SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. You can have the great product and a great team, but the market of small or very niche.

Sales Recruiting 251

Sales Recruiting Sales Hiring Scale VP of Engineering 251

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. The framework consists of three elements: product-market fit, go-to-market fit, and growth and moat.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

Tom Tunguz

APRIL 14, 2019

These startups use machine learning to disrupt an industry traditionally dominated by agencies: law, accounting, recruiting, translation, debt collection, marketing…the list is long. Increases in productivity don’t imply increases in revenue. Consequently, product market fit is weak.

AI 191

AI Sales Recruiting Underperforming Technical Team Machine Learning 191

User Pilot

JULY 27, 2023

Customer Onboarding Specialist: Responsible for helping new customers get up and running with the company’s products. Account Managers: They serve as the lead point of contact for all customer account management matters. They also manage finances and supervise one or more engineering teams.

Sales Hiring 97

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 97

OpenView Labs

OCTOBER 26, 2021

Prototypes might also help you gain clarity around your offering: is it packaged and priced competitively? Does your product-led growth strategy deliver on its promise to customers and prospects? . Milestone: Selecting a price. Milestone: Selecting a price. Run a pricing project. . The ultimate SaaS pricing guide.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

Tom Tunguz

JUNE 7, 2015

The role of the marketing team within SaaS has stretched from simply engendering awareness and creating interest, to guiding customers much deeper into the funnel. In traditional go-to-market models, marketing teams fill the very top part of the funnel. First, the scope of marketing activities has broadened significantly.

Sales Recruiting 100

Sales Recruiting Marketing SaaS Startup 100

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

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.

Sales Hiring 99

Sales Hiring Scale Sales Recruiting Sales 99

SaaStr

JULY 9, 2019

Giraffe is a mobile job matching platform that helps medium skilled workers get access to opportunities and helps businesses to recruit staff faster, and easier, and more affordably than any other way. Also last year, of the 10 fastest growing Internet penetration markets in the world, 8 of them were in Africa. Okay, so quite a few.

Scale 163

Scale Sales Recruiting Scaling SaaS Payments 163

OpenView Labs

FEBRUARY 3, 2022

The market need for SaaS products has exploded and investment in SaaS companies has accelerated, requiring more talent to grow and scale. Competitive pressures and changing customer needs can be captured by a great marketing or product marketing lead. Accelerate hiring of internal recruiters.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

SaaSX

NOVEMBER 14, 2021

Some founders are able to launch a product and get a bit of early traction without sales or marketing. The first is if there is incredible product-market fit and some virality or network effect built into the product itself. And others recruit experienced team members who have done it before.

Scale 52

Scale Marketing Sales Recruiting Benchmarks 52

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2?

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

Tom Tunguz

OCTOBER 1, 2015

While the volume varies by price point - freemium companies may have thousands of early customers, while $100k+ ACV companies may only have a handful - positive usage patterns indicate strong customer pull. So too does frequent product feedback. Product engagement remains high.

Sales Recruiting 100

Sales Recruiting Sales Hiring Social Media compliance 100

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. One of the things that I feel like fintech companies really struggle with is what is product market fit? Did you have a product? How do you really … because it takes a long time in fintech for product market fit. Henrique : Yeah.

Sales Hiring 161

Sales Hiring Sales Recruiting Scale Payment Methods 161

User Pilot

NOVEMBER 21, 2023

Product launch checklists help align the efforts of all team members, enhance quality assurance, help mitigate risks, enable the evaluation of the launch, and help you deliver a better customer experience. Develop a product that meets customer needs and expectations. Why is a product launch checklist important?

Underperforming Technical Team 91

Underperforming Technical Team Sales Recruiting Social Media Market Research 91

ProfitWell

OCTOBER 10, 2019

First up, a chalk-full Twitter thread by Userpilot’s Aazar Ali Shad on product-led growth, an Appcues x Salesforce launch, plus the Product Marketing Alliance dropping its 2019 State of Product Marketing. A product-led tweet storm. Here's the full rundown on Product Hunt. Your top subscription news.

Technical Advisors 62

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 62

Sales Hacker

MARCH 17, 2021

Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place. In a traditional business framework, marketing, sales, and customer success are siloed. What is a second-stage startup? The problem?

Scale 93

Scale Revenue Startup Sales Recruiting 93

Neil Patel

OCTOBER 24, 2020

In a nutshell, they can give you expert opinions, analysis, and recommendations that can help ensure a more objective-based approach to grow your business and maximize sales – all at the same time. Question about tactics and various marketing channel s for boosting customer engagement. What Kinds of Budgets and Prices to Expect.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

The Angel VC

AUGUST 10, 2011

One could almost say that CAC and CLTV are for a SaaS company what wholesale price and sales price are for a retailer. Just like a merchant needs to buy products and sell them at a higher price, a SaaS business needs to acquire customers at costs that are lower than the customers' lifetime value. along the way.

Sales Recruiting 155

Sales Recruiting Startup Customer Lifetime Value SaaS 155

OpenView Labs

JANUARY 25, 2022

1 – Your product is too confusing without sales or success helping out. As product-led growth (PLG) becomes trendy, we’re seeing more companies experiment with introducing their first self-serve freemium or free trial offering. But PLG isn’t only a pricing change; it’s a mindset shift. We’ve all been there.

