Reverse Engineer Pipeline to Hit Your Goals


Reverse Engineer Pipeline to Hit Your Goals. Enter: reverse engineering pipeline. From here, based on our pipeline needs, we can reverse engineer how much activity is required to hit goal.

Building a $100M ARR Sales Team the Second Time Around with WP Engine (Video + Transcript)


I’m the SVP of sales for WP Engine. Then fast forward to WP Engine. I’ve been with WP Engine for the last five-and-a-half years. One of the things that I do at WP Engine I’ve always done is I overembellish that.

The Critical Building Blocks of an Enterprise Sales Engine


In the mid-market and SMB worlds, we can create an activity focused and pipeline coverage oriented ‘reverse engineering’ approach to figure out where we are going to land. Many of you will at some point be faced with a board or executive team who want to get a slice of the juicy enterprise market after experiencing success in the mid-market. This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint.

How to prepare for engineering interview assignments

Inside Intercom

Interview assignments have become a common component of the hiring process for engineering roles. If you’re interviewing for a job at Intercom, we aim to develop a holistic understanding of the way you think about building product and approach engineering problems. Engineering

Engineering Your Own “Luck”: The 3 Key Rules of Building Globally Distributed Teams with Eventbrite (Video + Transcript)


Come and hear about the typical pitfalls (and how to avoid them) from Pat Poels, an executive with over seven years under his belt leading Eventbrite’s now 300+ strong engineering team that sits across North America, South America, and Europe. And, how does he close engineers?

Customer Success: Your Next Growth Engine

Groove HQ

The post Customer Success: Your Next Growth Engine appeared first on Groove Blog. How customer success can help you retain and acquire customers Lately, I’ve been thinking about the recent times I’ve reached out to any kind of company for support.

Adding Engineering Metrics to the Redpoint SaaS Metrics Template

Tom Tunguz

When I shared the Redpoint SaaS Metrics Template, I wrote about the difficulty I had identifying key engineering metrics. I think these three metrics provide a sense of engineering efforts for boards and executives to discuss. I wish there a way to get a sense of engineering cadence or productivity (similar to AE quota attainment), but that remains elusive.

The key to having impact as an engineer? Empathy

Inside Intercom

As product engineers, we like to build things, we like to solve problems, and we also want to have impact, right? From an engineer’s point of view, my work was done, right? Empathy engineering. How do we have maximum impact as engineers?

WePay Engineering and Kubernetes Containerization


The WePay Engineering blog regularly publishes articles about how we use modern technologies to pursue constant improvement in our work. The most recent article focuses on containerization patterns we’ve been experimenting with and using in Google Kubernetes Engine (GKE).

Why your engineering processes need to solve real problems

Inside Intercom

I came to Intercom from a company with a culture of heavyweight engineering processes. From an engineering perspective, it successfully kept you focused on coding. When I started at Intercom, however, I was surprised at how lightweight the weekly engineering processes felt compared to my previous company. The post Why your engineering processes need to solve real problems appeared first on Inside Intercom.

Growth Engineer Job Description Cheatsheet

Sylvia Ng

Putting together a job description for a Growth Engineer? The below tidbits are taken from 30+ job descriptions for Growth Engineers, all from tech companies such as Asana, Airbnb, AdRoll, Cybercoders, Mircosoft, UXPin, and Zenefits, to name a few. Engineer first.

Embracing the deadline: How engineers benefit from delivery dates

Inside Intercom

Are there any new engineering processes that might slow things down? The post Embracing the deadline: How engineers benefit from delivery dates appeared first on Inside Intercom. Engineering deadlines project management

Making the transition from consultant to product engineer

Inside Intercom

Those unfamiliar with what product engineers do could be forgiven for assuming that it’s all broadly the same job. But making the transition from consultant engineer to a product engineer was a revelation – I realized that working as an engineer in client services and working as a product engineer are essentially two completely different jobs, bridged only by the common use of technology. Being a Consultant Engineer.

Reddit’s Nick Caldwell on engineering leadership

Inside Intercom

On day one as Reddit’s new VP of Engineering, Nick Caldwell faced a dilemma. He had just spent 13 years at Microsoft, most recently as the head of 300 engineers. At Reddit, he led a team of 35 – none of whom knew how to manage other engineers. Engineering leaders must do 2 things: a) execute and deliver high-quality software on a predictable schedule, and b) have the people skills to attract, retain and develop strong talent. I got into engineering through my father.

Stripe’s Will Larson on engineering and infrastructure management

Inside Intercom

As a startup scales, the importance of infrastructure engineers simply can’t be overstated. They’re the ones making sure your app is secure, that uptime looks good, and that the rest of your engineering org has the right tools to build features your users need and want. Today he’s leading Foundation Engineering at Stripe. One of my friends who had worked at Digg had moved there, and I went to work on the infrastructure engineering team.

