SaaStr

DECEMBER 8, 2022

While not a surprise, it was very helpful to hear Yamini share just how much their sales motion has changed since the Q1’22 — as it has for most of us. NRR is Metric #1. More Than Sales. This is a long-term theme on SaaStr, but it was interesting to me just how much this is Yamini’s #1 north star metric.

Scale 215

Scale SMB Scaling Customer Success 215

ChurnZero

JULY 22, 2021

By creating healthy boundaries, Customer Success and Sales don’t have to spend their days assessing and arguing over every expansion situation. Your rules of engagement should be based on which team is genuinely the best fit in each scenario and has the greatest likelihood of gaining sales traction. Circle of influence.

Customer Success 98

Customer Success Engagement Sales Acquisition 98

SaaStr

JUNE 7, 2023

It has now secured over $67M in funding and offers a robust platform for mid-market and SMB segments. WorkRamp shifted its focus to a different segment –– the mid-market and SMB side. Because when we looked at our data, we saw that we had much more success sub 5,000 employees,” Blosser says.

Scale 184

Scale Scaling SMB Marketing 184

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. To succeed, you need to trust the data and step into predictive sales. How Customer Success Drives Predictive Sales and Marketing. Let’s dig into it.

Customer Success 75

Customer Success Machine Learning Artificial Intelligence Sales 75

Intercom, Inc.

OCTOBER 24, 2022

On October 19th, the final day of the event, I appeared on the Growth stage for a fantastic conversation with Mark Organ, Categorynauts CEO, and Founder and CEO of Influitive and Eloqua, discussing how companies can build winning sales strategies as they continue to evolve. 4 top tips for optimizing your sales strategy.

Strategy 91

Strategy Sales SMB SaaS 91

ChurnZero

OCTOBER 15, 2021

Where is Customer Success Headed in 2022? Customer Success gradually, then suddenly, came to exist. Customer Success gradually, then suddenly, became essential to SaaS companies. Customer Success gradually, then suddenly, joined the C-suite. Customer Success flexes its authority.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

ChurnZero

DECEMBER 2, 2021

12 Key Takeaways from ChurnZero’s BIG RYG Virtual Customer Success Conference. It’s a wrap on ChurnZero’s 2021 BIG RYG Virtual – our online Customer Success conference. An acronym for Red, Yellow and Green, RYG represents the common indicators of customer health. Then, back into the tech stack from there.”

Customer Success 98

Customer Success Technical Review Scale Compensation 98

SaaStr

DECEMBER 3, 2021

. #9 SaaStr 150: Why New Qualified Leads Divided By Win Rate Is The Metric in SaaS, Why It Is Harder To Go Enterprise Down Than SMB Up & How To Create Engines of Growth Within Your Organization with Paul Albright, Former CRO @ Marketo. #8 1 SaaStr 221: HBS Sr. . #8 1 SaaStr 221: HBS Sr. . #6 1 SaaStr 221: HBS Sr. . #4

Scale 184

Scale Sales Hiring SMB Benchmarks 184

Sales Hacker

SEPTEMBER 25, 2019

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. 2 rules for transitioning from SMB to enterprise. Today, enterprise sales is harder than ever.

SMB 73

SMB Enterprise Strategy Compensation 73

SaaStr

NOVEMBER 28, 2022

This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. . Set them up for success. . Align on success metrics.

Scale 183

Scale Finance Sales Hiring Scaling 183

CustomerSuccessBox

MARCH 4, 2022

Congratulations on being promoted to the VP-Customer Success ! Especially, in the field of Customer Success. That’s understandable; you’re probably your company’s first Customer Success executive, and this is your first time in the position. VP-Customer Success Job Description (Sample).

Customer Success 52

Customer Success Scale Customer Lifetime Value Interviewing 52

ChurnZero

DECEMBER 9, 2022

However, given her CS background, Gabby never envisioned herself becoming a CEO, as she explained during her keynote session, “ The new ‘C’ in CEO ” at ChurnZero’s Customer Success Leadership Summit, BIG RYG. Q: Based on your acquisition experience, are for-sale businesses focusing on the customer and NPS?

