SaaStr

MARCH 7, 2021

Yes, you can manage the sales team yourself. Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. Fight and create mindshare with partners that deliver you leads. Get on jets and go meet them. A lot more.

Part-Time VPE 270

Part-Time VPE Sales Recruiting Sales Hiring Scale 270

SaaStr

NOVEMBER 25, 2019

With Dreamforce and SaaStr Europa and Scale behind us, little tiny Team SaaStr is 100% focused on 2020 SaaStr Annual. But what’s new this year? Let me make a list: New!! On everything on how to get more leads, do ABM right, work with mentors, build a world-class CS team, and so much more. 4,000+ CEOs. 1,000+ VCs.

New CTO 264

New CTO Sales Recruiting CTO Coach Scale 264

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. Q: Where Should SDRs Report — Marketing or Sales?

CTO Hire 191

CTO Hire Sales Recruiting Sales Hiring Scale 191

SaaStr

JULY 14, 2022

We do that with a combination of industry-leading content and community connections. This led to our first meet-ups in 2013 and 2014, the first SaaStr Annual in 2015 , the industry’s leading podcast in 2016, the first SaaS founder coworking space in 2017, and SaaStr Pro , the first learning management system for SaaS founders in 2018.

Scale 283

Scale Sales Recruiting CTO Hire New CTO 283

SaaStr

MAY 3, 2021

In the past, we’ve touched on several different ideas to help you scale, to do Even Better: Imagine capital doesn’t matter. A new edition, new services, an outbound sales team, an account management / upsell team. A new edition, new services, an outbound sales team, an account management / upsell team.

Part-Time VPE 271

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 271

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 173

Scale Sales Hiring Sales Recruiting Sales 173

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Keys to success when scaling a company [10:56]. Major challenges facing a new CEO [19:40]. Keep the promise of sales enablement and keep your team doing what they do best, which is winning. More sales meetings, start creating better sequences faster, go to go.regie.io

Scale 108

Scale CTO Hire Scaling CTO Coach 108

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 134

Scale Sales Hiring Sales Recruiting Technical Advisors 134

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. Bottom-up sales. Doing Business with Developers. Developers hate opaque pricing.

Underperforming Technical Team 187

Underperforming Technical Team Outsourced Development Development Part-Time VPE 187

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

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. This is the revenue growth for HubSpot leading up to the IPO. A SaaStr Classic!! million in 2013 to $115.9

Part-Time VPE 229

Part-Time VPE Technical Cofounder CTO Hire New CTO 229

SaaStr

SEPTEMBER 17, 2020

There was also a highly efficient inbound sales model. In fact, there is currently no field sales organization! Building Customer-Centric Products : “These days, products have to provide value to customers within 15 minutes of starting to use the product even for enterprise software. That’s the benchmark we are looking for.”.

New CTO 206

New CTO CTO Benchmarks Consulting 206

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales Hiring 158

Sales Hiring Sales Recruiting CTO Hire Scale 158

SaaStr

JULY 10, 2021

The panelists offer their insights, which at times conflict with the viewpoints of other panelists, on hiring a cohesive team that can really scale the business. As the evolution of the company, as we started moving up market, started selling to enterprises, it was, “OK. We got the guy who ran enterprise sales at Rackspace.

Sales Hiring 255

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 255

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. It’s changing the landscape for large enterprise that you are very familiar with. And the same customer challenges that we were being presented, which was: How do you scale? Join us for SaaStr Annual 2020.

Cloud 167

Cloud Scale Trends Machine Learning 167

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.

Technical Advisors 158

Technical Advisors Scale Sales Hiring Sales Recruiting 158

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

Intercom, Inc.

FEBRUARY 22, 2022

As we scale, we’re working with larger mid-market and enterprise customers with more complex needs and specifications. The overlap and synergies between these teams means we can use automation to efficiently solve problems at scale while remaining lean. . Evolving security landscape.

Data 118

Data Technical Review CTO Hire compliance 118

OpenView Labs

JULY 2, 2020

From Freemium to Product Qualified Leads and Product Led Growth. Tips on Enterprise Pricing. New for 2020: SaaS Pricing and COVID-19. In this brand-new report, we finally answer the question “Freemium or free trial? The State of SaaS Sales in a COVID-19 World. Cashing in on the Right Model.

Pricing 135

Pricing SaaS Payments Payments SaaS 135

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. That is a natural hurdle for PLG motion.

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

Frontegg

OCTOBER 14, 2020

Frontegg provides a set of pre-built, essential SaaS product capabilities that easily integrate within any new or existing SaaS application. As a result, Frontegg’s “SaaS Essentials” as a Service platform empowers organizations of all sizes to accelerate the delivery and the on-going enhancements of enterprise-grade SaaS applications.

