SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them.

Sales Hiring 190

Sales Hiring Scale Compensation Sales 190

SaaStr

DECEMBER 9, 2020

These days, it can really feel like the Old Bag of Sales Tricks is starting to just not work anymore: With maybe 500x the SaaS vendors of 10 years ago, there’s so much noise. Are there categories where outbound sales just doesn’t work? The old sales playbooks of 2009 and even 2019 may not work as well in 2021.

Sales Hiring 354

Sales Hiring Outbound Sales Team AWS Engineering 354

Intercom, Inc.

AUGUST 30, 2022

As a founder, you may know exactly what tech stack you need to build your product – but what about when it comes to the tools you need to run your business? With more and more tools out there catering to startups, how do you know which ones are really necessary for your business? Ready to take your startup to the next level?

Scale 163

Scale Payment Services Startup AWS 163

SaaStr

SEPTEMBER 28, 2023

These are YEAR 1 features today unless you’re an extremely small business. But developers notoriously don’t want to talk to anyone ever, and they’ll still spend six figures and beyond without ever talking to sales. Head of Sales: They don’t understand what SAML means and don’t plan to learn it. It’s not an option.

Enterprise readiness 224

Enterprise readiness Payment Solutions Enterprise Payments 224

SaaStr

DECEMBER 14, 2021

Kazuki Ohta, CEO & Founder at Treasure Data, shares his company’s story of how pivoting at the right time saved their business and accelerated their growth to $100 million ARR. million revenue quarter…In reality, though, we were still the founder-led sales company.”. Commoditization From AWS & Google Cloud.

Sales Hiring 265

Sales Hiring Data AWS Leadership 265

Baremetrics

OCTOBER 31, 2021

When you first get started, effectively any hosting setup will do the trick: your application is small, you have relatively few customers, and perhaps (depending on your sales process) expectations around performance and reliability are a bit lower during the beta phase. But eventually you need to decide what stage your business is in.

AWS 115

AWS DevOps as a Service Underperforming Technical Team Development Team Review 115

Sales Hacker

MARCH 10, 2020

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. We’re on iTunes.

Sales Hiring 73

Sales Hiring Scale Marketing AWS 73

Clouded Judgement

APRIL 11, 2024

Q4 earnings season for cloud businesses is now behind us. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis.

Cloud 177

Cloud Software Azure AWS 177

SaaStr

FEBRUARY 10, 2023

Tech companies realized that this cloud thing might be for real, but the word on the street was that AWS was too hard and complex for customers to realize its benefits. Candy, Vitamins, and Painkillers Kevin Fong, a VC, said, “We divide business plans into three categories: candy, vitamins, and painkillers. We throw away the candy.

Sales Hiring 130

Sales Hiring Development AWS Engineering 130

SaaStr

MARCH 22, 2023

Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks. Instead of selling products, they were selling aspirational concepts and business value. If you have enterprises and startups, they’ll likely want a completely different sales motion.

Scale 198

Scale Scaling AWS Sales Hiring 198

Clouded Judgement

MARCH 31, 2023

How Will AI Effect Software Business Models? In particular - how AI will effect software business models. The majority of COGS (revenue less COGS = gross profit) fall in hosting costs (ie AWS), and some customer support. They have massive distribution (installed customers + sales teams), and margin to play around with.

Cloud 130

Cloud Sales Hiring AI Headcount 130

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. And it’s one of the three large cloud vendors that we all know: Microsoft, AWS, and Google. Jabari Norton. Crowdstrike.

Scale 200

Scale Marketplace as a Service Cloud SaaS Payments 200

SaaStr

JULY 20, 2021

It’s a brutal, awful slog in the start. I would say, it’s always good to call out just how awful it is to be a founder, to be an entrepreneur, because that is a unique perspective that you bring to the board room that no one else shares. Think of the business model behind being an independent board member.

Underperforming Technical Team 243

Underperforming Technical Team Sales Hiring AWS Business Model 243

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 202

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 202

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Tidelift has raised over $40M from some of the best in the business including Foundry Group and General Catalyst. Before Tidelift, Bridget was VP of Sales @ Logz.io What works?

Sales Hiring 192

Sales Hiring Scale Technical Review Outsourcing Services 192

Sales Hacker

JUNE 1, 2020

Publicly-traded, PLG businesses grow faster than their peers and are less reliant on expensive sales and marketing investments to fuel their growth. With PLGs massive growth, many wonder if PLG and self-service solutions will replace Sales. Sales Isn’t Going Anywhere. That includes nearly 20 publicly traded companies.

Sales Hiring 76

Sales Hiring Scale Headcount Sales 76

User Pilot

APRIL 29, 2024

Your tech stack not only defines the backbone of your business operations but also influences your ability to innovate, scale, and deliver exceptional value to your customers. Service providers like Amazon Web Services (AWS), Google Cloud Platform, and Microsoft Azure offer server hosting and load-balancing services.

Azure 52

Azure GCP(Google Cloud Platform) AWS Construction 52

SaaStr

AUGUST 10, 2023

The health of your business long-term. When he left to start a different business, he thought the culture would naturally come with him. You’re finding the repeatability of your sales motion. They had open cores and created enterprise features around it to protect the business model until it got torpedoed by AWS early on.