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

SaaStr

OCTOBER 11, 2023

Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. Now, they have monday Sales CRM, a complete organization within the company. How do you get over 100 for SMB?

Scale 159

Scale Sales Hiring Scaling Banking 159

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. It won’t be an overnight success, and you’ll likely experience failures. The lesson learned?

Scale 174

Scale Enterprise readiness compliance Enterprise 174

SaaStr

DECEMBER 20, 2021

Moving from Churn to NRR as the Core Retention Metric. This may sound obvious to more enterprise folks, but many Very Small Business and SMB focused SaaS companies still focus more on churn than NRR. It’s part of the legacy of B2C and SMB having a lot of similarities in SaaS. NPS is A Great Core Metric. #3.

Metrics 49

Metrics SMB Scale B2C 49

SaaSOptics

APRIL 30, 2019

often talk about B2B SaaS metrics from the perspective of what investors want. If you don’t have easy access to the metrics they expect (or, worse, if they’re wrong), your valuation could suffer and that’s the last thing SaaS founders, CEOs and CFOs want to hear. SaaS Metrics Give You Insights You Can’t Get from Recurring Revenue.

Metrics 91

Metrics SaaS Churn SMB 91

CustomerSuccessBox

OCTOBER 26, 2021

The Customer Success Operations (CS Ops) role is critical in delivering, optimizing, and maintaining successful tech-touch programs, ensuring that everything runs smoothly. Since CS is maturing as a specialty, roles (specifically) like Customer Success Operations (CS Ops) are gaining upper hand.

Customer Success 52

Customer Success Sales Hiring Scale SMB 52

CustomerSuccessBox

OCTOBER 5, 2021

As a Customer Success leader or VP or Head of CS, you must be intrigued by the number. Since they differ from firm to firm, tracking every metric out there doesn’t make economical sense. However, the one universal metric is the “Net Retention Rate (NRR)”. Choose the right Customer Success tools.

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider.

Sales Hiring 125

Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

OpenView Labs

MARCH 4, 2019

Part 1: Onboarding and Customer Marketing. Your self-service customer success model can benefit all size businesses and yes, Customer Success Managers (CSM), if it’s done correctly. Many of my clients, and even some of my professional peers, tend to think that self-service resources only work for SMB clients.

Customer Success 61

Customer Success SMB Sales Hiring Onboarding 61

ChurnZero

AUGUST 24, 2018

This week we hosted a well-attended webinar on – Customer Success & Finance: Get Aligned! Getting a customer to retention and its financial impact. The webinar discussed the process and impact of the renewal from both the Customer Success and Finance point of view. You Mon: Let me add a few things.

Finance 61

Finance Customer Success Scale Customer Lifetime Value 61

ChurnZero

JANUARY 4, 2019

But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? We’ll see more applications of AI in Customer Success, but these will mostly be behind-the-scenes. the stuff that Customer Success teams are really meant to do).

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

SmartKarrot

SEPTEMBER 12, 2022

Ensure the timely and successful delivery of the products and services according to needs and objectives. Demonstrate the continuous value of the solutions by successfully renewing annual customers. Analyze key account statistics and performance metrics to identify pain points and educate clients to drive campaign improvement.

Customer Success 19

Customer Success Scale SMB Technical Review 19

ChurnZero

DECEMBER 4, 2020

This is the second installment of a two-part article that was adapted from one of our most popular sessions at BIG RYG (ChurnZero’s annual Customer Success conference). Get leadership to see Customer Success as a strategic partner by spreading its word. Customer Success is a relationship-driven function,” says Anna.

Customer Success 59

Customer Success Leadership Churn Finance 59

SmartKarrot

NOVEMBER 4, 2022

Role: Director of Customer Success Location: Remote, United States Organization : Fleetio As a Director of Customer Success, you will lead the Customer Success Management Team across three segments (Enterprise, Mid-Market and SMB) to achieve long-term retention via aggressive usage, adoption, and value realization targets.

