SaaStr

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Just do it!

Sales Hiring 363

Sales Hiring Scale Startup Marketing 363

Valuize Consulting

MARCH 18, 2020

There’s no question that company culture is still top dog among the forces that drive sustainable growth in your business. Customer success strategy eats all other strategies for breakfast. Your customer success strategy should be driving your sales, product [.].

Customer Success 52

Customer Success Strategy Company Culture Sales 52

SaaStr

FEBRUARY 28, 2022

A few ideas on how to help the sales team make this your best year so far: Hire dedicated sales / revenue ops. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. If that’s you, or your VP of Sales, or even your VP of Marketing … it can sort of work for a while.

Scale 241

Scale Sales Hiring Sales Enterprise 241

SaaStr

AUGUST 10, 2022

Now, larger companies were interested in using the software, which required a completely different sales strategy: “Recently, when we started to sell wall-to-wall to enterprises…who are hesitant to adopt new technology –– it’s very different dynamics. Create a valuable solution that’s easy to use, and you will ensure success. .

Sales Hiring 198

Sales Hiring Scale Company Culture Leadership 198

Totango

JANUARY 14, 2020

To accomplish that, you need a well-structured customer success team with clearly defined roles within the company. The customer success (CS) team is in charge of engaging current customers and ensuring they have a positive experience. Thinking Critically About Customer Success Roles.

Customer Success 63

Customer Success Enterprise B2B Company Culture 63

ProfitWell

MARCH 3, 2020

In this episode of RevOps and Hops, TINT CEO, Sameer Kamat joins us to discuss how sales and customer success intertwine with RevOps. And this time, Michael chooses a beer brand that is not only tasty, but is representative of what customer service means. The difference between customer success and customer support.

Scale 59

Scale Customer Success Sales Hiring Social Media 59

SaaStr

NOVEMBER 23, 2019

If you have a good sales team, they are leaving nothing on the table. If they aren’t — you need a new VP of Sales). Whatever great work the sales team did in 2017 will be 100% behind them on Jan 2. A few ideas: Hire dedicated sales ops. Many of you will have little to no dedicated help in sales operations.

Scale 223

Scale Sales Hiring Sales Investment 223

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive.

Scale 160

Scale Sales Hiring Sales Recruiting Sales 160

CustomerSuccessBox

SEPTEMBER 15, 2021

As the CEO of your company, there may come a situation where you need to implement customer success. You have two options- in-house customer success or outsourcing customer success. What is customer success. Customer success isn’t that complicated. Customer Retention.

Outsourcing Services 52

Outsourcing Services Outsourced Development Customer Success B2B 52

SaaStr

MAY 10, 2023

In this week’s episode of CRO Confidential, host Sam Blond, Partner at Founders Fund, continues a mini-series on founder-led sales with Colin Zima, founder and CEO of Omni. In a year’s time, they’ve built a team with more than 150 years of experience in BI, all because they tapped into their own cheat codes for success.

Sales Recruiting 213

Sales Recruiting Sales Hiring Social Media Sales 213

SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 205

Sales Recruiting Sales Hiring Scale Customer Success 205

SaaStr

APRIL 2, 2023

Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal! Lesson: Be REALLY careful about custom deals and make sure they are worth it.

Sales Hiring 255

Sales Hiring Scale Scaling Customer Success 255

SaaStr

APRIL 28, 2023

Former CEO and founder of Yext and current CEO and founder of Roam, Howard Lerman, shares successful strategies and lessons learned building two successful startups with Sam Blond, Partner at Founders Fund, in this week’s episode of CRO Confidential. Does the world need another productivity product?

Scale 187

Scale Sales Hiring Sales Business 187

SaaStr

JUNE 13, 2021

Your technology must be able to support your sales and marketing approach. If you are going with a bottom up sales method, the product must work powerfully at the individual level, work better with multiple people, and provide a bigger benefit when implemented company-wide.

Scale 169

Scale Scaling Business Model Company Culture 169

ChurnZero

OCTOBER 4, 2019

It’s time for another installment of our blog series where we spotlight a Customer Success professional and get their take on the industry as well as get to hear some of their top tips they’d like to share. Today we are showcasing – Sam Schneider, the VP of Client Success at Bloomfire. A: It’s ok to say no.

Customer Success 40

Customer Success Sales Hiring Scale Underperforming Technical Team 40

SaaStr

MAY 3, 2023

For a quick rundown, Gainsight is the leading platform for customer success. Their mission is to help companies drive better customer success and improve net retention for businesses through different products like scaling teams, driving better in-app adoption, and building customer communities.

Sales Hiring 169

Sales Hiring Scale Pricing Customer Success 169

SmartKarrot

JANUARY 10, 2023

Role: Customer Success Lead Location: Remote, Canada Organization: Testimonial Hero As a Customer Success Lead, you will be developing and managing value-based relationships with the highest-value accounts with a focus on agreement completion and retention. Embody company culture and maintain high team engagement.

Customer Success 19

Customer Success Technical Review Outsourced Development Systems Review 19

SaaStr

APRIL 1, 2022

Many founders find themselves confident in one area of their business, whether it be the product, customer success, or, in Schuck’s case, sales. Early in the company’s life, he was more willing to allocate funds to the sales team than to any other department.

