SaaStr

FEBRUARY 16, 2022

Product-led companies face a long road as they attempt to manifest themselves from having abstract vision to millions in revenue. Over the years, though, Asthana has learned a lot about what can go wrong while building a market-leading company and how to avoid those missteps before they happen. Create a healthy culture.

Underperforming Technical Team 259

Underperforming Technical Team Company Culture Customer Success Product Marketing 259

Predictable Revenue

OCTOBER 10, 2019

We provide the framework and break down the process, fast-growing company Samsara used to hire 200 new sales reps in a year. Find out how Samsara maintains company culture and provides mentorship for new reps while rapidly growing their team.

Sales Hiring 127

Sales Hiring Company Culture Sales Revenue 127

SaaStr

JULY 18, 2022

But for Notion’s Manapat, retention of engineers boils down to three main criteria: Company Success. Companies must prove they have the growth, revenue, and users to warrant serious talent. Engineers want to see how their work affects the company. Enticing your staff to stick around for the long haul is no small task.

CTO Coach 243

CTO Coach CTO Hire New CTO CTO 243

SaaStr

FEBRUARY 18, 2022

Make customer success part of your entire company culture. It can also enable you to see flaws in the sales process and help make revisions for your revenue operations team. Customer success operations is an incredible lever that catalyzes your entire customer success team, positively impacting your company’s bottom line.

Customer Success 253

Customer Success Retention Company Culture Metrics 253

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Optimizing for revenue potential Deel recognized that many clients didn’t know about its other product offerings. Use your data to inform. Listen to your team.

Sales Hiring 248

Sales Hiring Payment Services SaaS Payments Scale 248

SaaStr

JANUARY 3, 2023

And the more existing customers you visit in person, the better the upsell and revenue retention. Want to increase your revenue retention? Even with no new leads, and no new customers, this alone will boost your revenue. Which will not just manage your burn rate — but increase your revenues. Get on an airplane.

Scale 276

Scale Retention Scaling Revenue 276

SaaStr

OCTOBER 10, 2023

A revenue leader’s responsibility is to drive revenue and grow the company. On the other hand, the legal team may feel that the sales team is taking risks that put the company in jeopardy. So, it’s essential to discuss legal and business concerns and ultimately decide what’s best for the company.

Sales Hiring 161

Sales Hiring Scale Sales Communication 161

SaaStr

NOVEMBER 23, 2022

Algolia’s Bernadette Nixon (Chief Executive Officer) and Michelle Adams (Chief Revenue Officer) have spent the past few years developing this relational toolbox. Chief Revenue Officers are, at their core, officers: responsible for the top-line growth of the company. Sometimes voices get raised, but it’s to get the best outcomes.

Underperforming Technical Team 291

Underperforming Technical Team Leadership Outsourced Development Finance 291

The Angel VC

NOVEMBER 18, 2017

Stage Unless you’re in the fortunate position to generate revenues almost from day 1 or to raise a sizable seed round right at the start you’ll probably not be able to pay yourself any salary at all, at least in the first few months, for the simple fact that the company doesn’t have any money to spend. Here it is.

Technical Review 279

Technical Review Compensation Company Culture Benchmarks 279

SaaStr

OCTOBER 13, 2023

As they grew the platform, the number of active users grew, which meant revenue grew. But, for every dollar of revenue they brought in, they had to spend almost a proportional amount for support. You need to identify a material cost that is trending lockstep with your revenue and disassociate them to see a broadening of your margins.

Outsourcing Services 262

Outsourcing Services Sales Hiring Scale SaaS 262

Sales Hacker

MAY 24, 2023

He also shares how company culture impacts productivity and morale, primarily within sales teams. Company : AltiSales Noteworthy : Tito is an expert in sales development and all things sales. AltiSales takes company culture quite seriously. So our net revenue retention for current customers is 160%.’

Underperforming Technical Team 86

Underperforming Technical Team Consulting Company Culture Acquisition 86

Chargify

AUGUST 6, 2019

Today, HubSpot is not only a rapidly-growing enterprise that generates nine-figure annual revenue (more than $500 million in 2018), but they are also trusted thought leaders in the marketing industry with a cult-like following. Revenue growth: 2006: Unknown. You don’t get to half a billion in revenue without making a few enemies.

Subscription 40

Subscription Payment Features Revenue Software Review 40

SaaStr

APRIL 26, 2022

We want to grow revenue; we want to grow market share; we want to deepen wallet share. For example, if you have a high sales velocity, low ACV, and your company growth is product-led, you should hire your CMO first. They are your strategic business leader who owns revenue, and they should have a say in the CRO hire.

