SaaStr

AUGUST 18, 2019

Even if you don’t like sales, or big companies, or whatever. Not hiring a good enough CTO. If you never thought you’d sell to sales reps, and even sort of hate sales, but that’s your core customer — embrace it. A bit more here: 15+ of The Top Sales & Marketing Mistakes SaaS Startups Make | SaaStr.

Growth Hacking 114

Growth Hacking CTO Hire Startup Sales Hiring 114

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. 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. He has a whole French sales team and office that only speaks English in Paris.

Scale 132

Scale Sales Hiring Sales Recruiting Technical Advisors 132

SaaStr

APRIL 22, 2019

Egnyte General Manager of EMEA Charles Lawson and Egynte SDR Lara Badanes break down how to build a pipeline with no brand and sometimes no market. When I first spoke to Charles about speaking at Europa he recalled a sales rep closing a deal with Redbull. His next call? Monster Beverage.

CTO Hire 145

CTO Hire Scale Sales Hiring CTO 145

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years.

Sales Hiring 152

Sales Hiring Sales Recruiting CTO Hire Scale 152

SaaStock

MARCH 29, 2019

Which is why you should sign up for the 2 for 1 Insider Sale and get two people for the price of one. That’s the advice, Petri Hollmén picked up on the more technical side of things from the opening session on Day 2 with Cal Henderson, CTO of Slack. Work on developing your brand. So consumers turn to brands. Full post.

Scale 103

Scale Sales Hiring CTO Hire Social Media 103

SaaStr

NOVEMBER 11, 2022

They have service and all this, but the second cloud for them was sales. They wanted to sell the Amplitude product, I forget, to sales or somebody else, and that was their mistake. Your core models for sales, for marketing spend, for hiring and engineering and product. And the learning is sell two things to buyers.

Outsourcing Services 183

Outsourcing Services Banking CTO Hire New CTO 183

ChurnZero

DECEMBER 9, 2022

More and more people are hiring leaders, not for past experience, but for capability and capacity. We hire a third-party firm. Q: Based on your acquisition experience, are for-sale businesses focusing on the customer and NPS? Seventy-six percent of the 3,500 brands are below a hundred units. Let me give you some stats.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

Kellblog

JANUARY 29, 2020

Third-order benefit: that means you protect your company’s reputation and your valuable brand. Unless you are solving a brand-new problem (e.g., So don’t give a list of company brand names who may or may not be active users. That takes a lot of hiring and on-boarding risk off the table. baldness cures [5]).

Startup 99

Startup Sales Hiring CTO Hire New CTO 99

Intercom, Inc.

DECEMBER 21, 2021

Will Larson , CTO of Calm. Maggie Hott , Director of Sales at Webflow. Des Traynor , Co-founder and CTO of Intercom. Webflow’s Maggie Hott on building a scalable sales team from the ground up. Scaling a sales team is not for the faint of heart – for one, it’s not even that much about selling.

VP of Engineering 118

VP of Engineering Scale Technical Review Outsourcing Services 118

ProfitWell

DECEMBER 6, 2019

What about the ROI of spending time with your family, friends, or kids? That’s what David Apple—customer success and sales guru at Notion— is asking. Along with: What’s the ROI of your customer success manager? How many CSMs should you hire? What’s the return on investment of your mom? What is their ROI? Weekend Wisdom.

Scale 43

Scale CTO Hire Sales Hiring New CTO 43

ProfitWell

JANUARY 24, 2020

We know brand awareness is important, but are you going too far? We know the idea of “brand affinity” has been this sort of buzz-worthy, industry-trending topic. getting people to actually like their brands. So they dropped a blog post all about the common problems that marketers face when focused too much on brand affinity.

Sales Recruiting 40

Sales Recruiting CTO Hire New CTO Sales Hiring 40

SaaStr

APRIL 7, 2021

There are roughly 2 types of start-up management teams. The first type is the kind of management team hired by second+ time founders. Often folks they convince to once again be a VP of Eng or VP of Sales. But most of us are first-time founders, or close to it. Veterans of the SaaS journey.

