SaaStr

JANUARY 4, 2024

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. Jason Warner , who was CTO of GitHub before and during my time as COO there (and a former partner at Redpoint!) Check that out here. Why did you do the deal?

Management 208

Management CTO Hire New CTO AI 208

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. Something new to boost your ACV and TCV. Double your pricing for new customer, on the largest deals. And importantly, you need to spend more time with your existing customers (vs. Add a layer. At least on the big customers.

Part-Time VPE 268

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 268

SaaStr

MARCH 7, 2021

No one spends enough time recruiting as it is, after $1m ARR or so. You can do the drip marketing campaigns if you have to. These are all full-time jobs by $1m ARR. Fixing it yourself becomes the biggest time sink and excuse for not hiring there is. That’s not good enough, especially in competitive markets.

Part-Time VPE 251

Part-Time VPE Sales Recruiting Sales Hiring Scale 251

SaaStr

JUNE 28, 2022

In a tougher public market for SaaS commpanies, VCs are pulling term sheets again, and deals are also falling apart again after soft commitments. While startups have ups and downs, if you tell the VCs you’re going to hit $250,000 in revenue this month … make 100 percent sure you hit that projection. Too many founder vesting issues.

Finance 269

Finance Technical Review CTO Hire New CTO 269

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Q: Should Product Marketing Work for Product or Marketing? Let’s jump right into the questions.

Scale 226

Scale Sales Hiring AI Sales Recruiting 226

SaaStr

MARCH 26, 2024

AI is coming for sales and marketing, and Jason is a super fan of AI in marketing. Because hundreds of the best founders are radically ripping through post-sales AI, and now it’s time for marketing. The average public SaaS company is marching toward $400k in revenue per employee. Is SaaS dead right now?

AI 220

AI Pricing Artificial Intelligence Scale 220

SaaStr

JANUARY 12, 2022

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. “That it was much easier to do more in order to keep that customer than to get a new “top” customer.

CTO Hire 260

CTO Hire Sales Hiring New CTO CTO 260

User Pilot

JULY 27, 2023

Before hiring, assess your current needs and hire as your company grows. Customer Onboarding Specialist: Responsible for helping new customers get up and running with the company’s products. Before the hiring process, take some time to decide on your current needs and hire as your company grows.

Sales Hiring 88

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 88

SaaStr

JULY 10, 2021

Which role should you hire for first? For starters, your first hire should be someone who can complement your skills, someone who is strong in areas where you’re weak, but it goes much deeper than that. I am guessing it’s probably the hardest problem to solve, hiring a job, let alone at this level. And for good reason.

Sales Hiring 251

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 251

SaaStr

OCTOBER 24, 2022

So selling, marketing and supporting them should be different too. 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.

Underperforming Technical Team 169

Underperforming Technical Team Outsourced Development Development Part-Time VPE 169

SaaStr

NOVEMBER 21, 2019

Since 2010 we’ve seen more startups, funds, and capital than ever before, but with this drastic increase, investors are seeing unexpected new trends reshaping the future of the industry. The panel that we are in is called Is Seed the New Series A, and this is a question that I’ve been asking informally yesterday and today.

New CTO 142

New CTO Sales Hiring B2C CTO Hire 142

Baremetrics

DECEMBER 7, 2023

Here’s an overview of the series: Part 1: How to Categorize Expenses in a SaaS Startup v2.0 Even without any breakdowns, obviously the CEO was fully aware of the company’s increased spending in sales and marketing. What’s their new CAC Payback Time? New Gross Margins?

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90

SaaStr

NOVEMBER 11, 2022

But as time went on, we shared lessons, what best practices were in customer success and revenue retention and all these things are, right. Jason Lemkin: I think I noticed a pattern, and I wrote it up a couple of years ago and refreshed it, and then I’ll add a new anecdote. And the best CTO I know in the world is the CEO.

