SaaStr

OCTOBER 24, 2022

WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products. Developers hate opaque pricing. The contract size grows. What about leads?

Underperforming Technical Team 187

Underperforming Technical Team Outsourced Development Development Part-Time VPE 187

OpenView Labs

MARCH 10, 2020

At some point in every software company’s growth comes the great challenge of tackling the enterprise market. In a panel for DevGuild: Enterprise-Ready Products, devtools accelerator and fund Heavybit, Inc. brought together CTOs from PlanGrid, One Medical and AdRoll to discuss what they look for when evaluating software.

Enterprise 52

Enterprise Software Review CTO Hire Software 52

Sales Hacker

JUNE 12, 2020

In it, Co-Founder and CRO of Kronologic, Aaron Bollinger, shows us how to close enterprise level deals when you’re a startup. How to overcome no credible timing event. Download Aaron’s Checklist for Closing Enterprise Deals Here. Down the road, you can say, “ I demand a two year contract. What You’ll Learn. 3% (24:26). ?

Enterprise 69

Enterprise CTO Hire Startup Technical Cofounder 69

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. There are rules in starting an enterprise software company. They’re going to figure out that enterprise is the actual way to go, and it’ll be OK.”

Part-Time VPE 229

Part-Time VPE Technical Cofounder CTO Hire New CTO 229

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

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Sales Hiring Sales Recruiting CTO Hire Scale 158

Sales Hacker

FEBRUARY 17, 2021

After all, why make someone forcibly talk through budget and pricing if they clam up whenever the topic surfaces? For sales teams, they too must bring the right skill sets to the table, with the right tools (clubs) at the right time – all while staying laser-focused on the targets. Playing the right roles. Solution review.

Underperforming Technical Team 121

Underperforming Technical Team CTO Hire CTO Coach Technical Review 121

ProfitWell

JANUARY 2, 2020

One of the best examples of this type of sales is Netflix—its pricing strategy paved the way for many modern subscription platforms. B2B/Enterprise subscription sales. When you’re selling B2B or enterprise subscriptions, showcasing value throughout the sales process is a must. B2C pricing. B2B pricing.

B2C 52

B2C Subscription Payment Features Payments 52

SaaStr

JANUARY 14, 2020

In this presentation, Pluralsight co-founder and CEO Aaron Skonnard will discuss how Pluralsight successfully transformed its business to serve both individual and enterprise customers independently and will share his lessons for SaaS companies looking to tap into individual customers to sell into enterprises and vice versa.

B2B 134

B2B B2C Scale New CTO 134

SaaStr

JANUARY 17, 2020

In Today’s Episode We Discuss: * How Yousuf made his way from the UK to the valley and how that led to his becoming one of the leading CIOs today in the rising prominence of CIOs in enterprise. Why does Yousuf believe now more than ever, the buyer experience is more important than the price? This episode is sponsored by Brex.

CTO Hire 134

CTO Hire compliance Scale Startup 134

Mucker Capital

APRIL 6, 2023

If you're primarily targeting very large enterprise companies, it's very hard usually to use PLG as the only way to sell to those companies. Obviously if you target enterprise customers, you usually have a very large ACV (Annual Contract Value) and the product usually is complex. The pricing for SaaS is much more complicated.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

APRIL 9, 2019

Quick recap: Keep your pricing simple. Mallun Yen : So, you were an engineer by training and then you became an engineering leader, as the CTO of Webex, and then you became a CEO. You’ve got to learn about sales, about marketing and, otherwise, you need to hire a lot of other people around you to help. Eric Yuan: Yep.

Sales Hiring 129

Sales Hiring Scale CTO Hire Marketing 129

SaaStr

SEPTEMBER 18, 2020

Immediately told them to hire 50 reps in a different city, in a different city, and they did. The CEO was deferential because that was 10 times what he’d ever raised before, and did all of it. Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR.

