SaaStr

DECEMBER 27, 2023

The LMS market segment is big, and Docebo thinks about it in two folds. When a new sales leader comes in, they usually say the data is messed up, difficult to comprehend, and unclear about where leads are coming from. The bigger you scale, the harder this can be. Leadership injections as you scale are tricky.

Sales Hiring 199

Sales Hiring Scale SMB Outsourced Development 199

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales.

Scale 93

Scale Enterprise Sales Hiring Outsourced Development 93

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. 2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. The best VPs of Sales hit the ground running. It never works, folks!

Part-Time VPE 181

Part-Time VPE Scale Sales Hiring CTO Hire 181

Sales Hacker

NOVEMBER 22, 2021

Creating great sales email sequences requires a lot more work than just writing a few punchy pitches. The key to creating sales sequences reps will use. At that point, you can focus on writing content that sticks, personalizing your outreach at scale, and avoid spending time and resources on content that nobody uses.

Scale 102

Scale Technical Review Sales Systems Review 102

SaaStr

FEBRUARY 6, 2021

Take a look at our great deep-dive discussion with Ryan Smith, CEO of Qualtrics here: There are generally a handful of common characteristics though that make Bootstrapping to Scale work in SaaS: First, it takes much longer, usually, to get to to Initial Scale ($10m ARR). Longer to afford your first VP of Sales.

Sales Hiring 361

Sales Hiring Venture Capital Scale SaaS 361

User Pilot

MAY 30, 2024

Overlapping responsibilities and conflicting priorities are just a couple of the many friction points between product managers and product marketing managers – leading to inefficient workflows and potential product failures. Communication gaps PMs and PMMs can get occupied in their silos leading to a communication breakdown.

Product Marketing 103

Product Marketing Interviewing Management Scale 103

Sales Hacker

JUNE 16, 2022

It’s been a tough couple of years, Sales Hackers. From layoffs at Redfin and Tesla to the plummeting crypto markets , companies are starting to tighten their belts — and the economy has shifted from the so-called “Great Resignation,” with a job market heavily favoring employees, to the “ Forced Resignation.”. Ralph Barsi.

Scale 94

Scale Sales Hiring Sales Headcount 94

SaaStr

OCTOBER 6, 2019

Even if leads are still a bit lumpy, outbound is still stretching itself … you at least learn how to close by this point. And often, if you are capital efficient, your marketing cost will be close to $0 at this point (you are barely spending anything to acquire most customers), and your sales costs are pretty predictable.

Sales Hiring 232

Sales Hiring Scale Sales Venture Capital 232

User Pilot

APRIL 29, 2024

A segmentation survey is used to gather the data necessary to segment customers. It also helps teams better understand their existing and prospective customer base. A market segmentation survey is a market research tool. Segmentation survey built in Userpilot. What city or region do you live in?

Payment Solutions 104

Payment Solutions SaaS Payments Payment Methods Payments 104

SaaStr

MAY 10, 2024

So HubSpot had a great quarter, despite there being many challenges in the sales and marketing segments overall in the past 18 months: $2.5B This is probably what most of you are seeing for pure-play B2B SaaS sales, too. What about outside of sales and marketing software etc? It just hasn’t.

B2C 216

B2C Mobile B2B Market Segmentation 216

SaaStr

JULY 18, 2021

Sudheesh is one of the great sales strategists I know and this is a must-watch session. #2 2 “Secrets to Aligning Marketing and Revenue Strategies with Marqeta’s CMO” A great session with Marqeta’s CEO, who previously helped run marketing at Mulesoft. I loved it.

Scale 270

Scale Finance Market Segmentation Enterprise 270

User Pilot

MAY 21, 2024

CRO is important because it helps businesses improve their online operations, cut costs, and make their sales processes more efficient. But what makes it incredibly powerful is the potential to: Double the number of leads and customers with a relatively small improvement in conversion rates. Boost your average conversion rate.

