SaaStr

APRIL 20, 2024

Marketing hackers, sales hackers, product hackers. " @searchbrat @zapier @kippbodnar @HubSpot @jasonlk pic.twitter.com/dUudpe9s2Q — SaaStr (@saastr) April 16, 2024 HubSpot and Zapier’s CMO had us on their “Marketing Against the Grain” pod / videocast. Consistency is key in marketing.

Sales Hiring 263

Sales Hiring Startup Marketing Technical Review 263

SaaStr

AUGUST 6, 2021

Meanwhile, in the marketing department, Julie works to seek the right prospects and put them in touch with the product so that they can become the best advocates. Julie finds ways to amplify the happy customer voices and to harness them to brilliantly drive more sales. Instrumenting the product for self-service.

Product Marketing 265

Product Marketing Marketing B2C Strategy 265

Kellblog

JULY 24, 2021

I sometimes get asked about how to structure an enterprise software marketing organization and the relative roles of product marketing vs. competitive analysis. My first job in marketing, which served as my bridge from a technical to a sales-and-marketing career, was as a competitive analyst.

Product Marketing 137

Product Marketing Marketing Sales Hiring Payment Services 137

Totango

JULY 11, 2023

G2 recognizes Totango as a leader in customer success G2 , the software industry’s largest and most trusted marketplace, unveiled their 2023 summer report, and there are cheers all-around, as Totango was honored with 15 leader badges, including “Most Implementable” in the Enterprise Implementation Index for Customer Success software!

Customer Success 82

Customer Success Scale Innovation Forecasting 82

User Pilot

SEPTEMBER 18, 2023

The Product Marketing vs Growth Marketing discussion isn't just about specific tasks and to-do lists, but about how they cultivate product growth to achieve business objectives. Using high-quality user feedback , customer research, and product analytics to improve the customer experience and drive product adoption.

Growth Marketing 52

Growth Marketing Product Marketing Marketing Customer Lifetime Value 52

ChurnZero

NOVEMBER 4, 2022

With sweeping layoffs, forecast misses, and budget cuts in the news, there’s one question running through the mind of every Customer Success leader right now: What can I do to prepare my department for the impacts of the economic downturn? Customers will respect and trust you infinitely more when you’re upfront with them.

Customer Success 98

Customer Success Scale SaaS Finance 98

User Pilot

MAY 17, 2021

Are you tracking the right Product Marketing KPIs? With so many product growth insights available to every product marketer, it’s sometimes hard to understand which metrics are relevant and which you should be tracking to measure the success of your product marketing.

Product Marketing 94

Product Marketing Metrics Customer Lifetime Value Marketing 94

CustomerSuccessBox

NOVEMBER 2, 2021

A seamless handoff from sales to customer success to implementation is necessary to deliver the promised early value. This is crucial to make your customer’s experience easier. CS professionals must have felt the grunt of a bad transition from Sales to Customer Success. Customer Retention.

Customer Success 52

Customer Success Technical Advisors Sales Technical Review 52

User Pilot

JANUARY 31, 2023

Have you ever used Customer Success Qualified Lead (CSQL) to drive product growth and increase your revenue? In this article, we’ll go over what a know what customer-qualified lead is, why it’s important to track them and how can this help increase revenue. What is Customer Success Qualified Lead (CSQL)?

Customer Success 86

Customer Success Revenue Software Review Strategy 86

ChurnZero

OCTOBER 5, 2021

No worries if you weren’t able to attend (or even if you did and are looking for a recap), we have pulled together our top ten Customer Success takeaways from SaaStr Annual 2021 that we wanted to share with you here. Are your compensation plans setting your business up for longer-term success or subscription contraction? .

Customer Success 95

Customer Success Scale Customer Lifetime Value Compensation 95

Sales Hacker

NOVEMBER 17, 2023

Three overarching learnings from incredible sales leaders who have lived through the ups and downs of growing sales teams at some of the fastest growing SaaS companies is exactly what we’ll dive into today – so you can get the learnings and insight without being in the driver’s seat. This week’s newsletter is sponsored by Flex.

