SaaStr

APRIL 3, 2024

CIOs now understand that if they don’t figure out how to use automation as a lever to improve margins, customer experiences, and innovation with fewer resources, they’ll be the ones without a job at the end of the year. The most interesting innovation is often from the teams that understand the problem the most.

Generative AI 222

Generative AI AI Technical Review Software Review 222

Intercom, Inc.

AUGUST 26, 2020

In the coming year, 55% of support leaders are increasing their spend on technology to scale their efforts. With more than half (52%) of companies planning to reduce the size of their team as a result of the current economic downturn, support leaders are turning to technology, not headcount, to scale their efforts.

Trends 233

Trends Scale Headcount Technology 233

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. What “customer success” looks like evolves as your company and customers scale upmarket.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Sales Enablement, SaaS and Growth

JUNE 26, 2018

Today, everyone working in and around sales and marketing knows that bots are hot, in vogue and quite simply, of the moment. In my role leading sales enablement at HubSpot in EMEA, we deliberately carve out time to think about ways to leverage tools, technology and software that will make sales reps more effective.

Sales Enablement 100

Sales Enablement Scale Sales Recruiting Sales Hiring 100

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. How can you capture, qualify and convert the right leads for your business while working within your means? Short on time?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. Google, Apple and HubSpot are just three examples of industry-leading companies which use mental models to aid quick decision-making. Again, it was an easy to use model which scaled effective decision-making.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

OpenView Labs

MAY 24, 2021

Tip: Look at the ratio between R&D spend vs. Sales and Marketing spend*. If a company’s product plays an important role in their revenue generation—whether through acquiring, converting, or expanding customers—we should expect that company to spend relatively more on R&D and relatively less on Sales and Marketing.

Scale 98

Scale Headcount Sales Hiring Benchmarks 98

SaaStr

SEPTEMBER 19, 2019

We are a platform that allows local businesses to communicate with anybody, whether it’s a lead, a customer, an employee of their business, or even another business. And then this year, Oh, this year we were named as one of Fast Company’s most innovative companies in the world, which we’re super pumped to be a part of.

Scale 111

Scale Sales Hiring Software Review Scaling 111

OpenView Labs

MAY 20, 2021

I saw this as a client partner and then regional managing director at an eBusiness firm that scaled from 0 to 2,000 people in three years, organically. The same was true when I ran the People function at a software development consultancy that doubled its headcount to ~100 while reducing attrition from 40% to 5% voluntary in 18 months.

Scale 84

Scale Underperforming Technical Team Headcount Software Review 84

ChurnZero

JANUARY 7, 2020

The company’s innovative technology and procurement expertise help organizations cut their project response time in half. Scale their processes. Understand their most important prospects – trial users – and monitor their use of the product. . . The y struggled to: . Maintain a pulse on their customer portfolio.

Scale 52

Scale Headcount Consulting Customer Success 52

Sales Hacker

APRIL 5, 2021

In 2020 I was building my sales team at Livestorm , and at the time we were going through a big hiring boom. For the first time in my life, I was in charge of vetting and hiring new team members at scale. Over the course of time, I’ve interviewed and talked to hundreds of sales candidates.

Sales Hiring 93

Sales Hiring Sales Recruiting Company Culture Interviewing 93

SaaStr

JUNE 10, 2020

We’re going through layoffs and furloughs, recession planning and for me as the CMO, facing really massive cuts to marketing budgets and headcount. Meagen, sales. Launch it to our customers, launch it to the sales team, launch it to prospects.” We’re looking at everything we do from software to people.

Travel 169

Travel Marketing Scale Outsourcing Services 169

OpenView Labs

JUNE 10, 2019

These companies have fewer sales reps (or none at all), meaning more resources get invested into product and engineering. A large majority of those failures can be attributed to premature scaling and underestimating how long it takes to validate the market for a given product. Product KPIs. 90% of startups fail. Team Alignment.

Management 55

Management SaaS Scale Sales Recruiting 55

Sales Hacker

OCTOBER 28, 2019

This week on the Sales Hacker podcast, we speak with Amyra Rand , VP of Sales & Strategic Partnerships at Criteria Corp. Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is an MBA from Pepperdine. Subscribe to the Sales Hacker Podcast.

VP of Engineering 41

VP of Engineering Sales Hiring Sales Recruiting Scale 41

Intercom, Inc.

AUGUST 30, 2022

But these days, there are so many innovative and impactful tools that can massively streamline your workflows and help to set you up for success as you scale. This is especially important for small teams, where you need to operate at a scale far beyond your headcount (without burning out your team by working around the clock).

Scale 163

Scale Payment Services Startup AWS 163

Sales Hacker

JULY 8, 2020

Michael is a member of Revenue Collective, but perhaps most importantly, he’s the chief sales and strategy officer for Compass, that fast-growing real estate behemoth. Michael talks about how he does that at scale and how he thinks about scale. Michael talks about how he does that at scale and how he thinks about scale.

Scale 113

Scale Scaling VP of Engineering Technical Review 113

SmartKarrot

APRIL 16, 2020

You will be responsible for coordinating ongoing customer-facing activities with the Sales team and customers, making sure follow-ups are occurring on schedule with the goal of ensuring customers are getting visible value from their investment. To act as a customer advocate within Zywave and work cross-functionally with other roles (i.e.

Technical Advisors 8

Technical Advisors Customer Success Scale Headcount 8

SaaStr

MARCH 15, 2024

How Does Vimeo Handle Long-Tail PLG vs. a Very Sales-Led Motion? One of the strategy changes is to say, “Hey if we turn up the innovation and actual product quality, can we ultimately get around having to spend all this money on advertising?” They top out of what you can do in advertising and rev share on YouTube.

