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. Because it’s so hard to build a budget that hits the new targets in the first place, the last thing the executive team wants to do is sanity check that budget and find more problems.

VP of Engineering 107

VP of Engineering Travel Underperforming Technical Team Headcount 107

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

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. Sales Reps.

Pricing 40

Pricing Sales Hiring Underperforming Technical Team SaaS 40

OpenView Labs

JULY 8, 2019

Pricing is a crucial, pivotal element in any SaaS success story. For a lot of companies, especially startups and expansion-stage organizations, figuring out pricing involves a lot of trial and error. For a lot of companies, especially startups and expansion-stage organizations, figuring out pricing involves a lot of trial and error.

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61

Andreessen Horowitz

NOVEMBER 14, 2023

When I first started in 2006, everything was really bad. You have to spend a reasonable amount of time, sometimes years, developing. I mean, it kind of still is an MVP, I prefer minimum delightful product, but that minimum is just way higher than in a new market. Seema: I love the minimum delightful product.

Sales Hiring 91

Sales Hiring Banking Scale Pricing 91

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. Does one have to expand the product line to retain customers? First, what is continuous customer development?

Scale 137

Scale SaaS Payments Sales Recruiting Payment Services 137

A Smart Bear

FEBRUARY 26, 2019

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. Sometimes that’s product design so thrilling that every customer spreads the word to five more. Pricing determines everything else.

Underperforming Technical Team 64

Underperforming Technical Team Scale Sales Hiring Startup 64

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. Spot knowledge gaps and weak points in strategy, and ask for alternatives.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

OpenView Labs

APRIL 13, 2020

Proliferation of iterative, experiment-driven, nimble approaches to product development (also known as Agile). The convergence of these changes has led many to realize that “growth” is a team sport. It is no longer the job of Marketing or Sales to solely own revenue, nor Product the core user experience.

Systems Review 98

Systems Review Technical Advisors Scale Technical Review 98

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 154

Sales Hiring Scale SMB Sales Recruiting 154

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. ” Towards that end, revenue multiple is a better bubble indicator than share price, so let’s take a look at the latest from Jamin Ball at Clouded Judgement.

Blockchain 142

Blockchain Technical Review Venture Capital Sales Hiring 142

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

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 271

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 271

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

MAY 15, 2020

Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles. Where do most teams go wrong in implementing the role out of their CS strategy? Does Bridget believe CS teams should be involved in the upsell process?

Sales Hiring 207

Sales Hiring Scale Technical Review Outsourcing Services 207

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 164

Sales Hiring Sales Recruiting Scale Payment Methods 164

SaaStr

JULY 15, 2022

Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. Jason Lemkin: But usually your teams can’t do that. So you’re going to need at least three of those in the sales ops team. This always works.

Scale 249

Scale Outsourcing Services Sales Hiring VP of Engineering 249

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 179

Sales Hiring Scale Interviewing Technical Review 179

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. Kyle was in charge of creating the Austin, Texas sales team @ Dropbox, what were some of his biggest lessons when it comes to moving sales outside of HQ? What worked? What did not work?

Sales Hiring 206

Sales Hiring Sales Recruiting Scale Technical Advisors 206

SaaStr

JUNE 15, 2021

We’ve done a ton of terrific sessions with the Twilio leadership over the years, including 4 different deep dives with Jeff Lawson, CEO and co-founder. How sales worked, how pricing worked, how billboards work, and more. He said, “I feel so bad. Jeff : I felt really bad, because you plan way ahead.

Scale 300

Scale Underperforming Technical Team Engineering Wireless 300

SmartKarrot

JANUARY 21, 2021

SaaS product management is the way of driving the development, launch, marketing, and improvement of company’s products. Some of the key responsibilities in SaaS product management include-. This needs to be chalked into a plan and communicated with higher-level teams for internal planning. Researching.

Management 11

Management SaaS Scale Underperforming Technical Team 11

User Pilot

SEPTEMBER 4, 2023

Blue Ocean’s strategy sees market boundaries and structures as flexible and shaped by companies’ actions. The focus is on developing new demand and reconstructing market landscapes to make rivals obsolete. High perceived value allows for strong pricing power. Entirely new markets can be born.

