SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). The Number One Thing You Can Do to Accelerate Your Business Post-Initial Traction is Hiring a Great VP of Sales. I don’t know anything about sales. More power to you.

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Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 264

Intercom, Inc.

JANUARY 16, 2020

?. Andrey Khusid, founder and CEO of Miro , hasn’t done many interviews. Here are five quick takeaways: In 2011, Forbes Magazine called RealtimeBoard (Miro’s previous iteration) “a virtual whiteboard on steroids” We chatted to Andrey about this description to see if the shoe still fits today. Short on time?

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Consulting Marketplace as a Service Scale Development 249

SaaStr

JUNE 19, 2020

Christoph co-founded Point Nine Capital in 2011. What about pipeline development, sales cycles, pricing, payment terms, other changes in customer behavior or user behavior? Christoph has invested in more than 20 SaaS startups and lives and breathes SaaS, everything from “A as in AI-enhanced B2B software” to “Z as in Zendesk”.

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Development Team Review Software Review Management SaaS Payments 155

Intercom, Inc.

JANUARY 5, 2022

You can also read the full transcript of the interview, which has been lightly edited for clarity, below. It allows companies to prove their real-time security posture just about any day of the year, so it accelerates their sales cycles and security reviews. Security on auto-pilot. Liam Geraghty: Adam, thank you so much for joining us.

Scale 211

Scale Software Review compliance Technical Review 211

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. I co-founded Talkdesk in 2011. So we decided to take you to know three specific topics which are hiring, culture and sales. Alex do you wanna you wanna start on the sales machine.

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Sales Hiring Scale Sales Recruiting Company Culture 112

ProfitWell

NOVEMBER 12, 2019

Put together a ‘pricing committee” comprised of members from sales, finance, product, marketing, and a coordinator who’s the driver of your research and strategy. Operations usually care about something totally different than marketing or sales when looking for a product. Wistia ended up doubling the number of new sales coming in.

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Payments Pricing Underperforming Technical Team SaaS Payments 45

Sales Hacker

NOVEMBER 17, 2020

Subscribe to the Sales Hacker Podcast. Our second sponsor is Outreach, the number-one sales engagement platform. Now, without further ado, let’s listen to this interview with Matt Klepac. Welcome to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:09].

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Scale Sales Hiring Underperforming Technical Team Travel 102

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

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Sales Hiring Sales Recruiting Scale Technical Advisors 194

OpenView Labs

NOVEMBER 18, 2019

With software “ eating the world ,” as Marc Andreessen wrote in the WSJ back in 2011, every company was going to be facing these technology-related problems. In 2019, success isn’t simply about your customers’ successes or how good your sales and marketing campaigns are. We had an idea. We had a market.

Payment Solutions 41

Payment Solutions Sales Hiring Payment Methods Payments 41

SaaStr

OCTOBER 22, 2020

Why was joining Okta the most challenging interview process he has experienced? Below, we’ve shared the transcript of Harry’s interview with Ryan. I do want to touch on the element of your actual joining, because I spoke to Frederick before the show and he said you have to, have to ask him about the interview process.

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Sales Hiring Scale Interviewing Technical Review 166

SaaStr

JUNE 25, 2019

I’ve been with the company since 2011. A little more about me, as I’ve said, I’ve been with Eventbrite since 2011. I started right at the end of 2011, and I started in the role of VP of engineering. This was what Eventbrite was in 2011 when I started. That’s my walk up music.

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Engineering Part-Time VPE Sales Hiring Scale 143

SaaStr

FEBRUARY 22, 2019

As for Nick, prior to Gainsight he was the CEO @ LiveOffice where he grew cloud archiving ARR from $2m in 2008 to $25m in 2011 and drove and negotiated the acquisition by Symantec for $115m in cash. What should the optimal sales to customer success relationship look like? Why does this have such a high rate of failure?

