SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? How does this change when selling to SMBs vs enterprise? * This is off to the races.”

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Scale Sales Hiring Sales Recruiting Sales 171

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? How does he think about the mortality rate of SMBs?

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

SaaStr

AUGUST 16, 2019

During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. In Today’s Episode We Discuss: * How Justin made his way into the world of Sales and came to be one of the industry’s leading scale up Sales leaders with PatientPop and ZocDoc. * How did Justin experience burnout?

Scale 137

Scale Underperforming Technical Team Sales Hiring Interviewing 137

ChurnZero

JUNE 11, 2021

Customer health scores give Customer Success teams a deep understanding of a customer’s health and are a leading indicator that there may be an issue with an account or customer. Another example is creating a health score based on tiered implementation: SMB onboarding versus Enterprise onboarding.

Software Review 96

Software Review Systems Review Underperforming Technical Team Scale 96

ChurnZero

OCTOBER 15, 2021

So, as we were planning our closing session for our recently held BIG RYG Leadership Summit, we thought what better way to wrap up our event than to answer the question of “Where is Customer Success headed?”. Your team will start to get pushed on the money side of things. NRR is your “friend”. CS segments aggressively.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

SaaStr

AUGUST 9, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. Here’s what Eyal and Megan talk about: How to develop software faster. Then maybe dive a little bit deeper on especially scaling sales and customer experience in particular. Missed the session? So it’s that.

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SaaS Payments Cloud Technical Review Scale 132

SaaStr

JANUARY 28, 2020

If something bad happens, you’re going to have to cut your burn, probably. There is one thing, I love this quote and it’s a little bit of a crude quote, not that it’s bad language-. What do you do with that lightly toxic person on your team? I’ve spent three years deploying Gainsight. Aaron : No.

Sales Hiring 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Michiel Rauws (@michielrauws2): So, my question is, we’ve been scaling our SaaS business. We can scale accounts, when we get them, very well. And 75% of the team continuing business as usual. So much talk about downturn.

Scale 203

Scale Sales Hiring Scaling VP of Engineering 203

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. I think that’s probably the fastest we’ve ever seen a company get to that scale. They got to 100 million of ARR from 1 million in three years, which is just incredible.

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Cloud Scale AWS Machine Learning 100

Andreessen Horowitz

OCTOBER 16, 2023

Bansal shares this and other key milestones and frameworks for company building in conversation with a16z general partner Peter Levine; enterprise deal team partner Satish Talluri (who was a director of product and growth operations there); and Sonal Chokshi. They become all about sales and learning sales and scaling sales.

Product Marketing 81

Product Marketing Scale Sales Hiring Sales Recruiting 81

SaaStr

SEPTEMBER 4, 2020

I’ve been in software since the ’90s and for over 20 years, nearly that entire time, we’ve been talking about digital transformation, developing strategies, architecting new technologies, and moving beyond digitization to rethinking our businesses, our products, and our services in a way that’s optimized for a digital world.

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Scale Underperforming Technical Team Sales Hiring Branding 158

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 107

Sales Recruiting SMB Scale Sales Hiring 107

Sales Hacker

SEPTEMBER 30, 2019

Vikas’ Journey from Sales Engineer to Managing a BD Team (22:20). Vikas’ background is sales engineering as a path into sales and revenue leadership. He leads Kustomer’s sales and customer experience departments, overseeing sales, business development, implementation, customer success, and support. Sam’s Corner (43:33).

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

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 107

Sales Recruiting SMB Scale Sales Hiring 107

SaaStr

AUGUST 12, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling and VC funding. But it sounds like the bad news is you’ve got a limited runway. It’s not the investor’s problem if you have an expensive team. They know everyone, and if they don’t, someone on their vast team does.

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Scale SaaS Payments Scaling SaaS 185

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. What are the indicators that it’s time to evolve the team?

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Scale Sales Hiring Scaling Payment Services 172

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.

