SaaStr

JUNE 29, 2023

Many net-new purchases are for data security, compliance, risk management, and AI-powered tools. Compliance : The cost of GDPR compliance has totaled around $9B globally since its introduction. However, it’s not as simple as moving the money; since budgets are getting bigger, sales teams must support those budgets.

VP of Engineering 230

VP of Engineering Trends Cybersecurity Sales Hiring 230

SaaStr

JANUARY 24, 2022

Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. With early revenue, you start thinking about churn and scalability of every aspect of the business, including product, infrastructure, customer support, sales and marketing. Mistake #4: DIY Accounting.

Finance 323

Finance Outsourcing Services Systems Review Technical Review 323

SaaStr

JULY 23, 2021

Billi Jo Wright, Chief Risk & Compliance Officer, Payrix. Dave Walters, CTO, Hired. Christa Diaz, Senior Director, Customer Success, Hired. Amy Pisano, CRO, Hired. Rhonda SekaBuehler Senior Vice President of Global Sales Engineering @WalkMe. Kimara Moodley Senior Account Executive @Demostack.

VP of Engineering 273

VP of Engineering New CTO CTO Hire Sales Hiring 273

SaaStr

NOVEMBER 28, 2022

Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. . Governance and compliance are core to alignment. Hire ahead of the curve. Hire for where you want to be. New service offerings.

Scale 190

Scale Finance Sales Hiring Scaling 190

Point Nine Land

MARCH 7, 2019

The issues are real and include:  —  @jasonlk In a funny coincidence, one of our portfolio CEOs wrote me an email with the subject “Should we be hiring a CFO?” Contract reviews with big clients, compliance matters, any type of changes of law, tax audits, dealing with advisors, etc. Some time around the $0.5–1.5

Sales Hiring 72

Sales Hiring Outsourcing Services Payment Services Finance 72

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies? There are a few reasons.

Merchant Services 171

Merchant Services Scale Technical Review Sales Hiring 171

SaaStr

NOVEMBER 1, 2022

They are hiring leaders, building teams, and attracting advisors in the US while devouring the SV SaaS playbook. 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. Silicon Valley has a deep talent bench.

Scale 207

Scale Sales Hiring Cybersecurity Underperforming Technical Team 207

SaaStr

MARCH 15, 2019

More here: I Never Lost a Customer I Actually Visited | SaaStr Not hiring a full-time RFP person. They are too much work to just dump on a product person, success person, sales leader, etc. Not hiring a full-time Chief Security & Compliance Offer. Hiring a CSO way early if you are truly going enterprise.

Sales Hiring 170

Sales Hiring Enterprise CTO Hire CTO 170

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? The sales reps were friends, and accounts were shared.

AWS 198

AWS Scale Sales Hiring Marketing 198

SaaStr

JULY 18, 2023

Hypergrowth in today’s highly competitive and budget-constrained SaaS world may be less frequent now, but Vanta, the software tool empowering security companies to achieve compliance and manage risk, has defied the odds.

Strategy 206

Strategy Scale Sales Hiring Startup 206

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. 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. Hire the Right Leaders.

Sales Hiring 82

Sales Hiring Sales Recruiting Sales Technical Review 82

Stax

JANUARY 8, 2024

Not only must PayFacs safeguard themselves and their clients against potential threats like fraud or cybersecurity breaches but also ensure PCI compliance , customer due diligence, and adherence to card regulations. They must also ensure that sub-merchants are compliant with the regulations set by card companies, e.g. PCI compliance.

Merchant Services 88

Merchant Services Payfac Payment Services SaaS Payments 88

SaaStr

JANUARY 21, 2021

To keep up with the ever-increasing demand, our AutoFile team (which is in charge of state sales tax filing and remittance on behalf of customers) was working long into the nights and through the weekends, and despite their belief in what we were doing, morale was taking a hit. Hiring is one of these times. When to be patient.