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Sales Hiring Customer Success Scale Sales Recruiting 117

SaaStr

JULY 1, 2021

Since 2011, over 500,000 projects have been built with PlanGrid. It became a part of our interview questions. What questions do you ask in the interview? It’s a team that’s only focused on a values type interview process. Every single candidate coming through Gusto does what we call a watermelon interview.

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VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 268

SaaStr

APRIL 25, 2019

So then you started your third UCaaS company, which is your current company now, DialPad, back in 2011. The first engineer that I sat next to … And I was in sales. I remember going through the interviews with some of the board and actually asking them, “Do you think I’m ready to do this?”

Acquisition 146

Acquisition Technical Review Systems Review AI 146

SaaStr

JUNE 10, 2020

Below, we’ve shared the transcript of Harry’s interview with David. David Politis: So I started BetterCloud in November, 2011, with the vision of providing exactly that, a platform to manage and secure these SaaS environments. Harry Stebbings. David Politis. Were you ready for it given you didn’t have a six month ramp time?

Scale 163

Scale Cloud Sales Hiring Technical Review 163

Intercom, Inc.

JULY 1, 2019

It turns a previously complex sales process into a simple sales processes with self-serve sign-up. Interview customers who have recently signed up for your product. You want to interview people who: Are trying to use your product. Here’s an example of Intercom, and how we changed this from 2011 through to today.

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Retention Onboarding Subscription Payment Features 223

SaaStr

JUNE 3, 2020

How does this hire correlate to your hiring in sales enablement? How does Mike make sales data really actionable within the company? What is the right way to structure their sales pipeline? What can be done to incentivize sales to be accurate in their sales data? * What are the different CRO profiles Mike has seen?

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Sales Hiring Scale Technical Advisors Systems Review 174

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. We’ve got an interview with Brandon Meyers , the chief revenue officer of ADARA. Subscribe to the Sales Hacker Podcast. Welcome to Sales Hacker Podcast. Sales enablement is easy. More sales meetings. We’re on iTunes.

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

Teamgate

JANUARY 14, 2019

Funny enough, a few weeks later – absolutely devastated and not knowing what to do next – I was attending a talk by investigative journalist Nick Davies (who uncovered the phone hacking scandal of 2011 related to Rupert Murdoch and who has been one of my favourite media idols ever). Why PR is important for B2B companies?

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Interviewing Startup Technical Review Technical Advisors 81

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. Comparing the 2018 public offering of Spotify to Pandora’s original IPO in 2011 is a major example.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Intercom, Inc.

MAY 17, 2018

Bob: I usually start with interviews to understand the difference between what they say and what they do, and to understand the things that happen to them or the things they want to happen – what we call the “causal mechanisms.” Des: One of the techniques I’ve seen in your JTBD interviews is that you sort of freeze time.

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Sales Hiring Interviewing Scale Underperforming Technical Team 202

SaaStr

OCTOBER 16, 2020

When engaging with bottoms up sales models, where does Paul identify the tipping points of going from bottoms up to top down? * Below, we’ve shared the transcript of Harry’s interview with Paul. Something I ever thought I’d be saying in a podcast interview. What does really effective product marketing mean to Paul?

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CTO Coach Sales Hiring CTO Hire Software Review 171

Andreessen Horowitz

NOVEMBER 28, 2023

About My First 16 Our new video podcast series My First 16 features interviews with founders and CEOs of fintech companies about how they acquired their initial customers and the hard lessons they learned along the way. And how we did that was, it’s a card that’s already linking to the point of sale device.

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Merchant Services Payment Methods Payments Payment Solutions 75

SaaStr

NOVEMBER 21, 2020

How should sales and marketing work together on pricing? Below, we’ve shared the transcript of Harry’s interview with Rob. Both of us and our third co-founder, Jason Purcell, were at a company called Endeca, which was a search engine for e-commerce, exited to Oracle for over a billion dollars in 2011. Harry Stebbings.

