Intercom, Inc.

MAY 8, 2019

We specifically wanted to pick her brain all about customer acquisition : just how does HubSpot do it, and what marketing tactics do they deploy? With the advent of word of mouth marketing, she along with the HubSpot leadership team is steering the company to do things differently. ” Emerging customer acquisition channels.

Acquisition 116

Acquisition Scale Underperforming Technical Team Advertising 116

SaaStr

NOVEMBER 23, 2022

A tenant of leadership is not just building trust, but vulnerability. Angolia recently acquired another company, and Angolia had to figure out how they would hit the numbers required to make a return on the acquisition. That vulnerability can be a building block for team trust and solid leadership. Key takeaways.

Underperforming Technical Team 271

Underperforming Technical Team Leadership Outsourced Development Finance 271

SaaStr

NOVEMBER 8, 2022

As someone who grew Snowflake by 300% in the previous two years with a 0% turnover, you’ll want to hear his tactical strategies for those in leadership roles. . Most of you are familiar with the customer life cycle, including customer acquisition, onboarding, adoption, cross-selling and upselling, and retention. .

Underperforming Technical Team 219

Underperforming Technical Team Technical Review Acquisition Company Culture 219

Stax

FEBRUARY 20, 2024

Early in his career, he worked at Microsoft, advancing in technical and leadership roles over 17 years. These leadership changes follow a number of new executives joining Stax’s team, including Rowe as CEO, as well as Stax’s acquisition of Atlantic-Pacific Processing Systems.

CTO 88

CTO Stax Payments Merchant Services 88

SaaStr

APRIL 17, 2024

Build trust, which is essential during an acquisition. In general, your valuation is a hard floor on a good acquisition price. You’d essentially be walking away from a $100M acquisition in that moment. Once you sign an LOI, you aren’t engaging in acquisition talks with anyone else, which means they have all the leverage.

Underperforming Technical Team 161

Underperforming Technical Team Development Team Review Data Technical Review 161

User Pilot

FEBRUARY 13, 2024

PM280 Group’s webinar emphasizes the importance of a strong team culture in enhancing product management leadership and team success. Chameleon’s webinar with Janna Bastow highlights the deep significance of customer centricity in product leadership for organizational success.

Sales Hiring 105

Sales Hiring Generative AI AI Leadership 105

SaaStr

APRIL 25, 2019

Thanks so much everyone for joining us for our fireside chat today, disrupting the desk phone: how and why we made a $50 million acquisition. Jessica Lin : So we’ll chat more about analogy, really milk that, and again, you’ll hear, especially throughout this session why this is not really a story about just one acquisition.

Acquisition 146

Acquisition Technical Review Systems Review AI 146

Kellblog

MARCH 4, 2021

To me, Nuxeo is a tale of technology leadership combined with market focus, teamwork, and leadership. .” Eric remains one of the few people who — when he interrupts me saying “got it” — that I’m quite sure that he does. All to produce a great result.

Acquisition 74

Acquisition CTO Leadership Technology 74

Tom Tunguz

AUGUST 2, 2016

Channel distribution represents one of the biggest and most important changes in customers acquisition for SMB SaaS startups in quite a while. As many of these channel partners move to newer distribution models, the brokerage channel model in particular, they represent an efficient and leveraged customer acquisition channel.

Outsourcing Services 108

Outsourcing Services SMB Acquisition Scale 108

SaaStr

SEPTEMBER 25, 2023

Additionally, with a new automation product acquisition, multiple teams were able to use this integration to advance growth goals. Ensure you have executive leadership alignment. This means uniting behind North Star performance metrics. For example, Greenhouse aims to exceed 30% YoY growth at break-even. It all starts at the top!

Enterprise 258

Enterprise Marketing Sales SaaS 258

SaaStr

SEPTEMBER 3, 2019

There’s a little bit of work to do still, but you know, tonight the title of my talk is how to make user acquisition practically free. The post How to Make User Acquisition Practically Free with Lambda School (Video + Transcript) appeared first on SaaStr. Who has heard of Lambda School, out of curiosity? Thank you so much.

Acquisition 136

Acquisition Software Review Payment Methods Payments 136

SaaStr

DECEMBER 29, 2023

Q: How do you stand out in terms of customer acquisition against large competitors who aren’t incorporating AI? ARR asks Jason how he sees the best companies steering into metrics and KPIs to drive performance at a leadership level. Fire anyone within your company who isn’t metrics-oriented, especially on leadership.

