Katie Burke on company culture: building a better work culture

ProfitWell

Katie Burke, Chief People Officer at HubSpot , is a marketer-turned-culture expert. To her, culture is much more than a blurb in your job description. A strong people strategy can create a noticeable competitive advantage by marrying culture, innovation, leadership, and inclusiveness. While culture is something many companies try to do, getting it right takes a certain finesse. The top 9 mistakes companies make when it comes to culture.

The Playbook to Scaling High-Performance Teams with Gusto COO Lexi Reese (Video + Transcript)

SaaStr

So a playbook on scaling high performance organizations in 30 bit minutes. But joking aside, I think families and company building and organizations, it’s all tribes. So big, big scale. And now think about just in the past 12 months in your company and in the next 12, how many teams will you be on? You’ll be on your company team, your functional team, an agile cross functional working group.

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The Playbook to Scaling Your Team in Hypergrowth with Flexport CRO Ben Braverman (Video + Transcript)

SaaStr

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. Rely on your success, know you are doing something right and scale faster. That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. We’ve scaled it pretty far pretty quickly. We founded the company five years ago. So you scaled back to scope?

Scaling from $1MM to $500MM ARR: 5 Strategies to Drive Your Next Wave of Growth with Intercom (Video + Transcript)

SaaStr

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. I’m going to share with you my stories in growing and scaling businesses, SaaS companies from one million to 500 million in ARR. Three ways companies typically do this.

SaaStr Podcast #219: Atlassian President Jay Simons on How to Scale an Open Culture

SaaStr

At Atlassian, openness is core to everything the company does: employees can access most information on Confluence; “open company, no b t” is one of the company’s five values. Atlassians knew the company was going public four months before it filed. Some would say that that level of openness is unnecessary, but Atlassian believes that trust and honesty are essential to maintaining the culture its worked so hard to build.

How To Scale an Open Culture. What We’ve Learned at Atlassian (Video + Transcript)

SaaStr

“At Atlassian, openness is core to everything we do: every employee can access most information on our product Confluence; “open company, no b t” is one of our five values; it’s a rigorous set of practices we work at every day. The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. It was an iconic company, but that’s not really the story.

As Soon As You Have Your First Real Management Team — It’s Time to Add Redundancy

SaaStr

But if you look at Carta’s report analyzing stock option plans, the median tech employee tenure is less than 2 years and there’s an ~50% chance any given employee will stay for 3 years (yes, those two metrics are confusing to see side-by-side): Things just happen, even in the best cultures and start-ups. People end up not scaling or not wanting to scale. Your need a VP of Sales, Marketing, Product, Engineering and Customer Success by this stage just to scale.

Building Company Culture, Before It’s Too Late

Mucker Capital

When I was leading my last business, I always knew that company culture was important. With a thousand other things demanding my time, thinking about culture was perpetually on the back burner. The Moment that Culture Becomes Crucial. There’s a delicate balance in thinking about company culture because if the business isn’t working then culture isn’t going to save it. Building Culture Every Day. As part of these, talk about your culture.

Avoid Trapdoor Decisions: 5 Lessons Learned from Scaling Stripe (Video + Transcript)

SaaStr

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. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Write down your principles (like your mission statement) and use it very early for guiding culture and decision making. I can’t claim that we’re experts on scale.

Starting Up In A Downturn with Cloudflare COO and Co-Founder Michelle Zatelyn (Video + Transcript)

SaaStr

Michelle started the company during an economic downturn in 2009. I do want to say that there are a lot of companies that actually started kind of with us, that class of companies and many of them have turned into big great companies today.

How To Scale an Open Culture. What We’ve Learned at Atlassian (Video + Transcript)

SaaStr

“At Atlassian, openness is core to everything we do: every employee can access most information on our product Confluence; “open company, no b t” is one of our five values; it’s a rigorous set of practices we work at every day. The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. It was an iconic company, but that’s not really the story.

15+ of The Top Sales & Marketing Mistakes SaaS Startups Make

SaaStr

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Hiring a “VP” of Sales before you have 2 scaled reps and a repeating process. Those companies are way, way too big. Blog Posts Company Culture Company Stage Early Featured Posts Hiring Marketing Resource Type Role / Function Sales Topics

SaaStr Podcast #388 with Okta CMO Ryan Carlson

SaaStr

How does Ryan distinguish between the company story vs the product story? Into the show today, and one company that’s blown me away over the last few years is Okta, with their transition to being a public company and all that comes with that movement.

SaaStr Podcast #364 with Figma Head of Sales Kyle Parrish

SaaStr

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. At what stage does culture and process really start to break? * What does it take to create a performance led sales culture?

