OPEXEngine

MARCH 9, 2021

That’s exactly what got the former Zenefits leadership team into trouble. Furthermore, the company grew so quickly that it struggled to keep pace with compliance and governance, which was dangerous in a regulated industry. Introduce new leadership. This clarity puts you on the path to product-market fit.

Scale 52

Scale Sales Hiring Marketplace as a Service Underperforming Technical Team 52

Kellblog

AUGUST 20, 2023

This is not just about compliance, it’s about security.” Reframing that properly separates compliance from security. GoodCo is once again setting the bar as part of our ongoing technology leadership”), ongoing disputes (e.g., another example of BadCo making poor imitations of our products”), or rivalries (e.g.,

Marketing 87

Marketing VP of Engineering Headcount Government 87

SaaStr

JUNE 15, 2021

We’ve done a ton of terrific sessions with the Twilio leadership over the years, including 4 different deep dives with Jeff Lawson, CEO and co-founder. It’s a value added product. It’s from Twilio to you, our customer, is that we stand by this as an operationally excellent product. We monetize it separately.

Scale 287

Scale Underperforming Technical Team Engineering Wireless 287

Andreessen Horowitz

NOVEMBER 17, 2023

And as I looked through the list of things like HIPAA compliance and cloud prem solutions that our customers were really, really clamoring for, I thought, “there’s no way we will build any of this,” right? And we then assumed, “hey, we’ve got product market-fit in the enterprise with these giant deals.”

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96

Andreessen Horowitz

APRIL 9, 2024

But the wins that actually happen, they happen due to the work of sales leadership and sales people. And in an increasing number of cases, marketers as well. That starts with sales leadership and sales management. We found that we had this just incredible product market fit. It was a super exciting era.

Scale 118

Scale Technical Review AI Sales Hiring 118

Sales Hacker

JANUARY 8, 2021

One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. Gain agreement from everyone involved on market status, product, marketing, customer success investments, success metrics, and timeline. These are big investments that take time.

Sales Hiring 82

Sales Hiring Sales Recruiting Sales Technical Review 82

Intercom, Inc.

SEPTEMBER 26, 2019

If you can create a scenario where others are building on top of your product – and therefore evolving it in ways you may not have the resources to do yourself – your offering suddenly becomes even more valuable to your customers. Here, Ceci unpacks her thinking for Intercom’s Group Product Marketing Manager, Jasmine Jaume.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

SaaStr

MAY 17, 2019

Some people are all about compliance and, “Say this, don’t say this,” but if you have to have that kind of a hard conversation to let someone go, I’m just very honest, and I’ll answer their questions. Godard Abel: And I think you definitely can be friends, and I would say the same with my leadership team.

Scale 149

Scale Sales Hiring Software Review Leadership 149

SaaStr

APRIL 3, 2020

How do you approach that,, because you can’t literally market to everyone from financial services to shipping brokers. So how do you think about marketing vertically and what the right play is there? So I view that as a function of our product marketing effort. Anthony Kennada: Totally.

Sales Recruiting 174

Sales Recruiting Sales Hiring Scale Branding 174

SaaStr

JANUARY 31, 2020

304: If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. I think expansion comes after you’ve proven that you have a good, solid product market fit and all the muscles of expansion are very costly and you’re not ready yet. I do my best.

Scale 173

Scale Sales Hiring Pricing Leadership 173

OpenView Labs

OCTOBER 26, 2021

Milestone: First traction and product-market fit . At this point you’ll want to seriously interrogate whether your current set of users are going to be the ones to take you public, and whether your total addressable market (TAM) can justify your growth targets and further investment. It’s best not to leave leadership to change.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

Sales Hacker

FEBRUARY 2, 2021

Security : Are all data fully protected and in compliance with privacy policies? Rule #4: Establish Familiarity & Thought Leadership. Depending on where that company exists – its life cycle stage as a company, product, market, region, timing, must be accounted for. How Do You Get Into Enterprise Level Sales?

Scale 95

Scale Enterprise Marketing Sales 95

SmartKarrot

JANUARY 20, 2023

Manage complex cases on compliance, payroll, invoicing, account setups, etc. Participate in centralizing the feedback from the users, and help define the improvements needed with the product team. Collaborate with Sales leadership to drive high retention rates and growth. Be an escalation point for the CSMs and customers.

Customer Success 19

Customer Success Outsourced Development Payment Features Government 19

Upscope

JANUARY 5, 2020

April Dunford's definition: " In order to break through the noise, companies would need to take into account their own strengths and weaknesses, then contrast them with their competitors to create a unique leadership position in the minds of customers. They built an engine to achieve product market fit and find positioning.

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

SaaStr

MARCH 19, 2019

Then we can use the security and compliance and control that IT would actually buy into to control those accounts. On one half of it you have product market fit and on the other half you have partners and ideally developers integrating in order to reach your users. That’s how we got started in building our ecosystem.

Payments 120

Payments Scale Scaling Revenue 120

SaaStr

AUGUST 6, 2019

We essentially have a saying that is, “If our customers go live, we won’t churn them,” because the stickiness of the complexity of rolling out in 190 countries, setting up tax compliance, managing really, really complicated B2B processes is very, very high. Your product has value for them. It also drives for high ACV.

Payment Solutions 147

Payment Solutions Payments Outsourcing Services SaaS Payments 147

Intercom, Inc.

JULY 12, 2018

One of my big takeaways – having gone through Google and then Twitter – is to really give the leadership team the benefit of the doubt. Elad: Ultimately, I wanted people who had either built things that scale or been involved with a lot of companies that had to deal with scale as they broke out from a product-market-fit perspective.

Sales Hiring 120

Sales Hiring Scale Sales Recruiting Technical Advisors 120

Intercom, Inc.

JUNE 3, 2021

It’s just ultimately our product or more of our product hits the market sooner, which means maybe we win more deals, we can charge more money, right? So if you’re going to produce something, even if you got it cheap, you’re still going to have to market the hell out of it. Paul: Yeah. Paul: Yeah.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

SaaStr

DECEMBER 23, 2020

As for Tamar, previously, Tamar was a Vice President at Google, holding product and engineering leadership roles on Google’s most important products, including Search, Identity, and Privacy. Prior to that, she was the Vice President of Advertising Technologies at Amazon’s A9. So you want to iterate quickly with your customers.

VP of Engineering 244

VP of Engineering Software Review Technical Review Underperforming Technical Team 244

SaaStr

JUNE 13, 2019

The first way is through features: compliance features, security features, Slack uses search. So another observation was, you really should be setting net dollar retention target of 100%-140%, that will put you within the top either third, or quartile, depending on the category. Trial structure. The second is through seats.

Scale 211

Scale SMB Sales Hiring Payment Services 211

SaaStr

JANUARY 10, 2020

And so much time, quarters and quarters spent on recruiting, spent on fundraising, spent on kind of kicking the can down the road on major issues around things as fundamental as what does it really look like to have product market fit in this market? Really it’s more like product market fit solves all problems.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaStr

APRIL 3, 2019

And so it’s a lot to ask of someone, okay, not only do you have to move cargo, but you’re responsible for retaining this customer spend, for increasing their spend over time, for understanding the pain points of all of their senior leadership. It’s a customs broker to keep everything in compliance. Are you ready?

Scale 100

Scale Sales Hiring Systems Review Marketplace as a Service 100