SaaStr

MAY 24, 2024

Lemkin expresses concern about the changing work ethic and loyalty of sales and marketing professionals, observing a trend of multiple job-holding and lack of commitment. Revenue per employee has doubled since 2021, leading to budget cuts and the necessity for leaders to achieve more with fewer resources.

Sales Hiring 235

Sales Hiring Outsourcing Services Technical Review Scale 235

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. On the sales side, people hired way too much.

Sales Hiring 242

Sales Hiring Sales Recruiting Scale Headcount 242

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. If there were one or two metrics or data points that Nick learned at Gainsight by sitting in on board meetings, what were they? It probably won’t go back to 2021 levels, but it will be some kind of growth.

Sales Hiring 234

Sales Hiring Customer Success Scale AI 234

SaaStr

NOVEMBER 25, 2023

Jameson Yung, SVP of Sales at Gong, and Sam Blond, Partner at Founders Fund and previous CRO at Brex, share five tactical ways to get back to growing and hitting revenue targets. Create/ track a leaderboard so i f someone is below average in sales, it’s objective. If you look at the number of Sales vs. Marketing.

Sales Hiring 190

Sales Hiring Underperforming Technical Team Revenue Sales 190

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. It all sounds a bit harsh at first — compared to the Go Go days of the 2021 or so. 40% attainment?

SMB 268

SMB Sales Hiring Enterprise Metrics 268

SaaStr

FEBRUARY 28, 2022

A few ideas on how to help the sales team make this your best year so far: Hire dedicated sales / revenue ops. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. If that’s you, or your VP of Sales, or even your VP of Marketing … it can sort of work for a while.

Scale 241

Scale Sales Hiring Sales Enterprise 241

SaaStr

OCTOBER 28, 2022

In 2021, there was much less focus on efficiency and more on revenue metrics like ARR. In 2021 there was a lot of emphasis on top-line revenue growth, what percentage year-over-year was the business growing, and less emphasis on things like gross margins and quality of revenue.”. A New SaaS Playbook.

Sales Recruiting 196

Sales Recruiting Sales Hiring Leadership Interviewing 196

SaaStr

AUGUST 7, 2023

Learn about the most important SaaS metrics for founders in 2023 with the CEOs of the most metric-oriented company, monday.com, and the founder of SaaStr. For a quick recap on SaaS metrics: What is ARR in SaaS? So now we must be smarter about the most important SaaS metrics because they matter again.

Metrics 185

Metrics SaaS Sales Hiring Finance 185

SaaStr

MAY 4, 2023

The toughest metric is new customers. While NRR remains high, new customer growth as slowed to 13%, down from 24% a year ago and 32% in 2021. But new business is a lot tougher than 12 months ago, let alone 24: Founder CEO Matthew Prince was refreshingly honest about what was happening in sales. Billion in ARR !

Sales Hiring 249

Sales Hiring Scale Cloud Sales 249

OpenView Labs

FEBRUARY 3, 2022

It’s one of my favorite questions, even though it’s really not a financial or operating metric at all. . Startup founders are seeing hiring become their day jobs . In 2021, 42% of founders were kept up at night by concerns about hiring the best talent. Software companies are hiring significantly more than ever before.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

Sales Hacker

FEBRUARY 2, 2024

Now, let’s take this idea and apply it to the world of marketing metrics. Knowing that people are incentivized by what they’re rewarded for, marketing metrics boil down to alignment. Marketing should be accountable for signups, trial starts, seats, monetized seats, and self-serve ARR. ➝ Driving pipeline for sales (SLG).

Metrics 93

Metrics Revenue Scale Marketing 93

SaaStr

MAY 27, 2024

Public valuations are still at a fraction of their 2021 peaks, but seed rounds are more expensive than ever. His best deals by cash are: Sales Loft : $2.5 He didn’t predict that Sales Loft, Pipe Drive, and Harry’s would be his top three cash returners. Is it sustainable? billion cash, $100 million ARR. billion cash.

CTO Hire 176

CTO Hire Development Team Review Software Review Technical Review 176

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. Together we combed through AngelList and found companies that we saw potential in, however, most were not hiring.

Scale 251

Scale Sales Hiring Sales SMB 251

SaaStr

JUNE 22, 2021

— Jason BeKind Lemkin (@jasonlk) June 22, 2021. The other day I saw a VP of Sales flame out and resign with no notice from a SaaS company doing $10m ARR growing quickly. There were a lot of flags in this hire, but I remember one vividly. The original version here on Lattice Engines’ Sales and Marketing Hub.

