Sales Enablement, SaaS and Growth

MARCH 23, 2020

Companies which don’t use mental models risk unleashing mayhem with poor choices or becoming bloated and bureaucratic by reducing the volume and speed at which decisions are made - both scenarios are undesirable and will impact growth. OKRs are a useful mental model - they make it crystal clear what people and teams should be striving for.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

SaaStr

JULY 25, 2021

I mean, and I may at the risk of stating at times of blinding lava, they’re very … They’re really care a lot about what is the market opportunity you’re going after, right? You can have the great product and a great team, but the market of small or very niche. Jyoti Bansal: Yeah.

Sales Recruiting 249

Sales Recruiting Sales Hiring Scale VP of Engineering 249

Casey Accidental

MARCH 29, 2022

What is not sexy can differ by company, but usually the sexy things are new products and few features. Non-sexy things include general user experience improvements, performance, developer velocity, infrastructure, technical debt, and, fortunately less than it used to be, growth. That is not the target for product/market fit.

Investment 139

Investment Underperforming Technical Team User Experience Scale 139

OpenView Labs

MAY 19, 2021

After college, Ashley joined Twilio and played a key role in helping the company reach, engage, and convert its developer audience. She’s an expert on what works and what doesn’t when it comes to building successful relationships with developer audiences, software marketing teams, and technical CEOs.

Underperforming Technical Team 52

Underperforming Technical Team Development Technical Review Marketing 52

User Pilot

APRIL 30, 2024

Wondering what a marketing growth strategy is? From this article, you will find out how to develop a strong growth marketing strategy and learn growth marketing tactics for different customer journey stages. Market penetration is about increasing existing market share with existing products.

Underperforming Technical Team 91

Underperforming Technical Team Strategy Marketing Customer Lifetime Value 91

Intercom, Inc.

NOVEMBER 3, 2022

Scaling a support team is challenging enough as it is. Maybe you’ve just extended support hours and it’s becoming harder to plan shifts for different time zones; maybe you’re spending hours figuring out schedules for the week ahead; maybe the inflow prediction was a bit off and now your team is under or overstaffed.

Scale 206

Scale Outsourcing Services Software Sales Hiring 206

Casey Accidental

JANUARY 2, 2018

I receive a lot of questions about growth teams. Is this marketing being re-branded? Who does this team report to? When do I start a growth team for my business? The purpose of growth is to scale the usage of a product that has product-market fit. Above is the traditional marketing.

Underperforming Technical Team 111

Underperforming Technical Team Scale Retention Engineering 111

User Pilot

JANUARY 8, 2021

Before we get into what is considered a good NPS score, we have some good news and some bad news. What Is Considered Good NPS Score, and What Is a Bad NPS Score? Net Promoter Score is the result of a one-question survey asking the users how likely they’d be to recommend your product on a scale from 1 to 10. Table of Contents.

Underperforming Technical Team 69

Underperforming Technical Team Benchmarks Onboarding SaaS 69

OPEXEngine

AUGUST 31, 2021

And while the concept has been around for years, for most of that time, tech debt was primarily the concern of product and engineering teams. They’re also increasingly holding their teams accountable to manage it appropriately. Sometimes they do so intentionally because they feel pressure to get to market faster.

Technical Review 52

Technical Review Underperforming Technical Team Software Review Scale 52

OPEXEngine

AUGUST 31, 2021

And while the concept has been around for years, for most of that time, tech debt was primarily the concern of product and engineering teams. They’re also increasingly holding their teams accountable to manage it appropriately. Sometimes they do so intentionally because they feel pressure to get to market faster.

Technical Review 52

Technical Review Underperforming Technical Team Software Review Scale 52

Intercom, Inc.

JULY 28, 2022

Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom. In today’s episode, we sat down with Sanj to talk about scaling sales teams, what makes a great salesperson, and strategies to deliver the best outcomes for your customers.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

JUNE 7, 2021

If you don’t have tickets, lock in Early Bird pricing today and bring your team! That’s the definition of being early. When you get that thing where you’re a rational person and you think it will be great and 99 out of 100 people think it’s bad, that’s when you have opportunity. Get tickets here.

Sales Hiring 333

Sales Hiring Underperforming Technical Team SaaS Headcount 333

Casey Accidental

NOVEMBER 13, 2019

Many of the terms we use to define businesses today are features of the business rather than an encompassing definition, like the words SAAS or platform, which makes them not very useful. Note: I am blatantly stealing Brandon Chu’s platform definitions for this. The Weak Transition to Marketplace Arguments.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

Aaron Beashel

OCTOBER 31, 2016

During his time at Salesforce, Alex was fortunate enough to work directly with Salesforce co-founder and CEO Marc Benioff, and together they utilised a framework Benioff himself devised called the V2MOM to align and manage the Service Cloud team. It was game-changing for the company, and for each team that implemented it.

Scale 100

Scale Underperforming Technical Team B2B Marketing 100

Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms.

AI 78

AI Revenue Scale ChatGPT 78

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. So I have marketing time every week and things like that. How does Andy think about discounting?

Sales Hiring 200

Sales Hiring Scale Leadership Sales Enablement 200

Intercom, Inc.

NOVEMBER 7, 2019

Here are five quick takeaways: The founders of Spendesk noticed that, while the B2C space was innovating with peer-to-peer quickpay options, nothing like that existed in the B2B space (which often lags a few years behind the consumer market). Instead, focus on fostering a culture of communication and feedback loops between the team.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162

Casey Accidental

OCTOBER 27, 2020

Platforms can create an immense amount of long-term value for companies, or be a minor component of their product strategy to maintain product/market fit. Bill Gates’s definition of platform has been widely popularized, but it has some problems. The Types of Platforms. To repeat, Bill said: .

