SaaStr

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Just do it! They can’t.

Sales Hiring 363

Sales Hiring Scale Startup Marketing 363

ChurnZero

JANUARY 26, 2022

Reducing churn is at the forefront of all marketers’ minds. 82% of marketers say that “active customer retention” is one of the most important objectives for their CRM team , leading many Marketing and Customer Success team members to seek out new ways to understand customer pain points and improve the customer experience.

Scale 97

Scale Churn Scaling Retention 97

Chart Mogul

OCTOBER 20, 2023

The founders of Dealroom and Databox , Yoram Wijngaarde and Peter Caputa (former VP sales, HubSpot), get together with Sara Archer from ChartMogul to discuss what lesson they have learned on the journey from $1M to $10M. Driving growth with content marketing Both Peter and Yoram saw content marketing as a key to unlocking sustainable growth.

Scale 52

Scale Scaling Headcount SaaS 52

Sales Hacker

SEPTEMBER 17, 2020

Today, we’re going to show you how to use technology to set up a process for personalization at scale. The Demand for Personalization in Sales. While cold outreach has long been a crucial component of the sales cycle, the best teams know that cold doesn’t have to mean frozen, stiff, and impersonal. Getting to Know Your Audience.

Scale 84

Scale Technology Scaling Sales 84

Intercom, Inc.

JULY 11, 2019

If you’re a leader, he says, don’t try to scale your job. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Here are five quick takeaways: Most sales and support teams talk about their jobs as a funnel. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Totango

JUNE 8, 2021

KR: We tend to leverage a lot of the data to meet people where they are in the journey and trickle in other content – whether it’s video articles, training, content marketing material, etc. How much of the automation and messaging is driven and iterated by Customer Success vs. Marketing? along the way to engage them.

Scale 117

Scale Scaling Technical Review Systems Review 117

SaaStr

FEBRUARY 9, 2024

You’ll figure out how to do initial content marketing. It doesn’t matter how good an individual contributor, how good of a hacker, how good of a small team lead you are/were. That’s not enough to scale. But if you can’t recruit those leaders under you, really great ones … you can’t scale. Recruiting is hard.

Scale 262

Scale Interviewing Engineering Content Marketing 262

SaaStr

AUGUST 24, 2021

It could be content marketing. They will market for you for free — just slowly. But they are the best marketers of all. In the end, 30%-80% of new leads for most SaaS companies come from word-of-mouth and similar referrals. Be a true subject matter expert in your content marketing. Challenge yourself.

Scale 341

Scale Startup Marketing SaaS 341

Buffer Resources

NOVEMBER 7, 2023

But, she’s also made the intentional decision to scale back over the past couple of years, stopping her work with subcontractors, cutting down client projects to what she could manage on her own, and reducing her revenue by over $100,000. Plus, the peace of mind I get from knowing it’s all taken care of correctly is priceless.

Scale 117

Scale Scaling Payment Solutions Payment Services 117

SaaStr

NOVEMBER 21, 2020

How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. What a great VP of marketing really does (tons on that here ). About recruiting and helping you scale. Sales, Marketing, Product, Engineering, Success, Support. Zero content marketing. All good stuff.

Sales Hiring 354

Sales Hiring Scale Sales Recruiting Engineering 354

ChurnZero

JANUARY 26, 2022

Reducing churn is at the forefront of all marketers’ minds. 82% of marketers say that “active customer retention” is one of the most important objectives for their CRM team , leading many Marketing and Customer Success team members to seek out new ways to understand customer pain points and improve the customer experience.

Scale 52

Scale Churn Scaling Retention 52

SaaStr

FEBRUARY 20, 2022

Everyone has awoken to how important Content Marketing is in SaaS and almost anywhere in building an audience, awareness, and leads. Content Marketing is one of the top 5 initiatives of almost any growth marketer or demand gen leader now. And SEO really scales. What did I learn?

Scale 226

Scale Content Marketing Consulting Scaling 226

SaaStr

MARCH 7, 2021

Yes, you can manage the sales team yourself. You can do the drip marketing campaigns if you have to. Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. Get on jets and go meet them. A lot more.