Sales Recruiting 294

Sales Recruiting Scale Sales Hiring Revenue 294

SaaStr

SEPTEMBER 1, 2023

The last SaaS leader to IPO was HashiCorp back in Dec 2021. But the metrics, especially for an SMB-focused SaaS business, are breathtaking. 14 Month CAC CAC (Customer Acquisition Cost) is one of those metrics there are about 10,000 ways to calculate. So we’re finally, almost back from the IPO Drout in SaaS.

Scale 214

Scale SMB Sales Hiring Interviewing 214

SaaStr

JULY 22, 2021

Make the sales team ask. And make it a top metric for the company. — Jason BeKind Lemkin (@jasonlk) July 21, 2021. More here: SaaStr | Customer Success Is A Single Digit Hire. Hire someone to own customer marketing. In fact, it’s still their #1 source of new customers. Then, set a goal.

Sales Hiring 356

Sales Hiring Scale Customer Success Branding 356

Kellblog

JANUARY 30, 2021

That said, I’m back on the proverbial horse, so let’s dig in with a review of our 2021 predictions. Hopefully it becomes real in 2021. Kellblog’s Ten Prediction for 2021. Will there still be 12-legged sales calls? 2020 Predictions Review. Ongoing social unrest. No explanation necessary. A desire for re-unification.

Technical Review 143

Technical Review Payment Services Payments AI Search 143

Neil Patel

FEBRUARY 19, 2021

Current 2021 Trends in Entrepreneurship. Micro-influencers are helping drive sales, especially in niche markets. You can quickly scale and alter your apps based on metric tracking and customer feedback. In 2021, don’t let a lack of IT expertise hold you back from innovating. Hire Employees With Specialized Skill Sets.

Entrepreneurship 144

Entrepreneurship Payment Methods Trends Payment Services 144

Chart Mogul

SEPTEMBER 17, 2020

Answering the most common and most pressing questions about MRR to guide your 2021 planning. While I was researching this topic, I reached out to our Customer Success and Sales teams to see if many customers were coming to them with questions about MRR. MRR is one of the most important metrics for subscription companies of any kind.

Payments 145

Payments Revenue Payment Features SaaS Payments 145

SaaStr

JULY 10, 2021

As part of the run up to 2021 SaaStr Annual in the SF Bay Area Sep 27-29, we’re taking a look back at some of our top sessions of all times. As a founder/CEO, building your first management team is something that you often lose sleep over. Which role should you hire for first? Get best price tickets here!!! And for good reason.

Sales Hiring 252

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 252

OpenView Labs

MARCH 24, 2021

Without fail, every week I speak to 5–10 startup founders who are dealing with one of these two painful situations: They’re going through the process of parting ways with the wrong VP of Sales or the wrong enterprise salespeople. For either one, the bottom line is that the cost of a bad hire is significant.

Sales Hiring 56

Sales Hiring Underperforming Technical Team Company Culture Interviewing 56

SaaStr

JULY 25, 2021

As we gear up for 2021 SaaStr Annual, I wanted to highlight some of my very favorite Annual sessions from the past you may have missed. They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. Jyoti Bansal: Let’s switch topics to sales.

Sales Recruiting 241

Sales Recruiting Sales Hiring Scale VP of Engineering 241

OPEXEngine

APRIL 8, 2021

What Are the Most Significant Factors Impacting the Business Environment for Your Company in 2021? Fundamental shifts in customer buying, big changes in workforce expectations, and rapid movement in the competitor landscape are what SaaS companies expect to have the most impact on business in 2021. Many companies slowed hiring in 2020.

Sales Hiring 59

Sales Hiring Sales Recruiting SaaS Business 59

SaaStr

NOVEMBER 28, 2021

.” Nearly a decade and 500 episodes of the podcast later, we invited back our original SaaStr podcast host, Harry Stebbings of 20VC for a catch-up chat with Jason to discuss the world of venture today and how to scale a successful SaaS sales team from the bottom up. You never get to spend less time in sales as a SaaS CEO.

Scale 178

Scale Sales Hiring Sales Recruiting Scaling 178

SaaStr

FEBRUARY 2, 2022

WebEx may have been the original PLG outfit, having effectively mixed both its service model with its sales model, and expanded its success with small and medium businesses into the enterprise and individual market. At this milestone, New Relic found that we needed IT to continue growing, and that required breaking out the big guns in sales.

