SaaStr

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Hiring a brand marketing firm.

Sales Hiring 363

Sales Hiring Scale Startup Marketing 363

FastSpring

DECEMBER 7, 2023

As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. This leaves the sale of the business a lot more vulnerable to the market. Jump to highlights.

Software Review 146

Software Review Technical Review Development Team Review Branding 146

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I sent cold emails and LinkedIn messages and ended up with nine interviews.

Scale 267

Scale Sales Hiring Sales SMB 267

SaaStr

JANUARY 6, 2021

Finding the perfect VP of Sales position can be daunting, especially in the middle of a global pandemic. Candidates need to find opportunities that not only fit their sales experience and stretch goals, but also companies that are coming out of the pandemic with momentum. Who is looking to hire a VP of Sales in January / Q1?

Sales Hiring 327

Sales Hiring Scale Payment Solutions Payments 327

Sales Hacker

AUGUST 12, 2020

Scaling Your Personalization. This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Instead we need to focus on using our own voices and words to send each prospect a unique message. AI can help scale this, but we need to be careful not to rely too heavily on it.

Scale 109

Scale Scaling AI Search AI 109

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. For many, moving upmarket makes sense to scale. We’ve already mentioned the why.

Scale 193

Scale Enterprise readiness compliance Enterprise 193

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I And I won’t give away too much of the lead here.

Scale 147

Scale Sales Payment Methods Merchant Services 147

SaaStr

DECEMBER 14, 2023

With the marketing team, there are a lot of the classic functions — brand marketing, product marketing, and partner marketing. Google Cloud has matured a lot over the last couple of years, invested in AI for such a long time, and being a part of a company that’s strongest in GenAI is what’s important for startups scaling in this direction.

Cloud 245

Cloud Scale AWS AI 245

SaaStr

JANUARY 10, 2024

“Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. Leading him to some of his biggest mistakes when hiring: Not investing enough time. And for his marketing team, it didn’t just apply to marketing, demand gen, or brand, or PR.

Sales Hiring 254

Sales Hiring Scale Technical Review Leadership 254

SaaStr

JULY 9, 2019

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Now, unfortunately there are a lot of constraints in Africa, major constraints when you’re talking about setting up and scaling a startup. Well, you have to build a direct sales force. FULL TRANSCRIPT BELOW.

Scale 167

Scale Sales Recruiting Scaling SaaS Payments 167

SaaStr

NOVEMBER 28, 2020

The basic idea was to help folks who haven’t hired a VP or Director of Marketing hire the right one for a pre-Scale sales-driven SaaS company. Someone that knows, lives and breathes leads, funnels and funnel management, drip marketing, and all the rest. And most importantly … someone who knows how to deliver leads.

Sales Hiring 310

Sales Hiring Scale Sales Marketing 310

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Manual processes first. Names stick.

Scale 159

Scale Payment Services Payment Methods Scaling 159

SaaStr

JANUARY 7, 2021

We were fortunate enough to interview CEOs who were in the trenches navigating the COVID-19 pandemic, investors who were advising companies on how best to move forward, and operators who saw explosive growth given the shift to working from home. . Out of its headquarters in Utah, Podium scaled from 5 employees to over 300 employees.

Scale 252

Scale Sales Hiring Scaling B2B 252

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! I’ve had about two months now to process the news, and couldn’t be more excited to hit the gas pedal on the new brand. This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon.

Scale 64

Scale Leadership Sales Hiring Sales 64

User Pilot

MAY 2, 2024

Educational webinars showcase new ways to leverage the product, fostering an engaged user community and generating new leads. An omnichannel engagement strategy ensures consistency across all customer touchpoints for a seamless brand experience. Loyal customers can also help you acquire new leads via word-of-mouth. 5-25 times.

Retention 111

Retention Metrics Strategy Scale 111

SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 219

Sales Recruiting Sales Hiring Scale Customer Success 219

SaaStr

MARCH 27, 2022

Go Long — if you get to Initial Scale with happy customers and good growth. Interview at least 20 potential customers. Mark is one of the most talented natural sales leaders I know). “Go visit your customers and prospects.” Even if it means a lower valuation, or less of a brand. 3. Go For It.

Scale 361

Scale Sales Hiring Venture Capital Startup 361

Tom Tunguz

FEBRUARY 3, 2020

The market leader benefits from the strength of its brand. The brand’s strength eases prospecting work. Salespeople leverage the trust the brand has created. Market challenger sales are very different. In fact, this is where the name challenger sale originates. How does that map to your business?

Sales Hiring 219

Sales Hiring Scale Startup Interviewing 219

SaaStr

MARCH 12, 2024

Not only do you have to pass the hiring interviews as a Founder, but everyone on your team does, too. Brett has seen deals where the founder and a couple of employees are great, but most of the team failed the initial interviews. People lie about usage and revenue, which leads to a failed acquisition. #2

Software Review 226

Software Review Technical Review Acquisition Scale 226

Mucker Capital

OCTOBER 10, 2023

Sales development is a nuanced blend of art and science, requiring a delicate balance for its effective implementation within a company. Drawing from substantial experience, Sally Duby from The Bridge Group provides valuable insights into the intricate realm of sales development. Sally's wisdom sheds light on this dilemma.

