SaaStr

APRIL 26, 2022

It’s the never-ending stereotype –– marketing and sales are eternal “frenemies.” In this session, Tolithia Kornweibel, CRO at Gusto, shares advice on creating sustainable partnerships between marketing and sales. . Tip Three: Better Recruiting. Tip Four: Know Your Model, Or Be Clear That You Don’t.

Leadership 192

Leadership Sales Hiring Sales Recruiting Scale 192

Kellblog

JUNE 27, 2020

Resulting in an unprofitable professional services business (and wrecking the market for partner services). Before proceeding, let me say that if you have a low-touch, high-velocity, easy-adoption business model — and the product to go with it — then you don’t need to read this post [3].

Consulting 144

Consulting Sales Recruiting Sales Hiring Startup 144

User Pilot

JULY 27, 2023

TL;DR SaaS, or “Software as a Service,” is a business model that delivers centrally hosted software to subscribers over the internet. Account Managers: They serve as the lead point of contact for all customer account management matters. What is a SaaS business model?

Sales Hiring 95

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 95

SaaStr

AUGUST 25, 2023

2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. If, in one sales cycle, things aren’t improving on several core metrics, they never will. The best VPs of Sales hit the ground running.

Part-Time VPE 185

Part-Time VPE Scale Sales Hiring CTO Hire 185

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 94

Compensation Sales Recruiting Sales Finance 94

Tom Tunguz

APRIL 14, 2019

These startups use machine learning to disrupt an industry traditionally dominated by agencies: law, accounting, recruiting, translation, debt collection, marketing…the list is long. In meeting many of these innovative businesses, I’ve observed they face three strategic questions.

AI 191

AI Sales Recruiting Underperforming Technical Team Machine Learning 191

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Steve has previously said, “Sales and marketing must be one team.” Why does he believe this is so important?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

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 74

Sales Recruiting Scale Sales Hiring Sales 74

Andreessen Horowitz

APRIL 23, 2024

Whether it’s creating better tools to write code and test code, better tools for customers to engage with reps, better tools for sales teams to engage with their prospects, all those things are happening inside of Bill. Rocket Mortgage has 30 years of data around mortgages in different markets. That data is not public.

Payments 110

Payments Forecasting Payment Services Payment Solutions 110

Tom Tunguz

OCTOBER 6, 2015

Sometimes, we’ll invite guests for off-the-cuff conversations and Q&A focused on focused questions like how should I build my startup’s marketing team? How do I create the right kind of recruiting process? Bill is an amazing marketing leader who has pioneered many of the data-driven marketing techniques in use today.

Sales Recruiting 100

Sales Recruiting SaaS Business Model Development 100

User Pilot

SEPTEMBER 14, 2023

Segmentation has been proven to improve a vast range of product success metrics (not just sales efforts). 7 types of user segmentation with examples There are many customer segmentation models to choose from. Simply create a segment of your most active users, and offer incentives to recruit them for beta testing.

Strategy 91

Strategy Sales Recruiting Onboarding Churn 91

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. How can you capture, qualify and convert the right leads for your business while working within your means? Short on time?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Baremetrics

JUNE 30, 2021

Below, we'll walk you through how to build a startup financial model step-by-step: Decide on the model's goal. If you're just sizing up the market or figuring out rough estimates, the less complicated your model, the better. And don't forget the costs of recruiting. What's driving it? Estimate additional expenses.

Startup 98

Startup Sales Hiring Sales Recruiting Deferred Revenue 98

OPEXEngine

JANUARY 13, 2021

Business customers, even in slow-to-adopt SaaS markets, will drive competition with higher expectations of consumer-like experiences and competitive offerings driven by great products customized for specific industry and customer groups. A bigger SaaS market and lots of capital mean more competition. B2B Sales and Marketing.

Sales Recruiting 52

Sales Recruiting Sales Hiring SaaS Benchmarks 52

OpenView Labs

DECEMBER 21, 2020

–Ryan Dunagan, VP of Marketing at Spotio. The prevailing go-to-market structure for SaaS companies in the last decade is through an inside sales team. Virtually all inside sales teams were forced to go remote in mid-March and haven’t been back in the office since. Focus on more flexible business models.

SaaS Payments 96

SaaS Payments Payments Payment Services Payment Solutions 96

Sales Hacker

AUGUST 26, 2019

This week on the Sales Hacker podcast, we speak with Rahim Fazal , Co-Founder and CEO of the SV Academy. If you missed episode 71, check it out here: PODCAST 71: Why is Account Based Marketing Not Working w/ Latane Conant. Keeping up with the evolution of sales. Subscribe to the Sales Hacker Podcast.

Sales Hiring 57

Sales Hiring Sales Recruiting Scale Sales 57

Andreessen Horowitz

DECEMBER 12, 2023

In this episode, a16z partner Seema Amble talks with Dimitri Dadiomov, the co-founder and CEO of payment operations platform Modern Treasury, about the challenges of creating a new category, hiring for marketing before you hire for sales, and why developing new features is similar to birding. And they ended up in real statements.

