SaaStr

JANUARY 29, 2021

Because SaaS requires so many functions beyond engineering, especially if it’s sales-driven … outbound, SDRs, inbound, field sales, marketing, customer success, support, more complex product management, etc. You’ll probably want to add field sales (for Big Deals) by $10m ARR or so, another 2-3 headcount here, minimum.

Sales Hiring 347

Sales Hiring Headcount Scale Engineering 347

InsightSquared

FEBRUARY 22, 2018

My brain doesn’t struggle to translate Tier 1, Tier 2, and Tier 3 into SMB, Mid Market, and Enterprise. As headcount surges, what specific fields mean, why they are useful, and when the business requires that information can be lost in the shuffle. For other players this can often be confusing and it’s not hard to understand why.

Scale 82

Scale Sales Headcount SMB 82

Intercom, Inc.

JULY 11, 2019

Those three together really comprise the entirety of the front office for the SMB. We’re pretty happy with the way that it’s been going, and our customers have enjoyed us being able to offer them more across the entirety of the customer experience. Michael: For sure. This debate is not actually a new one, right?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Sales Hacker

JANUARY 29, 2018

Traditional Sales Organizations – Growth of headcount in sales was structured around revenue per individual contributor (IC). CSM: Customer Success Manager – Achieves recurring use of the service. Traditional vs Modern Sales Organizational Structure. The Sales POD.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

SaaStr

OCTOBER 4, 2023

Then everyone in the world was on Zoom selling flowers and yoga and things meant to be sold in person, so churn peaked at 3.6%, which isn’t terrible for SMB, but was higher than none. They grew headcount fairly aggressively from ‘21 to ‘22, and then Q4 of last year dipped and held flat before starting to regrow.

Sales Hiring 240

Sales Hiring SaaS Headcount Compensation 240

ChurnZero

AUGUST 23, 2019

Much like the evolution within the Sales team and the creation of “Sales Ops”, Customer Success is on a similar trajectory. It is becoming vitally important to drive successful outcomes for your customers (i.e. Customer Success) and it is even more critical to build out “Customer Success Operations”.

Sales Hiring 40

Sales Hiring Scale Customer Success Retention 40

OpenView Labs

FEBRUARY 3, 2022

Simpler segmentation approach : By bucking the good, better, best seat-based pricing model, a single price point can be used to satisfy cost-conscious SMB customers as well as mid-market/enterprise businesses. This should include both customers that show leading signs of potential churn (i.e.

Headcount 73

Headcount SaaS Compensation Acquisition 73

SaaStr

JUNE 10, 2020

We’re going through layoffs and furloughs, recession planning and for me as the CMO, facing really massive cuts to marketing budgets and headcount. They’ve got to find their travelers and get them home, but there’s more than that that we’re hearing from our customers. Everyone, customer success.

Travel 176

Travel Marketing Scale Outsourcing Services 176

Intercom, Inc.

AUGUST 29, 2019

When I started, they had a big growth plan as far as headcount, but they were a little bit looser on processes and cadences and things like that framework I was talking about. So again, we got aggressive headcount to see the growth, and we put together a plan where we can actually see maybe even a little bit more growth with the same people.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Sales Hacker

SEPTEMBER 2, 2021

They moved downmarket and released a freemium product for small and medium-sized businesses (SMB). We place quotes around the word sales because this frequently looks more like support and customer success than sales. Employee headcount – company-wide and within key departments. Size of their customer base.

Onboarding 94

Onboarding Sales Hiring Sales Consulting 94

SaaStr

JUNE 16, 2020

Companies were very focused on customer success, retaining existing customers just checking in, seeing how customers were doing, assessing the health of the business, assessing the health of their own employees, really focusing on upsell, closing existing deals, and not as much focusing on top of the funnel.

Sales Hiring 160

Sales Hiring Scale SaaS Payments Payment Services 160

Sales Hacker

JUNE 16, 2021

If you could spend a day with sales teams from some of the most successful companies in the world, what would you see? They’re all on board – marketing, sales, product, customer success, and executive leaders. Startup hurdle: headcount. SMB hurdle: buy-in. How do they do it? Set realistic goals and delegate tasks.

Sales Enablement 100

Sales Enablement Scale Sales Hiring Technical Review 100

Point Nine Land

APRIL 21, 2021

Give the candidate ~5 real examples of the kind of things you have to prioritize: customer integrations, feature requests, strategic releases, bugs, database extracts, opportunistic features… and ask them to prioritize. How to efficiently collect feedback from customer-facing teams? An organizational task. How is it working?

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52