SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling. Lessons for scaling high-growth organizations.

Scale 117

Scale Payment Services Payment Methods Sales Hiring 117

ChurnZero

NOVEMBER 18, 2022

And yet, downplaying your team’s needs undermines CS’s current impact and future revenue-driving potential. According to our 2022 Customer Success Leadership Study, CS teams are already underfunded and under-resourced. It really gets to the point where you say, “We have the opportunity to scale this. CFO is on it.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

InsightSquared

MAY 15, 2019

Sales Operations is Still Developing. As thought leadership evolves and new iterations of revenue and commercial operations take shape, visibility for the discipline is skyrocketing. Finance and management studies gave you models to take into the real world while our area did not. What makes a “good” or “bad” deal?

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

SaaStr

APRIL 16, 2020

In Today’s Episode We Discuss: * How Carolyn made her way across the pond from Head of US Communications at Orange to GM of Method in SF to then playing a key role in the marketing team at PagerDuty? * In terms of tone, what is the right tone to approach the broader team with? How does PagerDuty gain a sense of company morale at scale?

Scale 180

Scale Underperforming Technical Team Leadership Branding 180

SaaStr

AUGUST 16, 2019

During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. In Today’s Episode We Discuss: * How Justin made his way into the world of Sales and came to be one of the industry’s leading scale up Sales leaders with PatientPop and ZocDoc. * How did Justin experience burnout?

Scale 140

Scale Underperforming Technical Team Sales Hiring Interviewing 140

SaaStr

SEPTEMBER 10, 2020

To date, the company has raised $120M in financing from Battery Ventures, Insight, Venrock, Costanoa, Bain Capital, and Salesforce Ventures to name a few. What can teams do to bring their themes to life? As I’ve said before, I’ve heard so many good things from Brian and the team at Venrock. Who is involved?

Scale 173

Scale Sales Hiring Software Review Technical Review 173

Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. Who influenced Trish in her career development [31:34]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. Show Introduction [00:04].

Underperforming Technical Team 80

Underperforming Technical Team Scale Outsourcing Services Sales Hiring 80

FastSpring

MARCH 27, 2023

Ryan Austin had VP-level experience in training when he decided to start a consulting business to help enterprise-level companies with their corporate learning and development initiatives. Ryan and his team noticed so many inefficiencies across the L&D workflows. “It There are now over 150 enterprise companies using the platform.

Payment Solutions 95

Payment Solutions Payment Services SaaS Payments VP of Engineering 95

SaaStr

AUGUST 9, 2019

To date they have raised over $113m in financing from some of the best in the business including Tiger Global, Battery Ventures, Boldstart, Canaan, Cisco, and Redpoint, just to name a few. You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. Missed the session?

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

Kellblog

DECEMBER 27, 2021

My point was that this is normal and healthy: you can long Miami and Austin without shorting Palo Alto which, by the way, would have been a bad idea in 2020. Look at the scale. Management changes , as leadership teams drift from a spirit of value creation for customers to value extraction from them. Tech bubble relents.

Blockchain 143

Blockchain Technical Review Venture Capital Sales Hiring 143

Sales Hacker

DECEMBER 2, 2019

She’s now a consultant helping VPs of Sales scale and build their sales teams. She’s also been a high-performing individual contributor — she was part of the team that drove a lot of growth at HubSpot as it went from small to large, and she worked under Mark Roberge. I understand accounting and finance. What You’ll Learn.

Scale 52

Scale Sales Recruiting Sales Hiring Sales 52

Sales Hacker

AUGUST 4, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale, previously unthinkable. Sam Jacobs: Have you developed a process to answer that question of should you hire, should you fire? Check them out at www.outreach.io.

Scale 105

Scale Sales Hiring Sales Recruiting Outsourcing Services 105

SaaStr

MAY 23, 2019

Do I have the right team? And just because someone was a right member of the team last year doesn’t mean they’re a right member of the team next year. And just because someone was a right member of the team last year doesn’t mean they’re a right member of the team next year.

Sales Hiring 119

Sales Hiring Underperforming Technical Team Scale Startup 119

Sales Hacker

JUNE 16, 2020

Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. We’re on iTunes.

Underperforming Technical Team 99

Underperforming Technical Team Government Scale Systems Review 99

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. I think that’s probably the fastest we’ve ever seen a company get to that scale. They got to 100 million of ARR from 1 million in three years, which is just incredible.

Cloud 100

Cloud Scale AWS Machine Learning 100

SaaStr

MAY 31, 2019

What does Parker do with regards to operational scaling that is unconventional but works? How can one prevent their customer support team from being a wall of protection for the product and eng team? Stripe recently announced their 5th office would be… “remote”, so how does Parker feel about the building of remote teams?

VP of Engineering 132

VP of Engineering Sales Hiring Scale Systems Review 132

SaaStr

AUGUST 7, 2020

From strategies in recruitment and team building to sales tactics, these leaders from Salesforce, nCino, and Vlocity, will discuss the top tips for moving beyond horizontal SaaS and building a billion-dollar SaaS company. These companies can scale really efficiently. David, you talked a bit about the team and the founders.

