Kellblog

JULY 8, 2020

I was talking with my old friend, Mark Tice , the other day and he referred to a startup mistake as, “on his top ten list.” ” Mark’s been a startup CEO twice, selling two companies in strategic acquisitions, and he’s run worldwide sales and channels a few times.

Sales Hiring 145

Sales Hiring Startup Software Review Enterprise 145

SaaStr

JUNE 21, 2023

Founders are responsible for ensuring a startup always has enough money, setting the vision for the company, and driving things forward. Lesson #1: If You Aren’t Making Mistakes, You Aren’t In A Startup If you do things that always work and maintain the status quo, you’re likely at a major company like Microsoft. And it was true.

Sales Recruiting 293

Sales Recruiting Sales Hiring Underperforming Technical Team Pricing 293

SaaStr

NOVEMBER 26, 2019

Duo Security is an Ann Arbor, Michigan based cyber-security startup. sales team. As everyone left to work for an investment bank in California or New York that summer of ’99, I went to work at a startup in Ann Arbor. Now, we did really cool stuff at this startup. Want to see more content like this? .”

Scale 279

Scale Sales Hiring Underperforming Technical Team Sales 279

Tom Tunguz

JANUARY 23, 2023

I’m watching public company earnings to identify early weaknesses in the software market. Microsoft’s Ability to Cross-Sell its Suite is Driving Dominance in Many Categories GitHub is now home to 100 million developers. About 70% of commercial Office subscribers use Teams. Yesterday, Microsoft announced earnings.

Azure 256

Azure Underperforming Technical Team Artificial Intelligence Machine Learning 256

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 last thing you want the team doing is chasing a shiny penny, when what really matters is hitting the plan for the quarter.

Underperforming Technical Team 356

Underperforming Technical Team Cloud Revenue Acquisition 356

SaaStr

OCTOBER 26, 2023

Getting off the ground is one thing — an easy pitch of being an HR tech startup focused on improving hiring. In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. On the other hand, their Enterprise segment is bigger and doing great. Daniel’s team is an anti-gravity device.

Sales Hiring 280

Sales Hiring AI SMB Scale 280

User Pilot

DECEMBER 31, 2024

While your product managers use our analytics reports to track product usage, your engineering teams can use our session replays to uncover bugs, and your customer support team may use our in-app help center feature to offer self-service and reduce support tickets. Userpilot is perfect for non-technical teams.

Technical Review 105

Technical Review Underperforming Technical Team Software Review Onboarding 105

Chart Mogul

JANUARY 9, 2025

Self-service sales model This is when customers explore and experience your product independently without needing hands-on help from your sales team. Enterprise sales model The enterprise sales model is used for high-value, complex sales. Enterprise sales are often outbound or referral-driven.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

SaaStr

JUNE 19, 2024

The three core areas to focus on are: Evolving your growth engine Building and solving for when to become a multi-product platform Investing in your people and team #1: Evolving Your Growth Engine Let’s start with some context for Bitly’s journey. You might have to rebuild your marketing team. Optimize your acquisition funnel.

Scale 300

Scale Scaling Underperforming Technical Team User Experience 300

SaaStr

OCTOBER 4, 2024

They built one platform that does it all, but also made it simple so that these small businesses they wanted to serve, could actually use it to grow revenue without needing a developer that they didn’t have. They initially tried to sell to other startups on the basis that Klaviyo could help you with your customer marketing.

Revenue 307

Revenue Scale Underperforming Technical Team Sales Hiring 307

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. How to bring formal sales into a growing startup.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? How should you handle presenting challenges to your C-suite team when you’ve just joined the company? The bad news is it wasn’t driving the results they wanted. Lattice had limited resources and a small team, which meant they needed to focus in.

Scale 273

Scale Sales Hiring Scaling Revenue 273

SaaStr

JUNE 4, 2021

Pomel focused his session on: Making your SaaS startup customer-centric: Hw event marketing has helped him integrate his engineering and sales teams. How many of you guys’ product rely on the highly functioning engineering team? Helping the engineering teams run smoothly and being super productive thanks to mentoring.

Scale 317

Scale Underperforming Technical Team Sales Hiring Engineering 317

Sales Hacker

FEBRUARY 17, 2021

Scott’s newsletter makes a great point: as buying teams get bigger and bigger, our sales teams need to grow with them. In other words, the partners balance out each other’s strengths and weaknesses. First, identify your team member’s strengths and weaknesses. Business case development and IT/tech strategy.

Underperforming Technical Team 130

Underperforming Technical Team CTO Hire CTO Coach Technical Review 130

Kellblog

JUNE 27, 2022

Bernard , Suranga , Alice , Rob ) as well as my other European startup colleagues (e.g., The US poses numerous, often unique, challenges for a European technology startup. So is developing a geographic strategy. This series was both a lot of work and a lot of fun. I was able to leverage many of my Balderton colleages (e.g.,

Startup 137

Startup Sales Hiring Underperforming Technical Team Compensation 137

SaaStr

JUNE 7, 2021

If you don’t have tickets, lock in Early Bird pricing today and bring your team! 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. Most startups do fail. Get tickets here. TRANSCRIPT .

Sales Hiring 339

Sales Hiring Underperforming Technical Team SaaS Headcount 339

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. Getting access to the crown jewels and highly sensitive data as a four-person startup is hard, but if it’s a segregated piece of data and a pilot.

Scale 293

Scale Outsourcing Services Sales Hiring VP of Engineering 293

Intercom, Inc.

JUNE 15, 2022

Product teams often fall into the trap of spending most of their time on the core functionality of the products they’re building. Without an accessible onboarding process , customers may never reach the stage where they can use the game-changing features your team has worked so hard to build, making outcomes difficult to achieve.