Scale 52

Scale Strategy User Experience Acquisition 52

SaaStr

MARCH 25, 2021

Shopify is #1 in so many market segments, but for “bigger” SMBs BigCommerce (and perhaps less-custom enterprise deployments) is arguably #2 to Shopify. It’s much smaller than Shopify, at $170m ARR vs $3B+ ARR, but it’s still plenty big for us to learn a lot from this big but not #1 player in the market.

Outsourcing Services 217

Outsourcing Services Payments Merchant Services SaaS Payments 217

User Pilot

JULY 30, 2023

In this article, we’ll look into how to use marketing automation segmentation to drive growth and the best tools for it. TL;DR Customer segmentation in marketing automation involves grouping leads and customers based on shared characteristics to personalize marketing messages. Behavioral segmentation.

Scale 98

Scale Marketing Onboarding User Experience 98

The Angel VC

SEPTEMBER 16, 2013

The last post in my series on DOs and DON'Ts for early-stage startups was about lead generation. The next logical step is sales, and so I want to write about what you can do to convert as many of those leads into paying customers. I'll focus on inbound sales in this post and will follow up with one on outbound sales shortly.

Scale 153

Scale Sales Hiring Startup Sales 153

Sales Hacker

OCTOBER 10, 2019

Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. Being able to scale easily. Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Sales process stages. The challenge?

Scale 58

Scale Government Payment Features Data 58

Hull

MARCH 4, 2019

Sales teams need people to talk to, and it is marketing's job to deliver that. Cue endless discussions about how marketing can generate leads. At Hull, we work with data-driven marketers to implement playbooks that drive business growth. The problem with lead generation. This is Spotted. Webinar registrants.

Scale 68

Scale Data Strategy Engagement 68

InsightSquared

APRIL 14, 2021

There are countless factors that lead to this. CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. CRM systems were never designed for the sales rep. Lack of Trusted Data.

Scale 62

Scale Metrics Sales Forecasting 62

SaaStr

JULY 6, 2020

I got the VPs of Sales, Product and Marketing I needed. If yours is, invest more there and worry a little less about pressure to do new things, new market segments, etc. It’s throwing in a few nickels from the next round now if it will help the CEO scale faster with less stress. Go find the VP you really need.

Part-Time VPE 253

Part-Time VPE Scale Finance Market Segmentation 253

Sales Hacker

JANUARY 16, 2018

A proper outbound sales strategy has real science behind it. Wanna know the secret sauce behind a scalable outbound process that leads to significant growth? Market Segmentation combined with tailored messaging. Annual Recurring Revenue (ARR) in 6 months: our outbound sales system is fueling this growth.

Scale 87

Scale Sales Hiring Payment Services Payment Methods 87

OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. I recently caught up with a founder I talked to last year who didn’t have the time (or desire) to deal with sales and wanted to hire someone to ‘”validate the market” for him. Let me be clear.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Discovering the entire market and mapping out all potential verticals early in the process. The incredible power and value of the mid-market segment.

Scale 247

Scale Scaling Strategy Sales Hiring 247

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. We’re going to hire tele-sales reps who are going to cold call.

Scale 107

Scale Sales Hiring Underperforming Technical Team Social Media 107

SaaSOptics

MAY 19, 2022

For subscription-based SaaS businesses, your customer acquisition metrics indicate how effectively you acquire new users via sales, marketing, or a product-led approach like a free trial. How are prospects going to move through the buyer’s journey? . What role will marketing play in the acquisition process? .

Acquisition 59

Acquisition Scale Strategy Software Review 59

Tom Tunguz

APRIL 24, 2017

How did a business at this price point scale, especially with an inside sales team? What’s more, they operate “below the minimum ACV to hire an inside sales team.” Critically, Fleetmatics matches their sales tactics to their price point. Fast sales cycles reduce costs further.

Sales Hiring 186

Sales Hiring Strategy Venture Capital Marketing 186

Intercom, Inc.

JANUARY 14, 2021

Keeping lines of communication open between product, sales and customer success is essential for a well-oiled, highly-efficient product organization. You have frameworks, look at market dynamics, do practical research, and advise companies on how to use these frameworks. There is so much knowledge in the sales CRMs systems.