Part-Time VPE 271

Part-Time VPE Sales Recruiting Sales Hiring Scale 271

SaaStr

MAY 16, 2024

But if you know what success looks like in sales, support, engineering, etc., How to Keep the Culture Tight and Maximize Productivity When Wade started a fully remote team, it did lead to employee happiness to some extent. SEO and content marketing aren’t dead; if you think they are, you might not be trying hard enough.

Sales Recruiting 197

Sales Recruiting AI Search B2B Sales Hiring 197

Tom Tunguz

JANUARY 17, 2017

Most notably, comments meaningfully changed readers’ perceptions of the content they read, even if the comments are not sound. In addition, I haven’t found a way to effectively moderate comments at scale. Several months ago, I deployed a chat widget at the bottom off this page as an experiment.

Content Marketing 100

Content Marketing Scale Marketing Startup 100

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 181

Scale Sales Hiring Sales Recruiting Sales 181

SaaStr

NOVEMBER 4, 2019

Just when it sarts to get good, again and again, I see the same thing: the number of leads each month stalls out. Many SaaS companies hit an “organic lead plateau” at several phases: When you get Really Big, at some point, every company in the world is Already An Opportunity. Box, Salesforce, etc. It’s consistent.

Scale 183

Scale Sales Hiring Branding Revenue 183

SaaStr

JANUARY 7, 2021

Whether it was our interview with Podium’s Eric Rea on how he scaled with a team outside the Bay Area before it was really considered an option, or TripAction’s Megan Eisenberg on how to prioritize trade-offs in marketing without sacrificing pipeline, we’ve covered the gambit of relevant topics throughout the year. .

Scale 250

Scale Sales Hiring Scaling B2B 250

SaaSX

NOVEMBER 14, 2021

Some founders are able to launch a product and get a bit of early traction without sales or marketing. The first is if there is incredible product-market fit and some virality or network effect built into the product itself. Some founding teams just instinctively know how to get their go-to-market programs off the ground.

Scale 52

Scale Marketing Sales Recruiting Benchmarks 52

SaaStr

AUGUST 29, 2022

VC State of the Market with SaaStr’s CEO and Cowboy Ventures : Hear from SaaS VC legend, Aileen Lee , and SaaStr’s CEO Jason Lemkin on the current state of VC and what you need to know for 2023 and beyond. Scaling Revenue in 2022: What’s the Same and What’s Different? What Could Possibly Go Wrong?

Scale 249

Scale Sales Hiring Marketplace as a Service B2B 249

SaaStr

FEBRUARY 8, 2022

Content Marketing and SEO. This takes a while and there is some snake oil here, but done right, content marketing works. Write a few pieces of iconic content, that really help your customers, and they will find you. And yes, it’s hard to make it scale unless you really know what you are doing.

Marketing 291

Marketing Scale Content Marketing Consulting 291

SaaStr

JUNE 14, 2020

The lead commit goes up each quarter and every year. To want a head of sales operations and a director of sales to help carry the load not later … but on Day 1. To want a head of sales operations and a director of sales to help carry the load not later … but on Day 1. as you race past $10m+ in ARR.

Sales Hiring 229

Sales Hiring Scale Sales Recruiting SaaS 229

Casey Accidental

JANUARY 23, 2019

Once Uber had initial liquidity in these markets though, it ran into decentralization problems. Uber started to build up world class acquisition teams in HQ that didn’t have full control on how to scale customer acquisition. Local teams were still doing scrappy tests that didn’t scale, and not managing budgets as efficiently.

Scale 73

Scale Marketplace as a Service Outsourcing Services Scaling 73

SaaStr

FEBRUARY 2, 2023

Multiplier is a leading global employment platform that makes it easy for companies to employ teams internationally. Pepper is a powerful content marketing platform that helps you create high-quality content at speed and scale. No lock-ins. Savings from Day 1. RI pricing for On-demand usage.

Cloud spend optimization 206

Cloud spend optimization AWS Scale compliance 206

Sales Hacker

JUNE 29, 2020

The concept is simple, customers pay a monthly or annual fee to use the software, often hosted in the cloud, rather than a one-time sale, and they get access to new features and updates as they roll out. In this guide, we’ll explore the SaaS sales process and the steps you can take to improve your SaaS sales strategy.

