SaaStr

JANUARY 24, 2024

From an R&D perspective, they invested in what they called vertical solutions to support those new use cases. So, Calendly decided to invest in going Enterprise. From a process standpoint, you have to be ready to invest in Enterprise sales and build infrastructure to make sure sales can be successful.

Scale 233

Scale Sales Hiring Scaling Revenue 233

Sales Hacker

APRIL 21, 2020

You’ll be able to download the interview scorecard template that I use with my clients. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Who is involved in the interview process, onboarding process, and ongoing support and training process?

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

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. How FastSpring’s platform allows companies to test their pricing (2 minutes): Full Videos.

Pricing 118

Pricing Payment Solutions Payment Services SaaS Payments 118

User Pilot

AUGUST 6, 2023

Following up on insightful customer feedback through email or interviews. Using customer relationship management (CRM) software to centralize your customer data is a worthwhile investment since it will prevent the formation of data silos and streamline the process of ensuring everyone has access to the information they need.

Investment 73

Investment Banking Social Media Customer Lifetime Value 73

SaaStr

MAY 24, 2019

* How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? How does the product and what you invest in proactively need to change as you move into enterprise? Below, we’ve shared the full transcript of Harry’s interview with Andrew Filev.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

SaaStr

SEPTEMBER 26, 2019

I looked back at our investment memo, it was a 2K ACV when Jason invested after Y-C. So up to 100-150K and SMB, we’re at 2K. Gaetan Gachet : I think we stopped doing that maybe six months ago, but we still have engineers who interview sales people, sales candidate. So we had SMB, mid-market and enterprise.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

Sales Hacker

FEBRUARY 13, 2020

When you are selling to SMB and MM, you can get away with fairly lean marketing. RELATED: From SMB to Enterprise: A 2-Step Strategy to Boost Adoption & Growth. Make no mistake, this is a long way from the SMB sales motion! Customer and channel partnerships. Sales strategy. Your messaging may be focused on only one persona.

Sales Hiring 71

Sales Hiring Enterprise Technical Review SMB 71

FastSpring

DECEMBER 7, 2023

In this episode of Growth Stage, Carl will dives into his experience running acquisitions of SMB software businesses, including: His thoughts on what makes a software company a good target for an acquisition by a brand. What factors beyond financials makes a target even more valuable. How you should think about building a sellable business.

Software Review 136

Software Review Technical Review Development Team Review Branding 136

SaaStr

DECEMBER 3, 2020

Below, we’ve shared the transcript of Harry’s interview with Sam. And so, as you can imagine, some of it landed, most of it didn’t early on, but we skipped the whole go from SMB to mid-market to enterprise and just went SMB transactional right after the Fortune 500. Harry Stebbings. Sam Taylor.

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

SaaStr

JULY 24, 2019

Final point about Talkdesk is that we started selling about five years ago in the SMB space. These may feel a little soft, but they’re incredibly helpful in the hiring process, because probably like many of you, I spend a lot of my time on video conferencing, interviewing candidates. The first one is video conferencing only.

Retention 137

Retention VP of Engineering Sales Hiring Scale 137

Intercom, Inc.

MAY 13, 2021

You’re a big part of their tech stack, you’re a big part of their investment strategy, you’re a big part of their spend. You can also read the full transcript of the interview, which has been lightly edited for clarity, below. Of course, we always excelled in SMB at Slack as well. Riding the hyper-growth wave.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

SaaStr

JUNE 21, 2019

* Messaging is very dependent on the customer being targeted, how does the messaging need to be different when targeting SMB vs enterprise? How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? What questions does Sara find most revealing in the interview process? Sara Varni.

Scale 138

Scale Sales Hiring SMB Interviewing 138

CustomerSuccessBox

MARCH 4, 2022

Investing in the success of existing consumers will pay off now more than ever. Architecting the customer success organization and solutions to leverage and grow in support of our revenue goals, including finding the correct balance of services and support for our many customer categories – Large Enterprise, Mid-market, and SMB.