Scale 186

Scale Scaling Sales Hiring Cloud 186

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Hacker

FEBRUARY 2, 2024

One thing we’ve learned in helping our founders and operators scale their businesses is that cash is one of their most precious resources. Cashflow is the lifeblood of a business. 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

OpenView Labs

APRIL 24, 2019

As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. And I’ve seen many startups who fail to make this distinction create a cycle of diminishing returns that impacts the trajectory of their growth for the long haul… especially in enterprise sales.

Sales Recruiting 64

Sales Recruiting Sales Hiring Scale Sales 64

Sales Hacker

JUNE 20, 2022

It is our job as leaders and sales professionals to prepare for such an eventuality. 10 key points for sales leaders. What I share with you below is a distillation of incredible advice from sales leaders and professionals, as well as my own experiences. This is an awful place from which to make decisions. So, what to do?

Sales Hiring 85

Sales Hiring Strategy Sales Leadership 85

Intercom, Inc.

FEBRUARY 26, 2018

In simple terms, in order for a company to succeed they must have a good business idea and be able to consistently execute and evolve that idea better than anyone else. How can your business win market dominance and survive? When I say “execute”, I don’t simply mean the engineering challenges of building something. Money is cheap.

Outsourcing Services 224

Outsourcing Services Software Review Software Outsourced Development 224

SaaStr

JULY 29, 2020

In this talk, Michelle will share how she made her business idea come to life and some lessons learned that can help other entrepreneurs—from solving a real, meaningful problem, to communicating in a crisis, prioritizing when there’s a true lack of resources and more. There was this huge financial crisis and people just were not hiring.

Sales Hiring 170

Sales Hiring Outsourcing Services Scale Sales Recruiting 170

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. This episode is an excerpt from a session at SaaStr Annual @ Home. They had to reinvent themselves.

Sales Hiring 156

Sales Hiring Scale Payments Cloud 156

OpenView Labs

JUNE 17, 2019

And unfortunately, on more than one occasion, I’ve seen this FOMO cause them to lose remarkable salespeople and sales leaders that were previously beyond excited to work with them. hire them immediately. One client of ours who hires like this has grown 5x in 2 years! There is a reason you need to hire, right?

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Sales 53

How To Buy Saas

APRIL 25, 2024

Most notably, it’s started to help businesses who use cloud-based services operate and deliver their services to their customers more efficiently. How has AI changed SaaS businesses? Most interestingly, we’ll discuss how artificial intelligence has improved the operation of SaaS businesses over the years and what to expect next.

Artificial Intelligence 52

Artificial Intelligence AI Trends Machine Learning 52

Sales Hacker

OCTOBER 8, 2018

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. At Snowflake, he was the first rep and single-handedly built the outbound-engine on the way to scaling the business from pre-revenue all the way past $150M+ in ARR.

Scale 65

Scale Sales Hiring Sales Recruiting CTO Hire 65

Sales Hacker

DECEMBER 3, 2019

The Data-Driven Sales Manager. The average tenure of a sales VP these days is just 19 months, according to Xactly CEO Chris Cabrera, who expects that number to drop lower as businesses become increasingly data reliant. Here’s how he sees data changing sales management. They also hire more diversely.

Sales Enablement 86

Sales Enablement Artificial Intelligence Branding Sales Hiring 86

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

Outseta

JANUARY 20, 2020

In this post I’m going to share the most important lessons about growing a SaaS business that I learned at Buildium—collectively, these things had an awful lot to do with the company being valued so highly. I was offered a job as Buildium’s first full-time marketing hire, pulling in a cool $38,400 annually.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStr

MAY 14, 2019

You could not build a business in Europe. That’s what you put your business on. And that is also changing our expectations to business software. Business software used to be terrible. Businesses have a very different expectation to the kind of software that they put in their business. Forget about it.

Cloud 182

Cloud Sales Recruiting Scale AWS 182

SaaStr

JUNE 25, 2019

Now, I have some background with luck because in between some long stints with other companies, seven years at Eventbrite and 15 years at Ticketmaster before, I spent five years of my life playing poker for a living and learned an awful lot about luck and positive outcomes as well. Business was growing by a really good clip.

Engineering 135

Engineering Part-Time VPE Sales Hiring Scale 135

OpenView Labs

AUGUST 5, 2019

On paper, the segmented sales model that many SaaS businesses use seems great – who wouldn’t want to copy the success of Salesforce? But there’s a trend I’m seeing that’s making me wonder whether this segmented sales model is actually good for us. The trick here is to not cut corners on who you hire.

Sales Hiring 41

Sales Hiring Sales Recruiting Sales AWS 41

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Needs more pre sales support.

Scale 68

Scale VP of Engineering Sales Hiring Enterprise 68

SaaStr

OCTOBER 25, 2019

To date, Airtable has raised over $170m in funding from some of the best in the business including Thrive, Coatue, Founder Collective, CRV and individuals like Patrick Collison, Ashton Kutcher and Raymond Tonsing to name a few. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices.

Sales Hiring 109

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 109

Intercom, Inc.

FEBRUARY 21, 2019

That’s why more and more businesses are turning to sites like G2.com com , the place to see what others are saying about their experiences with the myriad SaaS options for business. Building your business on software. We’re basically the world’s biggest business marketplace. Ryan joined G2.com

Education 123

Education Sales Hiring Software Review Sales Recruiting 123