SaaStr

MARCH 19, 2021

I see this all the time in marketing hires that come out of non-demand gen roles. Sometimes a marketing lead with a corporate marketing or even product marketing background actually signs up for a lead or other commit. A head of sales that doesn’t recruit at least one strong rep in the first 90 days.

Sales Recruiting 304

Sales Recruiting Sales Hiring SMB Engineering 304

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. . #3

Scale 187

Scale Sales Hiring SMB Benchmarks 187

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. In retrospect, if they had an amazing salesperson that could sell a mediocre product, they might have got the wrong signal.

Scale 161

Scale Sales Hiring Scaling Banking 161

SaaStr

FEBRUARY 14, 2023

For SMB-facing companies, over 110% should be your goal. If people love your products, they should stick with you. Incremental sales cost nothing and should have high gross profit margins in the 70-80% range, which is entirely unlike other types of businesses like services that bring in around 40-50%. Around 70% or more.

Metrics 194

Metrics Marketing SaaS SMB 194

Sales Hacker

APRIL 15, 2019

This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Subscribe to the Sales Hacker Podcast.

SMB 58

SMB Enterprise Scale VP of Engineering 58

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Scale 95

Scale Enterprise Marketing Sales 95

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

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

OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. I recently caught up with a founder I talked to last year who didn’t have the time (or desire) to deal with sales and wanted to hire someone to ‘”validate the market” for him. Let me be clear.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

SaaStr

MARCH 20, 2020

As for Rachel, prior to joining Pilot, she saw the hyper-growth of Slack firsthand enjoying a couple of different roles including Head of Growth Marketing and then also Head of Self Service and Platform Marketing. Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences.

SMB 176

SMB Scale Startup Marketplace as a Service 176

Sales Hacker

SEPTEMBER 22, 2023

Focus on customer success. In freemium models, it’s crucial for free users to swiftly recognize the product’s value upon sign-up, and the key to achieving this is by prioritizing customer success.The most important thing is to always ensure that users are getting value out of your product.

Enterprise 87

Enterprise Scale Generative AI SMB 87

Tom Tunguz

OCTOBER 21, 2017

In 2012 ChiefMartec landscape counted 350 vendors selling to sales and marketing. This sea of SaaS startups have reshaped the market. Salesforce for Sales, Workday for HR & Finance, ServiceNow for Operations, Atlassian for Engineering and so on. Trades market size for better product market fit.

SaaS 180

SaaS Venture Capital Finance Machine Learning 180

SaaStr

NOVEMBER 22, 2021

Or depending on the structure of your product, maybe you have another product where there’s even more value and you want to make sure that they go up onto that other product and realize the value there. Usually they have thousands of salespeople, they have thousands of customer success folks.

B2C 269

B2C Scale Consulting Software Review 269

SaaStr

MAY 24, 2019

How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? How does the product and what you invest in proactively need to change as you move into enterprise? I had Jason VandeBoom of ActiveCampaign on the show, and he said SMB first works.

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

Sales Hacker

DECEMBER 29, 2023

Having sat through sales processes before, I can’t tell you the number of times I get “could we book a 15 minute intro call?” It does.” ( Sean Marshall – former Senior Vice President of Sales at Klaviyo). Being transparent with a prospect is somehow diminishing our ability to move a sales cycle forward.

Scale 71

Scale Sales Hiring AI Generative AI 71

SaaStr

JANUARY 7, 2021

In this episode, David Skok , General Partner @ Matrix Partners , uncovers the crucial step missing when it comes to finding product-market fit for B2B companies, how to set-up your sales team for success early on, and what metrics really matter when it comes to a payback period. Romain Lapeyre is CEO of Gorgias.

Scale 227

Scale Sales Hiring Scaling B2B 227

Sales Hacker

MAY 15, 2018

On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen.

Scale 65

Scale Sales Hiring Marketing Sales 65

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? I had to care that you were successful. Help me out here.

Sales Hiring 184

Sales Hiring Scale Leadership Sales Enablement 184

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? How does he think about the mortality rate of SMBs? Does one have to move to enterprise?

