SaaStr

NOVEMBER 1, 2022

One smart way to build a US presence is to hire a GM, ideally someone who could run an important function like sales or marketing besides being responsible for US operations. For application, it’s more demand gen followed by brand marketing. Example 2: Compliance and security norms change when you go to other geos.

Scale 227

Scale Sales Hiring Cybersecurity Underperforming Technical Team 227

Sales Hacker

DECEMBER 8, 2023

Likewise, the new products you launch do not determine your success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. Start early! Use timing as a forcing function. Frame solutions, rather than features alone.

Sales Recruiting 100

Sales Recruiting Generative AI AI AWS 100

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Scale 95

Scale Enterprise Marketing Sales 95

Sales Hacker

JANUARY 8, 2021

Elements of Successful Global Sales Expansion. “Be So, let’s look at four keys to a successful global sales expansion. 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. But as you likely know, global expansion isn’t easy. Hire the Right Leaders.

Sales Hiring 82

Sales Hiring Sales Recruiting Sales Technical Review 82

User Pilot

OCTOBER 6, 2023

First, let’s explain the basic concepts and then discover a 6-step process to build a B2B marketing funnel that feeds product growth. TL;DR A B2B marketing funnel is a framework that helps product marketers streamline the customer journey, from their initial awareness of your product until they finally make a purchase.

B2B 105

B2B Development Team Review Software Review Marketing 105

SaaStr

NOVEMBER 28, 2019

Product-market fit has been really important. It was initially compliance focus. And so again we would just have added to more kind of friction in the sales cycle and there was a whole video long sales cycle. That’s when we found product market fit. People make the difference.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Government 183

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Limiting sales to just phone and emails. Never asking for the sale.

B2B 55

B2B Development Team Review Underperforming Technical Team Technical Review 55

TrackStreet

FEBRUARY 16, 2024

Introduction In the world of retail, stores that get the highest sales with the highest profit margins are the ones regarded as successful. To reach that achievement, an organization’s sales and marketing department must employ a variety of strategies to attract as many customers as they can while outperforming competitors.

Branding 40

Branding Technical Review Advertising Systems Review 40

Tom Tunguz

OCTOBER 1, 2015

In addition, vibrant word of mouth proxied by social media mentions/follows, Github stars/forks for open source projects, and newsletter subscriber counts mark products with substantial latent demand. As a seed stage company grows, hires a sales team and deploys the product to more customers, the signs of customer pull evolve.

Sales Recruiting 100

Sales Recruiting Sales Hiring Social Media compliance 100

Frontegg

DECEMBER 2, 2021

Go-to-Market Strategy – New Complexity Level Unlocked. When building a company 5 years ago, the sales motion and who’s going to be the user/buyer/champion for a potential deal was pretty clear to the founding team. You simply don’t know who will be using your product – you only assume. freemium usage?

Underperforming Technical Team 93

Underperforming Technical Team Sales Hiring DevOps as a Service Scale 93

SaaStr

APRIL 4, 2019

Because the business world is changing and your customers may demand that you run on certain locations and there are more and more regulations, compliance, GDPR, data residency that everyone in at a certain scale has to be compliant with. What about compliance? Where is your storage? How is data being managed?

Cloud 171

Cloud Scale Trends Machine Learning 171

Neil Patel

NOVEMBER 4, 2020

They already have an existing pool of active users and billions in revenue to plug your store into and start making sales. million sellers and more than 353 million different products to contend with, how do you rise above the noise and get your store found? Marketing that generates sales on Amazon is highly competitive.

Social Media 139

Social Media Marketing Marketplace as a Service Outsourced Development 139

OPEXEngine

FEBRUARY 22, 2022

An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

OpenView Labs

OCTOBER 26, 2021

Why startup founders should treat fundraising like a sales funnel. Milestone: First traction and product-market fit . Additional resources on thriving past product-market fit: The SaaS company that accidentally grew to 800,000 users . A SaaS content marketing strategy that drives inbound revenue.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

User Pilot

AUGUST 6, 2023

If even one channel becomes better at driving users towards your sales funnel, you’ll be able to improve your customer acquisition significantly. Decide on your digital channels Like most sales associates will tell you, not all channels are made equally. Data security or compliance risks. Higher retention.

Investment 97

Investment Banking Social Media Customer Lifetime Value 97

Sales Hacker

JANUARY 5, 2024

This feels like the year that many companies have now realized that sales-led and product-led aren’t exclusive; they’re more of a spectrum. Factors to Consider for Product-Led Sales There are important factors that make a purely product-led growth motion easier. Happy New Year! 2024, we’re officially here.

Scale 98

Scale Sales AI Social Media 98

User Pilot

APRIL 10, 2021

For example, let’s say your customer analytics software highlighted that enterprise customers were consistently asking for more features guaranteeing security compliance. There’s a good chance that your SME customers have never even heard of security compliance requirements, much less care about it.

Social Media 98

Social Media Onboarding compliance Enterprise 98

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. Or hey, we missed our sales numbers last quarter, it’s got to be a management issue.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

Andreessen Horowitz

NOVEMBER 17, 2023

Sales wants more features. Product gets bogged down with one-off requests. In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B It’s a familiar story.

Sales Hiring 95

Sales Hiring Scale Sales Underperforming Technical Team 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. You’ll also standardize the renewal process in cooperation with the Sales team to maximize retention.

Customer Success 19

Customer Success Outsourced Development Payment Features Government 19

SmartKarrot

APRIL 14, 2023

This entails managing staffing, strategy, and work quality in compliance with the processes, regulations, and procedures established by CPAI. own pre-sales assistance, onboarding of fresh clients, platform setup, training, continuous client interactions, and product updates. Proactive measures for retention.

