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. Head of Sales – What Corners Can I Cut? A bad VP of Sales is a total disaster. And to some extent, vice-versa.

Sales Hiring 271

Sales Hiring Part-Time VPE Scale Sales Recruiting 271

The Angel VC

FEBRUARY 20, 2016

Call me when it scales.” The point is that getting to $1-2 million in ARR probably has less predictive value concerning a company’s ability to get to true scale than most people think – or at least thought some years ago. With few exceptions that means you either need to have a viral product (a.k.a.

Scale 192

Scale Scaling SaaS AWS 192

OpenView Labs

FEBRUARY 2, 2021

The report’s authors already laid out how to get back to hyper-growth , and their article inspired me to share my predictions for 2021’s most important product marketing trends: 1. More SaaS companies will adopt product-led growth. It allows customers to start small and try out a product. Is it right for your company?

Product Marketing 58

Product Marketing Trends Scale Marketing 58

Sales Hacker

DECEMBER 8, 2023

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. Now organizations can customize demos at scale even easier. Start early! Show, don’t tell.

Sales Recruiting 99

Sales Recruiting Generative AI AI AWS 99

Intercom, Inc.

FEBRUARY 13, 2020

These days, he helms the marketing team at Tray.io, the leading general automation platform designed to help professionals integrate and automate their enterprise stacks. And if you think about AWS, if you think about the rise of cloud data warehousing, that is a big technology change and a big game changer for a lot of companies.

Scale 181

Scale Marketing AWS Machine Learning 181

SaaStr

AUGUST 10, 2023

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups. Ideas Are Cheap.

Scale 176

Scale Scaling Sales Hiring Cloud 176

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks.

Scale 189

Scale Scaling AWS Sales Hiring 189

SaaStr

AUGUST 2, 2021

Technology Alliances: The tech alliances offer important integrations, especially critical for ServiceNow’s target market of enterprise customers. Examples include AWS, Adobe, Microsoft, and Google Cloud. This early phase is where you’re still looking for that perfect product-market fit and scaling the product to market.

Outsourcing Services 271

Outsourcing Services Scale Scaling Outsourced Development 271

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. In Today’s Episode We Discuss: * How Manny made his way to found the leader in sales engagement from product management at Amazon and Business Development @ Microsoft. *

Scale 141

Scale Sales Hiring Construction Education 141

OPEXEngine

JUNE 29, 2020

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. Those PPC ads that you run and the sales reps that they hire don’t come cheap, and as such, this eats into your profit margin.

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

OpenView Labs

DECEMBER 13, 2019

Everywhere you look there are dominant SaaS companies with thriving products. That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). How SendGrid Prioritizes Core Product Improvements.

Sales Hiring 52

Sales Hiring Benchmarks AWS Scale 52

Sales Hacker

OCTOBER 7, 2019

This week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud. Alison brings a wealth of marketing, investor, and exec experience to the show. Google’s Marketing Message and stance on competitors. Subscribe to the Sales Hacker Podcast. Welcome to The Sales Hacker Podcast. We’re on iTunes.

Cloud 44

Cloud Artificial Intelligence Scale GCP(Google Cloud Platform) 44

Intercom, Inc.

AUGUST 30, 2022

But these days, there are so many innovative and impactful tools that can massively streamline your workflows and help to set you up for success as you scale. This is especially important for small teams, where you need to operate at a scale far beyond your headcount (without burning out your team by working around the clock).

Scale 163

Scale Payment Services Startup AWS 163

Intercom, Inc.

DECEMBER 13, 2018

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. John: It sounds like you learned quite a bit about how to actually structure your sales team and who does what.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

SaaStr

APRIL 30, 2022

How much is a customer going to bring you over his lifespan using your product? 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. This is products that sell themselves.

SaaS Payments 229

SaaS Payments Metrics Payment Methods Scale 229

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. Four, people in the sale? Kristen Habacht: Well, there’s none in sales.

Merchant Services 173

Merchant Services Scale Sales Recruiting Sales 173

Casey Accidental

DECEMBER 11, 2023

In a previous post , I talked about how product work post-product/market fit shifts from zero to one innovation to features, growth, and scaling work. I highlight six different types of product expansion, in increasing levels of difficulty based on these vectors. You can read parts 1 and 2 here and here.

Payments 113

Payments Scale Payment Solutions Technical Review 113

SmartKarrot

JANUARY 18, 2021

They are: Scaling Customer Lifetime Value. And to look further, their subcategories are the below ones: Scaling Increase number of customers Diversify products Lower customer acquisition cost Optimize online performance. For any business to grow, it has to scale its operations to reach more customers.

