SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. They don’t care like you had a successful company or not in the past. None of that changes.

Sales Recruiting 242

Sales Recruiting Sales Hiring Scale VP of Engineering 242

SaaStr

SEPTEMBER 14, 2022

Sales and marketing are still significant, but consider dedicating more research and design to the user experience. Know how to market your product. Product marketing can bring the focus back onto the value your clients get from your product.

Scale 204

Scale Venture Capital Sales Hiring SMB 204

SaaStr

APRIL 2, 2023

Instead, I set a big sales number for each of those years (based upon the biggest trap ever—a sales rep capacity model) and totally missed each time! 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).

Sales Hiring 255

Sales Hiring Scale Scaling Customer Success 255

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

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

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. And so again we would just have added to more kind of friction in the sales cycle and there was a whole video long sales cycle.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

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

MAY 24, 2019

And from that perspective, I do think that there is in view, sort of a proven formal and [inaudible 00:08:17] expand where you figure out your product market fit. And so, it’s all incremental investments, incremental risk, so it can get your product very far. You go over and test it at scale with small businesses.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

SaaStr

NOVEMBER 2, 2019

Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2 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

OpenView Labs

OCTOBER 26, 2021

Why startup founders should treat fundraising like a sales funnel. Milestone: First traction and product-market fit . Additional resources on thriving past product-market fit: The SaaS company that accidentally grew to 800,000 users . A SaaS content marketing strategy that drives inbound revenue.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

MARCH 10, 2020

That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. So we did about 442 million in sales last year. We founded the company five years ago. So the largest vendor of software in our industry is a company called Wise Tech.

Scale 196

Scale Sales Hiring Sales Recruiting Scaling 196

Neil Patel

FEBRUARY 13, 2023

As a business owner, you must account for these changes and consider how the recession may impact sales and behaviors. Depending on your industry, this may be a great opportunity to track industry trends and see where your business can solve a need in the market. How does a recession affect marketing? How can you increase trust?

Technical Review 84

Technical Review Strategy Marketing Social Media 84

SaaStr

FEBRUARY 22, 2022

As you scale up a business, you’ll see an increase in demand for product, followed by an inevitable increase in sales. But how should you proceed when it comes to scaling your sales team? 5 ways to scale your SaaS and sales team. 5 ways to scale your SaaS and sales team. What is your product-market fit?

Scale 220

Scale Sales Hiring Scaling Sales 220

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. Or hey, we missed our sales numbers last quarter, it’s got to be a management issue.

Sales Hiring 131

Sales Hiring Scale Outsourcing Services CTO Hire 131

Chargify

APRIL 23, 2019

The “primary risk [during pre-startup] is the failure to design a business plan and strategy that will enable the company to become profitable as it makes sales and earns revenue. You’ll also hear this stage called validation or the product/market fit stage. Finding channel/market fit. Making key hires.

Scale 74

Scale SaaS Payments Scaling Payment Services 74

Intercom, Inc.

MAY 26, 2021

Catherine Brodigan , Business Development Partnerships Manager, sees this value at work across the sales team. “As As Abde Tambawala, Senior Director of Sales Operations, says, “Obsessing about our customers’ problems is not just a customer-facing team’s priority. We always assume good intent, and we deeply value kindness and empathy.

Sales Hiring 138

Sales Hiring Sales Recruiting Customer Support Engineering 138

SaaStr

OCTOBER 10, 2023

On a sales front, how do you evolve past founder-led sales, or together with it, so that you can scale your organization? Founder-led sales can be an immense strength and rapidly become a limiting factor. PST, Laura Connell, Partner at Atomico, shares how to scale beyond founder-led sales on your path to Series B.

Scale 194

Scale Sales Hiring Scaling Sales 194

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. When to Hire a Product Growth Manager? Why Is This Role Important?

Management 105

Management Sales Hiring Onboarding User Experience 105

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. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team. She was my first VP of Sales. Brendan Cassidy, second VP of Sales at EchoSign.

Sales Recruiting 127

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 127

SaaStr

APRIL 4, 2019

They are expecting a discussion on security and scalability and so we have to bring partners to the table and there are some partners we work with that are more than willing to come into that sales conversation with us and these is other partners that aren’t. Megan Leuders: Well it’s interesting.

