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

APRIL 1, 2021

We’ve heard from some of our community members that they feel like Revenue Operations has been severely misunderstood. Watch this video if you: Never want to misunderstand Revenue Operations again. Everybody wants one, but not everybody knows how to set one up.” — Feras Abdel , Senior Director of Revenue Operations at Outreach.

Sales Recruiting 91

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 91

Sales Hacker

JULY 21, 2021

But that doesn’t mean they’re all bad. For Sue Singh , Customer Success and Project Manager at NextBee, strategy makes her want to say: “Nah, I just spent the last few hours wasting my time or twiddling my thumbs.”. A strategy is how a team plans to reach their overarching goals and all of the steps to get there.

Sales Hiring 125

Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

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

Totango

JULY 8, 2021

Firefighting happens when you don’t have visibility into what is going on in your customer portfolio so you are constantly putting out fires, especially around renewal time. We find this solution works best for teams operating in a high- to medium-touch engagement model. How to Build An Early Customer Warning System.

Systems Review 65

Systems Review Underperforming Technical Team Payment Features Churn 65

Sales Hacker

AUGUST 26, 2021

All additional clauses in your plan were probably introduced because of a bad past incident by a rep. The industry ranges are around six to nine months for MM/Enterprise sales and three to five months for SMB sales businesses. Revenue vs. non-revenue goals. The OTE is of very little use if your comp plan is messed up.

Software Review 95

Software Review Compensation Payment Features Underperforming Technical Team 95

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

Sales Hacker

OCTOBER 15, 2018

Nick talks to us all about customer success , how to measure it, how to think about it, what phases are important and relevant to your company when you’re incorporating customer success, and he also gives his point of view on why aliens have not yet visited the planet earth. What You’ll Learn. And on Stitcher.

Customer Success 47

Customer Success Scale Underperforming Technical Team Retention 47

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? So as Lauren sort of alluded to, we started by focusing on SMB’s. Today we’ll be talking about five ways to effectively move up market.

Underperforming Technical Team 150

Underperforming Technical Team Sales Hiring compliance SMB 150

SaaStr

JANUARY 28, 2020

Aaron Ross | CEO @ Predictable Revenue. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Obviously, marketing and investments are expensive and we know the cost to keep a customer is obviously a lot less. Aaron : No.

Sales Hiring 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

ChurnZero

JUNE 11, 2021

Customer health scores give Customer Success teams a deep understanding of a customer’s health and are a leading indicator that there may be an issue with an account or customer. Another example is creating a health score based on tiered implementation: SMB onboarding versus Enterprise onboarding.

Software Review 96

Software Review Systems Review Scale Underperforming Technical Team 96

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Loving our podcast content? * What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”?

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

SaaStr

AUGUST 9, 2019

What ratio of revenue is healthy for professional services to account for? When should one look to hire their first customer success reps? Here’s what Eyal and Megan talk about: How to develop software faster. What sort of terms make them less beneficial for the vendor? * How does Vikas think about professional services?

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. It becomes harder for the folks running things to make time to be inside their customers’ minds. Speak the customer’s language. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Andreessen Horowitz

OCTOBER 16, 2023

Bansal shares this and other key milestones and frameworks for company building in conversation with a16z general partner Peter Levine; enterprise deal team partner Satish Talluri (who was a director of product and growth operations there); and Sonal Chokshi. Jyoti: And some of it you can also break into, say, revenue goals.

Product Marketing 81

Product Marketing Scale Sales Hiring Sales Recruiting 81

SaaStr

JULY 12, 2022

Make the revenue recur, I’m interested. If it’s helpful to you, it’s got everything from how to build the sales com plan to how to think about hiring a VP marketing and how to hire a customer success thing. up that is sub one million in recurring revenue? That’s my background. Who has a start?up

Sales Hiring 251

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 251

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. Invest in customer success.

Cloud 100

Cloud Scale AWS Machine Learning 100

Sales Hacker

SEPTEMBER 30, 2019

How to transition between sales engineering to managing revenue. Vikas’ Journey from Sales Engineer to Managing a BD Team (22:20). Vikas leads customer sales and customer experience department overseeing sales, BD implementation, customer success and support. It’s a customer experience platform.

