Andreessen Horowitz

DECEMBER 4, 2023

Most growth-stage CEOs I work with know how to tell if they’re efficiently allocating capital in every part of their budget with one glaring exception: research and development (R&D). Focus on performance management of your product and engineering teams as early indicators for what R&D investments are working, and which aren’t.

Underperforming Technical Team 125

Underperforming Technical Team Benchmarks CTO Hire New CTO 125

Sales Hacker

SEPTEMBER 18, 2020

Revenue Operations is at the forefront of a paradigm shift — to view the buyer’s journey as a seamless thread across multiple people, systems, and value propositions. This involves driving more new logo and renewal revenue, lowering customer acquisition cost, and increasing forecasting predictability. Simple right?

Technical Review 121

Technical Review Development Team Review Systems Review Engineering 121

Sales Hacker

DECEMBER 30, 2020

That’s why the team at Sales Hacker decided to put together a statistics round-up showcasing how things changed in this year and where they’re likely headed in the future. 40% of businesses did not meet revenue targets in 2020. Keep reading for the most important sales trends your revenue organization should keep a close eye on.

Sales Recruiting 125

Sales Recruiting Sales Hiring Underperforming Technical Team Revenue 125

Sales Hacker

FEBRUARY 27, 2020

The best way to do that is to develop the right behaviors in your sales reps. There are many things that can drive revenue growth within your company, but as a sales leader, it all starts with your team. Here are five key areas to challenge your team on in order to grow both them and your company. How do you do that?

Underperforming Technical Team 96

Underperforming Technical Team Development Revenue Sales Hiring 96

Intercom, Inc.

OCTOBER 26, 2018

Many organizations create customer success teams but there’s no clear definition as to how these teams develop long-term value for both the customer and the business. Some sales teams consider a customer success manager as the post-sale counterpart of an account executive. The role of customer success teams.

Sales Hiring 123

Sales Hiring Customer Success Scale Underperforming Technical Team 123

Chart Mogul

JULY 15, 2021

High growth companies like Airtable, Figma, Notion, or Github all have revenue as a top of mind business milestone. In fact, out of a sample of 40 growth stage companies, 50% said revenue growth was their #1 north star metric, according to research led by Lenny Rachitsky for Future.

Underperforming Technical Team 52

Underperforming Technical Team Revenue Scale Communication 52

Chart Mogul

JULY 15, 2021

High growth companies like Airtable, Figma, Notion, or Github all have revenue as a top of mind business milestone. In fact, out of a sample of 40 growth stage companies, 50% said revenue growth was their #1 north star metric, according to research led by Lenny Rachitsky for Future.

Underperforming Technical Team 52

Underperforming Technical Team Revenue Scale Communication 52

Baremetrics

NOVEMBER 2, 2021

Shopify is a huge opportunity for developers looking to expand into the micro-SaaS space. The Shopify App Store brings together Shopify app developers and Shopify shop owners for their mutual benefit. Why you need to track business metrics for Shopify App Developers 10 business metrics for Shopify App Developers 1.

Payment Solutions 98

Payment Solutions Outsourced Development Underperforming Technical Team Metrics 98

Sales Hacker

SEPTEMBER 2, 2023

So that has many of us questioning which direction we should be heading toward in our modern day revenue tech stack? Which AI tools are going to make revenue operators’ lives immensely easier? Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications.

AI 78

AI Revenue Scale ChatGPT 78

Andreessen Horowitz

SEPTEMBER 19, 2023

Investing in Instacart was perhaps the hardest decision I had to make as a venture capitalist. We pulled from my prior marketplaces experience and dove into their business quickly to develop a point-of-view on the opportunity. They had impressive GMV growth and strong cohort revenue retention, but their unit economics were upside-down.

Marketplace as a Service 142

Marketplace as a Service Scale Underperforming Technical Team Construction 142

SaaStr

SEPTEMBER 24, 2020

Force revenue generating employees to pay for themselves. Learn about your investors previous bad investments (this could determine your fate!). #2 Causes: Weak previous relationship. 5 Slow product development. Bad co-founder relationships. Discouraged or disengaged engineering team. Lack of trust.

