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. As you accumulate more customer data, and tweak your scoring based off that data, the better your health score will be at predicting churn. The customer left.

Software Review 96

Software Review Systems Review Scale Underperforming Technical Team 96

SaaStr

MARCH 20, 2020

Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. With the rise of product-led growth, are we seeing a fundamental shift in the structure of sales and marketing? 318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario.

SMB 174

SMB Scale Startup Marketplace as a Service 174

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 200

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 200

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. So how do you create a strong, enterprise-ready team? Leveraging customer insights across your business.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

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? Oops… Today we’ll be covering the five tips and here they are right here, from handling buyer expectations to navigating the complex sale. Lauren A.:

Underperforming Technical Team 154

Underperforming Technical Team Sales Hiring compliance SMB 154

CustomerSuccessBox

OCTOBER 5, 2021

Know your North Star KPI Setting up CS team as per those KPI Choose the right CS tool Track, Measure, Improve and build collaborative teams. Business KPIs- NRR, Renewal rate, MRR churn, etc. NRR = [(Revenue from renewals + Revenue from upgrades– Revenue lost due to churn and downgrades) / MRR at the beginning of the month].

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). The Number One Thing You Can Do to Accelerate Your Business Post-Initial Traction is Hiring a Great VP of Sales. I don’t know anything about sales. More power to you.

Sales Hiring 261

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 261

Intercom, Inc.

JULY 11, 2019

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. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

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? Missed the session?

SaaS Payments 128

SaaS Payments Cloud Technical Review Scale 128

SaaStr

SEPTEMBER 4, 2020

I’ve been in software since the ’90s and for over 20 years, nearly that entire time, we’ve been talking about digital transformation, developing strategies, architecting new technologies, and moving beyond digitization to rethinking our businesses, our products, and our services in a way that’s optimized for a digital world.

Scale 155

Scale Underperforming Technical Team Sales Hiring Branding 155

ChurnZero

JANUARY 4, 2019

Firstly- Happy New Year Churn Fighters! the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. Internally owned by the CSM, and collaborated on across teams. Let’s talk 2019 predictions.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

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? What questions reveal the most?

Scale 124

Scale SaaS Payments Sales Recruiting Payment Services 124

SaaStr

OCTOBER 26, 2023

In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy. Sometimes, it might look like SMB churn when they’re really just moving into mid-market.

Sales Hiring 217

Sales Hiring AI SMB Scale 217

ChurnZero

JANUARY 4, 2019

Firstly- Happy New Year Churn Fighters! the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. Internally owned by the CSM, and collaborated on across teams. Let’s talk 2019 predictions.

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

Intercom, Inc.

NOVEMBER 21, 2019

Tara and her team used it to take a deep dive into the customer’s journey through the product and make a focused effort to truly understand each step along the way. Ultimately, that leads to churn. ” She adds: “We actually don’t use the term ‘churn’ anymore. A different approach is the Jobs-to-be-Done framework.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. Usually, it requires an outbound sales motion.

Cloud 101

Cloud Scale AWS Machine Learning 101

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. Want to see more content like this?

Sales Recruiting 263

Sales Recruiting Sales Hiring Scale Sales 263

Sales Hacker

OCTOBER 15, 2018

This week on the Sales Hacker podcast, we interview well-known SaaS executive & Gainsight CEO, Nick Mehta. If you missed episode 28, check it out here: PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan. Subscribe to the Sales Hacker Podcast. What You’ll Learn. We’re on iTunes.

Customer Success 47

Customer Success Scale Underperforming Technical Team Retention 47

Upscope

JANUARY 4, 2021

They are very useful and act almost as a separate sales and marketing copy to assure customers as well as solve problems. Intercom developed one of those typical guidance systems you see when you sign up to a new website. They want to understand the pricing, the team management options, the possible future cost and lots more.

Software Review 52

Software Review Systems Review Technical Review Scale 52

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 Dharmesh : …said, “This is a very bad idea. million in 2013 to $115.9 million in 2014.). I said, “Holy crap.

Part-Time VPE 227

Part-Time VPE Technical Cofounder CTO Hire New CTO 227

Point Nine Land

JUNE 18, 2023

By conducting a cohort analysis, you can track customer behavior, retention, churn, and revenue over time. Should I look at churn or retention cohorts? That said, I tend to look at churn when talking about customers/logos and retention when looking at revenue/dollars, but that might be just a personal preference.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

SaaStr

NOVEMBER 22, 2019

As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. What does Travis advise founders when it comes to uniting customer facing teams? * Loving our podcast content?

Underperforming Technical Team 155

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 155

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. How do the best onboard their sales reps?

