Intercom, Inc.

MARCH 15, 2018

Will Larson has managed infrastructure teams for some of the biggest names in software. Partnering with the Infrastructure, Data and Developer Productivity teams, his group builds the tools that support every Stripe engineer and keep Stripe reliable and performant. Today he’s leading Foundation Engineering at Stripe.

Engineering 214

Engineering Management Merchant Services DevOps as a Service 214

Intercom, Inc.

OCTOBER 26, 2018

Many organizations create customer success teams but there’s no clear definition as to how these teams develop long-term value for both the customer and the business. Some sales teams consider a customer success manager as the post-sale counterpart of an account executive. The role of customer success teams.

Sales Hiring 123

Sales Hiring Customer Success Scale Underperforming Technical Team 123

OpenView Labs

MARCH 8, 2021

What Interviewing 600+ Sales Reps Taught Me About Team Building. What’s your biggest weakness? Continuously hiring, managing, and retaining the right team can be incredibly difficult and time consuming—if you don’t have the right tools and processes in place to make it scalable, that is. Compensation. Show Me the Money!

Sales Hiring 98

Sales Hiring Scale Sales Recruiting B2B 98

Intercom, Inc.

AUGUST 20, 2019

In most sales organizations, SDR is a foundational early sales role, the day-to-day work of an SDR can feel repetitive, and closing roles usually offer higher compensation than SDR roles. At the time I didn’t fully value the SDR experience or the skill set I was developing. There are a few reasons behind this. The virtue of patience.

Sales Hiring 35

Sales Hiring Underperforming Technical Team Sales Headcount 35

Sales Hacker

NOVEMBER 5, 2018

No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason. Your cost of trying to build Sales Development in house is therefore $90,000 at a minimum. Rats in the kitchen doesn’t always mean the food is bad, but I wouldn’t risk it.

Outsourcing Services 90

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 90

Chart Mogul

MAY 30, 2019

Ingmar, our VP of Customer Success, and our support team cracked the code on first response time and measuring NPS. As we grow, we’re able to spend more time developing the proactive tiers of the pyramid without de-prioritizing a strong foundation of fast, helpful ticket replies and features that delight.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

Chart Mogul

JANUARY 9, 2025

Self-service sales model This is when customers explore and experience your product independently without needing hands-on help from your sales team. Your sales team may need to map out all potential targets and how to access potential buyers within those larger businesses. What does “Qualified really mean for your team?

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Kellblog

MARCH 11, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by following set of beliefs. If the StartFast doesn’t work, it’s not a big deal because the Customer Success team’s mission is to offer free clean-up after failed implementations. They know how to do this.

Underperforming Technical Team 103

Underperforming Technical Team Sales Hiring Consulting Forecasting 103

Neil Patel

OCTOBER 24, 2020

Unfortunately, your in-house team doesn’t have the required expertise to push through change. Our team at Neil Patel Digital has compiled the ultimate guide below to help you understand the nuances of working with a consultant for the best results. Questions about KPIs and metrics for performance measurements. So what do you do?

Consulting 139

Consulting Sales Hiring Technical Review Sales Recruiting 139

ChurnZero

MARCH 28, 2025

From my experience of leading both functions, I can offer CROs five valuable tips on how to set their CS team up for success. 1: Misaligning your customer success team is a trap. Things can break down not from bad intentions, but from misaligned expectations. The metrics were great. Internally, it also creates burnout.

Customer Success 52

Customer Success Scale Underperforming Technical Team Systems Review 52

Sales Hacker

DECEMBER 13, 2018

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. They enable your team to track collective and individual performance. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals.

Technical Review 89

Technical Review Revenue Management Underperforming Technical Team 89

OpenView Labs

MARCH 15, 2019

Part of the appeal of this approach is that it’s a very effective way to scale revenue without having to go through the expense and effort of scaling your direct sales team. Channel Sales versus Direct Sales – The Good and the Bad. That’s not to say that designing and building a successful channel sales program is easy.

Sales Recruiting 108

Sales Recruiting Scale Sales Hiring Underperforming Technical Team 108

Sales Hacker

AUGUST 21, 2018

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. They enable your team to track collective and individual performance. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals.