Customer Success 19

Customer Success Scale Outsourced Development Systems Review 19

SmartKarrot

JANUARY 13, 2023

Role: Customer Success Specialist Location: Warsaw, Mazowieckie, Poland (Hybrid) Organization: Zowie As a Customer Success Specialist, you will manage and support the success of a portfolio of customers across the entire post-sale customer journey from kick-off to advocacy and renewal.

Customer Success 19

Customer Success Sales Recruiting SMB Forecasting 19

SmartKarrot

JANUARY 10, 2023

Role: Customer Success Lead Location: Remote, Canada Organization: Testimonial Hero As a Customer Success Lead, you will be developing and managing value-based relationships with the highest-value accounts with a focus on agreement completion and retention. Apply here: [link]. Apply here: [link].

Customer Success 19

Customer Success Technical Review Outsourced Development Systems Review 19

ChurnZero

JUNE 19, 2020

During the webinar, we discussed: How customer retention impacts the valuation of your company. How Customer Success can effectively drive retention. What data you need to get the investment in your Customer Success team. We have a $10 million ARR company that has 12 customers. Q&A Recap.

SaaS Payments 72

SaaS Payments Retention Metrics Payment Solutions 72

SmartKarrot

MARCH 14, 2023

Role: Director of Customer Success Location: NAMER, United States (Remote) Organization: Appvance As a Director of Customer Success, you’ll ensure that consumers utilise Appvance actively and receive a return on their investment (ROI) and business value. Employ a group of knowledgeable customer success specialists.

Customer Success 19

Customer Success Scale Technical Review SMB 19

Tom Tunguz

OCTOBER 21, 2017

In 2012 ChiefMartec landscape counted 350 vendors selling to sales and marketing. Salesforce for Sales, Workday for HR & Finance, ServiceNow for Operations, Atlassian for Engineering and so on. Segmentation - focus on SMB, Mid-Market, or Enterprise, to play where competition isn’t present. Today, that figure is 5000.

SaaS 180

SaaS Venture Capital Finance Machine Learning 180

SmartKarrot

JANUARY 3, 2023

Director of Customer Success Location: Remote, United States Organization: ABC Fitness Solutions As a Sr. Director of Customer Success, you will build a world-class Customer Success team. Deliver world-class customer success processes for both SMB and Enterprise customers that scale.

Outsourcing Services 19

Outsourcing Services Customer Success Outsourced Development Scale 19

ChurnZero

JANUARY 4, 2019

But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? We’ll see more applications of AI in Customer Success, but these will mostly be behind-the-scenes. the stuff that Customer Success teams are really meant to do).

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

SmartKarrot

MARCH 17, 2022

Role: Customer Success Director – SMB Location: Remote, Atlanta, GA, US Organization: ON24 As a Customer Success Director, you will manage and provide escalation and support for CSMs in your group. Responsible for reporting Churn and Downsell metrics to the VP of Customer Success.

Customer Success 19

Customer Success Technical Review Outsourced Development SMB 19

ChurnZero

JUNE 2, 2021

Lessons learned over the last year from the Customer Success community. If they stop using it, depending on what the metric is that it’s based on, it’s more volatile. Slow down sales and marketing and you can get to breakeven. There’s been a lot of successes in the SMB side, like Shopify.

Benchmarks 98

Benchmarks B2B SMB SaaS 98

OpenView Labs

DECEMBER 21, 2021

How to build a sales org from scratch. Sentry.io’s CRO, Chris de Vylder, former head of global SMB sales at Atlassian, shares four steps to grow a sales operations function in your organization. Our number 1 thing on a weekly basis, are we consistently creating enough opportunities to keep the sales teams covered.” .

SMB 78

SMB Metrics Engineering Retention 78

SaaStr

MAY 8, 2020

What does Jessica believe is the right way for sales reps to engage with new customers during this time? How should sales teams and CS respond to requests for discounts? He’ll cover remote work, team management, sales, marketing, product development, and more. Harry Stebbings: Totally, in terms of that sales cycle.

Sales Recruiting 169

Sales Recruiting Technical Review Sales Hiring Outsourced Development 169