Sales Hacker

JULY 24, 2018

Decreased revenue per rep, High turnover as you scale headcount. In the last six months at Weave, our sales team managed this balancing act. We made our machine more efficient even as we scaled, grew headcount, and skyrocketed our revenue. Training and development is like game film in sports.

Scale 55

Scale Headcount Sales Hiring Scaling 55

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. When you get that thing where you’re a rational person and you think it will be great and 99 out of 100 people think it’s bad, that’s when you have opportunity. Get tickets here.

Sales Hiring 333

Sales Hiring Underperforming Technical Team SaaS Headcount 333

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

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. By the time he left to join Google Cloud as EMEA VP of Operations and Customer Growth, Salesforce had around 17 billion dollars in revenue and almost 50,000 employees.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Companies which don’t use mental models risk unleashing mayhem with poor choices or becoming bloated and bureaucratic by reducing the volume and speed at which decisions are made - both scenarios are undesirable and will impact growth. OKRs are a useful mental model - they make it crystal clear what people and teams should be striving for.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

OPEXEngine

MARCH 9, 2022

Most companies track R&D as a % of revenue, and maybe a few metrics about activity, but few CFOs can answer the question of what’s the ROI on their R&D investment. How can Finance and Engineering management work together to diagnose weak areas, and shift R&D resources to produce better outcomes for the company?

Software Review 59

Software Review Development Team Review Technical Review Outsourced Development 59

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. But it’s not about driving revenue at all costs, cautions Jeff. Now we have a name for this.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

Clouded Judgement

SEPTEMBER 19, 2023

You can find the original post here Today we’re very excited to announce our partnership and Series B investment in Tabular , the company behind Apache Iceberg. If you don’t want to manage all of the infrastructure around Iceberg (plus allocating headcount to do this!) This prevents bad data from leaking downstream.

Data 130

Data Government Scale GCP(Google Cloud Platform) 130

Intercom, Inc.

AUGUST 29, 2019

It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. How quickly you’re able to accelerate growth depends on your ability to build a nimble sales org and develop a strong sales strategy. These lay the foundation that enables your team to run as efficiently as possible.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Sales Hacker

NOVEMBER 14, 2019

At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM). We’re going to look at what data you need to develop an account targeting strategy and where to get that data. Physical Address.

Underperforming Technical Team 57

Underperforming Technical Team Technical Review Data Development Team Review 57

The Angel VC

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 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

Outseta

JANUARY 20, 2020

When I left Buildium five years later we’d grown from a start-up to a business with more than 12,000 customers and $16M in revenue. I was managing a team of 15 and the company had grown to about 140 employees. Buildium was 100% bootstrapped—no small angel round or anything like that—until the company reached about $6M in revenue.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Sales Hacker

NOVEMBER 27, 2019

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. Although I went through two weeks of training with my team, they were underwater too. I’m going to share my top 20 sales onboarding secrets to help your team beat their 30-60-90 day plan. So tune in….

Sales Hiring 74

Sales Hiring Onboarding Sales Recruiting Outsourcing Services 74

Valuize Consulting

DECEMBER 13, 2021

As Customer Success as a discipline has grown, it has also developed an accompaniment of misconceptions and myths, generating a lot of confusion about how to do it right and scale successfully. Myth #1: You can create a powerful digital engagement model and scale your Customer Success organization without investing in Operations.

Customer Success 52

Customer Success Scale Technical Review Underperforming Technical Team 52

OPEXEngine

FEBRUARY 2, 2021

In times of heightened uncertainty like these, it’s important to remember to focus on what you need to know about the companies you’re invested in. And even though revenue forecasts might be highly uncertain, most managers have a good idea of how much it will cost them to operate their businesses under different scenarios.

Forecasting 40

Forecasting Underperforming Technical Team Headcount Scale 40

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. I stumbled upon Eric Ries and Steve Blank, the concept of customer development – it was a revelation.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Intercom, Inc.

MAY 13, 2021

Few people have more experience with this move than Linda Lin , Director of Customer Success at the revenue intelligence platform Gong. 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.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

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. Where it makes sense to invest your precious resources when to outsource, and how to save yourself money without cutting corners.

Sales Hiring 218

Sales Hiring Scale CTO Hire CTO Coach 218

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

Baremetrics

JULY 25, 2019

Because of its immense impact on warfare and commerce, weather forecasting has commanded significant research and development focus since the 1980’s, second only to cryptography in global consumption of compute cycles. It feels hotter outside than yesterday” : “Our sales team has more momentum than last month.” Yes and no.

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

ChurnZero

JUNE 3, 2022

VC and PE firms now ask founders about the metrics owned by CS teams, specifically NRR and GRR , within the first ten minutes of conversation. Satisfying expectations for those numbers is an investment non-negotiable. You Mon: When I think about being a leader, it’s all about how do I get my team to succeed.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

ChurnZero

JUNE 3, 2022

VC and PE firms now ask founders about the metrics owned by CS teams, specifically NRR and GRR , within the first ten minutes of conversation. Satisfying expectations for those numbers is an investment non-negotiable. You Mon: When I think about being a leader, it’s all about how do I get my team to succeed.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

BetterCloud

NOVEMBER 1, 2017

Invest some time and resources upfront, and you can create a homegrown, bespoke solution. One exec’s greatest failure: “I was seduced by a build scenario … it turned out to be a very poor decision”. According to IDC research , software purchases will surpass app development in a few years. And they are not cheap.

VP of Engineering 45

VP of Engineering Underperforming Technical Team Outsourced Development Engineering 45

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? Does it have to be tied to a number related to revenue? I met my wife in sales boot camp.

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

Sales Hacker

AUGUST 12, 2020

Even when these massive companies invest in tech like this, it’s often hard to get customers to download and use the app, much less adopt it. Lars Nilsson, the co-Founder of Sales Source, did this when running worldwide Sales Development for Cloudera. The Connect and Pitch culture on LinkedIn is so bad it’s a proverb.

Scale 107

Scale Scaling AI Search AI 107

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. Making something big even bigger with strategic revenue generation [12:03]. Today on the show, we are incredibly excited to have Michael Coscetta.

Scale 113

Scale Scaling VP of Engineering Technical Review 113

Andreessen Horowitz

JANUARY 17, 2024

They know there’s 5 individuals with semi-automatic weapons in the car, SWAT team responds, and those people are now in jail. Bad guys know that when you come to Las Vegas, because of our abilities, technology being at the forefront of it, you are going to get caught. They got defeated, quite frankly, oftentimes by the bad guy.

Technical Review 80

Technical Review Technology Underperforming Technical Team AI Search 80