Leadership 203

Leadership Sales Hiring Sales Recruiting Scale 203

FastSpring

SEPTEMBER 8, 2020

It’s not the most glamorous function, but it is critical to the company’s overall success. This means I will oversee the accounting, revenue operations, and legal departments at FastSpring. I believe that the keys to success are building a strong business, healthy company culture, and tight relationships with our local community.

Business 99

Business Company Culture Leadership Innovation 99

SaaStr

MARCH 29, 2023

Over the last couple of years, Xero has doubled revenue and operating revenue, tripled annualized monthly recurring revenue, and quadrupled lifetime value. Xero’s Global Chief Strategy Officer, Damien Tampling, takes a philosophical look at some aspects and nuances to consider wherever your business is on this journey.

Sales Hiring 194

Sales Hiring Scale Strategy Metrics 194

SaaStr

JUNE 27, 2020

If they’ve never had a true revenue commit (see below), or owned a number, they are too junior. Doesn’t make a lead / opportunity / pipeline / revenue commit. Your revenue per lead just goes down. If your head of marketing’s first actions are to hire a bunch of agencies, that’s the wrong person in SaaS.

Sales Hiring 363

Sales Hiring Scale Startup Marketing 363

SaaStr

MARCH 5, 2022

Despite their founders’ ambition and good intentions, any innovative idea that results in millions of dollars in revenue and funding is bound to come with growing pains. Think about how most of many companies’ revenues come from Product A — the first product they ever created, and around which they’ve built an entire ecosystem.

Startup 275

Startup Leadership Innovation Scaling 275

SaaStr

MAY 5, 2022

Podium sales leaders, EVP of Sales Than Hancock, and Regional Sales Manager Carlie Adams recently led a session on how they’ve grown the team at the cloud-based software company. Podium has grown from a 1 million annual recurring revenue (ARR) company to doing over 100 million in ARR in their time there. . Key Takeaways.

Scale 231

Scale Sales Hiring Scaling Sales 231

Intercom, Inc.

OCTOBER 22, 2020

times more revenue than their competitors. Customer expectations are higher than ever, and this acts as a forcing function, inspiring companies to think about their customers’ entire journey from acquisition to onboarding and support. The trick, Nate believes, lies not in radical, overnight changes.

Leadership 218

Leadership AI Scaling Engineering 218

SaaStr

JANUARY 28, 2022

Here are three things that helped 6sense reach this mark and beyond: Defining their revenue operating model by hiring for RevOps and not taking the common DevOps and SalesOps approach. This model worked backward into pipeline quotas which defined how much revenue they needed to create every week, month, and quarter.

Scale 192

Scale Sales Hiring Scaling Sales Recruiting 192

ChurnZero

FEBRUARY 13, 2023

The chief customer officer (CCO) owns the revenue number for an organization’s customer base and oversees all customer activities. They’re also responsible for creating a strong, customer-centric company culture with accountability and ownership of the customer experience at all levels.

Technical Advisors 52

Technical Advisors Customer Success Technical Review Systems Review 52

ChurnZero

FEBRUARY 13, 2023

The Chief Customer Officer (CCO) owns the revenue number for an organization’s customer base and oversees all customer activities. They’re also responsible for creating a strong, customer-centric company culture with accountability and ownership of the customer experience at all levels.

Technical Advisors 52

Technical Advisors Customer Success Technical Review Systems Review 52

SaaStr

MAY 19, 2022

When you target both B2B and B2C simultaneously, it is important to understand the revenue split and the interdependence of both on each other. Your primary target is to serve people and generate revenue. Though it didn’t plan to be a remote company, 1Password has been a fully remote company since its launch 16 years ago.

Development Team Review 259

Development Team Review B2C Compensation Technical Review 259

ProfitWell

JUNE 30, 2020

How are churn and new revenue trending over time? The MRR Gain Index (which represents upgrades & new revenue) has gone up 1.25% over the last 24 hours and MRR Loss (namely, representing churn in the market) has gone down by 0.34% over the last 24 hours. Yes, you can measure company culture. 90 day +9.9%. Stressed?

Company Culture 52

Company Culture B2B Mobile Government 52

Tom Tunguz

APRIL 27, 2014

In this case, contribution is the 18 month revenue of sold customers tallied cumulatively minus the salary costs of $100k annualized of the sales person. This stutter-step also has an impact on the revenue trajectory of the business as shown by the chart above. The opportunity cost of not having converted active leads into revenue.

