Sales Hacker

SEPTEMBER 18, 2020

Revenue Operations is at the forefront of a paradigm shift — to view the buyer’s journey as a seamless thread across multiple people, systems, and value propositions. This involves driving more new logo and renewal revenue, lowering customer acquisition cost, and increasing forecasting predictability. Simple right?

Technical Review 137

Technical Review Development Team Review Systems Review Engineering 137

Intercom, Inc.

DECEMBER 2, 2021

For the very first time, we’re releasing Engineer Chats , an internal podcast here at Intercom about all things engineering. Previously hosted by Jamie Osler , a Senior Product Engineer at Intercom for over seven years, it’s now up to Principal Systems Engineer Brian Scanlan to pick up the baton and keep the chats going.

Engineering 178

Engineering Technical Review Underperforming Technical Team Systems Review 178

SaaStr

SEPTEMBER 24, 2020

You know how everyone says you'll never look and wish you'd kept a bad VP as long as you did? Because to scale, you are going to need to add a true management team, and then a second one, and then layers of management. The fewer weak hires they continue to make. The less they slow down feature development.

Sales Hiring 268

Sales Hiring Part-Time VPE Scale Underperforming Technical Team 268

SaaStr

APRIL 13, 2025

” Cross-selling generates $5M+ in new monthly revenue – Rippling’s cross-sell motion alone drives over $5 million in net new ARR each month before counting any new customer acquisitions. Sales Organization Structure Conrad reveals his preference for dedicated sales teams for each product, despite internal disagreement.

Startup 152

Startup Sales Hiring Underperforming Technical Team Cloud 152

SaaStr

JUNE 4, 2021

Pomel focused his session on: Making your SaaS startup customer-centric: Hw event marketing has helped him integrate his engineering and sales teams. How many of you guys’ product rely on the highly functioning engineering team? We hired everybody on our teams. We can look back at how Datadog scaled.

Scale 311

Scale Underperforming Technical Team Sales Hiring Engineering 311

SaaStr

OCTOBER 24, 2022

Developers act, think, and behave differently than your average customer. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Developers haven’t typically been the buyers in enterprise software, so why should you build for developers?

Outsourced Development 207

Outsourced Development Underperforming Technical Team Development Part-Time VPE 207

SaaStr

JULY 10, 2021

So let’s take a look back to a deep dive with the CEOs on what they learned building their first senior teams: ———-. As a founder/CEO, building your first management team is something that you often lose sleep over. What makes you feel that you need to level up your management, set up your first management team?

Sales Hiring 258

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 258

Stax

MARCH 16, 2025

As a SaaS business leader, reducing software user churn is an important part of maintaining your customer base and increasing revenue. Key metrics include customer churn rate, revenue churn, and net revenue retention (NRR). Lower churn leads to higher customer lifetime value (LTV), better brand reputation, and increased revenue.

Payment Solutions 88

Payment Solutions Software Review Churn SaaS Payments 88

SaaStr

FEBRUARY 4, 2020

Lexi Reese, Gusto COO uses her 20+ years of experience to provide advice on building high performing teams using authenticity, empathy and logic. Lexi explains the importance of team trust, driver and passenger mindsets, and much more. We had 5,000 employees and $14 billion in revenue. Our customers, our employees, our revenue.

Scale 227

Scale Underperforming Technical Team Scaling Leadership 227

SaaStr

JULY 1, 2021

Dropbox just hit one billion dollars in annual revenue. 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? How have the other two of you thought about building out your team?

VP of Engineering 286

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 286

FastSpring

JANUARY 23, 2025

Podcast Full Interview: Video Transcript Jesse Paliotto (00:04) Hello, everyone, and welcome to Growth Stage podcast, where we discuss how digital product companies grow revenue, build meaningful products and increase the value of their business. the reason being is YouTube is the second largest search engine in the world.

Scale 121

Scale Entrepreneurship Scaling Underperforming Technical Team 121

Sales Hacker

AUGUST 7, 2024

He previously built the pre and post sales solutions team at mParticle from zero to supporting hundreds of enterprise customers. Should your sales engineers also implement the software? to be the sales engineer during the sales process and then stayed on with customer post sale to manage the implementation process.

Underperforming Technical Team 118

Underperforming Technical Team Technical Review Sales Hiring Scale 118

User Pilot

DECEMBER 31, 2024

You get something that truly works for you, and we get to connect with people who value what we offer and have the potential to become power users (and sources of sustainable revenue!). In fact, it was first created as an analytics tool, and only in recent years has it also developed an engagement suite. The alternative?

