SaaStr

JUNE 5, 2020

Geoffrey Moore calls this group the Late Majority and the Laggards in his book Crossing the Chasm , a secret bible for many SaaS CEO’s. . Geoffrey Moore calls this group the Late Majority and the Laggards in his book Crossing the Chasm , a secret bible for many SaaS CEO’s. . Things started changing in 2011.

Venture Capital 231

Venture Capital Technical Review SaaS Scale 231

Cobloom

JULY 8, 2019

When faced with a challenge, it's so easy to consult the wisdom of Q&A's and startup blogs , that we're often guilty of neglecting the humble book.

Startup 97

Startup SaaS Consulting Business Model 97

Totango

MARCH 24, 2022

Geoffrey Moore , author of Crossing the Chasm and Zone to Win , followed with an interactive session on reorienting the value chain for the customer from the Industrial Model to the Digital Model, with customer success at the forefront. Very well done!”.

VP of Engineering 92

VP of Engineering Scale Customer Success Engineering 92

Sales Hacker

SEPTEMBER 25, 2019

5 tips to successfully cross the chasm to mass adoption. Notice the chasm that exists between “early adopters” and “early majority” in the graphic above. The chasm exists because most people are risk-averse, and in the enterprise space even more so. Even starting small, though, most companies fail to make this transition.

SMB 73

SMB Enterprise Strategy Compensation 73

Intercom, Inc.

OCTOBER 17, 2018

When you think of Intercom, you probably think of software, our Messenger, perhaps this blog. You probably don’t think of comics, but for many Intercom staff, the “Intercomic” has become a coveted part of their job here, a very personal marker of progress and belonging. Let me explain. How did it all begin? The Intercomic process.

Company Culture 151

Company Culture Software Review Onboarding Management 151

Kellblog

MAY 5, 2021

The other day I read a book on account-based marketing (ABM), entitled ABM is B2B , and I must say I disliked it. Capital D disliked. My Thoughts on the Book: ABM is B2B. A marketing book written in marketing copy style. For marketers. Sentence fragments. Only after finishing the book, did it really sink in that the book was a sequel [2].

B2B 142

B2B Marketing Software Review Underperforming Technical Team 142

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. Of course, we all know how that turned out. All of which were disruptors when they first came on the scene. Is it particularly inefficient?

Scale 215

Scale Scaling AWS Sales Hiring 215

SaaStr

SEPTEMBER 26, 2019

Gaetan Gachet | SVP of Sales @Algolia. FULL TRANSCRIPT BELOW. Laura Bilazarian : Good morning. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. And he’s also known for one other amazing feat. So that’s an amazing accomplishment in itself. One and 10?

Scale 141

Scale Sales Hiring Sales Recruiting Technical Advisors 141

SaaStr

NOVEMBER 16, 2020

395: Andy MacMillan is the CEO @ UserTesting, the company that provides real-time feedback, from real customers, wherever you work. To date, they have raised over $200M in funding from the likes of Accel, Greenspring, Openview and Insight to name a few. Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management. Who is invited?

Sales Hiring 215

Sales Hiring Scale Leadership Sales Enablement 215

User Pilot

JUNE 25, 2023

Crossing the Chasm introduces strategies for successfully bringing innovative products to the mainstream market. Which product management books do you have on your shelf (or Kindle)? Are you not sure what to add to it? TL;DR Continuous Discovery Habits is a guide for Teresa Torres’ discovery framework.

Management 98

Management Technical Review Leadership Innovation 98

SaaStr

OCTOBER 10, 2023

At some point, you have product market fit, and you’re ready to scale and cross that chasm into the longer tail of customers. It’s been an extraordinary past 12 months, and Laura notes that it’s exciting to see how quickly things have come back in the last four weeks. But founder-led sales can be a double-edged sword.

Scale 220

Scale Sales Hiring Scaling Sales 220

SaaStr

SEPTEMBER 28, 2023

In this new SaaStr series called “What’s new at…,” Jason Lemkin chats with WorkOS CEO and founder Michael Grinich about what it takes to be Enterprise ready in SaaS, building vs. buying, and who the stakeholders are in a B2D motion. They offer all the features you need to sell to Enterprise customers. WorkOS is 4.5 years old with 400+ customers.

Enterprise readiness 246

Enterprise readiness Payment Solutions Enterprise Payments 246

SaaStr

JUNE 29, 2021

. #407: Trends are fleeting and hard to pin down. Or are they? Learn how you can leverage the science of trends and better understand market behavior. This episode is an excerpt of Allen’s session at SaaStr @ Home 2020. You can view the full video here. This is where the cloud meets. It’s definitely not creative. You look so smart.

Underperforming Technical Team 225

Underperforming Technical Team Development Marketing Trends 225

SaaStr

AUGUST 13, 2019

But for every one of those companies that have done well, there are hundreds of companies that do not actually go through that chasm. Dropbox Chief Customer Officer Yamini Rangan draws on 20 years of experience to challenge five common misconceptions about SaaS success. Want to see more content like this? The energy at Saastr all was great.

Scale 158

Scale Sales Hiring SaaS Sales Recruiting 158

SaaStr

APRIL 30, 2023

Asana today has crossed $600,000,000 in ARR growing an enviable 34% with 115%+ NRR (135% from its bigger customers). Dustin described it as “the late early adopted phase”, having just crossed 20,000 mostly self-serve customers. Most, if not all, of us can relate to that, but is this really the best way to work?

Sales Hiring 265

Sales Hiring Underperforming Technical Team Technical Review Scale 265