Customer Success 52

Customer Success Scale Customer Lifetime Value Interviewing 52

FastSpring

APRIL 4, 2024

In this episode of Growth Stage, we interview John, Chief Sales Officer of Demandbase , about his adventures solving exponential growth puzzles within organizations like Canva and others using both PLG and sales-led growth motions. Podcast Full Interview: Audio Listen online or find it on more podcast services. Jump to video.

Scale 130

Scale Sales Payment Methods Merchant Services 130

SaaStr

AUGUST 9, 2019

Why is it so crucial to invest in enablement in the early days? Below, we’ve shared the full transcript of Harry’s interview with Vikas Bhambri. I do want to break the interview today up into a couple of different parts really. It’s not an SMB where you’re getting volumes of 100 a day. Eyal Manor. Number one.

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

ChurnZero

DECEMBER 9, 2022

It can be hard to convince PE firms to invest in the customer. How did you get your PE colleagues to invest in the customer experience? That third-party firm does what they call IDIs, or in-depth interviews, to get a sense of the customer experience. We had to say: what does SMB want? We hire a third-party firm.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

SaaStr

MAY 8, 2020

Below, we’ve shared the transcript of Harry’s interview with Jessica. What I will say is different than perhaps SMB is that, in the Fortune 500 with enterprise customers, your contracts are either churning, renewing at flat, or expanding. It’s that 12 to 18 month sales cycle versus the two to three month SMB contract.

Sales Recruiting 176

Sales Recruiting Technical Review Sales Hiring Outsourced Development 176

SaaStr

NOVEMBER 16, 2020

How can one determine a closer in the interview process? Below, we’ve shared the transcript of Harry’s interview with Andy. So my SMB reps, for example, are going to get many more at bats during their first quarter for maybe then one of my enterprise or global reps. So you lean on that a lot when interviewing salespeople.

Sales Hiring 202

Sales Hiring Scale Leadership Sales Enablement 202

Sales Hacker

DECEMBER 5, 2022

After analyzing thousands of Outreach instances from SMB to enterprise, I’ve noticed I end up giving similar advice to many users. I’m creating a course to teach you everything you need to know to improve your numbers and get the most out of your Outreach investment. And here, for free, are my top 5 tips. Build a process diagram.

Scale 82

Scale Technical Review Systems Review Engagement 82

Sales Hacker

MARCH 18, 2019

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. It requires a whole new series of skills.

VP of Engineering 69

VP of Engineering Sales Hiring Scale Technical Review 69

Sales Hacker

MAY 1, 2018

4) Growth in an SMB, mid-market, and enterprise [5:10]. During the interview process, he left the company and asked me not to join the company! How to Sell Your Software to a Big Company: SMB Vs. Enterprise. Sam Jacobs: Give us an idea of the dynamics of SMB vs. mid-market vs. enterprise. Have they invested in technology?

Sales Recruiting 47

Sales Recruiting Sales Hiring Sales SMB 47

Sales Hacker

MARCH 19, 2020

For added firepower, invest in an attribution platform such as Bizible that shows you every touchpoint your buyer has en route to purchasing your product. Affordable and integration-ready, these tools are equipping SMB and mid-market B2B companies with insane insights across all functions. . Fully enriched client database?

Customer Success 75

Customer Success Machine Learning Artificial Intelligence Sales 75

SaaStr

NOVEMBER 28, 2021

And then one of the VCs that had invested in me, Storm Ventures, brought me in as a partner. I’d never done any investments before, but I just invested in some of the founders that were fans of the SaaStr blog and it worked out okay. And at scale, you pay 3x-5x bookings for SMB-enterprise. So that’s changed.