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? I’ve heard so many good things from Kobie, now at Upfront, and then also the team at Openview. Andy MacMillan: I started my career in tech actually as a developer. How does one instil volume based pricing without disincentivizing usage? Andy MacMillan: Excellent.

Sales Hiring 190

Sales Hiring Scale Leadership Sales Enablement 190

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. FULL TRANSCRIPT BELOW.

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. FULL TRANSCRIPT BELOW.

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. Why does it suggest misalignment between customer and vendor from Day 1? What does Travis advise founders when it comes to uniting customer facing teams? * Loving our podcast content?

Underperforming Technical Team 158

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 158

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 This is the revenue growth for HubSpot leading up to the IPO. Dharmesh : …said, “This is a very bad idea.

Part-Time VPE 212

Part-Time VPE Technical Cofounder CTO Hire New CTO 212

Chart Mogul

SEPTEMBER 15, 2023

We trust leaders to make decisions on what tools they need to get the most out of their teams. Guide to SaaS Revenue Recognition and Deferred Revenue in SaaS by Ben Murray, The SaaS CFO SaaS revenue recognition is an ongoing priority for SaaS accounting teams.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. Why does Kate not believe that in startups you can “do it all”? Harry Stebbings: Can I ask?

Scale 165

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 165

SaaStr

AUGUST 15, 2020

So I’m Nick Mehta, CEO of Gainsight and you probably have heard of Gainsight in the world of customer success and really excited to have two different voices in the world of how companies think about their customers. Nick Mehta: Power of the developer, or the API economy, both of you play very much in both those trends.

Payment Methods 190

Payment Methods Merchant Services Scale Payments 190

Point Nine Land

JUNE 18, 2023

However, even though everyone is now aware of cohort analyses, and every major web, product, or revenue analytics product offers features for cohort analysis, it still requires time to fully comprehend everything you need to know about cohort analyses and, perhaps more importantly, to utilize them to obtain real, actionable insights.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

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? How does this differ between SMB and enterprise? ” So I talk about that in the customer success chapter of Founding Sales as well.

Part-Time VPE 194

Part-Time VPE Scale Sales Recruiting Sales Hiring 194

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. Now, Maggie is the Director of Sales at Webflow , a web design tool that helps users design and build responsive, custom websites with no code whatsoever. Look for the team players.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Hang Black.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

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 The problem is the sales team. The sales team don’t know how to sell the product. acquisition.

Sales Hiring 92

Sales Hiring Scale Sales Underperforming Technical Team 92

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. It’s an SMB SaaS company in the healthcare technology vertical. Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. FULL TRANSCRIPT BELOW.

Sales Recruiting 254

Sales Recruiting Sales Hiring Scale Sales 254

SaaStr

JUNE 28, 2019

What can founders do to optimize revenue per lead? Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? When does SMB pricing turn into enterprise and mid level pricing and so much more. What are the biggest mistakes founders make in this scenario? How do I increase them?

Outsourcing Services 114

Outsourcing Services Scale Sales Hiring SMB 114

Intercom, Inc.

AUGUST 29, 2019

It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. How quickly you’re able to accelerate growth depends on your ability to build a nimble sales org and develop a strong sales strategy. These lay the foundation that enables your team to run as efficiently as possible.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

FastSpring

JANUARY 27, 2022

This score then determines how we’ll manage the relationship through onboarding and customer success, including whether they need further education on the benefits of marketing attribution or more advanced advice on how else our product can bring operational and strategic improvements across their business.”. Learn more here.

Merchant Services 110

Merchant Services Payment Services SaaS Payments Payment Solutions 110

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right?

Merchant Services 173

Merchant Services Scale Sales Recruiting Sales 173

Sales Hacker

SEPTEMBER 14, 2021

Who sales development should report to (spoiler: it’s marketing). Who should sales development report to? [15:20]. We talk about the history of marketing, who sales development should report to, all of it. Everything is backed up by data pulled from Outreach processes and customer base. powered by Sounder.

Sales Recruiting 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79