Sales Hiring 105

Sales Hiring Scale Headcount Sales 105

SaaStr

JUNE 26, 2023

Director, Startups @ Zendesk Isabelle Guis, CEO North America & Global CMO @ Brevo Guy Marion, CMO @ Chargebee Erin Gunaratna, VP of Product Marketing @ Chargebee Trinity Nguyen, VP of Marketing @ UserGems Mark Kosoglow, CRO @ Catalyst Andrew Davies, CMO @ Paddle Jessica Hutchinson, VP of Product Marketing @ Paddle And so much more to come!!

Enterprise 282

Enterprise Customer Success Product Marketing Startup 282

ChurnZero

MAY 20, 2021

When you build a Customer Success organization from the ground up, it’s easy to get caught in the trap of doing the wrong things well. To figure out where you should begin on your growth and scaling journey, it’s helpful to first orient yourself with where you stand using a Customer Success maturity model. Build Phase.

Customer Success 90

Customer Success Payments Payment Services Scale 90

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

Sales Recruiting 177

Sales Recruiting Sales Hiring Scale Sales 177

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales.

Scale 90

Scale Enterprise Sales Hiring Outsourced Development 90

SaaStr

AUGUST 12, 2023

If you aren’t, you probably don’t have true product-market fit. Add in a killer sales VP, a great VP of Demand Gen, an experienced VP of Customer Success … and then … magic happens. You may be close, but not there yet. if you do hit that level of organic growth, it’s time to Go Bigger.

SaaS 216

SaaS Product Marketing Customer Success Marketing 216

ChurnZero

MARCH 3, 2021

Did you know that 92% of SaaS companies fail within 3 years due to poor product-market fit, lack of cash flow, and/or overall mismanagement? Here’s our recap of the top three takeaways for Customer Success professionals. . Top 3 Customer Success Takeaways from SaaStock Remote 2021.

Customer Success 80

Customer Success Technical Review Scale Churn 80

SaaStr

FEBRUARY 16, 2022

One of the primary problems that Asthana found — both in his own journey, and the journeys of other founders — was that companies presumed that a product-market fit would take the form of a singular event. Leading the way in an evolving market. Verify product-user fit. Prioritize customer success.

Underperforming Technical Team 247

Underperforming Technical Team Company Culture Customer Success Product Marketing 247

ChurnZero

JUNE 7, 2019

It’s time for another installment of our blog series where we spotlight a Customer Success professional and get their take on the industry as well as get to hear some of their top tips they’d like to share. Jason is an Associate Partner at Customer Imperative , responsible for overseeing the strategic consulting business.

Customer Success 73

Customer Success Scale Consulting B2B 73

SaaStr

MARCH 1, 2024

In SaaS, once you have even a few million in ARR, the #1 challenge is recruiting top-tier VPs and building a truly top-tier management team: SaaS products mostly don’t sell themselves. You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales. You will need a VP of Product to scale your roadmap.

Scale 255

Scale Part-Time VPE CTO Hire Fractional VPE 255

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 235

Scale Sales Hiring Scaling Revenue 235

SaaStr

JUNE 7, 2023

Blosser comments, “The big thing I want to share with everyone is just stick with it if you feel like you have product-market fit. Because when we looked at our data, we saw that we had much more success sub 5,000 employees,” Blosser says. WorkRamp invested a lot in its customer success team, contributing to the gross margin.

Scale 209

Scale Scaling SMB Marketing 209

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. But to develop a GTM strategy, you must have Product Market Fit. Founders are still leading sales and are very good at it.

Scale 241

Scale Sales Hiring Scaling Outsourced Development 241

ChurnZero

SEPTEMBER 8, 2020

Since you might not have gotten the chance to carve out two full days from your schedule to listen in on the sessions, here’s our recap of the top ten Customer Success takeaways from the event. . . To build a great product you first need to identify who your target customer is and what their pain points are.

