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

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. If implemented well, it will have mutually beneficial outcomes for the company and customers.

Customer Success 40

Customer Success Sales Hiring Scale Underperforming Technical Team 40

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%. What works? What does not work?

Sales Hiring 203

Sales Hiring Scale Technical Review Outsourcing Services 203

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 174

Sales Hiring Scale Interviewing Technical Review 174

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 203

Sales Hiring Sales Recruiting Scale Technical Advisors 203

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. Before that, he was also senior director of product marketing at VMware, and then also spent over five years seeing the firsthand hyper-growth of Microsoft.

Scale 199

Scale Leadership Underperforming Technical Team Scaling 199

OpenView Labs

SEPTEMBER 5, 2019

As software pervades every sector of the world economy, the developers building it are rapidly becoming the most important buyers of technology and infrastructure in companies of all sizes. As a company that builds economic infrastructure for the internet – Stripe’s ability to connect with developers is central to our mission.

Underperforming Technical Team 40

Underperforming Technical Team Scale Sales Hiring SaaS Payments 40

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 216

Scale Sales Hiring Revenue VP of Engineering 216

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 219

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 219

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 137

Sales Hiring Scale Technical Advisors Underperforming Technical Team 137

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 272

SaaS Payments Scale Payment Services Payment Solutions 272

SaaStr

APRIL 9, 2019

Not only for the product side, but for the sales and marketing side. Eric Yuan : It really depends, if you think you’ve learned a lot where you were before, at other companies, you really can start as a sole founder. Eric Yuan: Because, at that time, we really needed a product. We had the first sales person.

Sales Hiring 136

Sales Hiring Scale CTO Hire Marketing 136

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. A Cautionary Tale. Who is your buyer?

Scale 52

Scale Sales Hiring Marketplace as a Service Underperforming Technical Team 52

SaaSOptics

MAY 6, 2022

To scale an early-stage company, you need to focus on the following core areas of your business: Financial Core —to create a streamlined quote-to-cash process. Customer Core —to maintain and develop customer relationships. Poor financial records are not something you can run away from. HR Core —to manage payroll and employees.

SaaS 76

SaaS Scale Underperforming Technical Team Forecasting 76

Chart Mogul

JULY 1, 2020

Simply put, you conduct customer discovery interviews before launching a new product, or whenever you want to discover potential customers. User Interviews is an example of a product born out of customer discovery interviews. Customer development interviews. Relevance and added value are key to developing our customer base.

Interviewing 76

Interviewing B2B Marketing Underperforming Technical Team 76

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

Intercom, Inc.

JULY 12, 2018

Acquisitions can help fuel growth, but often go awry when the company fails to explicitly instruct their internal teams to step aside so that the new hires can do their jobs. Culture is the set of relationships people in the company have to each other – and the unwritten set of rules they live by – and it’s going to evolve over time.

Sales Hiring 120

Sales Hiring Scale Sales Recruiting Technical Advisors 120

Chart Mogul

JULY 1, 2020

Simply put, you conduct customer discovery interviews before launching a new product, or whenever you want to discover potential customers. User Interviews is an example of a product born out of customer discovery interviews. Customer development interviews. Relevance and added value are key to developing our customer base.

Interviewing 52

Interviewing B2B Marketing Underperforming Technical Team 52

Sixteen Ventures

DECEMBER 31, 2019

How to Develop a Customer Success Strategy. The Role of Customer Success in… Customer Development. Sales Process Engagement. Customer Success-driven Sales. Designing a Sales-to-CSM Handoff that Actually Works. Sales is Part of Customer Success. Orchestrating Sales and Customer Success Alignment.

Customer Success 136

Customer Success SaaS Payments Payment Solutions Payment Services 136

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. Ep 271: Gillian Heltai oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. What are the core differences?

Scale 125

Scale SaaS Payments SMB Sales Hiring 125