Sales Hiring 245

Sales Hiring CTO Hire Scale Investment 245

SaaStr

AUGUST 22, 2020

This episode is an excerpt from a session at SaaStr Summit: Enterprise. This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise. One of the things that you and I talk about a lot is hiring for skill and impact over proximity, right? This episode is sponsored by Guideline.

Sales Recruiting 148

Sales Recruiting Cloud CTO Hire Scale 148

SaaStr

AUGUST 15, 2020

This episode is an excerpt from a session at SaaStr Summit: Enterprise. 363: Small, Medium, or Enterprise, SaaStr CEO Jason Lemkin sits down with Shopify Plus GM, Loren Padelford, to discuss how to keep your customers happy at all stages. This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise.

Payment Methods 206

Payment Methods Merchant Services Scale Payments 206

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. It was pretty interesting. For us, we went with quality.

Technical Advisors 158

Technical Advisors Scale Sales Hiring Sales Recruiting 158

Upscope

JANUARY 5, 2020

However, it became flooded with competitors who described themselves the same way and they found that competing on price for high value complicated work is difficult. If you position around "time saved" you lose money Jason Cohen has built and sold several companies and is the Founder and CTO of WP Engine.

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

SaaStr

DECEMBER 13, 2019

Most recently Yousuf was the CIO & VP of Customer Success @ Moveworks, the advanced AI built for enterprise providing automatic resolution of IT issues. During his time at the company, they raised over $108m from Lightspeed, ICONIQ, Kleiner, Sapphire, and Bain Capital. It’s definitely increased over time.

Technical Advisors 164

Technical Advisors Scale Technical Review Payment Solutions 164

Sales Hacker

JANUARY 21, 2020

We were part of the office of the CTO. At that time, Marc Andreessen, the founder was the CTO of the company and there were only three of us in the group. It was pretty easy being an SDR for Marc Andreessen because he’d been on the cover of Time magazine. That sounds like an incredibly successful pivot.

Payment Methods 55

Payment Methods Scale CTO Coach SMB 55

Intercom, Inc.

JANUARY 5, 2022

And as nice as verbal assurances and a handshake are, as you grow and try to sign with more established, enterprise-level companies, you’ll find yourself more and more having to provide proofs of compliance before closing the deal: The shift to the cloud, more and more data breaches – it really put a magnifying glass on third-party risk.

Scale 211

Scale Software Review compliance Technical Review 211

SaaStr

APRIL 4, 2019

It’s changing the landscape for large enterprise that you are very familiar with. All of those at a certain scale are something that the large enterprise customers are a “must have” And you need a partner to work with you, go with you to the customer and kind of make sure the solution is well-designed.

Cloud 167

Cloud Scale Trends Machine Learning 167

Sales Hacker

AUGUST 18, 2020

One, we’ve got first party relationships with a number of enterprises like Marriott, United, American Airlines. We’ve been able to aggregate data from these companies in real time, and then use that to power business results for these types of companies. So what do we do, right? So what did that mean for us?

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

OnStartups

JULY 7, 2021

And I think part of it's because you've been in the game for a while and you're incredibly successful. Is your title CTO? Dharmesh: Yes, CTO. How do you have time to have your hands in all this different stuff? He was like, "You should probably hire someone outside of HubSpot for this role, for your growth.".

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

SmartKarrot

FEBRUARY 16, 2022

He writes on technology, enterprise, marketing, collaboration, and work culture. One of the top SaaS influencers is Dharmesh Shah , co-founder, and CTO of HubSpot. Seth writes on content marketing, SaaS marketing, positioning, products, pricing, etc. Aaron Levie is the Chief Executive Officer, co-founder, and Chairman at Box.

VP of Engineering 10

VP of Engineering Scale SaaS Venture Capital 10

OnStartups

JULY 7, 2021

And I think part of it's because you've been in the game for a while and you're incredibly successful. Is your title CTO? Dharmesh: Yes, CTO. How do you have time to have your hands in all this different stuff? He was like, "You should probably hire someone outside of HubSpot for this role, for your growth.".

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40