Sales Hiring 100

Sales Hiring Sales Recruiting Customer Lifetime Value Company Culture 100

SaaStr

JUNE 24, 2022

It can provide a quick revenue boost, but it only works one time and you’re taking a chance on losing revenue by angering customers who made a bet on you. If you try to increase your prices and no one is willing to pay, that’s a flag that your product isn’t providing enough value. And 2 Better Ways to Do It Anyway.

Sales Recruiting 234

Sales Recruiting Sales Hiring Scale Customer Success 234

SaaStock

FEBRUARY 14, 2019

Aaron Ross, Co-CEO, Predictable Revenue. Today he is the man behind Predictable Revenue, the “Outbound Success Company.” The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. His focus there was deal-sourcing.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Neil Patel

NOVEMBER 5, 2020

Lofty promises to grow revenue, get more leads, and make your prospects happier. Do they have a great company culture? Most companies omit this characteristic when ticking the criteria for choosing an agency of any kind. CS2 Marketing has generated more than $1 billion in pipeline revenue for its clients. #4

Marketing 124

Marketing Technical Review Social Media Systems Review 124

Neil Patel

NOVEMBER 6, 2020

Would you like to increase your store’s reach and drive more revenues? Below, you’ll find my recommended steps on how to choose a top Amazon marketing company to grow your store business on the platform. Great company culture. To avoid this, choose an agency with a great company culture with similar values as your own.

Sales Hiring 109

Sales Hiring Marketing Social Media Marketplace as a Service 109

Neil Patel

NOVEMBER 18, 2020

You’ll document the problem you’re solving, your unique solution, your market, the competition, your team, and a little information about your company culture. Think of an Executive Summary as an overview of your company’s goals and objectives. Step 6: Costs and Revenue Predictions. Part 1: Executive Summary.

Business 133

Business Social Media Revenue Company Culture 133

Chart Mogul

FEBRUARY 19, 2020

The compensation given to an employee based on the amount of revenue they generate for your business is known as a commission structure. The impact this structure has on company culture, customers, and brand recognition isn’t immediate, but with time, it can prove to be significant. Retroactive. Click To Tweet. Analyze Data.

Sales Hiring 130

Sales Hiring Sales Business SaaS Payments 130

Buffer Resources

SEPTEMBER 11, 2023

Regularly update your page with news, achievements, and insights about your company. Showcase your company culture. For example, if you are trying to hire sales reps — you can filter by experience levels such as seniority, company size and annual revenue to find qualified candidates who align with the job requirements.

Sales Recruiting 128

Sales Recruiting Sales Hiring Scale Social Media 128

SaaSOptics

MAY 6, 2022

Whereas an accounting system displays the current status of your business, forecasting systems let early-stage companies see where business is heading. Trying to scale an early-stage company without a defined budget and revenue projections is like driving at night without your headlights on—possible, but you’re likely to crash.

SaaS 76

SaaS Scale Underperforming Technical Team Forecasting 76

SaaStr

MAY 10, 2023

While gathering as much revenue as possible isn’t their goal at this point, financial incentives are a good driver to get people committed to work and live in the platform. For Omni, asking for money helped them learn what they needed to provide to be a true replacement for the products people were already using or looking at.

Sales Recruiting 234

Sales Recruiting Sales Hiring Social Media Sales 234

SaaStr

FEBRUARY 25, 2020

Last but not least, if your sales tax noncompliance gets too out of hand, dealing with multiple states’ sales tax laws means that 46 state departments of revenue can potentially come after you for back taxes. So even the freshest new SaaS startup celebrating their 50th customer may find themselves dealing with sales tax in multiple states. .

Merchant Services 178

Merchant Services Scale Technical Review Sales Hiring 178

Kellblog

JULY 30, 2023

Before joining Business Objects, I spent 10 years across two startups: Ingres , which got destroyed by Oracle (while nevertheless growing from $30M to $240M during my tenure) and exited for less than 1x revenue and Versant , which we turned around despite existing within a doomed category (object database) and went on to a lackluster IPO.

Software Review 67

Software Review Technical Review Sales Recruiting Artificial Intelligence 67

SaaStr

SEPTEMBER 14, 2022

They adhered to the “75% Rule,” in which recurring revenue of their software made up three-quarters of their business while making the rest from their consultancy, research, and other professional services. Combine software with services. This model allowed UserZoom to provide true value to their clients, who were happy to pay.

Scale 228

Scale Venture Capital Sales Hiring SMB 228