The Angel VC

OCTOBER 3, 2017

but "What will your CACs be if you invest $10-20 million in sales & marketing?". It’s much harder to predict future CACs at bigger scale. When you’re raising a Series B or later round, you’ve achieved Product/Market Fit (which is hard to define, see me attempt here ) and you’ve got what Jason M.

Scale 233

Scale Scaling Sales Hiring Acquisition 233

OpenView Labs

FEBRUARY 6, 2020

Editor’s Note: This article is part three of a four-part series that covers the most crucial product marketing activities for an early-stage startup. Ok, we tested the product out with a few potential customers. Let’s start hiring a whole sales team!”. Welcome to Part Three, focused on scaling sales.

Scale 52

Scale Product Marketing Sales Hiring Scaling 52

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. What does this mean for product design and product management? the night before it was to IPO).

Product Marketing 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

Casey Accidental

APRIL 13, 2021

As a product leader with a background in growth, it’s surprising how much what I actually end up working on is product/market fit. Product people should only be focused on growth i.e. connecting people to the value of a product once they’ve confirmed the product is delivering value.

Product Marketing 145

Product Marketing Marketing Scale Retention 145

SaaStr

MAY 17, 2024

Of course, that’s not true, and it definitely won’t help you warm up to your new founder or CEO. Phase One: Notetaker Noam’s real advice is when you first come into a CPO or Product Manager role, you have to be a notetaker. If you’re pre-product market fit, you may want to be at the reigns driving product.

Scale 231

Scale Technical Review Sales Hiring Artificial Intelligence 231

SaaStr

JULY 9, 2019

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Now, unfortunately there are a lot of constraints in Africa, major constraints when you’re talking about setting up and scaling a startup. Well, you have to build a direct sales force. FULL TRANSCRIPT BELOW.

Scale 160

Scale Sales Recruiting Scaling SaaS Payments 160

Totango

NOVEMBER 5, 2021

TC : I’ve also coordinated with Marketing, specifically Campaign Marketing and Product Marketing. Due to the collaboration, our messaging is aligned, the look and feel is consistent and on-brand, and we ensure we are focusing on key product features. TC : Yes, definitely.

Scale 111

Scale Engagement Scaling Strategy 111

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Want to see more content like this?

Scale 217

Scale Underperforming Technical Team Sales Hiring Software Review 217

SaaStr

FEBRUARY 2, 2024

Typically on SaaStr.com, we try to focus our content on mistakes to avoid, lessons learned and how to scale faster, but for the CEO Summit, Jason addressed the audience with what’s most top of mind for him at the start of 2024. Jason warns not to hire this persona if what you need in 2024 are high-output, productive employees. #2

Sales Recruiting 283

Sales Recruiting Trends Sales Hiring Software Review 283

OpenView Labs

JUNE 3, 2021

If you aren’t clear on what product marketing is, how it’s different from product management, and what the responsibilities of a product marketer are, you’re not alone. Specifically, I’m talking about product management and product marketing. This isn’t the case.

Product Marketing 93

Product Marketing Sales Hiring Startup Scale 93

Totango

NOVEMBER 5, 2021

TC : I’ve also coordinated with Marketing, specifically Campaign Marketing and Product Marketing. Due to the collaboration, our messaging is aligned, the look and feel is consistent and on-brand, and we ensure we are focusing on key product features. TC : Yes, definitely.

Scale 85

Scale Engagement Scaling Strategy 85

SaaStr

MARCH 27, 2019

Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn?

Scale 131

Scale VP of Engineering Mobile Scaling 131

OpenView Labs

APRIL 3, 2019

The researchers blame “premature scaling” as the root cause, pointing out that 70% of startups in the study scaled before they were ready and that startup founders substantially underestimate how long it takes to validate their market. It’s no wonder that the startup community obsesses over finding product-market fit.

Product Marketing 63

Product Marketing Pricing Scale Marketing 63

SaaStr

MAY 7, 2019

So how I got started, so I am like a career product manager. I am definitely not a serial entrepreneur. It’s a competitive job market, especially for really great engineers and so the fact that we can offer a really balanced lifestyle I think really does appeal to people. How are you trying to scale it? Alyson F. :

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Scale Scaling Sales Hiring Underperforming Technical Team 114

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. I run platform marketing at Slack. Vicki Lin : Great. Thank you Ceci.

Payments 120

Payments Scale Scaling Revenue 120

Sixteen Ventures

DECEMBER 31, 2019

Whether you have a Software-as-a-Service, subscription or membership business or you sell one-off products or services and simply want to do business with your customer more than once, Customer Success should be your driving purpose. The Definitive Guide to Customer Success 2020. The Definition of Customer Success.

Customer Success 136

Customer Success SaaS Payments Payment Solutions Payment Services 136

Chargify

APRIL 23, 2019

According to a study by the Startup Genome Project of more than 3,200 startups, they found that “70% [of startups] fail because of premature scaling.” Understanding which stage your SaaS business is in can help determine the appropriate time to scale to the next phase—and do so successfully. Finding channel/market fit.

Scale 74

Scale SaaS Payments Scaling Payment Services 74

Totango

NOVEMBER 5, 2021

TC : I’ve also coordinated with Marketing, specifically Campaign Marketing and Product Marketing. Due to the collaboration, our messaging is aligned, the look and feel is consistent and on-brand, and we ensure we are focusing on key product features. TC : Yes, definitely.

