SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. To be even more specific, Gusto realized the word “territory” was holding their sales team back.

Scale 202

Scale Sales Marketing Construction 202

SaaStr

JULY 7, 2023

So over the past few weeks I’ve had discussions with 3 good revenue leaders and execs and 2 marketing execs that either left their roles or were let go. In 2020-2021, you could sell and market a product you only sort of knew. But the sale is much more complicated, and different, and to a very, very different buyer.

Marketing 218

Marketing Sales Interviewing Enterprise 218

SaaStr

NOVEMBER 9, 2023

Dear SaaStr: What are some of the “ultimate sins” in marketing and sales and success in SaaS in the early stages? My list of some bad ones: Sales: Hiring any reps you wouldn’t buy from. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Get rid of this marketer.

Sales Hiring 224

Sales Hiring Scale Startup Marketing 224

SaaStr

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Just do it!

Sales Hiring 363

Sales Hiring Scale Startup Marketing 363

SaaStr

FEBRUARY 18, 2022

Sales-driven SaaS startups end up with about half their headcount in sales and marketing. Sales doesn't. 2x the sales headcount you thought you did to hit the full plan for this year, and Q1 of next year. And finally, it dawns on your there is no leverage in sales. Hint: ~2x What You Think.

Scale 333

Scale Sales Hiring Scaling Headcount 333

SaaStr

AUGUST 29, 2023

So there’s a situation I see happening with many (not most, but many) SaaS companies as they build out the first management team: They hire a VP of Sales that doesn’t think much of the VP of Marketing. Does this always fail, when sales and marketing don’t really talk, and aren’t a team?

Sales Hiring 198

Sales Hiring Marketing Sales Interviewing 198

Predictable Revenue

JUNE 13, 2022

Learn the key differences between sales and marketing messaging, and how those differences affect the success of your outbound sales techniques. The post How Messaging Differs for Sales vs. Marketing appeared first on Predictable Revenue.

Marketing 165

Marketing Sales Revenue Development 165

SaaStr

JANUARY 9, 2023

Well at a practical level, many SaaS companies are doing a Strategic Sales & Marketing Retreat. What’s a Strategic Sales & Marketing Retreat? First, you tell marketing to only focus on initiatives that bring in revenue now, this quarter. Second, you slow or stop sales hiring. At least at first.

Scale 265

Scale Sales Hiring Venture Capital Marketing 265

Predictable Revenue

SEPTEMBER 7, 2023

Friction between Marketing and Sales with Collin Stewart and Austin LaRoche. The post Airing of Marketing and Sales Grievances with Austin LaRoche appeared first on Predictable Revenue. Learn why breaking down silos is critical to business growth.

Marketing 130

Marketing Sales Revenue Business 130

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . From the get-go, ensure alignment between sales and marketing teams on goals and anticipated outcomes.

Scale 261

Scale Sales Hiring Marketing Venture Capital 261

Predictable Revenue

JANUARY 19, 2021

Marketing and sales teams may work for the same company, but they behave like enemies way too frequently. The post How to Strengthen Your Company Through Sales-Marketing Alignment appeared first on Predictable Revenue. Learn how to prevent that!

Marketing 264

Marketing Sales Revenue 264

SaaStr

AUGUST 10, 2023

Dear SaaStr: How Can You Grow a SaaS Startup Without Spending a Ton on Sales and Marketing? Qualtrics has a sales-led motion, but kept a very tight lid on costs until they could scale. And Atlassian is a classic PLG play, and used partners to do the heavy lifting in sales and enablement. It’s hard but it can be done.

Scale 212

Scale Venture Capital Startup Marketing 212

Tom Tunguz

AUGUST 30, 2020

How do you tell if your sales team and marketing team are working well together? Compare the slopes of marketing’s lead generation efforts to sales’ bookings trajectory. The marketing pipeline trend should be the pipeline for this quarter, pipeline that’s available to close (ATC).

Marketing 343

Marketing Sales B2B Trends 343

SaaStr

DECEMBER 29, 2023

It can replace humans for those companies that can’t find someone to send emails, update the website, or do sales. The market wants it. Q: Do you think later-stage SaaS companies might consider going public as the IPO market opens up? Customer success was pushed into a sales role and that has changed permanently.

Scale 221

Scale Sales Hiring Customer Success AI 221

SaaStr

JUNE 22, 2021

The other day I saw a VP of Sales flame out and resign with no notice from a SaaS company doing $10m ARR growing quickly. At his first board meeting, he kept talking over the VP of Marketing. So I thought it might be helpful to brush off the topic of alignment between Sales and Marketing by updating a classic post on the topic.

