SaaStr

SEPTEMBER 23, 2020

As for David, prior to Hashicorp, he held some incredible roles including VP Marketing at Github and Hortonworks, Senior Director of Product Marketing @ VMWare, and then also spent over 5 years at Microsoft. As for David, prior to Hashicorp, he held some incredible roles, including VP of Marketing at Github and Hortonworks.

Scale 193

Scale Leadership Underperforming Technical Team Scaling 193

OnStartups

SEPTEMBER 22, 2022

Arjun and I have known each other for a long time, originally when he was a member of the HubSpot leadership team. Hiring full-time employees before product-market-fit As Marc Andressen said , getting to product-market-fit is the only thing that matters in the early years of your company. Startups are hard.

Startup 113

Startup Compensation Leadership Product Marketing 113

Sales Hacker

SEPTEMBER 15, 2020

Key lessons learned in 10 years of top leadership [12:23]. As I said, we did some things right but we also struggled a bunch and never really got to product market fit or monetization strategy in the Sports Fight community. Key lessons learned in 10 years of top leadership [12:23]. We’re on iTunes. And on Stitcher.

Leadership 63

Leadership Payments Scale Payment Methods 63

SaaStr

OCTOBER 29, 2022

If they truly carry the weight and responsibilities of the initial founders, and it’s pre-real product market fit (e.g., < $10k in MRR for example) … I say a 1:2 or 1:3 ratio is about right , depending on contributions. Probably 1:4 if you are just past product-market fit. That’s fair. That’s fair.

Product Marketing 234

Product Marketing Marketing Management Compensation 234

Casey Accidental

OCTOBER 18, 2021

In the Reforge Product Strategy course, we teach that there are four different types of product work : Feature development: adding new things to the product that improve value proposition e.g. Uber’s Split Fare. Product/market fit expansion: adding totally new products that create new value propositions e.g. Uber Eats.

Technical Advisors 140

Technical Advisors Technical Review Scale Marketplace as a Service 140

Kellblog

NOVEMBER 2, 2023

I recently spoke with a product leader with a team of about 8 PMs, none of whom were allowed to travel anymore. Ditto for product marketers. If that’s 20% of someone’s total compensation, that’s a material pay cut — and that’s certainly not keeping the company a great place for those who stay.

VP of Engineering 107

VP of Engineering Travel Underperforming Technical Team Headcount 107

Intercom, Inc.

OCTOBER 8, 2018

“We’re having yet another existential crisis about who we are and what we do” Meanwhile, in company leadership meetings everywhere, this is what’s going on. It’s self sabotage, and what’s really in the middle, in most companies, is a leadership team. We spent all our energy talking to ourselves.

Sales Recruiting 220

Sales Recruiting Leadership Engineering Finance 220

Sales Hacker

MAY 26, 2021

Here, you can use your sales operations skills to get into your reps’ heads by creating compensation and incentive plans. For any role within sales operations, you must be able to work with different teams and conflicting priorities from product, marketing, engineering and, of course, sales. Sales Operations Career Path.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

SaaStr

JULY 25, 2021

Do you have to still find the right product market fit, you have to build a good product, you have to service the customers, you have to compete in the market. In this conference that’s a important thing like, you know, as companies start, they start getting a product market fit. None of that changes.

Sales Recruiting 251

Sales Recruiting Sales Hiring Scale VP of Engineering 251

Sales Hacker

OCTOBER 30, 2018

GirlsClub helps women sales reps navigate the tricky path to sales leadership with their management training, mentoring, confidence building, and community. She has strong leadership experience in inside sales, field sales, operations, and marketing. Her company #GirlsClub is dedicated to changing the face of sales leaders.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

SaaStr

MARCH 24, 2020

When I look at joining a company, the primary reason that I join is the people and really the leadership team. In the early days, what you really want as a CEO is to actually be the first sales rep, so you want to find some sort of product market fit. This really hits home for me personally. They’re pretty attainable.

Sales Recruiting 133

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 133

SaaStr

JULY 30, 2020

Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. So I went from being a business generalist founder, so prior to that I was in product marketing and product management at VMware, so big enterprise software company.

Part-Time VPE 202

Part-Time VPE Scale Sales Recruiting Sales Hiring 202

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. We’ve been working on product market fit.

Scale 216

Scale Sales Hiring Revenue VP of Engineering 216

Intercom, Inc.

MARCH 28, 2019

In his book Good to Great , Jim Collins shares a memorable metaphor about leadership by comparing a business to a bus and the leader to a bus driver. ’ This is the way modern marketing teams are. You can come up through the creative side, through demand gen or through product and engineering like I did.

Scale 117

Scale Sales Recruiting Revenue Scaling 117

SaaStr

FEBRUARY 8, 2019

Finally before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over course of 3+ year tenure, in 3 key leadership roles. In Today’s Episode We Discuss: How Bridget made her way into the world of sales and became the sales leader she is today, having started in the world of marketing.

Sales Hiring 113

Sales Hiring Scale Sales SMB 113

SaaStr

JULY 1, 2021

There’s no amount of positive output that can compensate for someone who’s outputting negativity because their blast radius is so big, and it actually affects the core team that is actually getting stuff done. We ended up so totally nailing product market fit because we were laser focused on the customer.

VP of Engineering 267

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 267

SaaStr

AUGUST 12, 2020

And, the second system is what I call the product marketing system. What I find is that if you think about the product marketing calendar this way, it makes it a little bit more like the sales finance calendar where sales is about selling to customers, sales don’t work unless a customer buys what you’re selling.

