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

SaaStr

DECEMBER 1, 2023

We’re still learning what world we’re in — some people interview over Zoom, some are focused on how to build teams in the current age, and many are dealing with a weird overhang from the SaaS explosion of 2021, quiet quitting, layoffs, and team turnover. The last thing a VP of Sales wants to do is start without a team.

Sales Hiring 148

Sales Hiring Sales Recruiting Sales Interviewing 148

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

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

Sales Hacker

APRIL 1, 2021

A made-up role so companies can hire more people to tell sales how best to do their job.” — Jason Henson , Manager, SMB Sales Development at Lytx, Inc. . In bad times, the shield is wielded in exec / BOD meetings to obfuscate real data. A neutral team.” — Adithya Krishnaswamy , Head of Growth at Everstage.

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

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

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. Companies have a lot of reasons like a history of bad customers, bad sales, etc.

Software Review 95

Software Review Compensation Payment Features Underperforming Technical Team 95

SaaStr

MARCH 20, 2020

Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. How does Rachel see marketing move ever close to the function of customer success today? What is the optimal way for customer success and marketing to work together? *

SMB 179

SMB Scale Startup Marketplace as a Service 179

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

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 153

Underperforming Technical Team Sales Hiring compliance SMB 153

SaaStr

JANUARY 28, 2020

Anthony : I’ll add more too and this sounds like a sponsored answer, but customer success becomes even more important as we sort of think about where growth is coming from. Obviously, marketing and investments are expensive and we know the cost to keep a customer is obviously a lot less. Aaron : No. Aaron : He wanted it.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

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

When should one look to hire their first customer success reps? Here’s what Eyal and Megan talk about: How to develop software faster. But I think what it boils down to is also how newer technology is being developed and the ability for it to inter-operate with other platforms. What should they look for in those reps?

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

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

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 196

Sales Hiring Scale Leadership Sales Enablement 196

Sales Hacker

SEPTEMBER 30, 2019

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. Vikas builds teams that follow this ethos. Sam’s Corner (43:33).

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

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

JULY 12, 2022

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. You have to create a repeatable process if you’re going to scale up the sales team. The Number One Job of a VP Sales is Recruiting a Great Team.

Sales Hiring 258

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 258

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 108

Sales Recruiting SMB Scale Sales Hiring 108

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. the night before it was to IPO). Like, if you don’t know <Yeah.>

Product Marketing 82

Product Marketing Scale Sales Hiring Sales Recruiting 82

Upscope

JANUARY 4, 2021

What's even more interesting is how bots are starting to integrate with on-page onboarding and guidance systems to show the customer how to do something. Intercom developed one of those typical guidance systems you see when you sign up to a new website. You could ask them to book a demo with your sales team and some people prefer that.

Software Review 52

Software Review Systems Review Technical Review Scale 52

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 Dharmesh : …said, “This is a very bad idea. million in 2013 to $115.9 million in 2014.). I said, “Holy crap.

Part-Time VPE 220

Part-Time VPE Technical Cofounder CTO Hire New CTO 220

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. And most of the people, the team was about 30 people, 15 of them had been there for four years or more.

Scale 166

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 166

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. This post describes my recommendations for SaaS board meetings.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

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 198

Part-Time VPE Scale Sales Recruiting Sales Hiring 198

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 197

Payment Methods Merchant Services Scale Payments 197

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 97

Sales Hiring Scale Sales Underperforming Technical Team 97

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. We recently sat down with Maggie to chat about all things sales – from laying down a solid foundation to hiring the right people and, finally, scaling the team into hyper-growth. Look for the team players.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

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 258

Sales Recruiting Sales Hiring Scale Sales 258

Point Nine Land

JUNE 18, 2023

For example, in the screenshot above, you can immediately see that the average churn rate is trending down throughout the customer lifetime because the red is transitioning into orange/yellow. You can also see right away that, for instance, month 5 was an unusually bad month for the April 2020 cohort.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

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. Joyce Johnson.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Kellblog

FEBRUARY 2, 2023

Management teams should prepare themselves for activist investors and adapt their financial profile to keep valuations high. Companies who sell to SMB may see increased amounts of uncontrollable churn as customers cease operations. Expect more of this activity to follow in 2023. Consumption pricing. Bankruptcy. Consolidation.

Software Review 120

Software Review Development Team Review Underperforming Technical Team Scale 120

SaaStr

JUNE 28, 2019

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. Can I not just start at SMB and stay there or can I start with SMB and scale up? What’s good for each segment?

Outsourcing Services 114

Outsourcing Services Scale Sales Hiring SMB 114