Underperforming Technical Team 175

Underperforming Technical Team Startup Engineering Retention 175

Point Nine Land

MARCH 15, 2022

If you take a look at a 50 person sales team, you’ll likely find it to be very data-driven. They usually track low-level metrics about their app performance or errors, and agile teams have burn-down charts. Previous attempts failed or didn’t get a lot of adoption, usually because of some combination of these issues: Poor data quality.

Investment 52

Investment Underperforming Technical Team Sales Hiring Engineering 52

InsightSquared

MARCH 5, 2021

Throughout his three decades of experience running revenue organizations, he has seen the good — and plenty of the bad. In this series, , he will share his experiences, providing other CROs and revenue leaders insights from his lessons learned. This piece will focus on the importance of activity capture.

Forecasting 62

Forecasting Underperforming Technical Team Revenue Data 62

Casey Accidental

FEBRUARY 26, 2024

This can make it tricky to evaluate as an engineer, designer, product manager or CEO if the investment will bear fruit and whether one should keep going. I’ll explain how I think about these decisions as a product leader and give more context on the journey of developing entirely new products inside a company.

Underperforming Technical Team 63

Underperforming Technical Team Scale GCP(Google Cloud Platform) Startup 63

SaaStr

APRIL 5, 2023

A bad experience with a revenue operations leader might taint your view of the position at all future companies, but that would be a mistake, as CRO Confidential podcast host Sam Blond learned first-hand. If you’re growing quickly and making a lot of sales hires, you might invest earlier. Not every leader is created equally.

Sales Hiring 195

Sales Hiring Education Scale Strategy 195

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. To do the first, we had to hire, train, and write a playbook – the building blocks of any team. Relentlessly measure impact.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

Point Nine Land

OCTOBER 23, 2023

We recently hosted the Point Nine Founders Summit, featuring several panels and presentations from founders, CFOs, COOs, and sales execs on building early sales teams and hiring your first successful sales leaders. It helps keep the product team focused on customer feedback and providing value in exchange for revenue.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

30 Day Leadership

JULY 18, 2023

In this episode, leadership coach, Nils interviews Dustin Tysick, host of the B2B Revenue Leaders Podcast and VP of Revenue at Testimonial Hero, about the importance of coaching and adapting to different personalities and processing styles. The cost of not consistently developing your leadership skills is enormous.

Leadership 52

Leadership Underperforming Technical Team B2B Interviewing 52

SaaStr

SEPTEMBER 12, 2019

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. I say investment strategy, but really it’s like how do you build a company that’s focused on product-led growth?

Investment 100

Investment Underperforming Technical Team Sales Hiring Software Review 100

SaaStr

SEPTEMBER 27, 2023

Christoph Janz, General Partner of Point Nine Capital, shares what it takes to raise capital in SaaS, overall investment activity in 2023, and how to develop a convincing AI strategy. Overall Investment Activity in 2023 We all know there has been a massive shift in the number of rounds and capital raised. that’s pretty good.

AI 194

AI Underperforming Technical Team Cloud Strategy 194

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 260

Scale Sales Hiring Sales SMB 260

SaaStr

APRIL 14, 2023

Mistake #1: Viewing Investors Only As Capital As founders build a team, they focus on obtaining complementary skill sets. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit. Create a full breakout plan first, then look back and figure out who will invest.

Development Team Review 220

Development Team Review Technical Review Underperforming Technical Team SMB 220

User Pilot

JANUARY 31, 2023

In SaaS, you can grow your revenue only if your churn rate is low, so retaining at-risk customers is crucial. The main factors contributing to at-risk customers include poor onboarding process , lack of product value perception, lousy customer support, unfixed bugs, and no learning materials, resource center, and FAQs.

Churn 95

Churn Underperforming Technical Team SaaS Payments Payment Solutions 95

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

NOVEMBER 1, 2022

They are hiring leaders, building teams, and attracting advisors in the US while devouring the SV SaaS playbook. The promise of SaaS was healthy profitability at scale and yet we see companies with hundreds of millions of dollars in revenue burning cash. In return, they will spend a certain number of hours per month with your team.