SaaS Payments 265

SaaS Payments Scale Payment Services Payment Solutions 265

Intercom, Inc.

OCTOBER 29, 2020

We’ve decided to do something a little bit different this week, and today’s episode won’t be an interview where I interview Des or vice versa, it’s just going to be a conversation between the two of us. We incorporated in San Francisco on August 15th, 2011, I think. Finding our North Star.

Payment Solutions 209

Payment Solutions Payment Methods Underperforming Technical Team Sales Hiring 209

SaaStr

APRIL 24, 2020

Below, we’ve shared the transcript of Harry’s interview with John. I think it was 2011 when they did the annual analyst meeting, and they dropped their revenue forecast by $100 million. The enterprise sales cycle will take a while, but we’re pretty happy with it. Harry Stebbings. John Mellor. Romain Lapeyre.

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Scale Leadership Strategy Technology 212

SmartKarrot

JANUARY 18, 2022

Found by Manohar Chapalamadugu in 2013, Agile CRM is an Indian SaaS company known for its sales and marketing solutions designed for SMBs. The company aims at providing a single platform for automated marketing, sales, and other services. The sales team can concentrate on developing customer relationships and converting leads.

SaaS Payments 11

SaaS Payments Payment Solutions Payment Methods Payments 11

SaaStr

SEPTEMBER 6, 2019

As for Jon, prior to being Chief Customer Officer at Box, he was Senior VP of Customer Success, responsible for all post-sales services Box provides from implementation to user adoption and more. Below, we’ve shared the full transcript of Harry’s interview with Jon Herstein. That was 2011. Jon Herstein.

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Sales Hiring Scale Underperforming Technical Team Software Review 130

Sales Hacker

NOVEMBER 4, 2019

This week on the Sales Hacker podcast, we speak with Zvi Guterman , founder and CEO of CloudShare. In 2011, he had a board-level disagreement with his shareholders … so he bought them out, to radically focus on his customers. Advice to sales people trying to reach the C-suite. Advice to sales people trying to reach the C-suite.

Scale 43

Scale CTO Coach Cloud New CTO 43

User Pilot

OCTOBER 20, 2023

TL;DR Product-led growth is becoming the go-to growth strategy and PLG tactics can help sales-led companies to improve customer experience. So even if your product or sector requires a sales-led approach , incorporating some elements of PLG will help you improve the user experience. Let’s get right to it.

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Trends Artificial Intelligence Management AI 105

SaaStr

JUNE 12, 2020

This interview was recorded in February 2020. Below, we’ve shared the transcript of Jason’s interview with Wade. But when you can’t afford domain names in 2011 because they’re all taken, you get the one with one P because that’s what’s available. This podcast is sponsored by Guru. Wade Foster.

Cloud 173

Cloud Engineering Sales Recruiting Scale 173

Sales Hacker

OCTOBER 29, 2020

Subscribe to the Sales Hacker Podcast. Driving diversity at the sales executive level [1:00]. October is Women in Sales Month. To celebrate, we are highlighting some of the best moments and insights shared on this podcast by female sales leaders who are elevating the entire sales profession. We’re on iTunes.

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Sales Recruiting Scale Sales Hiring Sales 58

SaaStr

OCTOBER 25, 2019

Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. How does Liat think about challenging the traditional sales model? Below, we’ve shared the full transcript of Harry’s interview with Liat Bycel or you can jump to the transcript of Jason’s interview with Loren.

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Sales Hiring Sales Recruiting Scale Underperforming Technical Team 112

Sales Hacker

APRIL 20, 2021

This week on the Sales Hacker podcast, we speak with Lloyed Lobo , Cofounder at Boast.AI. Subscribe to the Sales Hacker Podcast. On May 11th through 13th, we’re focusing on how to win all together in the new sales era. Lloyed Lobo : So we started the company many moons ago in late 2011, early 2012. We’re on iTunes.

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Scale Scaling Startup AI Search 93