Scale 231

Scale Sales Hiring Customer Success AI 231

SaaStr

OCTOBER 17, 2022

As soon as you have a repeatable methodology around customer acquisition. You can figure it out with your leadership team and a whiteboard. The most important part of planning your CS program is mapping out your customer journey. This is where most companies get hung up. Just do it. What should your CS team look like?

Customer Success 226

Customer Success Sales Hiring Scale Leadership 226

Navint

DECEMBER 10, 2021

After a period of strategic growth, office expansion and leadership appointments, Navint celebrated yet another milestone last week with the announcement of its acquisition by business transformation partner and market-leading GSI Globant.

Acquisition 52

Acquisition Leadership Marketing Business 52

Intercom, Inc.

APRIL 14, 2022

I am delighted to share that our senior leadership team here at Intercom continues to grow. He’s also served in leadership roles at Mulesoft, Salesforce, Accenture, and Booz Allen. Declan brings strong leadership, operational savvy, and a focus on people and customers to the VP role for Customer Support.

Technical Support 129

Technical Support Leadership Customer Support Acquisition 129

Sales Hacker

MARCH 19, 2024

With over 15 years of marketing experience, Katrina is passionate about helping companies through stages of substantial growth including helping 6 companies exit successfully – from pre to post IPO as well as notable acquisitions. 25:49) Unlocking potential: a leadership journey. (27:33)

SaaS 83

SaaS Banking Acquisition Consulting 83

SaaStr

JULY 10, 2022

Let’s take a look at 3 B2B acquisitions from a few years back as an example. Let’s first start with the $35m acquisition of TokBox after 11 years and the $220m acquisition of SpringCM after 13 years. talking about “tuck-in” acquisitions that can attach to existing revenue streams.

Venture Capital 359

Venture Capital Acquisition AI Pricing 359

SaaStr

APRIL 1, 2022

Mistake #2: Not Doing Mergers and Acquisitions Sooner. He explains that if his company completed its acquisitions sooner, it would have saved $700 million. Schuck bootstrapped the business and did not bring in outside capital until seven years down the line at a $25 million ARR run rate, and they were profitable.

Sales Hiring 230

Sales Hiring Acquisition Investment Leadership 230

SaaStr

JULY 13, 2022

Not having exemplary sales leadership: The sales lead should not just manage the dashboard efficiently. Expansion or retention is the new acquisition. Your expansion revenue should comprise at least 30 percent of your new acquisition revenue. They should also add value throughout the sales journey. .

Scale 221

Scale Sales Hiring Revenue Marketplace as a Service 221

SaaStr

FEBRUARY 19, 2024

This is after 3 full rounds of venture capital, and if you are then on the path to IPO or Big Acquisition (which hopefully you are if you take 3 rounds), that 10% (or whatever amount) will still be worth a lot. But if you can — skip a round. Or at least, half a round — by stretching a little longer until the next round.

Venture Capital 273

Venture Capital Acquisition SaaS Leadership 273

Totango

JANUARY 22, 2024

In fact, 63% of CAB members said their top 2024 prediction was that businesses would put more strategic and bottom-line emphasis on expansion versus acquisition to drive revenue growth. Retention is the new acquisition. Most expect to see CS emerging as a growth engine. Additionally, our CAB members are buzzing about AI.

Customer Success 94

Customer Success Generative AI AI Scale 94

SaaStr

MARCH 2, 2022

Every step of the customer acquisition funnel must be measured and studied. Leadership education. Your executive team and leadership board should understand that many different actions lead to a conversion. Use it to develop a hypothesis about what will work and turn it into a data-driven program. Use data to lead the way.

Outsourcing Services 208

Outsourcing Services Scale Outsourced Development Marketing 208

SaaStr

FEBRUARY 16, 2022

He’ll be joined by SaaStr CEO, Jason Lemkin at Build for a powerhouse session on how he re-ignited growth at Segment, and what steps he took along the way that led them to an eventual, successful acquisition. Kiren and the founding leadership team started Samsara after founding and selling Meraki to Cisco for $1.2 billion.

Scale 213

Scale Innovation Leadership Acquisition 213

SaaStr

MAY 10, 2022

It’s normal for people to seek inspiration and leadership during times of uncertainty. Through this acquisition, TripActions can appeal to different markets by providing tailored solutions for all user needs. . He highlights the three key strategies that helped TripActions scale and boost their revenue. Develop a well-defined vision.

Revenue 203

Revenue Travel Underperforming Technical Team Scale 203

SaaStr

NOVEMBER 24, 2021

It includes leadership development courses, and responsibilities of managing and hiring one or two reps to get experience. . Pothole #5 – Prioritizing Revenue Acquisition Ahead of Customer Value Creation. When should you scale? Roberge recommends starting with product-market fit.

