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Having led sales teams of 500+ at BILL and 800+ at HubSpot, Michelle has unique insights into what makes great frontline managers and why investing in them is crucial for sustainable growth. “Some teams consistently sold more enterprise SKUs, others had high volume but low ACV. Shaping and maintaining company culture.
By the end of this quarter, team members who aren’t genuinely AI-curious should be let go. The 50/50 Team Is Coming Fast. CROs will need to manage teams that are 50% AI agents and 50% human by end of year. The performance distribution in sales teams will become dramatically wider, forcing tough talent strategy decisions.
This isn’t just a statistic—it’s a fundamental shift that explains why your growth metrics don’t look like they did in 2019. When a developmentteam switches to an AI-powered coding assistant, they’re not just adding a new tool—they’re often reducing their dependency on multiple legacy SaaS platforms.
✨ Lemkin (@jasonlk) June 23, 2025 The $10M-$100M ARR Sprint: How Replit Became the Fastest-Growing “Vibe Coding” App (Or One Of The Fastest) A deep-dive into the AI development platform wars and why Replit’s 10x growth in 5.5 And allowing more experienced developer to ship far, far faster. 2023 : $2.4M
The 40% Problem: How AI Will Finally Fix Sales Coverage and Customer Face Time A wake-up call from HubSpot’s CEO Yamini Rangan on why your sales team is failing 60% of their accountsand how AI will change everything There’s a brutal truth about B2B sales that most founders refuse to acknowledge. Think about that for a moment.
The 9 Disciplines of Great SaaS Companies remains one of the most popular posts on marketing on this blog. Each bucket has a set of disciplines that the team scores. First, it enumerates the important priorities for a marketing team. sales enablement: how strong are the materials sales teams use to pitch? Comms Marketing.
Know Your Metrics Cold : Be ready to explain the metrics from your previous roles in detail. If your metrics dont make sense, youll lose credibility fast. If your metrics dont make sense, youll lose credibility fast. Be prepared to talk about the team youve builtwho you hired, why you hired them, and how they performed.
“Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured. A smaller number of high-quality leads that convert at higher rates is vastly superior to a flood of poor-fit prospects.
While competitors invested in huge sales teams, Atlassian actually restricted direct customer interaction. The “Feature Request Arbitrage” Strategy Hidden gem in their marketplace origin: They turned their biggest product weakness (feature request backlog) into their greatest strength.
Check out this 2018 Europa session with Guillaume Princen, Head of France and Southern Europe @ Stripe, where he talks about the metrics you need to be focused on in your startup. If you don’t have the time to watch the whole session, here are the main metrics you should be mindful of. Why do developers love SaaS products?
Developers act, think, and behave differently than your average customer. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Developers haven’t typically been the buyers in enterprise software, so why should you build for developers?
If you own a SaaS or other digital product business such as a Slack plugin, Chrome extension, online publishing business, mobile app, or even a blog and youre looking to exit, you may have a lot of questions about how best to go about it. So, hey Jesse, I like the look of your blog, can I buy it? Blake Hutchison (06:32) Yes.
So let’s take a look back to a deep dive with the CEOs on what they learned building their first senior teams: ———-. As a founder/CEO, building your first management team is something that you often lose sleep over. What makes you feel that you need to level up your management, set up your first management team?
sales team. I did all sorts of things there from sales, to project management, to running the engineering team, hiring. This is where I got my chops in growing and scaling enterprise sales teams. We have team selling here that extends beyond the sales team. Want to see more content like this? FULL TRANSCRIPT BELOW.
Then, you’ll have enough folks and experience to put a small team on a new initiative / segment / market. Micromanaging Your First (and Second) Management Team. Bad operational model / misunderstanding the burn rate. NPS is A Great Core Metric. Leave the pipedreams for $100m in ARR. The “I Give Up” VP Hire.
Management teams must determine how to thrive in a downturn to position their businesses for profitable growth. The ‘Rule of 40’ is a valuable metric that can illustrate the degree of shift and what it means for companies fundraising and operating. However, management teams that pursued growth at all costs were punished severely.
The underperformers who aren’t putting in the effort get a conversation, and if things don’t change, it’s not a good fit. Jameson and Sam also recommend that across the org: sales, marketing and CS — the early and sooner you can get the entire team re-focused on creating their own pipeline, the better. Guess what?
Pomel focused his session on: Making your SaaS startup customer-centric: Hw event marketing has helped him integrate his engineering and sales teams. How many of you guys’ product rely on the highly functioning engineering team? Helping the engineering teams run smoothly and being super productive thanks to mentoring.
Developing a product that solves a customer’s pain point provides a sense of pride and can drive the positive, emotional moment of awe that retains customers for the long haul. If the metrics are heading in the wrong direction, slow down. That doesn’t make them bad people. Business model. The same goes for your investors.
There are so many questions to answer when considering how to scale a customer success team. What about team leads? When do I split my one team into two teams? How do I split one team into two? And I know you want to scale your customer success team in the right way. I know it’s a lot of pressure.
Customer acquisition cost (CAC) is a metric that has been growing with the emergence of Internet companies and web-based advertising campaigns that can be tracked. In this environment, the CAC metric is used by both companies and investors. What the CAC Metric Means to You. The first company (Example 1) has a poormetric.
