Intercom, Inc.

APRIL 25, 2019

However, when researchers at UC Berkeley and Stanford explored growth at more than 3,000 startups , their key finding was that premature scaling was the most common cause of failure. Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

Clouded Judgement

JULY 14, 2023

So far the economy seems to be holding on (while some leading indicators don’t look great), labor market is strong, and inflation is cooling. PagerDuty / Zoom opened up the IPO window in the Spring of 2019. 2019 saw ~15 and 2018 ~17 (these are all rough figures for US based IPOs). The right ingredients!

Cloud 130

Cloud Metrics Scale Software 130

InsightSquared

MAY 7, 2019

Sales is the Growth Engine. Sales is the engine driving SaaS company value. Top and bottom line performance are totally dependent on the sales organization and its performance. And sales expense is typically the largest expense item on a growth SaaS company’s income statement. Typical SaaS Sales Metrics.

Scale 102

Scale Sales Hiring Metrics Sales 102

SaaStr

DECEMBER 17, 2019

I thought I’d highlight then what the most popular pieces in 2019 were. (I’ll I’m going to not include the ones that were written before 2019. But for your SEO and content marketing folks out there, note the most read pieces weren’t even published in 2019. So go long on content. So go long on content.

Scale 132

Scale SMB Cloud Acquisition 132

SaaStr

MAY 22, 2019

Meet SaaStr’s Most Respected Leaders of 2019. Our most popular CEO, COO’s and Presidents that spoke at SaaStr Annual 2019. About Brian… Our metrics suggest that our attendees were very excited about Brian as a speaker. His high marks in our “speaker likes” metric lands him at number five on our list.

Scale 160

Scale Leadership Consulting Metrics 160

Intercom, Inc.

APRIL 22, 2019

His new venture focuses on creating a central knowledge network for scaling businesses so that employees aren’t wasting hours by chasing down important resources and company history scattered across a host of apps like Google Docs, SharePoint sites, Evernote and more. Collaboration pains increase as you scale. Short on time?

Scale 156

Scale Scaling AI Search Underperforming Technical Team 156

Tom Tunguz

APRIL 29, 2019

Also, we’ll compare metrics to a peer group with similar ACVs. Slack generated $105m in revenue in 2017, $221m in 2018 and $401m in 2019. Slack grew 110% and 82% in 2018 and 2019, compared to Zoom’s 149% and 118%. Slack’s sales efficiency exceeds 111%, which is sensational. in gross profit next year.

Benchmarks 270

Benchmarks Metrics Scale Revenue 270

SaaStr

JULY 24, 2023

Let’s look at nine interesting learnings about this leading company. #1 This chart shows the awesome power of high NRR and how you have to invest in customers that scale with you over time. #3 in ARR, but what a lot of people at scale have trouble with is getting new customers. At that scale, you need $100k and $1M+ deals.

Revenue 184

Revenue Scale Sales Hiring Cloud 184

SaaStr

MARCH 31, 2020

I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. That’s just not measurable on the revenue scale. Because you’re just not making profit from those leads anymore, okay? And that’s why we have a riff and conflict with sales.

Scale 131

Scale Scaling Sales Hiring Engineering 131

Intercom, Inc.

FEBRUARY 26, 2019

When it comes to scaling a business in 2019, one thing matters most: customer experience. For today’s prospects, that means providing a real-time, personalized buying journey. Last week we sat down with growth expert Sujan Patel to talk about how sales teams can create these experiences at scale – with chatbots.

Scale 112

Scale Sales Scaling Subscription 112

SaaStr

APRIL 28, 2019

As part of our new 5 Interesting Learnings series, here are a few: Freemium continues to scale for Slack, but now more as a lead gen tool. Free also serves as a hunting ground for sales to find prospects and leads. Slack notes this is now the primary value of self-service (lead generation vs. direct conversion).

Scale 275

Scale Venture Capital SMB Enterprise 275

SaaStr

APRIL 10, 2023

Anchor your startup strategy in a specific sales and service team. Nurture : Provide startup-specific resources to help them scale. We really anchor on these metrics where we can drive conversion rates higher, where we can drive average deal size higher. Serve : Avoid startup customers getting lumped into the overall base.

