OpenView Labs

MARCH 9, 2020

When entrepreneurs start a company, they definitely think about product, customers and product-market fit. They focus on raising money, hiring and finding space for their small but growing team. What they often forget to think about is the critical component of building their company: their personal leadership.

Leadership 52

Leadership Underperforming Technical Team Sales Hiring Investment 52

SaaStr

JULY 25, 2021

” And I told him we have a good market, we have a good product and because the product is good, that’s why our business is doing well. You can have the great product and a great team, but the market of small or very niche. Then the outcome is obviously a function of how big the market is.

Sales Recruiting 250

Sales Recruiting Sales Hiring Scale VP of Engineering 250

User Pilot

NOVEMBER 23, 2023

Why do product managers need them? That’s what Dave Martin , a product leadership coach, has talked about in his talk at this year’s Product Drive Summit hosted by Userpilot. Dave Martin on how product roadmaps kill outcomes. The thing is, users don’t need the majority of features that product teams build.

Scale 87

Scale Underperforming Technical Team Sales Recruiting Software Review 87

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

Intercom, Inc.

JULY 28, 2022

Sanj started working at Salesforce back in 2005, when the company had around 1,000 employees and a few hundred million in revenue, and he was a part of its growth for 14 years, holding several leadership positions in multiple markets in EMEA. Sanj: Well, it’s a pretty long one.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

NOVEMBER 16, 2020

Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management. How did he come to be CEO at the market leader, UserTesting? * 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. Thanks for having me.

Sales Hiring 201

Sales Hiring Scale Leadership Sales Enablement 201

Kellblog

NOVEMBER 2, 2023

As we struggle to hit top-down targets through rounds of cost-cutting, we cut here and squeeze there so much that we can develop a certain myopia. More subtly, have we teed up both failure and internal warfare by overcutting marketing relative to sales ? Or product relative to engineering? Ditto for product marketers.

VP of Engineering 107

VP of Engineering Travel Underperforming Technical Team Headcount 107

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

FastSpring

MARCH 27, 2023

Ryan Austin had VP-level experience in training when he decided to start a consulting business to help enterprise-level companies with their corporate learning and development initiatives. Ryan and his team noticed so many inefficiencies across the L&D workflows. “It There are now over 150 enterprise companies using the platform.

Payment Solutions 95

Payment Solutions Payment Services SaaS Payments VP of Engineering 95

A Smart Bear

FEBRUARY 26, 2019

They don’t know how to analyze a market or competition, so they make it up instead learning how to do it. The implication is that this was unknowable or bad luck, but the truth is, this was a predictable result of not understanding the market. Sometimes that’s airtight product/market it.

Underperforming Technical Team 64

Underperforming Technical Team Scale Sales Hiring Startup 64

ProfitWell

FEBRUARY 25, 2020

Founder of Adespresso and MailUp , Armando Biondi is a true serial entrepreneur with plenty of experience in tech, including being part of HootSuite’s leadership team. Companies find a path forward with a go-to market strategy, the right product-market fit, and the operational infrastructure to make it work.

Underperforming Technical Team 111

Underperforming Technical Team Travel Metrics Revenue 111

SaaStr

JULY 8, 2020

350: Neha Sampat is the Founder and CEO @ Contentstack, a modern content management system bringing business and tech teams together to deliver personalised, omnichannel experiences. What are the counter-intuitive strategies Neha has found work when it comes to motivating remote teams? * You should be.

Scale 208

Scale Technical Review Technical Advisors Sales Hiring 208

Sales Hacker

AUGUST 12, 2021

Deal disasters you’ll want your team to avoid. Let’s have a look at what you can do to prepare and empower your team to avoid them so you can start beating that quota. As a sales leader, you may have the perfect view of what your ICP looks like, but you need to make sure that the same is true for your team. Equally as important?

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

Neil Patel

OCTOBER 24, 2020

Unfortunately, your in-house team doesn’t have the required expertise to push through change. Our team at Neil Patel Digital has compiled the ultimate guide below to help you understand the nuances of working with a consultant for the best results. Question about tactics and various marketing channel s for boosting customer engagement.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

Andreessen Horowitz

NOVEMBER 14, 2023

When I first started in 2006, everything was really bad. I think there’s a set of companies that are trying to do some thing new in a new market that there isn’t an alternative product or there is an alternative but it’s super different. Seema: I love the minimum delightful product. I love that phrase.

Sales Hiring 93

Sales Hiring Banking Scale Pricing 93

Intercom, Inc.

APRIL 22, 2019

Businesses also win if, as a result of AI, teams are able to create more white-glove moments that turn users into customers for life. Here are five quick takeaways: Businesses focused on scaling need to think of customer support as a revenue team , not a cost center. How did you all get to product-market fit ?