Scale 62

Scale Engagement Scaling Strategy 62

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. What we discovered is companies sometimes struggle with scaling so we dived into the reasons for that. Levers of scaling a SaaS company. He is passionate about enabling entrepreneurs to realize their vision.

Scale 52

Scale Scaling Sales Recruiting SaaS 52

SaaSX

NOVEMBER 14, 2021

Some founders are able to launch a product and get a bit of early traction without sales or marketing. The first is if there is incredible product-market fit and some virality or network effect built into the product itself. Fundamentals of Building a Successful Sales-Led Machine.

Scale 52

Scale Marketing Sales Recruiting Benchmarks 52

SaaStr

AUGUST 20, 2019

In this session, Anna and Sameer will highlight SendGrid’s journey from growth stage through acquisition and why focusing on people and culture is mission critical to success as a company goes through the scaling process. We definitely have a saying at SendGrid, “It’s we, not I.” Join us at SaaStr Annual 2020.

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Scale Acquisition Scaling Sales Hiring 132

OPEXEngine

NOVEMBER 23, 2021

What 14 startup investors & advisors taught us about chasing (and finding) product-market fit. It’s been a long-held notion in startup circles that lack of product-market fit will doom even the scrappiest of founders to fail. The problem with defining product-market fit. It makes sense intuitively.

Product Marketing 52

Product Marketing Marketing VP of Engineering Scale 52

OPEXEngine

NOVEMBER 23, 2021

What 14 startup investors & advisors taught us about chasing (and finding) product-market fit. It’s been a long-held notion in startup circles that lack of product-market fit will doom even the scrappiest of founders to fail. The problem with defining product-market fit. It makes sense intuitively.

Product Marketing 52

Product Marketing Marketing VP of Engineering Scale 52

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

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Obviously little later stage market is much more well known. Dev Ittycheria : Thank you.

Sales Recruiting 246

Sales Recruiting Sales Hiring Scale VP of Engineering 246

SaaStr

APRIL 16, 2023

And we ended the day with an incredible combo of the hottest app at that time (and one of the hottest ever), Slack, who likely was around $30m ARR or so … and hadn’t yet added a sales team! It’s about scale and revenue. At a high level, why are things scaling faster than ever from your perspective?

Scale 341

Scale Sales Hiring PayPal Development Team Review 341

FastSpring

MARCH 3, 2023

You’re Running into Issues Localizing Payments “If your strategy for growth includes selling your product in more than, let’s say, two to three currencies or local payment methods, then scaling with a Stripe-type setup can be too slow,” Fred explained. And this leads to our third point.

Merchant Services 148

Merchant Services Payment Services Outsourcing Services SaaS Payments 148

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?

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Scale Enterprise Marketing Sales 98

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? Like how did it impact how you think about operating and leading today?

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Sales Hiring Scale Leadership Technical Review 194

SaaStr

FEBRUARY 4, 2022

I don’t pretend to have all the answers on how to run the perfect board meeting, but I’ve definitely participated in some truly amazing–and truly painful–ones, so I hope some of what I’ve learned will be useful to founders. These deep-dive topics can be functional in nature, such as delving into the product roadmap or the sales hiring plan.

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Sales Hiring Scale Leadership Startup 239

SaaStr

SEPTEMBER 19, 2019

We are a platform that allows local businesses to communicate with anybody, whether it’s a lead, a customer, an employee of their business, or even another business. Now the first, the only thing when we were going from zero to one, this is in 2014, the only thing we cared about was product market fit. So, that was huge.

Scale 114

Scale Sales Hiring Software Review Scaling 114

OpenView Labs

DECEMBER 10, 2019

Editor’s Note: This article is Part Two of a four-part series that covers the most crucial product marketing activities for an early-stage startup. Our product is ready! This post is part of a series that covers the core Product Marketing work needed in the four critical phases of an early-stage startup.

Acquisition 53

Acquisition Product Marketing Scale Marketing 53

SaaStr

FEBRUARY 21, 2020

* What does David believe is the crucial step missing in B2B when it comes to finding product market fit? How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? How does one know when is the right time to hire your first sales reps?

Scale 190

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 190

Andreessen Horowitz

APRIL 9, 2024

In this conversation, a16z Growth general partner Sarah Wang speaks with Crossbeam CEO Bob Moore about his new book, Ecosystem-Led Growth: A Blueprint for Sales and Marketing Success Using the Power of Partnerships. Or, “are my sales reps selling into the same companies as your sales reps?”

Scale 120

Scale Technical Review AI Sales Hiring 120

Intercom, Inc.

NOVEMBER 3, 2022

Scaling a support team is challenging enough as it is. Despite having started her career in banking and finance, when Natasha moved to Bulb, a renewable energy supply company based in the UK, she encountered the challenges of scaling a support team firsthand. The complexities of scaling a support team. Natasha: It really is.

Scale 206

Scale Outsourcing Services Software Sales Hiring 206

Intercom, Inc.

NOVEMBER 7, 2019

As Head of Sales for Spendesk, Nico was initially inspired by the vision of founder Rodolphe Ardant who had spotted a gap for ‘spend management’ in the B2B market based on personal banking trends. If people aren’t looking for your solution, you have to educate them about the problem your product solves.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162

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 175

Merchant Services Scale Sales Recruiting Sales 175