Technical Review 82

Technical Review Revenue Management Underperforming Technical Team 82

ChurnZero

JUNE 12, 2020

Today, you’d be hard-pressed to find a high-velocity Sales, Marketing, or Product team without a designated operations function. Beloved by their tactical peers, operations brings needed order and logic to busy, results-oriented teams. Poor strategy, organization, and execution hurt your productivity and therefore your scalability.

Customer Success 80

Customer Success Scale Underperforming Technical Team Sales Hiring 80

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 257

Merchant Services Scale Sales Recruiting Sales 257

Sales Hacker

OCTOBER 22, 2018

In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. According to Salesforce via The TAS Group, “Almost half of all sales team don’t have a playbook.

Sales Hiring 110

Sales Hiring Sales Sales Enablement Underperforming Technical Team 110

SaaStr

APRIL 16, 2019

Learn how Pendo built a product, team, and culture in its Raleigh hometown that could scale coast-to-coast and continent-to-continent. Our entire company is in Raleigh, our entire development team is in Raleigh, entire product management team is there, I’m there. Want to see more content like this session?

CTO Hire 173

CTO Hire Travel Underperforming Technical Team CTO Coach 173

Kellblog

AUGUST 7, 2019

I’ve been asked about this a few times lately, less because people value my accounting knowledge [1] but rather because people are curious about the CAC impact of such deals and how to compensate sales on them. The question on my mind is how do I look at this from a new ARR bookings, ending ARR, CAC, and sales compensation perspective?

Deferred Revenue 76

Deferred Revenue Pricing Payments SaaS Payments 76

ChurnZero

JUNE 11, 2021

Customer health scores give Customer Success teams a deep understanding of a customer’s health and are a leading indicator that there may be an issue with an account or customer. If you do not currently use health scores, you can use this resource as a framework to set up scoring for your team.

Software Review 96

Software Review Systems Review Underperforming Technical Team Scale 96

SaaStr

NOVEMBER 13, 2020

What about, as someone who’s gone from your own solo GP fund in 2012 to a team, how does a founder think about a new partner? They will fall asleep thinking about your company and wake up thinking about your company, and hopefully not in a bad way, in a good way. That’s true.

Sales Recruiting 211

Sales Recruiting Development Team Review Technical Review Sales Hiring 211

Neil Patel

JANUARY 18, 2023

If there’s a story to tell from 2022, it’s that Google’s algorithm updates continue to impact the past, present, and even future of both web development and content creation. Understanding where the industry is heading lets your team lay the groundwork for success today. Others believe AI-written content is poor quality.

VP of Engineering 127

VP of Engineering AI Search Engineering Social Media 127

ChurnZero

NOVEMBER 18, 2022

And yet, downplaying your team’s needs undermines CS’s current impact and future revenue-driving potential. According to our 2022 Customer Success Leadership Study, CS teams are already underfunded and under-resourced. It’s going to be the growth team, and we’re going to put three to four headcount on it.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

OpenView Labs

JANUARY 8, 2020

HubSpot’s founding notion was based on a similar seismic shift (Outbound > Inbound) and to kickstart our exploration into this new PLG motion, we spun up a new team that I worked on which sold our CRM and Sales products. We had our own management structure, product teams and a small sales/CS function attached to our new Sales tools.

Sales Hiring 61

Sales Hiring Strategy Underperforming Technical Team Compensation 61

Baremetrics

APRIL 16, 2021

Sweat equity and credit cards, personal lines of credit, direct cash investment into the business in the form of an equity stake or a related-party loan to the company, deferring cash-pay compensation. This capital should be used for product development and the people required to help you build it. Company Stage. What it Takes.

Venture Capital 66

Venture Capital Technical Review Underperforming Technical Team SaaS 66

Valuize Consulting

APRIL 8, 2022

As a revenue leader, are you empowering and incentivizing all of your customer-facing teams to drive maximum NDR in your organization? Given the importance of net new sales to your company’s longevity and value, your Sales team should be empowered to wholeheartedly focus on acquisition. Evolve Your SaaS Revenue Model For Maximum NDR.

Innovation 52

Innovation Underperforming Technical Team Outsourced Development Compensation 52

OPEXEngine

OCTOBER 5, 2021

Over the past decade, software has created tremendous value for investors and businesses, thanks largely to its transformative effect on the economy , its role in developing new cloud-based business models, and its ability to increase efficiency in operations. Metrics will also change. Four ways to drive value.

