Kellblog

AUGUST 20, 2023

Proof — offering proof that your solution will work, typically via technical explanations and/or customer stories and references. Sometimes proof means a deep technical explanation (so write a white paper), sometimes it’s a reference story, and sometimes it’s just a smiling, “that’s what we do here.” People want both.

Marketing 88

Marketing VP of Engineering Headcount Government 88

ChurnZero

JANUARY 26, 2021

Through this partnership, we create customer advocates in the market who will provide references and referrals, we renew customers at higher rates, and we have the opportunity to expand revenue by selling additional products and services into our existing customer base. Next are the day-to-day leadership contacts.

Customer Success 98

Customer Success Sales Recruiting Sales Hiring Management 98

SaaSOptics

JANUARY 20, 2022

Companies with less than $30MM in revenue typically leave the responsibility of compensation planning to Sales leadership (73%). ASC-606 Compliance in Compensation Planning. Refer to our Commission Policy Template to help you create an efficient, useful document that works for all departments. Commission Policy Template.

Compensation 77

Compensation Scale compliance Forecasting 77

Sales Hacker

JANUARY 8, 2021

Most reps will need local language, data centers, and compliance , but it’s unlikely you’ll enter the market with all of these figured out. Use competency-based interview questions to look for independence, leadership potential, self-discipline, and resourcefulness. These are big investments that take time.

Sales Hiring 82

Sales Hiring Sales Recruiting Sales Technical Review 82

Sales Hacker

FEBRUARY 2, 2021

Enterprise sales, also known as complex sales, refer to the selling strategy used by large organizations involving long sales cycles, multiple decision-makers, and higher levels of risk. Security : Are all data fully protected and in compliance with privacy policies? Rule #4: Establish Familiarity & Thought Leadership.

Scale 95

Scale Enterprise Marketing Sales 95

Sales Hacker

SEPTEMBER 11, 2020

Security/Compliance: Early-stage startups are likely not going to be SOC certified. Be aware that it might not check all the boxes from a compliance/security standpoint. Additional growth signals to look out for: Recent leadership hires. Reference how you’ve helped other startups in a similar space scale. Intent surges.

Outsourcing Services 77

Outsourcing Services Scale Startup Outsourced Development 77

BetterCloud

JANUARY 24, 2020

You should be sure your company’s leadership knows these details so you can ensure CCPA compliance. All of this is important to know as the IT professional since you are likely in charge of housing this data and knowing how information is collected. B2B exemption for one year (until January 1, 2021).

Systems Review 75

Systems Review Technical Review Government B2B 75

SmartKarrot

FEBRUARY 21, 2023

Provide Customer Success Teams with leadership and mentoring to keep them inspired, engaged, and motivated. Very effective at handling uncertainty and change as business demands change, responding well to pressure, and displaying flexibility while guaranteeing compliance. commercial expertise in upselling and/or renewals.

Customer Success 19

Customer Success Merchant Services Sales Recruiting Sales Hiring 19

BetterCloud

FEBRUARY 12, 2021

Think of all the data objects in SaaS that reference, interact, control, and/or rely on each other, such as: users, groups, mailboxes, files, folders, records, contacts, calendars, third-party apps, logs, metadata, permissions, devices, etc. Here are some questions you should ask. How deep are their roots in SaaS and in SaaSOps?

Management 52

Management SaaS Marketplace as a Service Cloud 52

OpenView Labs

JUNE 15, 2020

Playbooks offer a common reference point, help maintain uniformity and consistency, and ramp your reps faster. Refer to it, pull it up, use it. Manage for process compliance. More posts on remote leadership. If you don’t already have these tools in place, it’s time to get them set them up. Create playbooks.

Scale 54

Scale Sales Hiring Sales Communication 54

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. Security information, HIPAA and GDPR compliance. Why is this so important?

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

SmartKarrot

DECEMBER 21, 2020

Identify and implement frameworks and programs that will develop support leadership and support engineering talent to be the best they can be. Collaborate with key knowledge partners (Cloud product leadership, Support & Success leadership, etc) to drive visibility of cloud support customer needs and ensure multi-functional collaboration.

Customer Success 10

Customer Success Scale Leadership SMB 10

SmartKarrot

OCTOBER 23, 2020

Drive new business growth through greater advocacy and reference-ability. Develop company-wide customer success motion onboarding processes, between Compliance, Marketing, Sales, Product, and Technology to identify opportunities and risks of onboarding and retention.

Outsourcing Services 10

Outsourcing Services Customer Success Outsourced Development Scale 10

SaaStr

MARCH 19, 2019

Then we can use the security and compliance and control that IT would actually buy into to control those accounts. You have got to be crystal clear and that has got to come from the leadership team of the company because it’s not cheap to build an ecosystem. That’s how we got started in building our ecosystem.