Payments 56

Payments Business Model Payment Solutions SaaS Payments 56

OpenView Labs

MARCH 9, 2020

When entrepreneurs start a company, they definitely think about product, customers and product-market fit. They focus on raising money, hiring and finding space for their small but growing team. The more honest you can be, the more you can use this understanding of yourself to develop into an outstanding leader.

Leadership 52

Leadership Underperforming Technical Team Sales Hiring Investment 52

Neil Patel

OCTOBER 24, 2020

Unfortunately, your in-house team doesn’t have the required expertise to push through change. Our team at Neil Patel Digital has compiled the ultimate guide below to help you understand the nuances of working with a consultant for the best results. Spot knowledge gaps and weak points in strategy, and ask for alternatives.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

Intercom, Inc.

JANUARY 12, 2022

If you’re short on time, here are a few quick takeaways: Although data science can’t predict the future, it can definitely help you focus resources, troubleshoot issues, and even unlock new markets. However, we’ve had a great team. Any insight from data analysis will only ever be as good as the data itself.

Data 151

Data Airlines AWS Underperforming Technical Team 151

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

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Prior to Crossbeam Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. How have you altered and developed as a CEO do you think?

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

Sales Hacker

MARCH 22, 2018

Entering new markets (geographically or target-segment). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. lead generation) are obvious, but some are not: 1) Finding a product/market fit. Would the product fit the selected market?

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Outsourced Development Scale 78

SaaStr

JULY 8, 2020

350: Neha Sampat is the Founder and CEO @ Contentstack, a modern content management system bringing business and tech teams together to deliver personalised, omnichannel experiences. What are the counter-intuitive strategies Neha has found work when it comes to motivating remote teams? * That eventually led me to building products.

Scale 207

Scale Technical Review Technical Advisors Sales Hiring 207

FastSpring

APRIL 13, 2023

When Justin and his initial team started looking for a way to capitalize on VR/AR technology, they focused their attention on the “made-to-order” industrial market. But they quickly realized the market was too small and that there was a bigger opportunity elsewhere — in wider B2B and B2C commerce.

Payment Methods 124

Payment Methods Marketing Payments SaaS Payments 124

Intercom, Inc.

OCTOBER 1, 2020

Balance is a key element to navigating a roadmap – between customer-facing and internal, creativity and productivity, between different functions. Getting this right allows your teams to work in lockstep together. Des: Welcome to the 12th episode of Intercom on Product. Paul: Hey Des, glad to be here.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

OCTOBER 1, 2020

Balance is a key element to navigating a roadmap – between customer-facing and internal, creativity and productivity, between different functions. Getting this right allows your teams to work in lockstep together. Des: Welcome to the 12th episode of Intercom on Product. Paul: Hey Des, glad to be here.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

OpenView Labs

SEPTEMBER 22, 2021

But no matter how thick a skin you develop, it’s never fun to be told ‘no,’ especially after you’ve spent significant time with an investor exploring a potential deal. To make matters worse, the customers revealed that instead of paying for a seat for each team member, they bought one login and shared it amongst 10 people.

Technical Review 73

Technical Review Scale Development Team Review Software Review 73

SaaStr

JULY 1, 2021

The second is pulling more around values, and how we approached team building. Even as a three person team, we went through an exercise to figure out what do we stand for, as a team? Sam : This is not my insight, but someone else says… I really do believe it, that the team you build is the company you build.

VP of Engineering 264

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 264

User Pilot

MAY 14, 2021

They make a good impression on your customer, and the insights gathered, if filed correctly, can be useful for your product and marketing teams. Let’s start with some definitions. If you’re a new product marketer , it might be tempting to try to include every question under the sun in your onboarding survey.

Onboarding 52

Onboarding SaaS Payments SaaS Underperforming Technical Team 52

Sales Hacker

AUGUST 23, 2018

More often than not, businesses struggle to make their profits soar because they waste time going after the wrong product/market. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Ask them: How badly do they need a product like yours.

B2B 55

B2B Development Team Review Underperforming Technical Team Technical Review 55

SaaStr

JUNE 14, 2019

Finally pre-Salesforce, Dave was CEO @ MarkLogic where he grew the team from 40 to 240 and revenues from $0 to an $80m revenue run rate. Does Dave agree that if the money is on the table founding teams should take it? What are the clear differences between a good book and a bad book? Who is involved? How long does it take?

Sales Hiring 142

Sales Hiring Payment Services SaaS Payments Underperforming Technical Team 142

Chargify

APRIL 23, 2019

You’ll also hear this stage called validation or the product/market fit stage. As those names indicate, in this phase a SaaS company’s focus should be on finding product/market fit. Finding channel/market fit. You may be less familiar with the concept of channel/market fit than product/market fit.

Scale 74

Scale SaaS Payments Scaling Payment Services 74

OpenView Labs

JUNE 23, 2021

A founder , by definition, is a practitioner. The first step to breaking a bad habit is to understand why it needs to be broken. As Snowflake CEO Frank Slootman says , “Trust your team, it is the only thing that scales.” It may be painful and counterintuitive, but it’ll break the bad habits you and those around you have formed.

Part-Time VPE 71

Part-Time VPE Scale Underperforming Technical Team Outsourced Development 71

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 180

SMB Scale Startup Marketplace as a Service 180

Andreessen Horowitz

NOVEMBER 14, 2023

When I first started in 2006, everything was really bad. You have to spend a reasonable amount of time, sometimes years, developing. I mean, it kind of still is an MVP, I prefer minimum delightful product, but that minimum is just way higher than in a new market. Seema: I love the minimum delightful product.

Sales Hiring 94

Sales Hiring Banking Scale Pricing 94