Part-Time VPE 200

Part-Time VPE Scale Sales Recruiting Sales Hiring 200

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. We trust leaders to make decisions on what tools they need to get the most out of their teams.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

FastSpring

JANUARY 27, 2022

Each of the companies Jon worked with lowered churn by creating a better notification process, including a reminder about their renewal six weeks prior to the billing cycle. In this piece, we offer seven case studies from SaaS companies — small tweaks they made to reduce churn and increase customer LTV. Small things matter,” Jon added.

Merchant Services 138

Merchant Services Payment Services SaaS Payments Payment Solutions 138

Baremetrics

AUGUST 29, 2021

An effective sales outbound strategy needs to balance two opposing elements: efficiency vs. personal touch. We recommend starting with LinkedIn’s own Sales Navigator. Let’s say your ICP is a web developer running a startup on the East Coast. This will result in poor open and response rates.

Scale 97

Scale Startup Sales Hiring Sales 97

Baremetrics

NOVEMBER 9, 2021

Scalability Other Factors That Affect the Sales Multiple How to Make Your SaaS Business More Attractive and Valuable 1. Develop a Full Marketing Strategy 2. Lower Churn Prepare for a Sale Where to Sell Going it Alone Through a Private Sale Working With a Broker for a Win-Win Situation. Table of Contents.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

Kellblog

FEBRUARY 2, 2023

Former Redpoint VC Tomasz Tunguz pointed out that product-led growth (PLG) firms are less profitable than sales-led growth firms, poking a hole in the “product sells itself” myth, and clouding dreams of liberation from costly S&M departments. Why are companies afraid of churn in 2023? Caveat emptor. SaaS sprawl.

Software Review 119

Software Review Development Team Review Underperforming Technical Team Scale 119

SaaStr

AUGUST 12, 2022

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 need this money to get sales and marketing going. So I just see this so many times you’ll see a deck, we need this money to get sales and marketing going.

Scale 206

Scale SaaS Payments Scaling SaaS 206

SaaStr

JUNE 28, 2019

Jason Vandeboom is the Founder of ActiveCampaign, a sales and marketing automation platform that enables small businesses around the world to meaningfully connect and engage with their customers. Fred Shilmover is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space.

Outsourcing Services 112

Outsourcing Services Scale Sales Hiring SMB 112

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. If you think of this from a market size standpoint, there’s often this debate, is that good or bad?

Sales Hiring 159

Sales Hiring Scale Payments Cloud 159

Sales Hacker

MARCH 12, 2018

While most conferences are starting to become more about networking and stealthy product pitches by sponsors, Sales Hacker’s Revenue Summit 2018 was unforgettable. Top sales teams chase conversion metrics. Sales volume metrics are dying. Sales reps need new entirely news goals and numbers to chase.

Sales Hiring 43

Sales Hiring Revenue Underperforming Technical Team Sales 43

SaaStr

JULY 29, 2022

There was another company I invested in called Automile, that for a while was quite successful in SMB fleet tracking, tracking where your fleets of vehicles are. As they scaled, they radically changed how they did sales. And we’re about to add basically a team collaboration tier on top of the product.

Scale 225

Scale Scaling Sales Hiring Enterprise 225

SaaStr

JULY 10, 2021

So let’s take a look back to a deep dive with the CEOs on what they learned building their first senior teams: ———-. As a founder/CEO, building your first management team is something that you often lose sleep over. What makes you feel that you need to level up your management, set up your first management team?

Sales Hiring 254

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 254

User Pilot

FEBRUARY 21, 2023

Its implementation can be time-consuming and challenging for non-technical team members. Product-led growth may be a bit of a buzzword, but achieving no-code growth is particularly important for SaaS companies with low ACV, freemium models, and generally those in the SMB sector. A great alternative to Pendo and WalkMe is Userpilot.

Software Review 52

Software Review Technical Review Onboarding Underperforming Technical Team 52

Intercom, Inc.

JANUARY 23, 2020

The situations that portend failure are varied and unfortunately common – no product-market fit, no cash, bad product, burnout, to name just a few of the most obvious. Poor marketing. A better strategy is to prioritize building your audience alongside developing the product. In this world, growth trumps all other priorities.

Underperforming Technical Team 183

Underperforming Technical Team Scale Payments Payment Services 183

Sales Hacker

AUGUST 25, 2020

This week on the Sales Hacker podcast, we’ve got Alyssa Merwin , Vice President of Sales Solutions for LinkedIn, North America. She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. Subscribe to the Sales Hacker Podcast.

Management 72

Management Sales Recruiting Sales Hiring Development Team Review 72