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By the end of this quarter, team members who aren’t genuinely AI-curious should be let go. The 50/50 Team Is Coming Fast. CROs will need to manage teams that are 50% AI agents and 50% human by end of year. The performance distribution in sales teams will become dramatically wider, forcing tough talent strategy decisions.
They were two developers who had lived through the nightmare of subscription infrastructure while working at Elevate. The Problem Was Real: Apple and Google’s app stores weren’t giving developers the data they needed. ” required weeks of developer time to answer. By the time they raised their $1.5
Having led sales teams of 500+ at BILL and 800+ at HubSpot, Michelle has unique insights into what makes great frontline managers and why investing in them is crucial for sustainable growth. “Some teams consistently sold more enterprise SKUs, others had high volume but low ACV. Shaping and maintaining company culture.
On the topic of building SaaS companies, Henry kicks off the conversation with: “I think a lot of bootstrapped founders who are less capital infused have to actually be great at developing their people. “The best hack,” Jason adds, “is not recruiting one management team. It’s recruiting five or six.”
For marketingteams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. According to Forrester Research, only 8% of marketing professionals have confidence that their data is 90-100% accurate.
So at SaaStr Annual, Dave Kellogg did a great deep dive on “5 Things Every B2B CEO Needs to Know about Marketing” In the Age of AI it’s even more true today, so I wanted to update our SaaStr take-aways from the deep dive. You founded a product company, but you’re running a distribution business.
The 40% Tipping Point : With 40% of workloads now in the cloud, SaaS has hit market maturity. The easy growth is over—companies like Zoom exemplify this with saturated markets and nowhere left to expand rapidly. Despite a $150B labor market vs. $15B software market, actual expansion is only 2-3x, not the theoretical 10x.
But here’s the uncomfortable truth the original convergence narrative missed: these markets ARE competing. growth rate vs. Conquest Numbers Let’s separate the happy convergence talk from the harsh conquest reality: SaaS: The Steady Performer Under Siege $295 billion market in 2025 with 18.4%
This wasn’t just an improvement it fundamentally changed how brands could engage with SMS marketing. Turn Your Customers Into Your Marketing Engine The second breakthrough was making customer success the core growth engine. Because while the payment problem was solved, the marketing side of mobile commerce remained broken.
The 9 Disciplines of Great SaaS Companies remains one of the most popular posts on marketing on this blog. Gabe Larsen , the VP of Growth at Kustomer, has a marketing scorecard that goes one level deeper and breaks down some of the key elements of key marketing processes. Product Marketing is the starting point for marketing.
✨ Lemkin (@jasonlk) June 23, 2025 The $10M-$100M ARR Sprint: How Replit Became the Fastest-Growing “Vibe Coding” App (Or One Of The Fastest) A deep-dive into the AI development platform wars and why Replit’s 10x growth in 5.5 And allowing more experienced developer to ship far, far faster. 2023 : $2.4M
The 40% Problem: How AI Will Finally Fix Sales Coverage and Customer Face Time A wake-up call from HubSpot’s CEO Yamini Rangan on why your sales team is failing 60% of their accountsand how AI will change everything There’s a brutal truth about B2B sales that most founders refuse to acknowledge. Think about that for a moment.
Fresh data from Ramp’s AI Index suggests that the meteoric rise in business AI spending might be showing signs of deceleration, raising questions about whether we’re witnessing market maturation or beginning to hit a potential adoption ceiling: The numbers tell a nuanced story. While overall AI penetration among U.S.
Okta’s VP of Engineering, Monica Bajaj, and Senior Director of Platform Product Marketing, Priya Ramamurthi, share Okta’s playbook to PLG, developer experience, and Enterprise ARR. How do you build a stellar developer experience and continue to scale when the user base skyrockets overnight? How do you scale PLG?
“Even with a bad hand, if the potential reward is great enough, taking a risk can make mathematical sense.” Market Selection: Tackle Problems with High Barriers to Entry The financial services industry presents massive barriers to entry most successful banks are centenarians, with some like Ax being over 160 years old.
How To Build A High-Performing Team And Retain Top Talent. Every leader needs to have a strategic playbook to build high-performing teams and retain top talent,” says Guan Wang, Global Director of Market Intelligence for Snowflake. . Stage 3: Employee Development. People are the most valuable asset of an organization.
