SaaStr

DECEMBER 3, 2020

To date, they have raised over $73M from some of the best in the business including Sequoia, Kleiner Perkins, General Catalyst and Point Nine to name a few. In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom.

Scale 185

Scale Sales Hiring Sales Recruiting Sales 185

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? I’ve heard so many good things from Kobie, now at Upfront, and then also the team at Openview. Andy MacMillan: I started my career in tech actually as a developer. I don’t subscribe to the servant leadership model. How does Andy think about discounting?

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Sales Hiring Scale Leadership Sales Enablement 221

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs?

Scale 133

Scale SaaS Payments Sales Recruiting Payment Services 133

ChurnZero

JUNE 11, 2021

Customer health scores give Customer Success teams a deep understanding of a customer’s health and are a leading indicator that there may be an issue with an account or customer. Another example is creating a health score based on tiered implementation: SMB onboarding versus Enterprise onboarding.

Software Review 96

Software Review Systems Review Scale Underperforming Technical Team 96

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? So as Lauren sort of alluded to, we started by focusing on SMB’s. Today we’ll be talking about five ways to effectively move up market.

Underperforming Technical Team 168

Underperforming Technical Team Sales Hiring compliance SMB 168

SaaStr

AUGUST 16, 2019

During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. As a manager observing their team, what are signs that an individual is burning out? What actions and communications must they adopt to ensure that this feeling of culture over performance is accepted by the team?

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Scale Underperforming Technical Team Sales Hiring Interviewing 152

Sales Hacker

APRIL 21, 2020

Whether your company has paused hiring, topgrading, still hiring, or will be in the future, having the right people for your business and stage will ALWAYS be a priority. Let me be clear, not all candidates are created equal, and not all businesses need the same thing. Also: What are the top performers in my current team doing?

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

ChurnZero

OCTOBER 15, 2021

The rising prominence of Customer Success is the result of it being the central business driver of growth and profit. Businesses were forced to wise up to this fact during the pandemic when new sales shriveled. Because the way you get a seat at the table is by adding to the business. NRR is your “friend”.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

Sales Hacker

OCTOBER 16, 2020

And finding time is tough compared to an SMB executive. Everyone wants to win business with the big fish. People are busy. Pretty soon after the COVID-19 outbreak in March, offices shut down, businesses were going through layoffs, and no one knew what to expect. Next, look for the 1A: Business Overview.

Enterprise 104

Enterprise Payment Methods Payment Services Sales Hiring 104

Intercom, Inc.

JULY 11, 2019

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Short on time?

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Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

JANUARY 28, 2020

If something bad happens, you’re going to have to cut your burn, probably. There is one thing, I love this quote and it’s a little bit of a crude quote, not that it’s bad language-. What do you do with that lightly toxic person on your team? I’ve spent three years deploying Gainsight. Aaron : No.

Sales Hiring 212

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 212

SaaStr

AUGUST 9, 2019

To date they have raised over $113m in financing from some of the best in the business including Tiger Global, Battery Ventures, Boldstart, Canaan, Cisco, and Redpoint, just to name a few. Here’s what Eyal and Megan talk about: How to develop software faster. Missed the session? The emergence of new A.I. ” Luckily for me, it was.

SaaS Payments 137

SaaS Payments Cloud Technical Review Scale 137

Andreessen Horowitz

OCTOBER 16, 2023

The concept can be defined many ways , but the simple definition shared in this episode is: it’s when you understand the business value of your product. But on the other hand, I’ve heard that for a lot of enterprise businesses, part of the act of selling is finding those users in the first place. the night before it was to IPO).

Product Marketing 84

Product Marketing Scale Sales Hiring Sales Recruiting 84

SaaStr

OCTOBER 31, 2019

What I’m going to do is talk a little bit about what we’ve seen over the course of the last year and then also talk about some metrics we track or we encourage our founders to track as they’re building their businesses, and then, lastly, try to go through a few predictions for the next couple of years.

Cloud 101

Cloud Scale AWS Machine Learning 101

SaaStr

SEPTEMBER 4, 2020

371: It’s no secret that businesses today are struggling with an unpredictable economy. Jennifer Tejada: So it’s not all terrible bad news because Winston Churchill told us, “Never waste a good crisis.” First, do no harm and deliver the business results. But management has changed. It may not be first nature.

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Scale Underperforming Technical Team Sales Hiring Branding 165

Sales Hacker

SEPTEMBER 30, 2019

Vikas’ Journey from Sales Engineer to Managing a BD Team (22:20). Vikas’ background is sales engineering as a path into sales and revenue leadership. He leads Kustomer’s sales and customer experience departments, overseeing sales, business development, implementation, customer success, and support. Who is Kustomer?

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. Want to see more content like this?

