SaaStr

FEBRUARY 1, 2021

If you don’t think you need a great VP of Sales, Product, Marketing, Customer Success, and Engineering — then all that all that means is you’ve never worked with a great one. What I do know, is if you leave this position vacant for even a month — you’re putting Second Order Revenue at risk.

Sales Hiring 278

Sales Hiring Part-Time VPE Scale Sales Recruiting 278

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Likewise, the new products you launch do not determine your success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. Start early!

Sales Recruiting 99

Sales Recruiting Generative AI AI AWS 99

Tom Tunguz

NOVEMBER 28, 2017

In fact, this data bolsters the notion that management team’s top priority is recruiting, especially after the business has reached product market fit and capitalized itself well. This is a proxy for when the business established product market fit. The answer is incredibly quickly.

Headcount 166

Headcount Scaling Software Business 166

The Angel VC

FEBRUARY 20, 2016

In it he argues that an eCommerce business with $10 to $20 million in revenues is not that hard to build and also not very valuable. So if you start an online shop, offer products at a loss, get listed on some of the biggest comparison shopping sites and do some affiliate marketing, you can easily get to tens of millions in revenue.

Scale 192

Scale Scaling SaaS AWS 192

OPEXEngine

JUNE 29, 2020

If this is the first time you’re hearing about the Rule of 40, this financial framework helps you weigh up your revenue growth against your margins. Think of it this way: most SaaS companies have high customer acquisition costs, as you have to invest heavily in sales and marketing in order to realize high growth. Enter the Rule of 40!

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

SaaStr

DECEMBER 20, 2019

292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. How does this change if you are creating vs in an existing market? What does good look like when it comes to pipeline coverage? And this is for two reasons.

Scale 145

Scale Sales Hiring Construction Education 145

Sales Hacker

AUGUST 7, 2020

VP Europe Sales, Presales and Marketing. Vice President of Sales and Marketing. Vice President of Sales, Metro Markets. Team Lead, North America – Global Marketing Solutions. S&P Global Market Intelligence. VP Sales, Mid-Market. Shay Rowbottom Marketing. Leadership. Sales Development.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

OpenView Labs

DECEMBER 13, 2019

This year we published a lot of exciting content that supports this shift in go-to-market strategy. What is Product Led Growth? What is product led growth? Blake Bartlett explains the latest to-go-market strategy, how we got here and why the end user is now the most powerful buyer. Product Led Growth Market Map.

Sales Hiring 52

Sales Hiring Benchmarks AWS Scale 52

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. Is there a big Total Addressable Market? Does this market need disruption? The commercial market you choose to build and offer your customers defines you, yes.

Scale 218

Scale Scaling AWS Sales Hiring 218

SaaStr

DECEMBER 14, 2021

It can be easy for SaaS companies to lose momentum if they haven’t quite found the perfect product-market fit. They reached $10 million ARR by year three, which was exciting, but what was missing was a true sense of product-market fit. Commoditization From AWS & Google Cloud. How can you get back on track?

Sales Hiring 288

Sales Hiring Data AWS Leadership 288

SaaStr

AUGUST 10, 2023

To answer this question, focus on how much you really need to get to that stage where you have product market fit. 1M-$10M — Building, Innovation, and Customers Now, it’s time for the next stage of sustainable growth in SaaS, typically B and C at product-market fit and getting early customers.

Scale 203

Scale Scaling Sales Hiring Cloud 203

SmartKarrot

JULY 27, 2021

Leveraging our collective technical expertise in AWS to help our customers succeed. Working closely with AWS representatives to drive new ideas and propositions to the market. Collaborate closely with the Sales, Product, Marketing and Technical teams to further the overall success of the customers.

Development Team Review 10

Development Team Review Technical Review Customer Success Systems Review 10

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. As you grow functions, the audience for your roadmap widens.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. As you grow functions, the audience for your roadmap widens.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

DECEMBER 13, 2018

Once you know exactly what you do well – what you do better than any competitor on the market – you can accelerate. I saw we had the opportunity to do that in London and to do something that will be new for Facebook, in the same way that AWS was a new business model and product line for Amazon and a bet that paid off very well.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

SaaStr

APRIL 30, 2022

Average Revenue per Customer. They love consuming SaaS products not because of the billing model, but because of the delivery model. And basically SaaS revenue models is just magical for investors and for businesses. And you can basically predict revenue ahead of time and therefore raise money early on to grow even faster.

SaaS Payments 244

SaaS Payments Metrics Payment Methods Scale 244

SmartKarrot

JANUARY 18, 2021

While qualitative side includes optimizing the online performance as well driving more efficient marketing and sales operations to lower down customer acquisition cost. For any company to grow, it has to acquire more customers by reaching the right product/market fit. Diversify product offerings. Customer Lifetime Value.

Customer Lifetime Value 10

Customer Lifetime Value Scale SaaS Acquisition 10

Andreessen Horowitz

SEPTEMBER 22, 2023

(As a note: while I draw a line in the sand at 20%+ growth in year 6 for high-growth companies, there are plenty of successful, highly valued, more mature companies in the public markets with lower growth and higher profitability.) But it’s not enough to show some possible scenario where your numbers translate into growing 20%+ in year 6.

Travel 112

Travel Forecasting Pricing Scale 112

Sales Hacker

SEPTEMBER 14, 2021

In this episode of the Sales Hacker Podcast, we have Amy Frampton , Head of Marketing at BambooHR and 15-year marketing veteran. Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch, poaching SDRs and AEs from sales, and tips for employer branding.

