SaaStr

DECEMBER 5, 2023

Going upmarket drives category leadership because you establish yourself as the company that the Fortune 500 logos use. Show and deliver business value upfront. With that comes business value assessments, where you put some numbers to the pitch in terms of ROI and the value it can bring your prospect. Gong is a good example.

Scale 222

Scale Enterprise readiness compliance Enterprise 222

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. These evolving demands from enterprise customers bring with them different skillsets customer success managers need to hone.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Andreessen Horowitz

NOVEMBER 17, 2023

I think the annual planning process that we actually ended up running was pretty similar to every other one we had run, but it was a couple months after we had just really deeply understood what it was people were using Segment for today and what they wanted to be able to rely on it for at a bigger, more enterprise-ready scale.

Sales Hiring 104

Sales Hiring Scale Sales Underperforming Technical Team 104

Point Nine Land

APRIL 21, 2021

This is an exercise that should be done with input/feedback of the leadership team. Start by figuring out the strategies that will bring you effective, efficient and long term growth.

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52