SaaStr

NOVEMBER 9, 2019

Being a founder is easy. You just start something. Grab a smart friend, hop on over to WeWork, hit 99 Designs for the logo, and you’re off to the races. Being a CEO is tough. You have to convince people to join you. To drag the troops up the hill. To invest in you when there’s no logical reason to. To do the impossible. You probably haven’t done it before.

Sales Hiring 276

Sales Hiring Sales Recruiting AWS Churn 276

Tom Tunguz

NOVEMBER 9, 2019

The most frequent mishire in startups is the first head of marketing. Many different disciplines fall under marketing’s purview. The question facing founders recruiting marketers is: which is the most important to prioritize? Marketing expertise falls into three segments: product marketing, demand generation, and brand marketing. Each of these kinds of marketers have critical skills for a startup.

Scale 205

Scale Startup Sales Recruiting Sales Hiring 205

SaaStr

NOVEMBER 9, 2019

They are very, very different. If I had to boil down how to filter potential sales professionals based on just 1 controlling criterion, it would be deal size. Enterprise sales: Reps often hunt many of their own deals. Reps often get 1–10 leads per month. Reps have to build relationships with many stakeholders in an organization. Reps have to get out in the field (generally) and met prospects in person in their offices.

Sales Hiring 152

Sales Hiring Enterprise Sales SMB 152

TriTuns

NOVEMBER 9, 2019

Confident Customer Success Managers. When we ask clients what they most want to have as an outcome from Customer Success (CS) training , they often indicate that they wish their Customer Success Managers (CSMs) will become more confident when working with customers. They want customer success staff to be more proactive, deliver a great experience, and make sure the client achieves their goals.

Development 45

Development Customer Success Consulting Software 45

Speaker: Timothy Chan, PhD., Head of Data Science

Are you ready to move beyond the basics and take a deep dive into the cutting-edge techniques that are reshaping the landscape of experimentation? 🌐 From Sequential Testing to Multi-Armed Bandits, Switchback Experiments to Stratified Sampling, Timothy Chan, Data Science Lead, is here to unravel the mysteries of these powerful methodologies that are revolutionizing how we approach testing.

Innovation

SaaStr

NOVEMBER 9, 2019

Churn much past 3% a month IMHO is not really recurring revenue anymore. Once your customers don’t even last a full year on average, they still are customers no doubt — but they don’t recur. Not really. Not for a second year. A lot of tools that sell to individuals and very small businesses do see churn around 7% a month though. An individual merchant might try, say an SMS tool, see that it doesn’t work for her, and cancel the following week.

Scale 114

Scale Churn SMB Scaling 114

Kellblog

NOVEMBER 9, 2019

When I lived in France for five years I was often asked to compare it to Silicon Valley in an attempt to explain why — in the land of Descartes, Fourier, and Laplace, in a country where the nation’s top university (École Polytechnique) is a military engineering school that wraps together MIT and West Point, in a place that naturally reveres engineers and scientists, why was there not a stronger tech startup ecosystem?

Management 77

Management Underperforming Technical Team Scale Startup 77