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. Before this transaction, Andrew had raised over $45m in funding from the likes of Rory @ Scale and Bain Capital Ventures just to name a few.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. What “customer success” looks like evolves as your company and customers scale upmarket.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

FastSpring

DECEMBER 7, 2023

As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. “This is everyday for me, so I love talking about it,” says Carl Hargreaves about mergers and acquisitions.

Software Review 136

Software Review Technical Review Development Team Review Branding 136

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? How does this change when selling to SMBs vs enterprise? * I’d been ignoring them.

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? I’ve heard so many good things from Kobie, now at Upfront, and then also the team at Openview. Andy MacMillan: I started my career in tech actually as a developer. So just looking around from the inside, you can learn a lot about how great companies are scaled.

Sales Hiring 202

Sales Hiring Scale Leadership Sales Enablement 202

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. I think that’s probably the fastest we’ve ever seen a company get to that scale. They got to 100 million of ARR from 1 million in three years, which is just incredible.

Cloud 100

Cloud Scale AWS Machine Learning 100

SaaStr

AUGUST 9, 2019

Why is it so crucial to invest in enablement in the early days? You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. Here’s what Eyal and Megan talk about: How to develop software faster. What is the right way for startup founders to address sales rep onboarding?

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

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. How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? What questions reveal the most?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

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. In Today’s Episode We Discuss: * How Justin made his way into the world of Sales and came to be one of the industry’s leading scale up Sales leaders with PatientPop and ZocDoc. * How did Justin experience burnout?

Scale 141

Scale Underperforming Technical Team Sales Hiring Interviewing 141

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Michiel Rauws (@michielrauws2): So, my question is, we’ve been scaling our SaaS business. We can scale accounts, when we get them, very well. And 75% of the team continuing business as usual. So much talk about downturn.

Scale 218

Scale Sales Hiring Scaling VP of Engineering 218

SaaStr

JANUARY 28, 2020

Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. There’s none of the brands that you’ve seen get to an IPO or continue on to a Fortune 500 company that is not making some significant investments there. Aaron : And they just have to do it.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

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

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 And it makes up for a lot of bad product experiences, right?

Scale 130

Scale Sales Payment Methods Merchant Services 130

SaaStr

OCTOBER 26, 2023

In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy. Sometimes, it might look like SMB churn when they’re really just moving into mid-market. They did it.

Sales Hiring 217

Sales Hiring AI SMB Scale 217

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. They become all about sales and learning sales and scaling sales.

Product Marketing 81

Product Marketing Scale Sales Hiring Sales Recruiting 81

SaaStr

AUGUST 12, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling and VC funding. You would take three to four years to deploy it for new investments, not follow-ons but new investments. And they’ve probably cut the amount they want to invest in the next 12 months by half to 66% because of the math.

Scale 201

Scale SaaS Payments Scaling SaaS 201

SaaStr

SEPTEMBER 4, 2020

I’ve been in software since the ’90s and for over 20 years, nearly that entire time, we’ve been talking about digital transformation, developing strategies, architecting new technologies, and moving beyond digitization to rethinking our businesses, our products, and our services in a way that’s optimized for a digital world.

Scale 159

Scale Underperforming Technical Team Sales Hiring Branding 159

Intercom, Inc.

NOVEMBER 21, 2019

To retain more customers over time, you must invest heavily in understanding who your current and prospective customers are and what problems they’re trying to solve. Tara joined the company in 2017 and has been instrumental in helping the company scale and retain more customers through a unique customer-centric approach to marketing. .

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

SaaStr

JULY 12, 2022

Now, I just invest in SasS companies. You have to create a repeatable process if you’re going to scale up the sales team. The Number One Job of a VP Sales is Recruiting a Great Team. Your VP of Sales’ number one job is getting eight to 10 great people on you team. That’s my background.

Sales Hiring 263

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 263

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. Want to see more content like this?

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. Want to see more content like this?

Sales Recruiting 108

Sales Recruiting SMB Scale Sales Hiring 108

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

Scale 223

Scale Scaling Sales Hiring Enterprise 223

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’m EJ Brown, Senior Content Strategist at FastSpring, we help SaaS and software companies scale around the world.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. John Barrows: Passion and work ethic.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. How does Kate approach delegation at scale? Where do many people make mistakes here? *

Scale 166

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 166

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 Dharmesh : …said, “This is a very bad idea. On a scale of 1 to 10, I’d give it a 7, if you round up from 6.3.

Part-Time VPE 227

Part-Time VPE Technical Cofounder CTO Hire New CTO 227

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. Keep an eye out as we will be making regular updates.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * And even just that shift drove a lot of behavior change both with customers and internally with the teams.

Underperforming Technical Team 159

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 159

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. We recently sat down with Maggie to chat about all things sales – from laying down a solid foundation to hiring the right people and, finally, scaling the team into hyper-growth. Look for the team players.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

SaaStr

JULY 30, 2020

What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? Something that we did really poorly at TalentBin early on was not really focusing on a very crisply defined ICP and insufficiently investing in customer success.

Part-Time VPE 202

Part-Time VPE Scale Sales Recruiting Sales Hiring 202

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. 8 steps to develop a winning sales strategy. Want more advice like this?

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. It’s an SMB SaaS company in the healthcare technology vertical. But I think the very specific reason that I was asked to talk about this topic is the way that we scaled the business through sales. Hey everyone.

Sales Recruiting 262

Sales Recruiting Sales Hiring Scale Sales 262

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. When is the right time for founders to think about building out their first exec team? How can you develop a winning culture? Pssst Loving our podcast content?

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

Andreessen Horowitz

NOVEMBER 17, 2023

In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B The problem is the sales team. The sales team don’t know how to sell the product. It’s a familiar story.

Sales Hiring 95

Sales Hiring Scale Sales Underperforming Technical Team 95

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

DECEMBER 30, 2019

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. If you missed episode 89, check it out here: 89: Using Customer Data Platform to Scale Your Org w/ Pat O’Brien. Creating a culture of winning means investing in employees. What You’ll Learn.

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52

SaaStr

AUGUST 15, 2020

Nick Mehta: Power of the developer, or the API economy, both of you play very much in both those trends. How do you help your team make that link to value? We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. Nick Mehta: That’s great.

Payment Methods 203

Payment Methods Merchant Services Scale Payments 203