SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. It’s an SMB SaaS company in the healthcare technology vertical. FULL TRANSCRIPT BELOW.

Sales Recruiting 258

Sales Recruiting Sales Hiring Scale Sales 258

ProfitWell

DECEMBER 4, 2019

Ever since John Koenig first coined the term “SaaS” back in 2005, the software-as-a-service industry has been one of the fastest-moving and creative in the world. The SaaS business model powering all of this activity is startlingly unique, still young, and inextricably tied to the power of cloud computing. What is SaaS?

Business Model 54

Business Model SaaS Payments Payment Methods Payments 54

OpenView Labs

FEBRUARY 5, 2021

For the longest time, B2B SaaS companies have failed to put much thought into their mobile experience because: People don’t work on mobile. The bulk of mobile traffic comes from developing nations (read: low budget). Even the biggest SaaS market, the U.S., By making the point clear, you avoid leaving a bad first impression.

Mobile 52

Mobile B2B Scale SaaS 52

OpenView Labs

FEBRUARY 3, 2022

As part of our last three annual finance and operating benchmarks surveys, we’ve asked nearly 2,000 startup founders and leaders of B2B SaaS businesses this simple question: “What’s keeping you up at night?”. Hiring a traditional outbound sales team to target CIOs used to be the norm for B2B sales. That talent pool has not kept pace.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

FastSpring

JANUARY 31, 2023

FastSpring handles everything from maintaining high authorization rates to paying end-of-year consumption taxes for SaaS companies. Luckily, most developers find it easy to integrate Stripe with most other software (however, you have to pay for each software separately). Like FastSpring, Paddle is an MoR.

Payment Services 136

Payment Services Payment Methods Merchant Services Payment Features 136

SaaStr

NOVEMBER 29, 2019

How does Allie advise other founders on scaling sales teams? So tell me, how did you make your way into the wonderful world of SaaS first, and then did you always dream of changing the world of environmental compliance and what was that kind of founding moment with Mapistry? What were the learnings from those mistakes?

Sales Hiring 132

Sales Hiring Underperforming Technical Team Technical Advisors Scale 132

Frontegg

DECEMBER 30, 2021

Passwordless authentication works well for all kinds of SaaS apps – legacy, on-prem, cloud-based, and even ones with hybrid setups. Without further ado, let’s take a closer look at the the main techniques that are powering the shift towards Passwordless SSH Authentication in SaaS app setups. Passwordless Authentication Methods.

Underperforming Technical Team 64

Underperforming Technical Team Identity management Software Review Scale 64

Frontegg

JUNE 24, 2021

Finding a comprehensive Passwordless Authentication solution is one of the most important things you need to get right while building your SaaS application. This kind of authentication works well for all kinds of SaaS applications – legacy, on-prem, cloud-based, and even ones with hybrid setups. PingZero (PingIdentity).

Identity management 103

Identity management Software Review Underperforming Technical Team Scale 103

BetterCloud

NOVEMBER 11, 2020

As I read more about SaaSOps (short for SaaS operations), to give her a better idea of what my new employer does, I learned two things. First, there’s a really obvious need for a set of processes and skills to manage a SaaS environment, especially since every organization uses so many of them. Or at least I think that’s what it is.”.

DevOps as a Service 52

DevOps as a Service Underperforming Technical Team Government Cloud 52

ProfitWell

JANUARY 6, 2020

If you don’t have product-market fit, you could be advertising to the wrong buyer personas and attracting the wrong buyers, leading to higher churn and poor retention. A high churn rate might be indicative of poor product-market fit. His startup, founded in 2015, strives to be the fastest email experience in the world.

Product Marketing 52

Product Marketing Underperforming Technical Team Marketing Advertising 52

Sales Hacker

FEBRUARY 7, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate. Calculating Growth Potential.

Scale 87

Scale Growth Hacking Scaling Sales Hiring 87

SaaStr

AUGUST 16, 2019

During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. As a manager observing their team, what are signs that an individual is burning out? What actions and communications must they adopt to ensure that this feeling of culture over performance is accepted by the team?

