SaaStr

MAY 5, 2022

What are some of the foundational ways sales leaders can think about building their sales teams as their company continues to expand and grow? There’s no shortage of ways to tackle this challenge, but one thing is clear: build sales teams thoughtfully and intentionally. With scale, though, these priorities can change.

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SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. And sales go down, not up. #2. More here. #4.

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SaaStr

NOVEMBER 22, 2020

Prashanth Chandrasekar, CEO @ Stack Overflow recently shared with our community the four key pillars he feels are necessary to propel a company to scale upward. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Determine if your growth is product-led, sales-led, or marketing-led.

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SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

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SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

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SaaStr

DECEMBER 11, 2020

And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel. As you can see, the process of readying your business to engage with and operate through the channel is of vital importance to the modern ISV.

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SaaStr

FEBRUARY 19, 2024

and Lenny asked us to join his podcast to talk about building a sales team — from the perspective of a product-first founder or exec. It was a pretty strong conversation and we took a lot of our learnings over the years and focused on how to learn to do sales right if you come from a product-first background: It’s good.

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SaaStr

AUGUST 12, 2023

As time goes on with your startup, then your scale-up, then maybe even your public company … you will have to deal with disputes. And it just scales. Second, any business dispute — even if you are “right”, it doesn’t really matter. The party in the “wrong” often even enjoys a business dispute and even litigation on some level.

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Teamgate

AUGUST 7, 2023

Scaling a small business is an exciting but challenging endeavor. It involves taking your business to the next level by expanding operations, increasing revenue, and reaching a broader customer base. However, without careful planning and execution, scaling can lead to unforeseen problems and even failure.

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SaaStr

FEBRUARY 12, 2024

To $300k-$400k+ per employee at scale. And business software spend is set to cross $1 Trillion this year for the first time ever! Most of you are, in fact: According to our latest unscientific but directionally correct survey of over 2,000 SaaS execs, 64% of you are growing your sales team in 2024. So cuts continue.

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SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

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Predictable Revenue

MARCH 16, 2021

Scaling your business internationally is no easy feat. The post How B2B Companies Can Leverage Channel Partners To Scale Up Their Sales Internationally appeared first on Predictable Revenue. It requires a dedicated team that is in sync with each other and your customers. Here are some tips on how to do it!

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SaaStr

JUNE 16, 2023

Dear SaaStr: How Many Sales Reps Do I Need? You can back into how many sales reps you’ll need in SaaS. And they will take at least some time to scale. That may actually be high, especially if you are scaling quickly and make a few hiring errors. Assume 1 sales manager for each 8 sales professionals.

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Scale Sales Hiring Sales Headcount 259

Intercom, Inc.

AUGUST 26, 2019

Today we’re releasing a brand new book, Intercom on Sales. You could swap in any numbers you’d like, and the sentiment would still hold true: scaling sales is incredibly hard. I joined Intercom three years ago to do just that, to take our nascent sales team to the next level. And much, much more. Good luck, and enjoy!

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SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Because nobody went on Google and searched “flexible software to manage my business.” Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features.

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SaaStr

OCTOBER 17, 2023

PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Are they willing to trust me with more of their business? Your selling team will 3x, and sales will become codified. Renewals.

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Scale Sales Hiring Customer Success Scaling 173

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. A data-driven framework for scaling. Mark’s latest ebook, The Science of Scaling , outlines a precise framework for success.

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Tom Tunguz

MAY 30, 2019

Where should your sales enablement team focus their time? If the sales enablement teams had focus on the top quartile AEs and improve their performance by 20%, the company would have booked $9.3M. First, the sales enablement team has shown they can improve performance over a broader group of people. They generated 8.6M

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Intercom, Inc.

DECEMBER 22, 2020

This year, we launched Scale , a new content strand focusing on how industry leaders are propelling their companies forward by keeping their customers front and center. . When we created Scale, we had no idea what the year would hold in store; we simply knew that investing in long-term customer relationships was the key to success.