A Step by Step Guide to Revenue Growth with Mark Roberge (Video + Transcript)

SaaStr

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. 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. When someone says, “How’s your company going?” If you scale prematurely we’re gonna scale a cash bleeder. Let’s scale.

SaaStr Podcast #217: Stripe COO Claire Hughes Johnson on The Trapdoor Decisions to Avoid When Scaling

SaaStr

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. Lessons for scaling high-growth organizations. We work with many of the companies who are here at SaaStr, Salesforce, Slack, Twilio, Zoho, and I hope many of you in the room.

The Playbook to Recruiting Your Sales Team with Brex Chief Sales Officer Sam Blond (Video + Transcript)

SaaStr

I wish that I could say I had some silver bullet with regard to strategy or something like that that has really taken the company out from a growth perspective. When I look at joining a company, the primary reason that I join is the people and really the leadership team. It didn’t really matter what the company did. We don’t pay referral bonuses when somebody at the company refers somebody that we ended up hiring.

SaaStr Podcast #377 with Hashicorp CEO Dave McJannet

SaaStr

377: Dave McJannet is the CEO @ Hashicorp, one of the fastest-growing enterprise companies of our time providing consistent workflows to provision, secure, connect and run any infrastructure for any application. I think the beauty of bigger companies,… So, just give a snapshot.

The Playbook to Hiring Your First VP of Sales and Not Screwing it Up…….with Cassidy Ventures Founder Brendon Cassidy (Video + Transcript)

SaaStr

Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. I was the 15th employee for LinkedIn and their first head of sales, joining the company back in late 2005 when everybody thought it was a spam company. So I wanted to get the experience of working for a Fortune 500 tech company. But Siebel, Oracle, all these companies. It’s bad for culture.

The Playbook to Building a Customer Reference Program with Talkdesk SVP of Client Services Gillian Heltai (Video + Transcript)

SaaStr

How to create boundaries and norms with the sales team, how to find customer advocates, how to build and scale your program, as well as the difference between incentivized vs. reward program. In that time, we became the first ever or the youngest company ever to enter the Gartner Magic Quadrant, the Gardner CCaaS Magic Quadrant. I came from a company where I worked for 10 years. At the very beginning, you’re in your earliest days as a company.

The Cadence: How to Turn Your SaaS Startup into an Army with David Sacks (Video + Transcript)

SaaStr

Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. Then, my next company, I founded Yammer as the CEO. But again, we’re talking about the time in a company’s life when they’re expanding from 50 to 500.

SaaStr Podcast #372 with 6sense CMO Latané Conant

SaaStr

372: Latané Conant is the Chief Marketing Officer at 6sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritize efforts and then engage the right way. So what are we trying to do as a company?

SaaStr Podcasts for the Week with Justin Bedecarre, Jen Nguyen, Jason Lemkin, and Aaron Levie

SaaStr

And at TEAMWERC, our mission is to deliver workplace as a service, helping companies navigate the company’s changing working environments. And companies are looking for guidance for us to pave that way. What never changes is that the space has to represent your culture.

SaaStr Podcast #220: Leyla Seka, EVP @ Salesforce Mobile Discusses What Needs To Be In Place For Hyper-Scale

SaaStr

Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn? How did Leyla evolve and scale as a leader herself in those 11 years? Where do things start to break in the scaling of SaaS companies?

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SaaStr Podcast #376 with ZoomInfo CEO Henry Schuck: “10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO (Part 2)”

SaaStr

And now they’re sitting in your conference room at your little company, and telling you, “Hey. We don’t understand the inner workings of the company. What’s that going to do to your company? Have you gotten zen about it at this scale?

You’ll Need Everyone Great

SaaStr

When things get better — you will need everyone great you have now : You will need every scaled sales rep that hits quota. But when they shorten, you’ll need every trained, scaled rep you have to service the leads you have now and then. And it takes so long to find good people, to interview, to test, to train, to scale. Blog Posts Company Culture Growth Hiring LeadershipFor many of us, these are challenging times.

From Slooooow Growth to Hypergrowth with Collibra and Insight Partners (Video + Transcript)

SaaStr

How does a startup that launched during the financial crisis in 2008 become a unicorn company in 2019? For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Felix Van de Maele, Co-Founder and CEO of Collibra, will be joined by Teddie Wardi, Managing Director of Insight Partners, to unpack how he built a unicorn company from idea to conception to record growth. So let’s start with the origin story of the company.

Building a Customer-Centric Company: Five Best Practices for Growing to Multi-Digit ARR with Segment and Aloglia (Video + Transcript)

SaaStr

”, the demand engine, the sales team, and I think that one of the things that we think a lot about, is how to make the company customer centric, and how important that is as a principle for growth. We thought a lot about how we create an experience, which is consistent making sure the customers become champions or advocates, and being really intentional with your culture, so that people know that you’re customer centric. We’re very values focused company.