Payment Solutions 149

Payment Solutions Pricing Payments Payment Services 149

SaaStr

JULY 1, 2021

The second is pulling more around values, and how we approached team building. Even as a three person team, we went through an exercise to figure out what do we stand for, as a team? Then trying to maintain that as we scale is always the challenge. How have the other two of you thought about building out your team?

VP of Engineering 264

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 264

SaaStr

SEPTEMBER 4, 2020

I’ve been in software since the ’90s and for over 20 years, nearly that entire time, we’ve been talking about digital transformation, developing strategies, architecting new technologies, and moving beyond digitization to rethinking our businesses, our products, and our services in a way that’s optimized for a digital world.

Scale 158

Scale Underperforming Technical Team Sales Hiring Branding 158

SaaStr

SEPTEMBER 23, 2020

As you can tell from that list, it was really a team effort, so huge thanks for that. Dave McJannet: So, I started my career in the world of finance, actually, and I moved to the Bay area when my girlfriend, now my wife, came here for grad school. ” But really, it was the team side of it. Let’s start there.

Scale 190

Scale Leadership Underperforming Technical Team Scaling 190

Point Nine Land

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

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

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Joyce Johnson.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. What worked? What did not work?

Sales Hiring 195

Sales Hiring Sales Recruiting Scale Technical Advisors 195

SmartKarrot

JUNE 30, 2022

Losing employees while following a merger and acquisition is normal, whether because of cost-cutting, economies of scale, or the chance to forge a new direction elsewhere. It is crucial to start by getting to know your new customer success team. Have a consistent compensation model for customer success teams.

Acquisition 10

Acquisition Customer Success Technical Review Underperforming Technical Team 10

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. Keys to success when scaling a company [10:56]. They sell that product to general councils, operations teams, and deal desks. Keep the promise of sales enablement and keep your team doing what they do best, which is winning. We’re on iTunes.

Scale 107

Scale CTO Hire Scaling CTO Coach 107

SaaStr

DECEMBER 17, 2019

Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. So, as a consumer, the way that you interacted with your finances in the web pre-Plaid was doing a variety of manual processes. Zach : Yeah.

Payments 147

Payments SaaS Payments Banking Underperforming Technical Team 147

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution. Missed the session?

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

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. Afterward, Patrick founded several businesses in diverse sectors, including tech, healthcare, and finance. Talk: Scaling & Exiting: Dreams, Designs & Dramas. His focus there was deal-sourcing.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does the structure of your marketing team need to change with the evolution?

Sales Hiring 167

Sales Hiring Scale Interviewing Technical Review 167

Tom Tunguz

OCTOBER 24, 2021

We’re excited to continue the Month of Scale here for Redpoint Office Hours. That was the start of the Month of Scale. We thought we were going to be talking about scale today, but we’re actually going to talk about having small dogs and raising dachshunds, based on what we were catching up on backstage with Claire.

CTO Coach 129

CTO Coach Sales Hiring Sales Recruiting CTO Hire 129

Intercom, Inc.

JANUARY 20, 2022

Not too long ago, when Intercom turned 10 , we dedicated an entire episode to speed , or why startups should always strive to keep momentum as they scale. We surveyed and interviewed key people in our teams to understand how they worked and how they saw Intercom’s internal operations. So, naturally, we hatched a plan to hit the gas.

Underperforming Technical Team 249

Underperforming Technical Team Headcount Sales Hiring Scale 249

SaaStr

FEBRUARY 28, 2020

As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. How does this requirement change as the company scales? How does Karl think about doing this at scale?

Sales Hiring 218

Sales Hiring Scale CTO Hire CTO Coach 218

Sales Hacker

JANUARY 3, 2022

Those are resources that most sales teams do not have, and resources that most marketing teams need to protect. To meaningfully speed up your content creation process without sacrificing quality or quantity, though, you also need to look closely at how your team approached sales enablement. Develop T-shaped professionals.

Sales Enablement 100

Sales Enablement Scale Sales Hiring Outsourcing Services 100

SaaSOptics

MARCH 1, 2022

What makes finance teams throw up their hands and say, “I just need a tool that can do X!” finance teams are responsible for planning the financial roadmap of an organization and keeping everything in balance. Agile finance teams don’t have time to wait around as a brand new system gets deployed. .

Payment Solutions 52

Payment Solutions Payments Payment Services Payment Features 52

Kellblog

JUNE 7, 2020

Bad Fates That Can Befall Category Creators. Once you’ve created a category, what bad things can happen to it? Having contemplated the bad things that can happen to your category and reviewed some basic principles of categories, there is only one answer to the question: lead. Market your category leadership.

Scale 105

Scale Underperforming Technical Team Technical Review Finance 105

Kellblog

JULY 21, 2019

(And it makes you think twice when you’re on the other end of that phone call – was the show bad or did we execute it poorly?) . The difference between a great show and a bad show is often, in a word, execution. I’m a huge believer in live events and an even bigger believer that you get back what you put into them. Just good.

Underperforming Technical Team 76

Underperforming Technical Team Technical Cofounder Scale Startup 76