Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 75

Sales Recruiting Scale Sales Hiring Sales 75

SaaStr

SEPTEMBER 19, 2019

We are a platform that allows local businesses to communicate with anybody, whether it’s a lead, a customer, an employee of their business, or even another business. And we are this platform that all local businesses build their business off of. And I’m so pumped to talk to you guys about that.

Scale 111

Scale Sales Hiring Software Review Scaling 111

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. It has a compounding effect - the more good decisions a business makes, the better the results will be. Again, it was an easy to use model which scaled effective decision-making. Brand equity.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

OpenView Labs

MAY 20, 2021

I saw this as a client partner and then regional managing director at an eBusiness firm that scaled from 0 to 2,000 people in three years, organically. The same was true when I ran the People function at a software development consultancy that doubled its headcount to ~100 while reducing attrition from 40% to 5% voluntary in 18 months.

Scale 84

Scale Underperforming Technical Team Headcount Software Review 84

Practical Advice on SaaS marketing

OCTOBER 9, 2012

Should you pony up the money to feed a full-blown sales and marketing effort? Because of the way the SaaS business model works, if you feed the customer acquisition process, you hurt profits and burn cash. Cut sales and marketing headcount and scale back spending on customer acquisition programs.

Acquisition 124

Acquisition Scale SaaS Headcount 124

OPEXEngine

FEBRUARY 2, 2021

Many founders and CEOs have seen their business plans upended by COVID-19. That’s because very few contingency plans accounted for the scale and nature of the disruption we’re all experiencing. Really robust forecasts rely on the drivers that matter most to the business. Including sufficient detail.

Forecasting 40

Forecasting Underperforming Technical Team Headcount Scale 40

Intercom, Inc.

APRIL 4, 2019

The fastest growing software companies in recent years all have something in common – they started with little to no sales team. But even for companies with this early viral growth, there comes a point in time when this organic growth needs to be supplemented with formal sales. Yes, Slack started off with no sales team.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

SaaStr

JULY 24, 2023

Let’s look at nine interesting learnings about this leading company. #1 This chart shows the awesome power of high NRR and how you have to invest in customers that scale with you over time. #3 in ARR, but what a lot of people at scale have trouble with is getting new customers. At that scale, you need $100k and $1M+ deals.

Revenue 199

Revenue Scale Sales Hiring Cloud 199

Intercom, Inc.

OCTOBER 29, 2019

Up until this point, to understand our customers, we had primarily relied on the Jobs-to-be-Done framework , product sense, research insight, sales input, and a belief that our customers were companies just like us. Done well, it’s a model that gives anyone at your company an immediate understanding of your customers.

Business 184

Business B2C Scale Headcount 184

ChurnZero

NOVEMBER 22, 2021

As a Customer Success leader, do you get anxious at the thought of asking your CFO or CEO for additional headcount? You’re stuck in an ongoing loop of unhappy employees leading to unhappy customers. We’re behind on our sales projections. How to Build a Customer Success Budget for Headcount.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

Andreessen Horowitz

MARCH 21, 2024

Last year, while consumers spent hours chatting with new AI companions or making images and videos with diffusion models, most enterprise engagement with genAI seemed limited to a handful of obvious use cases and shipping “GPT-wrapper” products as new SKUs. Some naysayers doubted that genAI could scale into the enterprise at all.

Generative AI 145

Generative AI AI Enterprise Artificial Intelligence 145

Hitenism

JANUARY 16, 2017

In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Reduce sales ramp time by 30-50% via sales enablement. Double headcount every 6-9 months. They raised $65 million dollars with that plan.

Scale 147

Scale Venture Capital SaaS Headcount 147

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Adnan Chaudhry | SVP of Sales @ Salesforce.

Sales Hiring 156

Sales Hiring Scale SaaS Payments Payment Services 156

Baremetrics

JULY 25, 2019

Data science is beginning to replace spreadsheets for entrepreneurs wrestling with uncertainty in their business models. If you’re like most SaaS founders, you’ve googled for a saas financial template you can use to forecast your subscription business. Measuring Up: A Forecasting Maturity Scale. How did we get here?

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

OPEXEngine

JANUARY 5, 2021

What it tells you about your company will depend on your goals, your business model and needs, and your customer lifecycle. So it’s important not to become obsessed with lowering that cost at the expense of the quality of your marketing, sales, and onboarding processes. What is CAC? Should you focus on lowering CAC?

Benchmarks 52

Benchmarks Acquisition Customer Lifetime Value Scale 52

Outseta

JANUARY 20, 2020

In light of the sale of Buildium last month I figured now is as good of a time as any to reflect on the most important ones. These people—Anil, Bernard, Saro, and others—helped lay a solid foundation for the business and represented talent Buildium could never have afforded outright in the early days. You read that right—two!

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

OpenView Labs

MAY 5, 2021

Other businesses, like LinkedIn and Netflix, have strong histories of being producers of open-source projects, which provides a strategic recruitment and retention tool for top-tier engineering talent. Related podcast episode: How MongoDB Scaled Their Open-Source Product with a Bottom-Up and Top-Down Sales Motion.

Business 52

Business SMB Scale DevOps as a Service 52