Scale 214

Scale Sales Hiring Cybersecurity Underperforming Technical Team 214

Sales Hacker

JANUARY 22, 2020

As a result, sales interview processes extend way longer than necessary, with the company losing out on closed-won revenue until an offer is finally accepted. Knowing the best questions to ask in a sales interview is essential to zeroing in on the right people faster and hitting your revenue goals as soon as possible.

Sales Hiring 76

Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 76

Intercom, Inc.

JANUARY 5, 2021

” The secret to shipping successful product, then, is clearly defining for your team the problem that you’re setting out to solve. A great problem statement supercharges product development. It inspires and guides your design team, it makes evaluation simple, and it creates direction for scoping and iteration.

Transportation 279

Transportation Travel Underperforming Technical Team Finance 279

SaaStr

APRIL 5, 2021

Hmmmm … well, to me, that’s not a bad place to be once a space, a category, gets to $100m+. And at a sales perspective, they’ll move to optimizing revenue per lead, over closing every possibly lead. With less capital and a tighter team … you won’t be able to spend as much on marketing.

Scale 239

Scale Sales Recruiting Underperforming Technical Team Pricing 239

Neil Patel

OCTOBER 29, 2020

The bad news is that marketers waste 37 to 95 percent of their marketing budget. You’ll want to break each of these areas down in enough detail so you (and your team) can work with each of these areas properly. Web developers spend their time on sites like ArsTechnica, Reddit, SitePoint, etc. SEO, PPC, Social media).

Underperforming Technical Team 145

Underperforming Technical Team Strategy Development Payment Methods 145

Chart Mogul

NOVEMBER 7, 2019

At the Product-Led Institute, we developed the “Triple-A” sprint, which focuses on rapidly identifying problems, building solutions, and measuring impact. The Triple-A sprint gives you a way to build a sustainable growth process and can be used by any team in your business. Average revenue per user (ARPU); 3. Click To Tweet.

Underperforming Technical Team 69

Underperforming Technical Team Development Churn Metrics 69

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. By the time he left to join Google Cloud as EMEA VP of Operations and Customer Growth, Salesforce had around 17 billion dollars in revenue and almost 50,000 employees.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Clouded Judgement

JANUARY 6, 2023

We know software is impacted from macro - but how bad will it get? ” Top 10 EV / NTM Revenue Multiples Top 10 Weekly Share Price Movement Update on Multiples SaaS businesses are generally valued on a multiple of their revenue - in most cases the projected revenue for the next 12 months. Top 5 Median: 10.4x

Cloud 130

Cloud Azure AWS Underperforming Technical Team 130

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. But despite a focus on closing sales, it remains one of the biggest issues for teams. In fact, 36% of sales teams regard it as the most challenging part of the sales process, and 28% say it’s their top priority. Others don’t invest in nurturing relationships.

Underperforming Technical Team 110

Underperforming Technical Team Sales SaaS Forecasting 110

Sales Hacker

SEPTEMBER 13, 2021

” It remains distressing if teams continue with this knowledge and run the same marketing activities over and over again. The ICT products for marketing automation are much more mature and developed with the marketing process in mind. The expected return on this investment. The risk associated with the investment.

Underperforming Technical Team 93

Underperforming Technical Team Marketing Sales Finance 93

Andreessen Horowitz

APRIL 30, 2024

ABOUT IN THE VAULT “In the Vault” is a new audio podcast series by the a16z Fintech team, where we sit down with the most influential figures in financial services to explore key trends impacting the industry and the pressing innovations that will shape our future. Follow this show on our podcast feed so you don't miss an episode.

Payment Solutions 84

Payment Solutions Payments Payment Services SaaS Payments 84

Incredo

NOVEMBER 21, 2019

You will never again worry about investing thousands of dollars in paid ads and receiving nothing. You should pick your influencer partners carefully because wrong choices won’t bring you qualified leads and revenue. And those that require initial investments aren’t regarded as reliable partners.

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

Neil Patel

SEPTEMBER 18, 2020

We help our clients develop a digital strategy that maximizes the results they achieve with their content marketing, advertising, and SEO campaigns. The focus with our digital strategy is revenue. Everything we do is focused on producing real results for businesses whether that’s more traffic, leads, or revenue.

Underperforming Technical Team 139

Underperforming Technical Team Strategy Content Marketing Scale 139