SaaStr

MARCH 20, 2019

What does Jeff mean when he says, “the developer first approach is a maturation of the supply chain of software?” How has Jeff seen his original thesis for “developer first” evolve and change with time? What does truly special customer experience look like in the developer first model? * Three developers: Tim, Isaac, Jose.

Underperforming Technical Team 124

Underperforming Technical Team Development Software New CTO 124

Intercom, Inc.

JULY 17, 2021

Serena joined us six years ago and has become an integral part of the engineering team. What is the weirdest hobby you developed during quarantine? Sometimes, if I’m having a bad day, I think I would love to become a gardener or something. It was the first time I’d heard about Intercom and its engineering culture. .

Underperforming Technical Team 129

Underperforming Technical Team Engineering Interviewing Technology 129

SaaStr

APRIL 16, 2020

Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss: * How Carolyn made her way across the pond from Head of US Communications at Orange to GM of Method in SF to then playing a key role in the marketing team at PagerDuty? * How does PagerDuty gain a sense of company morale at scale?

Scale 180

Scale Underperforming Technical Team Leadership Branding 180

Sales Hacker

FEBRUARY 1, 2021

Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. See how you can put your sales teams in the best position to win now at revenuegrid.com/saleshacker. Callie Moriarty: Hi Sam.

Underperforming Technical Team 68

Underperforming Technical Team Scale Sales Hiring Systems Review 68

SaaStr

MAY 15, 2020

Listen to the start of the episode for a promo code to our upcoming events! Why does Bridget believe the best starting point for customer success is “company culture and value”? How does company culture impact the quality of customer success? Does Bridget believe CS teams should be involved in the upsell process?

Sales Hiring 195

Sales Hiring Scale Technical Review Outsourcing Services 195

SaaStr

JULY 29, 2020

So we’re really proud of that and our whole team is really proud of that. And one thing that’s been really cool starting the company 10 years ago in an economic downturn to today, about six months ago Matthew and I and our team took the company public on the New York Stock Exchange. Which ones are we bad at?

Sales Hiring 172

Sales Hiring Outsourcing Services Scale Sales Recruiting 172

SaaStr

JANUARY 28, 2020

If something bad happens, you’re going to have to cut your burn, probably. Maria : Oh, I’ll take the number one thing to improve your culture. There is one thing, I love this quote and it’s a little bit of a crude quote, not that it’s bad language-. Maybe it’s just the wrong company for them.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

Sales Hacker

JANUARY 27, 2020

Your organization has a unique culture. Good or bad, planned or not, it does. And as a leader, it’s your responsibility to lead by example and help shape the company culture. So, how do you know if you’re doing the right things as a leader to make your sales culture an asset, rather than a liability?

Sales Hiring 84

Sales Hiring Underperforming Technical Team Sales Leadership 84

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. When I was hired, I came in with one salesperson and zero dollars in recurring revenue and over the next four years grew the sales team to over 140 employees and 55 million in recurring revenue. FULL TRANSCRIPT BELOW.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale Sales 261

SaaStr

MARCH 6, 2020

Listen to the start of the episode for a promo code to our upcoming events! To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. Loving our podcast content? It works really well.

Scale 215

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 215

SaaStock

FEBRUARY 14, 2019

The SaaStock team will be landing in São Paulo to run the region’s first Pan-Latin American SaaS conference, SaaStock LatAm. in 2016, he co-founded Vendas B2B Summit, the largest Brazilian B2B sales online event. Eduardo then served as the CEO of Oversea Consulting, helping companies in the U.S. Talk: Sales is a Team Sport.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

SEPTEMBER 10, 2020

What can teams do to bring their themes to life? As I’ve said before, I’ve heard so many good things from Brian and the team at Venrock. And so I started to build some of classic demand gen functions, like BDR team. I’m going to look at the buying team. Who is involved? What needs to be ready?

Scale 173

Scale Sales Hiring Software Review Technical Review 173

SaaSX

FEBRUARY 26, 2020

Plus, you’ll also be obliged to bring your entire team on board by encouraging your colleagues to roll out the welcome mat and adopt some partner-friendly best practices. Customer success expert Lincoln Murphy advises that top-of-list candidates should include companies “ready, willing, and able” to join your ranks. (He

Outsourcing Services 93

Outsourcing Services Strategy Underperforming Technical Team Technical Advisors 93

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Write down your principles (like your mission statement) and use it very early for guiding culture and decision making.

Scale 152

Scale Payment Services Payment Methods Scaling 152

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does the structure of your marketing team need to change with the evolution?

Sales Hiring 167

Sales Hiring Scale Interviewing Technical Review 167

SaaStr

APRIL 16, 2019

Building a hyper-growth company is hard anywhere, but building one outside the Bay Area comes with its own unique challenges. Learn how Pendo built a product, team, and culture in its Raleigh hometown that could scale coast-to-coast and continent-to-continent. I spend a lot of time going to events. This was a problem.

CTO Hire 157

CTO Hire Travel Underperforming Technical Team CTO Coach 157

Intercom, Inc.

JANUARY 27, 2022

We’ve reached out to a few of our colleagues on Intercom’s R&D team to hear their reflections on the movement and what the term “women in tech” means for them. ” Recently, myself and the Content team were discussing the different ways we could approach this important topic. Feeding into impostor syndrome.

Engineering 138

Engineering Underperforming Technical Team CTO Management 138

Intercom, Inc.

MARCH 15, 2018

Will Larson has managed infrastructure teams for some of the biggest names in software. Partnering with the Infrastructure, Data and Developer Productivity teams, his group builds the tools that support every Stripe engineer and keep Stripe reliable and performant. Today he’s leading Foundation Engineering at Stripe.