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SaaStr

OCTOBER 24, 2023

Their Cloud business is on fire. SAP expects to close the year out with their Cloud and SaaS businesses at a $15 Billion run-rate. And even at that scale, Cloud sales are growing a stunning 16% (!). Their $15 Billion Cloud Business is Accelerating. Salesforce is back to aggressive hiring. And ooooold SAP?

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SaaStr

JANUARY 24, 2021

“My CEO Told Me To Stop Selling So Much” Recently, I met with a sales leader I’ve known for years, and he told me The Most Curious Story. The sales-driven customers are very profitable on a CAC basis, since their lead cost is $0, and so the ‘Magic Number’ or CAC/CLTV ratio is very favorable.

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Scale Sales Hiring Scaling Construction 341

Tom Tunguz

FEBRUARY 18, 2022

The most consistent sales leader I’ve worked with hit plan 27 consecutive quarters. How can a sales leader develop similar repeatability? Each business’s PQR funnel will differ depending on their sales cycle, ACVs, and overall motion. Will the sales leader attain plan? Demo/meeting: sales meeting.

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SaaStr

SEPTEMBER 19, 2023

So I’ve been doing SaaS for a while, and the costs of doing business have just gone up. based SMB sales positions. SaaS sales execs with even a little bit of experience at other SaaS companies are looking for higher and higher OTEs, often with lower effective attainment and high support costs. for non-enterprise sales.

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Chart Mogul

JULY 28, 2023

Four experts from the SaaS world sit down to discuss sales tech stacks, evolving your sales team, and some common mistakes organizations make building sales teams and purchasing software. ChartMogul’s very own VP of Sales, Sara Archer heads the panel discussion.

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Scale Sales Hiring Scaling Sales 52

Intercom, Inc.

DECEMBER 5, 2019

? ?. Over a few decades, SaaS has evolved from a lofty concept to an integral part of the modern business landscape. On this week’s episode of Scale, Matt Rogers, Head of SaaS Initiative at Google, is here to enlighten us. This is Season Two of Scale , Intercom’s podcast series on moving from startup to scale-up.

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SaaStr

NOVEMBER 25, 2022

Scale-ups are exciting. They demonstrate spectacular growth and expansion while revolutionizing and disrupting industries with new business models. Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. How Atlassian does business .

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SaaStr

DECEMBER 14, 2021

With one day left to go until SaaStr Scale 2021 on December 15th, we’re looking at an incredible speaker line-up this year. Tickets to Scale are free, so be sure to sign up to join us live. SaaStr Scale is dedicated to bringing you the playbooks for scaling to $100M and beyond.

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SaaStr

OCTOBER 5, 2022

Confluent’s President of Field Operations, Erica Schultz, explores different tactics businesses can employ to scale revenue and increase efficiency in the current macro environment. As you look to scale your business and make your processes more efficient, it’s essential to foster a shared understanding of who your target customer is.

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SaaStr

JANUARY 31, 2024

As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. When Christian asks his sales team how much pipeline they need to hit their number, everyone typically gives a similar answer: “ You’re going to hear 3x a lot.

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SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Not a bad thing per se, but it also put a lot of pressure on business models. For a little while.

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SaaStr

APRIL 4, 2023

This is true in life and business. Or you may have a business targeting larger deals, resulting in a higher LTV. How CAC targets drive GTM strategies: If Your CAC Target Is Low You’ll likely focus on small-to-medium businesses and use tools like inbound sales and low-touch or no-touch self-service. It’s inevitable.

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SaaStr

JANUARY 6, 2021

How do you scale a company based that can be collaborative for everyone in your org — from finance to marketing? Airtable is a low code, bottoms-up business which means that its users don’t have to be in IT or have a technical background in order to build useful internal databases within Airtable. Stay True to Your North Star.

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Scale Software Review Scaling Sales Hiring 206

SaaStr

OCTOBER 8, 2023

A Simple Guide To Being in the Top 25% of Sales Professionals Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? SaaStr 690: From $5M to $100M: How to Scale a Multi-Product Startup with Lattice CEO Jack Altman   2. How AI is Changing the Way We Work with OpenAI’s Head of Sales 5.

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