The Playbook to Building a Thriving Sales Culture with PatientPop SVP of Sales Justin Welsh (Video + Transcript)

SaaStr

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. It’s an SMB SaaS company in the healthcare technology vertical. My talk today is the playbook to building a thriving sales culture. So you might be wondering who am I and why am I up here talking about sales culture? I was really, really fortunate to watch that company grow from 10 people to 750 people over my time there. Some companies do that.

Top Global SaaS Trends You Should Know with Google Cloud and Zenoss (Video + Transcript)

SaaStr

As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. Join us for a fireside chat between Google Cloud and Zenoss, a leader in software-defined IT operations, as we discuss the most common and emerging challenges facing SaaS companies today for both technical and non-technical backgrounds. How do companies go through this journey?

Trends 136

SaaStr Podcasts for the Week with Tidelift and Cloudflare

SaaStr

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Why does Bridget believe the best starting point for customer success is “company culture and value”? How does company culture impact the quality of customer success? Michelle started the company during an economic downturn in 2009. Then, I started a company, which I sold in early 2000. So a huge scale.

Building a sales team that can go from $0-$50M (Video + Transcript)

SaaStr

Gaetan Gachet : So myself, I joined the company back in 2013. So Algolia started out mostly as a inbound long tail company. Basically, he had seen something at scale, but he hadn’t gone through that sort of growth phase where you don’t have everything at the tip of your finger. So what it means is that we had to look like a US company, although we were in Paris. If you can talk about the benefits of that and how that grew as you scaled.

How You Can Help Your Sales Team in 2020

SaaStr

And net negative churn is the secret to truly scaling. Not every prospects, and not every stakeholder at every company, wants a 1-on-1 demo or discussion. Blog Posts Company Culture Company Stage Growth Metrics Resource Type Role / Function Sales TopicsHopefully you are closing the year out strong. Even if you are coming up a bit short, there’s one thing I do know. If you have a good sales team, they are leaving nothing on the table.

5 Changes You Can Make >Today< To Grow Faster

SaaStr

As you begin to scale, the gaps on your team can become overwhelming. It turns out, the week you move them out of the company, the folks that are great and positive will somehow fill the gap, someway. Scaling a SaaS company past say 100 customers, $1m ARR, or even earlier, is as much about making fewer mistakes than it is about going faster, bigger, strong. Blog Posts Company Culture Early

SaaStr Podcasts for the Week: Lessons from the Best in Tech — March 6, 2020

SaaStr

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. You know, I think there’s a common denominator of being hungry and really excited about the space, but I think it just made for a really interesting and unique culture. Ryan Bonicci: But it doesn’t really scale when you’re selling to the masses.

SaaStr Podcasts for the Week with Lucidchart and Wrike — February 28, 2020

SaaStr

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? How do they assess and test for culture? * How does Karl think about retaining agility and flexibility with scale?

From Freemium to Explosive Growth in a Crowded Market – 8 Years of Learnings with Zoom (Video + Transcript)

SaaStr

Eric talks about the early days of Zoom – how he secured his first investors, employees, and major customers – as well as how Zoom maintains a happiness-oriented culture while achieving skyrocketing growth. Mallun Yen : So, let’s start with being a solo founder, because it’s incredibly hard to start a company. Eric Yuan : Yes, when I started the company in 2011, I was already 41 years old, but I still feel that I was very young.

SaaStr Podcast #349 with Craft Ventures General Partner David Sacks: “How to Turn Your SaaS Startup into an Army”

SaaStr

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. Then, my next company, I founded Yammer. We adapted this operating philosophy for a SaaS company. So, this really creates an operating cadence within the company.

SaaStr Podcast #341 with BetterCloud Founder & CEO David Politis

SaaStr

341: David Politis is the Founder & CEO @ BetterCloud, the company that helps IT discover, manage and secure the digital workplace. Before founding BetterCloud, David was an early employee of Cloud Sherpas (acquired by Accenture), where he led the company to become the leading cloud services partner to SMB worldwide. People often suggest operators are suited to certain stages of a company lifecycle. What are the leading indicators an individual is struggling to scale?

SaaStr Podcasts for the Week with PagerDuty and Gusto — April 17, 2020

SaaStr

325: Carolyn Guss is VP of Corporate Marketing @ PagerDuty, the company keeping your digital operations running perfectly with their real-time operations platform. How does Carolyn think startups and larger companies can replace the leads that are lost from having no events in a COVID-19 world? How does PagerDuty gain a sense of company morale at scale? How does one think about this in a very corporate perspective with PagerDuty now being a public company?