Andreessen Horowitz

APRIL 23, 2024

They also talked about the difficulties — and potential advantages — of selling into small businesses, taking alternative approaches to interviewing candidates, and the importance of keeping culture a vital part of a company as it scales. We’re experimenting with it, but we haven’t made a massive investment.

Payments 102

Payments Forecasting Payment Services Payment Solutions 102

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. Arthur is a Principal at Knight Capital – an investment firm that specialises in B2B software businesses. What we discovered is companies sometimes struggle with scaling so we dived into the reasons for that.

Scale 52

Scale Scaling Sales Recruiting SaaS 52

The Angel VC

DECEMBER 12, 2018

The main reason is that your customer acquisition costs are highly front-loaded. While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

OpenView Labs

OCTOBER 26, 2021

The exciting thing about prototypes is that large-scale experiments can be built through open-source projects , which companies like Netflix and Linkedin will do as a strategic way of recruiting top talent. . If none exist, pick a price where the scaling mechanism is clearly tied to the buyer’s perception of value.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Tom Tunguz

MAY 18, 2015

Both companies eventually offered talent acquisition, performance management, and learning tools for human resources teams. Taleo initially focused on recruiting tools and SuccessFactors on performance management. But they started in different places. In fact, SuccessFactors spent twice as much for at least three years.

Sales Recruiting 100

Sales Recruiting Scale Software Acquisition 100

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Billion acquisition is just one milestone in the early innings of the company’s story. Does it have to be in person?

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

User Pilot

MAY 20, 2024

It provides a stable revenue stream essential for sustaining and scaling the business. Invest in inclusive design and make the UI accessible for users with different needs. Regularly communicate and engage with existing customers In the traditional sales-led model, the sales reps disappear as soon as they close the deal.

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SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. What were Steve’s biggest takeaways from seeing the hyper-scaling at AppDynamics? billion acquisition. What works?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Baremetrics

JUNE 30, 2021

If you're past the investment stage, having fine-grained numbers is typical. Take a look at conversion rates, customer acquisition costs, and overall financial performance. For instance, do you have a certain number of sales agents or current customers or a specific marketing activity planned? Determine the right KPIs.

Startup 98

Startup Sales Hiring Sales Recruiting Deferred Revenue 98

Sales Hacker

SEPTEMBER 19, 2018

Have you ever dreamed of becoming a VP of Sales? This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest-growing SaaS companies in the US, about what it takes to become a sales executive at a top company. Subscribe to the Sales Hacker Podcast.

Scale 73

Scale Sales Recruiting Sales Hiring Sales 73

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. We invest all over the country and very much in Europe as well including Paris. So we decided to take you to know three specific topics which are hiring, culture and sales.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

Unbounce

OCTOBER 18, 2021

When done right, marketing can be about more than return on investment or brand metrics. Y’know, the big-scale campaigns that go viral, make you cry with their upbeat messages of hope and wonder, and are forwarded to you by your Aunt Annette 10 years after the fact? But a great story doesn’t mean success is easy for the team.

Artificial Intelligence 136

Artificial Intelligence Marketing Scale Sales Recruiting 136

SaaStr

NOVEMBER 28, 2019

I remember talking to Belgium investors at the time and everybody said, look, enterprise software is dead, there’s no opportunity through investment. Teddie : And also we’ve seen the BI market that’s been acquisitions at the last. Felix : There’s no way to be successful with enterprise software.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

Point Nine Land

DECEMBER 12, 2018

The main reason is that your customer acquisition costs are highly front-loaded. While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

Point Nine Land

APRIL 9, 2021

Having invested in 9 B2B marketplaces and gathered data from 20+ different investors, here are our findings on what it takes to raise money in 2021 for B2B marketplaces. A technical co-founder or CTO is always a great-to-have at this stage and becomes a must-have as the business scales beyond seed. Economics and Acquisition ??

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59

Sales Hacker

JANUARY 28, 2020

This week on the Sales Hacker podcast, we speak with Ellie Tamari , the VP of North American Sales at Namogoo. Today we are incredibly excited to have a recent friend, member of the Boston chapter of the Revenue Collective, and female sales leader that came to the role somewhat later in life — Ellie Tamari. What You’ll Learn.

Sales Hiring 67

Sales Hiring Scale Sales Recruiting Management 67

The Angel VC

AUGUST 10, 2011

I recently wrote that investors (myself included) should do a better job of making their investment criteria transparent to founders. To put it as simple as possible, the health of a SaaS business is mainly determined by two factors: Customer lifetime value (CLTV) and customer acquisition costs (CAC). along the way.

Sales Recruiting 155

Sales Recruiting Startup Customer Lifetime Value SaaS 155

ChurnZero

MARCH 11, 2020

I wasn’t satisfied that we lost a customer, but I was now armed with valuable new information that would lead to a breakthrough in our sales model. From these discussions, we were able to gain incredible insights into the root causes of customer churn that informed our strategy from marketing and sales through product and service delivery.