Customer Success 90

Customer Success Customer Lifetime Value Churn Retention 90

SaaStr

SEPTEMBER 23, 2021

A "VP of Product Marketing" rarely knows anything about demand gen, ABM, etc. A "VP of Revenue" often knows nothing about inside sales or building a sales team. A "CRO" often doesn't want to do sales anymore. Product Marketers know how to explain how a product fits.

Sales Hiring 284

Sales Hiring Sales Recruiting Growth Hacking Product Marketing 284

OpenView Labs

AUGUST 3, 2020

Editor’s note: This article is part four of a four-part series that covers the most crucial product marketing activities for an early-stage startup. As a new sales team starts going through training, we often hear them ask, “Where are our leads?!” And all heads typically turn toward a marketing leader or marketing team.

Product Marketing 71

Product Marketing Startup Scale Marketing 71

CustomerSuccessBox

APRIL 19, 2022

One of the key drivers for growth in the B2B SaaS industry is the customer success based business models. So, as an enterprise, you’d require an ‘ Enterprise Customer Success Management ‘ system in place! 6 Logical Factors involved in Enterprise Customer Success Management.

Customer Success 52

Customer Success Enterprise Management User Experience 52

SaaStr

NOVEMBER 8, 2023

This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc. His executive team today is: A Chief Customer Officer who was CSM at Gainsight seven years ago. Your average sales quota is $1M.

Scale 245

Scale Sales Hiring SaaS Scaling 245

SaaStr

AUGUST 19, 2023

Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!! Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!! Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!!

VP of Engineering 221

VP of Engineering AWS AI Engineering 221

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? The go-to-Market team has a Builder VP of Sales.

Scale 311

Scale Scaling Technical Review Systems Review 311

Tom Tunguz

AUGUST 11, 2014

When I started in the venture business and met software companies, I never heard the words customer success during pitches or throughout diligence or in board meetings. A few years later, customer success has become equal in importance to sales and marketing and engineering and product within SaaS companies.

Customer Success 100

Customer Success SaaS Payments Payment Services Development Team Review 100

OpenView Labs

SEPTEMBER 8, 2021

That’s why top usage-based SaaS companies instill a customer success mindset across every team. The entire company needs to be set up to do what’s in the best interest of making sure customers are seeing value. Here’s what that means for Product, Marketing, Sales, Customer Success, Pricing, and Finance.

Pricing 64

Pricing Customer Success Scale Compensation 64

SaaStr

JULY 30, 2021

Kurt Muehmel, Chief Customer Officer @ Dataiku. Jag Jill, Regional Lead, Customer Success – US East, Canada & Latin America @ Dataiku. Prajakta Kemkar Director of Product Management @ Routable. Andres Botero, Chief Marketing Officer @ BlackLine (NASDAQ: BL). Maryana, Kessel VP of Sales @ DataGrail.

Social Media 263

Social Media Finance Product Marketing Customer Success 263

SaaStr

FEBRUARY 7, 2023

with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them. If you’re already a ticket holder for SaaStr APAC, there are two ways to participate in Braindates.

VP of Engineering 248

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 248

SaaStr

SEPTEMBER 18, 2023

If you haven’t read it yet, head on over to Part 1 of Ask Me Anything with SaaStr founder and CEO Jason Lemkin to learn about sales in SaaS, how to create great SDRs and AEs, developing an impactful content strategy, and potential SaaS trends for the next 12-18 months. Don’t look for magic bullets that aren’t there.

Sales Hiring 239

Sales Hiring SaaS Banking AI 239

SaaStr

DECEMBER 27, 2023

When considering product market fit and seeing value back when Docebo got traction in 2012, they gave away a ton of value with ridiculously low ARR. When a new sales leader comes in, they usually say the data is messed up, difficult to comprehend, and unclear about where leads are coming from.

Sales Hiring 206

Sales Hiring Scale SMB Outsourced Development 206

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Support sales early.

Sales Hiring 237

Sales Hiring Payment Services SaaS Payments Scale 237