SaaStr

MAY 3, 2023

Scaling a company comes with all kinds of hiccups and failures. Sometimes the best way to avoid hard-to-fix mistakes is by hearing how other people flubbed it while they were scaling. Constantly run small experiments and scale only based on clear leading indicators. This is a trap, and it’s hard to scale a business this way.

Sales Hiring 164

Sales Hiring Scale Pricing Customer Success 164

SaaStr

APRIL 2, 2023

But what I learned, after years of procrastinating on tough moves for our leadership team, is that the leaders’ teams suffer greatly through that inaction. This thought is usually accompanied by a vague statement like “this person isn’t scaling.” Invest in back-office systems early. Maybe they are misunderstood.

Sales Hiring 244

Sales Hiring Scale Scaling Customer Success 244

SaaStr

JULY 13, 2022

She draws from personal experience scaling a global product company to $1B and shares common mistakes. The establishment of the enablement function is vital in scaling a business. You need a sales enablement team if your company has scaled to over $10 million ARR. Contract processes, packaging, and pricing might change.

Scale 202

Scale Sales Hiring Revenue Marketplace as a Service 202

Sales Hacker

DECEMBER 20, 2021

As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. Businesses must take a step back, evaluate their software investments, and rework their implementations. How to maximize customer training investment. Today, not much has changed.

Investment 94

Investment Technical Review Underperforming Technical Team Scale 94

SaaStr

MAY 5, 2023

Do you want to avoid the common pitfalls of scaling a startup? Scaling a business will be different for everyone because every business is different. Mistake 10: Not Being Yourself A lot of leadership success is figuring out who you are and leaning into whatever you’re good at.

Scale 198

Scale Leadership Scaling Customer Success 198

Intercom, Inc.

JULY 11, 2019

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. If you’re a leader, he says, don’t try to scale your job. You should spread those kinds of cuts more evenly and try to then invest in your customers, so you can come out of that downturn a little bit better.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. And it will require a collaboration across the organization at the leadership level. It’s definitely an investment that requires that kind of executive level visibility. Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike.

Scale 184

Scale Marketplace as a Service Cloud SaaS Payments 184

SaaStr

NOVEMBER 15, 2022

For example, data-centric and machine-learning businesses have high COGS early on, but they gain operating leverage at scale. Product-led growth companies unlock lower price points, and sales & marketing expense may not be comprehensive for this type of business. . So, where should cloud businesses go from here?

Metrics 197

Metrics Machine Learning Artificial Intelligence Technical Review 197

SaaStr

NOVEMBER 8, 2022

Sales, done right, should be accretive (although expect sales efficiency to ultimately decline post-Initial Scale). As soon as your competitor cuts prices and quintuples their marketing budget … and is everywhere … can you stay out of the arms race? Raise prices tomorrow. Churn burns a lot of cash at scale.

Scale 273

Scale SaaS Banking AWS 273

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. These companies can scale really efficiently. Matt Garratt.

Payment Solutions 144

Payment Solutions Pricing Payments Payment Services 144

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.

Scale 148

Scale Payment Services Payment Methods Scaling 148

SaaStr

OCTOBER 10, 2019

Freemium can help software companies gain users quickly—but what happens when it’s time to scale back or up? Join Joaquim Lecha, CEO at Typeform, and Christoph Janz, Managing Partner at Point Nine, as they delve into freemium at scale. The second one is customer feedback at scale. Want to see more content like this? In the end.

Scale 130

Scale Scaling Payment Methods SaaS Payments 130

SmartKarrot

FEBRUARY 1, 2022

The struggle to convince your senior leadership team to invest in customer experience has always been there for decades. So, what is the best way to convince the core leadership to invest in customer experience? Companies are now competing on price and CX. Quantifying returns on CX investments. Conclusion.

Leadership 21

Leadership Underperforming Technical Team Investment Scale 21

Intercom, Inc.

JULY 25, 2022

In the digital age, modern customers want and demand easy, proactive, personal and efficient experiences at scale. When departments fail to share information, pool resources, and share contextual data and insights, it’s often the customer who pays the price with a lackluster customer experience.

Technical Review 209

Technical Review Engagement Artificial Intelligence Systems Review 209

SaaStr

NOVEMBER 16, 2020

* Why does Andy think the seat-based pricing model in SaaS will die? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? What does it take to scale a sales team successfully? I don’t subscribe to the servant leadership model. Andy MacMillan: Yeah.

Sales Hiring 182

Sales Hiring Scale Leadership Sales Enablement 182

SaaStr

FEBRUARY 21, 2024

Pick your strategies, invest in them, and start tiering. Prospects don’t just want to know the price, especially in security. There are usually 10-12 segments, so it’s a great alignment exercise with leadership. You can’t drop in every six months, schmooze, and disappear. It won’t work. That’s a high value for AWS.

AWS 190

AWS Scale Sales Hiring Marketing 190

SaaStr

JULY 27, 2022

Boterri’s company Accel invested in PayFit in 2017 and again in 2021. You need volume, not top expertise or the high salary price tag that comes with enterprise AEs. . Secret 4: Be Transparent About Pricing and Keep It Simple. . On the contrary, simple pricing attracts more self-serve business. .

SMB 176

SMB Sales Hiring Scale B2C 176

SaaStr

SEPTEMBER 20, 2023

Announcements of several blockbuster acquisitions, most notably from Adobe acquiring Figma, which was the highest valuation multiple offered in an acquisition for any software company at scale. As it scaled, they realized they needed to layer in inorganic channels of growth while keeping an eye on efficiency.

