SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. I considered the four companies and chose Gorgias based on my experience with their team during the interview process.

Scale 263

Scale Sales Hiring Sales SMB 263

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 255

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 255

SaaStr

APRIL 14, 2023

Mistake #1: Viewing Investors Only As Capital As founders build a team, they focus on obtaining complementary skill sets. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit. Enterprise will likely have a different problem set vs. an SMB. Absolutely.

Development Team Review 224

Development Team Review Technical Review Underperforming Technical Team SMB 224

SaaStr

JULY 12, 2022

Make the revenue recur, I’m interested. If it’s helpful to you, it’s got everything from how to build the sales com plan to how to think about hiring a VP marketing and how to hire a customer success thing. up that is sub one million in recurring revenue? That’s my background. That’s all I do.

Sales Hiring 261

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 261

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 81

Product Marketing Scale Sales Hiring Sales Recruiting 81

SaaStr

AUGUST 19, 2022

Jason Lemkin: Actually more than that, 10X revenues, only growing 22%. ZoomInfo, which probably all of us at least know if we don’t use, grew 54% last quarter at over a billion in revenue. Grew 33% year over year at almost 800 million in revenue. So the new sales leader is trying to figure out, can we go further up market?

Scale 215

Scale Sales Hiring Scaling VP of Engineering 215

Chart Mogul

MAY 30, 2019

Ingmar, our VP of Customer Success, and our support team cracked the code on first response time and measuring NPS. As we grow, we’re able to spend more time developing the proactive tiers of the pyramid without de-prioritizing a strong foundation of fast, helpful ticket replies and features that delight.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

Sales Hacker

APRIL 1, 2021

We’ve heard from some of our community members that they feel like Revenue Operations has been severely misunderstood. Watch this video if you: Never want to misunderstand Revenue Operations again. Everybody wants one, but not everybody knows how to set one up.” — Feras Abdel , Senior Director of Revenue Operations at Outreach.

Sales Recruiting 91

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 91

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. Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. FULL TRANSCRIPT BELOW.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale Sales 261

Baremetrics

NOVEMBER 9, 2021

Develop a Full Marketing Strategy 2. Luckily for you, there’s a massive market of buyers who’ll be happy to purchase your startup. It’s a Seller’s Market A wide variety of buyers are looking to acquire SaaS companies of all sizes. Table of Contents. Why Would You Sell? Transferability 2. Sustainability 3.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

Sales Hacker

JULY 21, 2021

But that doesn’t mean they’re all bad. A strategy is how a team plans to reach their overarching goals and all of the steps to get there. RevOps helps achieve sales and marketing alignment”. That happy place where every marketing qualified lead turns into a sales qualified lead. ” – you’re not alone. Not exactly.

Sales Hiring 125

Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * During his time at Optimizely, the company grew from from $7 to >$90M in ARR and from 40 to 400 people.

Underperforming Technical Team 158

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 158

SaaStr

JULY 29, 2022

In some ways they’re a next-generation marketing automation system for restaurants, sort of a, they’re a Toast partner but a Toast Plus. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. Facebook marketing is a pain in the ass today. That sort of works.

Scale 220

Scale Scaling Sales Hiring Enterprise 220

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. When he left PatientPop, he helped grow it to over 60 million in recurring revenue. Justin helped build the sales team in ZocDoc. Today on the show, we’ve got Justin Welsh.

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52

SaaStr

JUNE 1, 2021

In 2016, Hubspot was still a scrappy player that had only recently IPO’d, with a market cap around $1B. In this top-rated session Dharmesh Shah, cofounder and CTO of HubSpot, shares how he and his co-founders broke all of the “rules” and ended up creating an entirely new category of marketing software.

Part-Time VPE 224

Part-Time VPE Technical Cofounder CTO Hire New CTO 224

Chart Mogul

SEPTEMBER 15, 2023

These materials will take you from the basics SaaS Metrics — 101 to more advanced topics like Go-To-Market and Product-Led Growth (PLG). Benchmarks across the PLG user journey The hardest part of PLG might actually be… marketing?! We trust leaders to make decisions on what tools they need to get the most out of their teams.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

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.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. You can delay it until you’ve acquired your first 100 or 1,000 customers, but at some point you’ll need to find sustainable traction in the market. Put simply, your sales strategy is how you’ll drive revenue.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

Point Nine Land

JUNE 18, 2023

However, even though everyone is now aware of cohort analyses, and every major web, product, or revenue analytics product offers features for cohort analysis, it still requires time to fully comprehend everything you need to know about cohort analyses and, perhaps more importantly, to utilize them to obtain real, actionable insights.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

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 145

Sales Hiring Scale SMB Sales Recruiting 145

FastSpring

DECEMBER 7, 2023

As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. Building a Flippable Business vs. This leaves the sale of the business a lot more vulnerable to the market.

