Andreessen Horowitz

OCTOBER 13, 2023

These—along with more practical topics, such as GTM strategy and product-market fit—were among the issues discussed at our recent Connect/Enterprise event, which brought together top executives from across the a16z network. In this clip, Todd discusses some of the changes Okta has made to get back to normal after a crazy few years.

Enterprise 96

Enterprise Travel Sales Hiring Generative AI 96

SaaStr

MAY 21, 2021

Yes you can win in many cases by remaining “hidden” as CEO — but the more enterprise your customer base is, the more important getting out there and being out there is. But Box became 95%+ enterprise by revenue over time, and Dropbox is still 95% SMB and smaller and consumer. Let’s contrast Box and Dropbox. Few tweets.

Enterprise 332

Enterprise SMB Scaling Revenue 332

SaaStr

DECEMBER 21, 2022

If you run a successful, scalable business, the word “enterprise” will inevitably come up at some point—and for good reason. To survive, businesses need to evolve, and creating an enterprise offering for customers is part of the evolution of a business. Build the right foundations. Shrink your total addressable market (TAM).

Scale 201

Scale Enterprise Scaling Management 201

SaaStr

SEPTEMBER 28, 2023

In this new SaaStr series called “What’s new at…,” Jason Lemkin chats with WorkOS CEO and founder Michael Grinich about what it takes to be Enterprise ready in SaaS, building vs. buying, and who the stakeholders are in a B2D motion. They offer all the features you need to sell to Enterprise customers. WorkOS is 4.5 No, you can’t.

Enterprise readiness 230

Enterprise readiness Payment Solutions Enterprise Payments 230

SaaStr

JUNE 3, 2022

It doesn’t matter if you are a large enterprise or a small startup; you want to get started immediately. Align community goals with top-level business goals and get everyone in leadership on board. It’s no longer a nice-to-have; it’s a must-have.”. When should you start building community? The answer is a resounding “NOW.”

Enterprise 222

Enterprise Leadership Customer Success Startup 222

SaaStr

AUGUST 21, 2021

Ginger Conlon, the Director of Thought Leadership at Genesys, interviews Hubspot CEO, Yamini Rangan, about best practices in delighting customers and aligning efforts across the organization. #1 The post 3 CEO Lessons in Scaling Enterprise CX with HubSpot’s CEO: SaaStr Podcast 475 and Video appeared first on SaaStr.

Scaling 251

Scaling Enterprise Company Culture Interviewing 251

SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. Overview: Grammarly’s Enterprise Evolution. Build the baseline by checking leadership assumptions.

Scale 212

Scale SMB Enterprise Sales Hiring 212

OpenView Labs

JANUARY 12, 2022

It might be a little surprising to learn that the leadership style at Stack Overflow is decidedly not binary. Step 2: Adopt a flexible, non-dual approach to leadership. Prashanth takes a different approach for himself and the leadership style at Stack Overflow. Step 3: See what happens when you forge your own path.

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

SaaStr

JULY 6, 2022

Founding a SaaS company is already a significant challenge for any entrepreneur, but targeting the enterprise space can be an entirely different beast. Investors, the Enterprise Space, and Sales Strategy. Breaking into the enterprise arena may seem daunting, especially as a young founder. And so, the idea for Front was born.

Enterprise 219

Enterprise Sales Hiring Social Media Interviewing 219

SaaStr

OCTOBER 26, 2022

Grammarly CEO Brad Hoover shares the keys to unlocking product-led growth in the enterprise through learnings from the company’s 13+ year journey helping 50,000 teams and 30 million individuals refine their writing and accomplish their goals. The next focus point is how you enter the enterprise. . Forge your enterprise path.

Enterprise 180

Enterprise Scale Sales Communication 180

SaaStr

NOVEMBER 30, 2023

Those familiar with ICONIQ’s work will recognize the ICONIQ Growth Enterprise 5. There’s also a management and leadership layer to enable and coach individual contributors. That’s why getting the right leadership in place is so important. The key is to start to build a GTM strategy that allows you to attack a larger market.