Scale 52

Scale Sales Hiring Outsourced Development Development 52

SaaStr

JUNE 13, 2021

“Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO” A really great session on how to combine the two sales motions. #2. “3 CCO Lessons in Scaling Enterprise CX with Hubspot” A deep dive with HubSpot’s COO. #5. A classic for anyone with a hybrid sales model. #7.

Scale 226

Scale Interviewing Enterprise Engineering 226

SaaStr

APRIL 24, 2019

Alexandr Wang is the Founder & CEO @ Scale, the startup providing high quality training and validation data for AI applications. To date, Alexandr has raised over $23m with Scale from some of the best in the business including Index, Accel, Y Combinator, Dropbox’s Drew Houston, Justin Kan, Thumbtack’s Jonathan Swanson and more.

Scale 133

Scale Scaling Sales Hiring Customer Success 133

SaaStr

FEBRUARY 23, 2022

To illustrate how successful async adoption can be, Thomas highlighted four async success stories from real brands, and how async improved their business. Loom has spent time improving their hiring with async, with pretty impressive results: The company has a 93% satisfaction rate for their interview process. Here’s how they do it.

Scale 222

Scale Company Culture Interviewing Communication 222

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling. Lessons for scaling high-growth organizations.

Scale 121

Scale Payment Services Payment Methods Sales Hiring 121

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 182

Scale Sales Hiring Sales Recruiting Sales 182

SaaStr

MAY 31, 2021

And flying somewhere crazy for an interview, or doing 30 interviews a week, is … harder. Sales — Not Easier. As odd as this may sound, I personally am not any better at sales than the first time around, and maybe worse. I know how sales works much, much better. Brand, Brand, Brand.

Sales Recruiting 319

Sales Recruiting Sales Hiring Scale Branding 319

Intercom, Inc.

APRIL 28, 2022

The idea behind the funnel is quite simple – marketers craft campaigns to capture potential customers’ attention and slowly nurture them until they are ready to be handed off to the sales team, which guides them through the purchasing stage until they become paying customers and, hopefully, loyal advocates. Short on time?

Scale 118

Scale Technical Review Scaling Retention 118

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 144

Scale Sales Hiring Sales Recruiting Technical Advisors 144

Sales Hacker

AUGUST 4, 2023

Earlier this week, we announced that my new company, the GTMfund , has acquired my old company, Sales Hacker , from my…other old company, Outreach. I’ve gone through a mix of emotions, reliving the insane 10-year journey that came out of a young Max being naively intellectually curious about how to scale sales at a startup.

Scale 62

Scale Sales Hiring Sales Payments 62

Sales Hacker

OCTOBER 31, 2023

Sophie Buonassisi is the Vice President of Marketing at GTMfund, overseeing GTMnow – the media arm of the GTMfund brand – and the internal community. Before joining the GTMfund team, she built and scaled GTM at a predictive conversion optimization company.

Scale 97

Scale Marketing Interviewing AI 97

SaaStr

DECEMBER 6, 2021

Jennifer Tejada, CEO of PagerDuty, discusses the process leading up to IPO in 2019, her main focus for the company in the years since, and the lessons she’s learned along the way. Will they help you to scale? For example, Pagey, our mascot, ended up videobombing me during an interview with CNBC. What comes next?

DevOps as a Service 236

DevOps as a Service Scale Cloud Interviewing 236

FastSpring

MARCH 3, 2023

I interviewed him live on LinkedIn about four signs that SaaS companies have outgrown Stripe. And this leads to our third point. There’s a lot that goes into making sure the right sales tax or VAT amount is taken out of each order and that you’re properly registered in each state or country you do business in.

Merchant Services 146

Merchant Services Payment Services Outsourcing Services SaaS Payments 146

SaaStr

NOVEMBER 15, 2022

But I hadn’t really thought of them as a proxy for all SaaS companies until I saw the CEO’s interview from a few weeks back. And they spans dozens of leading vendors in SaaS. Vista’s investments are older, established SaaS companies with brands. in ARR, so it’s second only to Salesforce in SaaS.

Cybersecurity 304

Cybersecurity SMB Interviewing Enterprise 304

Totango

JULY 28, 2021

Customer success managers serve as the face of your company in dealing with clients, playing a key role in ensuring satisfying experiences of your brand. This can determine whether customers renew or churn and whether they become loyal ambassadors for your brand. Developing meaningful interview questions.

Customer Success 118

Customer Success Management Underperforming Technical Team Scale 118

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? How can one determine a closer in the interview process? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times?

Sales Hiring 203

Sales Hiring Scale Leadership Technical Review 203

Buffer Resources

DECEMBER 12, 2023

By following a set process , creators can ensure that their content maintains a consistent quality and style, which can help to strengthen their brand identity and build trust with their audience.  Scale 📈 Lastly, systems enable creators to scale their content from solo operations into media businesses.

Systems Review 108

Systems Review Social Media Technical Review Scale 108

User Pilot

MAY 7, 2024

Feedback surveys : Choose from different survey templates (including NPS , CSAT , and CES surveys) and customize them to match your brand image. User interviews : Conduct interviews and usability tests before and after product developments to determine what works or doesn’t work for your product.

Software Review 105

Software Review Software Scale Onboarding 105