Customer Success 15

Customer Success Travel compliance Retention 15

SmartKarrot

OCTOBER 13, 2022

Role: Director, Customer Success Location: Atlanta, GA, US (Hybrid) Organization: Bakkt As a Director of Customer Success, you will collaborate with Product, Marketing, and Legal and Compliance to develop materials and resources to set new customers up for success and drive adoption and engagement in product.

Customer Success 19

Customer Success Development Team Review Technical Review Systems Review 19

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. We’re going to hire tele-sales reps who are going to cold call.

Scale 109

Scale Sales Hiring Underperforming Technical Team Social Media 109

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. You really have to find product market fit.

Payments 124

Payments Scale Scaling Revenue 124

SaaStr

SEPTEMBER 14, 2023

In this Ask Me Anything Part 1, Lemkin answers the questions: Many VCs talk about funding, yet you’re so focused on sales. Question #1: Why Are You So Focused On Sales When Other VCs Are Focused On Funding? That VP of Sales came out of Salesforce. Lemkin’s Hail Mary was hiring Brendon Cassidy when that first VP of Sales quit.

Outsourcing Services 220

Outsourcing Services Sales Hiring Scale Sales Recruiting 220

SaaStr

NOVEMBER 7, 2023

It came up with things like the Animal Welfare Act, controlled substance compliance, USDA record keeping, disaster planning, and more. It’s not the end of the journey, but Adam is willing to bet that every product manager in the industry will be working like this in the next 12 months. Foundation models will do that.

Generative AI 262

Generative AI AWS AI Artificial Intelligence 262

SaaStr

DECEMBER 23, 2020

The thing that’s striking to me there is marketing and sales and the input that is so valuable from them into the product feedback loop. How do you think about creating this incredibly tight product feedback loop and feedback mechanism between product and then marketing and sales?

VP of Engineering 251

VP of Engineering Software Review Technical Review Underperforming Technical Team 251

Tom Tunguz

SEPTEMBER 5, 2019

There only two limiting factors in this mental model: product and go to market. At the moment a startup is founded, the business is product limited. You can’t do much without a product. After the company establishes product market fit, the pendulum swings to go-to-market.

VP of Engineering 273

VP of Engineering Startup Sales Hiring compliance 273

SaaStr

SEPTEMBER 24, 2021

Katrina Wong, VP Marketing and Demand Generation @ Segment. Asawari Samant, Head of Marketing @ Anyscale. Amy Appleyard, VP Sales @ VMWare. Michelle Benfer, VP, Head of North America Sales @ HubSpot. Kady Srinivasan, Head of Marketing @ Klaviyo. Jessica Weimer Vice President, Global Revenue Marketing @ Podium.

VP of Engineering 277

VP of Engineering Technical Cofounder CTO Coach CTO Hire 277

Intercom, Inc.

DECEMBER 13, 2018

When I started, for example, and as I was building the sales team, I did not realize you could not ask the same sales people to qualify the leads, to close the leads and to deploy the companies. John: It sounds like you learned quite a bit about how to actually structure your sales team and who does what.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

SaaStr

JUNE 15, 2021

How sales worked, how pricing worked, how billboards work, and more. Yesteryear, if you had a communications product, you would go into a relatively top down, IT type sale. You’d have an enterprise sales force, a song and dance and maybe some steak. Jeff : You don’t need sales.

Scale 294

Scale Underperforming Technical Team Engineering Wireless 294

Intercom, Inc.

AUGUST 30, 2022

Brex makes it simple for founders and startups to manage spending and ensure compliance. There are global compliance and payroll hurdles that make things super complex. HubSpot is a unified platform that lets you manage the customer relationship throughout the sales and marketing funnel and beyond. Brex – Corporate cards.

Scale 163

Scale Payment Services Startup AWS 163

SaaStr

AUGUST 7, 2021

Sara Hicks, VP of Product, Commerce @ Mailchimp. Devon Rutherford, Managed Services Program Manager & Pre-Sales Manager @ Leaseweb. Mariela Towers, Head of Marketing @ BEE. Amy Appleyard, VP Sales @ VMWare. Michelle Benfer, VP, Head of North America Sales @ HubSpot. Jules Costa, Content Manager @ BEE.

VP of Engineering 269

VP of Engineering Technical Cofounder CTO Coach CTO Hire 269

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. We’re going to hire tele-sales reps who are going to cold call.

Scale 49

Scale Sales Hiring Underperforming Technical Team Social Media 49

SaaStr

NOVEMBER 29, 2019

286: Allie Janoch is the Founder & CEO @ Mapistry, the startup that makes environmental compliance simple. In Today’s Episode We Discuss: * How Allie made her way from the world of Yahoo to founding the game changer of environmental compliance in Mapistry. How does Allie advise other founders on scaling sales teams?

Sales Hiring 132

Sales Hiring Underperforming Technical Team Technical Advisors Scale 132

User Pilot

MAY 12, 2024

Enterprise : The Enterprise plan uses custom pricing and includes all the features from Starter + Growth plus custom roles/permissions, access to premium integrations , priority support, custom contract, SLA, SAML SSO, activity logs, security audit, and compliance (SOC 2/GDPR). You’ll have to contact their sales representatives for the cost.

SaaS 52

SaaS Software Review Scale Underperforming Technical Team 52

Andreessen Horowitz

APRIL 9, 2024

In this conversation, a16z Growth general partner Sarah Wang speaks with Crossbeam CEO Bob Moore about his new book, Ecosystem-Led Growth: A Blueprint for Sales and Marketing Success Using the Power of Partnerships. Or, “are my sales reps selling into the same companies as your sales reps?” We think about SCR teams.

Scale 117

Scale Technical Review AI Sales Hiring 117