Scale 79

Scale Sales Hiring Strategy SaaS 79

SaaStr

SEPTEMBER 29, 2022

It’s time to reduce the customer acquisition cost by experimenting with content marketing and virality. As your company grows, there is a requirement to add a sales team with a GTM vision. Mistake #2: Scaling sales team disproportionately to growth funnel. PLG thrives with expansion-focused sales.

Technical Review 246

Technical Review Technical Advisors Scale Compensation 246

ProfitWell

OCTOBER 17, 2019

How can this NBC original teach us a ton about content marketing? Content marketers, welcome to the Good Place. Jay Acunzo from Marketing Showrunners is on our radar again, sharing how binge-worthy content leads to relationship building. And The Good Place. Your top subscription news.

Content Marketing 73

Content Marketing Marketing Scale Consulting 73

Intercom, Inc.

DECEMBER 16, 2019

Organizations were struggling to align sales and marketing, personalize their tactics, and build truly one-to-one relationships with stakeholders. Since then, the success of ABM has grown dramatically – 97% now say it has a higher ROI than other marketing tactics. 4 benefits of account-based marketing.

Scale 189

Scale Marketing Business B2B 189

SaaStr

JUNE 27, 2022

In April 2016, Shippo had only 22 employees and was just beginning to scale. It helps connect store and sales channels, create discounted shipping labels, track shipments, and simplify returns. Free and discounted shipping is not only a must-have, but it’s also a valuable sales expansion tool.

Sales Hiring 202

Sales Hiring Startup Scale Content Marketing 202

Neil Patel

FEBRUARY 2, 2021

From services that provide A/B testing to conversational bots that capture leads on-site, brands are rapidly experimenting with new ways to optimize their content. Simply put, your content marketing strategy is at the core of your capacity to adapt as a SaaS brand. Provide incentives for team members to make sales.

Branding 143

Branding Scale Social Media SaaS 143

SaaStr

NOVEMBER 18, 2020

To be a true VP of Sales, you have to have hired at least a handful of reps that hit quota. Imagine that Director of VP of Marketing gets you just 2 more customers at $30k each. She’ll have more than paid for her salary difference right there, over than junior content marketer that can’t own anything.

Sales Hiring 363

Sales Hiring Scale SaaS Enterprise 363

SaaStr

SEPTEMBER 12, 2021

At Algolia, I was the first investor to raise their hand for the Series A, B and C rounds after leading the U.S. They are your content marketers, your word-of-mouth engine, and sometimes, your little acorns that can grow into a big customer. It just changes your mindset, body language, and perspective. Empower your long tail.

Scale 215

Scale Sales Hiring Investment Mobile 215

How SaaS Works

OCTOBER 15, 2019

Introduction Content marketing combined with search engine optimization (SEO) sits at the top of the list of effective ways to generate leads for today’s best SaaS companies. Anyone can create content, but not many are actually good at it. We had settled on a bottom-up sales strategy?—?get Initial State?—?Leveraging

Content Marketing 45

Content Marketing Marketing SaaS Scale 45

Aaron Beashel

JUNE 1, 2014

I am a big fan of the Content Marketing being done by the guys over at Buffer. I think they create some great content and I have personally learnt a lot from them about happiness, productivity and other topics. How can I use content marketing to create behavioural change? Motivation.

Content Marketing 100

Content Marketing Marketing Scale Social Media 100

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. So the new sales leader is trying to figure out, can we go further up market?

Scale 214

Scale Sales Hiring Scaling VP of Engineering 214

SaaStr

JULY 4, 2019

E.g., “How to deploy a hybrid cloud app with Google Cloud” How to do content marketing better. For the last 2 years we’ve done a good job of ensuring high and constant traffic to the Expo (our average attendee gets over 1,000 leads), but we always want to do better. Put on a Marketing Automation party.

Scale 192

Scale Cloud Scaling Content Marketing 192

User Pilot

MARCH 29, 2024

Sales funnel leaks happen at the top, middle, and bottom of the funnel. The conversion rate typically decreases as users go deeper into the sales process. Poor product-market fit. Ineffective marketing/poor marketing strategy. Ineffective marketing/poor marketing strategy. Wrong acquisition channels.

Scale 105

Scale Sales Funnel Onboarding Retention 105