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30+ Tough Learnings from Losing a Top Customer

SaaStr

“For large enterprise customers, your stakeholder map is almost always too small” — Alex Farmer, VP CS, Cognite Data. Another top mistake SMB folks make trying to sell enterprise. You lose enterprise deals when someone that knows the playbook outsells you by getting to all the stakeholders. A good one.

CTO Hire 283
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How to Stop Micromanaging After $1m-$2m ARR. You Have To.

SaaStr

A new edition, new services, an outbound sales team, an account management / upsell team. Something new to boost your ACV and TCV. Double your pricing for new customer, on the largest deals. You still have to understand — and communicate — the competitive landscape better than anyone. Add a layer.

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The Founder’s Guide to Developer-led Growth with WorkOS (Video)

SaaStr

Developers haven’t typically been the buyers in enterprise software, so why should you build for developers? Well, in the past several years, there’s been a tremendous number of companies that have built specifically for developers and use this as a way to get into these new markets, to displace incumbents and disrupt the competition.

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What’s New at ZoomInfo with CEO Henry Schuck

SaaStr

In the latest installment of SaaStr’s What’s New series – where we sit down with the leaders in SaaS and Cloud for the inside scoop on what’s top of mind and what’s new, SaaStr CEO and Jason Lemkin chats with the CEO of ZoomInfo , Henry Schuck. So, what’s new at ZoomInfo? ” And there can be some truth to that, right?

New CTO 257
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Security at Intercom: How our InfoSec team protects our customers’ data and trust

Intercom, Inc.

As we scale, we’re working with larger mid-market and enterprise customers with more complex needs and specifications. Understanding the guardrails we need to build means closely tracking meaningful change across Intercom and making sure we’re on top of new initiatives”. Evolving security landscape.

Data 118
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SaaStr Podcast #403 with Loom VP of Sales Sam Taylor

SaaStr

Before Quip, Sam spent an incredible 3 years at Dropbox where he was the first enterprise sales rep in the entire company. How does this change when selling to SMBs vs enterprise? * Are marketing becoming the new sales team with their content being used more and more in the sales funnel? Bret was formerly the CTO at Facebook.

Scale 170
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SaaStr Podcast #214: Erica Schultz, CRO @ New Relic on What It Takes To Successfully Scale Into Enterprise

SaaStr

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including Benchmark, Insight Venture Partners and Blackrock, to name a few.

Scale 176