Payment Solutions 115

Payment Solutions Payment Methods Payment Services Payments 115

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. ” How do you think about this type of business and how would you respond to that VC? What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

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 152

Scale Payment Services Payment Methods Scaling 152

SaaStr

NOVEMBER 28, 2019

Product-market fit has been really important. And in that sense the financial crisis actually was a good thing for us because that was really kind of our beachhead in the market, because suddenly all of the large banks needed to comply to a lot of new regulation, seek RC, BCBS, all of those things, which ultimately are all data regulations.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

Sales Hacker

JULY 3, 2018

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. What Is Sales Automation?

Scale 65

Scale Outsourcing Services Sales Recruiting Outsourced Development 65

FastSpring

MARCH 27, 2023

He also shares insights about how Cognota is maintaining ownership over the category they created while encouraging dialogue and collaboration in the market. Ryan Austin 01:34 Sure, no, starting businesses are really tough as everybody knows. Cognota didn’t necessarily start as a software business.

Payment Solutions 95

Payment Solutions Payment Services SaaS Payments VP of Engineering 95

SaaStr

AUGUST 8, 2023

Strategic finance can be thought of as a project management function for your company’s underlying business model or a BizOps team that operates within a more financial lens. Strategic Finance optimizes a company’s underlying business model to create long-term value by increasing revenue and decreasing costs.

Scale 177

Scale Finance Outsourcing Services Sales Recruiting 177

Baremetrics

SEPTEMBER 24, 2021

Debt financing is preferable for sales and marketing acceleration since it has a lower long-term cost and enables the company to expand quicker. An offering of equity financing does not always imply approval of your business model. Determine if your issue is one of customer acquisition or market size.

Finance 98

Finance Venture Capital SaaS Payments Payments 98

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

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. Since then, you’ve spent over 12 years in post-sales leadership. Going through all parts of the customer journey.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

OpenView Labs

JANUARY 25, 2022

If you can nail it, you’ll be on the path to a very strong business model. 1 – Your product is too confusing without sales or success helping out. Mailchimp , the marketing and email platform, has this down pat. Loop in your Product Marketer if you have one. The same mistakes come up time and again.

Onboarding 76

Onboarding Sales Recruiting Software Interviewing 76

ProfitWell

OCTOBER 28, 2019

Citrix plans to shift to a subscription business model and software-as-a-service, as the company recently showed strength in its Workplace subscriptions. CEO David Henshall said that the Citrix business is shifting to subscriptions ahead of expectations. But we are not surprised. Welcome to the club, Citrix. Roku x dataxu.

Sales Recruiting 40

Sales Recruiting SaaS Advertising Subscription 40

Intercom, Inc.

APRIL 18, 2019

A study by HBR found that the 13 companies in the Fortune 100 that were instrumental in creating their categories accounted for 53% of incremental revenue growth and 74% of incremental market cap growth. In a world where 47% of first-movers fail , creating a category is a risky business.

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

SaaStr

JANUARY 10, 2020

* Does Bob agree with the notion that channel sales have completely died in the world of SaaS? In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * I always say kind of tele-sales are the most important form of kind of training in terms of sales.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

Tom Tunguz

MAY 14, 2013

It’s a logical question to pose in the aftermath of the Digg sale and the wobbly Facebook IPO. There is one clear lesson from Digg’s sale: the technology that powered a once-massive social network is worth about $500,000. The Atlantic summed up the essence of social networks' business models brilliantly. Comments welcome.

Sales Recruiting 100

Sales Recruiting Advertising Social Media Subscription 100

ProfitWell

SEPTEMBER 18, 2019

However, an undisclosed source told Reuters that We Company is considering a delay until October because of concerns that its stock market debut would be snubbed by investors. We are very clear by saying that our story is not a sales story for the next four quarters or so.”. GameStop needs to redesign their whole business model.

Sales Recruiting 40

Sales Recruiting Subscription Payment Features Pricing 40

Baremetrics

MAY 14, 2020

A year and a half later, Product Pains had decent usage but still no real business model. I quit to join Andrew (he likes to say he recruited me) and we transformed Product Pains into Canny , a SaaS tool. Takeaways: Many businesses start off as side projects. As a result, we never really marketed Product Pains.

Sales Recruiting 90

Sales Recruiting Sales Hiring Branding Business Model 90

ProfitWell

AUGUST 28, 2019

Well, it seems to be a case of business model, economics, and downright ethics. An article from Forbes Senior Contributor Stephanie Denning claims , “WeWork has an arguably strong value proposition, but the business case and economics are much less clear. So why are we so enthralled by the WeWork saga?

Technical Review 40

Technical Review Sales Recruiting Software Review Payment Services 40

Point Nine Land

APRIL 9, 2021

To add to this, B2B marketplaces tend to have various different business models (commission, SaaS, not monetizing in the beginning), which makes it very difficult to come up with one-size-fits-all metrics for each funding round. Market Characteristics ?? Team ???????????

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59

SaaStr

MAY 24, 2019

Why SaaS is your business model, not your mission. I was personally responsible for my action, to any concurrent projects on the delivery side, I was responsible for managing digital marketing, recruiting. So it’s kind of what works for you and what works for the market. Missed the session?

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

Kellblog

JULY 18, 2019

While the sales-and-marketing types will emphasize “its proven-ness” you will want to know how much technical debt there is associated with this old architecture. Strong market opportunity. In my other direct experience, the markets for Ingres (RDBMS), Salesforce.com, and Host Analytics (cloud EPM) were obvious.

Underperforming Technical Team 79

Underperforming Technical Team Startup Software Technical Cofounder 79