DevOps as a Service 52

DevOps as a Service K8S orchestration (Kubernetes) Innovation New CTO 52

SaaStr

JULY 19, 2019

Prior to InCountry, Peter founded six and sold 6 enterprise software companies that were acquired by Sun, Citrix, VMware, Oracle, Sprinklr and Prograph. Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2.

VP of Engineering 130

VP of Engineering CTO Hire Technical Review Sales Hiring 130

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaSHolic

MAY 5, 2023

The decision to invest is based on the founding team’s potential and their product’s potential to scale and become a significant market player. The cost of capital has gone up, and digital markets have returned to normal market sizes, leading to a new environment of lower valuations and less money in the market.

Technical Review 90

Technical Review VP of Engineering Development Team Review Software Review 90

OPEXEngine

AUGUST 23, 2022

Advances in automation and new engineering techniques are enabling faster development cycles, raising expectations for ROI from the R&D function. A view of new revenue for every R&D dollar invested further reinforced the correlation of R&D investment to growth. . R&D Spend as a % of Revenue Benchmarks. Financial KPIs.

Outsourcing Services 59

Outsourcing Services Technical Review CTO Coach Software Review 59

Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Sales enablement is easy. REGIE uses artificial intelligence to create entire outbound inbound, and even follow-up sales campaigns faster. We’re on iTunes.

Marketplace as a Service 96

Marketplace as a Service CTO Hire Sales Recruiting Scale 96

Intercom, Inc.

OCTOBER 31, 2019

When a company is moving from the startup to the scale-up phase, there is the potential for productivity practices to be lost along the wayside. Dee: And you’ve worked in the industry for more than 22 years, so you have an incredible insight into the expansion of cloud networks, enterprise and data center technologies.

Artificial Intelligence 169

Artificial Intelligence Scale CTO Hire AI 169

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. It’s an essential skill in the toolkit of the modern marketer, and one that’s easy to get started with, no matter your company scale. This episode is sponsored by Brex.

Technical Advisors 164

Technical Advisors Scale Technical Review Payment Solutions 164

Intercom, Inc.

JULY 21, 2022

What started as a series of interviews by co-founder Des Traynor soon bloomed into hundreds of episodes where we explore how businesses are driving growth through customer relationships and how to build successful products at scale. For Slack, that was clearly the engineering and dev communities, who love new tools.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

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. So number six, thinking you’re getting away with under investing in management, up scaling in HR. ” You can invest in managerial talent along the way, and it scales the company.

Sales Hiring 245

Sales Hiring CTO Hire Scale Investment 245

Andreessen Horowitz

SEPTEMBER 25, 2023

As CTO of OpenAI, Mira Murati oversaw the development and release of GPT-4 and ChatGPT. 0:00] Mira’s background [4:32] Math, physics, and AI [7:07] Natural language interfaces [10:28] OpenAI Roadmap [17:24] Scaling Laws [20:25] One model to rule them all? Sometimes you sleep and you wake up and you have a new idea.

ChatGPT 82

ChatGPT AI Scale CTO Coach 82

Sales Hacker

JANUARY 21, 2020

This week on the Sales Hacker podcast, we speak with Angus Davis , VC and Partner at Foundation Capital. Subscribe to the Sales Hacker Podcast. SMB Sales & SDRs at (Smaller) Scale [18:20]. Sam Jacobs: Welcome to the Sales Hacker Podcast. Angus is an amazing person — who never went to college. We’re on iTunes.

Payment Methods 55

Payment Methods Scale CTO Coach SMB 55

Intercom, Inc.

JULY 9, 2020

Kevin Indig leads SEO & Content Marketing as VP at G2 and mentors startups in Marketing at GermanAccelerator. And I’m curious, at this point you’re really one of the leading figures. I’d love to dive into what those strategies were like, especially first at Atlassian, particularly because they had no sales team.

Technical Review 199

Technical Review Scale Underperforming Technical Team Software Review 199

SaaStr

MAY 2, 2019

Join Vlad Shmunis, founder, chairman, and CEO of RingCentral as he discusses RingCentral’s journey from a two-person startup to a $7B market cap global enterprise communications company (NYSE:RNG) — the good, the bad, and the ugly. en you start saying, scaling and what does that even mean? Jonathan : Oh wow. Is that the point wh.

Scale 144

Scale Business Sales Hiring CTO Hire 144

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. Subscribe to the Sales Hacker Podcast. Welcome to Sales Hacker Podcast. We’ve got two sponsors, including a new one called Sapper Consulting. Sales enablement is easy. More sales meetings. We’re on iTunes. The result?

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

SaaStr

APRIL 9, 2019

The thing about growing fast, you always think about how to get more customers, more prospects. And also, we always prioritize the features requested by our existing customers over the new prospects. Not only for the product side, but for the sales and marketing side. We had the first sales person. Eric Yuan: Yeah.

Sales Hiring 129

Sales Hiring Scale CTO Hire Marketing 129