SaaStr

DECEMBER 3, 2020

Are marketing becoming the new sales team with their content being used more and more in the sales funnel? Does it have to be tied to a number related to revenue? Sam Taylor: On my first leadership role, I was the first enterprise sales rep, a manager of mid-market team. Bret was formerly the CTO at Facebook.

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

ProfitWell

DECEMBER 6, 2019

If we succeed, the benefits go beyond retaining revenue: successful customers spread positive word of mouth which makes it easier to attract more customers. But we know customer success reduces churn and increases expansion revenue, so CSMs do have a very serious purpose in an organization. If we fail, our customers will churn.

Scale 43

Scale CTO Hire Sales Hiring New CTO 43

ChurnZero

DECEMBER 9, 2022

Additionally, “leapfrog” candidates—those who come from a level below the C-suite, such as senior vice presidents—now make up roughly 5% of new chief execs. I would also encourage you as a new executive to have a separate executive coach. But my path was more of a meandering path.”. That would just be crazy.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

SaaStr

MARCH 26, 2024

The average public SaaS company is marching toward $400k in revenue per employee. Is the CTO involved in these decisions? If you’re at $100M or $200M of revenue and your growth is facing a decline into the single digits, pricing stuff is super important. Two things are fueling this change in CS with AI. You’re not.

AI 240

AI Pricing Artificial Intelligence Scale 240

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. In just four years, Podium has raised almost $100 million, with annual recurring revenue increasing to almost $60 million. Yep, we did that.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including Benchmark, Insight Venture Partners and Blackrock, to name a few.

Scale 171

Scale Enterprise Scaling Sales Hiring 171

User Pilot

MARCH 7, 2024

of leadership roles. I wanted to learn more about what challenges are deterring women from entering leadership career paths in tech. I approached the challenge of proving myself by pretty much consistently working harder and longer through much of my career. […] Now, as a new mum – it has forced me to find more balance.

Technical Review 105

Technical Review CTO Coach Sales Hiring CTO Hire 105

SmartKarrot

OCTOBER 29, 2021

The hot topic that is running around in the SaaS industry is the need for customer success to have a seat and a voice at the leadership table. This makes a case for customer success to have a seat at the leadership table. C-Suite executives need to have strong leadership and communication skills.

Customer Success 10

Customer Success Part-Time CTO CTO Scale 10

Intercom, Inc.

OCTOBER 31, 2019

Tim has spent his entire professional career focusing on productivity, from Sybase to TLA-Tencor to Facebook where, over his six-year tenure (2010 – 2016), the amount of revenue per employee doubled to $1.8 At the enterprise level within companies, this is why you’re always going to need technology leadership.

Artificial Intelligence 169

Artificial Intelligence Scale CTO Hire AI 169

SmartKarrot

FEBRUARY 16, 2022

One of the top SaaS influencers is Dharmesh Shah , co-founder, and CTO of HubSpot. Hiten has a weekly SaaS newsletter that helps readers know new strategies, learn techniques, etc. Liz writes in publications like Fortune, The Wall Street Journal, and The New York Times. He also featured in The New York Times and CB Insights.

VP of Engineering 10

VP of Engineering Scale SaaS Venture Capital 10

Sales Hacker

MARCH 25, 2019

This week on the Sales Hacker podcast, we interview Simmone Taitt , CEO of HeartSpace Consulting , and a longtime sales leader and consultant in the New York community. How to Increase Revenue by 19% [36:37]. I’m an advisor at some of the best tech accelerators here in New York. And on Stitcher. Show Agenda and Timestamps.

Sales Hiring 68

Sales Hiring Revenue CTO Coach CTO Hire 68

SaaStr

MARCH 20, 2019

Prior to founding Twilio, Jeff was the Founder & CTO @ Nine Star Inc and enjoyed a spell at Amazon as a Technical Product Manager. Sameer joined the company in 2010, when Citrix acquired VMLogix, where he served as CEO and doubled revenues during each year of his tenure. How do they distinguish between culture and values?

Underperforming Technical Team 124

Underperforming Technical Team Development Software New CTO 124

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Nick Mehta: On a boat in Rhode Island and then our second guest Jay Snyder, who just recently took over as Chief Customer Officer of New Relic, publicly traded SaaS company.

