ChurnZero

JULY 22, 2022

Does your Customer Success team have a shallow view of onboarding? Whether it’s greater efficiency, increased revenue, cost savings, or achieving compliance, every customer has a reason for purchasing your product. I recommend you interview customers. I have the internal handoff from pre-sales to post-sales customer teams.

Scale 98

Scale Onboarding Scaling Underperforming Technical Team 98

User Pilot

JULY 27, 2023

TL;DR SaaS, or “Software as a Service,” is a business model that delivers centrally hosted software to subscribers over the internet. They also manage finances and supervise one or more engineering teams. A higher revenue growth rate generally indicates positive business performance.

Sales Hiring 92

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 92

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

FastSpring

DECEMBER 8, 2022

As a former agency owner, now the Chief Marketing Officer at FastSpring, David Vogelpohl has helped many software companies scale around the world. I interviewed him for insights into how to build a global growth strategy, especially when it comes to localization. Watch the two minute clip for more details. And in what roles?

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. Applying data and science to scaling has become easier because of the shift that’s happened in the software industry over the past 15 years, from outside sales to inside sales. Mark couldn’t disagree more: . “I

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. Building a great sales team: How Intercom fosters and maintains its sales culture. From selling bikes to software.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

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 Cognota didn’t necessarily start as a software business.

Payment Solutions 108

Payment Solutions Payment Services SaaS Payments VP of Engineering 108

User Pilot

MARCH 27, 2023

We finish with an overview of product analytics tools that your team can benefit from. Product analytics are used not only by the product team but also by the customer success and the marketing team, as well as UX designers and devs. As a result, product teams are able to make quicker decisions.

Underperforming Technical Team 95

Underperforming Technical Team SaaS Churn User Experience 95

Baremetrics

OCTOBER 9, 2021

Identify who is churning In order to boost customer retention, it’s crucial to conduct churn surveys and exit interviews on as many of these lost customers as possible, in order to determine the following: Were they going to leave anyway, regardless of any changes you could make? Would implementing those changes prove cost-effective?

Retention 114

Retention Underperforming Technical Team Churn Acquisition 114

Sales Hacker

FEBRUARY 1, 2021

We’re talking with Callie Moriarty, an enterprise account executive at 6 River Systems, which is software that manages robotics platforms that help pack e-commerce shipments. Our first is Revenue Grid. See how you can put your sales teams in the best position to win now at revenuegrid.com/saleshacker. Remote work?

Underperforming Technical Team 68

Underperforming Technical Team Scale Sales Hiring Systems Review 68

User Pilot

MAY 30, 2023

User interviews Website analytics Product analytics , and more. For example, our salesperson may use your software to track and organize leads. This manager wants to better understand how users use their product so they can align users’ needs with product development and increase business revenue.

Social Media 93

Social Media Interviewing Underperforming Technical Team Product Marketing 93

Chart Mogul

NOVEMBER 24, 2022

They stop purchasing new software and reevaluate their current spending. After all, it’s the customer success teams that drive growth through retention and churn mitigation. They stop purchasing new software and reevaluate their current spending. In a downturn, priorities shift. Buyers start getting cautious. – Parker.

Churn 52

Churn Retention Underperforming Technical Team Scale 52

FastSpring

JANUARY 26, 2024

And at a company like Sideways 6 — whose product is an idea management software to help organizations engage people and foster innovation — that emphasis on collaboration gets even louder. But the support team are responsible for first response times, for things like NPS, whereas what we’re responsible for is, ultimately, outcomes.”

Customer Success 156

Customer Success VP of Engineering Payments Payment Methods 156

Kellblog

MARCH 11, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by following set of beliefs. Believing that: A customer has a fixed budget that is 100% fungible between ARR (annual revenue revenue) and services. Usually these companies sell inexpensive software (e.g.,

Underperforming Technical Team 99

Underperforming Technical Team Sales Hiring Consulting Forecasting 99

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 But really excited about this interview. Jump to video.

Scale 147

Scale Sales Payment Methods Merchant Services 147

FastSpring

MARCH 10, 2023

In 2006, founded iOSXpert — now the largest partner of the Mac-based CRM and project management software Daylite. Stream the full interview below or find it wherever you listen to podcasts. Full Interview: Audio-Only Full Interview: Video Transcript Nathan Collier Hey y’all. Or was it was it straight to software?

Consulting 78

Consulting Underperforming Technical Team Interviewing Software 78

SaaStr

AUGUST 16, 2019

During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. As a manager observing their team, what are signs that an individual is burning out? What actions and communications must they adopt to ensure that this feeling of culture over performance is accepted by the team?

Scale 139

Scale Underperforming Technical Team Sales Hiring Interviewing 139

Sales Hacker

DECEMBER 7, 2021

He is a many-year veteran of the software and tech industry. The first is Outreach , the first and only engagement and intelligence platform built by revenue innovators for revenue innovators. That was the only company I interviewed with. About David Hershenson & tray.io [2:28]. And boy, am I glad that I did.

Branding 79

Branding Technical Review Underperforming Technical Team Sales Hiring 79

OPEXEngine

DECEMBER 23, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by the following set of beliefs. Believing that: A customer has a fixed budget that is 100% fungible between ARR (annual revenue revenue) and services. Usually, these companies sell inexpensive software (e.g.,

Underperforming Technical Team 52

Underperforming Technical Team Sales Hiring Consulting Forecasting 52

Sales Hacker

APRIL 5, 2022

Good companies vs. bad companies [22:48]. So let’s listen to our sponsors, and then we’ll get right into the interview with Andy Paul. Outreach is the first and only engagement, and intelligence platform built by revenue innovators for revenue innovators. Good companies vs. bad companies [22:48].

