Sales Hacker

JANUARY 29, 2018

The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product. PODs should operate between 80-120% of quota. This messes up the balance.

Sales Recruiting 90

Sales Recruiting Scale Sales Hiring Sales 90

Sales Enablement, SaaS and Growth

MARCH 23, 2020

I leveraged many of the 52 mental models while working at various software as a service (SaaS) companies, but in truth, they can be applied anywhere, regardless of industry. Operational efficiency. David Cancel of Drift often talks about letting your ideas “ cross-pollinate ” and mental models can be a catalyst for that.

Underperforming Technical Team 215

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 215

ChurnZero

JANUARY 13, 2023

First, digital CS will become a way of life due to flat or reduced headcount. 2023 will be a breakout year for digital Customer Success, customer intelligence, and AI-fueled outcomes at SaaS companies. Company-wide operational efficiency initiatives will force CS leaders to take a hard look at their teams, tools, and customer journeys.

Trends 98

Trends Customer Success Sales Hiring Artificial Intelligence 98

User Pilot

FEBRUARY 24, 2025

Candidates short profile Spencer has over 7 years of experience driving product vision , strategy, and execution in AI-powered and enterprise SaaS platforms. He excels in creating unified product ecosystems and improving operational efficiency through data-driven insights. Contact details LinkedIn profile Artem Pak Artem Pak.

Technical Advisors 52

Technical Advisors Data Management Scale 52

OPEXEngine

DECEMBER 17, 2019

In the many years I’ve worked with SaaS companies, I continue to observe a surprising lack of standardization of SaaS metrics and performance reporting. My experience reinforces the fact that SaaS business model variants and approaches to measuring performance via metrics are still very much undefined. The Value of Benchmarking.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

BetterCloud

JUNE 22, 2023

You’ve decided on the SaaS management platform that best meets your needs. So now, let’s talk about how to build a winning case for a SaaS management platform. Selling a SaaS Management Platform Investment to the CFO Before you schedule a meeting, you need to prepare your answers for some important questions.

Business 52

Business Operational efficiency. Finance Technical Review 52

OpenView Labs

MARCH 10, 2019

This is what makes customer success such an important part of any SaaS company’s success, and it’s especially critical for companies that employ a product led approach to growth. Over this time, our headcount has grown by over 10x, and our revenue has grown by over 60x. Successful customers are happy customers.

Scale 93

Scale Customer Success Scaling Sales Hiring 93

OPEXEngine

OCTOBER 4, 2022

Do you need to make tough decisions about team headcount? If you’re choosing to sunset a legacy product rather than spend the effort supporting it, can you reallocate headcount to other priorities instead of hiring new staff? These decisions and preventative actions have repercussions that engineering leaders and their teams must face.

Engineering 52

Engineering Sales Hiring Technical Review Headcount 52

SaaStr

JUNE 17, 2025

AI-Native Companies Are Creating a New Performance Tier The Key Insight : AI-native companies achieve 100% median ARR growth vs 23% for traditional SaaS—a 4x advantage. 36% of companies reduced SDR/BDR roles while 34% increased Professional Services teams and 28% increased Account Executive headcount. Optimize accordingly.

Scale 183

Scale AI Investment Scaling 183

Point Nine Land

APRIL 21, 2021

Most of the time in Saas, it is going to be ARR (Annual Recurring Revenue) but it can be anything. In SaaS vs. marketplaces? We learned most of the things the hard way and we are actually still iterating and learning about many of those aspects. The article is using the word “growth” a lot. How do you organize your work?

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52

SaaStr

MARCH 4, 2025

Product Stickiness – Beyond Basic Usage Stats The holy grail of SaaS is building a product your customers can’t live without. Operational Efficiency – The New Focus for 2025 In today’s market, investors care deeply about how efficiently you deliver customer success.

Customer Success 292

Customer Success Metrics Headcount SMB 292

SaaStr

APRIL 1, 2025

DataBricks: Pricing Power Trumps Efficiency CRO Ron Gabrisko’s surprising revelation during his time taking DataBricks from $1B to $3B was that focusing on pricing power created more leverage than operational efficiency. Despite all the sales tech we’ve deployed in the past decade (Gong, Outreach, etc.),

Scale 197

Scale Sales Hiring Underperforming Technical Team Headcount 197