Smells like team spirit – what sports and engineering teams have in common

Inside Intercom

We borrow a lot of the words and concepts we use to describe our engineering teams from the world of sports – from huddles and scrums to sprints and even goals, the terminology resonates from the pitch to the office. My time as an engineering manager at Intercom has reinforced for me the parallels between team sports and being part of a successful engineering team. Startups company culture Engineering engineering teams

Rapid response: How we fixed our on call process to avoid engineer burnout

Inside Intercom

On call work like this can be a powerful customer orientated activity that connects engineers to the value customers get from your product. We realized that we had ended up with an on call setup we weren’t proud of, and had a number of critical problems that we wanted to solve, such as: There were too many people on call at any moment in time – our infrastructure wasn’t so large that it required at least five engineers having their weekends disrupted.

Break point: Product engineers and the pursuit of speed and safety

Inside Intercom

As engineers, one of the fundamental things we have to learn is the extent to which we can break things – how do we get the right balance between shipping safely and shipping fast? Almost 3 years in as a product engineer here, I have changed my perspective.

Going on tour: How we spread engineering knowledge and culture across Intercom

Inside Intercom

Large engineering organizations face a common problem – different teams working on different parts of a product can end up having specific domain knowledge, and even specific cultures, that can lead to silos. What is an engineering tour? How to design an engineering tour.

Smells like team spirit – what sports and engineering teams have in common

Inside Intercom

We borrow a lot of the words and concepts we use to describe our engineering teams from the world of sports – from huddles and scrums to sprints and even goals, the terminology resonates from the pitch to the office. My time as an engineering manager at Intercom has reinforced for me the parallels between team sports and being part of a successful engineering team. Startups company culture Engineering engineering teams

Edmond Lau and Jean Hsu on engineering more leaders and better working relationships

Inside Intercom

As up and coming engineers in Silicon Valley, Jean Hsu and Edmond Lau long sought more influence and impact in their respective positions – but they couldn’t shake the feeling of being stuck. Many engineers feel like they must make a jump into management to lead. But as Jean and Edmond will now tell you, following years of engineering leadership at Quip, Quora, Medium and more, that simply isn’t the case. Jean: Especially with engineering teams.

Engineers are marketeers, too

Practical Advice on SaaS marketing

So now that I've climbed out on this limb, let me go even further: In SaaS companies, engineers are marketeers, too. I know that's an oddball idea, mixing engineering and marketing. There's obviously lots of humor in the notion of "engineers as marketeers," but there's truth to it as well. In SaaS companies, engineers and the development team can contribute to successful marketing efforts in at least two ways.

What to expect: Your first few months as an engineer at Intercom

Inside Intercom

I was curious to see how the company ensures that every new engineer has the opportunity to do the best job of their career, and how that would translate to my personal growth and everyday life in Intercom. Making an impact as an engineer. It’s common for a new engineer to undertake simple tasks for their first few weeks in a new job but you won’t find this at Intercom. Achieving impact for our customers that fast is extremely motivating and empowering for a new engineer.

PODCAST 44: From Sales Engineer at Salesforce to building a $100M company w/ Travis Bryant

Sales Hacker

Travis began his career designing web portals for car dealerships before joining Salesforce as a Sales Engineer. What is a Sales Engineer and how do SEs work together with Account Executives. How to Know if You Need an Account Executive or a Sales Engineer [8:55].

Hope for the best or prepare for the worst? How we manage critical incidents at Intercom

Inside Intercom

We had many experienced engineers who had been part of on call rotations at other companies, we ran basic postmortem exercises and overall our frequency and duration of outages was pretty good for a company of our size. This is usually managed by an experienced engineering leader.

A framework for optimising your Growth Engine

Aaron Beashel

In a recent post on my blog titled 4 stages of growth hacking , I make the point that optimising your Growth Engine is often an overlooked step of the Growth process. Without having an optimised growth engine (particularly an optimised acquisition funnel & a low churn rate ) you will have a very difficult time scaling your growth either because you cannot find profitable channels or your high churn rate means you’ll hit a growth ceiling.

How to create a Growth Engine for your SaaS product

Aaron Beashel

This framework focuses on combining all these different initiatives into a ‘machine’ I like to call a Growth Engine. What is a growth engine? How do I design a growth engine for my SaaS product? How do I build a Growth Engine for my SaaS product?

WePay Engineering: Keeping a service mesh monitored and highly available


We’ve written previously about our engineering team’s efforts in this area, specifically how we use service mesh technologies to manage all the many services. . The WePay engineering blog covers many of the techniques and approaches we use and how we come to choose them.

EBITDA Engineering Before Selling a Business


It's important to consider how your EBITDA will impact your valuation. These basic accounting policies can help you get the results you're looking for when it comes time to sell

People of WePay: Chris Conrad, VP of Engineering and Product


effective engineering team? When I joined WePay, there was a solid core of talented engineers, but that was not enough to scale up the company. On the engineering side, there are the site operational metrics. I know that happy engineers are much more productive engineers. .