The success of an executive team often depends as much on their interpersonal harmony as their professional expertise. How does a team establish rapport with one another? Algolia’s Bernadette Nixon (Chief Executive Officer) and Michelle Adams (Chief Revenue Officer) have spent the past few years developing this relational toolbox.
In this article, I will share the competitive analysis framework my team and I have developed (through weeks of research and dozens of iterations), and give you some tips on where to look for data that isn’t publicly available so you can have a competitive advantage. Business & Company metrics 1.1. Funding 1.3.
The second is pulling more around values, and how we approached team building. Even as a three person team, we went through an exercise to figure out what do we stand for, as a team? Sam : This is not my insight, but someone else says… I really do believe it, that the team you build is the company you build.
I considered the four companies and chose Gorgias based on my experience with their team during the interview process. When I first joined the Gorgias team, there were two founders, two engineers, and myself as the first non-technical hire. There are two things that help me analyze data: metrics and filters. .
You could watch it on YouTube or search on SaaStr on the blog about how ClickUp leveraged it. Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. Jason Lemkin: But usually your teams can’t do that.
I bet the freemium metrics appeared good, with positive growth and solid conversion rates. Hmmmm … well, to me, that’s not a bad place to be once a space, a category, gets to $100m+. With less capital and a tighter team … you won’t be able to spend as much on marketing. You’ll Have to Be Scrappier.
You can have the great product and a great team, but the market of small or very niche. The second one is the team, obviously depending on how earlier the team has a huge factor because you may be so early in your journey that there’s nothing else to point to, but the track record of the team. Jyoti Bansal: Yeah.
A bad experience with a revenue operations leader might taint your view of the position at all future companies, but that would be a mistake, as CRO Confidential podcast host Sam Blond learned first-hand. These leaders act as partners and build out a strong team. Lay the groundwork for metrics that tell you what success looks like.
Have you ever had a sudden realization that you’re spending more on sales and marketing than research and development? When it comes to marketing, executives can grow frustrated or intimidated by the sheer volume of numbers and metrics, ill-defined terminology, unclear processes, and potential conflict between sales and marketing teams.
Developer API Documentation, API, Examples, FAQ and more. Developer API Documentation, API, Examples, FAQ and more. Great for small to medium teams with a pay-as-you-go pricing model. Ideal for teams needing real-time insights and distributed system support. Best for teams managing complex microservices.
Want to track the different types of product metrics to get product growth insights ? Product metrics are critical for product growth managers to develop the right product strategies and drive continuous value for customers. However, it isn’t easy to choose the right product metrics from the many SaaS metrics available.
Will Larson has managed infrastructure teams for some of the biggest names in software. Partnering with the Infrastructure, Data and Developer Productivity teams, his group builds the tools that support every Stripe engineer and keep Stripe reliable and performant. One of the blog posts was about this Yahoo!
Whether you’re running a corporate startup marketing campaign or moving your local business into the digital age , you can’t afford to waste time and money on weak leads. Before we dive deep into the metrics and methods you’ll use, let’s establish a baseline definition of lead scoring. Metrics for Scoring Your Leads.
Are you having trouble deciding on what feature adoption metrics you should choose to measure the success of the new feature? In this article, we’ll cover the key metrics you need to develop an informed feature adoption strategy and discuss how you can improve them. Uncover weak spots and improve feature adoption.
I’ve written more than 4,294 blog posts in 10 years. We help our clients develop a digital strategy that maximizes the results they achieve with their content marketing, advertising, and SEO campaigns. You get a hand-picked team that will provide evidence-based, practical strategy and recommendations. Projects start at $10,000.
Our guess is that poor Polly from purchasing is gathering dust on a noticeboard in the canteen or buried somewhere deep in your internal network of folders. Speak empathetically to their prospects and develop stronger connections as a result. Imagine you sell HR software designed to help HR managers run their teams efficiently.
Though Customer Success was originally regarded as a post-sale cost center, you can flip its narrative with the right metrics, positioning, and forecasting strategy. Customer Success teams that own one or both of these revenue sources get viewed as a profit center by the business. Choose Metrics that Emphasize Your Value.
Most of the time, a missing teams view or the ability to integrate with one more system isn’t the answer. Misconception #2: There Are No “One-Time” Costs Many founders say, “Well, our burn was $600k this quarter, but actually, it was $450k because we had legal fees, an employee separation, a new office deposit, and a team off-site.”
A while ago, we introduced a feature called Inbox reports , which gives you metrics about your support team, number of conversations, how quickly your team is getting back to them and how happy the customers are with those conversations. Around this time, someone sent me a blog post by a guy called Dan McKinley.
Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. When I was hired, I came in with one salesperson and zero dollars in recurring revenue and over the next four years grew the sales team to over 140 employees and 55 million in recurring revenue. Want to see more content like this?
From this article, you will find out how to develop a strong growth marketing strategy and learn growth marketing tactics for different customer journey stages. Market development targets new markets with existing products, while product development – existing markets with new products. If so, we’ve got you covered.
There are some vanity metrics among the KPIs for customer service. Customer service KPIs measure the performance of customer service teams and customer support management. You should track customer service KPIs to measure the performance of your support teams, improve customer satisfaction, and boost customer retention and loyalty.
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