Baremetrics

NOVEMBER 10, 2019

This model allowed me to work with dozens of SaaS startups using spreadsheets, while we built our financial modeling software Flightpath. Although SaaS companies share many features across their business models, there is enough variation that requires differentiation in the financial model. Hiring Plan.

Deferred Revenue 111

Deferred Revenue SaaS Payments Sales Hiring Payment Services 111

Buffer Resources

OCTOBER 2, 2023

Business Snapshot Years in business: 6.5 Book sales: We make some money from this, but it’s more a marketing and authority building tool for the Collective. Growth Journey What’s been your proudest financial achievement as a business owner? At what point did you decide to hire employees or contractors?

Payment Methods 115

Payment Methods Sales Hiring Payments Business 115

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. What is the right way for startup founders to address sales rep onboarding? Missed the session?

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

SaaStr

MAY 21, 2019

Join Bessemer Venture Partners’ Byron Deeter and Kristina Shen as they take a look at trends and predictions for the cloud industry in 2019. And this doesn’t include companies like Ultimate, which are starting 2019 off strong as well. Everyone we hire is an integral part of the team, and so use hiring as a big lever.

Cloud 165

Cloud Scale Finance Retention 165

SaaStr

NOVEMBER 28, 2019

How does a startup that launched during the financial crisis in 2008 become a unicorn company in 2019? Felix Van de Maele, Co-Founder and CEO of Collibra, will be joined by Teddie Wardi, Managing Director of Insight Partners, to unpack how he built a unicorn company from idea to conception to record growth. People make the difference.

Sales Hiring 174

Sales Hiring Scale Sales Recruiting Government 174

SaaStr

OCTOBER 4, 2019

This podcast is an excerpt of Gillian’s session at SaaStr Annual 2019. You’re facing extremely long sales cycles, which doesn’t really align with the quick results you want to have as a business. So we have a dual business model, on one side, the SaaS, and then on the other side of the financial income.

Scale 119

Scale SaaS Payments SMB Sales Hiring 119

SaaStr

NOVEMBER 2, 2019

Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2 This podcast is an excerpt from Robert and Neeraj’s session at SaaStr Annual 2019.

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

SaaStr

OCTOBER 31, 2019

Bessemer Venture Partners’ Alex Ferrara takes a look at trends and predictions for the cloud industry in 2019. 2018 saw about $44 billion of value added to the public markets, companies like Dropbox, companies like DocuSign, and that has continued now into 2019. Usually, it requires an outbound sales motion.

Cloud 100

Cloud Scale AWS Machine Learning 100

SaaStr

NOVEMBER 21, 2020

How should sales and marketing work together on pricing? Rob Gonzalez: Operationally, I look at, in particular, my experience at Endeca, but also another startup that sold to pharmaceutical companies and other life sciences businesses and financial services companies called Cambridge Semantics. What does it take to expand effectively?

SaaS Payments 256

SaaS Payments Scale Payment Services Payment Solutions 256

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? How does Bob think about when is the right time to hire a Head of Partnerships? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? Why is this? What are the drivers of its death?

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

Navint

MAY 21, 2019

Recurring Revenue Conference presented by Sutton Capital Partners marked its fifth year on May 1, 2019, in beautiful Marina del Rey, California. He said he was intrigued by the compelling business problem that Zenefits was trying to solve and that end-customers found immense value in the platform. That calculated risk paid off.

Scale 45

Scale Revenue Underperforming Technical Team Sales Hiring 45

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Know what to Include in a Sales Incentive Plan. Keep it Simple.

Compensation 103

Compensation Sales Hiring Development Team Review Sales Recruiting 103

SaaStr

JANUARY 5, 2023

Founded in 2019, Laika (an enterprise-ready compliance platform) closed a $50MM Series C by the summer of 2022. Eva Pittas (Co-founder and COO at Laika) and Dicken Chaplin (CFO at Laika) discuss the value a well-versed CFO brings to their business as well as a few key lessons they’ve learned along the way. Hiring a CFO.

Sales Hiring 41

Sales Hiring Acquisition Forecasting Outsourced Development 41

Andreessen Horowitz

AUGUST 30, 2023

Instead of financial engineering and the improved management techniques that PE promotes , we’ll start seeing AI cut costs and make existing companies vastly more profitable…while also enabling new business models to emerge. Inside sales? As technology continues to improve, the answer is an unequivocal “yes.”

VP of Engineering 90

VP of Engineering AI Payment Methods Generative AI 90

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. Transcript: Harry Stebbings : All right, Ross.

Technical Advisors 156

Technical Advisors Scale Sales Hiring Sales Recruiting 156

OpenView Labs

SEPTEMBER 17, 2019

Most SaaS startups have a nearly limitless market opportunity, but don’t have the product, engineering, sales or marketing resources to gain traction in the entire market all at once. If we just build this one feature, we could sign up this major account.”. Each sales rep has their own way of finding new leads.”.

Benchmarks 41

Benchmarks Underperforming Technical Team Scale SaaS 41

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Flaws are being exposed, and a new model is imminent. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low.

Scale 106

Scale Sales Hiring Underperforming Technical Team Social Media 106

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 143

Enterprise Scale Sales Hiring SMB 143

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Chart Mogul

OCTOBER 3, 2019

The customer acquisition cost can help you create, measure, and improve a business model that will put your business on the path to profitability. You’re starting a new business. How about your business model ? Use CAC to align your business model. Let’s play a little thought experiment.