Scale 138

Scale Underperforming Technical Team Sales Hiring Interviewing 138

Upscope

JANUARY 10, 2019

SaaS metrics like LTV to CAC ratios are simpler to understand when you see real examples and why they're important. Companies developing their idea and in the early stages of generating revenue will see these metrics bounce around like an oompa loompa. Total Revenue 2015: $8,000,000 MRR: $790,162 MRR is monthly recurring revenue.

Metrics 40

Metrics SaaS Underperforming Technical Team Churn 40

OpenView Labs

AUGUST 27, 2020

This phenomenon is commonly seen in a few markets: productivity tools (think Calendly , Notion , Zapier or Airtable ) and developer tools (think Datadog , Twilio or Atlassian). Ideally, a cybersecurity tool runs quietly in the background, covering for the CISO and ensuring there are no weaknesses. View this post on Instagram.

Underperforming Technical Team 89

Underperforming Technical Team Scale Cybersecurity Social Media 89

Intercom, Inc.

MAY 24, 2018

This allowed a passionate audience to develop – and built enthusiasm ahead of the books’ full release. Give us a feel for your career to date: what brought you to Clearbit, and what’s the mission of your team there? We provide data for modern sales and marketing teams across all the products they already use.

Data 182

Data Scale Underperforming Technical Team Sales Hiring 182

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Joyce Johnson.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Intercom, Inc.

SEPTEMBER 26, 2019

And it’s not without good reason: nearly all software products with dominant market share started as apps but grew to the point where third-party developers began building valuable integrations on top of what these companies had already created. New Relic’s General Manager, Mark Weitzel, weighs in on how you can support your developers.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

OpenView Labs

JANUARY 29, 2020

Freemium in SaaS is old news. The much-discussed pricing strategy took over the SaaS world and helped fuel the phenomenal success of SaaS pioneers like Dropbox, Evernote, SurveyMonkey and Hootsuite. Freemium appeared to be declining in popularity and, when it was in place, drove next to zero new ACV for most SaaS companies.

Pricing 82

Pricing Payments SaaS Payments Payment Solutions 82

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. In Today’s Episode We Discuss: * How Bob made his way into the world of SaaS and came to found Crossbeam. * Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events!

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

User Pilot

JANUARY 12, 2024

It helps product managers motivate teams to action, impress stakeholders, and quickly derive actionable insights. A flow chart illustrating a SaaS company’s referral flow. A scatter plot shows the correlation between numeric variables – whether that correlation is linear or non-linear, strong or weak, positive or negative.

Data 92

Data Scale Payment Features Trends 92

SaaStr

JANUARY 14, 2020

In this presentation, Pluralsight co-founder and CEO Aaron Skonnard will discuss how Pluralsight successfully transformed its business to serve both individual and enterprise customers independently and will share his lessons for SaaS companies looking to tap into individual customers to sell into enterprises and vice versa.

B2B 133

B2B B2C Scale New CTO 133

Intercom, Inc.

JANUARY 5, 2022

In today’s data-driven SaaS scene, these can affect hundreds of millions of users and cause damage in the billions of dollars, and as compliance frameworks become requirements to do business, businesses are turning to third-party services that can help expedite and facilitate the process. And just continuing to push it higher with the team.

Scale 211

Scale Software Review compliance Technical Review 211

SaaStr

JUNE 3, 2020

In Today’s Episode We Discuss: * How Michael made his way into the world of SaaS and enterprise SaaS having founded and IPO’d an adtech business previously. * Who should be brought into the meeting other than the sales team? We’ve been in market since 2015, though, so we spent the first few years building.

Sales Hiring 173

Sales Hiring Scale Technical Advisors Systems Review 173

BetterCloud

NOVEMBER 1, 2017

At first blush, the “build” route for managing SaaS apps seems ideal. And if they buy (from a SaaS vendor, at that), they can devote more time to strategic initiatives that drive the business forward instead. One exec’s greatest failure: “I was seduced by a build scenario … it turned out to be a very poor decision”.

