User Pilot

OCTOBER 15, 2023

A growth marketer is a professional who leverages experimentation and optimization techniques to increase customer lifetime value, drive retention, and fuel business expansion (referral programs, upsells, etc.). In contrast, traditional marketing managers primarily concentrate on classic marketing campaigns for customer acquisition.

Growth Marketing 105

Growth Marketing Marketing Customer Lifetime Value Scale 105

SaaStr

MARCH 27, 2019

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?

Scale 131

Scale VP of Engineering Mobile Scaling 131

OnStartups

SEPTEMBER 22, 2022

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. Not having a marketing co-founder The number one thing investors look for in a startup is high growth, typically 10% month-over-month or more.

Startup 113

Startup Compensation Leadership Product Marketing 113

SaaStr

OCTOBER 21, 2019

“Compensation: know your worth and negotiate your best offer” with Former Anaplan CMO Maria Pergolino. “Launching with impact: Leading a Cross-Functional Team to Launch a New Product” with Ooda VP. of Marketing Joe Andrews, InsideView Sr. Product Marketing Manager Calvina Cheng.

Scale 100

Scale Compensation Content Marketing Revenue 100

OpenView Labs

SEPTEMBER 8, 2021

Here’s what that means for Product, Marketing, Sales, Customer Success, Pricing, and Finance. Product: Treat product investments as a revenue-generating expense. At the risk of repeating myself, usage-based revenue growth depends on customers using and seeing value from the product.

Pricing 64

Pricing Customer Success Scale Compensation 64

ChurnZero

OCTOBER 5, 2021

Are your compensation plans setting your business up for longer-term success or subscription contraction? You’ll know you’ve found your product-market-fit when strangers start becoming paying customers. Unit economics can become your most powerful weapon to rapidly scale your customer base. saastrannual.

Customer Success 95

Customer Success Scale Customer Lifetime Value Compensation 95

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Obviously little later stage market is much more well known. But those are the kinds of things you look for.

Sales Recruiting 248

Sales Recruiting Sales Hiring Scale VP of Engineering 248

SaaStr

OCTOBER 10, 2023

On a sales front, how do you evolve past founder-led sales, or together with it, so that you can scale your organization? PST, Laura Connell, Partner at Atomico, shares how to scale beyond founder-led sales on your path to Series B. It’s not a repeatable process, and it doesn’t scale. Time is the enemy.

Scale 201

Scale Sales Hiring Scaling Sales 201

SaaStr

NOVEMBER 22, 2021

And this is actually not to scale. This was more about the usability of the product. Did it scale across the company? We want our community to be compensated for the fun and the love and the work that they put into really talking about our product and making beautiful creations from our product.

B2C 281

B2C Scale Consulting Software Review 281

Tom Tunguz

DECEMBER 9, 2015

As a startup scales and surpasses its first organizational breaking point of 8 employees, it’s time to start thinking about organizational design. The strategy a startup chooses in their market should determine their organizational design. Google is a good example. People spans recruiting, training and development.

Sales Recruiting 101

Sales Recruiting Startup Scale Systems Review 101

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Michiel Rauws (@michielrauws2): So, my question is, we’ve been scaling our SaaS business. We can scale accounts, when we get them, very well. Then later as we scale, we converge and we all do the same stuff.

Scale 211

Scale Sales Hiring Scaling VP of Engineering 211

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. So how do you build a hiring machine to get the team to that early scaling phase. So, of course, you all know that to scale. Ticket prices go up March 1st! Alix de Sagazan: Yeah.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

OpenView Labs

FEBRUARY 10, 2020

SurveyMonkey, one of the first PLG companies, similarly scaled their sales org by 43% year-on-year compared to only 16% for other functions. It’s worth underscoring that many of these businesses waited until their self-service, product-led motions were humming before they scaled their sales org. Take Slack for instance.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

SaaStr

NOVEMBER 28, 2019

Product-market fit has been really important. Felix : It was a lot easier to invest to convince customers and investors and so we actually, I mean more of a European way of scaling a company. That’s when we found product market fit. Felix : We specialize in data governance and data cataloging.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

Intercom, Inc.

NOVEMBER 7, 2019

If people aren’t looking for your solution, you have to educate them about the problem your product solves. Spendesk thinks about building its company in three stages: startup, growth, and scale. Getting to 100 customers doesn’t demand a complex setup, but getting to 1,000 in a specific market requires evolution.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162

SaaStr

FEBRUARY 2, 2024

Typically on SaaStr.com, we try to focus our content on mistakes to avoid, lessons learned and how to scale faster, but for the CEO Summit, Jason addressed the audience with what’s most top of mind for him at the start of 2024. Jason challenged the audience to, “Be honest, if you fell out a product-market fit.