Scale 192

Scale Sales Hiring Sales Recruiting Scaling 192

Sales Hacker

SEPTEMBER 11, 2018

A 1×1 interview with Tomasz Tunguz, legendary VC and SaaS expert, to discuss the key operational paradigms leading to SaaS excellence. What Data To Look At When You’re In Series A Investment [26:02]. He invests in early-stage software and infrastructure companies. What Data To Look At When You’re In Series A Of Investment.

Scale 42

Scale SaaS Investment Construction 42

SaaStr

AUGUST 16, 2019

Below, we’ve shared the full transcript of Harry’s interview with Justin Welsh. Justin Welsh: And I took the bus from Allentown to New York and interviewed for the role and I landed at ZocDoc as the second sales hire and the 10th employee and that’s really how I broke into SaaS. Justin Welsh. Zach Perret.

Scale 141

Scale Underperforming Technical Team Sales Hiring Interviewing 141

FastSpring

DECEMBER 8, 2022

I interviewed him for insights into how to build a global growth strategy, especially when it comes to localization. David Vogelpohl 02:42 We had some fairly large customers in my agency days, but the majority of them would be be what you would consider in the larger scale, like an SMB software company.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Below, we’ve shared the full transcript of Harry’s interview with Krish Subramanian.

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

SaaStr

SEPTEMBER 27, 2019

Below, we’ve shared the full transcript of Harry’s interview with Ryan Bonnici. We would generate 10x what we invested into that based on those people. Harry Stebbings: Can I ask, that is a s**t ton of people to interview. And so I think we have a similar style, he and I now, in terms of interviewing. Harry Stebbings.

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

SaaStr

JUNE 3, 2020

And we’re also pleased, now to have almost a hundred thousand different SaaS products listed there, and being backed by a hundred million dollars from LinkedIn and some great investors that do allow us to keep investing in this marketplace. And companies in general, are also right now, investing more in software and digital.

Software Review 181

Software Review Scale Technical Review SaaS 181

Andreessen Horowitz

OCTOBER 16, 2023

Joining me to interview Bansal, we have general partner Peter Levine, who also put out a series of 16 short sales videos for founders, which you can find at a16z.com/16sales. And the rule of thumb that I followed — that was [that] two-third of our engineering investment should go with our existing TAM. <The Where did you start?

Product Marketing 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

SaaStr

JUNE 10, 2020

Before founding BetterCloud, David was an early employee of Cloud Sherpas (acquired by Accenture), where he led the company to become the leading cloud services partner to SMB worldwide. Below, we’ve shared the transcript of Harry’s interview with David. Harry Stebbings. David Politis. So this was a crazy experience, frankly and-.

Scale 165

Scale Cloud Sales Hiring Technical Review 165

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector.

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

Sales Hacker

APRIL 16, 2018

Why you should spend time with and invest in your new hires. 8) How to interview properly [30:00]. Making sure that everyone who is interviewing a candidate is looking for something unique. It will give the candidate a better experience not to have five or six of the same interviews. Subscribe to the Sales Hacker Podcast.

Sales Hiring 40

Sales Hiring Management Scale Sales Recruiting 40

SaaStr

JANUARY 28, 2020

Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. There’s none of the brands that you’ve seen get to an IPO or continue on to a Fortune 500 company that is not making some significant investments there. Aaron : And they just have to do it.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector.

Sales Recruiting 108

Sales Recruiting SMB Scale Sales Hiring 108

SaaStr

MARCH 19, 2021

Armed with these first-hand interviews along with a ton of research, we were able to clearly define our different customer segments along with the roles and responsibilities within each of those segments. Unlike our SMB customers, midsize businesses tend to have multiple key decision makers, including finance, product, IT, security and legal.

Scale 267

Scale Business Finance compliance 267

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. The context that we’re going to put around it today and the way that we create culture, which is you create culture by investing in your sales team with targeted specific plans to improve both their lives and their careers. Hey everyone, is this thing on.

Sales Recruiting 262

Sales Recruiting Sales Hiring Scale Sales 262