SaaStr

DECEMBER 5, 2023

Going upmarket drives category leadership because you establish yourself as the company that the Fortune 500 logos use. You always have to build more relationships within the customer organizations Gong, as an example, started as an SMB platform and went to Enterprise. Let’s look at the why, the when, and a warning.

Scale 192

Scale Enterprise readiness compliance Enterprise 192

Intercom, Inc.

MAY 13, 2021

Few people have more experience with this move than Linda Lin , Director of Customer Success at the revenue intelligence platform Gong. Moving upmarket means larger customers and higher revenue, but it’s not without its challenges. For Linda, it all comes down to your approach to customer success.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Andreessen Horowitz

NOVEMBER 17, 2023

I think the annual planning process that we actually ended up running was pretty similar to every other one we had run, but it was a couple months after we had just really deeply understood what it was people were using Segment for today and what they wanted to be able to rely on it for at a bigger, more enterprise-ready scale.

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96

Point Nine Land

APRIL 21, 2021

How to efficiently collect feedback from customer-facing teams? As your company grows, the customer facing teams (sales, customer support, customer success,…) are growing and the number of questions flowing to the product teams is growing: Is it possible to do this? How is it working? When are we going to do that?

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52