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Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

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 The problem is the sales team. The sales team don’t know how to sell the product. It’s a familiar story.

Sales Hiring 93

Sales Hiring Scale Sales Underperforming Technical Team 93

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. But I think the very specific reason that I was asked to talk about this topic is the way that we scaled the business through sales. Hey everyone.

Sales Recruiting 254

Sales Recruiting Sales Hiring Scale Sales 254

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Joyce Johnson.

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Scale Sales Recruiting Sales Hiring VP of Engineering 130

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. Missed the session?

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. How does Kate approach delegation at scale? How to discover the problems people care about?

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Scale Sales Hiring Underperforming Technical Team Sales Recruiting 165

SaaStr

JULY 30, 2020

What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? Peter Kazanjy: Most of the literature is really for existing sales leadership or sales professionals, but not for people who have never sold before.

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Part-Time VPE Scale Sales Recruiting Sales Hiring 194

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. 8 steps to develop a winning sales strategy. Want more advice like this?

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Scale Strategy Sales Underperforming Technical Team 177

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. If you missed episode 89, check it out here: 89: Using Customer Data Platform to Scale Your Org w/ Pat O’Brien. Justin helped build the sales team in ZocDoc. What You’ll Learn.

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52

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 86

Scale Growth Hacking Scaling Sales Hiring 86

SaaStr

AUGUST 15, 2020

Nick Mehta: Power of the developer, or the API economy, both of you play very much in both those trends. How do you help your team make that link to value? We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. Nick Mehta: That’s great.

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Payment Methods Merchant Services Scale Payments 190

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 were Karen’s biggest takeaways from seeing the hyper-scaling at Box?

Scale 172

Scale Underperforming Technical Team Investment Sales Hiring 172

SaaStr

MAY 2, 2019

Join Vlad Shmunis, founder, chairman, and CEO of RingCentral as he discusses RingCentral’s journey from a two-person startup to a $7B market cap global enterprise communications company (NYSE:RNG) — the good, the bad, and the ugly. en you start saying, scaling and what does that even mean? Vlad: As you scale? Vlad : Ye ah.

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Scale Business Sales Hiring CTO Hire 143

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. Even at spectacular scale, they’re still growing at 30%. This episode is sponsored by Outgrow.

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Sales Hiring Scale Payments Cloud 153

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 253

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 253

SaaStr

SEPTEMBER 13, 2019

As for Allison, in her 5 years at Gainsight her list of achievements in endless from running all functions that drive value for Gainsight customers, now a 150 person team, to building out the corporate development function to being the right hand to the CEO. How can one approach setting up a services team for scale?

Engineering 26

Engineering Scale Underperforming Technical Team Customer Success 26

SaaStr

JULY 22, 2019

Hear from Roger Scott, New Relic’s EVP and Chief Customer Officer as he shares his 7 tips and tricks for keeping your customers happy— and how to do so at a large scale. That’s not a bad start. We work with mostly modern teams. We started out in the commercial SMB mid-market space. FULL TRANSCRIPT BELOW.

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Scale Scaling Sales Hiring Underperforming Technical Team 169

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. Before that, Jeppe was the CFO @ Tradeshift where he first hand saw their scaling to 190 countries with offices in 6 different locations. Loving our podcast content? What changes? *

Scale 121

Scale SaaS Payments SMB Sales Hiring 121

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Why does Liat reject the notion of “hands off leadership?”. Often early stage startups post raise need to scale and hire quickly.

Sales Hiring 107

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 107

SaaStr

JULY 19, 2019

In terms of timing, how should entrepreneurs think about whether to start at SMB and move to enterprise or start enterprise and move to SMB? Having built numerous successful remote teams, what have been Peter’s biggest learnings in what it takes to successfully build remote teams? And so really it became a bad habit.

VP of Engineering 132

VP of Engineering CTO Hire Technical Review Sales Hiring 132