Strategy 225

Strategy Scale Systems Review Technical Review 225

SaaStr

JUNE 15, 2022

It’s generating material cash now at $240m ARR, which suggests a clear path to 20%+ operating margins and free cash flow at scale. Which is what the public markets want today. #3. No dominant market segment. A 30-45 day sales cycle, fueled by a 30-day trial. Sales and Marketing are 39% of revenue.

Scale 58

Scale SMB Market Segmentation Scaling 58

Andreessen Horowitz

OCTOBER 4, 2023

Ideally, lenders look for 12+ months of starting cash runway prior to need for debt, but that can vary on a case-by-case basis depending on factors such as debt size, lender risk tolerance, capital invested to date, and the scale/growth of the business. A real estate company makes money via leases and/or asset management fees.

Outsourcing Services 130

Outsourcing Services Software Review Scale Banking 130

Chaotic Flow

JULY 21, 2015

If the multi-tenant, cloud-based technology isn’t enough, there’s the recurring revenue model which creates all kinds of challenges from accounting to sales compensation to funding. Then, there’s the marketing. Bad prospects waste precious sales cycles and marketing dollars, driving up your customer acquisition costs.

Acquisition 133

Acquisition Scale SaaS Pricing 133

Sales Hacker

JUNE 14, 2018

There are many levers a sales leader or organization may pull to gain scale, accelerate revenue, drive cost savings, or augment sales team structures. A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals. 5) DO ensure sales and marketing are aligned.

Outsourcing Services 60

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 60

User Pilot

APRIL 19, 2024

Without thorough market research, you’re navigating blindly, basing crucial judgments on antiquated notions of customer habits, imprecise economic gauges, or untested assumptions rather than solid competitive analysis. Segmenting Your Target Market Market research plays a key role in segmenting your target audience into manageable segments.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

Subscription Flow

NOVEMBER 28, 2023

One of the most fundamental changes any startup can go through is entering this market niche. In their early stages, SaaS software startups typically target the early adopters in the tech or mid-market segments. The website of the software, email marketing, and (often) a free software trial are the main sales channels.

SaaS Payments 59

SaaS Payments Payments Business Model Payment Services 59

OpenView Labs

JUNE 3, 2021

Specifically, I’m talking about product management and product marketing. Unlike functions such as sales, engineering, or finance—where the roles, responsibilities, and outcomes are clearly understood (and measurable)—product management and product marketing can’t always make those claims, particularly in early-stage companies.

Product Marketing 93

Product Marketing Sales Hiring Startup Scale 93

Tom Tunguz

APRIL 16, 2013

Successful SMB SaaS companies have reinvented their businesses eschewing the expensive enterprise sales model in favor of end-user centric marketing, support and product development. It’s all because of the nature of the market. Shifting from Customer Acquisition from Field Sales to Customer Support. Know Thy Market.

SMB 100

SMB Scale Startup SaaS 100

User Pilot

OCTOBER 26, 2023

Diversification is a strategy involving entry into unrelated markets or industries, often through new lines of business or partnerships. Product-led growth uses the product as the primary driver of customer acquisition and retention, with minimal reliance on traditional sales and marketing. It doesn’t end there.

Acquisition 105

Acquisition Scale Marketplace as a Service Onboarding 105

Tom Tunguz

OCTOBER 15, 2014

High-growth companies scale their teams very quickly. In fact, increases in revenue per employee as a company scales is an incredibly positive sign of the health of the business. It indicates that the company is achieving economies of scale. growth, from 204 employees to 1750 employees on the median.

Benchmarks 100

Benchmarks Revenue Scale Metrics 100

The Angel VC

JUNE 28, 2017

To make things worse, according to data from a Startup Genome Report “premature scaling” (i.e. Michael Skok added the important element of the “Minimum Viable Segment” in this article , pointing out that “your product isn’t going to fit the entire market from day one.

Sales Hiring 237

Sales Hiring Scale Product Marketing Startup 237