Startup 276

Startup Software Review Scale Systems Review 276

Incredo

NOVEMBER 1, 2019

From sales & marketing alignment to SaaS salespeople compensation. If you are satisfied with your sales model and need to learn about employee compensation model, just skip the first article. (3 6 Essential skills for SaaS inside sales team to boost product’s sales. SaaS Sales team compensation . Really 10%?].

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

AUGUST 27, 2019

Depending on size and stage, variable compensation can be one of a company’s highest expense items, and a thoughtful approach is key. So I like to say that if sales is like a train, then sales compensation is the driver. And so that required leadership coming in and saying, “What exactly am I looking to incentivize here?”

Sales Recruiting 130

Sales Recruiting Sales Hiring Scale Sales 130

SaaStr

AUGUST 19, 2022

And diversifying, if you’re still early, before 10, 20 or 30 million revenue, that could be a sign that things just aren’t working, that you don’t actually have product market fit, which is unfortunate, but you need to be honest about it. You need to be honest, if you have product market fit.

Scale 221

Scale Sales Hiring Scaling VP of Engineering 221

Sales Hacker

MARCH 28, 2018

Interests outside of my own quota had led me to work with colleagues in Customer Training, Product Marketing, and Channel Sales. And then turned the results into a step-by-step playbook on everything a customer would need to do to win using inbound marketing. There was a precedent for fast-tracking to sales leadership.

Sales Hiring 57

Sales Hiring Sales Leadership Software Review 57

SaaStr

NOVEMBER 28, 2019

Product-market fit has been really important. Felix : So that’s when you start to actually get, get more customers, get them more, reputable, repeatability and kind of proving the market. That’s when we found product market fit. Felix : We specialize in data governance and data cataloging.

Sales Hiring 174

Sales Hiring Scale Sales Recruiting Government 174

Sales Hacker

JUNE 20, 2018

Differences between startups with a product-market fit and those without. During her 18-year sales career, she’s held sales leadership positions at Andreessen Horowitz, VMware, Coverity, Meraki, CORAID, and Inktomi. Working at Andreessen Horowitz and how large VCs support their portfolios. Jaimie Buss: Thank you, Sam!

Scale 82

Scale Sales Hiring SMB Interviewing 82

SaaStr

MARCH 31, 2020

When you’re going up, you have no product market fit, okay? And you’re starting to find that product market fit. Once you have the product market fit and you’ve reached the maxima of the easy to close customers, then you can hire a growth team, okay? Easy, after product market fit.

Scale 132

Scale Scaling Sales Hiring Engineering 132

Neil Patel

OCTOBER 24, 2020

Whether it’s recruiting top talent, determining compensation to align with company goals, or improving employee retention, an HR consultant can streamline everything using their leadership and communication skills. Human Resources Consultants. These consultants work specifically on employee needs. IT Consultants.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Yes, it does not scale, but the beauty is the product. In terms of the product market fit falling apart. Loving our podcast content?

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

SaaStr

FEBRUARY 22, 2019

So something is happening in fact and the thing is that I think that company culture is also about sometimes takes the tough decisions and I guess that especially in this mid-stage where you still have like not so many middle managers you actually need to have the leadership skills where you are able to take those decisions.

Sales Hiring 112

Sales Hiring Scale Sales Recruiting Company Culture 112

Sales Hacker

NOVEMBER 10, 2020

What’s broken with compensation plans? [26:28]. AJ Bruno: QuotaPath is a dead simple sales compensation tool for sales teams, for ops, for finance, anyone that’s ever struggled with comp plans, struggled with the ins and outs, explaining it, what if I close these deals, we built a tool for you. Who influenced AJ [33:28].

VP of Engineering 75

VP of Engineering Scale Development Team Review Technical Review 75

SaaStr

JUNE 3, 2020

We had grown a bunch, but our market had changed, and our go-to-market really needed to change as well. But, with all the change needed, we mutually decided that change in terms of leadership and ownership over the sales team and go-to-market function was needed. The good, the bad, the ugly.

Sales Hiring 174

Sales Hiring Scale Technical Advisors Systems Review 174

Upscope

JANUARY 5, 2020

Al Ries definition: " Positioning is not what you do to the product; it’s what you do to the mind of the prospect. Positioning compensates for our over-communicated society by using an oversimplified message to cut through the clutter and get into the mind. They built an engine to achieve product market fit and find positioning.

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

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. Okay, so we have this kind of incredible need for the two to be in unison, being sales and marketing. billion acquisition.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Sales Hacker

MAY 8, 2018

Coordinating retention and revenue growth to ensure product-market fit. Particularly if you’re willing to give them some goals that they need to reach and some rewards for hitting those goals, not just compensation. From a product perspective—we can talk all day about product fit, product market fit and all that.

Sales Hiring 44

Sales Hiring Scale Management Sales 44

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 129

Scale VP of Engineering Mobile Scaling 129

SaaStr

MARCH 12, 2019

How does the role of marketing change with the move to enterprise? How does this move impact the relationship between sales and marketing? How should compensation plans be altered with the move? How does the structure of the sales team change with the move?

Scale 176

Scale Enterprise Scaling Sales Hiring 176

Unbounce

JUNE 16, 2020

Affiliates usually receive some kind of compensation (more on this below) for their work. Treat it like a checklist: First, have you achieved some level of product-market fit? Partners need to trust that you have a stable and reliable product if they’re going to invest in you. Is your sales process simple and streamlined?

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

SEPTEMBER 13, 2019

Why does Allison believe product marketing and customer success are the new sales and marketing? Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace.

Engineering 26

Engineering Scale Underperforming Technical Team Customer Success 26