Software Review 52

Software Review DevOps as a Service Software Underperforming Technical Team 52

User Pilot

APRIL 26, 2024

There are five key metrics you can use to measure customer success: NPS, churn rate , customer stickiness score, customer lifetime value, and CES. Creating a customer journey map can help your SaaS customer success team identify key AHA moments for them to drive customers towards. How to measure customer success?

Customer Success 80

Customer Success Customer Lifetime Value SaaS Churn 80

Chart Mogul

SEPTEMBER 15, 2023

These materials will take you from the basics SaaS Metrics — 101 to more advanced topics like Go-To-Market and Product-Led Growth (PLG). Here is a comprehensive list of SaaS blogs that goes through the most common metrics and terms. Only a handful of metrics really matter. I’ve tried – just ask my in laws.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

OPEXEngine

DECEMBER 23, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by the following set of beliefs. Zero-sum delusion typically presents with the following metrics: Services being less than 10% of total company revenues. Any solutions practices or offerings should be built by our partners.

Underperforming Technical Team 52

Underperforming Technical Team Sales Hiring Consulting Forecasting 52

FastSpring

JUNE 11, 2024

I need to find somebody that can actually manage it for me so I can do the things that I love, which is the marketing and working with my team where I fall flat is working with the clients because I, as you said, I tend to be a little bit hard headed and I get a bit passionate and that’s not always a good thing. They make more money.

Sales Recruiting 113

Sales Recruiting Software Review Payment Solutions SaaS Payments 113

ChurnZero

JULY 12, 2019

Perhaps product problems, loss of a key user in the account, a bad use case… Sure, these are some reasons why customers may churn, but the reality is that your churn rate is deeply connected to the quality of onboarding journey your users go through. Do you need to improve team communication? Check Slack. Online meetings?

Scale 75

Scale Onboarding Customer Success Underperforming Technical Team 75

Baremetrics

MAY 7, 2019

Choosing the right combination of funding for your business is just as fundamental as choosing the right co-founders (or not), the right market, the right product, and the right team. Sometimes investors believe that the compensation, in the form of a warrant or a discount, are valuable enough to make it worthwhile.

Finance 111

Finance Startup SaaS Payments Payment Methods 111

How To Buy Saas

SEPTEMBER 24, 2024

A proper SaaS valuation can help you negotiate with investors and owners and get fair compensation when you are looking for funding or selling your company. You can take informed decisions to plan for company expansions, product development, investments, and plan strategies. Let us look into them in detail.

SaaS 52

SaaS Business Compensation Customer Lifetime Value 52

InsightSquared

NOVEMBER 29, 2017

Besides taking care of their own work, sales operations directors have to manage the entire sales ops team to ensure day-to-day tasks get accomplished. Sales leaders are constantly thinking about how revenue can be increased, and sales operations directors know best where there are opportunities for improvement on the sales team.

Sales Hiring 48

Sales Hiring Sales Underperforming Technical Team Outsourced Development 48

OPEXEngine

AUGUST 9, 2021

A new budgeting/planning tool should usher in a new process, new insights, and new metrics for running the firm. If the new solution doesn’t produce this, then the implementation team has likely set its sights too low or has ignored significant value-creating and change opportunities. This means that some sensitive information (e.g.,

Software Review 52

Software Review Underperforming Technical Team Technical Review Headcount 52

Chart Mogul

MAY 4, 2018

Team alignment around revenue metrics and building a data-driven team. Today, Movable Ink is about a 200-person team. As a result of this, the management team defined “net expansion” as a key focus metric. This is the compass metric and the whole team can see that. sprint progress).

Underperforming Technical Team 40

Underperforming Technical Team Churn Systems Review Engineering 40

Andreessen Horowitz

OCTOBER 16, 2023

Bansal shares this and other key milestones and frameworks for company building in conversation with a16z general partner Peter Levine; enterprise deal team partner Satish Talluri (who was a director of product and growth operations there); and Sonal Chokshi. the night before it was to IPO). Sonal: You got the product side and not the market.

Product Marketing 78

Product Marketing Scale Sales Hiring Sales Recruiting 78