Payment Methods 201

Payment Methods Merchant Services Scale Payments 201

Intercom, Inc.

JULY 21, 2022

For Slack, that was clearly the engineering and dev communities, who love new tools. They love new ways of working and were happy to bring Slack into their functional teams and say, “Let’s experiment with this new way of working.” And it was very successful. Product can do a huge amount there.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

SaaStr

APRIL 16, 2019

The catch was he had just moved his family four kids to New York city. We had no New York city presence. I had my CTO and everyone would be like, “You can’t do this. So, we decided to be flexible and through that we actually opened a New York office. Real connection, but there was a catch. This was a problem.

CTO Hire 157

CTO Hire Travel Underperforming Technical Team CTO Coach 157

SaaStr

MARCH 3, 2020

From a like revenue growth in the early stage series A, like if you have a one to one sort of ARR to funding ratio, that’s great. And I’ve seen VP of Sales get swallowed up in like a founder zone lust to raise money on no revenue. QUESTION 4: Comp range in OTE as a function of your current revenue. New category.

Sales Hiring 156

Sales Hiring Sales Recruiting Scale CTO Hire 156

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. In a new one, it was tough to keep up. Ross : Yeah.

Technical Advisors 158

Technical Advisors Scale Sales Hiring Sales Recruiting 158

Sales Hacker

AUGUST 18, 2020

We’ve got an interview with Brandon Meyers , the chief revenue officer of ADARA. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. Show Agenda and Timestamps.

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

Sales Hacker

SEPTEMBER 29, 2020

Major challenges facing a new CEO [19:40]. Sam Jacobs : Where are you on your revenue journey? It really lended itself to being this new category, this post signature type of contract product. And talking about folks, about contract management software, we’re like, it’s not a new category.

Scale 107

Scale CTO Hire Scaling CTO Coach 107

SaaStr

FEBRUARY 28, 2020

Karl has been in every interview for every new hire for the first 6 years of the business, why? He had worked as a CTO at a startup when he dropped out of school. That was five and a half years ago and he is now our chief revenue officer. Last year, we added almost 200 new people. What works? What does not work?

Sales Hiring 218

Sales Hiring Scale CTO Hire CTO Coach 218

SaaStr

SEPTEMBER 18, 2020

Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR. Henry Schuck: And instead of doing that, I think … I had a good senior VP of revenue. The CEO was deferential because that was 10 times what he’d ever raised before, and did all of it.

Sales Hiring 244

Sales Hiring CTO Hire Scale Investment 244

SaaStr

DECEMBER 13, 2019

And by business technology function I want to define that because sometimes there’s a overlap with the CTO from an engineering side. Is that a new innovation in org structures and the remit of the role? Number two, as a result, they have a much better impact on the revenue side. Harry Stebbings: Totally.

Technical Advisors 160

Technical Advisors Scale Technical Review Payment Solutions 160

SaaStr

MAY 2, 2019

And then the sale will commence as far as the people and this was, we were multiple millions of dollars of revenue until I took the first call. So look, again, we were, the product was out there, we were at revenue in our case. Vlad: So what’s the new reality? So we needed to kind of get the new mindset going. Vlad : No.

Scale 145

Scale Business Sales Hiring CTO Hire 145

SaaStr

OCTOBER 16, 2020

Why does Paul believe that the builders are the new pro athletes? People are struggling ,as well as organizations, obviously, but they’re also super willing and keen to try new things to improve how they work. In a COVID world, where employee appetite is actually pretty high to try new tools. How will their comp change?

CTO Coach 173

CTO Coach Sales Hiring Software Review CTO Hire 173

Outseta

NOVEMBER 19, 2019

There’s typically direct responsibility for revenue performance, although the marketer’s impact on a business’ bottom line is less cut-and-dry than their counterparts in sales. That’s pretty wild if you think about it, but the source of the problem is quite clear to me: CMOs are failing to build trust with their CEOs and leadership teams.

Sales Hiring 50

Sales Hiring CTO Coach CTO Hire Underperforming Technical Team 50

Upscope

JANUARY 5, 2020

April Dunford's definition: " In order to break through the noise, companies would need to take into account their own strengths and weaknesses, then contrast them with their competitors to create a unique leadership position in the minds of customers. My really crude definition : When I come across a new product I tend think "Wtf is this?