Payments 120

Payments Scale Scaling Revenue 120

Sales Hacker

MARCH 2, 2020

Wooden on Leadership. This one happens to be the one I’ve referred to the most. It is a classic book you’ll reference throughout your career. Then a mentor’s invitation from the other side of the world powerfully transforms everything as Joshua embarks on the journey of discovering leadership secrets of strategic selling.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

SaaStr

AUGUST 7, 2020

We’re proud to do our part in trying to lead a focus into this area and then fulfill that leadership with a real brand promise and real measurable outcomes for every one of our customers. We’re in the very early innings of a huge market and it requires leadership, and it requires incredible tech. 50 references.

Payment Solutions 147

Payment Solutions Pricing Payments Payment Services 147

SaaStr

APRIL 14, 2020

Leverage document templates to speed-up creation and increase brand compliance. That’s our last bridge reference. Executive Leadership – 43%. Implement these tools with thoughtful training. Establish clear, smart processes (CRM integrations) with these tools for easy adoption. We promise. Finance – 38%.

Technical Review 232

Technical Review Marketplace as a Service Software Review Construction 232

SmartKarrot

APRIL 13, 2020

Cisco’s growth is often referred to as the ‘growth by acquisition’. The leading provider of tax compliance automation software for businesses was ranked in Deloitte’s Technology Fast 500. It still continues to gain acclaim for its growth, product, and leadership. There are more than 1500 apps in their directory. Salesforce.

SaaS Payments 19

SaaS Payments Payment Solutions Payment Services Sales Recruiting 19

SaaStr

NOVEMBER 19, 2019

Heidi promptly referred me to a good physical therapist so at least I started acquiring physical therapy domain expertise. Some compliance factors had added fuel to our fire in terms of more people wanting to adopt. That’s been a really cool journey building on that SMB thought leadership and taking it up market.

Scale 169

Scale SMB VP of Engineering Leadership 169

Intercom, Inc.

JUNE 3, 2021

So, when people are asked, especially from a leadership team or an exec team, “Hey, we need to accelerate,” I think what they mean is accelerate business growth, which usually comes down to revenue. Des: I’ve heard that referred to as the gingerbread man-type product strategy, in a sense. Paul: Yeah. Paul: Yeah.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

Sales Hacker

OCTOBER 7, 2021

Bringing Sales & Leadership with Heart and Ladies Happy Hour to the sales community. I went through a VP of Sales Program with SaaSy Sales Leadership — the moment I realized I didn’t want to be a VP of Sales. She is a Speaker and Hostess for LinkedIn Live. What is one a-ha moment you’ve had in your sales career?

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

FEBRUARY 16, 2021

She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.

Sales 102

Sales Underperforming Technical Team Travel Development 102

Andreessen Horowitz

APRIL 9, 2024

But the wins that actually happen, they happen due to the work of sales leadership and sales people. That starts with sales leadership and sales management. Are there back channel references, deeper information discovery? And in an increasing number of cases, marketers as well. Those classic partner plays aren’t dead.

Scale 115

Scale Technical Review AI Sales Hiring 115

SaaStr

NOVEMBER 7, 2019

How did they manage to bootstrap the company, because I’m sure many of you have read this essay from Paul Graham when he refers to what he called the, “Collison installation” So Patrick and John Collison, our founders would spend a ton of time with the early Stripe users in actually helping them write the code to install Stripe.

Payments 118

Payments Merchant Services Payment Solutions Payment Services 118

SaaStr

JULY 11, 2019

So Zendesk referred you leads because they’re competitive, their pseudo competitive product broke it’s scale. Tiago Paiva: A smaller example of this is PCI compliance. We need PCI compliant, HIPAA compliance, GDPR. Because Zendesk voice, it was very limited product back then. And then I talked to Salesforce.

Sales Hiring 256

Sales Hiring SMB Scale Cloud 256

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

SaaStr

AUGUST 15, 2020

Well, a couple of key takeaways for folks, I do believe in this concept of human first leadership, which is really what customer success is all about and what the future of the customer. Did you take the steps to do the SOC 2 that you reference to? To do more enterprise grade security and compliance? Jason Lemkin: Yeah.

Payment Methods 190

Payment Methods Merchant Services Scale Payments 190

SaaStr

MARCH 31, 2024

It will absolutely go viral, it will be easy for people to refer people who are just like them. Katie Burke: I mean it’s really hard, and the reality is it needs to be someone that your leadership team respects, listens to, and responds to. Jason Lemkin: It’s a tough hire, isn’t it? It’s really tough.

Part-Time CTO 252

Part-Time CTO CTO Hire CTO Coach CTO 252

SaaStr

JULY 19, 2019

250: Peter Yared is the Founder & CEO @ InCountry, the startup that allows you to operate globally with data residency as a service meaning they store your mission-critical data in it’s country of origin, without compliance. ” I’m like, “Oh, wonderful.”

VP of Engineering 132

VP of Engineering CTO Hire Technical Review Sales Hiring 132