Sales Recruiting 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

User Pilot

APRIL 21, 2023

The aim of product analysis is to better understand its strengths and weaknesses, to evaluate how effective it is at satisfying user needs , and to identify areas for improvement. Product analysis benefits teams from across the organization, including your product , marketing , customer success , and UX design colleagues.

Underperforming Technical Team 98

Underperforming Technical Team SaaS Onboarding Retention 98

User Pilot

JANUARY 26, 2024

TL;DR Product-led growth (PLG) is a go-to-market strategy where the product is the main driver of customer acquisition , adoption, and account expansion. Our product-led growth playbook includes 11 strategies: Leverage product virality and network effects to drive organic growth. Product-led growth anatomy.

SaaS 103

SaaS Acquisition Onboarding Retention 103

Outseta

JANUARY 20, 2020

I’m pretty jaded when it comes to the financial numbers that get thrown around in start-up land—I don’t care what TechCrunch says, I don’t care what your market cap is—I think it’s clear that the world of technology start-ups is pretty screwed up when it comes to financial valuations. And working in the property management industry?

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

OpenView Labs

FEBRUARY 3, 2022

To find out which of these features are most common, OpenView surveyed over 500 SaaS companies ranging from pre-revenue to $100 million in ARR. All too often, companies omit certain acquisition costs, over-inflate recurring revenue by failing to strip out one-time revenue, and/or leave out some of the ongoing costs of serving a customer.

Headcount 73

Headcount SaaS Compensation Acquisition 73

SaaStr

MAY 15, 2020

Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles. We’ve spent a lot of time in the world of marketing lately, and so I wanted to switch it up today, and move to the sales and customer success side.

Sales Hiring 205

Sales Hiring Scale Technical Review Outsourcing Services 205

SaaStr

MAY 3, 2019

Episode 229: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue-driving machine. How does this change if you are creating vs in an existing market? What does good look like when it comes to pipeline coverage? It’s all about customer obsession!

VP of Engineering 153

VP of Engineering Sales Hiring Technical Review Development Team Review 153

SaaStr

JULY 1, 2020

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? She’s one of the best marketing leaders I’ve known. That’s how we make revenue and it’s a win for our customer because they get a rebate on their card spend.

Merchant Services 192

Merchant Services Scale Sales Recruiting Sales 192

SaaStr

OCTOBER 16, 2020

How does Paul approach such large product decisions today? What does really effective product marketing mean to Paul? It’s faster to get this to market and iterate on it and make it great if we skip over a lot of those controls. Or by tuning your marketing message to be very concrete and productive.

CTO Coach 180

CTO Coach Sales Hiring Software Review CTO Hire 180

SaaStr

JUNE 15, 2021

I know your marketing materials everyone…we talk about how the whole world’s more developer centric. As someone who has built and shipped software but doesn’t really code at this point, I’m still shocked the markets are so big. For real, why is the developer market bigger today? Voice is huge.

Scale 294

Scale Underperforming Technical Team Engineering Wireless 294

SaaStr

SEPTEMBER 13, 2020

Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future. If you look at the IAS vendors, they passed $130 billion revenue milestone this year.

Sales Hiring 167

Sales Hiring Scale Payments Cloud 167

Mucker Capital

APRIL 6, 2023

Are there types of companies, market segments, industries, or business models where PLG does not make sense? The other dimension you need to think about is the product complexity. If you have a very complicated product–for example you sell AWS or you sell Snowflake–those are infrastructure products.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

Chart Mogul

OCTOBER 18, 2019

For proof, just look at some of the main points from this year: What does it mean to be in the Golden Age of SaaS How to think about (and do) marketing as you grow Why small improvements are more important than big bets And also… why we have to take care of ours and our teams’ mental health. Marketing starts from the inside out.

Scale 71

Scale SaaS Automotive AWS 71

Chart Mogul

OCTOBER 18, 2019

For proof, just look at some of the main points from this year: What does it mean to be in the Golden Age of SaaS How to think about (and do) marketing as you grow Why small improvements are more important than big bets And also… why we have to take care of ours and our teams’ mental health. Marketing starts from the inside out.

Scale 52

Scale SaaS Automotive AWS 52

OPEXEngine

DECEMBER 15, 2020

Fortunately, small improvements in your customer churn rate can have a huge impact on MRR and revenue growth over time. Tia Fomenoff, Director of Product Marketing, Thinkific. I’m sure they’re reducing their number on churn, but they’re awful companies. Plain and simple. We can do better.

Churn 52

Churn SaaS Payments Payment Methods Payment Solutions 52

Hacking Revenue

FEBRUARY 26, 2016

While it’s easier than ever to START an online business, it’s way harder today to EXECUTE and GROW a real brand that creates a high quality revenue stream. Using John Grant of “ The New Marketing Manifesto ” words: “Authenticity is the benchmark against which all brands are now judged.”

Outsourcing Services 53

Outsourcing Services Branding Outsourced Development Scale 53

Chart Mogul

DECEMBER 22, 2021

You can now directly add revenue charts within Pitch without leaving the platform. This year, we also migrated ChartMogul to AWS cloud. As always, you can stay updated on what’s new with our product on our blog or in our release notes. No revenue graph this time. How did it all start? With a tweet.

Software Review 52

Software Review Systems Review Payment Features PayPal 52

OpenView Labs

JUNE 25, 2019

CAC encompasses all of the sales and marketing costs that a business has to shell out to land a single new customer (calculated as total sales & marketing expense in a period / total customers acquired in a period). CAC payback is the single best measure of the efficiency of your go-to-market engine.

Scale 40

Scale Development Team Review Software Review Benchmarks 40