SaaStr

MARCH 23, 2025

Codeium made this a centerpiece of their recruiting strategy: Competitive comp plan openly discussed during interviews 7 out of 10 sellers who’ve been with Codeium 6+ months have already exceeded annual targets Several on track to earn $500K+ in W2 income One seller closed $1.6M

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale AI 247

FastSpring

JULY 11, 2024

The most common examples of successful CRO tactics provided at many conferences tend to focus on B2C ecommerce, but what are the proven winning tactics you can use in your B2B CRO strategy? In this episode of Growth Stage, we interview Sahil Patel of Spiralyze about his thoughts on: Special considerations for B2B CRO.

B2B 168

B2B Scale Underperforming Technical Team Sales 168

SaaStr

JULY 14, 2024

Hiring and Interviewing Tips: Jason emphasizes the importance of interviewing at least 30 candidates for a role and consulting with an expert in the field to interview the final candidate. AI in SaaS: Jason is bullish on the tactical benefits of AI in improving workflows within B2B SaaS.

Sales Hiring 263

Sales Hiring Outsourcing Services Scale Interviewing 263

SaaStr

MAY 9, 2025

Wednesday, May 14th kicks off early with 9:30 am sessions featuring Rubrik and Service Titan, followed by the main event kickoff with Jason and an interview with the CEO of HubSpot. Content sessions officially start at 3:00 pm, with a CEO/CFO Mixer scheduled later in the afternoon.

AI Search 179

AI Search AI Artificial Intelligence Transportation 179

FastSpring

JUNE 22, 2022

We don’t have to look far to find examples of B2B SaaS companies that have found traction using a self-service or product-led motion. Are you still making assumptions about your B2B go-to-market motion — assumptions that ignore B2C selling methods — that are limiting your growth potential? How B2B and B2C Are Converging.

B2C 148

B2C Payments SaaS Payments B2B 148

SaaStr

MARCH 28, 2021

But here’s my list of things I don’t think you should do, almost always, in SaaS/B2B: Committing for less than 24 months to get to product-market fit. Starting without any real, true customer interviews. Early interviews won’t be magic — customers can’t give you perfect feedback on wireframes. You can blaze your own path.

Sales Hiring 299

Sales Hiring Interviewing B2B Product Marketing 299

SaaStr

APRIL 11, 2021

Once you have an idea you are passionate about — interview 20–30 potential customers. Don’t just shoot for the hip and guess, at least not in B2B / SaaS. It likely will take you 24 months to get any real revenue going in most tech start-ups at least. How will you fund that? A bit more here. A bit more here.

Interviewing 297

Interviewing B2B Revenue SaaS 297

SaaStr

MAY 31, 2024

Jason recently interviewed a SaaStr superfan, and about 40 minutes in, the person said they didn’t want to do some of the work required for the job. Jason recently interviewed a SaaStr superfan, and about 40 minutes in, the person said they didn’t want to do some of the work required for the job. I’m out of here.” The latter has.

Sales Hiring 307

Sales Hiring Sales Recruiting Marketing Scale 307

Buffer Resources

AUGUST 6, 2024

I quickly saw how much more impactful this approach was, how showing up for podcast interviews and other media opportunities and offering my unique expertise and point of view on PR and business-related topics made new clients much more excited to work with me. 

Social Media 115

Social Media Business Leadership Sales Hiring 115

Intercom, Inc.

JUNE 10, 2020

These experiences, whether it is observing someone use your product, or interviewing them about your product, need to be wide ranging. The ability to ask perceptive questions is critical to running high signal interviews from which you can learn the most. Having never worked on B2B products, I had zero product judgment in this domain.

Underperforming Technical Team 291

Underperforming Technical Team Interviewing Communication B2B 291

Buffer Resources

JANUARY 15, 2024

Inaccurate, packed with "filler," or completely AI-generated — bad B2B (business-to-business) content is easy to spot and even easier to find online. But what makes B2B content good ? Interview them. According to one study, it also costs over $50 billion annually due to wasted resources alone. Tough question.

B2B 137

B2B Technical Advisors SaaS Payments Underperforming Technical Team 137

SaaStr

JUNE 29, 2024

And in B2B SaaS, the domain expertise and experience that come with more years in the field does help a ton. Therese Tucker founded Blackline at 40 as a solo founder (that story below in a great interview). Budget less, and at least in B2B/SaaS, it’s not enough. Age doesn’t matter — per se. And it’s always difficult.