Scale 156

Scale Scaling AI Search Underperforming Technical Team 156

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? Does one have to expand the product line to retain customers?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

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

SaaStr

DECEMBER 23, 2020

As for Tamar, previously, Tamar was a Vice President at Google, holding product and engineering leadership roles on Google’s most important products, including Search, Identity, and Privacy. How does Tamar think about effective product design today? How does Tamar structure the customer development process?

VP of Engineering 246

VP of Engineering Software Review Technical Review Underperforming Technical Team 246

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. A career marketer’s advantage in growing holistic revenue [17:54]. The role of branding in marketing [19:27]. Jake is a career marketer who served as the CMO at Pendo. Subscribe to the Sales Hacker Podcast.

VP of Engineering 63

VP of Engineering Branding Scale Marketing 63

Kellblog

AUGUST 31, 2022

To adapt Julius Caesar’s famous opening line of the Gallic Wars : marketing as a whole is divided in three parts. Product marketing (prodmkt), responsible in a word, for the message and how well it resonates with customers in the market [1]. Content marketing is a form of light prodmkt.

Underperforming Technical Team 145

Underperforming Technical Team Sales Hiring Marketing Startup 145

OpenView Labs

JUNE 23, 2021

The first step to breaking a bad habit is to understand why it needs to be broken. As Snowflake CEO Frank Slootman says , “Trust your team, it is the only thing that scales.” If you can’t surround yourself with a team that can grow, expand, and execute with minimal oversight, you’re always going to be in a firefight.

Part-Time VPE 71

Part-Time VPE Scale Underperforming Technical Team Outsourced Development 71

OpenView Labs

APRIL 13, 2020

There are new job titles—growth marketing, growth product manager, growth engineer, head of growth—and new opportunities that have changed the way companies think about how to grow their revenue or users. Integration of the marketing and product tech stacks. New approaches to user-centric marketing and product.

Systems Review 98

Systems Review Technical Advisors Scale Technical Review 98

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. Getting this right allows your teams to work in lockstep together.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. Getting this right allows your teams to work in lockstep together.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Kellblog

DECEMBER 27, 2021

My point was that this is normal and healthy: you can long Miami and Austin without shorting Palo Alto which, by the way, would have been a bad idea in 2020. Is web3 going to change everything because, as Chris Dixon argues, the best entrepreneurs and developers have learned not to build atop centralized platforms? Web3 hype peaks.

Blockchain 143

Blockchain Technical Review Venture Capital Sales Hiring 143

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * What do we believe in as a company in terms of where we want the product to be in a few years?

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

OpenView Labs

MARCH 29, 2019

strategic narrative) has permeated its ranks because they’re usually staffed by a mix of sales, marketing and product people. Or haven’t permeated those ranks: One sales rep told me if I wanted to hear a really good version of the pitch, it was too bad because his CEO, who would be back shortly, was really good at that.

Sales Recruiting 65

Sales Recruiting Underperforming Technical Team Subscription Payment Features 65

Intercom, Inc.

MAY 16, 2019

That’s why we recently launched Product Tours , a dead-simple onboarding tool featuring a code-free tour builder, error notifications and quick-start templates. As our Design Lead Gustavs Cirulis shared recently, the development of the product did not come without its own challenges. We know firsthand how hard it is.

Payment Solutions 106

Payment Solutions Underperforming Technical Team Onboarding Software Review 106

OpenView Labs

AUGUST 9, 2019

I have spent much of my career in product marketing roles at fast-growing companies. At Glassdoor and Lever, we doubled in size each year; and Reflektive —where I am now Head of Marketing—was recently recognized by Deloitte as the 13th fastest-growing technology company in North America. Competition and Market Behavior.

Pricing 40

Pricing Sales Hiring Underperforming Technical Team SaaS 40

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

OpenView Labs

JULY 8, 2019

As the first marketing hire at Zendesk , I underwent something of a trial by fire that proved to be a very valuable experience. The situation was this: our engineering team was constantly innovating and adding new functionality. It’s also a good idea to learn what you can from others who have already traveled the road you’re on.

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61

SaaStr

SEPTEMBER 23, 2020

As for David, prior to Hashicorp, he held some incredible roles including VP Marketing at Github and Hortonworks, Senior Director of Product Marketing @ VMWare, and then also spent over 5 years at Microsoft. As for David, prior to Hashicorp, he held some incredible roles, including VP of Marketing at Github and Hortonworks.

Scale 191

Scale Leadership Underperforming Technical Team Scaling 191

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

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

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does the structure of your marketing team need to change with the evolution?

Sales Hiring 168

Sales Hiring Scale Interviewing Technical Review 168

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 132

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 132