SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? Does it have to be in person?

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

SaaStr

MARCH 20, 2020

Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. 318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise.

SMB 179

SMB Scale Startup Marketplace as a Service 179

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I And it makes up for a lot of bad product experiences, right?

Scale 130

Scale Sales Payment Methods Merchant Services 130

SaaStr

AUGUST 9, 2019

How does Vikas see the space play out in the coming years when it comes to acquisitions? Here’s what Eyal and Megan talk about: How to develop software faster. You’ve seen SalesForce with a number of significant acquisitions in the last 12 months, as an example. Does this not lead to a consolidatory environment?

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

Sales Hacker

AUGUST 23, 2018

There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. But only if you have the capacity or if your product is specially developed to solve their problems. Starting off with SMB sales can be an advantage. Ask them: How badly do they need a product like yours.

B2B 55

B2B Development Team Review Underperforming Technical Team Technical Review 55

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. What is inside sales?

Sales Hiring 81

Sales Hiring Scale Sales Recruiting Payment Methods 81

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

Intercom, Inc.

NOVEMBER 21, 2019

Tara and her team used it to take a deep dive into the customer’s journey through the product and make a focused effort to truly understand each step along the way. I think the statistic is about 5% to 30% of your revenue comes from your acquisition side whereas 75% to 90% comes from retention.” Ultimately, that leads to churn.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

Sales Hacker

SEPTEMBER 30, 2019

Vikas’ Journey from Sales Engineer to Managing a BD Team (22:20). He leads Kustomer’s sales and customer experience departments, overseeing sales, business development, implementation, customer success, and support. Vikas builds teams that follow this ethos. And that just wasn’t the job back in those days as a developer.

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

Sales Hacker

OCTOBER 15, 2018

Through its acquisition by Symantec, he was Vice President at Veritas Software and Symantec Corporation. If you missed episode 28, check it out here: PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan. Aircall is a phone system designed for the modern sales team. What You’ll Learn.

Customer Success 47

Customer Success Scale Underperforming Technical Team Retention 47

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

SaaStr

AUGUST 19, 2022

And also on the side, doing a strategy of pure, just changing our ICP and fully picking it and making it super narrow and super focused, and having 25% of the team doing that. And 75% of the team continuing business as usual. When do you recommend to diversify the distribution channels or the customer acquisition channels for a SaaS?

Scale 211

Scale Sales Hiring Scaling VP of Engineering 211

Point Nine Land

JUNE 18, 2023

You can also see right away that, for instance, month 5 was an unusually bad month for the April 2020 cohort. a churn or retention rate you’d be happy with), red for “bad” values, yellow for “OK”, and gradients for values in between. 3) How much can I spend on customer acquisition? What are some good ways to segment cohorts?

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 Dharmesh : …said, “This is a very bad idea. million in 2013 to $115.9 million in 2014.). I said, “Holy crap.

Part-Time VPE 220

Part-Time VPE Technical Cofounder CTO Hire New CTO 220

SaaStr

JULY 30, 2020

What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? So if you think about those earliest steps, so A, identifying the pain point in the market, B, validating it, those are kind of like customer development, customer research.

Part-Time VPE 198

Part-Time VPE Scale Sales Recruiting Sales Hiring 198

Andreessen Horowitz

NOVEMBER 17, 2023

In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B acquisition. The problem is the sales team. The sales team don’t know how to sell the product.

Sales Hiring 97

Sales Hiring Scale Sales Underperforming Technical Team 97

Baremetrics

NOVEMBER 9, 2021

Develop a Full Marketing Strategy 2. SMB SaaS companies tend to have higher churn rates due to their lower demand and less sophisticated needs. High churn is understandable for newer startups, but it does indicate that a tool may be a poor market fit, have limited demand, or struggle to compete against similar products.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Joyce Johnson.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. Customer acquisition drives revenue, and revenue becomes your means of growth. Without a sales development team, you can find yourself struggling when it comes to pipeline generation.

Outsourcing Services 75

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 75

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best?

Outsourcing Services 114

Outsourcing Services Scale Sales Hiring SMB 114

OpenView Labs

MAY 5, 2021

Many companies are strategic consumers of open-source software as a means to reduce the burden on their software engineering team to build everything from the ground up. The answer likely depends on your market segmentation, as freemium may ease adoption friction for SMB/mid-market companies.

Business 52

Business SMB Scale DevOps as a Service 52

Kellblog

FEBRUARY 2, 2023

Management teams should prepare themselves for activist investors and adapt their financial profile to keep valuations high. While staggered boards and poison pills can stave off hostile takeovers, the best protection against an undesired acquisition is a high stock price. Siloed ops led to QBRs that resembled tag-team cagefights.

Software Review 120

Software Review Development Team Review Underperforming Technical Team Scale 120

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. If you think of this from a market size standpoint, there’s often this debate, is that good or bad?

Sales Hiring 156

Sales Hiring Scale Payments Cloud 156

Intercom, Inc.

AUGUST 29, 2019

It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. How quickly you’re able to accelerate growth depends on your ability to build a nimble sales org and develop a strong sales strategy. These lay the foundation that enables your team to run as efficiently as possible.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Intercom, Inc.

JUNE 6, 2019

For instance, many teams build apps on Intercom so users can leverage their workflows and services within our live chat Messenger and messages. So I wanted to hear why that strategy makes sense for MadKudu and his advice for other teams thinking about building apps for their product. Short on time? Here are a few quick takeaways.

Scale 190

Scale Branding Underperforming Technical Team Enterprise 190

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. If the same team keeps performing at the same growth it will achieve $2M in year 2 – whilst the renewals come in at 100%.

Scale 86

Scale Growth Hacking Scaling Sales Hiring 86

OpenView Labs

OCTOBER 21, 2019

To illustrate how complex is “enterprise complex,” and what the mindset of a real enterprise deal is, we need to look at the differences between SMB, Mid-Market, and Enterprise deals. SMB vs. Enterprise vs. Mid-Market. The SMB Deal. The SMB deal boils down to “you build it, they buy it.”. The Enterprise Deal.

Sales Hiring 40

Sales Hiring Enterprise Scale SMB 40

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 177

Merchant Services Scale Sales Recruiting Sales 177

Sales Hacker

AUGUST 25, 2020

But Sapper Consulting has built REGIE to keep the promise of sales enablement and keep your team doing what they do best, which is winning. REGIE uses your targeting to inform your campaigns and decreases the time your team spends creating campaigns because that’s a pain in the ass.

Management 72

Management Sales Recruiting Sales Hiring Development Team Review 72

SaaStr

MARCH 13, 2020

Why does Harry believe investing in customer success is far more important than customer acquisition? * And I guess this was somewhat foreshadowing because I’m now backed by David Saks who is the founding team there. Our team met with David just a few days after our initial conversation in San Francisco. I totally agree.

SaaS Payments 212

SaaS Payments Payment Methods Finance Payments 212

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? What changes? * Missed the session?

Scale 121

Scale SaaS Payments SMB Sales Hiring 121

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Liat Bycel: Yeah, I think that career development conversation should be an ongoing conversation. Harry Stebbings: Totally.

Sales Hiring 109

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 109