Sales Recruiting 300

Sales Recruiting Scale Sales Hiring Revenue 300

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

VP of Engineering 213

VP of Engineering Scale Marketing Benchmarks 213

Tom Tunguz

SEPTEMBER 8, 2022

This chart holds the secret to successful hiring of go-to-market teams. It formed the basis for a career at HubSpot predicated on consistent quantitative analysis to scale the go-to-market, which he detailed in the Sales Acceleration Formula in 2015. What would the chart above look like for your sales team? What is it?

Sales Hiring 348

Sales Hiring Sales Recruiting Scale Marketing 348

Tom Tunguz

DECEMBER 31, 2022

Just how big is the current web3 B2B SaaS total addressable market (TAM)? In the last six months, 103 web3 companies generated revenue on-chain, the smallest of which recorded a few hundred dollars of sales & the largest, Ethereum, tallied $401m. But a nascent mid-market does exist : 41 companies produced between $5-25m.

Payment Solutions 335

Payment Solutions B2B Software Payment Services 335

Kellblog

FEBRUARY 27, 2022

Question: how much does a $15M SaaS company spend on sales and marketing as a percent of ARR? Today, I’d like to hop to the 201 level by introducing a simple that metric that can reveal a lot and on which few people focus: the sales/marketing expense ratio, which just equals sales expense divided by marketing expense.

Sales Hiring 131

Sales Hiring Marketing Sales Benchmarks 131

SaaStr

JANUARY 12, 2021

The CEO basically is the VP of Sales and Revenue and Customer Success, with maybe a junior resource or two helping. And they realize, now that they’ve gotten here, that — it’s time to Go Bigger: That the CEO, not trained in sales, shouldn’t be the VP of Sales anymore. I tell them I absolutely agree.

Sales Hiring 264

Sales Hiring Scale Marketing Sales 264

Sales Hacker

OCTOBER 20, 2023

Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. With that responsibility, often there is a need to create content to assist with the sales education process.

Sales Hiring 105

Sales Hiring Marketing Sales Sales Enablement 105

SaaStr

FEBRUARY 7, 2024

Sales-assisted, product-led growth strategies that close Enterprise leads. To get the most efficiencies out of their marketing team and resources, Gorgias puts a big emphasis on using only high-quality data that they audit regularly. What are some strategies Gonto uses to create a positive product-led sales experience?

Scale 216

Scale Sales Hiring Strategy Marketing 216

SaaStr

MARCH 30, 2024

This week we have Rik Haandrikman, VP of Marketing at RevenueCat! #1. We’re on Salesforce , use Crossbeam for account matching with partners (big fan), and have connected SFDC to 6Sense for Account- and Intent Based Marketing. The post My App Stack: Rik Haandrikman, VP of Marketing at RevenueCat appeared first on SaaStr.

Marketing 196

Marketing ChatGPT Mobile Onboarding 196

SaaStr

NOVEMBER 28, 2020

A ways back, we did an extremely popular post entitled, Hire the Right Type of VP Marketing or You’ll Just End Up With a Bunch of Blue Pens with Your Logo On Them. The basic idea was to help folks who haven’t hired a VP or Director of Marketing hire the right one for a pre-Scale sales-driven SaaS company.

Sales Hiring 300

Sales Hiring Scale Sales Marketing 300

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. But to develop a GTM strategy, you must have Product Market Fit. Without it, you don’t have a business.

Scale 224

Scale Sales Hiring Scaling Outsourced Development 224

Predictable Revenue

JANUARY 7, 2021

The post Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing appeared first on Predictable Revenue. After years of experience, Kim has learned a thing or two about working cross-functionally within a large revenue org, and how to wrangle rogue SDRs.

Communication 264

Communication Marketing Sales Revenue 264

SaaStr

JUNE 8, 2021

The other day I met with a great founder doing about $40k in MRR that wanted to raise some extra money to “make sales more repeatable.” They want more “salespeople” and/or a magical VP of Sales to help them. Which they turn into 50 “MQLs” (marketing qualified leads). Not some sales magician.

Sales Hiring 262

Sales Hiring Marketing Sales Startup 262

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. And sales go down, not up. #2. It’s a tough job.

Sales Hiring 237

Sales Hiring Scale Headcount Sales 237

SaaStr

SEPTEMBER 28, 2023

But I found it interesting how Salesforce has come up with 2 clear policies on engineering vs. sales & marketing. Has remote sales worked for us? If I could, it would be 3 days a week together for our little sales and management team, too ? But Sales and Marketing? But not sure that’s practical.

Scale 169

Scale Engineering Marketing Sales 169

Predictable Revenue

MARCH 14, 2024

Collin dives into the journey from founder-led sales to establishing the first sales team with Kristie Jones from Sales Acceleration Group. The post From Broad Market to Focused Success with Kristie Jones appeared first on Predictable Revenue.

Marketing 130

Marketing Sales Revenue Development 130