Part-Time VPE 231

Part-Time VPE Sales Hiring Sales Recruiting CTO Hire 231

Point Nine Land

APRIL 9, 2021

A technical co-founder or CTO is always a great-to-have at this stage and becomes a must-have as the business scales beyond seed. To add to that, they’ve also added a shipping/logistics component to their businesses as well as a data offering to help brands better understand their own performance relative to the market.

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59

SaaStr

SEPTEMBER 18, 2020

Immediately told them to hire 50 reps in a different city, in a different city, and they did. The CEO was deferential because that was 10 times what he’d ever raised before, and did all of it. Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR.

Sales Hiring 241

Sales Hiring CTO Hire Scale Investment 241

SaaStr

FEBRUARY 15, 2023

Lightspeed Partner, Anoushka Vaswani, is joined by Raj Sarkar, CMO at 1Password, Kim Walsh, SVP, Sales, Partnerships and Customer Success at Apollo.io, and Chris De Vylder, CRO at Sentry, to pass along key lessons from their growth journey. Then build your segmentation and sales processes around that. 20 million?

Scale 186

Scale Sales Hiring CTO Hire Scaling 186

SaaStr

APRIL 9, 2019

But also, as a sole founder, you also can make a decision in a very timely manner. Not only for the product side, but for the sales and marketing side. Mallun Yen : So, you were an engineer by training and then you became an engineering leader, as the CTO of Webex, and then you became a CEO. And, that was a product manager?

Sales Hiring 127

Sales Hiring Scale CTO Hire Marketing 127

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does the move to enterprise fundamentally impact the sales team? How does the structure of the sales team change with the move? Where do many go wrong?

Scale 163

Scale Enterprise Scaling Sales Hiring 163

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. We’re on iTunes.

Scale 108

Scale CTO Hire Scaling CTO Coach 108

Tom Tunguz

OCTOBER 24, 2021

A thanks to [Marsh 00:00:34] for stepping in at the beginning of the month, and a great session with our own Jason Warner and Adrian, the CTO of Zendesk. Lionetti, the CMO at Confluent, and most recently, the CTO from Zendesk, Adrian. Excited to be back emceeing. That was the start of the Month of Scale.

CTO Coach 122

CTO Coach Sales Hiring Sales Recruiting CTO Hire 122

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. What would your advice be on onboarding those mega?corporates

Technical Advisors 153

Technical Advisors Scale Sales Hiring Sales Recruiting 153

Sales Hacker

JUNE 12, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. How to overcome no brand in market. How to overcome limited sales support. How to overcome no brand in market (01:23). ? How to overcome limited sales support (06:15). ? How to overcome no brand in market (01:23).

Enterprise 69

Enterprise CTO Hire Startup Technical Cofounder 69

Mucker Capital

APRIL 6, 2023

Obviously if you target enterprise customers, you usually have a very large ACV (Annual Contract Value) and the product usually is complex. If you're generating something that's brand new, like a brand new category, nobody understands about it. Those types of tools actually require work in the initial days of the sales motion.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

Intercom, Inc.

JULY 21, 2022

Things like media companies, finance companies, retail companies, sales functions, marketing functions, and customer support. If you have a brand or advertising campaign and you’re working with an external agency, how do you not need to change the workflows that you do internally for that external partnership?

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

SaaStr

NOVEMBER 21, 2019

I think it’s more around a consciousness of what you know, or what you may not know, and then hiring around it to become successful. ” I’m kind of like, “Even if you make one or two sales in the next couple of months, with your VP sales, it’s going to take you three months to go and hire.”

New CTO 142

New CTO Sales Hiring B2C CTO Hire 142

SaaStr

APRIL 18, 2019

I remember when I was in business school the internet was brand new and back then the hero was Jerry Yang. And at that same time I met two Stanford computer science students. .” And I thank a lot of that to actually Met Gourniak, who I hired at that time. This was in 1997, and I spent two years.

