Tom Tunguz

NOVEMBER 29, 2016

Starting in 2017, revenue recognition for SaaS companies will change, and SaaS startups will have more flexibility in the way they record revenue than in the past. Public companies must transition to these new regulations starting in 2017. Private companies have the option to migrate to these new standards in 2017.

SaaS 100

SaaS Consulting Benchmarks Startup 100

InsightSquared

NOVEMBER 17, 2017

A Sales Ops Playground: Dreamforce 2017. Dreamforce is the conference equivalent of becoming a sales ops professional and learning to use Salesforce for the first time. I was reminded of how the sales ops role is connected to every part of the GTM org and the potential that opportunity holds for the future of sales operations.

Scale 54

Scale Sales Travel Technology 54

SaaStr

OCTOBER 22, 2023

Other than your own, what app would you never let anyone take away from you no matter what: Marketo – It is essential for Setting Up Sales and ADRs to Win when the buyers have shown enough engagement to demonstrate that they are getting ready to buy. #4. This week we have Chandar Pattabhiram, CMO at Coupa! #1.

AI Search 246

AI Search Consulting Leadership AI 246

InsightSquared

OCTOBER 24, 2017

We are in the final two weeks of preparing for Dreamforce 2017 — building our session agendas, RSVPing to countless events and creating a list of hashtags to follow to ensure we stay informed throughout the week. Jason Jordan, @JasonRJordan : Sales Management expert, author, and speaker. Partner at Vantage Point.

Sales 63

Sales SMB Leadership AI 63

SaaStr

JULY 4, 2022

One of the crowd favorites has been Mark Roberge, all the way back to 2017. 2017: How the Best Outbound Sales Teams Are Managed. Mark first joined us in a terrific panel session on how the top outbound teams are managed, 2018: Sales Mistakes that Can Kill Your SaaS Business How to Avoid Them. Ok, now a look back!

Outbound Sales Team 212

Outbound Sales Team Scale Scaling SaaS 212

yoursales

JANUARY 9, 2017

SALES STACK 2017: THE TOOLS SALES STACK 2017: THE TOOLS SALES STACK 2017: THE TOOLS. A s a supplier for outsourced sales for SaaS businesses the sales stack is increasingly important. Last year we started listing and classifying the software tools in the sales stack. Then click here!

Scale 44

Scale Outsourcing Services Sales Recruiting Sales Hiring 44

Sales Hacker

FEBRUARY 28, 2018

In January, we announced a new initiative called The Sales Hacker Top 50 Awards. The Sales Hacker Top 50 Awards are an effort to show some love to the actual reps and practitioners on the front lines. Our Sales Hacker Top 50 Awards Categories Are: Sales Ops/Enablement. Sales Development. Sales Leaders.

Sales 84

Sales Sales Enablement Enterprise Development 84

Sales Hacker

NOVEMBER 13, 2017

This free online course bundle is packed with 50+ lectures from the leading minds in sales. Never forget the lessons you learned at Sales Machine! The post Free Sales Machine 2017: Encore Online Course Bundle appeared first on Sales Hacker.

Sales 40

Sales 40

SaaStr

NOVEMBER 23, 2019

If you have a good sales team, they are leaving nothing on the table. If they aren’t — you need a new VP of Sales). Whatever great work the sales team did in 2017 will be 100% behind them on Jan 2. A few ideas: Hire dedicated sales ops. This will take some of the pressure off the sales team.

Scale 223

Scale Sales Hiring Sales Investment 223

Tom Tunguz

NOVEMBER 1, 2022

By prioritizing sales & marketing, the company successfully lengthened runway to increase revenue, which eased the subsequent fundraising. Actually, the opposite is true: software companies spend more on R&D (research & development) & less on Sales & Marketing (S&M) as a percent of revenue today than six years ago.

Software 294

Software Trends Revenue Startup 294

InsightSquared

DECEMBER 18, 2017

The votes have been counted — we have InsightSquared’s favorite leaderboard songs of 2017. Check out the top 12 most popular leaderboard songs of 2017 among our customers here. ). #1 Engage and motivate your sales team to close more deals — Download our free leaderboard app today. . 1 Timber by Pitbull ft.

Engagement 59

Engagement Sales 59

CloseSaaS

JANUARY 10, 2017

I always find myself stumbling across these articles every new year: Is 2017 The Chatbot Year?, 2017 Will Be the Year of AI, 2017: The Year of Machine Learning, Intelligent Content and Experiences.

Trends 52

Trends Machine Learning Artificial Intelligence AI 52

Tom Tunguz

MARCH 27, 2022

Public software median inflation rate rests at 5% annually, including shares for new employees, retention grants for current employees and primary stock sales in the public market to raise cash. Microsoft (MSFT), Google (GOOG) and Facebook/Meta (FB) deflate their share counts, too. Trailing 2 Year Inflation Rate. Founded Year.