Scale 151

Scale Sales Hiring SaaS compliance 151

SaaStr

NOVEMBER 28, 2019

The people you hired, the culture you make, the first 10, 20 hires really make the rest of the culture of the company. 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. People make the difference.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

Neil Patel

OCTOBER 20, 2020

Always make sure to talk with a sales representative and be as detailed as possible about your current and future situation to make sure they can handle everything you need. HR outsourcing means hiring a third-party to take on all or part of your HR management tasks. Types of services. Human resources outsourcing (HRO).

Outsourcing Services 118

Outsourcing Services Outsourced Development Sales Recruiting Sales Hiring 118

SaaStr

JANUARY 12, 2022

You have to be careful to pair that with someone strong to manage the relationship, that has more time and that also can be trusted. As a founder, you’ll just run out of time to properly manage key customers and partners yourself. Hire that person, and make sure they are someone the top customers can really trust and count on.

CTO Hire 267

CTO Hire Sales Hiring New CTO CTO 267

Intercom, Inc.

FEBRUARY 22, 2022

We do that by: Investing in your trust through compliance with industry security and privacy ISO standards or frameworks such as SOC 2. Continuous risk management. Hiring and cultivating incredible talent on our Information Security team. The team’s remit covers: security and abuse; governance risk and compliance; and IT.

Data 118

Data compliance Technical Review CTO Hire 118

Kellblog

JANUARY 3, 2022

You should have hired professionals to run your experiment. But you’re not fully committed, the board is split on the decision, you’re worried about the CAC impact of initially unproductive sales investments, and you’re not sure what to do. All in all, you’d hire maybe 20 people and spend $4M to get going.

Sales Hiring 126

Sales Hiring Scale Consulting Leadership 126

Chart Mogul

DECEMBER 15, 2020

It is no surprise then, that from metrics to hiring, acronyms are widely used in the industry. SaaS finance acronyms Hiring and people operations terms Technology acronyms Negotiations and contracts Security and compliance Sales and marketing Customer success. We’ve structured the cheat sheet in different sections.

Sales Hiring 98

Sales Hiring SaaS Finance compliance 98

SaaStr

APRIL 1, 2019

Hacking Your Cap Table: How Much Equity to Give and When with Equify Founder and CEO Alex Cattarini, Index Ventures Talent Partner Dominic Jacquesson, Futrli Founder and CEO Hannah Dawson and Alan Head of Risk, Finance and Compliance Paul Sauveplane. 5 Secrets to Closing Top Accounts with Darktrace CMO, Emily Orton.

Scale 166

Scale Sales Hiring Mobile compliance 166

OpenView Labs

OCTOBER 26, 2021

Why startup founders should treat fundraising like a sales funnel. Beware of flashy hires from big corporations. There are always exceptions, but when brought in early on, these kinds of hires tend to flounder. . Get your COO on board and hire for operations roles earlier than you think. Hire for brand even earlier. .

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. The exchange of value.

Scale 152

Scale Payment Services Payment Methods Scaling 152

BetterCloud

MARCH 9, 2022

For every new SaaS app that gets added to IT environments that likely have 110 or more already , already-lean IT teams must find the time to provision new accounts, manage licenses, and ensure the app doesn’t pose any security risks. Churn from the Great Resignation means more IT hours spent onboarding and offboarding employees.

Sales Hiring 52

Sales Hiring Software Review compliance Onboarding 52

Software Platform Consulting

NOVEMBER 8, 2023

There’s nothing inherently anti-competitive about figuring out the price elasticity of your customers or enforcing pricing discipline on your sales staff! But RealPage is under scrutiny for its approach to revenue management, which, if you believe the DC lawsuit, makes RealPage look very much like OPEC–that is, a cartel.

Software 59

Software Revenue Management Airlines 59

Intercom, Inc.

JANUARY 5, 2022

In today’s data-driven SaaS scene, these can affect hundreds of millions of users and cause damage in the billions of dollars, and as compliance frameworks become requirements to do business, businesses are turning to third-party services that can help expedite and facilitate the process. SOC 2 compliance: A Beginner’s Guide.

