User Pilot

APRIL 30, 2024

Marty Cagan is a popular name in the product management world. In many ways, he has shaped how successful products are built and how teams can be organized to work toward excellence. Marty Cagan is a well-known figure in the product management and technology industry. Who is Marty Cagan?

Management 92

Management Underperforming Technical Team Innovation Generative AI 92

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

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

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

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. It’s very transparent, very collaborative, and filled with really smart, amazing people.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

JULY 25, 2021

I mean, and I may at the risk of stating at times of blinding lava, they’re very … They’re really care a lot about what is the market opportunity you’re going after, right? You can have the great product and a great team, but the market of small or very niche. Jyoti Bansal: Yeah.

Sales Recruiting 249

Sales Recruiting Sales Hiring Scale VP of Engineering 249

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? How should you handle presenting challenges to your C-suite team when you’ve just joined the company? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople.

Scale 231

Scale Sales Hiring Scaling Revenue 231

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 264

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 264

Intercom, Inc.

APRIL 4, 2019

The fastest growing software companies in recent years all have something in common – they started with little to no sales team. They relied on a great product, with a passionate userbase that helped kickstart an organic growth engine which sold the product for them. Yes, Slack started off with no sales team.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

OpenView Labs

JULY 28, 2021

But what about the bad stuff—specifically, bad career advice? “‘You either have natural, innate leadership abilities, or you do not. Anne Hollander, Senior Director of Product Marketing and Growth at Trimble. “I I was a product manager. We did it with one designer and two developers.”.

Underperforming Technical Team 97

Underperforming Technical Team Social Media Leadership Product Marketing 97

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 you can tell from that list, it was really a team effort, so huge thanks for that.

Scale 190

Scale Leadership Underperforming Technical Team Scaling 190

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 131

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 131

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. I don’t subscribe to the servant leadership model. How does Andy think about discounting?

Sales Hiring 200

Sales Hiring Scale Leadership Sales Enablement 200

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

User Pilot

JULY 23, 2023

With a jobs-to-be-done template, you can easily transform your customer interviews into actionable insights and develop an engaging product with high chances of success. It operates under the premise that customers purchase products and services to get a “job” done. But how can you use it to implement JTBD theory successfully?

Underperforming Technical Team 90

Underperforming Technical Team Interviewing Leadership Innovation 90

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 244

Scale Outsourcing Services Sales Hiring VP of Engineering 244

Intercom, Inc.

APRIL 11, 2019

With marketing hiring projected to increase 10% by 2026 , this might look easy. But scaling a marketing team to the heights Segment have isn’t as simple as putting a bunch of A-players in a room and getting them to start churning out paid advertising. The constant need for change in marketing.

Scale 162

Scale Underperforming Technical Team Marketing Scaling 162

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. Twilio is a cloud communications platform that allows software developers to embed communications into the apps that they’re building. He said, “I feel so bad.

Scale 287

Scale Underperforming Technical Team Engineering Wireless 287

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

Sales Enablement, SaaS and Growth

AUGUST 28, 2018

At a high level the strategy should convey what your team does, how it does it, goals and main initiatives for the year ahead. Each year every team had to create an MSPOT, and they were published on the company wiki, for all employees to see, question and provide feedback on. A good idea is a good idea after all.

Sales Enablement 122

Sales Enablement Scale Strategy Underperforming Technical Team 122

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 And your feedback to me was, “look, this product is great. The problem is the sales team.

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96

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 167

Sales Hiring Scale Interviewing Technical Review 167

Sales Hacker

OCTOBER 15, 2019

The Healthy Approach to New Leadership (09:12). We help technology leaders build distributed software engineering teams quickly and cost effectively so they can ship product faster. I’ve tended to focus on earlier stage high growth companies that have really strong product market fit. And on Stitcher.

Leadership 43

Leadership Technical Review Systems Review Development Team Review 43

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 195

Sales Hiring Scale Technical Review Outsourcing Services 195

Intercom, Inc.

SEPTEMBER 26, 2019

And it’s not without good reason: nearly all software products with dominant market share started as apps but grew to the point where third-party developers began building valuable integrations on top of what these companies had already created. So those are developer tools for sure. Those are big amazing companies.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

Tom Tunguz

OCTOBER 24, 2021

And as Travis mentioned, we’ve had lots of great recent guests, Hollie Wegman, CMO at Segment, Adam, the head of developer relations at HashiCorp, G.C. Her team loved working for her. Leadership, she’s been on the leadership team for two massive businesses, and so who better to hear from on that topic than Claire.

CTO Coach 129

CTO Coach Sales Hiring Sales Recruiting CTO Hire 129

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

Intercom, Inc.

MARCH 17, 2022

As his Twitter bio reads, he quite likes “the beautiful mess of product development.”. In this episode, our own Product Manager Mathew Cropper sat down with John to chat about what it means to be a product evangelist and how product management can be a force of change within an organization. Start with the why.

Underperforming Technical Team 151

Underperforming Technical Team Scale Banking Customer Success 151

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. Multitasking is bad.

Underperforming Technical Team 64

Underperforming Technical Team Scale Sales Hiring Startup 64

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 215

Scale Sales Hiring Scaling VP of Engineering 215

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

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 212

Scale Sales Hiring Revenue VP of Engineering 212

SaaStr

FEBRUARY 25, 2020

For example, if you’re getting ready to close the deal, sales team’s pretty darn excited. You have to be aware, you have to listen, and you have to talk about the bad things your customers are saying about you. Is this related to a new product release we did? You need to think about what are all those points?

Scale 218

Scale Underperforming Technical Team Sales Hiring Software Review 218

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 195

Sales Hiring Sales Recruiting Scale Technical Advisors 195

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? * That eventually led me to building products.

Scale 207

Scale Technical Review Technical Advisors Sales Hiring 207

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. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

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