CTO 244

CTO B2B Interviewing Engineering 244

SaaStr

JUNE 22, 2023

More here: A Simple Commitment Test For You And Your Co-Founders – SaaStr Not doing enough potential customer interviews. Don’t Forget the 20 Interview Rule. B2B folks want to do B2C. That’s tough. He or she will probably quit some time in Year 1. Too many founders shoot from the hip on what they think customers want.

SMB 278

SMB SaaS B2C Interviewing 278

SaaStr

JANUARY 14, 2020

We all know and could name several successful B2C and B2B companies. We do thousands of customer interviews every year, both with the individual and with the B2B buyers that buy our product. So those were the products and solutions we set out to build for our B2B customer in the enterprise.

B2B 173

B2B B2C Scale New CTO 173

SaaStr

MAY 24, 2024

Jason Lemkin has interviewed some of the best founders on his podcast, SaaStr Annual. He approaches interviews with profound respect for the founders he interviews. He believes that he is good at interviewing founders because he is better at interviewing than they are.

Sales Hiring 298

Sales Hiring Outsourcing Services Technical Review Scale 298

Sales Hacker

NOVEMBER 3, 2023

Nailing the interview process: Here’s one way to nail the interview process once the interview is landed: 1. Have the 1st interview. Interview them just as much as they interview you. Try to find a mutual connection who knows that initial interviewer and get someone to ping them with a note of support.

Interviewing 119

Interviewing Sales Hiring Sales Recruiting Underperforming Technical Team 119

SaaStr

JULY 7, 2022

ZoomInfo’s CEO, Henry Schuck, joined us to share five mistakes made on this B2B database’s journey from zero to IPO. In these instances, you will want to set up informational interviews with strong department heads external to your company in the areas where you’re not an expert. So how did they do it?

Scale 278

Scale Sales Hiring Interviewing Engineering 278

SaaStr

JULY 29, 2021

Do at least 20–30 customer interviews before you start writing too much code. It just takes that long in SaaS and B2B, nine times out of ten. Great at marketing. More here. Otherwise, you often are building for an imaginary customer. A bit more here. Somehow, find enough cash to make it 24 months to first real revenue. More here.

Sales Hiring 317

Sales Hiring Sales Recruiting Interviewing Engineering 317

SaaStr

JANUARY 10, 2020

It always takes longer than you’d ever think, especially in B2B / SaaS. Do more market research and especially customer interviews in the early days. Q: What is your advice for startup CEOs? For first-time CEOs, here’s my top list: Budget 24 months to get to initial traction. Maybe don’t do it if you can’t commit for 10 years.

Startup 281

Startup Market Research Interviewing B2B 281

SaaStr

DECEMBER 19, 2019

It almost never is, especially in B2B/SaaS. But real, serious interviews. Don’t Forget the 20 Interview Rule. Q: What are the biggest mistakes new founders make when they start a business? My list: Not budgeting 24 months to get to a viable business. Most founders assume 6–8–12 months is enough. Not just Google research.

Business 225

Business Interviewing Market Research B2B 225

Buffer Resources

APRIL 17, 2024

It’s also one of the first social platforms people looking for a B2B partner go. And because B2B partnerships often take more than just providing card details and hitting Buy, it’s a goldmine of opportunity for building brand awareness – for those who know how to harness it.

B2B 125

B2B Social Media Venture Capital Company Culture 125

SaaStr

AUGUST 10, 2022

In this SaaStr Europa 2022 session, Matt Jacobson, General Partner at ICONIQ Growth, interviews Miro’s Founder & CEO, Andrey Khusid, to get insight into how he was able to grow the company so successfully. So they shifted their strategy to become more B2B and, in doing so, realized that they could tap into an even more thriving market.

Sales Hiring 246

Sales Hiring Scale Company Culture B2C 246

Andreessen Horowitz

MARCH 22, 2024

That said, we’ve outlined how we’re thinking about pricing and packaging in a part of the market that’s debating how to monetize their new genAI feature— B2B SaaS and prosumer companies —and how we’re seeing other companies approach the same question so you can better understand where your strategy fits in today. Interviews.

Generative AI 123

Generative AI B2B Pricing AI 123

SaaStr

JUNE 5, 2021

It will be the largest non-vendor event in the world for business software, by far, and perhaps the one really Tier 1 B2B event this year. Secret #2: most CEOs do not want to be interviewed by their VC board members. This took me a while to figure out, but most successful CEOs do not want to be interviewed by their board members.

Interviewing 276

Interviewing Scaling B2B Investment 276

Totango

FEBRUARY 11, 2022

Delivering a satisfying B2B customer experience is key to staying competitive in today’s SaaS market. Here, we’ll outline a strategic roadmap to developing a winning B2B customer experience strategy. First, we’ll take a look at what B2B customer experience is and why it’s an important priority. What is B2B Customer Experience?