Sales Hiring 191

Sales Hiring Scale Compensation Sales 191

SaaStr

JULY 19, 2023

Step Three: Map Your GTM to Your Acquisition Funnel The next thing to think about is how the go-to-market organization maps to the customer acquisition funnel. Blond emphasizes, “We’re trying to map the existing resources both by persona and then also by activity to the acquisition funnel. Are the AEs outbounding?

Revenue 216

Revenue Acquisition Technical Review Systems Review 216

Sales Hacker

JUNE 9, 2020

Of course, we’re talking about what’s going on during the pandemic, but also just about his leadership skills and his experience. But it was through a combination of organic growth and acquisitions over the last 10 years. It’s a discussion among the whole senior leadership team, for sure.

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

Sparktoro

MAY 30, 2022

For corporate ideals to be more than just blatant-hypocrisy-in-poster-form, leadership has to build them into the company’s operating systems: how they hire/fire/promote, how they prioritize product investments, treat customers, make decisions around funding and acquisitions, and more. Even…

Leadership 89

Leadership Acquisition Investment Startup 89

Sales Hacker

JUNE 10, 2019

But more on that later… Going into the acquisition, Manny Medina (the CEO of Outreach) and I knew how important it would be to let Sales Hacker continue operating independently. The post Sales Hacker Doubles Down: What We’re Focusing On 1 Year After Acquisition appeared first on Sales Hacker.

Acquisition 64

Acquisition Scale Sales Compensation 64

Intercom, Inc.

NOVEMBER 23, 2021

She has more than 20 years of marketing leadership experience and was previously the CMO of Smartsheet, where she helped grow the company to $500M ARR. Sanj has held leadership positions in EMEA for more than 15 years, both as COO and SVP Commercial Sales for Salesforce EMEA and VP Operations and Customer Growth for Google EMEA.

Scale 118

Scale Leadership Communication Sales Hiring 118

User Pilot

JULY 23, 2023

Define and monitor the following KPIs: Customer acquisition cost , Customer Lifetime Value to Customer Acquisition Cost ratio , monthly recurring revenue , retention rate , organic search traffic, and return on ad spend. Work with finance and leadership to manage the budget allocated for GTM activities and ensure cost-effectiveness.

Marketing 96

Marketing Customer Lifetime Value SaaS Advertising 96

User Pilot

NOVEMBER 23, 2023

Soft skills, like communication or leadership , are more general and can be used in different contexts. Robust leadership and communication skills combined with emotional intelligence are vital for PMs to navigate complex organizational landscapes and get stuff done. They enable PMs to apply their hard skills effectively.

Management 105

Management Technical Review SaaS Data Analysis 105

SaaStr

SEPTEMBER 22, 2022

Chestnut began by discussing the ins and outs of the acquisition by Intuit. But when none of them offered a good deal, Mailchimp walked away, convinced they wouldn’t entertain any more talks on acquisition. Up until the acquisition, the company was 100% founder-owned and operated. The Deal With Intuit.

SMB 190

SMB Entertainment Acquisition Branding 190

SaaStr

SEPTEMBER 29, 2023

You won’t have integrations, and generally, it’s more expensive and a huge distraction to the leadership team. Acquisitions may make sense when: You’re buying a true winner or number two in a category that will be too hard to compete into that’s strategically critical, and you’ve got enough scale to pull it off.

Scale 232

Scale Scaling Startup Sales Hiring 232

Intercom, Inc.

JULY 28, 2022

Those line charts showing fast-rising user acquisition or explosive ARR have been synonymous with the industry over the past decade. It’s a fast-growing company that creates incredible products that customers love and it has an incredible leadership team focused on building and scaling the company and scaling in the right way.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

JANUARY 17, 2021

With full acceleration / 100% vesting if terminated after an acquisition (so-called “double trigger”). Note the acceleration in acquisition won’t really matter too much — all this can and will be renegotiated in any acquisition. if you leave before those 12 months, you leave with 0 shares.

Acquisition 317

Acquisition SaaS Software Business 317

Intercom, Inc.

OCTOBER 22, 2020

Customer expectations are higher than ever, and this acts as a forcing function, inspiring companies to think about their customers’ entire journey from acquisition to onboarding and support. Strategy and leadership. Simply fixing something that’s broken just won’t cut it anymore. Voice of the customer.

Leadership 218

Leadership AI Scaling Engineering 218