Valuize Consulting

JUNE 9, 2022

If you answered yes to any or all of the above questions, then you urgently need to hire a senior-level Customer Success Operations Leader. The Business Impact Of Senior Customer Success Operations Leadership. From an investment standpoint, hiring a Senior CS Operations Leader provides exceptional ROI.

Sales Hiring 52

Sales Hiring Customer Success Scale Leadership 52

OpenView Labs

MARCH 27, 2020

When I first wrote this for OpenView, we were in a place where unemployment was at an all-time low and hiring was top of mind. Whether your company has paused hiring, is still hiring or will be in the future, having the right people for your business and stage will always be a priority.

Sales Hiring 52

Sales Hiring Enterprise Underperforming Technical Team Scale 52

OpenView Labs

MARCH 24, 2021

Without fail, every week I speak to 5–10 startup founders who are dealing with one of these two painful situations: They’re going through the process of parting ways with the wrong VP of Sales or the wrong enterprise salespeople. For either one, the bottom line is that the cost of a bad hire is significant.

Sales Hiring 56

Sales Hiring Underperforming Technical Team Company Culture Interviewing 56

SaaStr

JULY 27, 2022

They built their sales funnel in the same fashion to empower customers with autonomous product discovery and conversions. Smaller organizations don’t typically respond to the long sales cycle or constant conversations and negotiations that an enterprise needs. However, this does not mean that you should abandon sales teams.

SMB 208

SMB Sales Hiring Scale B2C 208

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. How defendable is the technology of the product or the business model?

Sales Recruiting 253

Sales Recruiting Sales Hiring Scale VP of Engineering 253

SaaStr

MARCH 9, 2022

Pursue Diverse Revenue Models. Sometimes, it takes innovative thinking to pull more revenue out of a current customer base or business model. Author Geoffrey Moore describes the chasm criteria this way: Demonstrate market leadership. You can use both organic and inorganic tactics to grow your business.

Revenue 251

Revenue Sales Hiring Leadership Scale 251

SaaStr

AUGUST 17, 2022

A successful, growing business depends as much on its metrics as it does on its people. Founder of Marketo, Phil Hernandez, and Marketo’s former EVP of Sales, Bill Binch, have had decades of experience tackling precisely these issues. Even if monthly quotas don’t seem to fit your business model, Bill would suggest it anyway.

Sales Hiring 215

Sales Hiring Sales SaaS B2C 215

ChurnZero

JANUARY 18, 2024

The role of the chief customer officer has become an essential function in subscription-based business models such as software-as-a-service (SaaS), where customer retention is paramount and requires executive-level leadership. This often includes leading implementation, customer success and customer support teams.

Development Team Review 52

Development Team Review Technical Review Software Review Sales Hiring 52

SaaStr

SEPTEMBER 16, 2022

However, global growth is challenging, and it takes the right strategy, preparation, and business model to achieve it. In an eye-opening session at SaaStr Europa 2022, Harry Briggs (Managing Partner at OMERS Ventures) shares advice for determining whether expansion is right for your business and how to execute it effectively. .

Scale 223

Scale Scaling Sales Hiring Marketing 223

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? 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? I don’t subscribe to the servant leadership model.

Sales Hiring 210

Sales Hiring Scale Leadership Technical Review 210

SaaStr

SEPTEMBER 14, 2022

But you can’t base your business model purely on gut instinct: you need to understand the problem by conducting serious research. Sales and marketing are still significant, but consider dedicating more research and design to the user experience. UserZoom CEO Alfonso de la Nuez and CMO Sophie Chesters have a few suggestions.

Scale 230

Scale Venture Capital Sales Hiring SMB 230

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. Your first SaaS customer success hire. Since then, you’ve spent over 12 years in post-sales leadership.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Sixteen Ventures

AUGUST 14, 2022

The Social Proof created by customer advocates can work to make new business sales more efficient, reducing Customer Acquisition Cost (CAC) for net new customers, but also for Expansion among existing customers. While customer advocacy doesn’t roll-up directly to NRR, the effects of it absolutely can and will. CSMs and NRR.

