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GTM 128: The Death of Demos and Selling What Customers Actually Need with Fred Viet

Sales Hacker

Yeah, it could be a center at the enterprise, or it could be, as you said, the small fractional CRO that happens to work with everyone in a fintech vertical, if you sell into fintech, or you got to, you know, map those out. Based on that, you work backwards, you pick the right, I would say, type of partner you want to work with.

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GTM 154: How AI is Reshaping Sales Tech | Lessons from Building Sales Cloud, Sales Navigator and now an AI-Native Startup

Sales Hacker

It just means like you could have this great starter experience and then you suddenly upgrade it to professional or enterprise edition and everything you know degraded. 06:33 Why Sales Nav was a $250M business with a “crappy product” — and how Doug turned it around. 13:26 The speed dating hack that landed Coffee’s first sales leader.

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5 Interesting Learnings from Domo at $320,000,000 in ARR

SaaStr

So Domo is an interesting case study on SaaS entrepreneurship. After a less-than-fun time being acquired, he came back and founded a next-generation enterprise analytics company, Domo. After a less-than-fun time being acquired, he came back and founded a next-generation enterprise analytics company, Domo. But GRR isn’t.

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The Key to Enterprise Sales Is Understanding Enterprises

Andreessen Horowitz

Unqork founder and CEO Gary Hoberman took an unusual path to entrepreneurship, spending decades writing code and managing massive budgets on Wall Street (his prior role was executive vice president and global CIO for MetLife) before starting his own company. By his estimation, it was the best thing he could have done to set him.

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3 Incredible SaaStr Sessions with Stewart Butterfield, Co-Founder of Slack. And The End of One Era in SaaS.

SaaStr

Slack was much bigger, and more B2B by this point, with a large enterprise sales team, and Stewart was in a much more contemplative mode: Then … Covid and lockdown hit in 2020. And if the winds at some point blow you back into entrepreneurship, in one form or another. Everyone was really struggling those first few weeks.

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How to Scale a Platform and Ecosystem to $10B with Atlassian CRO Cameron Deatsch (Pod 611 + Video)

SaaStr

Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. The main driver behind this success is that from day one, Atlassian took a product-led self-service approach to enterprise software. Understand when to partner and compete.

Scale 261
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Doubling Down: Luci Fonseca, Partner at Base10 Partners

SaaStr

Our thesis here is that there is a growing need for cybersecurity offerings for the SMB, the best way to deliver that offering is via managed service providers, and winning companies will take a platform approach to building products and features that are at parity to what enterprises have access to.