Marketing Marketing Sales Hiring Social Media 40

SaaStr

JUNE 14, 2019

In 2001, you could raise money pretty easily at pretty high valuations, and in 2002 there were two types of companies: those who had raised large amounts of money at crazy valuations in 2001, and dead, right? So if the plan said hire 20 sales reps next year, but the existing 15 you have are struggling. And there was nothing in between.

Sales Hiring 141

Sales Hiring Payment Services SaaS Payments Underperforming Technical Team 141

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

SaaStr

MAY 17, 2019

And that’s how we were able to then survive from 2002 til about 2007, when the cloud market finally took off. So I want to discuss, first you mentioned the BigMachines, and post sales Oracle, you did version 2.0 But Max was struggling to build sales, to build a company around it. So it was really a near death experience.

Scale 149

Scale Sales Hiring Software Review Leadership 149

The Marketing & Growth Hacking Publication

MARCH 10, 2019

At the same time according to a study by Microsoft Corporation, human attention span has supposedly dropped from 12 seconds in 2002 to only eight seconds in 2013, which is a second shorter than a goldfish. It’s now 2019, so chances are good that attention spans have dropped below to the minus levels!

Content Marketing 40

Content Marketing Growth Hacking Mobile Engineering 40

SmartKarrot

APRIL 13, 2020

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. It was acquired by eBay in 2002 but split in 2014. Customer Support. Salesforce. billion and $60m revenues.

SaaS Payments 19

SaaS Payments Payment Solutions Payment Services Sales Recruiting 19

Sales Hacker

APRIL 28, 2020

This week on the Sales Hacker podcast, we speak with Lori Richardson , founder of Score More Sales. Loris is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. We talk about what makes a great sales person. We’re on iTunes.

Leadership 71

Leadership Scale Sales Hiring Sales 71

SaaStr

APRIL 16, 2023

And we ended the day with an incredible combo of the hottest app at that time (and one of the hottest ever), Slack, who likely was around $30m ARR or so … and hadn’t yet added a sales team! I’m like, “Where can I talk to a sales rep?” Can you get to $100 million without a sales team, do you think?

Scale 336

Scale Sales Hiring PayPal Development Team Review 336

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

SaaStr

JULY 2, 2019

Join Kevin Egan, Slack’s VP of North American Sales and Dannie Herzberg, Slack’s Director of Sales as they walk you through Slack’s Freemium to Enterprise strategies. Kevin Egan, VP of North American Sales @ Slack. Dannie Herzberg, Head of Mid-Market Sales @ Slack. Want to see more content like this?

Enterprise 146

Enterprise Scale Sales Hiring SMB 146

Neil Patel

FEBRUARY 11, 2021

In other words, for every 100 interactions with your Facebook ad, nine will convert into a lead or sale. While the average cost of a 30-second TV ad slot during the Super Bowl has more than doubled since 2002 , getting in front of your audience via social ads has actually become cheaper. Paid social media is your best friend.

Social Media 143

Social Media Advertising Mobile Technical Review 143

SaaStr

JULY 4, 2019

Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace.

Scale 161

Scale Sales Hiring Engineering Sales Recruiting 161

FastSpring

DECEMBER 21, 2020

In about 2002, I got into more of a leadership position for satellite offices of larger companies. It is always really cool to talk to sales leaders, and Brian is a genuine down to earth guy. How long have you been working in the SaaS/Tech industry? I’m going to date myself. 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. First, the company has to be a product driven company not a sales driven company. Friction in a sales process is useful. In traditional sales-driven SaaS models, sales development teams and account executives perform this function.

Technical Advisors 100

Technical Advisors Marketing SaaS Acquisition 100

Tom Tunguz

NOVEMBER 9, 2015

Founded in 2002, the Australian software maker Atlassian is an exceptional company in many regards. While the median SaaS company spends between 50-100% of their annual revenue on sales and marketing, Atlassian has spent between 12 and 21% of their revenue on customer acquisition in the last three years. range of 2.5

Benchmarks 124

Benchmarks Metrics Venture Capital SaaS 124

Neil Patel

MARCH 16, 2021

Most of today’s top names in blogging and marketing started around the 2002-2005 mark. Amazon’s sales increase by 1% for every 0.1-second A solid webinar can be recorded in 15 minutes and serve as a standalone product, a product launch piece, or a cog in your direct-sales funnel. Join Forces With Tomorrow’s Influencers.

Marketing 133

Marketing Subscription Payment Features Branding 133

Hull

JANUARY 22, 2019

In 2002, Aaron Ross's Predictable Revenue playbook from his time at Salesforce was published. It shared the repeatable process to operationalize sales, particularly sales development. For many in sales, this is the root of the playbooks they follow today. Integrate sales CRM (Salesforce). It made sense then.

SaaS Payments 77

SaaS Payments Technical Advisors Engineering Payment Solutions 77

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 95

Scale Sales Hiring Technical Advisors Automotive 95