Scale 238

Scale Sales Hiring Scaling Outsourced Development 238

CloudKettle

JULY 27, 2023

Some are obvious: cultural values, strategy, systems and processes, leadership structure, communication and transparency… the list goes on. The […] The post Sales Leadership: The Best Leaders are Learners appeared first on CloudKettle. Technology is constantly evolving.

Leadership 52

Leadership Sales Communication Technology 52

Mucker Capital

APRIL 2, 2024

In this Mucker Growth session, Mike Genstil with ValueCore delves into the concept of value selling and its application in enterprise sales. Know Your Customer's Pain Points There are lots of challenges on the journey to closing an enterprise deal. Delivering value at every touchpoint of the customer journey is crucial.

Sales Recruiting 52

Sales Recruiting Enterprise Technical Review Cybersecurity 52

TechEmpower SaaS

AUGUST 21, 2023

The explanation from software leadership is often unsatisfying or unclear. Getting Buy-in from Leadership Business leaders are often concerned about how their tech teams will react to an external technical review. Let’s assume that you’ve already expressed your frustrations with technical leadership.

Technical Review 390

Technical Review Software Review Development Team Review Systems Review 390

Totango

APRIL 1, 2021

Totango is excited to announce that we have once again been recognized by G2 with awards for our leadership in Customer Success. The post Totango Earns Multiple Leadership Awards from G2 appeared first on Best Customer Success Blog | Trends & Articles for Enterprise Growth.

Leadership 79

Leadership Systems Review Software Review SMB 79

Sales Hacker

AUGUST 11, 2023

Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below. Sara So, Ang, I’m curious what drew you to Sales Leadership originally? The post The 5 P’s of Sales Leadership w. Share The GTM Newsletter Alright so let’s get back to the good stuff.

Scale 63

Scale Leadership Sales Hiring Sales 63

CloudKettle

MAY 4, 2023

As a sales leader, there are a number of strategies you can implement to ensure your team is set up for success, but arguably the most critical is this simple yet effective combo: Reports* + Reports** * the people you lead on your team ** the actual data and numbers Part 1: Meet with your […] The post Sales Leadership: Setting up for Success (..)

Leadership 52

Leadership Sales Strategy Data 52

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. A little bit more about our journey to the enterprise. And so let’s dive in.

Scale 177

Scale Enterprise Scaling Sales Hiring 177

SaaStr

JULY 2, 2019

Join Kevin Egan, Slack’s VP of North American Sales and Dannie Herzberg, Slack’s Director of Sales as they walk you through Slack’s Freemium to Enterprise strategies. We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Want to see more content like this?

Enterprise 146

Enterprise Scale Sales Hiring SMB 146

SaaStr

SEPTEMBER 24, 2023

Jessica brings nearly 20 years of marketing and leadership experience to Calendly. Before Asana, she served as CMO of three high-growth, venture-backed startups, building their global enterprise marketing engines during rapid growth periods. Previously, she co-founded Fraiche Yogurt, a successful chain of yogurt stores in the Bay Area.

Marketing 257

Marketing Leadership Engineering Enterprise 257

SaaStr

OCTOBER 26, 2021

Using Dave Kellogg’s “ Four Sources of Pipeline ” framework, marketing should source 60% of the pipeline for a representative enterprise software company. . Marketing SaaStr Session #1: “The State of Software Buying: From SMB to Enterprise with G2’s CMO”. Presented By: Amanda Malko – CMO – G2 – @amandamalko.

Scale 348

Scale Marketing SMB Leadership 348

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. Enterprise is generally behind the times and slow to move on new ideas. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Shifting your mental game.

Enterprise 104

Enterprise Payment Methods Payment Services Sales Hiring 104

SaaStr

APRIL 8, 2023

Over the years, we’ve done just an incredible number of deep dives, AMAs, and more with many of the best CROs and VPs of Sales in SaaS!

Scale 258

Scale Sales Hiring SMB SaaS 258

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Enterprise sales.

Scale 95

Scale Enterprise Marketing Sales 95

SaaStr

AUGUST 13, 2021

It was a change in sales leadership that just enjoyed hunting $1m+ deals. The sales leadership you bring in will favor a certain price segment most of all. Your product sometimes is only good for SMBs, or is very enterprise. But after that, your sales leadership will make a huge impact. And — knew how to do them.

