SaaStr

JANUARY 28, 2020

Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. There’s none of the brands that you’ve seen get to an IPO or continue on to a Fortune 500 company that is not making some significant investments there. Aaron : And they just have to do it.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

Casey Accidental

NOVEMBER 13, 2019

2 Founders have to shepherd the right new and existing resources most likely to value the business model transition and change the company culture. Strong businesses usually build a culture of understanding their customers and their model very well and catering to those needs. Excess SMB Inventory for Groupon.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

Sales Hacker

APRIL 21, 2020

What’s more, that scorecard reduced my client’s hiring process time by 37%, which allowed them to invest that time on other priorities instead. Enterprise or SMB. Meanwhile, this helps minimize disruptions to your company culture and solidifies your reputation as a good place to work. What type of salesperson do we need?

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

SaaStr

MARCH 27, 2019

I had one offer to go with this great Italian guy who was spinning off a technology from an Italian software company in an incubator in San Francisco. And the other job was to be an investment banker at Merrill Lynch. I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB.

Scale 131

Scale VP of Engineering Mobile Scaling 131

Tom Tunguz

AUGUST 7, 2017

At some point in the life of most SaaS companies, the business will be faced with the question, when should we move up market? The strategic question might be catalyzed by increasing cost of customer acquisition in the core SMB segment. How much cash is the management team willing to invest into the enterprise experiment?

SMB 161

SMB Sales Funnel Company Culture Enterprise 161

SaaStr

SEPTEMBER 18, 2020

They’ve invested in all of these other businesses. And now they’re sitting in your conference room at your little company, and telling you, “Hey. You should go fix that, so that you have the opportunity to make these types of investments along the way, but totally get that it’s not for today.”

Sales Hiring 244

Sales Hiring CTO Hire Scale Investment 244

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. My talk today is the playbook to building a thriving sales culture. So you might be wondering who am I and why am I up here talking about sales culture? My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract.

Sales Recruiting 262

Sales Recruiting Sales Hiring Scale Sales 262

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. If a rep doesn’t have much experience, you’ll also need to invest in getting them up to speed. Almost 75% of high-growth companies hire sales reps with a year of experience or less.

Outsourcing Services 75

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 75

SaaStr

JULY 26, 2019

How did Eric find raising the Series A as a non-Bay area company? She likes to invest across consumer, B2B saas, and technology infrastructure companies at the earliest stages. ” Is it SMB or is it Enterprise? You make that decision based on the fact that your profile fits either an SMB or Enterprise.

Sales Hiring 142

Sales Hiring Scale SaaS Payments Payment Services 142

SaaStr

AUGUST 30, 2019

Finally, prior to HelloSign Whitney spent close to 5 years at Box where as SVP Global Marketing & GM Enterprise she took on all of marketing globally for Box and was responsible for reshaping the company brand from SMB to enterprise. I do want to ask though, you mentioned the element of kind of mentorship and investing there.

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

SaaStr

AUGUST 12, 2020

Some of the TCV numbers might’ve included multi or deals, but we basically went from one million in sales our first full year as a company, to seven million the second, to 21, to about 56 million the year that Microsoft bought us. We had SMB mid-market and enterprise teams, so we were attacking all those markets.

Startup 278

Startup Software Review Scale Systems Review 278

SaaStr

MARCH 3, 2023

Enablement — setting your team up for success and investing in their professional growth. Culture — developing sub-cultures within sales that enable the team to scale successfully. How do you set your team up for success and invest in their professional growth? Invest in enablement. Iterate on culture and values.

Scale 228

Scale Sales Recruiting Sales Hiring Scaling 228

SaaStr

OCTOBER 4, 2019

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? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? How did you think about this, and why did you start with SMB? What changes? *

Scale 121

Scale SaaS Payments SMB Sales Hiring 121

SaaStr

OCTOBER 25, 2019

I’ll share a story with Loren about that, maybe toward the end, but my first job in software, in internet was in E-commerce and then I fell away from it, but I made a few investments. Jason Lemkin: I invested in a company Algolia, that does search-as-a-service, and they bet super early on Shopify, before Shopify Plus launched.

Sales Hiring 110

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 110