SaaStr

OCTOBER 13, 2023

If your product has effortless growth or a word-of-mouth motion and momentum, it automatically takes care of one of your biggest cost drivers: sales and marketing. For your product to have that kind of momentum and viral growth, it needs pretty incredible product market fit.

Outsourcing Services 239

Outsourcing Services Sales Hiring Scale SaaS 239

SaaStr

OCTOBER 12, 2022

The Three Elements of Company Building. Many founders think first of their product and then the market. But according to McJannet, it’s actually better to begin with the market. He goes on to lay out the three elements of building successful companies. Rule #1: The Phase Shifts of Growth Companies.

Scaling 210

Scaling Leadership Startup Product Marketing 210

SaaStr

JANUARY 30, 2023

Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies.

Sales Hiring 229

Sales Hiring Payment Services SaaS Payments Scale 229

OpenView Labs

OCTOBER 26, 2021

Milestone: First traction and product-market fit . At this point you’ll want to seriously interrogate whether your current set of users are going to be the ones to take you public, and whether your total addressable market (TAM) can justify your growth targets and further investment. Hubspot’s CCO on go-to-market success.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

SEPTEMBER 14, 2022

This research will tell you whether your “genius idea” is filling a real market gap and whether you’re disrupting or creating a new category. In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. This focus can be a risk because it is shrinking your market. Good luck!).

Scale 216

Scale Venture Capital Sales Hiring SMB 216

Point Nine Land

JANUARY 9, 2019

Most marketing tactics (content, social media, events, etc.) For example, if you approach content marketing with performance in mind, you’ll focus heavily on tracking keyword rankings, traffic growth, conversion funnels (what content converts, how, where) and create content accordingly. Sharing your market vision.

Branding 50

Branding Marketing Social Media SaaS 50

Intercom, Inc.

DECEMBER 21, 2021

We continued to adjust to working from home , and our company culture evolved accordingly. Even more than a good pun, though, I love how customer research is embedded into the very fabric of how we build, market, and sell Intercom. Beth McEntee , Senior Marketing Enablement Editor. Thoughts on innovation.

Technical Review 196

Technical Review Scale Innovation Company Culture 196

OpenView Labs

AUGUST 4, 2021

It’s a small, powerful ritual that not only helps publicly recognize someone for their great work, but it helps reinforce our values and the type of activities we collectively value and celebrate in our culture.”. Chris de Jong, Director of Marketing at 7shifts. More on company culture.

Company Culture 80

Company Culture Systems Review Leadership Scaling 80

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. Steve has previously said, “Sales and marketing must be one team.” Why does he believe this is so important?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

User Pilot

JULY 17, 2023

A well-structured product team requires a product leader – either a product manager or a product owner. In larger organizations, they may work side by side with QA engineers, product marketers , data analysts , or product ops managers. What is a product team responsible for?

SaaS 98

SaaS Scale Leadership Customer Lifetime Value 98

SaaStr

APRIL 2, 2023

But this process was also hard: We had to get alignment across Product, Marketing, Sales, CS, and PS on what our end-to-end value (from 30K feet to 30 feet). But eventually, you hit the frontier of your initial Total Addressable Market and your new logos per year flatten out. Lead our clients to the outcome.

Sales Hiring 261

Sales Hiring Scale Scaling Customer Success 261

SaaStr

MARCH 5, 2022

Migrating from the hyper-growth and chaos of the early days seeking product-market fit is critical to managing growth in customers, employees, products, and geographies. What did it take for the VCs to throw their hands up in surrender — and what can be done to prevent this from happening? Start-ups can be chaotic places.

Startup 249

Startup Leadership Innovation Scaling 249

FastSpring

APRIL 19, 2019

It is something our People and Culture team is constantly working on through a variety of initiatives. While it’s impossible to summarize everything we do in just one blog post, I would like to share three key ways we are putting employees first to build a company culture that scales alongside FastSpring.

