SaaStr

JULY 22, 2019

That’s not a bad start. We work with mostly modern teams. We started out in the commercial SMB mid-market space. Developers were really loyal to the product, and they were able to take the product with them whenever they went. Join us at SaaStr Europa 2020. Roger Scott | EVP @ New Relic. FULL TRANSCRIPT BELOW.

Scale 232

Scale Scaling Sales Hiring Underperforming Technical Team 232

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 257

Merchant Services Scale Sales Recruiting Sales 257

Sales Hacker

APRIL 21, 2020

In my experience, getting caught up in shiny objects (like great numbers) during the hiring process is a straight line to Disasterville, and when the cost of a bad hire is painfully significant , it pays to take a measured approach. Also: What are the top performers in my current team doing? This is a team effort. Sales chops.

Sales Hiring 119

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 119

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them. Short on time?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

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

Baremetrics

NOVEMBER 9, 2021

Develop a Full Marketing Strategy 2. SMB SaaS companies tend to have higher churn rates due to their lower demand and less sophisticated needs. High churn is understandable for newer startups, but it does indicate that a tool may be a poor market fit, have limited demand, or struggle to compete against similar products.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

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

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

Baremetrics

AUGUST 29, 2021

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. Apollo’s full plan comes with an SMB level price tag; as a startup, you probably want the basic plan. We recommend starting with LinkedIn’s own Sales Navigator.

Scale 97

Scale Startup Sales Hiring Sales 97

Intercom, Inc.

JUNE 6, 2019

For instance, many teams build apps on Intercom so users can leverage their workflows and services within our live chat Messenger and messages. So I wanted to hear why that strategy makes sense for MadKudu and his advice for other teams thinking about building apps for their product. Short on time? Here are a few quick takeaways.

Scale 190

Scale Branding Underperforming Technical Team Enterprise 190

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. They’re giving us the connectivity to communicate with our colleagues, friends and family.

Sales Hiring 228

Sales Hiring Scale Payments Cloud 228

FastSpring

JANUARY 27, 2022

One of the best ways we’ve found to reduce your churn rate is by using videos to communicate value to our customers efficiently.”. And in cases where our customers get stuck, our support team responds in a timely manner with personalized video. Just make sure your monthly cost is reasonable for small teams.

Merchant Services 146

Merchant Services Payment Services SaaS Payments Payment Solutions 146

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. We’ll look at the strengths of each type of sales, why you need both of them in your team, and how to determine the best balance for your organization. What is inside sales? What is outside sales.

Sales Hiring 94

Sales Hiring Scale Sales Recruiting Payment Methods 94

Baremetrics

JANUARY 24, 2021

A year earlier we’d launched the MVP of the model allowing SMB customers to input a credit card to get access to the platform, but we hadn’t had a chance to dedicate time or resources to optimizing a proper SaaS onboarding funnel. We educated them on key functionality and attempted to get them to book a call with a member of our team.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

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. Outreach has your back.

Sales Hiring 53

Sales Hiring Revenue Scale Underperforming Technical Team 53

ChurnZero

JANUARY 4, 2019

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. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

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. Is your company’s core churn happening because of poor onboarding, lower adoption or just the upsell is not happening at the speed where you are growing.

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

Chart Mogul

SEPTEMBER 15, 2023

We trust leaders to make decisions on what tools they need to get the most out of their teams. Guide to SaaS Revenue Recognition and Deferred Revenue in SaaS by Ben Murray, The SaaS CFO SaaS revenue recognition is an ongoing priority for SaaS accounting teams. Keep an eye out as we will be making regular updates.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

ChurnZero

JANUARY 4, 2019

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. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

User Pilot

FEBRUARY 21, 2023

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. Appcues for no-code growth Appcues is another no-code user onboarding platform that helps non-technical teams track and analyze product usage.

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 52

SaaStr

AUGUST 19, 2022

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. And 75% of the team continuing business as usual. No one has an engineering team with the time to build anything. Jason Lemkin: Yep. So, thanks.

Scale 272

Scale Sales Hiring Scaling VP of Engineering 272

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. Use your voice, communicate your goals often and don’t lose alone!

Scale 136

Scale Sales Recruiting Sales Hiring VP of Engineering 136

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-. It’s usually one way, but just help that more communication, right? I’ve spent three years deploying Gainsight.

Sales Hiring 237

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 237

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.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. 8 steps to develop a winning sales strategy. But that threshold exists.

Scale 178

Scale Strategy Sales Underperforming Technical Team 178

User Pilot

FEBRUARY 12, 2025

This guide breaks down a simple, step-by-step RCA process designed for SaaS teams. software development) to identify causal factors of a specific problem. Communication is key here. Make sure to send personalized emails to churned users to communicate the changes and invite them to come back.

Technical Review 59

Technical Review Software Review Churn SaaS 59

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. It helps me and the team be so much more productive. And I always found it, because I’d be in there with my team, an enjoyable market to cold call into.

Outsourcing Services 110

Outsourcing Services Scale Outsourced Development AWS 110

SaaStr

DECEMBER 3, 2020

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. What was Sam’s biggest lesson from scaling the sales team at Dropbox? How does this change when selling to SMBs vs enterprise? * I met my wife in sales boot camp.

Scale 239

Scale Sales Hiring Sales Recruiting Sales 239

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * And even just that shift drove a lot of behavior change both with customers and internally with the teams.

Underperforming Technical Team 192

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 192

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? So if you think about those earliest steps, so A, identifying the pain point in the market, B, validating it, those are kind of like customer development, customer research.

Part-Time VPE 282

Part-Time VPE Sales Recruiting Scale Sales Hiring 282

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. RingCentral is a unified communications as a service space, UCAS. Actually it was bad.

Scale 199

Scale Business Sales Hiring CTO Hire 199

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. And most of the people, the team was about 30 people, 15 of them had been there for four years or more.

Scale 201

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 201

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. I have about 140 folks and that includes the sales development reps. powered by Sounder. What You’ll Learn.

Sales Recruiting 101

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 101

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? What changes? * Where are the challenges?

Scale 139

Scale SaaS Payments SMB Sales Hiring 139

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?

Scale 208

Scale Underperforming Technical Team Investment Sales Hiring 208

Kellblog

FEBRUARY 2, 2023

Management teams should prepare themselves for activist investors and adapt their financial profile to keep valuations high. Companies who sell to SMB may see increased amounts of uncontrollable churn as customers cease operations. Frequent readers already know that Good Strategy, Bad Strategy is my favorite book on corporate strategy.

Software Review 139

Software Review Development Team Review Underperforming Technical Team Scale 139

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. When is the right time for founders to think about building out their first exec team? How can you develop a winning culture? Pssst Loving our podcast content?

Sales Hiring 151

Sales Hiring Scale Technical Advisors Underperforming Technical Team 151