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

User Pilot

APRIL 19, 2024

Effective market research requires clear and measurable objectives, guiding decision-making and ensuring relevance to the project’s needs, and should be accompanied by appropriate methods , including both primary and secondary research. This allows businesses to tailor their offerings and engage more effectively with their target market.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

User Pilot

JULY 27, 2023

They also manage finances and supervise one or more engineering teams. Product Manager : In charge of creating product strategy and overseeing the design process, among other things. What to do before building a team for your SaaS company You can’t just jump into hiring without some forethought, or you’ll make many mistakes.

Sales Hiring 94

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 94

User Pilot

NOVEMBER 23, 2023

TL;DR Regular roadmaps kill outcomes by forcing teams to think in the categories of features and timelines. It’s difficult to implement outcome-based roadmaps because stakeholders don’t trust product teams to deliver on business goals. Build a product that users love by delivering value and a good product experience.

Scale 89

Scale Underperforming Technical Team Sales Recruiting Software Review 89

Sales Hacker

MAY 20, 2020

To be successful, organizations have to have good product-market fit , customer trust, and a fantastic customer experience throughout the entire customer lifecycle. As such, much of sales and marketing’s focus is external to attract customers, and rightly so. Building the Sales Enablement Function. But as a leader, be prepared.

Sales Enablement 121

Sales Enablement Underperforming Technical Team Sales Communication 121

Chart Mogul

SEPTEMBER 15, 2023

5 Reasons I Hate the Rule of 40 by Mikael Johnsson, SaaS Nordic While not necessarily completely useless, I would strongly argue that R40 is a metric applicable to the world of PE and public markets investing and is not a good metric for assessing the quality of venture-stage companies.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

The Marketing & Growth Hacking Publication

MARCH 3, 2019

If you have that, it means you’ve managed to offer the market exactly what it needs or, in other words, achieved a product/market fit (PMF). What are the steps you need to take to identify your product/market fit? Let’s begin with the basics, and, first of all, understand the product/market fit definition.

Product Marketing 40

Product Marketing Marketing Underperforming Technical Team Customer Lifetime Value 40

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

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? How can one determine a closer in the interview process? Below, we’ve shared the transcript of Harry’s interview with Andy. A much beloved product, that I’m sure we all engage with, and the CEO who runs this incredible company joins us. Harry Stebbings.

Sales Hiring 200

Sales Hiring Scale Leadership Sales Enablement 200

OpenView Labs

DECEMBER 1, 2021

In a conversation on The BUILD Podcast with Blake Bartlett , Hubert talked about how it’s bad for business to create a situation in which only the founder is allowed to be brilliant. Rather than creating a bottleneck, it’s much smarter to inspire each member of a team to find their own brilliance. Five or six UX interviews won’t do it.

Scale 76

Scale Underperforming Technical Team B2C Engineering 76

OpenView Labs

OCTOBER 29, 2021

On a recent episode of the BUILD Podcast , Blake Bartlett spoke with Nikita Miller about best practices for building an early-stage product team. Nikita has a lot of real-world experience, having led stellar product teams at Trello and Dooly. She is currently SVP, Head of Product Management at The Knot Worldwide.

Sales Hiring 60

Sales Hiring Sales Recruiting Development Team Review Management 60

User Pilot

MARCH 13, 2024

Every seasoned product marketer knows that adding new features to your product is key to product management success. TL;DR Feature ideation is a process through which product teams brainstorm ideas for new features to introduce to their product. But not just any features will do.

Underperforming Technical Team 93

Underperforming Technical Team Scale User Experience Interviewing 93

FastSpring

APRIL 13, 2023

When Justin and his initial team started looking for a way to capitalize on VR/AR technology, they focused their attention on the “made-to-order” industrial market. But they quickly realized the market was too small and that there was a bigger opportunity elsewhere — in wider B2B and B2C commerce.

Payment Methods 124

Payment Methods Marketing Payments SaaS Payments 124

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. As for Andrew, he started his first software development company at the age of 18 and has been running Wrike for the last 13 years alongside advisory roles with both Ditto and Appulate.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Steve has previously said, “Sales and marketing must be one team.” Why does he believe this is so important?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Andreessen Horowitz

NOVEMBER 17, 2023

In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B Joe: The first time I met you was in the interview process. The problem is the sales team. acquisition.

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96

OpenView Labs

JUNE 10, 2019

It’s easy to forget that SaaS product management is a relatively new, and still emerging, function. 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). Product KPIs.

Management 55

Management SaaS Scale Sales Recruiting 55

Andreessen Horowitz

NOVEMBER 14, 2023

ABOUT MY FIRST 16 Our new video podcast series My First 16 features interviews with founders and CEOs of fintech companies about how they acquired their initial customers and the hard lessons they learned along the way. When I first started in 2006, everything was really bad. Seema: I love the minimum delightful product.

Sales Hiring 94

Sales Hiring Banking Scale Pricing 94

Navint

FEBRUARY 20, 2019

Earlier this year, we welcomed Sean Joyce to the Navint team. Sean has over 15 years of expertise in recurring revenue technologies, most recently hailing from Salesforce where he was a senior member of the product marketing team responsible for Salesforce CPQ & Billing.

Payments 53

Payments Technology Scale Revenue 53

Kellblog

DECEMBER 27, 2021

Before diving in, let me remind readers that I do these predictions in the spirit of fun, they are not business or investment advice, and that all of my usual disclaimers and terms apply. What drives these disruptive cycles: Feature creep , which leads to market overshoot over time. Tech bubble relents. Miss, until recently.