Customer Success 97

Customer Success Investment Sales Hiring Retention 97

SaaStr

NOVEMBER 28, 2019

The people you hired, the culture you make, the first 10, 20 hires really make the rest of the culture of the company. If we combine it with a business model that nobody really understands, it’s just too much. And then the next one that we best now is proving a business model. I don’t understand.

Sales Hiring 174

Sales Hiring Scale Sales Recruiting Government 174

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Customer > Team > Individual During my time at HubSpot, the leadership team shared this mental model to help with decision-making. Again, it was an easy to use model which scaled effective decision-making. Put simply, enduring companies have moats which defend their business model - they are a competitive advantage.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

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. Speaker video: Stripe is really a set of developer tools for building and operating an online business. The exchange of value.

Scale 150

Scale Payment Services Payment Methods Scaling 150

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? How does Bob think about when is the right time to hire a Head of Partnerships? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? Why is this? What are the drivers of its death?

Sales Hiring 133

Sales Hiring Scale Outsourcing Services CTO Hire 133

SaaStr

MAY 24, 2019

What you need to know about hiring, firing, advisors, and culture. Why SaaS is your business model, not your mission. Andrew Filev: That particular business was great but definitely not a venture of fact material, and their investors are correct to say that most of the professional services businesses are kind of linear, right?

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

Sales Hacker

FEBRUARY 27, 2020

As a sales manager, your job is to drive growth. The best way to do that is to develop the right behaviors in your sales reps. In other words, you can’t just be a sales manager. You have to be a sales LEADER. Sales Performance. Sales Performance. This is where your leadership comes in.

Underperforming Technical Team 96

Underperforming Technical Team Development Revenue Sales Hiring 96

SaaStr

JANUARY 5, 2023

Eva Pittas (Co-founder and COO at Laika) and Dicken Chaplin (CFO at Laika) discuss the value a well-versed CFO brings to their business as well as a few key lessons they’ve learned along the way. Hiring a CFO. First: Why hire a CFO, anyway? . Productivity Per Sales Rep. Marketing Lead Gen. Pipeline Coverage.

Sales Hiring 44

Sales Hiring Acquisition Forecasting Outsourced Development 44

SaaStr

SEPTEMBER 10, 2020

As for Latané, before 6sense she was CMO and sales leader at Appirio where she drove 5X more effective field marketing programs and an increase in inbound leads by 300%. What does the preparation process look like pre-sales kick off week? If that was not enough, Latané is also on the Advisory Boards of both Mediafly and Atrium.

Scale 171

Scale Sales Hiring Software Review Technical Review 171

OpenView Labs

APRIL 1, 2021

Hire for cultural and linguistic diversity early on. Diverse teams are good for business. But the benefits of hiring for cultural and linguistic diversity go beyond generalized increases in perspective and innovation. You need to imbue multicultural knowledge into your core business strategy,” said Chris.

Sales Hiring 55

Sales Hiring SaaS Innovation Business Model 55

Intercom, Inc.

SEPTEMBER 17, 2020

Their mission is born out of the desire to bring transparency to the workforce and to offer a platform for colleagues, peers, and leadership teams to honestly share information about salary, culture, career advice, and industry insights. So I went there and he asked me if I could join as a sales rep. Building a Blind business model.

Technical Review 210

Technical Review Company Culture Business Model Sales Hiring 210

Sales Hacker

MARCH 16, 2020

This week on the Sales Hacker podcast, we speak with Luigi Mallardo , Chief Revenue Officer at Woffu. Luigi is a long-time CRO and sales leader in the European community, and he’s also the chairman of the Barcelona Revenue Collective. Let’s hear from Luigi about the subscription economy and the subscription business model!

Revenue 77

Revenue Scale Sales Hiring Subscription 77

OpenView Labs

FEBRUARY 15, 2019

Automation is going to become the defining characteristic of 21st-century business. Automation technology has already permeated the digital marketing and online business models. There are automation tools for email marketing, social media management, paid advertising campaigns, chatbots, scheduling, data analytics and more.