VP of Engineering 45

VP of Engineering Underperforming Technical Team Outsourced Development Engineering 45

Sales Hacker

AUGUST 18, 2020

If you missed episode 122, check it out here: Tips for Building a Diverse Team of High-Quality Salespeople with Wesley Ulysse. Okay, it’s not that easy, but Sapper Consulting has built REGIE to keep the promise of sales enablement and help carry the load to help keep your team doing what they do best, winning. We’re on iTunes.

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? So tell me, how did you make your way into the world of SaaS?

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Upscope

JANUARY 23, 2021

What sort of problems does having so many SaaS apps create? Enterprises have, on average, 288 different SaaS apps in usage across their businesses" The report by Blisfully was published in Oct 2019 so take into account that spending on SaaS has likely rocketed since then due to the pandemic forcing organisations to go cloud first.

Software Review 52

Software Review Onboarding Software Systems Review 52

yoursales

DECEMBER 19, 2022

Which problems are the most pressing for your and your B2B sales team? Which processes can and need to be powered by technology for you and your team to sell more? Trends which MAY impact your Sales Stack in 2023 Sales is in constant development. What customers want is help solving problems. Being a B2B buyer isn't easy.

Scale 86

Scale Sales Recruiting Sales Outsourced Development 86

GetUplift

DECEMBER 12, 2021

It’s a process that my team and I at GetUplift have used to 10x our clients’ conversion rates. I spent years researching the psychology behind purchase decisions and used that knowledge to develop a four step conversion optimization process deeply rooted in emotional marketing. Here’s an example of this thinking system in action.

Payment Methods 122

Payment Methods Marketing Payment Solutions Underperforming Technical Team 122

yoursales

NOVEMBER 8, 2023

Which problems are the most pressing for your and your B2B sales team? Which processes can and need to be powered by technology for you and your team to sell more? Trends which MAY impact your Sales Stack in 2023 Sales is in constant development. What customers want is help solving problems. Being a B2B buyer isn't easy.

Scale 52

Scale Sales Recruiting Sales Outsourced Development 52

Intercom, Inc.

JULY 26, 2018

Remarkably, the team stuck around with few exceptions. About five years ago, I had a couple other SaaS products in the survey space, and at the time getting things related to SaaS metrics was an exercise in futility with lots of Excel spreadsheets or hacking to get these little internal tools. This is a bad situation.”

Sales Hiring 137

Sales Hiring Underperforming Technical Team Startup Finance 137

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. Keep the promise of sales enablement and keep your team doing what they do best, which is winning. Welcome to the Sales Hacker podcast.

Scale 108

Scale CTO Hire Scaling CTO Coach 108

SaaStr

FEBRUARY 26, 2019

It’s going to change how everyone thinks about cloud and SaaS for ever. So we added the slide last minute, literally backstage before he came on, but Ryan and I did an event traction with Lloyed Lobo in like 2015, and it was probably in the upper right. Jason Lemkin: That was 2015. We’re just getting started.

Acquisition 126

Acquisition Sales Recruiting Scale Sales Hiring 126

SaaStr

JULY 8, 2020

We’ve been doing these SaaStr events since 2015, the SaaStr Annual. Personally, our team has been holding back a little bit. I think everyone needs some stability, whether it’s good, bad, or ugly or in the middle to survive. We’ve got two awesome other people on our team, Amanda and [Jamara 00:08:18].

Investment 158

Investment Technical Review Part-Time VPE Development Team Review 158

Chargify

SEPTEMBER 25, 2019

He launched Design Pickle in January 2015. Virtualized teams for support on implementation. Although Russ was now able to identify which ideas were a bad fit for him, he was still struggling to come up with a good one. However, it all came crashing down in September 2014, leading to what he called “my mid business life crisis”.

Subscription 40

Subscription Payment Features Consulting Business Model 40

Unbounce

MAY 17, 2022

How does the KlientBoost team do it? Too many conversion-happy marketers race to split test poor hypotheses and arbitrary landing page elements before setting their landing page foundation first. Poor hypotheses: Because marketers then misdiagnose the problem, their proposed solution also fails. Let’s use a B2B SaaS example.

Scale 145

Scale AI Search Underperforming Technical Team Sales Hiring 145