Sales Hiring 220

Sales Hiring Acquisition Investment Leadership 220

Totango

NOVEMBER 12, 2018

The Customer Success for the Enterprise, luncheon held on Nov. 6th, in Palo Alto was an invitation-only event hosted by Totango, the leader in Customer Success (CS) software for the enterprise. The panelist discussed how they create a company culture that values customer centricity.

Customer Success 48

Customer Success Enterprise PayPal Company Culture 48

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.

Sales Hiring 99

Sales Hiring Scale Sales Recruiting Sales 99

SaaStr

JULY 9, 2022

The role of a VP is to own everything required to hit the goals for a functional area – Sales, Marketing, Product, Engineering, Finance, or Customer Success. While the answer may sound obvious, I’m not sure it always is in early-ish stage start-ups. This includes: Recruiting the team. This can be hard.

Sales Recruiting 253

Sales Recruiting Sales Hiring Finance Engineering 253

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Support sales early.

Sales Hiring 220

Sales Hiring Payment Services SaaS Payments Scale 220

ChurnZero

JANUARY 20, 2022

As a Customer Success leader, you know you should invest more time and resources into planning and executing the long-term initiatives your team needs to scale. Rod Cherkas, CEO of HelloCCO, joined us for a webinar to share his approach to ensure your Customer Success team stays ahead of your company’s growth.

Scale 52

Scale Sales Hiring Scaling Sales 52

SmartKarrot

DECEMBER 13, 2023

As a customer success expert, I’ve witnessed firsthand the transformative power of effective customer success strategies in driving business expansion. Customer Success For Growth Customer success is not merely a department within your organization; it is the very heartbeat of sustainable growth.

Customer Success 10

Customer Success Engineering Strategy Company Culture 10

SmartKarrot

DECEMBER 13, 2023

As a customer success expert, I’ve witnessed firsthand the transformative power of effective customer success strategies in driving business expansion. Customer Success For Growth Customer success is not merely a department within your organization; it is the very heartbeat of sustainable growth.

Customer Success 10

Customer Success Engineering Strategy Company Culture 10

SmartKarrot

AUGUST 31, 2021

Role: Director, Customer Success Location: Remote, San Francisco, CA, US Organization: Salsify As a Director of Customer Success, you will supervise, build and expand the existing Customer Success strategy to enable each member of the team to be the best-trusted advisor for the customers.

Customer Success 19

Customer Success Underperforming Technical Team Technical Review Leadership 19

SmartKarrot

JULY 25, 2022

If you have decided to be in customer success, there is no better time. There is a growing global need for customer success managers, customer success specialists, and customer success leaders. A CSM needs to ensure that customers meet their goals across their journey. These include-.

Customer Success 19

Customer Success Sales Hiring Scale Interviewing 19

SmartKarrot

JUNE 15, 2021

This will also enhance a better data driven culture in the company. If your customer success managers cannot make use of customer data, it is waste of the data. So in order to build a data-driven customer success team, you need to capture data and make to easy to understand. Source: Twitter.

Customer Success 19

Customer Success Data Sales Hiring Sales Recruiting 19

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. So we decided to take you to know three specific topics which are hiring, culture and sales. So we’ve built the playbook and the culture. And then on competencies.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

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 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

SmartKarrot

MARCH 8, 2022

In celebration of International Women’s Day, we are honored to present our Top 50 Women Leaders in Customer Success to Follow list for 2022, celebrating 50 influential women leaders and their inspiring stories of strength and success. Her diverse yet unique skills include customer life cycle optimization from pre-sales.

VP of Engineering 21

VP of Engineering Customer Success Scale SaaS Payments 21

OpenView Labs

AUGUST 17, 2021

She began it at Salesforce , where she spent thirteen very productive years in customer support and customer success roles. After that, she joined Okta in the role of CCO for six years over which the company grew from $20 million to $580 million. A stellar company culture is actually one of the reasons Krista joined Okta.

Company Culture 88

Company Culture Sales Hiring Finance Customer Support 88

Kellblog

JULY 30, 2023

For example: Marketing exists is to make sales easier. Customer success exists to get renewals and spot expansion opportunities. This one depends on your sales/success model.) “Shouldn’t customer success be about relationships?” We had an aggressive, sales-driven culture.

Software Review 68

Software Review Technical Review Sales Recruiting Artificial Intelligence 68

SmartKarrot

MAY 5, 2021

Role: Vice President of Customer Success Location: Remote, United States Organization: ChartSpan Medical Technologies As a Vice President of Customer Success, you will provide guidance on and executes client retention strategy and multi-level client management processes. See a problem, solve a problem.

VP of Engineering 10

VP of Engineering Customer Success Technical Review Scale 10

SaaStr

NOVEMBER 2, 2019

* How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? How does your customer success and customer support functions change with the move to enterprise? Billion acquisition is just one milestone in the early innings of the company’s story.

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

SaaStr

OCTOBER 28, 2020

Lose your VP of Sales? Your need a VP of Sales, Marketing, Product, Engineering and Customer Success by this stage just to scale. No one can manage the roadmap. Who’s going to manage all those SDRs and AEs … oy. Lose your VP of Marketing? Qualified leads slow way down. Because you need more VPs earlier.

Sales Hiring 238

Sales Hiring Scale Management Scaling 238

SaaStr

MARCH 24, 2020

When things get better — you will need everyone great you have now : You will need every scaled sales rep that hits quota. Yes, sales cycles may lengthen a lot, and deals slow way down. You’ll need every good customer success manager. Those customers-for-life need support.

Scale 177

Scale Sales Hiring Interviewing Scaling 177