Scaling 74

Scaling Company Culture Leadership Education 74

SaaStr

JULY 25, 2021

” And I told him we have a good market, we have a good product and because the product is good, that’s why our business is doing well. You can have the great product and a great team, but the market of small or very niche. Then the outcome is obviously a function of how big the market is.

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale VP of Engineering 247

SaaStr

NOVEMBER 28, 2019

We help companies understand what data they have, where they can find it, and ultimately that they can really trust it. Product-market fit has been really important. Teddie : And also we’ve seen the BI market that’s been acquisitions at the last. That’s when we found product market fit.

Sales Hiring 171

Sales Hiring Scale Sales Recruiting Government 171

ProfitWell

MARCH 20, 2019

To explore the power or lack thereof of remote, we looked at just over three thousand subscription and SaaS companies. By $10M you probably have figured out your main channels and definitely product/market fit, so remote is less of an issue. Here’s what we found.

Company Culture 85

Company Culture Trends Product Marketing Subscription 85

SaaStr

NOVEMBER 14, 2022

Start by defining the following: Vision: Compelling company vision that inspires employees, investors, customers, and partners to join you on the journey. This will usually center around PMF (product-market fit) or growth. Priorities: Determine what you will focus on to help realize your vision.

Retention 130

Retention Leadership Compensation Communication 130

Hitenism

NOVEMBER 7, 2016

If you make the customer the center and beginning of every product initiative, no matter how big or small, you hardwire it into a central part of your company culture. Your approach to your customers is a reflection of your company’s mission.

AWS 189

AWS New CTO Scale CTO 189

SaaStr

FEBRUARY 22, 2019

But I would also especially in Europe if we are all trying to build world-class companies that are meant to compete in the global market then I think we need to find the best talent available not only in our local ecosystems which is challenging in some countries more than others. Florian Douetteau: When there is a fire.

Sales Hiring 111

Sales Hiring Scale Sales Recruiting Company Culture 111

SaaStr

NOVEMBER 2, 2019

In Today’s Episode We Discuss: * How Krish made his way into the world of SaaS and came to found one of India’s fastest growing SaaS companies in Chargebee? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? Does one have to move to enterprise?

Scale 124

Scale SaaS Payments Sales Recruiting Payment Services 124

OpenView Labs

AUGUST 31, 2021

It’s important to convey that you understand and are digesting this honest feedback from a person who has very little to lose to a person (you) trying to retain a team and build a positive company alumni group.” — Anne Hollander, Senior Director, Product Marketing & Growth, Trimble. More on company culture.

Interviewing 72

Interviewing Company Culture Leadership Engagement 72

SaaStr

MAY 24, 2019

I was personally responsible for my action, to any concurrent projects on the delivery side, I was responsible for managing digital marketing, recruiting. For example, I’ve forgot the company name but there was a pretty big founding over AI, enterprise AI orientive company. We had a pretty big team.

Sales Hiring 140

Sales Hiring Scale SMB Sales Recruiting 140

Chargify

APRIL 23, 2019

We found ourselves asking this question in a marketing meeting not too long ago. It came up because people regularly refer to Chargify as a startup, but our company has been around since 2009. There are specific stages a software-as-a-service (SaaS) company moves through during its life cycle. Finding channel/market fit.

Scale 74

Scale SaaS Payments Scaling Payment Services 74

Sales Hacker

NOVEMBER 4, 2020

We were trying to understand where we saw an early adoption of our technology and then compare that against our addressable market by region. The regions (and languages) that had the highest organic traffic, customer base, and large addressable markets made the first cut. The Takeaway. It has to be organic.

