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. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling. Our team is in Room 111.

Scale 117

Scale Payment Services Payment Methods Sales Hiring 117

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. Head to outreach.io/saleshacker.

Underperforming Technical Team 68

Underperforming Technical Team Scale Sales Hiring Systems Review 68

SaaStr

APRIL 16, 2020

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 Carolyn think startups and larger companies can replace the leads that are lost from having no events in a COVID-19 world?

Scale 180

Scale Underperforming Technical Team Leadership Branding 180

SaaStr

AUGUST 31, 2022

Scalability is about capability, so businesses need to understand whether they have the capacity to grow and whether their infrastructure and team can accommodate growth. The stage of scaling from $10 million to $100 million ARR may seem like a daunting task, but it is an exciting one. Turning a vision into reality.

Scale 230

Scale Underperforming Technical Team Scaling Company Culture 230

Neil Patel

OCTOBER 4, 2020

Or perhaps you may need to leverage data to scale an existing marketing channel. Thought Leadership. Thought leadership describes the esteem and authority a company is held in in a particular industry. A Well-rounded Team. Syncing With Your Team. Powerful Technology. A Solid Client List.

Artificial Intelligence 136

Artificial Intelligence Technical Review Underperforming Technical Team Machine Learning 136

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. First, what is continuous customer development? Second, why does Krish believe it is one of the most important things any company must do?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

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? Sam Taylor: And so, I joined as a sales development rep at Salesforce, best move I ever made.

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

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

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

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. In Dec 2008, Vista Equity Partners acquired a majority stake in Wrike for a deal reportedly valuing the company at $800m. Where does culture begin to breakdown?

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

SaaStr

NOVEMBER 9, 2022

Developing a product that solves a customer’s pain point provides a sense of pride and can drive the positive, emotional moment of awe that retains customers for the long haul. A company’s values sit at the heart of its mission. That doesn’t make them bad people. Most valuable employees will want to grow and develop new skills.

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Underperforming Technical Team Business Scale Business Model 43

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. What were Steve’s biggest takeaways from seeing the hyper-scaling at AppDynamics? Does it differ from traditional dev teams?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

SaaStr

JANUARY 18, 2023

Unicorn companies often need to scale quickly to meet the demands of their rapidly growing customer base. Drift co-founders David Cancel and Elias Torres share their insights on steering a company to a $1 billion valuation. Lesson 1: Everything is about your team. Lesson 6: Pivoting isn’t a bad thing.

Scale 216

Scale Underperforming Technical Team Scaling Interviewing 216

ChurnZero

OCTOBER 4, 2019

Sam has over 16 years of experience in consulting, product management, and leading customer success teams. Bloomfire allows teams to improve productivity and customer centricity by creating a self-service knowledge base. We had the right people on our team, but we needed to invest in technology to scale and formalize processes.

Customer Success 40

Customer Success Sales Hiring Scale Underperforming Technical Team 40

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

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. At what scale does that become impossible? Prior to Crossbeam Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Why is this?

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaStr

MAY 31, 2019

In This Episode We Discuss: * How Parker made his way into the world of startups and SaaS, came to found Zenefits and what was that a-ha moment for the founding of his most recent company, Rippling? What does Parker do with regards to operational scaling that is unconventional but works? What do you look for in those hires?

VP of Engineering 132

VP of Engineering Sales Hiring Scale Systems Review 132

Sales Hacker

AUGUST 4, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale, previously unthinkable. Sam Jacobs: Have you developed a process to answer that question of should you hire, should you fire? Check them out at www.outreach.io.

Scale 105

Scale Sales Hiring Sales Recruiting Outsourcing Services 105

SaaStr

MAY 15, 2020

Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles. Why does Bridget believe the best starting point for customer success is “company culture and value”? Loving our podcast content? Who has done this well?

Sales Hiring 195

Sales Hiring Scale Technical Review Outsourcing Services 195

SaaStr

SEPTEMBER 23, 2020

As you can tell from that list, it was really a team effort, so huge thanks for that. And after a bunch of moving around, I ended up working in product development, actually, for a middleware company, and I did that for four years. ” But really, it was the team side of it. How do you think about that?