Strategy 90

Strategy Technical Review Business Innovation 90

SaaStr

AUGUST 19, 2022

And also on the side, doing a strategy of pure, just changing our ICP and fully picking it and making it super narrow and super focused, and having 25% of the team doing that. And 75% of the team continuing business as usual. You just haven’t done it, so it’s usually a marketing issue and not an ICP or vertical issue.

Scale 218

Scale Sales Hiring Scaling VP of Engineering 218

Intercom, Inc.

JANUARY 20, 2022

Since then, in anticipation of Intercom’s R&D plan for 2022, we started looking at our internal cadence of productivity and kicked off a project to evaluate each process from ideation to shipping. We surveyed and interviewed key people in our teams to understand how they worked and how they saw Intercom’s internal operations.

Underperforming Technical Team 249

Underperforming Technical Team Headcount Sales Hiring Scale 249

Baremetrics

AUGUST 23, 2021

Whether you're a startup or an established company, launching a new SaaS product isn't as easy as it was 15 years ago. You need to have a strategic approach that includes identifying your market fit, developing appropriate positioning and marketing strategies, and measuring performance. Brand Positioning 2.

Strategy 104

Strategy Scale Payment Features Software Review 104

SaaStr

APRIL 9, 2019

Quick recap: Keep your pricing simple. Being an engineer can give you the upper hand as a CEO because you understand the product. And, that was a product manager? Eric Yuan : Product marketing manager. Eric Yuan : Yeah, so we really wanted to develop all of our employees, myself included.

Sales Hiring 141

Sales Hiring Scale CTO Hire Marketing 141

SaaStr

JULY 30, 2020

What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. We only have an engineering team.”

Part-Time VPE 210

Part-Time VPE Scale Sales Recruiting Sales Hiring 210

User Pilot

SEPTEMBER 4, 2023

Blue Ocean's strategy sees market boundaries and structures as flexible and shaped by companies' actions. The focus is on developing new demand and reconstructing market landscapes to make rivals obsolete. High perceived value allows for strong pricing power. Entirely new markets can be born.

Strategy 52

Strategy Technical Review Business Innovation 52

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? You look at the forward-looking ARR multiples on the stock price, and they were a lot lower back then.

SaaS Payments 267

SaaS Payments Scale Payment Services Payment Solutions 267

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. We’ve been working on product market fit.

Scale 209

Scale Sales Hiring Revenue VP of Engineering 209

SaaStr

JUNE 3, 2020

The company went public in 2009 and was acquired by Yahoo in 2012 for $270m, a 50% premium on existing share price. Who should be brought into the meeting other than the sales team? The company went public in 2009, and was acquired by Yahoo in 2012, for $270 million, a 50% premium on the existing share price.

Sales Hiring 188

Sales Hiring Scale Technical Advisors Systems Review 188

SaaStr

MARCH 6, 2020

314: According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. And then as I mentioned, in 2005 I took on the software as a service opportunity, which was a very nascent sales team and business for Oracle at the time.

Scale 221

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 221

OpenView Labs

JUNE 16, 2020

Experimenting with product/market fit. If you’re going to provide flexible pricing or waive fees, make sure communication is open and clear expectations have been set (early and often). What you do now in sales, marketing, product, etc.—and Experiment with product/market fit. Reevaluate your T&Cs.

Sales Hiring 54

Sales Hiring Sales Recruiting SaaS Payments Underperforming Technical Team 54

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, .

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Chargify

AUGUST 17, 2017

You could pay a fair price. Note: For the purposes of this specific post, the tactics presented are targeted to established SaaS companies that have already verified product/market fit and experienced initial traction. Did you change the price of your SaaS? You could order from the comfort of your own home.

Scale 53

Scale Sales Hiring Artificial Intelligence SaaS 53

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. What is the ability of the company to continue to build an incredible team?

Scale 186

Scale Underperforming Technical Team Investment Sales Hiring 186

OpenView Labs

APRIL 26, 2021

Or could it be the Marketing team, which builds messaging and runs campaigns which should drive growth? I’ll take a stab at defining what Product, Growth, and Marketing should *ideally* look like in a growing PLG business. What’s the role of Product vs. Growth vs. Marketing?

Scale 55

Scale Underperforming Technical Team Sales Hiring Acquisition 55