Sales Hiring 99

Sales Hiring Scale Sales Recruiting Sales 99

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Bob Moore: And that external solution might be, hey, we just need that new investor that’s going to introduce us to the European market and then we’ll have a way bigger universe of people to sell to.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

OpenView Labs

MAY 18, 2020

Luckily we built the product from the very beginning with a measurement mindset, so we quickly understood our mistake. Build a measurement mindset into your company culture and your product from the start. Find product-market fit. Measure early, measure often. What should you continue to do with the metrics?

Metrics 53

Metrics Startup Investment Company Culture 53

User Pilot

FEBRUARY 5, 2021

But there are a lot of generic responsibilities that all or most product growth managers will do in a company. This allows the marketing team and the Product Marketing Managers to reach the exact right audience. These tools include the ones used in marketing, analytics, and project management.

Management 105

Management Sales Hiring Onboarding User Experience 105

Casey Accidental

NOVEMBER 13, 2019

If driving more customers was your customers’ #1 need, and that’s not what you helped them with, you probably didn’t build a very successful business, or the problem of solving customer acquisition for that market is very difficult. But SAAS companies continue to grow on the public markets. 2 Desire for Market Networks.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

SaaStr

MARCH 10, 2020

Ben Braverman explains how Flexport entered a competitive market with a unique model and continues to grow. Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. So I didn’t realize that all of you are coming from larger companies.

Scale 192

Scale Sales Hiring Sales Recruiting Scaling 192

OpenView Labs

SEPTEMBER 18, 2019

I joined Stripe in 2014 (initially in London) to build out our first international markets in the UK and Ireland, and then in New York where I set up our East Coast office and commercial operations. I’ve had the benefit of a front-row seat to Stripe’s growth and expansion into new markets. Step 1: WHERE – Identifying the Right Market.

Payment Methods 40

Payment Methods Sales Hiring Payment Services Payments 40

Intercom, Inc.

MAY 26, 2021

With the long term in mind we’ve built a foundation that made it easy for us to keep improving the product. We brought things like Banners to market faster than we’d ever thought possible – around six weeks to beta and 12 weeks to release, with full feature support.”. We obsess about our customers’ success.

Sales Hiring 138

Sales Hiring Sales Recruiting Customer Support Engineering 138

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 163

Sales Hiring Scale Interviewing Technical Review 163

SaaStr

APRIL 4, 2019

As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. So Gartner says 2018, the SaaS market is over $73 billion dollar, it’s growing very, very quickly. Eyal Manor: So we have a lot to talk about. what are your thoughts?

Cloud 165

Cloud Scale Trends Machine Learning 165

SaaStr

SEPTEMBER 26, 2019

So mid-market, we’re about 40 to 50K ACV enterprise. So you completely change your go to market and that also includes the fact that you need to start an outbound team. You need to scale the go to market team to feed that new sort of like next wave of deals. The stage after that, we carved out mid-market teams.

Scale 132

Scale Sales Hiring Sales Recruiting Technical Advisors 132

SaaStr

AUGUST 10, 2023

To answer this question, focus on how much you really need to get to that stage where you have product market fit. And as someone who scaled a company to $5B, Kimball says this sentiment is true. How Much Does Culture Matter, And How Do You Build One That Pays Dividends? We hear this everywhere — culture is everything.

Scale 187

Scale Scaling Sales Hiring Cloud 187

SmartKarrot

DECEMBER 20, 2021

Yet, customer success is limited to growth-stage and mature SaaS companies, and only 9% of organizations have a Chief Success Officer and Chief Customer Officer roles. Recent market trends indicate that the answer is a definitive YES. Are startups, then, losing out? Why Customer Success Can Help VC Attention.

Banking 19

Banking Customer Success Scale Churn 19

ChurnZero

OCTOBER 4, 2019

The customer loves our product, team, and company culture. Marcel Andrei, Customer Success and Product Marketing Manager, Paymo. Thanks to Sam for participating in our spotlight and we look forward to talking to and sharing insights from others in the Customer Success community!

Customer Success 40

Customer Success Sales Hiring Scale Underperforming Technical Team 40