SaaStr

JULY 20, 2021

It’s probably that you’re small, you have very little revenue, you have a couple of employees maybe, you’re probably struggling, maybe your bank accounts are stretched, you’re probably incredibly stressed. They’re a very important part of the team. That’s what we’re here for. There we go.

Underperforming Technical Team 244

Underperforming Technical Team Sales Hiring AWS Business Model 244

SaaStr

OCTOBER 26, 2023

On the other hand, their Enterprise segment is bigger and doing great. The SMB markets can test out features that aren’t built to scale yet, and as they succeed, Greenhouse invests in them and rolls them out to Enterprise customers. When looking at Greenhouse’s Enterprise business, many of them started when they were tiny.

Sales Hiring 214

Sales Hiring AI SMB Scale 214

Sales Hacker

SEPTEMBER 2, 2023

So that has many of us questioning which direction we should be heading toward in our modern day revenue tech stack? Which AI tools are going to make revenue operators’ lives immensely easier? Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications.

AI 78

AI Revenue Scale ChatGPT 78

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 218

Sales Hiring Part-Time VPE Scale Underperforming Technical Team 218

SaaStr

DECEMBER 14, 2020

Eventually, you’ll figure out how to get better at closing “all the seats”, all the revenue, up front. More on that here: The $2 Million Dollar Man/Woman: How to Think About Scaling Your Customer Success Team. Now some bonus tips: Build an enterprise-only sales team. More here: The 48 Types of VP Sales. More on that here.

Scale 294

Scale Sales Hiring Underperforming Technical Team Point of Sale 294

SaaStr

FEBRUARY 16, 2022

Product-led companies face a long road as they attempt to manifest themselves from having abstract vision to millions in revenue. Abhinav Asthana , founder and CEO of Postman , knows that journey very well, having started Postman as a mere side project in 2012, only to launch it as an enterprise platform almost a decade later.

Underperforming Technical Team 243

Underperforming Technical Team Company Culture Customer Success Product Marketing 243

Intercom, Inc.

JANUARY 14, 2020

Customer Success teams arise out of the need to provide high-touch guidance to your most valuable customers – without disrupting your Sales and Support teams. Our enterprise customers expected white-glove onboarding and ongoing training which, while crucial to their success and our business’s, took teammates out of their core jobs.

Customer Success 244

Customer Success Underperforming Technical Team Scale Part-Time VPE 244

SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). Make the revenue recur, I’m interested. up that is sub one million in recurring revenue? SaaStr is Turning 10! That’s my background. That’s all I do.

Sales Hiring 261

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 261

Kellblog

JULY 11, 2020

Good Strategy, Bad Strategy by UCLA Anderson professor Richard Rumelt is by far my favorite book on strategy. ” Failure to face the challenge. “Bad strategy fails to recognize of define the challenge. ” His dismemberment of bad strategy is so surgical and so deft that it alone is worth the price of the book.

Underperforming Technical Team 109

Underperforming Technical Team Strategy Systems Review Software Review 109

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Hundred percent revenue retention, 200% revenue growth. Thirty, 50% revenue growth. How fast you’re growing revenue.

Scale 212

Scale Sales Hiring Revenue VP of Engineering 212

SaaStr

NOVEMBER 25, 2020

Do you have two sales teams? Who gets what part of the long-term development budget? And most importantly, multiple products can be very distracting at the management team level. The new product tends to dominate the discussions, yet by definition, is only a tiny percent of the revenues in the early days.

Underperforming Technical Team 353

Underperforming Technical Team Cloud Revenue Acquisition 353

FastSpring

APRIL 26, 2022

Can you compare the churn rate of a SaaS company targeting enterprise customers to one selling to the general public? 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.”.

Benchmarks 123

Benchmarks Churn Payments SaaS Payments 123

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. Yes, Slack started off with no sales team. But as it started selling more and more into the enterprise, it staffed up with a deep and strong one. The first stage is building an organic growth engine.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

Totango

JULY 9, 2019

Customers will stick with a brand that provides reliably good service, but improving the enterprise customer experience can be challenging. Put these tips to work and your business can improve its enterprise customer experience in no time. How to Improve the Enterprise Customer Experience. 1: Understand Your Customers .

Enterprise 87

Enterprise Underperforming Technical Team Social Media Churn 87

SaaStr

JUNE 15, 2021

Twilio is a cloud communications platform that allows software developers to embed communications into the apps that they’re building. I founded two companies, selling to the enterprise. He said, “I feel so bad. Jeff : I felt really bad, because you plan way ahead. I’m a founder. It’s pretty cool.

Scale 287

Scale Underperforming Technical Team Engineering Wireless 287

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 165

Scale Sales Hiring Scaling Underperforming Technical Team 165

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 14, 2023

Mistake #1: Viewing Investors Only As Capital As founders build a team, they focus on obtaining complementary skill sets. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit. Enterprise will likely have a different problem set vs. an SMB. That’s a mistake.

Development Team Review 224

Development Team Review Technical Review Underperforming Technical Team SMB 224

Clouded Judgement

JANUARY 6, 2023

We know software is impacted from macro - but how bad will it get? ” Top 10 EV / NTM Revenue Multiples Top 10 Weekly Share Price Movement Update on Multiples SaaS businesses are generally valued on a multiple of their revenue - in most cases the projected revenue for the next 12 months. Top 5 Median: 10.4x

Cloud 130

Cloud Azure AWS Underperforming Technical Team 130

Intercom, Inc.