Scale 64

Scale Scaling Startup Sales Hiring 64

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. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. The exchange of value.

Scale 117

Scale Payment Services Payment Methods Sales Hiring 117

User Pilot

AUGUST 11, 2022

As a result, customer success managers end up with more tasks than they can handle—making it harder to focus on helping users engage with the product and achieve success. Liaising with the sales team to understand customer needs. Customer success managers’ soft skills and qualifications. Problem-solving. Collaboration.

Customer Success 98

Customer Success Management SaaS Technical Review 98

Kellblog

MARCH 11, 2020

The services team should be introduced as late as possible in the sales cycle; ideally after contract signing, in order to eliminate the chance a post-sales consultant will show up, tell the customer “the truth,” and ruin a deal. We had a pretty formulaic sales cycle, from discovery to demo to proposal.

Underperforming Technical Team 99

Underperforming Technical Team Sales Hiring Consulting Forecasting 99

SaaStr

MAY 9, 2019

Number two is hiring too quickly. Number three is not understanding their business model. The next big problem we see companies have post demo day is not establishing best practices around hiring. I’ve never met a founder who says, “Oh, I’m not good at hiring great people.” Number seven.

Sales Hiring 166

Sales Hiring Scale Payment Solutions Banking 166

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. What is the right way for startup founders to address sales rep onboarding? Vikas Bhambri: Yeah.

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

SaaStr

APRIL 17, 2019

Steve has previously said, “Sales and marketing must be one team.” Where does Steve find common points of tension between sales and marketing? How can they integrate autonomy into their hiring process as a core advantage? * I mean, my career started as a software engineer, and out of frustration, I went into sales.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

SaaStr

MARCH 27, 2019

What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn? What have been her learnings from scaling teams when it comes to hiring and detecting candidates with true empathy? I mean, it goes down to the old adage of As hire As and Bs hire Cs.

Scale 129

Scale VP of Engineering Mobile Scaling 129

Valuize Consulting

MARCH 31, 2020

These organizations are hiring staff who have lived within the walls for their entire careers. Saying “NO” to Sales. In the mid-2000s, a tech company I worked with in London branded their Sales Reps as ‘fighter pilots’. That’s how the wall between sales and the rest of our organization was built. Goose: “No.

Customer Success 40

Customer Success Sales Hiring Business Model Leadership 40

OpenView Labs

JULY 8, 2019

As the first marketing hire at Zendesk , I underwent something of a trial by fire that proved to be a very valuable experience. I put together a survey and collected a lot of feedback, then we pulled company leadership together and locked ourselves in a room for a couple days. Pricing accountability isn’t a one-person job.

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61

OPEXEngine

DECEMBER 23, 2020

The services team should be introduced as late as possible in the sales cycle; ideally after contract signing, in order to eliminate the chance a post-sales consultant will show up, tell the customer “the truth,” and ruin a deal. ARR < $25K), use a low-touch sales model and focus on the small and medium business market [1].

Underperforming Technical Team 52

Underperforming Technical Team Sales Hiring Consulting Forecasting 52

ChurnZero

FEBRUARY 4, 2022

This article is adapted from a session presented by Kristen Hayer , Founder and CEO of The Success League , at BIG RYG , ChurnZero’s annual Customer Success leadership summit. Performance issues might include ongoing problems with customer churn , product fit, or new competitors – all of which also affect new sales.

Customer Success 98

Customer Success Metrics Engagement Software Review 98

Kellblog

DECEMBER 27, 2021

Management changes , as leadership teams drift from a spirit of value creation for customers to value extraction from them. But don’t, don’t, don’t — for example — hire 10 sellers because they’re in the plan: hire them because the CRO made the last 10 productive and wants to hire 10 more.

Blockchain 142

Blockchain Technical Review Venture Capital Sales Hiring 142