B2B 114

B2B B2C Technical Review Systems Review 114

SaaStr

SEPTEMBER 1, 2023

At SaaStr we’ve been super fans for a long time and a little ways back we did an amazing interview with CEO Andrew Bialceki here: Our 5 Interesting Learnings here: #1. But diversifying off Shopify would be almost impossible for them — or most of the other leads in B2B ecommere SaaS.

Scale 289

Scale SMB Sales Hiring Interviewing 289

Sales Hacker

DECEMBER 9, 2019

Are you looking for B2B sales techniques that actually work? Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. So, with that as my motivation, five years ago I set out on a mission to find the innovation going on around me in B2B sales.

B2B 110

B2B Scale Sales Interviewing 110

SaaStr

JULY 27, 2022

At the SaaStr Europa 2022 event, Accel Partner Philippe Botteri interviewed PayFit CEO & Co-Founder Firmin Zocchetto to ask about his GTM strategy. . Secret 5: Build a B2C Rather Than a B2B Marketing Engine. If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach.

SMB 244

SMB Sales Hiring Scale B2C 244

SaaStr

AUGUST 26, 2022

In this SaaStr Europa 2022 session, David Kelly (General Partner at Tapestry) interviews a group of highly experienced investors, including Zoe Chambers (Frontline Ventures), Carmen Alfonso Rico (Cocoa), and Rouven Dresselhaus (Calvary Ventures). . #1: One piece of advice is to think about your fundraising efforts as a B2B sales funnel.

Sales Funnel 246

Sales Funnel B2B Interviewing Investment 246

User Pilot

OCTOBER 6, 2023

In SaaS, the B2B marketing funnel forms the backbone of any successful product and marketing team. First, let’s explain the basic concepts and then discover a 6-step process to build a B2B marketing funnel that feeds product growth. What is a B2B marketing funnel? What is a B2B marketing funnel?

B2B 105

B2B Development Team Review Software Review Marketing 105

SaaStr

OCTOBER 28, 2022

In the first session of the eye-opening CRO Confidential series, SaaStr CEO Jason Lemkin interviews Founders Fund Partner Sam Blond about the current economic climate. Conversations about the state of the SaaS market in 2022 are everywhere, and it can seem overwhelming for entrepreneurs and business leaders to make sense of everything.

Sales Recruiting 263

Sales Recruiting Sales Hiring Leadership Interviewing 263

SaaStr

AUGUST 17, 2022

The buyer used to have to jump through hoops: interviews, qualifications, and customization. But B2B and PLG are much more streamlined, reducing friction for everyone involved. That instant gratification from B2C now applies to us in B2B.” – Bill Binch. Enterprise/SDR. New product-led techniques that drive high-growth.

Sales Hiring 245

Sales Hiring Sales SaaS B2C 245

Predictable Revenue

JULY 22, 2019

The post 8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook appeared first on Predictable Revenue. 8 Replicable steps to help you come up with new ways to increase retention, boost virality, and drive long-term growth!

Interviewing 113

Interviewing Retention Revenue B2B 113

Intercom, Inc.

MARCH 11, 2021

On the surface, B2B customer support issues might look quite different from those of B2C. Typically, B2B issues can be more complex, require the collaboration of a lot more departments within the company, and are often in direct dialogue with the consumer, rather than a buying team or committee. Know your user. Inflection points.

B2C 118

B2C B2B Scale Strategy 118

SaaStr

MAY 16, 2022

When I interview a first-time founder, they talk about the product. The best SaaS and B2B companies know how strategically important a partnership can be, and they understand that it’s a whole-company strategy.” — Vasu Prathipati. It’s incumbent upon you to adapt to your customers, not the other way around. Key takeaways.

Machine Learning 246

Machine Learning Artificial Intelligence Interviewing Strategy 246

User Pilot

MAY 19, 2021

The B2B SaaS marketing space can feel a lot like an echo chamber. In this post, we’ll go over how to create a B2B marketing plan and how to execute it, which B2B Saas marketing tactics are working best in 2021, and some real-life success stories for each of the tactics. What do SaaS Companies spend on B2B Marketing?

B2B 119

B2B Marketing SaaS Social Media 119

Intercom, Inc.

DECEMBER 10, 2020

As CEO of Gainsight , he has done more than most to popularize the category in the B2B SaaS world, and these efforts recently culminated in the company being acquired by Vista Equity Partners for $1.1 Not only is it the name for his own interview series, it’s the evolution of his own thinking about the attributes that leaders need today.

Scale 223

Scale Customer Success Scaling B2B 223