Onboarding 76

Onboarding Sales Recruiting Software Interviewing 76

ProfitWell

OCTOBER 23, 2019

First up, a packed Twitter thread by Userpilot’s Aazar Ali Shad on product-led growth, an Appcues x Salesforce launch, plus the Product Marketing Alliance dropping its 2019 State of Product Marketing. A product-led tweet storm. Here's the full rundown on Product Hunt. A product marketers' alliance.

Technical Advisors 40

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 40

SaaStr

APRIL 30, 2022

Because it depends highly on the product, on the market, what the founders want to do with the company, and on the different types of markets here. How much is a customer going to bring you over his lifespan using your product? The key here is knowing what your sales model is. This is products that sell themselves.

SaaS Payments 239

SaaS Payments Metrics Payment Methods Scale 239

Intercom, Inc.

APRIL 18, 2019

A study by HBR found that the 13 companies in the Fortune 100 that were instrumental in creating their categories accounted for 53% of incremental revenue growth and 74% of incremental market cap growth. No, 42% of startups fail because they didn’t solve a market need. It may not have worked out quite this way.”.

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

SaaStr

FEBRUARY 2, 2024

The backup of 2020 was great, 2021 comes in and somehow we have 600 unicorns and everyone can burn 500 million a year or have huge sales teams. But the meta point is this, if you’re recruiting in 2024, beware of the “Lost Generation” candidate and persona you may come across. It’s part of the job now.

Sales Recruiting 290

Sales Recruiting Trends Sales Hiring Software Review 290

SaaStr

MAY 24, 2019

I was personally responsible for my action, to any concurrent projects on the delivery side, I was responsible for managing digital marketing, recruiting. There are usually, whenever you’ve got this server transformational technologies, true in transformational that that’s big markets.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

ProfitWell

OCTOBER 1, 2019

Today, Zuora's Amy Konary creates a world in which subscribers are at the core, because she knows success is no longer measured simply by products sold. Plus, Recurly raises dough, Medium talks product marketing, and Beyond Pricing helps the common folk make a buck. Your top subscription news. Recurly raises $19.5M.

Technical Review 40

Technical Review Sales Recruiting Airlines Subscription 40

Casey Accidental

JANUARY 23, 2019

Because of training and car inspections, supply side onboarding had to be decentralized to a GM in each market. And because each market needs to boot from scratch, it generally made sense to give the GM responsibility for the entire market. There is also demand across different price points, time of day, day of week, etc.

Scale 73

Scale Marketplace as a Service Outsourcing Services Scaling 73

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. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales Hiring 195

Sales Hiring Sales Recruiting Scale Technical Advisors 195

ProfitWell

DECEMBER 10, 2019

During it, Travis will explain why product data, context of usage, infinite in-app experimentation, and ownership are just some of the considerations internal organizations need to consider when striving to optimize onboarding ROI. 3 Chapter 2: Price is the Exchange Rate on Value. Chapter 2: Price is the Exchange Rate on Value.

Sales Recruiting 41

Sales Recruiting Subscription Payment Features Onboarding 41

OpenView Labs

SEPTEMBER 22, 2021

This spelled trouble for the pricing model and scalability of the business, and ultimately Itxaso had to pass. “It However, when we started doing our market diligence, the first three customers we chatted with said they would be churning in the next 12 months,” says Sanjiv. It’s all about nailing product-market fit.

Technical Review 73

Technical Review Scale Development Team Review Software Review 73

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. Ticket prices go up March 1st! Matt Turck – Managing Director at FirstMark. So we decided to take you to know three specific topics which are hiring, culture and sales.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

SaaStr

JULY 1, 2021

I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps. We’re trying to recruit someone that’s way above our weight class, so that we can actually scale. You hire a search firm.

VP of Engineering 266

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 266

ProfitWell

SEPTEMBER 30, 2019

Today, our pricing analysts look at more Peloton problems —and what that could mean for startup IPOs. Klaviyo is a growth marketing platform created for online businesses— featuring powerful marketing automation and a revenue-driving email platform. How he thinks about product-market fit. Congrats for Klaviyo.

Startup 40

Startup Technical Cofounder Sales Recruiting Healthcare 40

OpenView Labs

JUNE 10, 2019

(For proof, might I suggest the classic post Good Product Manager/Bad Product Manager , which presents a very different vision for the role of product manager than most of us have today). Product managers have an extremely difficult and amorphous job, filled with potential contradictions.

Management 55

Management SaaS Scale Sales Recruiting 55

Natalia Luneva

NOVEMBER 17, 2021

If you are also in a market where the dynamics is winner takes all or winner takes most and it is competitive, oftentimes raising money can allow you to move faster than other companies in the space and therefore can be a big benefit for you. You basically want to run it like a sales process.

Sales Recruiting 52

Sales Recruiting Venture Capital Investment Technical Review 52

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

Part-Time VPE 202

Part-Time VPE Scale Sales Recruiting Sales Hiring 202