Scale 211

Scale compliance Software Review Technical Review 211

Sales Hacker

DECEMBER 12, 2018

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t. Sales enablement also is not only about supporting sales training events.

Sales Enablement 76

Sales Enablement Sales Hiring Sales Onboarding 76

Frontegg

FEBRUARY 27, 2023

This model allows SaaS companies to leverage their sales and marketing capabilities of their partners and reach wider audiences. The differences start once the sale is made. While MSPs provide ongoing support and manage the product or service for their customers, resellers usually end the relationship after the sale.

Outsourcing Services 52

Outsourcing Services Sales Hiring compliance B2B 52

FastSpring

MARCH 14, 2023

It takes an enormous amount of time, money, and headcount for SaaS companies to handle VAT, GST, and sales tax (and any other form of indirect tax) in-house. Provide recommendations about when it’s time to start remitting tax in a specific jurisdiction and how to implement measures for compliance.

Payment Solutions 81

Payment Solutions Merchant Services SaaS Payments Payment Services 81

OpenView Labs

JUNE 15, 2020

A new, scaling startup sales team requires hyper-attention under the best of circumstances. If you’ve been struggling with leading your remote sales team remotely, you’re not alone—it requires a lot of different skills and adaptability. This transparency around activity and outcomes is important for a new sales team.

Scale 54

Scale Sales Hiring Sales Communication 54

OPEXEngine

MARCH 15, 2022

Accessing untapped international opportunities today requires a strategic level of international targeting, a clear understanding of evolving international tax implications, and substantial insight into regional legislation to ensure compliance. Local Hiring. Those not in compliance may be unknowingly subjected to local taxes.

Payment Services 40

Payment Services SaaS Payments Merchant Services Payments 40

SaaStr

JANUARY 5, 2023

Founded in 2019, Laika (an enterprise-ready compliance platform) closed a $50MM Series C by the summer of 2022. Hiring a CFO. First: Why hire a CFO, anyway? . In Laika’s case, they decided to hire a CFO when they decided that looking only one quarter into the future was no longer sufficient. Productivity Per Sales Rep.

Sales Hiring 38

Sales Hiring Acquisition Forecasting Outsourced Development 38

Frontegg

DECEMBER 2, 2021

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. Then, a demo would be scheduled, followed by a POC, a yes/no, price quote, signing an agreement, post-sale -the whole nine yards. freemium usage?

Underperforming Technical Team 93

Underperforming Technical Team Sales Hiring DevOps as a Service Scale 93

Chart Mogul

DECEMBER 15, 2020

It is no surprise then, that from metrics to hiring, acronyms are widely used in the industry. SaaS finance acronyms Hiring and people operations terms Technology acronyms Negotiations and contracts Security and compliance Sales and marketing Customer success. We’ve structured the cheat sheet in different sections.

Sales Hiring 52

Sales Hiring SaaS Finance compliance 52

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? How does Bob think about when is the right time to hire a Head of Partnerships? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? Why is this? What are the drivers of its death?

Sales Hiring 131

Sales Hiring Scale Outsourcing Services CTO Hire 131

Kellblog

JULY 30, 2023

For example: Marketing exists is to make sales easier. HR exists to help managers manage. This one depends on your sales/success model.) You can make sales easier in very strategic ways, like picking great target markets and working with product to uniquely meet customer requirements. Legal compliance.

Software Review 68

Software Review Technical Review Sales Recruiting Artificial Intelligence 68

Audacix

NOVEMBER 10, 2023

Selecting the right application security testing tool involves careful consideration of factors such as scope, ease of use, integration, scalability, reporting, community support, cost, accuracy, updates, and compliance. Assesses cloud security posture compliance. To know the details, you can connect with their sales representative.

Payment Services 40

Payment Services Payment Solutions DevOps as a Service Payments 40

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. The exchange of value.

Scale 116

Scale Payment Services Payment Methods Sales Hiring 116