SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

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Sales Hiring Payment Services SaaS Payments Scale 233

SaaStr

NOVEMBER 18, 2021

With nearly a full hour of Q&A with a phenomenal communicator as our guest, our “Off The Record” interview with Pat Grady (Partner at Sequoia Capital) surfaced a number of actionable insights for Founders. We’ve excerpted 10 key highlights from our interview below: #1 – Habits Of Exceptional CEOs.

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Scale Company Culture Interviewing Finance 298

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. Here are some things to remember when you think about scaling your next big SaaS company.

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Sales Recruiting Sales Hiring Scale Sales 181

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I And I won’t give away too much of the lead here.

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Scale Sales Payment Methods Merchant Services 147

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. For instance, Founders Fund doesn’t really invest in AI, health tech, or edtech, even if you’re growing 5x. On the sales side, people hired way too much.

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Sales Hiring Sales Recruiting Scale Headcount 262

Valuize Consulting

AUGUST 6, 2021

Emily has a strong track record as a practitioner in high-growth Customer Success organizations with leading technology companies including Splunk, Pathgather (acquired by Degreed) and States Title (now Doma; recent IPO) and now serves as Client Principal at Valuize. Business has had a Sales/Services/Support structure for a long time.

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Scale Customer Success Interviewing Scaling 52

FastSpring

AUGUST 3, 2022

There are several things you can do to prepare your go-to-market teams for changes in your prospects’ and customers’ buying behaviors and priorities. Another place to get fresher takes are industry thought leader interviews and posts. Account-based sales companies are accustomed to defining sales regions.

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Scale Revenue Sales Compensation 133

CustomerSuccessBox

JUNE 21, 2022

Yet, it’s often easy said than actually done, especially, when you’re looking for Customer Onboarding at Scale. To help you, we have compiled a list of the top 8 strategies that will enable you to carry out customer onboarding at scale. 8 Best Strategies for Customer Onboarding at Scale. Partnership Kick-off meeting.

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Scale Onboarding Scaling Strategy 52

SaaStr

MAY 11, 2021

The earlier in your career you can learn how to manage people, the faster you can excel in learning to scale. Your best bosses, VPs, mentors and others will give you “audibles” — quick bits of micro-advice during pitches, customer meetings, interviews, etc. Go visit your customers, partners, and prospects. Get on a Jet.

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Scale Compensation Interviewing Scaling 289

SaaStr

JANUARY 10, 2024

“Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. Leading him to some of his biggest mistakes when hiring: Not investing enough time. “It was always thinking about the company first,” said Janine Pelosi of Zoom.

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Sales Hiring Scale Technical Review Leadership 254

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Manual processes first. Names stick.

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Scale Payment Services Payment Methods Scaling 159

SaaStr

MARCH 27, 2022

Go Long — if you get to Initial Scale with happy customers and good growth. Interview at least 20 potential customers. This one took me a little while to figure out (thanks to Auren Hoffman for helping me see this clearly), but if you’re a founder, the best investment you can make is in yourself. 3. Go For It.

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Scale Sales Hiring Venture Capital Startup 361

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below. Grit is a must-have.

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Scale Leadership Sales Hiring Sales 64

SaaStr

MAY 4, 2022

So a top theme across SaaStr CEO interviews since 2017 or so, and across our 5 Interesting Learnings series with public SaaS companies, is … when should you go multi-product? Roughly: By $100m ARR, you probably have to be multi-product to scale at top-tier rates. For multi-market, this could be $100m in ARR.

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Scale SaaS SMB Scaling 259

FastSpring

SEPTEMBER 16, 2022

In two one-hour interviews, FastSpring sales leaders Todd Stellfox and Tony Markov each interviewed Kurt about pricing strategies that work in volatile markets and beyond. Stream both interviews below and see highlights from each. Schedule a demo to learn how we can help you scale across borders to go farther faster.

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Pricing Payment Solutions Payment Services SaaS Payments 135

SaaStr

APRIL 24, 2019

Alexandr Wang is the Founder & CEO @ Scale, the startup providing high quality training and validation data for AI applications. To date, Alexandr has raised over $23m with Scale from some of the best in the business including Index, Accel, Y Combinator, Dropbox’s Drew Houston, Justin Kan, Thumbtack’s Jonathan Swanson and more.

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Scale Scaling Sales Hiring Customer Success 133

User Pilot

MAY 2, 2024

Educational webinars showcase new ways to leverage the product, fostering an engaged user community and generating new leads. SaaS companies rely on recurring subscription revenue from customers rather than one-time sales. Loyal customers can also help you acquire new leads via word-of-mouth. 4 or 5 on a 5-point scale).

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Retention Metrics Strategy Scale 111

Point Nine Land

OCTOBER 23, 2023

P9 Panel on Hiring Sales Leaders — Founders Summit 2023 “You are going to fire your first sales manager!” — A lesson too many founders learn the hard way. The Founder isn’t willing to be the first salesperson Many of the best founders we work with don’t have a sales background and are either product or engineering focused.