Cloud 168

Cloud Scale Trends Machine Learning 168

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 176

Scale Scaling Sales Hiring Cloud 176

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 Ryan ensure cross-function working seamlessly from the very beginning with marketing? *

Sales Hiring 166

Sales Hiring Scale Interviewing Technical Review 166

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 192

Sales Hiring Sales Recruiting Scale Technical Advisors 192

SaaStr

AUGUST 12, 2020

Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. The first system is what I call the sales finance system. To me, that’s what the cadence says.

Startup 272

Startup Software Review Scale Systems Review 272

OpenView Labs

SEPTEMBER 18, 2019

Today’s four-person landing team includes: The market lead: This is the person who holds overall responsibility for the expansion and is the primary decision maker for the team. It’s a very broad sales role to help build traction with customers. You should hire them first. a lot of different areas.

Payment Methods 40

Payment Methods Sales Hiring Payment Services Payments 40

ChurnZero

OCTOBER 4, 2019

Our onboarding health scores are now incredibly positive, and we ensure that the sales to onboarding handoff is seamless. The customer loves our product, team, and company culture. Marcel Andrei, Customer Success and Product Marketing Manager, Paymo. Brooke Goodbary, Customer Success Expert, dataxu.

Customer Success 40

Customer Success Sales Hiring Scale Underperforming Technical Team 40

Intercom, Inc.

APRIL 25, 2019

Paul Graham puts it like this: “A startup is a company designed to grow fast”. In general, growth is a good problem to have – it means you’ve found some measure of product market fit and you’re generating real revenue from active users. Making sure culture scales as you grow.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%.

Sales Hiring 194

Sales Hiring Scale Technical Review Outsourcing Services 194

SaaStr

MARCH 27, 2019

So I went with the Italian guy, and then I learned how to do product management, and I went from company to company really focusing in on product management as a core skill, and then extending that into product marketing, and operations, and then eventually a full blown … the whole kit and caboodle.

Scale 131

Scale VP of Engineering Mobile Scaling 131

SmartKarrot

SEPTEMBER 11, 2020

SaaS companies no longer need “hot” locations like Silicon Valley. If the product-market fit can be found online, it hardly matters where the company is located. Company culture can be a powerful competitive advantage. Company culture is becoming more prominent than ever as a competitive advantage.

Customer Success 10

Customer Success SaaS Company Culture Acquisition 10

SaaStr

JULY 3, 2020

Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. billion dollars.

Software Review 182

Software Review Systems Review Scale Startup 182

SaaStr

SEPTEMBER 23, 2020

To date, the company has raised $349M in funding from some of the best in the business including Bessemer, Redpoint, True Ventures, IVP, Mayfield, TCV and GGV to name a few. As for David, prior to Hashicorp, he held some incredible roles, including VP of Marketing at Github and Hortonworks. What do I say next?”

Scale 182

Scale Leadership Underperforming Technical Team Scaling 182

SaaStr

JUNE 2, 2023

Recruit diverse leaders The goal of hiring a revenue leader is to put gasoline on finding product market fit success. Hire a leader who will not only agree with you but someone you can disagree with in a respectful and productive way. Prioritize demand discovery Demand is a strong indicator of product market fit.

Sales Recruiting 206

Sales Recruiting Sales Hiring Scale Branding 206

SaaStr

NOVEMBER 21, 2020

How should sales and marketing work together on pricing? Rob Gonzalez: Operationally, I look at, in particular, my experience at Endeca, but also another startup that sold to pharmaceutical companies and other life sciences businesses and financial services companies called Cambridge Semantics. Rob Gonzalez: Yeah.

SaaS Payments 248

SaaS Payments Scale Payment Services Payment Solutions 248

SmartKarrot

MAY 17, 2022

Working on the MVP and improving the core features, so you achieve the right product/market fit Hiring the key personnel who understand the mission/vision Getting the payment from customers Collecting the seed money. This will not only slow your growth but will also impact your company culture.

Startup 10

Startup SaaS Payments Payment Services Sales Hiring 10

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. What is sales? What is sales? Isn’t sales really around customer value creation?

Scale 206

Scale Sales Hiring Revenue VP of Engineering 206

SaaStr

MARCH 6, 2020

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. And it was all about relationship building with our sales reps, which is a super useful tactic.

Scale 214

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 214