Cloud 225

Cloud Payments Software Review Payment Solutions 225

SaaStr

FEBRUARY 4, 2022

They can also be more strategic, such as a discussion on whether to consider entering into a new business, changing pricing, or adding a new GTM motion. Having your board meet and interact with the senior leadership will also help the board give you advice on your team and org structure. .

Sales Hiring 221

Sales Hiring Scale Leadership Startup 221

SaaStr

JUNE 6, 2022

In 2019, they also acquired Quovo, a company that focused on investment accounts, to make it easier for consumers to manage their investments. Building the Platform, Scaling the Business, and Fostering Financial Inclusion. In the backend, they’ve integrated with over 11,000 banks and financial institutions. We definitely don’t.

Banking 219

Banking Scale Acquisition Interviewing 219

SaaStr

SEPTEMBER 12, 2019

So how can you leverage that product’s success to obtain the valuation and funding you need to scale? I’m talking about product-led growth as an investment strategy, but really my background is 10 years of operating experience in the product-led growth world. Now I’m investing in that. So, OpenView worked out for me.

Investment 100

Investment Underperforming Technical Team Sales Hiring Software Review 100

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. Then also went into venture capital where I invested in API first products.

Payments 117

Payments Scale Scaling Revenue 117

Mucker Capital

APRIL 2, 2024

Buyers may also struggle to justify investments in new purchases and to convince their leadership team of the worth. Ideally, you as a seller are prepared from the beginning and avoid scrambling to justify pricing later in the process. Four Main Categories Where Pain Can change to Value. The process involves: 1.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

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?

Scale 127

Scale VP of Engineering Mobile Scaling 127

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. Customer > Team > Individual During my time at HubSpot, the leadership team shared this mental model to help with decision-making. Again, it was an easy to use model which scaled effective decision-making.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

SaaStr

JULY 25, 2021

As two CEO who love the art of sales and scaling, this one really was special. Jyoti Bansal : And then he started talking about sales and Dev during the breakfast he convinced me if you can marry the right kind of sales scaling and execution then that’s when your business will really, really take off. That fundraising is easier.

Sales Recruiting 235

Sales Recruiting Sales Hiring Scale VP of Engineering 235

ChurnZero

JANUARY 4, 2024

Every investment dollar is harder to obtain, and CS leaders and their teams face more pressure than ever to deliver results. “2024 will continue to see the chief customer officer move into the leadership phase,” predicts ChurnZero CEO and co-founder You Mon Tsang. Hiring and teams will continue to grow at a steady pace.”

Customer Success 52

Customer Success Trends Sales Hiring Artificial Intelligence 52

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.

Scale 113

Scale Payment Services Payment Methods Sales Hiring 113

Andreessen Horowitz

NOVEMBER 14, 2023

A lot of those people were people that I invested in, so I had a little bit of an unusual thing where I’d invested in, I guess, by that point, about 90 startups. Seema: Let’s shift gears a little bit and talk a little about scaling up. I’m curious when you actually started investing in a go-to-market effort?

Sales Hiring 86

Sales Hiring Banking Scale Pricing 86

SaaStr

FEBRUARY 16, 2021

As you approach $10m ARR, Initial Scale, money per se shouldn’t be an issue, other than the rate at which you can and should invest it. So find the confidence to double your pricing, at least at the high end. The best SaaS companies scale faster than ever today. Don’t. ” Well, if you did so be it.

Sales Hiring 294

Sales Hiring Scale Banking Engineering 294

Neil Patel

FEBRUARY 4, 2021

Mike Kamo, Founder and Global CEO, NP Brands, is a leader in building, managing, and scaling businesses. Team and Leadership at NP Digital. Our leadership team is made up of people who embrace that idea. We quickly learned we could not serve most people asking for help because the investment was outside their budget.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

OPEXEngine

OCTOBER 25, 2022

All reached leadership scale rapidly and have made the most of market growth and their superior competitive value proposition, distributing their product to rapidly gain share and install a customer base that will be their most important asset in the long run. Product-led growers are 1.5 Consumer and small to midsize digital winners.

Scale 52

Scale Software Cybersecurity Government 52

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. Yes, it does not scale, but the beauty is the product. How do you think about customers scaling out of that bracket and churn as a result?

Scale 123

Scale SaaS Payments Sales Recruiting Payment Services 123

SaaStr

JANUARY 27, 2021

I probably will pass on investing in you if I don’t know you want money. At twice the price. Hacking just does not scale. Making up a roadmap each week does not scale after 100, 200, 400, 4000 customers. I get asked for advice a lot. I get asked for money a lot. I have 60 hours a week. You need an owner.

Part-Time VPE 280

Part-Time VPE Sales Hiring Scale Sales Recruiting 280

SaaSHolic

APRIL 25, 2023

— Technology Trends and The Importance of Bold Leadership Vinod Khosla , Julio Vasconcellos TL;DR: – Entrepreneurship is key to driving human progress and innovation, requiring individuals to take bold risks, embrace failure, and persist through challenges. We hope you enjoy them as much as we enjoyed the original talks!

Entrepreneurship 40

Entrepreneurship AI Technical Review Systems Review 40

OpenView Labs

OCTOBER 26, 2021

Prototypes might also help you gain clarity around your offering: is it packaged and priced competitively? The exciting thing about prototypes is that large-scale experiments can be built through open-source projects , which companies like Netflix and Linkedin will do as a strategic way of recruiting top talent. . Still unsure?

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

FEBRUARY 17, 2023

Remember, this is not a one-time exercise –– it requires continuous investment and attention. Eventually, as the business scaled, the relationship management team split again between churn-fighting and revenue expansion. Is it a broken product or lacking service? Something missing? Friction in usage? Set Up Tracking Processes.

Retention 193

Retention Revenue Startup Sales Hiring 193