Blockchain 143

Blockchain Technical Review Venture Capital Sales Hiring 143

SaaStr

JULY 8, 2020

350: Neha Sampat is the Founder and CEO @ Contentstack, a modern content management system bringing business and tech teams together to deliver personalised, omnichannel experiences. What are the counter-intuitive strategies Neha has found work when it comes to motivating remote teams? * That eventually led me to building products.

Scale 207

Scale Technical Review Technical Advisors Sales Hiring 207

Tom Tunguz

OCTOBER 24, 2021

And as Travis mentioned, we’ve had lots of great recent guests, Hollie Wegman, CMO at Segment, Adam, the head of developer relations at HashiCorp, G.C. Her team loved working for her. Leadership, she’s been on the leadership team for two massive businesses, and so who better to hear from on that topic than Claire.

CTO Coach 129

CTO Coach Sales Hiring Sales Recruiting CTO Hire 129

ChurnZero

JULY 12, 2019

This is a guest blog post by Andy Mura, the Head of Marketing at Userlane. Perhaps product problems, loss of a key user in the account, a bad use case… Sure, these are some reasons why customers may churn, but the reality is that your churn rate is deeply connected to the quality of onboarding journey your users go through.

Scale 75

Scale Onboarding Customer Success Underperforming Technical Team 75

SaaStr

JULY 1, 2021

It became a part of our interview questions. 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? 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

A Smart Bear

NOVEMBER 7, 2017

The data show that the two most common causes are: (1) Product isn’t useful to enough people, and (2) Problems with the team. But what about the companies that die even though they did sell some copies of software, and where the early team isn’t dysfunctional? ” A technological example makes this clear.

Payment Solutions 71

Payment Solutions Payments Payment Methods Scale 71

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Below, we’ve shared the transcript of Harry’s interview with Bob. Prior to Crossbeam Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Harry Stebbings.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

Sales Hacker

MAY 8, 2018

Building a professional development program resulting in high quota attainment for SDRs turned Account Executives. Building an interview process that leads to good performance and cultural fit. Coordinating retention and revenue growth to ensure product-market fit. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Sales Hiring 43

Sales Hiring Scale Management Sales 43

SaaStr

JUNE 14, 2019

Finally pre-Salesforce, Dave was CEO @ MarkLogic where he grew the team from 40 to 240 and revenues from $0 to an $80m revenue run rate. Does Dave agree that if the money is on the table founding teams should take it? What are the clear differences between a good book and a bad book? Who is involved? How long does it take?

Sales Hiring 142

Sales Hiring Payment Services SaaS Payments Underperforming Technical Team 142

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Does one have to expand the product line to retain customers? First, what is continuous customer development? Loving our podcast content?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

User Pilot

SEPTEMBER 25, 2023

Concept testing takes place before the development phase to assess how well the idea could satisfy user needs , while usability testing focuses on how easy the product is to use and navigate and happens during the development stage. In monadic tests, participants provide in-depth feedback on one concept only.

Underperforming Technical Team 88

Underperforming Technical Team Interviewing Data Analysis AI 88

User Pilot

JANUARY 16, 2024

Not performing user research on your target audience User research forms the foundation for building effective products. Going ahead to develop products or features based on assumption doesn’t always end well—you’re likely to build something that doesn’t solve real user problems. Wasting time and money.

Underperforming Technical Team 87

Underperforming Technical Team User Experience Onboarding Mobile 87

SaaStr

JULY 8, 2020

What Nobody Tells You About Seed Investing with SaaStr CEO Jason Lemkin and Cowboy Ventures Founder and Partner Aileen Lee. I think it gives us a perspective that maybe we don’t get in some other places, in addition to many great investments over the years. Personally, our team has been holding back a little bit.

Investment 160

Investment Technical Review Part-Time VPE Development Team Review 160

User Pilot

JANUARY 17, 2024

The most common challenges that hinder SaaS growth are lack of product-market fit , ineffective sales and marketing strategies , customer churn, and long product development cycles. Provide the necessary training for your sales teams. Optimizing your marketing strategy to cut costs.

Scale 94

Scale Scaling SaaS Underperforming Technical Team 94

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. A career marketer’s advantage in growing holistic revenue [17:54]. He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Subscribe to the Sales Hacker Podcast. Great author.

VP of Engineering 63

VP of Engineering Branding Scale Marketing 63

A Smart Bear

OCTOBER 4, 2017

A “team of one” is the fastest, most efficient team, as measured by “output per person.” Communication and decision-making occupy the minimum possible time. A team of one is brittle, but fast. Predictability is also required for healthy team-growth. Then scheduling and performing interviews.

Scale 61

Scale Government Scaling Sales Recruiting 61

SaaStr

JULY 15, 2022

Jason Lemkin: Yeah, I think if you ask how applicable is SEO, programmable is maybe a different question, but I tell you every single SaaS company I have invested in or worked with that has made a commitment to building at least one high quality piece of content per week has seen significant ROI from SEO over a period of months or a year.

Scale 244

Scale Outsourcing Services Sales Hiring VP of Engineering 244

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * Below, we’ve shared the transcript of Harry’s interview with Travis. Loving our podcast content? Aydin Senkut.

Underperforming Technical Team 158

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 158