Acquisition 91

Acquisition Underperforming Technical Team Startup Customer Lifetime Value 91

ChurnZero

JANUARY 13, 2022

Amir will lead all post-sales functions, helping customers use the full scope of their products and services to unleash the power of CentralSquare in their communities. Ellen joined Forescout in 2010 and has been instrumental in driving cross-functional efforts between sales, product, and engineering to deliver on customers’ technical needs.

VP of Engineering 98

VP of Engineering Customer Success Outsourcing Services Technical Review 98

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. This podcast is an excerpt of Claire’s session at SaaStr Annual 2019. You can read the full transcript of the session below.

Scale 115

Scale Payment Services Payment Methods Sales Hiring 115

Intercom, Inc.

FEBRUARY 21, 2019

I was flying on a plane one day as a flight attendant, and I met an executive at Microsoft who told me that they were bringing onboard a new bunch of younger employees, and Microsoft typically doesn’t hire people out of college. Every region in the world has very different business models. It’s not one size fits all.

Education 123

Education Sales Hiring Software Review Sales Recruiting 123

Sales Hacker

MARCH 16, 2020

This week on the Sales Hacker podcast, we speak with Luigi Mallardo , Chief Revenue Officer at Woffu. Luigi is a long-time CRO and sales leader in the European community, and he’s also the chairman of the Barcelona Revenue Collective. Let’s hear from Luigi about the subscription economy and the subscription business model!

Revenue 77

Revenue Scale Sales Hiring Subscription 77

SaaStr

SEPTEMBER 19, 2019

This time, five minutes in this guy who’s really friendly and really enthusiastic, like with a big smile on his face, says, “Guys, I am so concerned about your business model.” Just operate your business, hire good people.” What were your first three hires and why?

Scale 112

Scale Sales Hiring Software Review Scaling 112

FastSpring

MARCH 27, 2023

“It got us thinking: Why is there no purpose-built operating system for corporate learning and development teams, when their jobs are so strategic to the business, and they’re managing massive budgets, but they can’t track things like ROI?” And I just started a consulting business, it was a service business.

Payment Solutions 111

Payment Solutions Payment Services SaaS Payments VP of Engineering 111

Outseta

APRIL 14, 2020

When you work for yourself you can also build the advantages that you need into your business model because you call the shots—opt for offering your services on retainer basis in order to give yourself a bit more stability than you’d have selling contract based work.

Payment Methods 68

Payment Methods Payment Solutions SaaS Payments Payments 68

OpenView Labs

SEPTEMBER 18, 2019

At Stripe , we build infrastructure that allows internet businesses big and small to accept payments from anywhere. The businesses we serve are either global, or on a path to it, so Stripe has to be global too. You need to assess each opportunity through the unique lens of your specific business, and make your decision from there.

Payment Methods 40

Payment Methods Sales Hiring Payment Services Payments 40

Chart Mogul

OCTOBER 3, 2019

The customer acquisition cost can help you create, measure, and improve a business model that will put your business on the path to profitability. You’re starting a new business. How about your business model ? Use CAC to align your business model. Let’s play a little thought experiment.

Acquisition 52

Acquisition Startup Underperforming Technical Team Customer Lifetime Value 52

ChurnZero

APRIL 27, 2021

Other signs of explosive growth potential at this early stage are a highly efficient sales motion, though this is most often still a work in progress at this stage. Interest from channel partners and sales via channel partners can be another meaningful indicator. . I’ve seen this so many times that is has become predictable. .

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

Sales Hacker

DECEMBER 30, 2019

This week on the Sales Hacker podcast, we speak with Justin Welsh , Founder at The Official Justin. Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. Top mistakes companies make (hint: it’s hiring). How to manage downwards and upwards.

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. We’re on iTunes.

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

ProfitWell

AUGUST 18, 2020

In this new business model, customers hold the power--they expect better service, better products, better experiences, and better prices from companies they purchase from. As a new, and in some ways, more preferred revenue model, new players are entering the SaaS and subscription market every day.

SaaS Payments 111

SaaS Payments Payment Methods Underperforming Technical Team Outsourced Development 111

Kellblog

DECEMBER 27, 2021

2019 dipped a bit, but 2020 came back strong, and 2021 looks to be a blockbuster [14]. But don’t, don’t, don’t — for example — hire 10 sellers because they’re in the plan: hire them because the CRO made the last 10 productive and wants to hire 10 more. 24] Reverse causation. [25]

Blockchain 142

Blockchain Technical Review Venture Capital Sales Hiring 142

Sixteen Ventures

DECEMBER 31, 2019

In 2019 I worked with amazing companies, venture capital firms, and startup accelerators around the world. Sales Process Engagement. Customer Success-driven Sales. Designing a Sales-to-CSM Handoff that Actually Works. Sales is Part of Customer Success. Orchestrating Sales and Customer Success Alignment.

Customer Success 136

Customer Success SaaS Payments Payment Solutions Payment Services 136

User Pilot

MAY 19, 2021

Companies with VC backing and high growth spend 50% more on sales and twice as much on marketing vs. lower growth equity-backed companies. The first thing you need to know to craft a successful marketing plan is…what your users “hire” your product for. Does it help marketing managers publish posts faster?

B2B 119

B2B Marketing SaaS Social Media 119

SaaStr

JANUARY 14, 2020

We had run around the world and we would show up to a company using technology in some interesting way and we would teach them for four, maybe five days straight, and that was our business model. We didn’t just phase it away, we didn’t try to sell it, we just shut it down. As the CEO, I had to really listen.

B2B 133

B2B B2C Scale New CTO 133