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

SaaStr

OCTOBER 30, 2021

A mentor of mine suggested that I reframe my search to seek out companies that I would invest in, instead of the other way around. He told me, you can invest time, talent, or treasure. Unfortunately for me, I had little experience, not much talent, and lacked the treasure/money to invest. It seemed like the best investment! .

Scale 264

Scale Sales Hiring Sales SMB 264

Casey Accidental

NOVEMBER 28, 2023

The Summit gathered ~40 CPOs and product leaders to chat through topics centered around product development and product-led growth. After product/market fit, most companies’ obsession is not thinking about how to create their next amazing product. Product/market fit has a positive slope.

Payments 63

Payments Scale Payment Methods Underperforming Technical Team 63

SaaStr

JULY 25, 2021

I mean, and I may at the risk of stating at times of blinding lava, they’re very … They’re really care a lot about what is the market opportunity you’re going after, right? You can have the great product and a great team, but the market of small or very niche. So that’s easy.

Sales Recruiting 250

Sales Recruiting Sales Hiring Scale VP of Engineering 250

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 93

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 93

SaaStr

JUNE 7, 2021

If you don’t have tickets, lock in Early Bird pricing today and bring your team! When you get that thing where you’re a rational person and you think it will be great and 99 out of 100 people think it’s bad, that’s when you have opportunity. I was a software developer, a product person.

Sales Hiring 333

Sales Hiring Underperforming Technical Team SaaS Headcount 333

Frontegg

DECEMBER 2, 2021

In addition, we are excited to welcome our new partners – the visionary team from Insight Partners, led by Praveen Akkiraju, Daniel Aronovitz, and Jeff Horring. Fast forward to now, Frontegg is running as the core product infrastructure for dozens of hyper-growing companies. You build it and start the product-market-fit quest.

Underperforming Technical Team 93

Underperforming Technical Team Sales Hiring DevOps as a Service Scale 93

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? Andy MacMillan: I started my career in tech actually as a developer.

Sales Hiring 201

Sales Hiring Scale Leadership Sales Enablement 201

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

SaaSOptics

MAY 19, 2022

Keeping your customer acquisition costs low ensures that you’ll have greater profit margins, which can then be re-invested into your business and employees. Below, we’ll dive into how to develop a customer acquisition strategy from start to finish. . How to Develop a Customer Acquisition Strategy.

Acquisition 59

Acquisition Scale Strategy Software Review 59

Andreessen Horowitz

NOVEMBER 14, 2023

When I first started in 2006, everything was really bad. You have to spend a reasonable amount of time, sometimes years, developing. I mean, it kind of still is an MVP, I prefer minimum delightful product, but that minimum is just way higher than in a new market. Seema: I love the minimum delightful product.

Sales Hiring 93

Sales Hiring Banking Scale Pricing 93

SaaStr

JANUARY 12, 2023

Management teams must determine how to thrive in a downturn to position their businesses for profitable growth. However, management teams that pursued growth at all costs were punished severely. The right strategy to win means reassessing fundamental issues like the product-market fit and centering on the best ICP.

Consulting 43

Consulting Underperforming Technical Team Management Marketing 43

OpenView Labs

FEBRUARY 3, 2022

The market need for SaaS products has exploded and investment in SaaS companies has accelerated, requiring more talent to grow and scale. Competitive pressures and changing customer needs can be captured by a great marketing or product marketing lead. That talent pool has not kept pace.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

OpenView Labs

SEPTEMBER 22, 2021

But no matter how thick a skin you develop, it’s never fun to be told ‘no,’ especially after you’ve spent significant time with an investor exploring a potential deal. To make matters worse, the customers revealed that instead of paying for a seat for each team member, they bought one login and shared it amongst 10 people.

Technical Review 73

Technical Review Scale Development Team Review Software Review 73

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

Intercom, Inc.

NOVEMBER 7, 2019

Here are five quick takeaways: The founders of Spendesk noticed that, while the B2C space was innovating with peer-to-peer quickpay options, nothing like that existed in the B2B space (which often lags a few years behind the consumer market). Instead, focus on fostering a culture of communication and feedback loops between the team.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162

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? 242: It’s the employees’ market.