Startup 192

Startup Scale SMB Venture Capital 192

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

SaaStock

FEBRUARY 14, 2019

We’ve gathered LatAm’s leading SaaS founders, executives, and investors – as well as a few international faces – for an unbeatable few days of knowledge and networking. He is leading DGF Investimentos’ specialized early-stage investment group – DGF Inova. Talk: Scaling & Exiting: Dreams, Designs & Dramas.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Intercom, Inc.

NOVEMBER 5, 2019

Inspired by the release of our book Intercom on Sales , we wanted to take a fresh look at three big topics – speed, automation, and growth. We wanted to know: what are sales leaders doing to bring velocity to their sales cycle? How are they using automation to bring new efficiencies to their sales orgs?

Scale 139

Scale Sales Recruiting Sales Hiring Trends 139

ChurnZero

APRIL 27, 2021

In this article we will share some enlightening Q&A with our lead investors from our seed, Series A, and Series B funding rounds. 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. ChurnZero raised a $2.5

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

SaaStr

JULY 20, 2022

Weave started off as a dental ERP and comms platform (including VoIP / phone), and then expanded beyond that as it scaled. It’s a tough outcome for a team that is working hard to scale well into the nine figures of ARR. While these aren’t great metrics if Weave was enterprise, they are still solid for SMBs.

SaaS Payments 224

SaaS Payments Scale Payment Methods Payments 224

SaaStr

MARCH 5, 2019

In place of a traditional sales organization, we’ve invested in easy to use products. But let me step back to a metric. And we tried to make up a metric. And we’ll lead by example. Jason Lemkin : So I guess maybe the learning, which I still think about it, is that trust scale. I love to be transparent.

Scale 143

Scale Scaling VP of Engineering Sales Hiring 143

SaaStr

DECEMBER 20, 2019

292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. This interview originally aired as Episode 229 on April 29, 2019. How does Manny think about specialization within the sales function? Loving our podcast content?

Scale 139

Scale Sales Hiring Construction Education 139

Valuize Consulting

OCTOBER 26, 2021

For recurring revenue organizations, implementing a measurable digital engagement program for Tier 3 and 4 customers is the foundation for achieving industry-leading Net Dollar Retention. While it ranges based on the size and scale of your program, most companies tend to see results after 2 quarters or 6 months.

Scale 52

Scale Engineering Engagement Scaling 52

ChurnZero

AUGUST 30, 2019

Top 10 Customer Success Takeaways from SaaStr Scale. Yesterday, ChurnZero had the opportunity to attend and sponsor a brand new SaaStr event called – SaaStr Scale. It was a 1-day turbo-charged event in San Francisco with the best-of-the-best in Sales, Marketing, and Customer Success. SaaStr (@saastr) August 29, 2019.

Scale 40

Scale Customer Success Scaling Churn 40

Sales Hacker

DECEMBER 20, 2018

The path to sales enlightenment requires continuous self-learning, but there’s a real problem. That’s why we’ve rounded up the complete list of best sales podcasts to turbocharge your journey to achieving sales mastery. Listen To Sales Podcasts, Then Go Listen To Your Prospects! . Accelerate!

Scale 111

Scale Underperforming Technical Team Sales Social Media 111

SaaStr

MARCH 5, 2019

In place of a traditional sales organization, we’ve invested in easy to use products. But let me step back to a metric. And we tried to make up a metric. And we’ll lead by example. Jason Lemkin : So I guess maybe the learning, which I still think about it, is that trust scale. I love to be transparent.

Scale 132

Scale Scaling VP of Engineering Sales Hiring 132

ChurnZero

NOVEMBER 27, 2019

Top Five Customer SuccessCon Berkeley 2019 Takeaways. Last week ChurnZero sponsored Customer SuccessCon 2019 in Berkley, CA. Metrics Aren’t Just for Board Meetings – The Value of Customer Metrics is Immeasurable . Drivers for corporate growth are no longer limited to Sales and Marketing. As she explained: .