Engineering 214

Engineering Management Merchant Services DevOps as a Service 214

SaaStr

MARCH 12, 2019

And we’ve got this megaphone called social media, that every single customer can talk about a great product experience, and they can also talk about a bad one. For Slack, it was one that a team sends 2000 messages. We raised 30 million bucks, we can expand the team. I’ve worked with hundreds of teams on this.

Scale 212

Scale Sales Hiring Revenue VP of Engineering 212

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Our team is in Room 111. They were self taught developers. Your registration. We’re doing office hours all day.

Scale 117

Scale Payment Services Payment Methods Sales Hiring 117

SaaStr

FEBRUARY 28, 2020

As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. Listen to the start of the episode for a promo code to our upcoming events! Loving our podcast content? I think most of us do.

Sales Hiring 218

Sales Hiring Scale CTO Hire CTO Coach 218

SaaStr

NOVEMBER 21, 2020

I mean, if you were a Johnson & Johnson, or you were any of these large manufacturers, you had one person or a tiny little team on Amazon, and that was it. And I think that depends on, first and foremost, that you’ve got a healthy sales team, with healthy sales leadership, and a healthy sales process.

SaaS Payments 261

SaaS Payments Scale Payment Services Payment Solutions 261

Sixteen Ventures

DECEMBER 31, 2019

In 2019 I worked with amazing companies, venture capital firms, and startup accelerators around the world. I also spoke to thousands of people at workshops and events all around the United States and the world – including 5 trips to Brazil – and helped companies grow and spread the word about Customer Success-driven Growth.

Customer Success 136

Customer Success SaaS Payments Payment Solutions Payment Services 136

SaaStr

SEPTEMBER 6, 2019

Listen to the start of the episode for a promo code to our upcoming events! 263: Building a company made up of distributed teams presents a plethora of complex challenges that can derail productivity and impact employee retention. How to build an engineering team. Pssst Loving our podcast content? Missed the session?

Sales Hiring 132

Sales Hiring Scale Underperforming Technical Team Software Review 132

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. What worked?

Sales Hiring 195

Sales Hiring Sales Recruiting Scale Technical Advisors 195

SaaStr

AUGUST 30, 2019

For those that do not know, HelloSign is the company reimagining how you approach your most important business agreements with their award-winning e-Sign solution. As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations.

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

Intercom, Inc.

AUGUST 15, 2018

At Reddit, he led a team of 35 – none of whom knew how to manage other engineers. He had to quickly determine which team members displayed a potential for leadership and teach them the fundamentals of management so they could make new hires and scale – without ruining the culture. Short on time?

Leadership 141

Leadership Engineering Part-Time VPE CTO Coach 141

SaaStr

APRIL 9, 2019

Mallun Yen : And, you’ve done that with a number of your executive team, and, in fact, most of your executive team are the ones that you hired early on in the day. Mallun Yen : Well, I think one interesting thing that you have instilled on your team though, and this is something that you do yourself right?

Sales Hiring 131

Sales Hiring Scale CTO Hire Marketing 131

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. Listen to the start of the episode for a promo code to our upcoming events! First, what is continuous customer development?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

SaaStr

JUNE 20, 2019

I grew up in the Netherlands, people in Germany, people are being taught when they’re young to stay away from credit, it’s a bad thing, you want to avoid it. So I think it was the first time in 10 years or something the editor couldn’t find a company in the Wall Street Journal database.

Payment Methods 137

Payment Methods Merchant Services Payments Payment Services 137

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Listen to the start of the episode for a promo code to our upcoming events! Loving our podcast content? Harry Stebbings: Totally.

Sales Hiring 110

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 110

Intercom, Inc.

JANUARY 5, 2022

After working on NASA’s Space Shuttle Main Engine, he went on to develop Portfolium, a social networking platform that allows students and graduates to showcase skills beyond the traditional resume to potential employers. Portfolium was eventually acquired, but the team behind it never stopped thinking about a better way to do it.

Scale 211

Scale compliance Software Review Technical Review 211

SaaStr

OCTOBER 24, 2019

Jos White of Notion and Christian Lanng of Tradeshift team up to show you how to work within, and sometimes around, rules in the workplace. Join this discussion to learn how to maximize efficiency within your company. It’s also about remembering nobody knew earlier on what could be the size of a SaaS company.

Payments 103

Payments Payment Features SaaS Payments Underperforming Technical Team 103

SaaStr

MAY 23, 2019

Do I have the right team? And also because some people are good at different phases of the company. And just because someone was a right member of the team last year doesn’t mean they’re a right member of the team next year. So second question, do I have the right team? But your team needs to be full.

Sales Hiring 119

Sales Hiring Underperforming Technical Team Scale Startup 119

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. Listen to the start of the episode for a promo code to our upcoming events! In this session Gillian will walk you through how to build a high performing CSM Team. Missed the session?

Scale 121

Scale SaaS Payments SMB Sales Hiring 121

SaaStr

NOVEMBER 15, 2019

Kolton Andrus is the Founder & CEO @ Gremlin, the failure as a service startup finds weaknesses in your system before they cause problems. Dylan Serota , Co-Founder and Chief Strategy Officer @ Terminal, the startup that helps you create world-class technical teams through remote operations as a service. Loving our podcast content?

Education 108

Education Sales Hiring Technical Review Underperforming Technical Team 108

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Listen to the start of the episode for a promo code to our upcoming events! Prior to Crossbeam Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132