Scale 78

Scale Sales Underperforming Technical Team Compensation 78

Intercom, Inc.

SEPTEMBER 9, 2022

ML teams tend to invest a fair share of resources in research that never ships. If you want to invest in ML, hire someone with experience on both the tech and the operational side so they can start working with the product team from day one. I think this is important for product teams for two reasons. ” Des Traynor: Yeah.

Artificial Intelligence 249

Artificial Intelligence Machine Learning AI Search AI 249

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.” What does this mean for the processes used by marketing teams?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

OpenView Labs

MAY 20, 2021

The same was true when I ran the People function at a software development consultancy that doubled its headcount to ~100 while reducing attrition from 40% to 5% voluntary in 18 months. The question becomes: “Who do I want on my team—and why?”. I’ll often start interviews with a simple “What’s your why?”,

Scale 84

Scale Underperforming Technical Team Headcount Software Review 84

ProfitWell

NOVEMBER 12, 2019

Building a strong pricing strategy starts with hiring a professional team to conduct a pricing audit. What does your revenue look like? Conducting a pricing audit will maximize revenue and guarantee the best return on your hard work. Identify weaknesses and opportunities. What is a pricing audit? Monetization.

Payments 45

Payments Pricing Underperforming Technical Team SaaS Payments 45

Intercom, Inc.

DECEMBER 21, 2021

Later’s Farhan Virji on adapting B2C support strategies for B2B teams. Typically, B2B issues can be more complex, require the collaboration of a lot more departments within the company, and are often in direct dialogue with the consumer, rather than a buying team or committee. Listen to the rest of the interview here.

VP of Engineering 118

VP of Engineering Scale Technical Review Outsourcing Services 118

SaaStr

JANUARY 28, 2020

Aaron Ross | CEO @ Predictable Revenue. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. And some folks would come back and say, “I want to renegotiate because the world has ended,” but enterprise software is budgeted.

Sales Hiring 200

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 200

SaaStr

SEPTEMBER 10, 2020

372: Latané Conant is the Chief Marketing Officer at 6sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritize efforts and then engage the right way. What can teams do to bring their themes to life? I always talk about being a recovering software salesperson.

Scale 168

Scale Sales Hiring Software Review Technical Review 168

Kellblog

DECEMBER 27, 2021

My point was that this is normal and healthy: you can long Miami and Austin without shorting Palo Alto which, by the way, would have been a bad idea in 2020. ” Towards that end, revenue multiple is a better bubble indicator than share price, so let’s take a look at the latest from Jamin Ball at Clouded Judgement.

Blockchain 142

Blockchain Technical Review Venture Capital Sales Hiring 142

Natalia Luneva

JANUARY 13, 2021

This obsession with getting new customers is natural: the more customers you convert, the more revenue you will make. Software companies that serve large organizations experience a 6-10% churn rate. I also interviewed dozens of SaaS founders and marketers to understand the main factors behind high SaaS churn rate.

SaaS Payments 105

SaaS Payments Payment Methods Churn Payment Services 105

Neil Patel

OCTOBER 13, 2020

Use outsourcing as a tool to drive sales and revenue. That said, it helps to look at where you could improve your efficiency and revenue generation through outsourcing. They are hiring new employees, increasing profit, employee healthcare, growing revenue, and cash flow. How To Outsource Your Work With Software.

Outsourcing Services 141

Outsourcing Services Outsourced Development Sales Hiring Technical Review 141

Andreessen Horowitz

DECEMBER 5, 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. But along the way we found that the tool that we’d built was really interesting to a lot of other developers.

Sales Hiring 87

Sales Hiring Sales Recruiting Banking Outsourced Development 87

ProfitWell

FEBRUARY 11, 2020

Today, we’re pouring beer onto the revenue operations scene. We also have an episode of our series Protect the Hustle , during which Patrick interviews former Netflix culture pro Patty McCord, which preaches just the same. She wanted to solve this problem, so she developed a way to provide feedback. Why would we do such a thing?

Sales Recruiting 40

Sales Recruiting Underperforming Technical Team Interviewing Scale 40

SaaStr

NOVEMBER 16, 2020

As for Andy, prior to UserTesting, he was the Chairman and CEO @ Act On Software and before that held several positions at Salesforce, including COO – Products Group. What does it take to scale a sales team successfully? How can one determine a closer in the interview process? How does Andy think about discounting?

Sales Hiring 203

Sales Hiring Scale Leadership Technical Review 203

Sales Hacker

NOVEMBER 5, 2018

Why there’s no such thing as a bad call. Navigating from big company to small company and how to think about career development. How to develop your team into all-stars. No Salesperson Has Ever Had a Bad Call [23:22]. Keeping Watching Activity In Addition to Revenue [28:54]. What You’ll Learn.

Scale 68

Scale Underperforming Technical Team Sales Communication 68

Totango

JULY 18, 2018

Customers often turn to Customer Service or Customer Support teams for help throughout the customer journey. With the right tools, Customer Support teams can become agents of Customer Success, and their work can lead to increased customer satisfaction, customer retention, and bottom-line growth. The current state of Customer Support.

Customer Support 56

Customer Support Customer Success Retention Underperforming Technical Team 56

Andreessen Horowitz

OCTOBER 16, 2023

Bansal shares this and other key milestones and frameworks for company building in conversation with a16z general partner Peter Levine; enterprise deal team partner Satish Talluri (who was a director of product and growth operations there); and Sonal Chokshi. And this was before the phrase you guys coined, on “software is eating the world.”

Product Marketing 76

Product Marketing Scale Sales Hiring Sales Recruiting 76

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? Dave Kellogg.

Sales Hiring 137

Sales Hiring Payment Services SaaS Payments Underperforming Technical Team 137