Sales Recruiting 286

Sales Recruiting Trends Sales Hiring Software Review 286

SaaStr

NOVEMBER 2, 2019

Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2 Yes, it does not scale, but the beauty is the product.

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

SaaStr

FEBRUARY 8, 2019

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. Having led and scaled numerous sales teams, does Bridget agree the best sales reps are outgoing and extroverted?

Sales Hiring 114

Sales Hiring Scale Sales SMB 114

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

OpenView Labs

MAY 14, 2020

This advice comes by way of OpenView’s once-bootstrapped portfolio companies Deputy , Loopio and Calendly —as well as conversations I’ve had with the founders of Tuple and Whimsical , two bootstrapped product-led businesses. First things first: Not every business is a venture-scale business .

Venture Capital 64

Venture Capital Scale Compensation Pricing 64

SaaStr

SEPTEMBER 26, 2019

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. If you can talk about the benefits of that and how that grew as you scaled. You need to scale the go to market team to feed that new sort of like next wave of deals.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

OPEXEngine

JUNE 29, 2020

Yes, you might be burning a ton of money on Customer Acquisition Costs, but if you do manage to dominate your market, then this will give you the power to realize higher margins in the future. If your SaaS business is in its early years, the goal is really to realize product-market fit, and to grow as quickly as possible.

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

OpenView Labs

FEBRUARY 27, 2019

Building Your Foundation: Product Market Fit and Pricing. When I started out, I spent quite a bit of time in tech sales before transitioning into a product manager role. This led me to focus my work more around early product market fit, which is such a crucial thing for any SaaS company to nail down.

Technical Review 73

Technical Review Pricing Data Marketing 73

SmartKarrot

DECEMBER 5, 2022

Role: Senior Director, Customer Success Location: Remote, United States Organization: OneSpan As a Senior Director, Customer Success, you will build, lead and scale a growing customer success management team while ensuring an excellent customer experience and that outcomes meet the customer goals. Apply here: [link].

Customer Success 19

Customer Success Scale Sales Hiring Technical Review 19

ProfitWell

MARCH 3, 2020

We invest in business software companies as they’re scaling through the awkward teenage years of that expansion stage—but they’ve found product-market fit, they’ve found some customers, they’ve got a great product, and they’re really ready to 10x their customer base in their teens. OpenView is the expansion stage VC.

Sales Hiring 59

Sales Hiring Scale SaaS Payments Payment Services 59

SaaStr

MARCH 12, 2019

Where does Erica often see founders make mistakes with this scaling? 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? Erica Schultz: No question. That is so important.

Scale 168

Scale Enterprise Scaling Sales Hiring 168

Sales Hacker

JUNE 20, 2018

Differences between startups with a product-market fit and those without. Growing and scaling sales at Zendesk. Here’s the tactical part—Jaimie compensates her Inside Sales team for both the self-service leads and SMB leads. Working at Andreessen Horowitz and how large VCs support their portfolios.

Scale 83

Scale Sales Hiring SMB Interviewing 83

Sales Hacker

OCTOBER 30, 2018

Her firm Betts Recruiting is the go-to agency for companies looking to find sales, marketing and client services talent in the US. She has helped a lot of venture-backed companies scale their sales teams and partnered with early-stage companies to find their first crucial sales hire.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

User Pilot

APRIL 19, 2024

Accumulating demographic information forms the basis for executing effective market segmentation strategies. Organizational scale. Product usage patterns. Offering incentives like financial compensation or vouchers can encourage participation, but it’s important to manage these carefully to avoid biasing the responses.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

SaaStr

DECEMBER 20, 2019

Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. 293: Congratulations you’ve built a product that’s proven itself in the marketplace! Take your product, sell it. And do it again.

Scale 141

Scale Sales Hiring Construction Education 141

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 187

Scale Leadership Underperforming Technical Team Scaling 187

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

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. What were Steve’s biggest takeaways from seeing the hyper-scaling at AppDynamics? 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

SmartKarrot

MAY 4, 2021

Collaborate with RESTORE’s Clinical team, product management, and developers to ensure product-market fit. Define and evolve team processes (performance, training, work organization, compensation). Structure and scale the operational processes in order to provide a flawless experience for the customers.

Customer Success 10

Customer Success Sales Hiring Scale Compensation 10

SaaStr

AUGUST 24, 2023

The Ponzi Scheme of Venture: LPs Win Also Most people don’t know that the bigger LPs are compensated based on paper markups too. What is the single biggest reason that companies do not scale from seed to Series A? What happens to the many companies with years of runway but no product-market-fit? Is that pass over?

Venture Capital 209

Venture Capital Scale Compensation Investment 209

SaaStr

MARCH 24, 2020

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. The reason that you want to do this, if you just hire one AE, you don’t know if they are good, which is why the product you’re really selling and the product is taking off.

Sales Recruiting 130

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 130