AI Search 215

AI Search SaaS Advertising Sales Hiring 215

Andreessen Horowitz

MARCH 21, 2024

Some naysayers doubted that genAI could scale into the enterprise at all. Last year, much of enterprise genAI spend unsurprisingly came from “innovation” budgets and other typically one-time pools of funding. Implementing and scaling generative AI requires the right technical talent, which currently isn’t in-house for many enterprises.

Generative AI 145

Generative AI AI Enterprise Artificial Intelligence 145

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success. What is a Sales Engagement Platform (SEP)? Is Sales Engagement Always the Right Fit?

Scale 133

Scale Engagement Sales Sales Enablement 133

SaaStr

MARCH 17, 2020

How to create boundaries and norms with the sales team, how to find customer advocates, how to build and scale your program, as well as the difference between incentivized vs. reward program. Customer reference program went from something that was nice to have and important to absolutely critical to our new business sales cycle.

Scale 140

Scale Payment Services Sales Hiring Payment Methods 140

Totango

JULY 26, 2022

Protecting and growing your current customer base should be your top priority right now, but how do you do that when your marketing and sales budgets have been slashed and hiring has stopped? This allows the entire company to innovate customer engagements so everyone owns and shares in the success of positive customer relationships.

Scale 113

Scale Headcount Sales Hiring Customer Success 113

Intercom, Inc.

NOVEMBER 5, 2019

Inspired by the release of our book Intercom on Sales , we wanted to take a fresh look at three big topics – speed, automation, and growth. We wanted to know: what are sales leaders doing to bring velocity to their sales cycle? How are they using automation to bring new efficiencies to their sales orgs?

Scale 139

Scale Sales Recruiting Sales Hiring Trends 139

SaaStr

FEBRUARY 28, 2020

311: Karl Sun is the Founder & CEO @ Lucidchart, a visual workspace that combines diagramming, data visualization, and collaboration to accelerate understanding and drive innovation. How does this requirement change as the company scales? How does Karl think about doing this at scale? What works? What does not work?

Sales Hiring 213

Sales Hiring Scale CTO Hire CTO Coach 213

Hitenism

JANUARY 16, 2017

In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Reduce sales ramp time by 30-50% via sales enablement. Double headcount every 6-9 months. They raised $65 million dollars with that plan.

Scale 147

Scale Venture Capital SaaS Headcount 147

Intercom, Inc.

JUNE 3, 2021

It may take a bit of a leap of faith to invest in a differentiation strategy that won’t immediately translate into ROI, especially in a pandemic, but you can’t sacrifice innovation and sustainability for short-term revenue. ” I think the “Sure thing boss, give me more headcount” is obvious. We could charge X.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

Intercom, Inc.

JANUARY 20, 2022

In the race to win a customer’s business, it’s not really about how good your product is – it’s how fast you keep innovating. Speed, the ability to move and improve, to iterate and innovate, is paramount, and if you listen to Intercom on Product regularly, this probably sounds familiar. So, naturally, we hatched a plan to hit the gas.

Underperforming Technical Team 249

Underperforming Technical Team Headcount Sales Hiring Scale 249

ChurnZero

JUNE 26, 2020

Poorly phrased or missing questions and unclear instructions lead to communication friction and subpar responses from vendors. We all know that meeting invite lists carry a certain political connotation , which often leads to participant pandering, bloated meetings, and counterproductive conversations.

Customer Success 98

Customer Success Software Review Software Scale 98

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. Rachel Hepworth: Introducing growth marketing to Slack. That was the question posed to Rachel Hepworth.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

Clouded Judgement

SEPTEMBER 19, 2023

If you don’t want to manage all of the infrastructure around Iceberg (plus allocating headcount to do this!) One key component of a modern cloud-native data architecture is the data lake - which allows for cost-efficient storage of large amounts of data used for analytics and ML at scale.

Data 130

Data Government Scale GCP(Google Cloud Platform) 130

ChurnZero

JUNE 3, 2022

In the episode, You Mon covers the gamut of Customer Success insights—from defining its (oft-misunderstood) purpose, seeing what a day in the life of a CSM looks like, knowing when to add CS to an organization, handling tension with sales, and more. It requires them to spend less capital to get innovative and risky projects kickstarted.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

ChurnZero

JUNE 3, 2022

In the episode, You Mon covers the gamut of Customer Success topics—from defining its (oft-misunderstood) purpose, seeing what a day in the life of a CSM looks like, knowing when to add CS to an organization, handling tension with sales, and more. It requires them to spend less capital to get innovative and risky projects kickstarted.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

Andreessen Horowitz

JANUARY 17, 2024

What I don’t think people know is quite the size and scale of the company today. And I was, quite frankly, frustrated as hell because we had no leads, we had nothing to go on, 1 individual had been shot. David Ulevitch: Thank you. That’s incredible. How many do you have actually on active patrol at any given time?

Technical Review 74

Technical Review Technology Underperforming Technical Team AI Search 74

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Those on the front lines know that more competition means greater saturation of traditional marketing and sales channels, increasing customer acquisition costs (CAC).

Scale 70

Scale Startup Technical Review Software Review 70

ChurnZero

JANUARY 13, 2023

First, digital CS will become a way of life due to flat or reduced headcount. Second, the power of AI in customer experience will become more evident and accessible—an innovation we at ChurnZero have jumped on with the introduction of Customer Success AI. It’s about time CS gets the same attention as sales.

Trends 98

Trends Customer Success Sales Hiring Scale 98

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Those on the front lines know that more competition means greater saturation of traditional marketing and sales channels, increasing customer acquisition costs (CAC).

Scale 51

Scale Startup Technical Review Software Review 51