Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

JANUARY 21, 2022

You might feel confused about where to begin, how to scale up, which mistakes you should avoid, and things you should consider before expanding. Now, let’s look at ten learnings that Dorian gathered while scaling Grammarly from a Consumer to an Enterprise brand with B2B offerings. Enter your email below for the latest SaaStr updates.

Scale 209

Scale SMB Enterprise Sales Hiring 209

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. How did they solve the issue?

Scale 231

Scale Strategy Scaling Outbound Sales Team 231

Casey Accidental

MARCH 29, 2022

A common issue leaders in product management, design, or engineering face is justifying investment in the “non-sexy” stuff. What is not sexy can differ by company, but usually the sexy things are new products and few features. Another way to say that is product/market fit has a positive slope. User Experience.

Investment 139

Investment Underperforming Technical Team User Experience Scale 139

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. What does this mean for product design and product management? the night before it was to IPO).

Product Marketing 75

Product Marketing Scale Sales Hiring Sales Recruiting 75

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. But because people convert by themselves, it creates a healthy product market fit.

Scale 164

Scale Sales Hiring Scaling Banking 164

SaaStr

DECEMBER 30, 2022

You need to identify a niche in the current market, make yourself known, understand your main differentiators, and offer your users a ton of value for their money. Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, joined us at SaaStr Scale to discuss how businesses can serve SMBs and still bring in large numbers of revenue. .

Scale 201

Scale Scaling Revenue Enterprise 201

SaaStr

FEBRUARY 9, 2024

Either way, the foundation for success in Go-To-Market starts with the right team. GC thinks about building out your Go-To-Market team in 3 ways: Short vs. long-term needs Product maturity Experimental vs. scale Short-term vs. long-term needs. You have to think about where your product maturity is before making the hire.

Scale 263

Scale Sales Hiring Sales Marketing 263

SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

Scale 234

Scale Sales Hiring Technical Advisors Scaling 234

SaaStr

DECEMBER 21, 2023

What’s your most recent disclosed investment? Their product increases enrollment and utilization while reducing employee costs and providing a substantially better experience. #2. What’s your sweet spot for investing — check size, stage, type of deal? What’s different about your fund / how you invest and support founders?

Scale 229

Scale Venture Capital AI Generative AI 229

Tom Tunguz

MARCH 8, 2022

Startups create products. After product-market fit, product teams hew the product roadmap from a panoply of options to the features best aligned with the company’s plans. In much the same way, CEOs architect the organization that builds, markets, sells, and supports the product.

Startup 353

Startup Acquisition Product Marketing Scaling 353

SaaStr

DECEMBER 14, 2023

Alison brings the perspective of all sides of a startup, from investing to SaaS to Cloud. With the marketing team, there are a lot of the classic functions — brand marketing, product marketing, and partner marketing. From there they created an entire marketing studio in six weeks using Vertex.

Cloud 240

Cloud Scale AWS AI 240

Chart Mogul

OCTOBER 20, 2023

Maybe it’s even time to start proclaiming product-market-fit, cautiously of course. Maybe it’s even time to start proclaiming product-market-fit, cautiously of course. Driving growth with content marketing Both Peter and Yoram saw content marketing as a key to unlocking sustainable growth.

Scale 52

Scale Scaling Headcount SaaS 52

Mucker Capital

FEBRUARY 24, 2021

Mucker’s first meeting with Emotive happened in November of 2018, though our initial investment wouldn’t happen until 18 months later in May 2020 when we would lead their Series A. In the case of Emotive, we were fortunate enough to have expanded our investment strategy just as they were expanding their business.

Investment 90

Investment Technical Review Scale Branding 90

SaaStr

MARCH 7, 2024

What’s your most recent disclosed investment? What’s your sweet spot for investing — check size, stage, type of deal? For over two decades, Creandum has specialized in early-stage investing, Seed and Series A. Some of our most notable investments include Spotify, Klarna, Bolt, Neo4j, Pleo or Factorial.

Payments 206

Payments Payment Services Payment Solutions Scale 206

Intercom, Inc.

APRIL 20, 2021

Here are three ways to know if it’s time to invest in customer support operations (if you’re looking to scale, it probably is), and a few simple things your organization can do to get started. You’re not scaling as quickly as you’d like. Sound good? What is customer support operations? Customer success? Use the right tools.

Scale 156

Scale Customer Support Scaling Headcount 156

OpenView Labs

APRIL 3, 2019

The researchers blame “premature scaling” as the root cause, pointing out that 70% of startups in the study scaled before they were ready and that startup founders substantially underestimate how long it takes to validate their market. It’s no wonder that the startup community obsesses over finding product-market fit.

Product Marketing 63

Product Marketing Pricing Scale Marketing 63

User Pilot

JULY 4, 2023

However, if done successfully, you’ll become the early market leader in a specific niche market before going on to dominate the mainstream market. Read on to discover how to cross the chasm and scale your technology company. Use popular platforms like Product Hunt to launch your product to get new users.

Scale 98

Scale Scaling Technical Review SaaS 98

SaaStr

JUNE 30, 2023

Magnuson shares his insights on how to find opportunities during headwinds and how Braze scaled to $400M+ ARR. Things that move fast create new opportunities and toe-holds in the market, but you must pace yourself correctly to build a generational business. Braze didn’t find a true product-market fit until around 2014-2015.

Scale 200

Scale Mobile Venture Capital Scaling 200

SaaStr

FEBRUARY 7, 2023

with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them. Straight from a SaaS CCO with Yellow.ai’s CCO with Shekar Murthy, Chief Customer Officer at Yellow.ai

VP of Engineering 243

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 243

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. They understand why they got “No”s in the early, pre-traction days, and even, in the early-ish days when they had a handful of customers but wasn’t really taking off yet (my favorite time to invest).