Outsourcing Services 177

Outsourcing Services Banking CTO Hire New CTO 177

Andreessen Horowitz

DECEMBER 4, 2023

Most growth-stage CEOs I work with know how to tell if they’re efficiently allocating capital in every part of their budget with one glaring exception: research and development (R&D). G&A), especially in tougher market conditions, is often a matter of assessing office space, worker productivity, legal costs, etc.

Underperforming Technical Team 117

Underperforming Technical Team Benchmarks CTO Hire New CTO 117

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%.

Sales Hiring 150

Sales Hiring Sales Recruiting CTO Hire Scale 150

SaaStr

JUNE 1, 2021

In 2016, Hubspot was still a scrappy player that had only recently IPO’d, with a market cap around $1B. 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. Otherwise, we are not doing our jobs, being in the marketing space.

Part-Time VPE 206

Part-Time VPE Technical Cofounder CTO Hire New CTO 206

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including Benchmark, Insight Venture Partners and Blackrock, to name a few.

Scale 158

Scale Enterprise Scaling Sales Hiring 158

Sales Hacker

OCTOBER 13, 2020

Hiring managers are also just trying to sell as well. Users come to us all the time and they say, Hey, this company looks awesome. Are they hiring? That goes to the hiring manager. And if you get hired, RepVue will actually pay you $500. And it’s easy to inflate that for companies during the hiring process.

Marketplace as a Service 95

Marketplace as a Service CTO Hire Sales Recruiting Scale 95

SaaStr

JULY 19, 2019

Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2. Why is it no longer to come into large enterprises with a small contract and expand? How does Peter think about and approach market sizing today?

VP of Engineering 128

VP of Engineering CTO Hire Technical Review Sales Hiring 128

User Pilot

MARCH 7, 2024

This could be explained by the fact that it was women, more often than men, who had to step down and work part-time to take care of stay-at-home children during the pandemic. Then I got hired at a tech company in Lithuania before I knew what tech even was. Sima Banijamali – Sr. I knew nothing about tech.

Technical Review 102

Technical Review CTO Coach Sales Hiring CTO Hire 102

SaaStr

FEBRUARY 25, 2020

So even the freshest new SaaS startup celebrating their 50th customer may find themselves dealing with sales tax in multiple states. . Last but not least, if your sales tax noncompliance gets too out of hand, dealing with multiple states’ sales tax laws means that 46 state departments of revenue can potentially come after you for back taxes.

Merchant Services 166

Merchant Services Scale Technical Review Sales Hiring 166

Intercom, Inc.

JULY 21, 2022

Along the way, we’ve interviewed trailblazers, business leaders, makers and doers to share their experience and insights on all things startup strategy, product management, design, marketing, customer experience, and much, much more. Rachel Hepworth: Introducing growth marketing to Slack. That just blows my mind. Here’s Rachel.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

Baremetrics

MARCH 16, 2021

Background In 2017 and 2018, many new blockchain projects started offering their tokens for sale. With this popularization of blockchain came an influx of new users that caused infrastructure issues for websites interacting with the Ethereum blockchain. Table of Contents. There are so many things that can be evolved,” says Shklovsky.

Blockchain 90

Blockchain Payment Solutions Artificial Intelligence Payment Services 90

SaaStr

JANUARY 14, 2020

What sets apart some of the most successful, high-growth companies we see today—Slack, Dropbox, Atlassian—has been their ability to tap into and master a new GTM strategy: B2C2B. We saw inside the company this tension between our classroom business and this new B2C digital business, and we knew we had to make a decision.

B2B 132

B2B B2C Scale New CTO 132

OPEXEngine

FEBRUARY 13, 2020

Separate Sales, Marketing, R&D, Accounting/Finance organizations were headed by a senior executive. Chief Customer Officer or Chief Revenue Officer (CRO). The Chief Customer Officer includes all of Sales and Marketing and covers the whole customer journey, from lead through customer renewal. Chief Performance Officer.

Part-Time CTO 69

Part-Time CTO CTO CTO Hire Management 69

SaaStr

APRIL 9, 2019

And also, we always prioritize the features requested by our existing customers over the new prospects. Not only for the product side, but for the sales and marketing side. 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. Welcome Eric.