Sales Recruiting 163

Sales Recruiting VP of Engineering Scale SaaS Payments 163

SaaStr

MAY 2, 2019

And then the sale will commence as far as the people and this was, we were multiple millions of dollars of revenue until I took the first call. That means lots and lots of hiring and I don’t want to say firing, we did fire anyone, but people get reshuffled, you know? Jonathan : Did you have to do any sort of big steps hiring wise?

Scale 139

Scale Business Sales Hiring CTO Hire 139

SaaStr

AUGUST 22, 2020

And so, when thinking about yesterday’s workplace, which is really important to touch on before we get into the future workplace, you have built workplaces for some of the most iconic brands in the world; Pinterest, Zynga, Tesla, what has been your experience? I need like sales, procurement, collaboration. Aaron Levie: Exactly.

Sales Recruiting 144

Sales Recruiting Cloud CTO Hire Scale 144

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. Sales enablement is easy.

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

Outseta

NOVEMBER 19, 2019

There’s typically direct responsibility for revenue performance, although the marketer’s impact on a business’ bottom line is less cut-and-dry than their counterparts in sales. The process of building trust in a consulting capacity really focuses on the sales process. What will be delivered, and over what timeline?

Sales Hiring 50

Sales Hiring CTO Coach CTO Hire Underperforming Technical Team 50

Upscope

JANUARY 5, 2020

For some folks it’s mainly a messaging exercise, while others associate it very closely with branding. It’s the underpinning of your go-to-market strategy and impacts everything from marketing to sales, to customer success and the product itself. It’s how you differentiate your brand in the mind. Why positioning matters?

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

OPEXEngine

NOVEMBER 11, 2020

This made it hard to chart a clear course: Jebbit’s message to the market was a bit too broad, causing Sales to bring in customers across a range of personas, prompting CS to invest extra resources to keep a wide variety of customers engaged.”. Identify ideal customers and hone sales personas. Get it done faster.

Startup 91

Startup Scale Systems Review Technical Review 91

Andreessen Horowitz

NOVEMBER 28, 2023

I didn’t see the company as this consumer brand long term. We were talking to Sean Place, who was the co founder and CTO, and it turned out that they were just giving gift cards to these drivers, but they had no way to authorize the right transaction at the right time for the right amount. It was a strategy of hope.

Merchant Services 78

Merchant Services Payment Methods Payments Payment Solutions 78

Hull

JANUARY 22, 2019

These roles are filled by engineers that roll up to the CMO/COO (not CTO) as part of a growth team. In 2002, Aaron Ross's Predictable Revenue playbook from his time at Salesforce was published. It shared the repeatable process to operationalize sales, particularly sales development. It made sense then.

SaaS Payments 77

SaaS Payments Technical Advisors Engineering Payment Solutions 77

ProfitWell

OCTOBER 1, 2019

When HubSpot first launched its culture code, Dharmesh Shah, CTO and Founder of HubSpot, felt it was important to share it with candidates. Since then, its culture code has been viewed more than 4 million times. In fact, that's probably better for everyone than if you found that out after they've been hired.

Company Culture 40

Company Culture Sales Recruiting Scale Software Review 40

Chart Mogul

JULY 1, 2020

Speaking your customers’ language will accelerate your sales and make your brand more engaging. We tend to believe that the technical aspects of our product are the most important differentiator because that’s what our CTO says. It’s harder to identify your buyer persona and the main jobs they hire you to do (JTBD theory).

Interviewing 76

Interviewing B2B Marketing Underperforming Technical Team 76

Teamgate

JANUARY 14, 2019

My journey started working with well-known brands such as VISA and TomTom, and since 2014 I started gradually moving to the world of startups and scaleups. Working in-house for known brands is somewhat easier as the messaging and legend are already there (half the job is done!). This can be somewhat one-dimensional over the long term.

Interviewing 81

Interviewing Startup Technical Review Technical Advisors 81

Chart Mogul

JULY 1, 2020

Speaking your customers’ language will accelerate your sales and make your brand more engaging. We tend to believe that the technical aspects of our product are the most important differentiator because that’s what our CTO says. It’s harder to identify your buyer persona and the main jobs they hire you to do (JTBD theory).

Interviewing 52

Interviewing B2B Marketing Underperforming Technical Team 52