Scale 339

Scale Sales Recruiting Artificial Intelligence Machine Learning 339

The Angel VC

AUGUST 7, 2014

Product/market fit is a topic that I've touched on a few times on this blog. It's that extremely crucial but somewhat hard to define (and even harder to measure) step which every startup needs to cross as it goes from an idea to a product to a real, scalable business.

Product Marketing 133

Product Marketing Startup Marketing SaaS 133

SaaStr

JULY 30, 2023

A high-scale, modern outbound has extremely good CAC and scale. Cold Emails That Actually Work With AI, creating personalized emails at scale has gotten a lot easier than it used to be. Build A Growth Team After You Have Product Market Fit The job of growth teams is to experiment and fail at least 70% of the time.

Scale 206

Scale Sales Hiring AI Banking 206

SaaStr

NOVEMBER 8, 2023

Failure #3: Not Scaling Based On Leading Indicators There’s a big fallacy in software. At Gainsight, they’ve scaled too fast many times. Three moments when they scaled too fast include: Assuming an Enterprise opportunity for CS after closing only one Enterprise deal. Scaling newly acquired raw technology too soon.

Scale 240

Scale Sales Hiring SaaS Scaling 240

SaaStr

JANUARY 22, 2023

SaaStr 626: 10 Lessons Learned Scaling to $1B Valuation with Drift Co-founders David Cancel and Elias Torres  2. SaaStr 627: Move Over, Sales: Why Product & Marketing are the C-Suite’s New Power Partnership with Checkout.com CMO Leela Srinivasan and CPO Meron Colbeci    4. with Brex’s VP Product Marketing 5.

Scale 197

Scale Customer Success Venture Capital Sales Hiring 197

SaaStr

JUNE 17, 2023

In the ever-evolving landscape of SaaS, Venture Capital, Bootstrapping, and Valuations – understanding market trends and investment patterns is critical. We’ll explain Jason’s take on the recent market fluctuations, highlighting major deals that shaped investment patterns and their effects on valuation trends.

Venture Capital 217

Venture Capital Scale Technical Review Software Review 217

SaaStr

AUGUST 27, 2021

Folks want to start startups because they have a chance to look like this: The true definition of a tech startup is probably one that if it truly achieves product-market fit, can scale almost infinitely. The above example is of my third venture investment, Talkdesk. In 2014, it had 6 employees.

Startup 280

Startup Scaling Investment Product Marketing 280

SaaStr

MARCH 4, 2021

Well, for SaaS companies, marketing broadly speaking breaks into three species — Corporate Marketing, Product Marketing and Demand Generation. With the larger software companies Corporate Marketing Is King, and Product Marketers are the Princes. Because the market barely even knows you exist.

Sales Hiring 356

Sales Hiring Scale Marketing Branding 356

SaaStr

FEBRUARY 21, 2024

Sydney pulled someone from Salesloft with a product marketing background who understands operations, running programs, and being strategic. This person has built out a partnership marketing team within the product marketing team. Pick your strategies, invest in them, and start tiering. It won’t work.

AWS 209

AWS Scale Sales Hiring Marketing 209

SaaStr

MARCH 5, 2022

Starting with his time as an investment banker and later working in SaaS, Yancey Spruill, CEO at DigitalOcean , watched venture capitalists invest in seemingly strong companies, only to sell them off. Process is a friend, not a foe, in order to scale. With scale comes complexity, and complexity requires clarity.

Startup 255

Startup Leadership Innovation Scaling 255

OpenView Labs

FEBRUARY 2, 2021

The report’s authors already laid out how to get back to hyper-growth , and their article inspired me to share my predictions for 2021’s most important product marketing trends: 1. More SaaS companies will adopt product-led growth. It allows customers to start small and try out a product. Growth in 2021 and beyond.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

SaaStr

APRIL 2, 2023

This thought is usually accompanied by a vague statement like “this person isn’t scaling.” Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal!

Sales Hiring 266

Sales Hiring Scale Scaling Customer Success 266

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.

Sales Hiring 232

Sales Hiring Payment Services SaaS Payments Scale 232

SaaStr

APRIL 3, 2024

Experimentation and learning still have to happen, and there is a need for smart, strategic employees to monitor how AI is working to improve the product market fit, application, and safety for their customers. It depends on the utility of your product and platform as it is. Can You Be Competitive as a Vendor Without AI?

Generative AI 237

Generative AI AI Technical Review Software Review 237

SaaStr

DECEMBER 23, 2022

Sarah Patterson, Samsara’s Chief Marketing Officer, has been there to learn these lessons along with them. Sarah joined us on SaaStr at Scale and shared three lessons to help businesses scale their revenue. Focus on scaling what works best, but don’t over-engineer and waste valuable time. Scale what works.

Scale 172

Scale Engineering Marketing Scaling 172

SaaStr

MARCH 31, 2020

I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. They don’t value marketing as much as they value the product, which means they under invest in marketing. They don’t see marketing as a way to compete. FULL TRANSCRIPT BELOW.

Scale 132

Scale Scaling Sales Hiring Engineering 132

SaaStr

MAY 5, 2021

Here’s some advice for other product leaders from our journey at Pendo: $0-5M ARR: All hands on deck. Your primary focus in the earliest days of the company is achieving product-market fit. In most cases, this stage doesn’t require a dedicated product executive. 5-25M: Hire a CPO early. 50-75M: Determine your second act.

Strategy 278

Strategy Scale Innovation Interviewing 278