Sales Hiring 127

Sales Hiring Scale CTO Hire Marketing 127

Andreessen Horowitz

MARCH 20, 2024

And a lot of the time, GPT-3 could not write as good of an answer as what the best human answer was that had been written, but it could write an answer instantly to any question. The constraint for Quora had always been the amount of time that high-quality answer writers had to answer questions. David George: Sure. Yeah, of course.

AI Search 138

AI Search AI Artificial Intelligence Scale 138

ProfitWell

FEBRUARY 4, 2020

In this episode of RevOps and Hops we discuss what revenue operations is, how long it’s actually been around, and why it’s become so relevant today. RevOps is a centralized function that helps recognize and align revenue from sales, marketing, and customer success. You need a RevOps team or manager focused on revenue.

CTO Hire 98

CTO Hire Sales Hiring New CTO CTO 98

SaaStr

APRIL 16, 2019

Can I see a show of hands for those of you that have headquarters outside of the Bay Area, a secondary market? Also, part of that is being intentional about who you want to be as a company. The world’s your market, right? We ended up signing that contract in the uber back to the airport on the way home.

CTO Hire 152

CTO Hire Travel Underperforming Technical Team CTO Coach 152

The Angel VC

FEBRUARY 29, 2012

Last night I read this question on Quora : In general terms, what is the ideal size and make-up of a team for a pre-revenue SaaS startup? I think the second part of the question is more important. This can be a huge advantage, especially for a bootstrapped startup that can't afford to hire many people.

CTO Hire 106

CTO Hire Startup Sales Hiring New CTO 106

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Major challenges facing a new CEO [19:40]. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract.

Scale 107

Scale CTO Hire Scaling CTO Coach 107

Chart Mogul

MARCH 9, 2020

CEO Joel Gascoigne tells us about the decision to invest in new analytics tools and how Buffer sustained long-term growth thanks to growing their ARPA. While Baremetrics was fulfilling the desire for public transparency, internally the team was using Looker almost exclusively to track and report revenue metrics. What is Buffer.

Payment Solutions 113

Payment Solutions Payment Features Payments Social Media 113

Sales Hacker

MAY 5, 2021

RevOps leaders are talking about trends in the market, and how the move towards RevOps will change everything from marketing to sales development to post sales. Here are just a few topics that our RevOps leaders talk about in Linkedin posts, articles and podcasts: Revenue acceleration plans. Marketing automation.

Scale 99

Scale Technical Cofounder Technical Advisors Sales Hiring 99

Andreessen Horowitz

NOVEMBER 28, 2023

About My First 16 Our new video podcast series My First 16 features interviews with founders and CEOs of fintech companies about how they acquired their initial customers and the hard lessons they learned along the way. So we didn’t have product market fit for that. And we were doing great in revenue.

Merchant Services 74

Merchant Services Payment Methods Payments Payment Solutions 74

OpenView Labs

OCTOBER 11, 2019

Pricing is an incredibly important part of any SaaS product’s go-to-market strategy. In a market that requires companies to earn their customers’ business each and every day, it can literally make or break your entire business model. At Hired , we help top R&D, engineering, and tech talent find jobs they love.

Sales Hiring 40

Sales Hiring Part-Time VPE CTO Hire Technical Review 40

Chart Mogul

JULY 1, 2020

B2B marketing is much more complicated than consumer marketing. That’s because B2B businesses address particular niches, where customers don’t spend as much time online. Customer discovery interviews help marketers communicate with potential customers. Kateryna Reshetilo , Head of Marketing at Greenice.net.

Interviewing 76

Interviewing B2B Marketing Underperforming Technical Team 76

OpenView Labs

JULY 2, 2020

New for 2020: SaaS Pricing and COVID-19. In this brand-new report, we finally answer the question “Freemium or free trial?” After four months of an unprecedented global crisis, SaaS companies are bouncing back while product led growth businesses are trading at almost 2x higher revenue multiples they started with.

Pricing 135

Pricing SaaS Payments Payments SaaS 135