Technical Review 105

Technical Review Underperforming Technical Team Software Review Onboarding 105

Intercom, Inc.

APRIL 4, 2019

The fastest growing software companies in recent years all have something in common – they started with little to no sales team. They relied on a great product, with a passionate userbase that helped kickstart an organic growth engine which sold the product for them. Yes, Slack started off with no sales team.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

SaaStr

NOVEMBER 1, 2022

They are hiring leaders, building teams, and attracting advisors in the US while devouring the SV SaaS playbook. The promise of SaaS was healthy profitability at scale and yet we see companies with hundreds of millions of dollars in revenue burning cash. In return, they will spend a certain number of hours per month with your team.

Scale 286

Scale Sales Hiring Underperforming Technical Team Cybersecurity 286

ChurnZero

OCTOBER 25, 2024

There are so many questions to answer when considering how to scale a customer success team. What about team leads? When do I split my one team into two teams? How do I split one team into two? French engineer Max Ringelmann discovered social loafing in 1913, by asking a number of people to tug on a rope.

Scale 52

Scale Underperforming Technical Team Customer Success Scaling 52

Tom Tunguz

APRIL 14, 2019

Classic agencies don’t value the software enough to engender pricing power, develop fast sales cycles, or change the operations of their business to maximize the value of the ML innovation. Increases in productivity don’t imply increases in revenue. Consequently, product market fit is weak.

AI 203

AI Sales Recruiting Underperforming Technical Team Artificial Intelligence 203

SaaStr

JUNE 7, 2021

If you don’t have tickets, lock in Early Bird pricing today and bring your team! That makes up about 35 percent of our revenue now. 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 337

Sales Hiring Underperforming Technical Team SaaS Headcount 337

Intercom, Inc.

OCTOBER 16, 2018

But that approach doesn’t just apply to your supply chain management, revenue or churn rates – most fundamentally, it also applies to people and our performance. They help managers evaluate how their employees are doing, the value they bring to a team and how their work can be improved. But KPIs carry the risk of seeming impersonal.

Customer Support 155

Customer Support Underperforming Technical Team Scale Construction 155

Sales Hacker

MAY 9, 2025

They kept the focus on the core value proposition of helping teams write, plan and collaborate to create better workspaces, while still having the AI inclusion. Bad: We use AI to streamline sales workflows. Better: Our AI automatically categorizes, prioritizes, and drafts replies so reps can focus on revenue.

AI Search 82

AI Search AI Scale SaaS 82

SaaStr

JULY 15, 2022

Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. Yes, there is the classic situation where a big company wants to give you a lot of money, but overwhelm your engineering resources. That’s a great example.

Scale 286

Scale Outsourcing Services Sales Hiring VP of Engineering 286

Buffer Resources

NOVEMBER 7, 2024

In this article, I will share the competitive analysis framework my team and I have developed (through weeks of research and dozens of iterations), and give you some tips on where to look for data that isn’t publicly available so you can have a competitive advantage. Revenue & customers Product 2.1. Funding 1.3.

Social Media 122

Social Media Underperforming Technical Team Technical Review Sales Hiring 122

SaaStr

OCTOBER 30, 2021

I considered the four companies and chose Gorgias based on my experience with their team during the interview process. When I first joined the Gorgias team, there were two founders, two engineers, and myself as the first non-technical hire. That was the birth of what we now call the Growth Machine! Are the leads not qualified?

Scale 278

Scale Sales Hiring Sales Underperforming Technical Team 278

SaaStr

JULY 25, 2021

I still remember the very first time I met Dev back in 2011 and I was this engineer turn first-time founder, CEO running the business. You can have the great product and a great team, but the market of small or very niche. And then what’s your unique advantage as a company, as the team? Jyoti Bansal: Yeah.

Sales Recruiting 258

Sales Recruiting Sales Hiring Scale VP of Engineering 258

SaaStr

OCTOBER 26, 2023

Putting Revenue in Enterprise Marketing as You Scale Something folks yo-yo on as they scale is the idea of putting all of your money into Enterprise marketing when the majority of revenue is coming from Enterprise. Does Greenhouse want to capture these people with just a few million or even less in revenue so they stay for life?

