SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. Something new to boost your ACV and TCV. Double your pricing for new customer, on the largest deals. At least by the time you are hiring 1 new employee per month. Add a layer. At least on the big customers.

Part-Time VPE 271

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 271

SaaStr

OCTOBER 24, 2022

WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products. Developers hate opaque pricing. Doing Business with Developers. What about leads?

Underperforming Technical Team 187

Underperforming Technical Team Outsourced Development Development Part-Time VPE 187

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. There are rules in starting an enterprise software company. They’re going to figure out that enterprise is the actual way to go, and it’ll be OK.”

Part-Time VPE 229

Part-Time VPE Technical Cofounder CTO Hire New CTO 229

SaaStr

JANUARY 14, 2020

What sets apart some of the most successful, high-growth companies we see today—Slack, Dropbox, Atlassian—has been their ability to tap into and master a new GTM strategy: B2C2B. We saw inside the company this tension between our classroom business and this new B2C digital business, and we knew we had to make a decision.

B2B 134

B2B B2C Scale New CTO 134

Sales Hacker

FEBRUARY 17, 2021

After all, why make someone forcibly talk through budget and pricing if they clam up whenever the topic surfaces? Your CTO probably does not need to be on the first Demo, but instead that could be an opportune time to loop in a Manager or director. Sales engineers likely already play a role in enterprise sales processes.

Underperforming Technical Team 121

Underperforming Technical Team CTO Hire CTO Coach Technical Review 121

Sales Hacker

JUNE 12, 2020

In it, Co-Founder and CRO of Kronologic, Aaron Bollinger, shows us how to close enterprise level deals when you’re a startup. Download Aaron’s Checklist for Closing Enterprise Deals Here. All right guys, welcome to the Sales Hacker’s Success Summit presentation, How To Close The Enterprise When You Are Just A Startup.

Enterprise 69

Enterprise CTO Hire Startup Technical Cofounder 69

SaaStr

JULY 10, 2021

Get best price tickets here!!! As the evolution of the company, as we started moving up market, started selling to enterprises, it was, “OK. Now we have to hire VP marketing who has enterprise experience.” Then we needed to hire a sales guy who had experience selling to enterprise. That’s it.”

Sales Hiring 255

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 255

ProfitWell

JANUARY 2, 2020

Not only does your sales team need to bring new customers through the door, but they also need to ensure that what they’re selling matches up exactly with those customers’ expectations. One of the best examples of this type of sales is Netflix—its pricing strategy paved the way for many modern subscription platforms. B2C pricing.

B2C 52

B2C Subscription Payment Features Payments 52

Mucker Capital

APRIL 6, 2023

If you're primarily targeting very large enterprise companies, it's very hard usually to use PLG as the only way to sell to those companies. Obviously if you target enterprise customers, you usually have a very large ACV (Annual Contract Value) and the product usually is complex. The pricing for SaaS is much more complicated.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. This episode is an excerpt from a session at SaaStr Summit: Enterprise. This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise. Jay Snyder: Yeah.

Payment Methods 206

Payment Methods Merchant Services Scale Payments 206

SaaStr

JANUARY 17, 2020

In Today’s Episode We Discuss: * How Yousuf made his way from the UK to the valley and how that led to his becoming one of the leading CIOs today in the rising prominence of CIOs in enterprise. Why does Yousuf believe now more than ever, the buyer experience is more important than the price? This episode is sponsored by Brex.

CTO Hire 134

CTO Hire compliance Scale Startup 134

OpenView Labs

OCTOBER 5, 2021

This is in part because, depending on the nature of the product and the pricing structure, the number of users may or may not have that much influence on the overall bottom line. . When I joined GitLab, I was starting a new product-led growth team within the product organization,” Hila says. “We Activation.

B2C 65

B2C B2B New CTO Acquisition 65

Intercom, Inc.

JANUARY 5, 2022

And as nice as verbal assurances and a handshake are, as you grow and try to sign with more established, enterprise-level companies, you’ll find yourself more and more having to provide proofs of compliance before closing the deal: The shift to the cloud, more and more data breaches – it really put a magnifying glass on third-party risk.

Scale 211

Scale Software Review compliance Technical Review 211

Upscope

JANUARY 5, 2020

My really crude definition : When I come across a new product I tend think "Wtf is this? Is sending and receiving mails a new shiny technology? It has some unique new features, though it's not positioned around those. It turns out they don't have mental energy to spare to learn about something new. Create a new category.

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

SaaStr

APRIL 9, 2019

Quick recap: Keep your pricing simple. And also, we always prioritize the features requested by our existing customers over the new prospects. Mallun Yen : So, you were an engineer by training and then you became an engineering leader, as the CTO of Webex, and then you became a CEO. Take advantage of your VCs connections.