Onboarding 195

Onboarding Underperforming Technical Team Software Review Technical Review 195

Intercom, Inc.

NOVEMBER 20, 2018

In the early stages of most SaaS startups’ lives, the CEO or founder often acts as the initial head of sales. It is important that these friendly connections represent the target persona market you have outlined, as otherwise, the feedback loop is likely to be weak. Iterate the product based on feedback.

Startup 178

Startup Sales SaaS Systems Review 178

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 185

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 185

SaaStock

FEBRUARY 13, 2019

was created by a team with 25+ years of experience in location-based tech, spanning various services and real-time asset tracking systems. Launched in 2005 in New York and Guangzhou, Gizwits has become the largest IoT development platform in China, as well as its first PaaS and SaaS platform. Founders : Max Armbruster. Founded : 2014.

SaaS Payments 225

SaaS Payments Payment Solutions Merchant Services Payment Methods 225

Buffer Resources

NOVEMBER 7, 2024

In this article, I will share the competitive analysis framework my team and I have developed (through weeks of research and dozens of iterations), and give you some tips on where to look for data that isn’t publicly available so you can have a competitive advantage. Are they looking for a developer with a specific skill set?

Social Media 122

Social Media Underperforming Technical Team Technical Review Sales Hiring 122

SaaStr

DECEMBER 31, 2019

With the complexity of multiple stakeholders and the increasing purchasing influence of end users, the bar is higher than ever for enterprise UX as companies pioneer business models beyond traditional SaaS. Very excited to talk to you today about building consumer grade products for the enterprise. Want to see more content like this?

Enterprise 148

Enterprise Underperforming Technical Team Scale B2B 148

SaaStr

JULY 25, 2021

Jyoti Bansal : So first thing Dev is, I know you started as an operator running a startup company, you took it public and then you became a VC and then you became an operator again. You can have the great product and a great team, but the market of small or very niche. Dev Ittycheria : Thank you. Now, running MongoDB as CEO.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale VP of Engineering 261

SaaStr

JUNE 1, 2021

There are rules in starting an enterprise software company. Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 A SaaStr Classic!! million in 2013 to $115.9 million in 2014.).

Part-Time VPE 290

Part-Time VPE Technical Cofounder CTO Hire New CTO 290

SaaStr

JULY 29, 2022

Those are all a bit enterprise biased. And we’re about to add basically a team collaboration tier on top of the product. The second question is more about, given that we’re basically users would be self qualifying into team management offering like a project management, et cetera. So that is the theme of today.

Scale 273

Scale Scaling Sales Hiring Enterprise 273

How To Buy Saas

FEBRUARY 25, 2025

Effective sales teams are also 81% more likely to be consistent CRM users , underscoring how vital these systems are for success. Are you an enterprise needing deep customization and analytics, or a small business seeking user-friendly marketing integration? Today, Salesforce is positioned as the enterprise CRM leader.

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

SaaStock

FEBRUARY 14, 2019

The SaaStock team will be landing in São Paulo to run the region’s first Pan-Latin American SaaS conference, SaaStock LatAm. He was also Coordinator and Trainer of startup sales at Gama Academy, the first sales training program for Brazilian startups. He’s been running SaaSholic, a blog where he writes about startups and SaaS.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Neil Patel

OCTOBER 25, 2020

But should you build your own in-house marketing team or hire an agency partner? Digital agencies are companies that help other businesses perform a specific function such as marketing, development, or design. They act as a substitute for an in-house team, serving the same labor function but outside of the organization.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145

Intercom, Inc.

JANUARY 31, 2019

And as the organization grows, the work involved to get teams aligned on who you’re selling to and how you’re selling is not something to be taken for granted either. Ambient Strategy founder and CEO April Dunford on the symptoms of weak positioning. When you’re a small team, your time is everything. Speed is everything.

Underperforming Technical Team 165

Underperforming Technical Team Scale Benchmarks Sales 165

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? So everything you do at a startup you’re treating it like an experiment, right? Yesterday in here, the CMO of New Relic was talking about how they moved to enterprise.

Underperforming Technical Team 213

Underperforming Technical Team Sales Hiring SMB Enterprise 213

Intercom, Inc.

FEBRUARY 1, 2018

In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth. The role that started me on this path was joining a very small startup a little over a decade ago, Climate Corp.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Intercom, Inc.

NOVEMBER 21, 2019

This is season two of Scale , Intercom’s podcast series on moving from startup to scale-up. Tara and her team used it to take a deep dive into the customer’s journey through the product and make a focused effort to truly understand each step along the way. But, ultimately both teams have a shared end goal: increasing revenue.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

Intercom, Inc.

APRIL 26, 2018

I hosted Nir on our podcast to learn how to create healthy habits, how to avoid bad ones, what questions thoughtful product designers should be asking themselves, and much more. Here are five quick takeaways: We have good habits and bad habits , which are very different from addictions. Short on time? What makes a habit?

Underperforming Technical Team 223

Underperforming Technical Team Advertising Technology Social Media 223

User Pilot

MAY 27, 2025

Want to advance your career in product management or find top talent for your team? Mozilla: Director of Product, Firefox Growth Firefox is used by hundreds of millions worldwide, and the Director of Product for Growth plays a critical role in the product management team. Who would be a bad fit for this job?

Management 52

Management Underperforming Technical Team Scale B2C 52

User Pilot

JULY 14, 2021

They are not helping you – the potential user; they are not helping our smaller competitors, who find themselves juxtaposed with enterprise software for a completely different user persona, and it’s not helping us – when we get leads that want something we can’t offer anyway. Best for large enterprises. ease of use.

Underperforming Technical Team 105

Underperforming Technical Team Software Review Onboarding Enterprise 105