Sales Recruiting 109

Sales Recruiting SMB Scale Sales Hiring 109

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. Want to see more content like this?

Sales Recruiting 110

Sales Recruiting SMB Scale Sales Hiring 110

Andreessen Horowitz

NOVEMBER 17, 2023

In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B The problem is the sales team. The sales team don’t know how to sell the product. It’s a familiar story.

Sales Hiring 104

Sales Hiring Scale Sales Underperforming Technical Team 104

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Heck, stand at the head of it. Doubt is a part of life.

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Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

AUGUST 19, 2022

Michiel Rauws (@michielrauws2): So, my question is, we’ve been scaling our SaaS business. It’s a mental health-focused SaaS business. And also on the side, doing a strategy of pure, just changing our ICP and fully picking it and making it super narrow and super focused, and having 25% of the team doing that.

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Scale Sales Hiring Scaling VP of Engineering 238

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. I’m the former SVP of Sales at a Los Angeles based business called PatientPop. It’s an SMB SaaS company in the healthcare technology vertical. Want to see more content like this? Join us at SaaStr Annual 2020.

Sales Recruiting 274

Sales Recruiting Sales Hiring Scale Sales 274

SaaStr

AUGUST 30, 2019

For those that do not know, HelloSign is the company reimagining how you approach your most important business agreements with their award-winning e-Sign solution. As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations.

Sales Hiring 137

Sales Hiring Scale Technical Advisors Underperforming Technical Team 137

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. We recently sat down with Maggie to chat about all things sales – from laying down a solid foundation to hiring the right people and, finally, scaling the team into hyper-growth. Look for the team players.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

SaaStr

JULY 30, 2020

What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market.

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Part-Time VPE Scale Sales Recruiting Sales Hiring 220

SaaStr

MAY 2, 2019

Join Vlad Shmunis, founder, chairman, and CEO of RingCentral as he discusses RingCentral’s journey from a two-person startup to a $7B market cap global enterprise communications company (NYSE:RNG) — the good, the bad, and the ugly. Jonathan: And you describe yourself as a technologist first, or a business person? FULL TRANSCRIPT BELOW.

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Scale Business Sales Hiring CTO Hire 155

SaaStr

DECEMBER 12, 2020

406: Kate Taylor is Head of Customer Experience at Notion, one of the fastest-growing startups of the last 5 years with over $68M in funding from some of the best in the business including Index, Daniel Gross, Elad Gil, Lachy Groom, Josh Kopelman and Aydin Senkut to name a few. Why does Kate not believe that in startups you can “do it all”?

Scale 173

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 173

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. Go without one and risk seeing your business flame out. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

Sales Hacker

DECEMBER 30, 2019

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. Justin helped build the sales team in ZocDoc. He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses.

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52

SaaStr

AUGUST 15, 2020

Nick Mehta: Power of the developer, or the API economy, both of you play very much in both those trends. If everybody’s just doing a little sliver of the work, how do you roll it up into a meaningful business case? They don’t know enough about their client, they don’t understand the business.

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Payment Methods Merchant Services Scale Payments 223

SaaStr

AUGUST 12, 2022

While Azure and Google Cloud grew at record rates, Shopify for example, its SaaS business only grew 10% last quarter. But it sounds like the bad news is you’ve got a limited runway. It’s not the investor’s problem if you have an expensive team. We certainly are in a downturn in some segments.

Scale 217

Scale SaaS Payments Scaling SaaS 217

Intercom, Inc.

SEPTEMBER 26, 2019

And it’s not without good reason: nearly all software products with dominant market share started as apps but grew to the point where third-party developers began building valuable integrations on top of what these companies had already created. New Relic’s General Manager, Mark Weitzel, weighs in on how you can support your developers.

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Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

Sales Hacker

SEPTEMBER 14, 2021

Who sales development should report to (spoiler: it’s marketing). Who should sales development report to? [15:20]. We talk about the history of marketing, who sales development should report to, all of it. powered by Sounder. If you missed episode 177, check it out here: Trust-Building Strategies Every Seller Should Own.

Sales Recruiting 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79

Intercom, Inc.

AUGUST 29, 2019

It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. How quickly you’re able to accelerate growth depends on your ability to build a nimble sales org and develop a strong sales strategy. These lay the foundation that enables your team to run as efficiently as possible.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. What is the ability of the company to continue to build an incredible team?

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Scale Underperforming Technical Team Investment Sales Hiring 181

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. You can read the podcast transcript below. They had to reinvent themselves.

Sales Hiring 169

Sales Hiring Scale Payments Cloud 169

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. If the same team keeps performing at the same growth it will achieve $2M in year 2 – whilst the renewals come in at 100%.

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Scale Growth Hacking Scaling Sales Hiring 86