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Sales Hiring Scale Technical Advisors Technical Cofounder 125

Sales Hacker

NOVEMBER 14, 2023

years as SVP, Global Sales at Klaviyo. He helped scale the sales organization from 15 to 300 people, while growing annual recurring revenue from $25m to over $450m. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

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Sales Hiring Scale Sales Interviewing 92

SaaStr

OCTOBER 10, 2022

A gap opens up when: – Sales abandons the customer the moment deal is closed – Support too reactive & slow to solve real issues – Deployment harder than should be. So as I’ve written about before, I’ve interviewed a ton of folks for CS roles in the past 12 months. An important gap to fill, and a full-time job.

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Customer Success Sales Hiring Scale Interviewing 287

SaaStr

MAY 5, 2021

If there’s one lesson I’ve learned from leading product at fast-growing startups, it’s that there’s no one way to lead product. You do, however, need to be intentional about how you lead product. They started off by interviewing internal teams to understand the pain they felt as our product grew and changed.

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Strategy Scale Innovation Interviewing 285

SaaStr

APRIL 26, 2023

But you’re falling, dodging, climbing, and hoping to scale the top of a mountain. It’s often an afterthought in the chase for new names, new leads, and new logos.” For companies that already have customers, you can conduct interviews and surveys. Product tours — Have your product team lead product tours. Who am I hiring?

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Scale Strategy Marketing Education 213

OpenView Labs

FEBRUARY 15, 2019

Premature scaling is the leading cause of failure, but businesses with two founders are 19% less likely to scale prematurely, as well as raising 30% more money and enjoying 3 times more user growth. But scaling is a unique phenomenon which needs to be constantly managed. ” Scale Sensibly and at the Right Time. .”

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Scale Scaling Startup Sales Hiring 64

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. Conducting interviews. 20 of the Best Interview Questions for Sales Hires.

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Sales Hiring Scale Sales Recruiting B2B 80

Valuize Consulting

DECEMBER 7, 2021

In the subscription economy, there’s no debate about whether or not to invest in Customer Success (CS); 70% of rapidly growing businesses say that Customer Success is extremely important ( Hubspot , 2017). The question now is, how big should CS organizations be, and what’s the best way to staff and scale its success?

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VP of Engineering Customer Success Sales Hiring Interviewing 98

SaaStr

MARCH 27, 2019

Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn?

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Scale VP of Engineering Mobile Scaling 139

SaaStr

JULY 27, 2022

At the SaaStr Europa 2022 event, Accel Partner Philippe Botteri interviewed PayFit CEO & Co-Founder Firmin Zocchetto to ask about his GTM strategy. . Boterri’s company Accel invested in PayFit in 2017 and again in 2021. If you approach an SMB with a heavily involved sales process, they will likely move on or go to your competitor.

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SMB Sales Hiring Scale B2C 188

SaaStr

AUGUST 17, 2020

The earlier in your career you can learn how to manage people, the faster you can excel in learning to scale. Your best bosses, VPs, mentors and others will give you “audibles” — quick bits of micro-advice during pitches, customer meetings, interviews, etc. Go visit your customers, partners, and prospects. More here.

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Scale Business Interviewing Compensation 362

SaaStr

JUNE 6, 2022

This interview with CNBC’s Ari Levy took place in February 2019, shortly after Plaid raised a Series C round at a $2.7B In 2019, they also acquired Quovo, a company that focused on investment accounts, to make it easier for consumers to manage their investments. Up today: Plaid co-founder and CEO, Zach Perret.

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Banking Scale Acquisition Interviewing 244

Sales Hacker

JULY 24, 2018

As sales leaders, most of us assume that many aspects of our sales machine will become inefficient during hypergrowth. As we think of ways to improve sales performance, a number of growth pains may come in the way: High acquisition costs. Decreased revenue per rep, High turnover as you scale headcount.

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Scale Headcount Sales Hiring Scaling 56

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. Arthur is a Principal at Knight Capital – an investment firm that specialises in B2B software businesses. What we discovered is companies sometimes struggle with scaling so we dived into the reasons for that.

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Scale Scaling Sales Recruiting SaaS 52

ChurnZero

JUNE 30, 2021

A CSM needs to be responsible for cultivating exceptional experiences and sustained value for your customers by acting as their trusted advisor and advocate from the point of sale through the renewal and throughout the rest of the customers’ lifecycle. 20 Interview Questions to Ask Your Customer Success Manager Candidates.

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Interviewing Customer Success Sales Hiring Scale 72

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

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Scale Sales Hiring Sales Recruiting Sales 182

Andreessen Horowitz

APRIL 23, 2024

They also talked about the difficulties — and potential advantages — of selling into small businesses, taking alternative approaches to interviewing candidates, and the importance of keeping culture a vital part of a company as it scales. We’re experimenting with it, but we haven’t made a massive investment.

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Payments Forecasting Payment Services Payment Solutions 105

OpenView Labs

MARCH 10, 2019

But how do organizations make customer success work at scale? While we made the early decision to invest in Customer Success, the structure of the team behind these efforts has evolved over time. Besides our common North Star metric, each team in Customer Success has its own set of leading metrics that it focuses on improving.

Scale 69

Scale Customer Success Scaling Sales Hiring 69

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling. Lessons for scaling high-growth organizations.

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Scale Payment Services Payment Methods Sales Hiring 121

Valuize Consulting

JULY 13, 2022

Mary-Beth has been recognized for her expertise in leading Customer Success change management through business transformation from perpetual licensing to the subscription model, influencing adoption of recurring revenue best practices, building strong teams, and designing operational frameworks in industry-leading technology enterprises.

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