Reverse Engineering Your Startup’s Success

Tom Tunguz

Working backwards is one of the most important skills founders and startups employ because it’s a technique to reverse engineer success. By identifying goals and constraints we can find reverse engineer solutions within those parameters

Search Engine Algorithm Updates that Could Affect Your SEO Strategy

Nimble - Sales

The post Search Engine Algorithm Updates that Could Affect Your SEO Strategy appeared first on Nimble Blog. Source The task of keeping up with Google’s constantly-evolving search ranking algorithm is what keeps skilled SEO specialists in high demand, and Content Marketing managers on their toes. Every year brings a new slew of updates, and it’s up to content marketing or social media specialists to sift through the fallout and devise ways to […].

Building “Minicom”: How our engineering interviews illustrate our values

Inside Intercom

The engineering interview presents a unique opportunity to showcase your company’s engineering culture and values to potential new hires. It struck me that most of these interviews were so far removed from the daily routines of a software engineer. Most interviews are so far removed from the daily routines of a software engineer. At the end of the interview I got to demo my creation to a group of engineers that were genuinely excited to see what I built.

How Social Signals Improve Search Engine Rankings

The Marketing & Growth Hacking Publication

In 2010, Search Engine Land’s Danny Sullivan talked to the guys behind Google and Bing about the impact of social signals on SEO rankings. But, both search engines emphasized that the authority of a person that shared a link tells them whether the link should carry more weight. Simply put, search engines maybe don’t consider social signals when ranking your site, but a quality social link shared by an authoritative resource will be considered credible and may impact your rankings.

WP Engine passes $100M in revenue and secures $250M investment from Silver Lake

A Smart Bear

billion people) visits a customer running on the WP Engine Digital Experience Platform. This moment in WP Engine’s saga is one of those. And everyone else at WP Engine would tell you the same thing. People said there’s no money in hosting. WordPress is just a toy.

If Your Enterprise Customers Want An SLA — Just Give It To Them. You Owe Them That Much.


Blog Posts Early Engineering Product SalesMany start-ups and even larger SaaS customers are reluctant to provide a Service Level Agreement — an SLA — that says they will, well, stay up. It’s not our fault, they think. What if Amazon goes down? Or our email provider? That’s not our fault. The lawyers tell you to try to not to do this. Sometimes, the accountants too. But they are wrong. A n SLA is most importantly a cultural commitment.

How One Startup's Engineering Team Cut their Engineering Release Times in Half

Tom Tunguz

When I worked as an engineer, I loved crafting code and feeling the satisfaction of having built something each day. A few quarters ago, the company implemented Joel Spolsky’s Evidence Based Scheduling techniques which enabled Axial’s engineering team to more than halve their release schedule times. Recently, Matt Story, head of engineering at Axial, spoke about the company’s transition.

Scaling Recommendation Engine: 15,000 to 130M Users in 24 Months


The post Scaling Recommendation Engine: 15,000 to 130M Users in 24 Months appeared first on ReSci. Delivering users with precise product recommendations (recs) is the creative force that drives Retention Science to continue to iterate, improve and innovate.

Feature Engineering: A Closer Look, Part 1 [RS Labs]


In simple terms, feature engineering involves feeding knowledge into a Machine Learning model. The post Feature Engineering: A Closer Look, Part 1 [RS Labs] appeared first on ReSci.

Feature Engineering: A Closer Look, Part 2 [RS Labs]


The post Feature Engineering: A Closer Look, Part 2 [RS Labs] appeared first on ReSci.

Why Creating Relevant Content Is One of the Best Search Engine Marketing Strategies


But did you know that it can also improve your standing in search engine results pages (SERPs), drive more traffic to your site and attract more qualified leads ? Search Engine Marketing Strategies to Increase Visibility. Content.

The Problems With Martech, and Why Martech is Actually for Engineers

Casey Accidental

The main misunderstanding is that successful martech is actually for engineers, not marketers. Martech is a Response to Engineering Constraints. A controversial opinion I have stated before is that the marketing function in technology companies is usually a response to engineering constraints. If you don’t have enough engineers to build a system to manage bidding for performance marketing, you hire a marketer. Engineering Constraints Are Being Laxed.

How Should You Allocate Your Startup's OpEx between Sales and Engineering?

Tom Tunguz

What fraction of operating expense is spent on sales & marketing, and what fraction of op is spent on engineering? Most businesses spend 2x more on sales & marketing than engineering. Engineering receives about 17% of operating expense for the median SaaS company. At the high end, companies like Atlassian and Castlight have spent more than 40% of their operating expense on engineering. At the very outset of a startup, engineering typically outnumbers sales.