Intercom, Inc.

APRIL 22, 2019

For Rick Nucci, customers will win as long as AI empowers employees to do more of what they do best – that is, dealing empathetically with other humans – while skipping tedious busywork that could be handled just as well by a bot. How did you all get to product-market fit ? For us, that first fit was with growing sales teams.

Scale 156

Scale Scaling AI Search Underperforming Technical Team 156

SaaStr

DECEMBER 23, 2020

As for Tamar, previously, Tamar was a Vice President at Google, holding product and engineering leadership roles on Google’s most important products, including Search, Identity, and Privacy. How important a role does the press play in customer’s responses? How does Tamar think about effective product design today?

VP of Engineering 240

VP of Engineering Software Review Technical Review Underperforming Technical Team 240

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. As for Andrew, he started his first software development company at the age of 18 and has been running Wrike for the last 13 years alongside advisory roles with both Ditto and Appulate.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

OpenView Labs

MARCH 29, 2019

strategic narrative) has permeated its ranks because they’re usually staffed by a mix of sales, marketing and product people. Or haven’t permeated those ranks: One sales rep told me if I wanted to hear a really good version of the pitch, it was too bad because his CEO, who would be back shortly, was really good at that.

Sales Recruiting 65

Sales Recruiting Underperforming Technical Team Subscription Payment Features 65

SmartKarrot

FEBRUARY 2, 2021

When it comes to customer success career paths, customer success manager stands doubtlessly on the top. With the rise of SaaS industry and most companies shifting their business model to subscription-based, the rise in customer success jobs is understandable. Customer Marketing.

Customer Success 8

Customer Success Scale Underperforming Technical Team Software Review 8

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles. What works?

Sales Hiring 195

Sales Hiring Scale Technical Review Outsourcing Services 195

OpenView Labs

JULY 8, 2019

The situation was this: our engineering team was constantly innovating and adding new functionality. My job, once the bad feedback started coming in, was to figure out what the less vocal customers were thinking and propose a plan to move forward. Getting buy-in from cross-functional teams is mandatory for success.

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61

SaaStr

SEPTEMBER 23, 2020

As for David, prior to Hashicorp, he held some incredible roles including VP Marketing at Github and Hortonworks, Senior Director of Product Marketing @ VMWare, and then also spent over 5 years at Microsoft. As you can tell from that list, it was really a team effort, so huge thanks for that.

Scale 187

Scale Leadership Underperforming Technical Team Scaling 187

Sales Hacker

MAY 8, 2018

On this episode of the Sales Hacker podcast, we talk with Marc Jacobs , SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a sales coaching culture. Building a professional development program resulting in high quota attainment for SDRs turned Account Executives.

Sales Hiring 43

Sales Hiring Scale Management Sales 43

SaaStr

OCTOBER 22, 2020

Prior to their incredibly successful IPO in April of 2017, they raised funding from some of the best in the business including Sequoia, a16z, Greylock, Khosla and Floodgate to name a few. How does the structure of your marketing team need to change with the evolution? What should the first marketing hire look like?

Sales Hiring 167

Sales Hiring Scale Interviewing Technical Review 167

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 129

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 129

SaaStr

JULY 15, 2022

Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. Jason Lemkin: But usually your teams can’t do that. So you’re going to need at least three of those in the sales ops team. This always works.

Scale 239

Scale Outsourcing Services Sales Hiring VP of Engineering 239

Andreessen Horowitz

NOVEMBER 17, 2023

In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B And your feedback to me was, “look, this product is great. The problem is the sales team.

Sales Hiring 97

Sales Hiring Scale Sales Underperforming Technical Team 97

SmartKarrot

JANUARY 21, 2021

SaaS product management is the way of driving the development, launch, marketing, and improvement of company’s products. Some of the key responsibilities in SaaS product management include-. This needs to be chalked into a plan and communicated with higher-level teams for internal planning. Researching.

Management 11

Management SaaS Scale Underperforming Technical Team 11

SaaStr

AUGUST 12, 2020

He’s a real student of leadership and understands how companies need to scale and evolve as they reach the next level of their growth. But also, he’s just a wonderful human and he’s a very down to earth, humble, thoughtful person who really cares about developing individuals. I mean, he understands business.

Scale 175

Scale Sales Hiring Underperforming Technical Team VP of Engineering 175

SaaStr

FEBRUARY 25, 2020

So the first thing you want to think about is basing your culture of your company around customer success. Second, define your customer journey. And that’s how you start to drive that culture of customer success. Is this related to a new product release we did? Here we go. One more time. There we go.

Scale 217

Scale Underperforming Technical Team Sales Hiring Software Review 217

SaaStr

JULY 30, 2020

What are the leading indicators that a sales rep is successful? What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? Peter Kazanjy: Most of the literature is really for existing sales leadership or sales professionals, but not for people who have never sold before.

