Chart Mogul

JULY 15, 2021

In fact, out of a sample of 40 growth stage companies, 50% said revenue growth was their #1 north star metric, according to research led by Lenny Rachitsky for Future. In fact, out of a sample of 40 growth stage companies, 50% said revenue growth was their #1 north star metric, according to research led by Lenny Rachitsky for Future.

Underperforming Technical Team 52

Underperforming Technical Team Revenue Scale Communication 52

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. This is something that I’m doing with fractional headcount allocation. Now we have a name for this.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

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

Chart Mogul

MAY 7, 2020

Onboarding a new member of your sales team is challenging on its own, but especially so when they have to call prospects out of the blue. Providing the right cold calling training can make or break the success of a new team member. Explain their existing sales process and what they learned in the course of developing it.

Sales Hiring 121

Sales Hiring Underperforming Technical Team Marketplace as a Service Headcount 121

Intercom, Inc.

JULY 28, 2022

Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom. In today’s episode, we sat down with Sanj to talk about scaling sales teams, what makes a great salesperson, and strategies to deliver the best outcomes for your customers.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

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

MAY 19, 2021

B2B businesses need to pivot their approach with a new metric to measure the success of outbound email sequences. This helps us with our prospecting strategies but it also helps our reps develop their skill set and become stronger in their role. Andy’s not telling Coral no at all; he’s asking for a bit more time with his team.

Data 81

Data Underperforming Technical Team Headcount Sales Funnel 81

Chart Mogul

MAY 7, 2020

Onboarding a new member of your sales team is challenging on its own, but especially so when they have to call prospects out of the blue. Providing the right cold calling training can make or break the success of a new team member. Explain their existing sales process and what they learned in the course of developing it.

Sales Hiring 52

Sales Hiring Underperforming Technical Team Marketplace as a Service Headcount 52

ChurnZero

OCTOBER 15, 2021

Twenty years ago, when I did my first big round of funding for a different company, NRR was an “Oh, by the way” metric. Then, by the third meeting, they said, ‘Oh, by the way, what are your customer metrics?’ As more time goes by, NRR rises in the ranks and becomes an impact metric, or one of the top 10 metrics tracked by company.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

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. Reality: NPS is one of the most widely-used metrics in Customer Success. Customer Success Management: Distinguishing Fact From Fiction.

Customer Success 52

Customer Success Scale Technical Review Underperforming Technical Team 52

OpenView Labs

JUNE 10, 2019

For proof, might I suggest the classic post Good Product Manager/Bad Product Manager , which presents a very different vision for the role of product manager than most of us have today). They know the immense value of user input and customer development. Team Alignment. Data-Driven Product Roadmaps: Choosing the Right Metrics.

Management 55

Management SaaS Scale Sales Recruiting 55

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. So how do you create a strong, enterprise-ready team? Not just support on steroids: How to build a customer success team.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Intercom, Inc.

AUGUST 20, 2019

There’s no shortage of advice for SDRs online , so it’s easy to find nuggets of wisdom to help in your sales career, but unfortunately there’s also a lot of bad advice. At the time I didn’t fully value the SDR experience or the skill set I was developing. The virtue of patience.

Sales Hiring 35

Sales Hiring Underperforming Technical Team Sales Headcount 35

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? Sam Taylor: And so, I joined as a sales development rep at Salesforce, best move I ever made.

Scale 177

Scale Sales Hiring Sales Recruiting Sales 177

SaaStr

JULY 11, 2023

This is actually a huge boon for any company that has really great metrics that they’re able to back up! Sketch out exactly how big the market is, and be prepared to back it up with independent metrics. What Doesn’t Work Anymore (Or Didn’t Work Before) BS Metrics Oh you’ve got 2 million concurrent sessions? They don’t care.

Social Media 162

Social Media SaaS Underperforming Technical Team Headcount 162

Intercom, Inc.

JANUARY 20, 2022

We surveyed and interviewed key people in our teams to understand how they worked and how they saw Intercom’s internal operations. Honest feedback can be hard to take, but it’s essential to develop the type of culture that encourages people to constructively criticize processes, leadership styles, or approaches. Paul: Yeah.

Underperforming Technical Team 249

Underperforming Technical Team Headcount Sales Hiring Scale 249

Intercom, Inc.

MAY 19, 2022

With the 2022 Customer Service Quality Benchmark Report , we wanted to look deeper than individual metrics. After all, while metrics help us measure the impact of our work, they only support a narrative. In the 2022 customer service quality benchmark report, our objective was to look deeper than individual metrics.

Benchmarks 104

Benchmarks Sales Hiring Scale Strategy 104

Baremetrics

AUGUST 29, 2021

Prospecting Email automation Email validation Domain warming Are you looking for insights into your business metrics? Take a look at over 26 different metrics using Baremetrics. Let’s say your ICP is a web developer running a startup on the East Coast. This will result in poor open and response rates. Table of Contents.

Scale 97

Scale Startup Sales Hiring Sales 97

OPEXEngine

AUGUST 9, 2021

A new budgeting/planning tool should usher in a new process, new insights, and new metrics for running the firm. If the new solution doesn’t produce this, then the implementation team has likely set its sights too low or has ignored significant value-creating and change opportunities. This means that some sensitive information (e.g.,

Software Review 52

Software Review Underperforming Technical Team Technical Review Headcount 52

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

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

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. Job postings.

Underperforming Technical Team 58

Underperforming Technical Team Technical Review Data Development Team Review 58

Clouded Judgement

SEPTEMBER 19, 2023

If you don’t want to manage all of the infrastructure around Iceberg (plus allocating headcount to do this!) Iceberg is an open table format developed by Ryan Blue and Dan Weeks (2 of the 3 co-founders of Tabular) while they were at Netflix. This prevents bad data from leaking downstream.

Data 130

Data Government Scale GCP(Google Cloud Platform) 130

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. Then I got a call from a friend who actually was the first lawyer at Google and he was looking for someone to start the patent team there.

Sales Hiring 221

Sales Hiring Scale CTO Hire CTO Coach 221

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. You Mon: When I think about being a leader, it’s all about how do I get my team to succeed. They’re the proactive team. Can you help me get that metric?

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. You Mon: When I think about being a leader, it’s all about how do I get my team to succeed. They’re the proactive team. Can you help me get that metric?

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

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