Sales 254

Sales Leadership Enterprise Pricing 254

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs.

Scale 193

Scale Enterprise readiness compliance Enterprise 193

Sales Hacker

FEBRUARY 12, 2021

An enterprise-level company deals with more complexity in its internal processes, has to manage more people and roles, and needs more data to make informed decisions. At this point, a business needs to look for an enterprise solution that can support its growth. What is an enterprise CRM software? Enterprise CRM vs. SMB CRM.

Payment Solutions 84

Payment Solutions Enterprise Scale Payments 84

SaaStr

AUGUST 10, 2022

Leadership took user feedback seriously, and spent lots of time iterating on the product to ensure that users could get the most value from it. The company needed to hire more leadership roles and middle management to keep up. It’s late majority where you need to have all different enablement to make those people successful.”.

Sales Hiring 212

Sales Hiring Scale Company Culture Leadership 212

OpenView Labs

MARCH 27, 2020

Building an effective (and committed) enterprise sales team for the long haul starts with the people you hire. Up until the coronavirus pandemic: enterprise sales was the #1 role that tech companies were hiring for and employee turnover in sales was averaging just 18 months. So let’s clear the air before going any further.

Sales Hiring 52

Sales Hiring Enterprise Underperforming Technical Team Scale 52

SaaStr

MAY 23, 2023

Enterprise Quota:OTE ratios are higher (5x+), SMB is a bit lower, but at the end of the day, you need to close 4x-5x what you take home. #2. Sales Leadership Typically Has 40% or So From Variable Comp. Enterprise SDRs Typically Have to Book 5 SQLs Per Month, Mid-Market SDRs About 20. CSMs Are Pushing Up to 20%.

Scale 271

Scale Compensation Sales SMB 271

SaaStr

FEBRUARY 27, 2023

They credit this growth to their global team, a switch to an enterprise business model switch, and flexible work operations. Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level.

Scale 200

Scale Sales Hiring Sales Recruiting Scaling 200

SaaStr

MARCH 12, 2019

Why does Erica believe that enterprise is a “company sport?” Why does each department need to re-platform when making the move to enterprise? How can founders know when is the right time to make the move from SMB to enterprise? How does the move to enterprise fundamentally impact the sales team?

Scale 172

Scale Enterprise Scaling Sales Hiring 172

SaaStr

MAY 19, 2022

You can use product-led growth even in an enterprise model. For example, every employee of a 1Password customer gets a free family account with the enterprise model. Organize AMA sessions with the leadership. It’s the people working together who make a company, not just the leadership.”. Look after your people .

Development Team Review 243

Development Team Review B2C Compensation Technical Review 243

Tom Tunguz

MARCH 19, 2023

Millions of businesses around the world—individuals, startups, and large enterprises—are open for business only if we are. Woven throughout the book are observations about management like : Great managers say the thing you think you cannot say & leadership is disappointing people at a rate they can absorb each of which provoke reflection.

Startup 192

Startup Scale Systems Review Compensation 192

SaaStr

JANUARY 19, 2022

Leadership at Vimeo began to observe that the users coming to the platforms weren’t the creators and artists they initially targeted –– there was a notable increase in small businesses and marketers using the platform. . Keep an open mind when pursuing enterprise. It was known as the “indie YouTube.” Key Takeaways.

B2C 211

B2C B2B Enterprise Leadership 211

BetterCloud

JUNE 9, 2022

Today we’re thrilled to announce a significant strategic growth investment from Vista Equity Partners, a leading global investment firm focused exclusively on enterprise software, data, and technology-enabled businesses. This investment marks another exciting milestone on our 10-year BetterCloud journey. A few of our G2 customer reviews.

Investment 104

Investment Leadership Technical Review Management 104

SaaStr

NOVEMBER 8, 2023

In leadership, there’s a great expression that “to those who much is given, much is expected.” Three moments when they scaled too fast include: Assuming an Enterprise opportunity for CS after closing only one Enterprise deal. For the Enterprise deal, they closed their first gigantic deal at $2.6M Or are the most critical?

Scale 242

Scale Sales Hiring SaaS Scaling 242