Part-Time VPE 198

Part-Time VPE Scale Sales Recruiting Sales Hiring 198

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. Kyle was in charge of creating the Austin, Texas sales team @ Dropbox, what were some of his biggest lessons when it comes to moving sales outside of HQ? What worked? What did not work?

Sales Hiring 194

Sales Hiring Sales Recruiting Scale Technical Advisors 194

Intercom, Inc.

SEPTEMBER 26, 2019

And it’s not without good reason: nearly all software products with dominant market share started as apps but grew to the point where third-party developers began building valuable integrations on top of what these companies had already created. So those are developer tools for sure. Those are big amazing companies.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. So how do we measure customer success?

Scale 210

Scale Sales Hiring Revenue VP of Engineering 210

SaaStr

MARCH 6, 2020

This session from Showpad CMO Theresa O’Neil will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success. And then as I mentioned, in 2005 I took on the software as a service opportunity, which was a very nascent sales team and business for Oracle at the time.

Scale 214

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 214

SaaStr

JUNE 3, 2020

Who should be brought into the meeting other than the sales team? How does Michael advise sales reps to maintain customer relationships post-sale? Michael Katz: So I took over sales, after we re-orged the go-to-market teams at the end of Q3 2019. * Why does Michael believe that most sales meetings are unproductive?

Sales Hiring 175

Sales Hiring Scale Technical Advisors Systems Review 175

Baremetrics

AUGUST 23, 2021

Whether you're a startup or an established company, launching a new SaaS product isn't as easy as it was 15 years ago. You need to have a strategic approach that includes identifying your market fit, developing appropriate positioning and marketing strategies, and measuring performance. Brand Positioning 2.

Strategy 104

Strategy Scale Payment Features Software Review 104

Sales Hacker

SEPTEMBER 14, 2021

Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch, poaching SDRs and AEs from sales, and tips for employer branding. Who sales development should report to (spoiler: it’s marketing). Changes in marketing in the last 15 years [13:08]. powered by Sounder.

Sales Recruiting 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79

Kellblog

JUNE 7, 2020

Bad Fates That Can Befall Category Creators. Once you’ve created a category, what bad things can happen to it? Having contemplated the bad things that can happen to your category and reviewed some basic principles of categories, there is only one answer to the question: lead. Market your category leadership.

Scale 105

Scale Underperforming Technical Team Technical Review Finance 105

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. Why does Jason believe that we have to remove handoffs between go to market teams? Why is alignment actually a negative for the customer experience?

Sales Hiring 131

Sales Hiring Scale Underperforming Technical Team Consulting 131

OpenView Labs

APRIL 26, 2021

Or could it be the Marketing team, which builds messaging and runs campaigns which should drive growth? I’ll take a stab at defining what Product, Growth, and Marketing should *ideally* look like in a growing PLG business. What’s the role of Product vs. Growth vs. Marketing?

Scale 55

Scale Underperforming Technical Team Sales Hiring Acquisition 55

Chargify

AUGUST 17, 2017

Note: For the purposes of this specific post, the tactics presented are targeted to established SaaS companies that have already verified product/market fit and experienced initial traction. If your SaaS startup isn’t there yet, you should read Finding Product/Market Fit: When To Stand Firm & When To Pivot first.

Scale 53

Scale Sales Hiring SaaS Artificial Intelligence 53

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

SaaS Payments 257

SaaS Payments Scale Payment Services Payment Solutions 257

SaaStr

OCTOBER 24, 2019

Jos White of Notion and Christian Lanng of Tradeshift team up to show you how to work within, and sometimes around, rules in the workplace. There’s other ways when you start to look at the team and the tech and the size of the vision and everything else. Look, Uber was the bad boy brand of tech. Work smarter, not harder.

Payments 102

Payments Payment Features SaaS Payments Underperforming Technical Team 102

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. I think the culture of continuous improvement at our company is a big part of our success.

Sales Hiring 156

Sales Hiring Scale Payments Cloud 156

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . Skills for SaaS Sales Team. 6 Essential skills for SaaS inside sales team to boost product’s sales. 3 examples for you).

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

SEPTEMBER 13, 2019

As for Allison, in her 5 years at Gainsight her list of achievements in endless from running all functions that drive value for Gainsight customers, now a 150 person team, to building out the corporate development function to being the right hand to the CEO. CS or product management? Who is accountable to this number?

Engineering 26

Engineering Scale Underperforming Technical Team Customer Success 26

Intercom, Inc.

MARCH 17, 2022

As his Twitter bio reads, he quite likes “the beautiful mess of product development.”. In this episode, our own Product Manager Mathew Cropper sat down with John to chat about what it means to be a product evangelist and how product management can be a force of change within an organization. Start with the why.

Underperforming Technical Team 151

Underperforming Technical Team Scale Banking Customer Success 151

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. How does leadership change for Jesse in the face of scale? How does Jesse think about scaling humanity and the personal touch with the scaling of his leadership? Missed the session?

Scale 121

Scale SaaS Payments SMB Sales Hiring 121