Scale 125

Scale SaaS Payments Sales Recruiting Payment Services 125

Tom Tunguz

NOVEMBER 24, 2014

After your SaaS startup has found product market fit, the next evolution of the business is to discover the fundamental unit of SaaS growth. A fundamental unit is the atomic go-to-market team: the minimum number of people in the marketing, sales and support roles to be able to support X customers and generate Y in revenue.

Scale 100

Scale Sales Hiring SaaS SMB 100

User Pilot

AUGUST 6, 2023

Optimizing the omnichannel customer experience increases the odds of each touchpoint leading to a conversion. If even one channel becomes better at driving users towards your sales funnel, you’ll be able to improve your customer acquisition significantly. Source: SMB Compass. Higher retention.

Investment 97

Investment Banking Social Media Customer Lifetime Value 97

SaaStr

OCTOBER 3, 2023

In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales. Because Enterprise sales is a complex, multi-threaded beast — the days of the lone sales rep doing it all are over.

Enterprise 210

Enterprise B2B Scale SMB 210

ChurnZero

APRIL 11, 2024

Every customer success leader I know is being asked to do more with less. Being asked to do more with less has turned the concept of digital customer success from a nice-to-have to a must-have. Being asked to do more with less has turned the concept of digital customer success from a nice-to-have to a must-have.

Customer Success 52

Customer Success SMB Communication B2B 52

OPEXEngine

FEBRUARY 22, 2022

An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Instead, SMM SaaS companies will leverage Inside Sales and Channel Partners coupled with digital marketing to drive down Customer Acquisition Costs.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

Andreessen Horowitz

NOVEMBER 17, 2023

Sales wants more features. Product gets bogged down with one-off requests. 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 acquisition.

Sales Hiring 85

Sales Hiring Scale Sales Underperforming Technical Team 85

SmartKarrot

MAY 10, 2022

Lead, grow, and energize the Customer Success team. Motivate Customer Success Managers to drive engagement and exceed performance goals for each quarter. Define operational metrics for the Customer Success organization. Partner closely with Sales to maximize the flow of qualified expansion opportunities.

Customer Success 3

Customer Success Outsourced Development Systems Review SMB 3

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. What will it look like, if it’s a sales-driven model? Content Marketing.

Sales Hiring 345

Sales Hiring Headcount Scale Engineering 345

SaaStr

MARCH 1, 2019

How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? How does this differ when comparing SMB to enterprise? Should sales commission be paid on renewals?

Scale 112

Scale SMB Sales Recruiting Sales Hiring 112

SaaStr

JUNE 10, 2020

So I’ll talk a little bit about what we did to focus on our customers. Second, product market fit. Product market fit matters more than ever and technology is what’s going to get us out of this, the understanding of data and getting the insights and how fast we move in tech. Meagen, sales.

Travel 171

Travel Marketing Scale Outsourcing Services 171

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. Due to his success, Ryan has been named to Forbes’ List of World’s Most Influential CMOs. Which is a super useful tactic.

Sales Hiring 129

Sales Hiring Sales Recruiting Scale Software Review 129

SaaStr

MARCH 27, 2019

So I went with the Italian guy, and then I learned how to do product management, and I went from company to company really focusing in on product management as a core skill, and then extending that into product marketing, and operations, and then eventually a full blown … the whole kit and caboodle.

Scale 129

Scale VP of Engineering Mobile Scaling 129

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. Four, people in the sale? Kristen Habacht: Well, there’s none in sales.

Merchant Services 169

Merchant Services Scale Sales Recruiting Sales 169

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How can founders know when is the right time to make the move from SMB to enterprise? How does the move to enterprise fundamentally impact the sales team?

Scale 155

Scale Enterprise Scaling Sales Hiring 155

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. How do the best onboard their sales reps?

Part-Time VPE 188

Part-Time VPE Scale Sales Recruiting Sales Hiring 188

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. It’s official.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

SaaStr

NOVEMBER 22, 2019

As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. Travis Bryant: Yeah, well I ended up in the, what then was called the corporate sales organization.

Underperforming Technical Team 155

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 155

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. market cap that has executed on a multi-product strategy to become a true platform with almost 170,000 customers.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52