Sales Hiring 274

Sales Hiring AI SMB Scale 274

SaaStr

JANUARY 27, 2024

WordPress is its own ecosystem, a vibrant community of hundreds of thousands of people who create add-ons, plugins, and develop sites. There were way too many messaging apps, so Matt and the team decided to bring it all into one, and it’s secure, encrypted, and local to the device. Then, in 2023, they moved into messaging.

Underperforming Technical Team 327

Underperforming Technical Team Social Media Government Payment Features 327

SaaStr

NOVEMBER 14, 2019

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Come and learn how to build great leaders so you can grow your team, and ultimately, your business.

Scale 175

Scale Sales Hiring Scaling Underperforming Technical Team 175

SaaStr

APRIL 30, 2022

Average Revenue per Customer. The second constituent there is the developer. Why do developers love SaaS products? And basically SaaS revenue models is just magical for investors and for businesses. And basically SaaS revenue models is just magical for investors and for businesses. Average revenue per customer.

SaaS Payments 246

SaaS Payments Metrics Payment Methods Scale 246

SaaStock

FEBRUARY 14, 2019

The SaaStock team will be landing in São Paulo to run the region’s first Pan-Latin American SaaS conference, SaaStock LatAm. Patrick Arippol kickstarted his professional path with an engineering degree, followed by an MBA from Stanford. Aaron Ross, Co-CEO, Predictable Revenue. Later on, he was a Mechanical Engineer at CB&I.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

MAY 24, 2023

At nine figures in revenue and 550 people, the CEO of Lattice, Jack Altman, has seen every stage of building a startup. Most of the time, a missing teams view or the ability to integrate with one more system isn’t the answer. In this week’s Workshop Wednesday — held every Wednesday at 10 a.m. It means they’re doing their job.

Underperforming Technical Team 49

Underperforming Technical Team Startup Investment Communication 49

Intercom, Inc.

JUNE 7, 2018

Today he’s the founder and CEO at GrowthHackers , whose software, community and annual conference help teams work together to drive breakout growth results for “must have” products and services. I don’t think you need to be an engineer to be able to be an effective growth hacker. Developing a growth culture at Dropbox.

VP of Engineering 196

VP of Engineering Growth Hacking Underperforming Technical Team Onboarding 196

Intercom, Inc.

SEPTEMBER 10, 2020

As an engineer by training, in pressure situations he tends to “lean to the quant.” It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. This has created large amounts of data for running teams. . And the teams now need a more defined structure.

Scale 227

Scale Scaling Sales Recruiting Sales Hiring 227

Intercom, Inc.

NOVEMBER 14, 2019

It’s time to start thinking about retention at scale and bring onboard a customer success team. That’s exactly how Yelp approached its growth journey, under the leadership of Senior Vice President and General Manager of Local Revenue Kayti Sullivan. Why you need a customer success team.

VP of Engineering 109

VP of Engineering Customer Success Churn Scale 109

Kellblog

OCTOBER 21, 2021

Today, I call them “pipeline sources” but I’ve also heard them referred to as “pipegen sources” (as in pipeline generation) and even “revenue engines” which I think is an over-reach, if not a well intentioned one [2]. 2] The good intentions are to keep everyone focused on revenue.

Underperforming Technical Team 144

Underperforming Technical Team Engineering Advertising Forecasting 144

Intercom, Inc.

FEBRUARY 18, 2020

“Our growth is not just in our office, but growth in customers, revenue, people, dinners, lunches, lines of code, bugs, features, tests, everything” A lot has changed in the past six years across the board, but looking at technology, the web, JavaScript, there has been huge change. Then we have our engineering principles.

Construction 221

Construction Engineering Underperforming Technical Team Benchmarks 221

FastSpring

APRIL 26, 2022

“It’s likely that a finance or sales tools will be less susceptible to churn than a marketing tool, simply because it’s perceived to be more directly responsible for revenue.”. Because word-of-mouth for us is actually much bigger fuel than the revenue that we’re collecting or churning or dropping or whatever.”.

Benchmarks 147

Benchmarks Churn Payments SaaS Payments 147

Intercom, Inc.

JULY 19, 2021

And for your support team, using the right conversational support tool and framework allows them to maximize their resources, so they can focus on solving complex queries and building long-term customer relationships. But conversational support doesn’t just benefit your support team. Teams that benefit: Sales, marketing.

Underperforming Technical Team 130

Underperforming Technical Team Scale Sales Hiring Sales Recruiting 130