JANUARY 16, 2019

Growing a sales team isn’t as simple as putting a bunch of A players in a room and getting them to start selling your product. If you want to build a revenue engine that will fuel long-term growth, you need to build and scale your sales org with intention. and many more to talk about how they’ve built sales teams from the ground up.

Scale 156

Scale Sales Hiring Underperforming Technical Team Scaling 156

SaaStr

JULY 11, 2023

The Number of Outlets Back in the day you had CITEWorld, IDG publications were better-staffed, and there were significantly more enterprise reporters than there are today. What it does is give your company a bad name. A Real Company With Real Money (Funding plus Revenue) Wanna get press? It helps build morale for the team.

Social Media 169

Social Media SaaS Underperforming Technical Team Headcount 169

Neil Patel

SEPTEMBER 18, 2020

We help our clients develop a digital strategy that maximizes the results they achieve with their content marketing, advertising, and SEO campaigns. The focus with our digital strategy is revenue. Everything we do is focused on producing real results for businesses whether that’s more traffic, leads, or revenue.

Underperforming Technical Team 139

Underperforming Technical Team Strategy Content Marketing Scale 139

Stax

FEBRUARY 19, 2024

To achieve this, vertical SaaS products bring in experts from niche markets to develop industry-specific features, ensure compliance with industry standards or regulations, and integrate with key business platforms that are standard within that industry. It’s easier to accommodate entrepreneurs to enterprise within one industry than several.

SaaS Payments 88

SaaS Payments Payment Services Payments Payment Solutions 88

Sales Hacker

OCTOBER 17, 2022

Revenue growth requires modern organizations to adapt and change with our current complex landscape. As cross-functional leadership teams across the country clamor to prioritize and agree upon the top threats to address, many underestimate the importance of effective change management. In life, change is inevitable.

Sales Recruiting 77

Sales Recruiting Underperforming Technical Team Strategy Management 77

SaaStr

APRIL 5, 2021

I told this VC I bet that while they had no true enterprise customers, they had a few nice silos within some large customers. Hmmmm … well, to me, that’s not a bad place to be once a space, a category, gets to $100m+. With less capital and a tighter team … you won’t be able to spend as much on marketing.

Scale 239

Scale Sales Recruiting Underperforming Technical Team Pricing 239

SaaStr

JULY 29, 2022

Those are all a bit enterprise biased. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. I think it is possible to get some revenue-based financing here, for sure, both from SVB and others, and also new emerging vendors from Pipe and on, you can get some.

Scale 220

Scale Scaling Sales Hiring Enterprise 220

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. The other thing is I’ve studied enterprise software for literally 30 years. “Look, here’s enterprise software. I was a software developer, a product person.

Sales Hiring 333

Sales Hiring Underperforming Technical Team SaaS Headcount 333

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. Whether it’s technology or sales, revenue, marketing, you can outsource the edge, you can outsource integrations, you can outsource experiments for sure.

Scale 244

Scale Outsourcing Services Sales Hiring VP of Engineering 244

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 130

Underperforming Technical Team Engineering Advertising Forecasting 130

Sales Hacker

DECEMBER 20, 2018

Take notes, highlight the best parts, and share important takeaways with your team. Catalyst Sale enables organizations to build and deploy top-notch sales teams through training and enablement. Learn how to develop a full array of selling skills: from asking the right questions to using the proper apps. Accelerate!

Scale 111

Scale Underperforming Technical Team Sales Social Media 111

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. We recently sat down with Maggie to chat about all things sales – from laying down a solid foundation to hiring the right people and, finally, scaling the team into hyper-growth. Look for the team players.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

Chart Mogul

MAY 30, 2019

Ingmar, our VP of Customer Success, and our support team cracked the code on first response time and measuring NPS. As we grow, we’re able to spend more time developing the proactive tiers of the pyramid without de-prioritizing a strong foundation of fast, helpful ticket replies and features that delight.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

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 218

Scale Sales Hiring Cybersecurity Underperforming Technical Team 218

Totango

JULY 9, 2019

Customers will stick with a brand that provides reliably good service, but improving the enterprise customer experience can be challenging. Put these tips to work and your business can improve its enterprise customer experience in no time. How to Improve the Enterprise Customer Experience. 1: Understand Your Customers .

Enterprise 48

Enterprise Underperforming Technical Team Social Media Churn 48

Totango

JULY 1, 2022

Finally, we’ll show you how you can leverage customer loyalty to promote B2B referral programs that expand your customer base and increase your revenue. In a nutshell, customer loyalty plays a pivotal role in helping B2B SaaS companies maintain and grow revenue. What Is Customer Loyalty?

B2B 107

B2B B2C Underperforming Technical Team Business 107

SaaStr

AUGUST 19, 2022

Jason Lemkin: Actually more than that, 10X revenues, only growing 22%. ZoomInfo, which probably all of us at least know if we don’t use, grew 54% last quarter at over a billion in revenue. Jason Lemkin: Alteryx, a little more nichey enterprise leader out there. Grew 33% year over year at almost 800 million in revenue.

Scale 215

Scale Sales Hiring Scaling VP of Engineering 215

User Pilot

APRIL 28, 2024

It enables product teams to create, implement, and test personalized in-app onboarding experiences. Userpilot is a product growth platform that drives user activation , feature adoption, and expansion revenue. It also helps product teams collect user feedback, streamline onboarding, and gather actionable insights from analytics.

Software Review 52

Software Review Technical Review Underperforming Technical Team Onboarding 52