Sales Hiring 217

Sales Hiring Scale Enterprise Mobile 217

Kellblog

FEBRUARY 27, 2022

Question: how much does a $15M SaaS company spend on sales and marketing as a percent of ARR? Charts like this, from OpenView’s 2021 Financial & Operating Benchmarks survey , help us answer questions like that all the time. But that’s all SaaS Metrics 101. This situation is very common. This is a mistake.

Sales Hiring 129

Sales Hiring Marketing Sales Benchmarks 129

OpenView Labs

NOVEMBER 30, 2021

In 2021 the ‘ Rule of 40’ died, according to our latest 2021 Financial & Operating Benchmarks report that launched last week. . ARR business to be top quartile in 2021 they now need to be growing at 300% or faster. To state the obvious: hiring has never been harder. Today growth appears to be all that matters.

Payment Services 80

Payment Services Benchmarks SaaS Payments Merchant Services 80

SaaStr

MARCH 15, 2024

His first company was Personify and he went on to be a VP of Developer Relations at Salesforce, then hire number 11 at Dropbox, CEO at Heroku, and an investor and on many boards before landing as the current CEO at Vimeo. How Does Vimeo Handle Long-Tail PLG vs. a Very Sales-Led Motion? This is how Adam ended up at Vimeo. It doesn’t.

AI Search 215

AI Search SaaS Advertising Sales Hiring 215

SaaStr

AUGUST 11, 2021

— Jason BeKind Lemkin (@jasonlk) August 11, 2021. A ways back at SaaStr, we did a post “If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days” At first, so many VPs of Sales I know hated the post. A great VP can’t always double sales in a month or two. They can’t hire.

Sales Recruiting 262

Sales Recruiting Scale Sales Hiring Scaling 262

SaaStr

AUGUST 13, 2021

— Jason BeKind Lemkin (@jasonlk) August 11, 2021. At least break out who is handling all the key functions, and how and when you are hiring to fill them: Sales lead, Marketing lead, Product lead, Engineering lead. A Fully Baked Financial Model — Including Crystal-Clear MRR and Operating Metrics.

Scale 276

Scale Sales Hiring Venture Capital Headcount 276

SaaStr

JULY 24, 2023

High NRR is magical, but NRR as a metric isn’t a GAAP metric. As you build up a great sales team, they’ll get better at getting revenue up front, and that’s great up to a point. Some people want to move to a PLG model because they think it’s cheaper than Enterprise sales. But you know what isn’t? Revenue growth.

Revenue 188

Revenue Scale Sales Hiring Cloud 188

Baremetrics

MAY 13, 2021

All the data your startup needs Get deep insights into your company's MRR, churn and other vital metrics for your SaaS business. Rather than manually creating a cash flow model or sales model, you might choose to use a cash flow modelling software to reduce the amount of effort involved in these predictions. Try Baremetrics free.

Payment Services 78

Payment Services Payment Solutions Payment Methods Payments 78

SaaStr

APRIL 7, 2022

— Jon Ma (@jonbma) March 27, 2021. We took the series A, interesting enough, the first executive hired by, thanks to the sales coaching, actually was marketing. Growth for us is about massive scaling and hiring. seed round. 2015: $1m rev. 2016: $3.5m 2017: $30m rev. 2018: $155m rev. 2019: $336m rev. 2020: $607m rev.

Sales Hiring 250

Sales Hiring Scale Sales Recruiting Outsourcing Services 250

ChurnZero

MARCH 18, 2022

With so many SaaS metrics floating around, and even more opinions on when and how to use them, it can be hard to know if you’re measuring what really matters. Leading SaaS expert, Dave Kellogg, and ChurnZero CEO, You Mon Tsang, sat down to answer all the questions you want to know about SaaS metrics like ARR, NRR, GRR, LTV, and CAC (i.e.,

Customer Success 98

Customer Success Metrics SaaS Banking 98

ChurnZero

DECEMBER 28, 2021

Leading the way, Google released their Year in Search for 2021. Who would have thought that 2021 would be the year the world searched for “y2k” more than ever before? Here’s ChurnZero’s greatest hits compilation of our top content, milestones, and happenings from 2021. Top 10 Articles from 2021.

Sales Hiring 52

Sales Hiring Headcount Customer Success Outsourced Development 52

OPEXEngine

APRIL 14, 2021

What Are the Most Significant Factors Impacting the Business Environment for Your Company in 2021? This is the second analysis in a three-part series that highlights different business observations uncovered when we conducted our Q1 2021 SaaS CFO Pulse Survey in March. . Top Finance Growth Initiatives in 2021.

Investment 52

Investment Sales Hiring SaaS Finance 52