SaaStr

APRIL 1, 2025

Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became. While scaling from 3 to 75 go-to-market team members, Codeium / Windsurf found that AI transformed their sales process in completely different ways depending on the size of the customer.

Scale

Sales Hacker

JULY 8, 2025

But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey. Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. I love this part. Doug is a multi-time founder and product leader.

Sales Recruiting

Sales Hacker

DECEMBER 31, 2024

It helps me and the team be so much more productive. Uh, it helps me and the team be so much more productive. If anyone else wants to take back control of their inbox and empower their teams to do so as well, Check out superhuman at superhuman. And it’s such bad behavior. The number was pretty terrifying.

Sales Hiring

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. manage all the SMBs in the mid-market.

Sales Hiring

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. 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.

Scale

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. The highs and lows always come, usually involving the people on your team. For Erica, the bad days are when they’re not executing or achieving growth the way they want. Automation and AI could solve for that.

Scale

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.

Sales Hiring

SaaStr

JULY 10, 2021

So let’s take a look back to a deep dive with the CEOs on what they learned building their first senior teams: ———-. As a founder/CEO, building your first management team is something that you often lose sleep over. What makes you feel that you need to level up your management, set up your first management team?

Sales Hiring

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

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. We’ll talk about some of the stuff that you do as you grow your team a little bit and then we’ll sort of wrap it up with some advanced stuff.

Sales Recruiting

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

Casey Accidental

MARCH 29, 2022

A common issue leaders in product management, design, or engineering face is justifying investment in the “non-sexy” stuff. Non-sexy things include general user experience improvements, performance, developer velocity, infrastructure, technical debt, and, fortunately less than it used to be, growth. User Experience.

Investment

SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play. Can you start and stop a PLG motion?

Scale

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. million in 2013 to $115.9 million in 2014.). I said, “Holy crap.

Part-Time VPE

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? So as Lauren sort of alluded to, we started by focusing on SMB’s. Today we’ll be talking about five ways to effectively move up market.

Underperforming Technical Team

SaaStr

JULY 22, 2019

That’s not a bad start. We work with mostly modern teams. We started out in the commercial SMB mid-market space. Developers were really loyal to the product, and they were able to take the product with them whenever they went. Join us at SaaStr Europa 2020. Roger Scott | EVP @ New Relic. FULL TRANSCRIPT BELOW.

Scale

SaaStr

JULY 29, 2022

But boy, I can tell you from all the companies I have invested and worked with that have a hardware/software component, it really actually gets brutal as you scale. There was another company I invested in called Automile, that for a while was quite successful in SMB fleet tracking, tracking where your fleets of vehicles are.

Scale

Sales Hacker

NOVEMBER 5, 2018

No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason. Your cost of trying to build Sales Development in house is therefore $90,000 at a minimum. Most likely with 2 SDRs, a manager, and some consulting, you’re investing $200,000 for an experiment.

Outsourcing Services

Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

Scale

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. Without a sales development team, you can find yourself struggling when it comes to pipeline generation. The Four Costs of In-House Sales Development. Salary and benefits costs.

Outsourcing Services

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. If you think of this from a market size standpoint, there’s often this debate, is that good or bad?

Sales Hiring

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services

Sales Hacker

JULY 21, 2021

But that doesn’t mean they’re all bad. A strategy is how a team plans to reach their overarching goals and all of the steps to get there. Managers can energize the whole team by helping secure some quick wins. “Hi! Let’s synergize our teams to create a streamlined approach that leverages our core competencies.

Sales Hiring

Sales Hacker

APRIL 21, 2020

In my experience, getting caught up in shiny objects (like great numbers) during the hiring process is a straight line to Disasterville, and when the cost of a bad hire is painfully significant , it pays to take a measured approach. Also: What are the top performers in my current team doing? This is a team effort.

Sales Hiring

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. So how do you create a strong, enterprise-ready team? Not just support on steroids: How to build a customer success team.

Customer Success

Intercom, Inc.

AUGUST 29, 2019

It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. How quickly you’re able to accelerate growth depends on your ability to build a nimble sales org and develop a strong sales strategy. These lay the foundation that enables your team to run as efficiently as possible.

Scale

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

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. If the same team keeps performing at the same growth it will achieve $2M in year 2 – whilst the renewals come in at 100%.

Scale

Baremetrics

AUGUST 29, 2021

Let’s say your ICP is a web developer running a startup on the East Coast. This will result in poor open and response rates. Here, we’ve searched for organizations that raised Series A investment in the last 30 days. Apollo’s full plan comes with an SMB level price tag; as a startup, you probably want the basic plan.

Scale

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. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. I think it’s a really staggering stat.

Cloud

Intercom, Inc.

JUNE 6, 2019

For instance, many teams build apps on Intercom so users can leverage their workflows and services within our live chat Messenger and messages. But how do you decide when to build an app for your product and what platforms to invest in? But how do you decide when to build an app for your product and what platforms to invest in?

Scale

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

OPEXEngine

JUNE 8, 2021

In the movie Glengarry Glen Ross, Blake, a successful salesperson, visits the real estate sales team and gives them a blistering motivational speech that has gone down in history as one of the best of all time. This is the first challenge facing enterprise SaaS sales teams. A-B-C,” he says as he points to each letter. EHS Manager.

Enterprise

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success

Audacix

OCTOBER 19, 2023

Knowing this fact, around 51% of organizations are planning to increase their investments in security for the next year. Securing your applications, organization's cloud posture and networks will require strategic planning and investing in vulnerability management. Table Of Contents In 2023, USD 4.45

Underperforming Technical Team

Audacix

OCTOBER 19, 2023

Knowing this fact, around 51% of organizations are planning to increase their investments in security for the next year. Securing your applications, organization's cloud posture and networks will require strategic planning and investing in vulnerability management. Table Of Contents In 2023, USD 4.45

Underperforming Technical Team

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. Creating a culture of winning means investing in employees. Justin helped build the sales team in ZocDoc. When he left PatientPop, he helped grow it to over 60 million in recurring revenue.

Sales Hiring