Scale 75

Scale Sales Hiring Onboarding Customer Success 75

SaaStr

JULY 26, 2019

Prior to founding Zylo, Eric was the VP of Sales @ Sprout Social leading the revenue operations for over 11,000 customers. Before Sprout Social he was VP of Sales at Shoutlet, responsible for global direct and channel sales teams and developing and managing strategic relationships. What was the founding moment with Zylo?

Sales Hiring 137

Sales Hiring Scale SaaS Payments Payment Services 137

SaaStr

OCTOBER 17, 2019

When it comes to seamlessly scaling your applications, a top-notch engineering team will be your foundation. Julian Lemoine, Co-Founder, and CTO of Algolia will share his lessons learned on how to stay focused and innovative as you scale while also avoiding the innovation for innovation’s sake pitfalls. Of course, not at scale.

Scale 120

Scale Scaling CTO Hire Part-Time VPE 120

SaaStr

MAY 17, 2019

As for Godard, he founded his first business, BigMachines, in 2000, a business he scaled to $50m in revenue and over 300 people up until it’s acquisition to Oracle 11 years later for $400m. Where does Godard believe that things really start to break down in the scaling of an organisation? How often should rep quota be hit?

Scale 144

Scale Sales Hiring Software Review Leadership 144

OPEXEngine

MAY 3, 2022

This SaaS metric is defined as the sum of Deferred Revenue and Backlog. Public companies report this metric in their filings, but the use of the RPO as a key performance indicator is sporadic. The latter obligation, also referred to as Backlog, makes up the non-invoiced amount of the Total Contract Value metric.

Deferred Revenue 59

Deferred Revenue Metrics SaaS Payments Payment Features 59

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. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 251

Sales Recruiting Sales Hiring Scale Sales 251

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. Want to see more content like this? Join us at SaaStr Annual 2020.

Cloud 100

Cloud Scale AWS Machine Learning 100

SaaStr

JULY 12, 2019

Prior to Pendo Joe was Chief Marketing Officer at Robin and before that he was the CMO @ InsightSquared where he led the transition from an email-driven leads model to an account-based marketing model. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. Missed the session?

Scale 132

Scale Sales Hiring Metrics Branding 132

SaaStr

SEPTEMBER 20, 2019

In Today’s Episode We Discuss: * How Janine made her way into the world of SaaS and came to be one of the leading CMOs today with Zoom. * How does Janine look to create alignment between sales and marketing? How does Janine look to reduce the friction when handing off between marketing and sales? What are the common causes?

Scale 127

Scale Sales Hiring Traceability Acquisition 127

SaaStr

JUNE 28, 2019

Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS community and leading early-stage SaaS fund with investments in Automile, TalkDesk, Algolia and more. Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. What are the 4 metrics that fundamentally matter in your business?

Outsourcing Services 112

Outsourcing Services Scale Sales Hiring SMB 112

SaaStr

JANUARY 11, 2020

So at little old team SaaStr, we historically did not really track social followers as a core metric. That became our core community metric (list growth). So we decided to do a bit of a conceit and create a “Total Social Followers” metric. And it wasn’t a total 5 goal until 2019. To a million.

Scale 151

Scale B2C Travel Cloud 151

SaaStr

MAY 10, 2019

In This Episode We Discuss: * How Jason made his way from Director of Product Management at Tradeshift to changing the way we think about scaling revenue operations with GoNimbly. * How does this change the type of metrics that we track? What does Jason view as vanity metrics? Why are they so damaging? What does this involve?

Sales Hiring 127

Sales Hiring Scale Underperforming Technical Team Consulting 127

SaaStr

AUGUST 16, 2019

Ep 257: Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice. During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. Justin Welsh.

Scale 133

Scale Underperforming Technical Team Sales Hiring Interviewing 133

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. And now it’s all about like, can you really scale and execute? Dev Ittycheria : Thank you.

Sales Recruiting 239

Sales Recruiting Sales Hiring Scale VP of Engineering 239