Scale 190

Scale Leadership Underperforming Technical Team Scaling 190

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 131

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 131

OpenView Labs

SEPTEMBER 3, 2020

There is also a direct impact on employee engagement, which is a key indicator of a healthy company culture. Culture helps a company define itself, attract the right team members and customers, and differentiate in the marketplace. Ask 10 people to define culture, and you’ll likely get 10 different answers.

Scale 98

Scale Scaling Underperforming Technical Team Company Culture 98

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

SmartKarrot

JUNE 30, 2022

Losing employees while following a merger and acquisition is normal, whether because of cost-cutting, economies of scale, or the chance to forge a new direction elsewhere. It is crucial to start by getting to know your new customer success team. Have a consistent compensation model for customer success teams.

Acquisition 10

Acquisition Customer Success Technical Review Underperforming Technical Team 10

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. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

SaaStr

MARCH 20, 2019

Sameer joined the company in 2010, when Citrix acquired VMLogix, where he served as CEO and doubled revenues during each year of his tenure. Before that, he worked for 12 years at Trilogy, where he held key leadership roles helping the company grow from a start-up to a $300 million business. Jeff Lawson: Sure.

Underperforming Technical Team 124

Underperforming Technical Team Development Software New CTO 124

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

JULY 5, 2023

The Team Matters More Than The Operating Model Snow’s greatest piece of advice is to choose your team wisely. He believes the team is more important than the operating model because you can have the best models in the world. But if you don’t have the underlying team and structure, it won’t work. They didn’t.

Strategy 205

Strategy Marketing Underperforming Technical Team Sales Hiring 205

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 2010, he became one of the Co-Founders of Warehouse Investimentos, a prominent Brazilian VC company. Talk: Scaling & Exiting: Dreams, Designs & Dramas. His focus there was deal-sourcing.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

JUNE 4, 2021

We can look back at how Datadog scaled. Pomel focused his session on: Making your SaaS startup customer-centric: Hw event marketing has helped him integrate his engineering and sales teams. How many of you guys’ product rely on the highly functioning engineering team? We hired everybody on our teams.

Scale 272

Scale Underperforming Technical Team Sales Hiring Engineering 272

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. How does this requirement change as the company scales? How does Karl think about doing this at scale?

Sales Hiring 218

Sales Hiring Scale CTO Hire CTO Coach 218

SaaStr

MARCH 6, 2020

And in many ways, because the reality is, when you’re running through scale like that, things are moving at a breakneck pace. And then as I mentioned, in 2005 I took on the software as a service opportunity, which was a very nascent sales team and business for Oracle at the time. And I was like, they’re the same thing.

Scale 215

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 215

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

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. You can have beer, you can have a transparent culture.

CTO Hire 157

CTO Hire Travel Underperforming Technical Team CTO Coach 157

OPEXEngine

MARCH 9, 2021

“I’ve talked to countless entrepreneurs who are anxious about the next step—first seed round, hiring a team, landing a board member, etc.,” That’s exactly what got the former Zenefits leadership team into trouble. The Building Blocks of a Scalable Company. Company Culture. Introduce new leadership.

Scale 52

Scale Sales Hiring Marketplace as a Service Underperforming Technical Team 52

SaaStr

SEPTEMBER 6, 2019

How does Jon think about the structuring of roles and responsibilities with scale? 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. What does this done well look like? Jon Herstein.

Sales Hiring 132

Sales Hiring Scale Underperforming Technical Team Software Review 132

SaaStr

MARCH 12, 2019

Regardless of what stage you are in, he provides a framework to systematically approach this stage and what you should focus on to get to scale faster. We are screwing up the scale. For Slack, it was one that a team sends 2000 messages. The three stages are product-market fit, then go-to-market fit and lastly growth and moat.

Scale 212

Scale Sales Hiring Revenue VP of Engineering 212