Sales Hiring 142

Sales Hiring Payment Services SaaS Payments Underperforming Technical Team 142

Casey Accidental

NOVEMBER 13, 2019

Developer platform: a business where developers can build businesses on top of the business’s software and charge customers. The Weak Transition to Marketplace Arguments. There are three fairly weak arguments I don’t like, but I’ll present them anyway. #1 Take them from the marketplace team.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

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

OpenView Labs

APRIL 13, 2020

Proliferation of iterative, experiment-driven, nimble approaches to product development (also known as Agile). The convergence of these changes has led many to realize that “growth” is a team sport. It is no longer the job of Marketing or Sales to solely own revenue, nor Product the core user experience.

Systems Review 98

Systems Review Technical Advisors Scale Technical Review 98

User Pilot

JANUARY 30, 2023

The product adoption curve is a concept created by Everett Rogers back in 1962 and further developed by Geoffrey Moore in 2014. In SaaS, as you develop your product and achieve product-market fit , you must consider the five user segments so you can improve product adoption and grow your business.

Technical Review 85

Technical Review Software Review Underperforming Technical Team Education 85

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

APRIL 30, 2022

Basically you can more easily start using products. The second constituent there is the developer. Why do developers love SaaS products? They love SaaS products. They love consuming SaaS products not because of the billing model, but because of the delivery model. It’s also a perception of risk.

SaaS Payments 238

SaaS Payments Metrics Payment Methods Scale 238

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

User Pilot

APRIL 30, 2024

Wondering what a marketing growth strategy is? From this article, you will find out how to develop a strong growth marketing strategy and learn growth marketing tactics for different customer journey stages. Market penetration is about increasing existing market share with existing products.

Underperforming Technical Team 96

Underperforming Technical Team Strategy Marketing Customer Lifetime Value 96

SmartKarrot

DECEMBER 24, 2021

Failure to meet the right product-market fit . But, in reality, it is related to the market. If your product is not seen as a solution for an existing problem for which people are searching, it is bound to fail. The solution for this issue is first to analyze the market and plan a product accordingly.

Underperforming Technical Team 10

Underperforming Technical Team Technical Review SaaS Systems Review 10

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

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

OpenView Labs

SEPTEMBER 17, 2019

Most SaaS startups have a nearly limitless market opportunity, but don’t have the product, engineering, sales or marketing resources to gain traction in the entire market all at once. It is critical to focus, honing your product-market fit in a sub-segment and gradually expanding from a position of strength.

Benchmarks 41

Benchmarks Underperforming Technical Team Scale SaaS 41

SaaStr

JULY 1, 2021

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? Sam : This is not my insight, but someone else says… I really do believe it, that the team you build is the company you build.

VP of Engineering 266

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 266

ChurnZero

OCTOBER 4, 2019

Sam has over 16 years of experience in consulting, product management, and leading customer success teams. Bloomfire allows teams to improve productivity and customer centricity by creating a self-service knowledge base. The customer loves our product, team, and company culture. A: It’s ok to say no.

Customer Success 40

Customer Success Sales Hiring Scale Underperforming Technical Team 40

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

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 92

Scale Scaling SaaS Underperforming Technical Team 92

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

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

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. Henrique: So, we applied to YC with this VR idea, which, looking back, it was pretty bad, but at the time we thought it was great. One of the things that I feel like fintech companies really struggle with is what is product market fit? Henrique : Yeah.

Sales Hiring 161

Sales Hiring Sales Recruiting Scale Payment Methods 161

User Pilot

MARCH 14, 2024

We’ll explore its features, pricing, and offer a comprehensive review to aid in your decision-making process. If your team members come from non-technical backgrounds, they might struggle to use Heap to the fullest. Similarly, you can share Session Replays with other team members. Let’s get started!

Technical Review 52

Technical Review Software Review Pricing Underperforming Technical Team 52