Startup 318

Startup Sales Hiring Government Outsourced Development 318

Tom Tunguz

DECEMBER 13, 2022

Today, the public markets value companies like it’s 2017. Fewer person hours means less marketing, sales pitches, & bookings. If the Series A market follows suit, the median series A will fall to $7.8m, which means a 28 person company will have 17 months’ of runway - effectively identical to 2010 runway.

Headcount 324

Headcount Venture Capital Finance Startup 324

SaaStr

MAY 22, 2023

Sales is hard again. Each year from 2017-2021 was easier than the prior year. But overall, this is how hard sales … is supposed to be in SaaS. Those who grew up in the Boom Times honestly just order-taking in sales. Back when VPs and Directors couldn’t just buy whatever tools they wanted. Competition is intense.

SaaS 235

SaaS Churn Sales Software 235

Sales Hacker

DECEMBER 21, 2017

The map of Le Bonhomme in France appears to be pretty average but it is the unique connection to a photograph within the holdings of the Still Pictures Branch which makes this map a favorite of 2017.

Construction 74

Construction Engineering 74

SaaStr

JUNE 1, 2022

Take it from Gartner, who is now predicting SaaS to grow 20% overall next year to $200 Billion in total sales. It’s not slowing down Salesforce, Snowflake, or almost any other SaaS or Cloud leader. Salesforce Growth: 2023 $31.8B (guidance) 2022 $26.5B 2021 $21.25B 2020 $17.1B 2014 $4.1B. Thank you Ohana! pic.twitter.com/CMhrBXgHSF.

Sales Hiring 307

Sales Hiring Acquisition Cloud Enterprise 307

SaaStr

DECEMBER 5, 2023

This is a level that hasn’t been commonly encountered since 2017-2018. Freeing up the budget, which was then directed into four main areas – hiring more salespeople, more sales engineers, professional services personnel, and creating a business value engineering team. Also, giving salespeople a renewal target.

Investment 148

Investment Scale Sales Hiring Marketing 148

SaaStr

FEBRUARY 15, 2024

Hilarie Koplow-McAdams joined NEA as a Venture Partner in 2017 and is focused on enterprise software and services. Prior to that, she was President at Salesforce, responsible for the company’s worldwide sales organization. A software industry veteran, Hilarie spent three decades at growth-stage companies in operating and board roles.

Scale 222

Scale Software Review Payment Features AI 222

Intercom, Inc.

OCTOBER 8, 2020

Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. For every company that’s executing the freemium model successfully, there are hundreds more that struggle and the tension it can create between sales, marketing, and product teams.

Scale 205

Scale Sales Hiring Software Review Technical Review 205

Tom Tunguz

JANUARY 17, 2021

Here are 2015 , 2017 , This year, I was certain the categories would have been influenced by COVID19. Dating is next, followed by battery companies, doubtlessly benefiting from the surge of electric vehicle sales and boom in consumer electronics. Video conferencing is no surprise: it’s the new office for many information workers.

Startup 362

Startup Software Engineering Finance Engineering 362

SaaStr

JULY 14, 2022

This led to our first meet-ups in 2013 and 2014, the first SaaStr Annual in 2015 , the industry’s leading podcast in 2016, the first SaaS founder coworking space in 2017, and SaaStr Pro , the first learning management system for SaaS founders in 2018. 2017 The Third SaaStr Annual: Scale Together. 2020 SaaStr Annual At Home.

Scale 271

Scale Sales Recruiting CTO Hire New CTO 271

SaaStr

MAY 28, 2021

But over time, it’s added a large enterprise and B2B component for marketers and others to track, manage and market videos that we’ll spend a bunch of time digging in on, as it’s the fastest-growing segment, growing from little-to-none in 2017 to 25% of revenue today. 75% self-service, 25% sales-driven.

Enterprise 261

Enterprise Scale B2B Metrics 261

SaaStr

APRIL 13, 2023

Back when CEO Dustin Moskovitz came to SaaStr Annual 2017 , they’d just crossed 20,000 customers). Even with a PLG-motion and a large self-serve base, sales & marketing is still 62% of revenue. So the long tail is material to Asana, and small customers regularly grow into larger ones. Wow, what a story!

SMB 228

SMB Outsourced Development Enterprise Scale 228

SaaStr

APRIL 28, 2019

Free also serves as a hunting ground for sales to find prospects and leads. You can see our fun video with Stewart Butterfield from SaaStr Annual 2015 where he said they’d never have a direct sales force. That’s way, way up from just 22% of revenue from $100k+ deals in 2017. That’s material, but not huge.