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

SaaStr

APRIL 18, 2019

I remember when I was in business school the internet was brand new and back then the hero was Jerry Yang. We burned through $23 million in venture capital and only had 1 million in revenue to show for it. And even if you haven’t started a company, I remember my CTO for my first company BigMachines was Vic Austin.

Sales Recruiting 170

Sales Recruiting VP of Engineering Scale SaaS Payments 170

Sales Hacker

MAY 5, 2021

Here are just a few topics that our RevOps leaders talk about in Linkedin posts, articles and podcasts: Revenue acceleration plans. A career in RevOps is a great way to help your career, and have a big impact on revenue. In fact, she says that you will probably be thrown new software tools every three months in a RevOps job.

Scale 99

Scale Technical Cofounder Technical Advisors Sales Hiring 99

SaaStr

APRIL 9, 2019

And also, we always prioritize the features requested by our existing customers over the new prospects. Mallun Yen : So, you were an engineer by training and then you became an engineering leader, as the CTO of Webex, and then you became a CEO. You know, earlier today we talked about creating a new category. Welcome Eric.

Sales Hiring 131

Sales Hiring Scale CTO Hire Marketing 131

Intercom, Inc.

JULY 9, 2020

. “The real advances in SEO come from people trying things out and sharing them with the community” Alexa: You mentioned trial and error there and given that SEO is really a new discipline, how has trial and error helped you be at the forefront of a discipline that has emerged within your career span? Kevin: Absolutely.

Technical Review 199

Technical Review Scale Underperforming Technical Team Software Review 199

ProfitWell

OCTOBER 1, 2019

A strong people strategy can create a noticeable competitive advantage by marrying culture, innovation, leadership, and inclusiveness. When HubSpot first launched its culture code, Dharmesh Shah, CTO and Founder of HubSpot, felt it was important to share it with candidates. What's not working in teams. Compliance. Anti-harassment.

Company Culture 40

Company Culture Sales Recruiting Scale Software Review 40

Sales Hacker

NOVEMBER 4, 2019

Value to B2B Customers Translates to 1 Thing: Revenue [26:01]. Zvi has leadership experience across a wide range of organizations, from his various fledgling startups to large national military organizations. He co-founded and served as CTO of Safend, an endpoint security solution acquired by Wave Systems. Sam’s Corner: [39:12].

Scale 43

Scale CTO Coach Cloud New CTO 43

SaaStr

JUNE 28, 2022

While startups have ups and downs, if you tell the VCs you’re going to hit $250,000 in revenue this month … make 100 percent sure you hit that projection. Don’t force VCs to find out in due diligence that only 2 percent of the pool, not the customary 15 percent or so, is available for new hires. Too many founder vesting issues.

Finance 282

Finance Technical Review CTO Hire New CTO 282

SaaStr

JANUARY 14, 2020

What sets apart some of the most successful, high-growth companies we see today—Slack, Dropbox, Atlassian—has been their ability to tap into and master a new GTM strategy: B2C2B. We saw inside the company this tension between our classroom business and this new B2C digital business, and we knew we had to make a decision.

B2B 133

B2B B2C Scale New CTO 133

SaaStr

JULY 10, 2021

As you said, people take it hard if suddenly you say, “Hey, this is your new EVP. X amount of revenue, X amount of churn, X amount of growth in marketing, etc. If I wasn’t at the programming background, probably a CTO was a good idea, but for us it was sales, definitely sales and marketing. That’s it.”

Sales Hiring 255

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 255

Andreessen Horowitz

MARCH 20, 2024

And so, the thing that was really new about LLMs was the ability to, at extremely low cost, generate an answer instantly to any question. Adam: And so, based on all that, we landed on building Poe as a new chat-oriented AI product. We thought about, [as Quora] , what is the role that we’re going to play in this new world with AI?

AI Search 143

AI Search AI Artificial Intelligence Scale 143

SaaStr

JULY 19, 2019

Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2. How has Peter found the transition from CTO to CEO this time? ” Or, “Every lamb chop came from New Zealand?”

VP of Engineering 132

VP of Engineering CTO Hire Technical Review Sales Hiring 132