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 146

Scale Sales Hiring Construction Education 146

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 Index.

Sales Hiring 52

Sales Hiring Benchmarks AWS Scale 52

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

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 246

SaaS Payments Metrics Payment Methods Scale 246

User Pilot

FEBRUARY 21, 2023

Heap pricing The company offers four pricing plans: Free Growth Pro Premier Unfortunately, to learn how much each plan costs, you need to contact their sales team. This is a common strategy in complex products which users might struggle to work out on their own. Heap Pricing. And its analytics functionality, of course.

Software Review 95

Software Review Underperforming Technical Team Technical Review Systems Review 95

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. Your Commercial Market Will Define You Throughout Lenta’s experiences with these three journeys, he’s learned some key lessons for those looking to do similar. But it also defines your GTM efforts.

Scale 232

Scale Scaling AWS Sales Hiring 232

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

SaaStr

AUGUST 10, 2023

He’ll walk you through the three stages of growth: 0-$1M — From nothing to something $1M-$10M — Building, innovation, and customers $10M-$100M+ — Scaling and thriving And what sustainable growth strategies you can implement (and pitfalls to avoid) wherever you’re at in your SaaS journey. You’re finding the repeatability of your sales motion.

Scale 217

Scale Scaling Sales Hiring Cloud 217

SmartKarrot

JULY 27, 2021

Role: Head of Customer Success Location: San Francisco, CA, US Organization: Turn/River Capital As a Head of Customer Success, you will work with the leadership teams at 2 to 3 of the Turn/River portfolio companies to develop and implement retention and growth strategies and build operational best practices.

Development Team Review 10

Development Team Review Technical Review Customer Success Systems Review 10

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 201

Merchant Services Scale Sales Recruiting Sales 201

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 278

Outsourcing Services Scale Scaling Outsourced Development 278

Intercom, Inc.

AUGUST 30, 2022

No matter how great a new tool may seem, it can’t replace strategy or processes, so make sure those are clearly defined first. As Des Traynor, co-founder and Chief Strategy Officer of Intercom, says, your first few hires are so influential in the success of your company. AWS – Cloud computing. Questions to ask. . HubSpot – CRM.

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. It’s quite a unique go-to-market strategy and quite a unique way of serving our customers.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

FastSpring

FEBRUARY 23, 2023

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. Needless to say, Michael knows a thing or two about helping software and big tech manage their global marketing presence. How do we help our people?”

Payment Solutions 126

Payment Solutions SaaS Payments Strategy Software 126

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. Let's dive in!

SaaS 83

SaaS Acquisition Onboarding Retention 83

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. It’s official.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

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. Next is the size and growth of the market.

Payments 113

Payments Scale Payment Solutions Technical Review 113

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 94

Underperforming Technical Team SaaS Onboarding Retention 94

SmartKarrot

JANUARY 18, 2021

Nevertheless, based on our experience in SaaS industry growth and studying the business strategies of many such companies, we have developed an understanding of growth mechanism that works. For any company to grow, it has to acquire more customers by reaching the right product/market fit. Diversify product offerings.

Customer Lifetime Value 10

Customer Lifetime Value Scale SaaS Acquisition 10

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%. What core elements does it change?

Sales Hiring 208

Sales Hiring Scale Technical Review Outsourcing Services 208

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. 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? *

VP of Engineering 153

VP of Engineering Sales Hiring Technical Review Development Team Review 153

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. We mostly succeeded.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

OpenView Labs

FEBRUARY 3, 2022

Usage-based pricing (UBP) , also known as consumption-based pricing, allows customers to pay for products according to how much they use. AWS and other infrastructure providers have been using UBP for nearly a decade. These metrics are an indicator of product-market fit.

Headcount 73

Headcount SaaS Compensation Acquisition 73

SaaStr

JUNE 15, 2021

How sales worked, how pricing worked, how billboards work, and more. Jeff : I don’t think of developers as the market, per se. I think of developers as the strategy to get into the market for whatever you’re doing. You’d have an enterprise sales force, a song and dance and maybe some steak.

Scale 294

Scale Underperforming Technical Team Engineering Wireless 294

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

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

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 52

Scale SaaS Automotive AWS 52

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. Azure has been gaining on them rapidly and is growing a double that rate. ” Not just for expansion in your base, but upsell as well, and more of a new platform, value prop you could take to the market. This is really founder-led sales.

Sales Hiring 176

Sales Hiring Scale Payments Cloud 176

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? * So product strategy decisions, vision documents. How does Paul think about driving really effective change management?

CTO Coach 182

CTO Coach Sales Hiring Software Review CTO Hire 182

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. The Funnel.

Outsourcing Services 53

Outsourcing Services Branding Outsourced Development Scale 53

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

OpenView Labs

JANUARY 3, 2020

Editor’s Note: This is a conversation between Kyle Poyar, VP of Market Strategy at OpenView and Steven Forth, Partner at Ibbaka. . In enterprise sales, one often ends up negotiating with procurement. Kyle: There’s already dynamic pricing in SaaS–it’s called a sales rep. How can pricing help you ‘go viral?’.

Pricing 54

Pricing Scale Underperforming Technical Team B2B 54

Intercom, Inc.

FEBRUARY 21, 2019

Now, maybe you ran the wrong strategies as well, and you didn’t have the right team members or process – all of that is definitely a part of it. When you’re in product marketing – and I know you’ve done this – you have paid for time to sit down with an analyst to schmooze him or her on how great Intercom is.

Education 123

Education Sales Hiring Software Review Sales Recruiting 123

SaaStr

AUGUST 20, 2019

We were signing up hundreds of new paying customers every month with five sales reps. Sameer Dhokalia: It turns out if you do ask those two basic questions of 100 people in your business, you will learn an awful lot about what needs to be focused on. This is just a fundamental strategy question. This business is special.

Scale 138

Scale Acquisition Scaling Sales Hiring 138