Scale 275

Scale Venture Capital SMB Enterprise 275

SaaStr

JUNE 9, 2021

CEO Peter Gassner is truly of the most impressive founders I’ve personally met and you can take a look at our deep dive from SaaStr Annual 2017 here not long after they’d IPO’d: One of many remarkable things about Veeva: it burned about $3m on the way to IPO. And that’s with a sales-driven, enterprise model.

Scale 286

Scale Cloud Enterprise Scaling 286

SaaStr

MAY 25, 2020

This one from 2017 Annual is really one of my favorite deep-dives with one of the top SaaS CEOs of all time. “How Top Sales Leaders are Adjusting Their Sales Process and More (an Open Discussion” The opening session from SaaStr Summit with the head of sales of Brex and Atlassian, on what’s changed and what hasn’t. #7.

Venture Capital 256

Venture Capital Scale Cloud Scaling 256

Tom Tunguz

FEBRUARY 23, 2018

from 2015 to 2017, a compound annual growth rate of 35%. In 2017, Dropbox generated more than $300M in free cash flow from ops, and for the past two years has sustained 30% cash flow from ops margins. This cash flow results directly from the sales efficiency of the business. At an estimated sales efficiency of 1.1,

Scale 214

Scale Acquisition Cloud Revenue 214

Andreessen Horowitz

NOVEMBER 21, 2023

In this episode, a16z partner Seema Amble talks with co-founder and CEO of Pilot Waseem Daher on how he thought about the importance of charging, how secondary signals often matter in an area like accounting, and never stepping away from doing founder-led sales. So we started the company basically in January, 2017.

Sales Hiring 83

Sales Hiring Sales Startup Pricing 83

SaaStr

MARCH 29, 2021

And it has been since 2017 or so! Take your existing sales cycle — and double it in terms of how long it will take to generate revenue from and with partners. For most partner programs, you may have to pay commissions twice: to the partner, and again to your own sales / success team. It’s partners and platform.

Payments 287

Payments Payment Solutions Payment Services Investment 287

Sales Enablement, SaaS and Growth

JULY 30, 2017

Leading sales enablement programmes for over 100 sales professionals is challenging, rewarding and lots of fun. The way I see it, my role primarily is to partner with the sales organisation, so sales reps are successful, which enables sales reps and by extension, HubSpot to grow.

Sales Enablement 100

Sales Enablement Scale Sales Underperforming Technical Team 100

SaaStr

NOVEMBER 3, 2023

Jonathan joined Toast as the SVP of Sales in 2017. A Glance at Toast’s Hypergrowth Journey When Jonathan joined Toast as the SVP of Sales, the company was Series B with $20M in ARR. Jonathan says around 75-80% of their sales team are field-based sales reps. Just six years later, he’s the CRO of the company.

Payment Methods 185

Payment Methods Acquisition Scale Payments 185

SaaStr

FEBRUARY 23, 2022

We talked with CEO Jeff Lawson below way back in 2017 about how to go multi-product. And take a look back at the early post-IPO days, how Twilio got there, and how they learned to love sales here in this classic SaaStr Annual session with CEO and co-founder Jeff Lawson: The post 5 Interesting Learnings from Twilio at $3.4B

Scale 198

Scale Cloud Scaling Acquisition 198

Intercom, Inc.

OCTOBER 9, 2018

For Sales Development Representatives, who are at the front line of sales teams, capturing attention is crucial to their success. — Des Traynor (@destraynor) August 15, 2017. Experimenting with video for sales. The post How sales teams can use video to turn leads into customers appeared first on Inside Intercom.

Scale 126

Scale Sales Scaling Engagement 126

Tom Tunguz

AUGUST 6, 2020

In 2017, I wrote the post Managers Must be Insane to Brainstorm in Groups. You schedule a meeting for the relevant people from sales, product, marketing, engineering, and customer support. Many people don’t participate and free ride hiding in the back of the room, unengaged. There might be ten people in the room.

Customer Support 268

Customer Support Engineering Product Marketing Management 268

SaaStr

JULY 27, 2022

Boterri’s company Accel invested in PayFit in 2017 and again in 2021. They built their sales funnel in the same fashion to empower customers with autonomous product discovery and conversions. Smaller organizations don’t typically respond to the long sales cycle or constant conversations and negotiations that an enterprise needs.

SMB 180

SMB Sales Hiring Scale B2C 180

Sales Hacker

AUGUST 4, 2023

Earlier this week, we announced that my new company, the GTMfund , has acquired my old company, Sales Hacker , from my…other old company, Outreach. I’ve gone through a mix of emotions, reliving the insane 10-year journey that came out of a young Max being naively intellectually curious about how to scale sales at a startup.

Scale 61

Scale Sales Hiring Sales Payments 61