Churn 52

Churn Scale Sales Recruiting Sales Hiring 52

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales Hiring 151

Sales Hiring Sales Recruiting CTO Hire Scale 151

ChurnZero

JULY 9, 2020

Sure, you won customers over to get the initial purchase, but what about your post-sale courting? This dual-channel approach makes better use of the Customer Success Manager’s deep expertise and limited time (especially for scaling teams) as opposed to using the session to explain remedial how-tos and tactics. .

Retention 64

Retention Strategy Scale Sales Recruiting 64

Intercom, Inc.

NOVEMBER 11, 2021

Users are recruiting your product to reach a specific outcome in their lives — whether that’s catching a flight to reunite with their families or using a productivity app to meet a deadline and impress their boss. Be selective about the outcomes you’re investing in. And therefore, it makes it really difficult to be able to scale.

Onboarding 254

Onboarding Sales Hiring Sales Recruiting Underperforming Technical Team 254

SaaStr

JANUARY 10, 2020

Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016. Does Bob agree with the notion that channel sales have completely died in the world of SaaS? At what scale does that become impossible? Loving our podcast content? Why is this?

Sales Hiring 131

Sales Hiring Scale Outsourcing Services CTO Hire 131

SaaStr

JUNE 2, 2023

With teams spread across the globe, they had to find new working patterns to scale their businesses in a distributed environment. Recruit diverse leaders The goal of hiring a revenue leader is to put gasoline on finding product market fit success. CROs should focus on capturing that unrealized demand which is not a sales-led effort.

Sales Recruiting 205

Sales Recruiting Sales Hiring Scale Branding 205

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

OpenView Labs

OCTOBER 17, 2019

We continue that practice today, and extend it to include roles that aren’t typically exposed to customers—operations people, accountants, recruiters, etc. For instance, recruiters with first-hand customer experience are able to give job candidates real examples of what it’s like to work at Zapier.

Sales Recruiting 45

Sales Recruiting Sales Hiring Scale Technical Advisors 45

SaaStr

APRIL 30, 2022

Customer Acquisition Cost (CAC). & Customer acquisition. Customer acquisition is basically how much do you spend in terms of sales people, sales team, and in terms of marketing to acquire a new customer. The key here is knowing what your sales model is. And there are basically two sales models out there.

SaaS Payments 227

SaaS Payments Metrics Payment Methods Scale 227

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

Part-Time VPE 193

Part-Time VPE Scale Sales Recruiting Sales Hiring 193

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. What’s their acquisition channel? Transcript. I did a lot of slides already.

Sales Hiring 194

Sales Hiring Scale Sales Recruiting Scaling 194

Stax

FEBRUARY 19, 2024

Software as a Service (SaaS) has made business software more accessible by offering cloud-based, on-demand access to a range of solutions, from project management and collaboration to sales and marketing. This creates an intensely competitive landscape with a higher churn rate, but greater customer acquisition opportunities.

SaaS Payments 88

SaaS Payments Payment Services Payments Payment Solutions 88

Unbounce

JUNE 16, 2020

I think channel distribution is one of the most promising and untapped acquisition channels for SaaS?—?especially With a $60 billion market in which to grow, these companies recognize that smart use of partnership channels can help them scale up while creating a win-win-win ecosystem for the company, the partner, and the customer.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Intercom, Inc.

JUNE 3, 2021

Where should you invest your resources? If you’re short on time, here are a few quick takeaways: You can’t balance short-term and long-term investments without considering the existing product strategy. Choosing the right investment is a balancing act of art and science. And yet, now might be a good time to hit the accelerator.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

SmartKarrot

AUGUST 9, 2022

Recruiting a new employee is typically significantly more expensive than retaining an existing employee. Furthermore, high employee turnover rates can also lead to a wide variety of potential issues, such as high costs associated with recruiting, onboarding, training new employees as well as advertising vacancies.

Scale 10

Scale Sales Recruiting Business SaaS 10

SmartKarrot

AUGUST 9, 2022

Recruiting a new employee is typically significantly more expensive than retaining an existing employee. Furthermore, high employee turnover rates can also lead to a wide variety of potential issues, such as high costs associated with recruiting, onboarding, training new employees as well as advertising vacancies.

Scale 10

Scale Sales Recruiting Business SaaS 10

yoursales

JANUARY 28, 2022

Sales Stack 2022 Sales Tools for Professional B2B Sales SALES STACK 2022: Sales Tools for. Professional Sales SALES STACK. 2021: Sales Tools. Sales W hich challenges would you like sales technology to solve for your sales team? What is sales technology here to do?

Scale 111

Scale Payment Methods Payment Solutions Sales Recruiting 111

Intercom, Inc.

FEBRUARY 6, 2020

“The shift from serving just consumers to serving consumers and companies is a massive one” For Udemy, investing in a B2B arm seemed too obvious, and too good, an opportunity to ignore. At the helm of Udemy for Business’ customer acquisition machine is their VP of Marketing Yvonne Chen.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243