Customer Lifetime Value 10

Customer Lifetime Value Scale SaaS Acquisition 10

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 67

Scale VP of Engineering Sales Hiring Enterprise 67

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. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%.

Sales Hiring 194

Sales Hiring Scale Technical Review Outsourcing Services 194

SaaStr

JUNE 15, 2021

How sales worked, how pricing worked, how billboards work, and more. At the end of the day, Twilio still sells communications, AWS still sells servers, but the way we’re selling it is different than how it was done in yesteryear. You’d have an enterprise sales force, a song and dance and maybe some steak.

Scale 285

Scale Underperforming Technical Team Engineering Wireless 285

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. Even at spectacular scale, they’re still growing at 30%. Still has some market share to go, but is providing a fantastic offering that many of you benefit from. Law number one, in the cloud economy, scale wins. It is staggering.

Sales Hiring 153

Sales Hiring Scale Payments Cloud 153

Mucker Capital

APRIL 6, 2023

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. Today, a lot of the PLG SaaS tools require sales motion upfront because nobody understands those tools. That’s the success.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

Chart Mogul

OCTOBER 18, 2019

To power this shift, we need infrastructure, which supports the easy establishment and distribution of the new internet-enabled products and services. This is already at play — services like AWS, Stripe, and others have brought down the cost of starting and running a business to a fraction of what they used to be just a decade ago.

Scale 71

Scale SaaS Automotive AWS 71

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. You read that right—two!

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStr

OCTOBER 16, 2020

What does really effective product marketing mean to Paul? When engaging with bottoms up sales models, where does Paul identify the tipping points of going from bottoms up to top down? * How do you think… And this is quite a specific one actually, to just dive into, but how do you think about effective product marketing?

CTO Coach 172

CTO Coach Sales Hiring Software Review CTO Hire 172

Chart Mogul

OCTOBER 18, 2019

To power this shift, we need infrastructure, which supports the easy establishment and distribution of the new internet-enabled products and services. This is already at play — services like AWS, Stripe, and others have brought down the cost of starting and running a business to a fraction of what they used to be just a decade ago.

Scale 52

Scale SaaS Automotive AWS 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). Collectively, these expenses are referred to as Customer Acquisition Costs, or CAC for short.

Scale 40

Scale Development Team Review Software Review Benchmarks 40

Sales Hacker

NOVEMBER 10, 2020

Subscribe to the Sales Hacker Podcast. If RFPs are slowing down your sales team, you need to check out Loopio. The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, previously, absolutely unthinkable.

VP of Engineering 74

VP of Engineering Scale Development Team Review Technical Review 74

Hacking Revenue

FEBRUARY 26, 2016

Getting to know Marketing, R&D, BI, Sales and Branding professionals from all around the world, visiting their offices and understanding the way they’re doing business, helped me realize that the world is becoming a better place because of that. I personally think it’s actually a great thing. Measure Everything.

Outsourcing Services 53

Outsourcing Services Branding Outsourced Development Scale 53

FastSpring

FEBRUARY 23, 2023

That’s the philosophy behind SEM International , the firm he founded that specializes in multilingual internationally-based digital marketing services. Since Michael founded the firm in 2004, it has grown to over 30 offices worldwide, and they’ve worked with Intel, AWS, and Salesforce, among many other well-known brands.

Payment Solutions 118

Payment Solutions SaaS Payments Strategy Software 118

SaaStr

AUGUST 20, 2019

In this session, Anna and Sameer will highlight SendGrid’s journey from growth stage through acquisition and why focusing on people and culture is mission critical to success as a company goes through the scaling process. We were signing up hundreds of new paying customers every month with five sales reps. Anna Khan | VP @ BVP.

Scale 132

Scale Acquisition Scaling Sales Hiring 132

OpenView Labs

JANUARY 3, 2020

We see too many promising companies trapped in the low (and unprofitable) part of a market because they did not design pricing to scale. Product led growth depends on successful product adoption. It has to be easy to get started, to get initial value and then to scale. It is critical to design this upfront.

Pricing 54

Pricing Scale Underperforming Technical Team B2B 54

SaaStr

MARCH 31, 2024

” “I hated Katie at that company meeting, it was awful.” We add human touches to as many things as possible, and then we innovate and listen to our employees, at scale, and the results, I think, speak for themselves. Companies that have great, happy, productive employees do better by every single return.

Part-Time CTO 252

Part-Time CTO CTO Hire CTO Coach CTO 252