Sales Hiring 129

Sales Hiring Scale CTO Hire Marketing 129

SaaStr

APRIL 4, 2019

It’s changing the landscape for large enterprise that you are very familiar with. In the last two years there have been so many new services around security, around machine learning that literally did not exist. So Gartner says 2018, the SaaS market is over $73 billion dollar, it’s growing very, very quickly.

Cloud 167

Cloud Scale Trends Machine Learning 167

Sales Hacker

JANUARY 21, 2020

Although our firm is based in Silicon Valley, I’m based on the East Coast so I spend a lot of time working with founders in New York City, Boston, and London. We were part of the office of the CTO. At that time, Marc Andreessen, the founder was the CTO of the company and there were only three of us in the group.

Payment Methods 55

Payment Methods Scale CTO Coach SMB 55

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. It was pretty interesting. For us, we went with quality.

Technical Advisors 158

Technical Advisors Scale Sales Hiring Sales Recruiting 158

Audacix

MAY 23, 2018

Below are the top four key quality assurance areas that every CIO & CTO (and equivalents) are concentrating on over the short to medium term: 1. t" moments the day after a new patch or version is applied throughout your system. You should not accept testing programs that test only the convenient things and result in "oh s!#t"

New CTO 40

New CTO CTO Software Investment 40

SaaStr

DECEMBER 13, 2019

Most recently Yousuf was the CIO & VP of Customer Success @ Moveworks, the advanced AI built for enterprise providing automatic resolution of IT issues. Most recently, Yousuf was the CIO and VP of Customer Success at Moveworks, the advanced AI built for enterprise, providing automatic resolution of IT issues.

Technical Advisors 164

Technical Advisors Scale Technical Review Payment Solutions 164

SaaStr

AUGUST 22, 2020

This episode is an excerpt from a session at SaaStr Summit: Enterprise. This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise. We’re already in this like a new gen.” Transcript of Episode 366: Jason Lemkin: The end of a great day in the enterprise. So, what does this mean?

Sales Recruiting 148

Sales Recruiting Cloud CTO Hire Scale 148

SaaStr

SEPTEMBER 18, 2020

Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR. And then you keep resources on them because for the next three to six months, you’re taking feedback from customers and feeding it back into that new functionality or that new product.

Sales Hiring 245

Sales Hiring CTO Hire Scale Investment 245

OnStartups

JULY 7, 2021

Is your title CTO? Dharmesh: Yes, CTO. Be like, "And we got it at a fantastic price." Dharmesh: Which you can take the number of shares, which is on the public record and multiply it by the current price and get. You don't really need to check the prices when you go do things. So this is Dharmesh. Dharmesh is the.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

SaaStr

MARCH 3, 2020

QUESTION 6: My company is a very technical product and somebody serious software and it’s a new category you were creating like scratch. New category. So he’s the CTO? QUESTION 9: Comfortable with a new VP of Sales coming in and using an outside coach. I think I didn’t answer your question.

Sales Hiring 158

Sales Hiring Sales Recruiting CTO Hire Scale 158

Sales Hacker

AUGUST 18, 2020

We’ve got two sponsors, including a new one called Sapper Consulting. One, we’ve got first party relationships with a number of enterprises like Marriott, United, American Airlines. That means we need new pricing models, we need to figure out new delivery mechanisms for our data, so on and so forth.

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

Sales Hacker

NOVEMBER 4, 2019

From software to cybersecurity, CloudShare enables enterprises to replicate complex on-prem IT environments in the cloud for powerful sales demos and proof of concepts, virtual training, sand boxing and support. He co-founded and served as CTO of Safend, an endpoint security solution acquired by Wave Systems. What’s your target?”

Scale 43

Scale CTO Coach Cloud New CTO 43

SmartKarrot

FEBRUARY 16, 2022

He writes on technology, enterprise, marketing, collaboration, and work culture. One of the top SaaS influencers is Dharmesh Shah , co-founder, and CTO of HubSpot. Hiten has a weekly SaaS newsletter that helps readers know new strategies, learn techniques, etc. He also featured in The New York Times and CB Insights.

VP of Engineering 10

VP of Engineering Scale SaaS Venture Capital 10

OnStartups

JULY 7, 2021

Is your title CTO? Dharmesh: Yes, CTO. Be like, "And we got it at a fantastic price." Dharmesh: Which you can take the number of shares, which is on the public record and multiply it by the current price and get. You don't really need to check the prices when you go do things. So this is Dharmesh. Dharmesh is the.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40