Software Review 136

Software Review Technical Review Development Team Review Branding 136

Sales Hacker

SEPTEMBER 14, 2021

In this episode of the Sales Hacker Podcast, we have Amy Frampton , Head of Marketing at BambooHR and 15-year marketing veteran. Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch, poaching SDRs and AEs from sales, and tips for employer branding.

Sales Recruiting 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79

SaaStr

JUNE 28, 2019

Jason Vandeboom is the Founder of ActiveCampaign, a sales and marketing automation platform that enables small businesses around the world to meaningfully connect and engage with their customers. What can founders do to optimize revenue per lead? Common go-to-market myths and lessons. Missed the session? Jason Lemkin.

Outsourcing Services 115

Outsourcing Services Scale Sales Hiring SMB 115

FastSpring

DECEMBER 8, 2022

As a former agency owner, now the Chief Marketing Officer at FastSpring, David Vogelpohl has helped many software companies scale around the world. You can even put ads in market, linking to your existing site without localizing anything else, and get a really accurate view of inventory and interests. Why Localize Incrementally [1.5

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

Sales Hacker

MARCH 12, 2018

While most conferences are starting to become more about networking and stealthy product pitches by sponsors, Sales Hacker’s Revenue Summit 2018 was unforgettable. Let’s dive into the Revenue Summit 2018 recap broken down into 5 key takeaways. Top sales teams chase conversion metrics. Volume metrics a.k.a.

Sales Hiring 43

Sales Hiring Revenue Underperforming Technical Team Sales 43

Sales Hacker

AUGUST 26, 2021

All additional clauses in your plan were probably introduced because of a bad past incident by a rep. The industry ranges are around six to nine months for MM/Enterprise sales and three to five months for SMB sales businesses. Revenue vs. non-revenue goals. The OTE is of very little use if your comp plan is messed up.

Software Review 95

Software Review Compensation Payment Features Underperforming Technical Team 95

SaaStr

AUGUST 12, 2022

Jason Lemkin: They are 33%, 40% just because of market valuations. And I think even if multiples are worse, even if the stock market is down in September, October, at least VCs will have processed all the ones that are struggling or hemorrhaging their portfolio. Now, revenue’s coming in looking good. Take the meeting.

Scale 198

Scale SaaS Payments Scaling SaaS 198

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? Lauren Alexander | VP Marketing and Demand Gen @ Mapistry. Today we’ll be talking about five ways to effectively move up market. Join us at SaaStr Annual 2020.

Underperforming Technical Team 155

Underperforming Technical Team Sales Hiring compliance SMB 155

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 96

Sales Hiring Scale Sales Underperforming Technical Team 96

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. Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? What changes? * Missed the session?

Scale 121

Scale SaaS Payments SMB Sales Hiring 121

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. Building a great sales team: How Intercom fosters and maintains its sales culture. Onboarding, but make it remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

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? * I met my wife in sales boot camp.

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

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. Karen Page: I started my career in sales and marketing.

Scale 173

Scale Underperforming Technical Team Investment Sales Hiring 173

SaaStr

JULY 19, 2019

* How does Peter think about and approach market sizing today? Why is market risk no longer a risk he is willing to take? Where do many entrepreneurs make mistakes when it comes to market timing? And so really it became a bad habit. Potentially, it was also market timing. How do you think about market timing?

VP of Engineering 132

VP of Engineering CTO Hire Technical Review Sales Hiring 132

Intercom, Inc.

MAY 13, 2021

Few people have more experience with this move than Linda Lin , Director of Customer Success at the revenue intelligence platform Gong. Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

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 can product and marketing also collaborate productively?

Scale 166

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 166

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. Customer acquisition drives revenue, and revenue becomes your means of growth. Without a sales development team, you can find yourself struggling when it comes to pipeline generation.

Outsourcing Services 75

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 75