Scalability is about capability, so businesses need to understand whether they have the capacity to grow and whether their infrastructure and team can accommodate growth. Once you have solidified your company’s vision and have developed a strategic plan on how you will achieve success, don’t get too comfortable. Creating a category.
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 marketingteams on goals and anticipated outcomes.
While competitors invested in huge sales teams, Atlassian actually restricted direct customer interaction. The “Feature Request Arbitrage” Strategy Hidden gem in their marketplace origin: They turned their biggest product weakness (feature request backlog) into their greatest strength.
You know how everyone says you'll never look and wish you'd kept a bad VP as long as you did? Because to scale, you are going to need to add a true management team, and then a second one, and then layers of management. The fewer weak hires they continue to make. The less they slow down feature development.
Be prepared to talk about the team youve builtwho you hired, why you hired them, and how they performed. Be ready to share specific examples of how youve developed and executed sales strategies that drove revenue growth. Talk about how youve taken small teams and turned them into revenue machines.
The Incredo team switched to a fully remote working system in September 2019. At the beginning it was a bit hard to track the progress of tasks and communicate with team members effectively. Since you started working from home, your whole team already saves around 1 hour of their day.
Untapped Market Opportunities The obsession with focus has left “undiscovered islands of product-market fit just beyond the horizon line.” Sales Organization Structure Conrad reveals his preference for dedicated sales teams for each product, despite internal disagreement. The advantages are substantial: 1.
I hope this post allows people and teams to safely talk about Product Judgment. If you ever had to face a Manager, Director or Exec as they make bad product decisions and you’re struggling to persuade them otherwise, this post will help you. It takes years to build, and therefore ranges from very weak to very strong.
Developers act, think, and behave differently than your average customer. So selling, marketing and supporting them should be different too. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Anyone who says the developermarket is not strong is behind the times.
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?
The developed world revolves around e-commerce. In a crowded field, how can SaaS companies prove themselves and shift from being completely irrelevant to their markets to delivering services their market and buyer personas value? Becoming market leaders. Embed innovation into your team’s DNA. Global approach.
Have you ever had a sudden realization that you’re spending more on sales and marketing than research and development? If so, you aren’t alone –– the median enterprise SaaS company spends twice as much on sales and marketing than R&D. So how can a CEO manage their marketing effectively? CEOs love models.
Paul Mander currently leads all of go-to-market for B2B at Optery. He previously built the pre and post sales solutions team at mParticle from zero to supporting hundreds of enterprise customers. Is there a lot of internal or customer work that needs to be done or managed by your team? How easy is it to implement your product?
Management teams must determine how to thrive in a downturn to position their businesses for profitable growth. However, management teams that pursued growth at all costs were punished severely. The right strategy to win means reassessing fundamental issues like the product-market fit and centering on the best ICP. Go to market.
sales team. We ended up capturing 92% of this health care market share within the state of Michigan. I did all sorts of things there from sales, to project management, to running the engineering team, hiring. This is where I got my chops in growing and scaling enterprise sales teams. Want to see more content like this?
There’s a CEO at the top in red, VPs in orange, senior contributors in dark gray, team leads in green, and junior individual contributors in light gray. Sometimes there are directors running teams that should be headed by VPs. Is this so bad? Hiring a large team is necessary, but insufficient.
Over the years, though, Asthana has learned a lot about what can go wrong while building a market-leading company and how to avoid those missteps before they happen. He also observed that after product-market fit had been achieved, companies would only ever have to worry about marketing and sales. Verify product-user fit.
To achieve this level of success, startups need a combination of strong financial performance, innovative products or services, and a favorable market environment. Lesson 1: Everything is about your team. Every startup needs strong team dynamics to pull through tough times. Don’t be scared to explore new markets.
Manage Team Expectations – Balance transparency with the need to keep the team focused on building the business. Different buyers value different aspects of your business – some want your technology, others your team or customer base. Take baby steps, learn as you go, and be realistic about the commitment required.
To adapt Julius Caesar’s famous opening line of the Gallic Wars : marketing as a whole is divided in three parts. Product marketing (prodmkt), responsible in a word, for the message and how well it resonates with customers in the market [1]. Whether this team should report into sales or marketing is a separate debate.
A product analytics strategy is essential for any business looking to make informed decisions about product development and user experience. Plus, there are many reasons why you need a product analytics strategy: Aligns product development with user needs and business goals. Improves product-market fit through actionable insights.
Jesse Paliotto (06:15) That’s that rings so true for me personally, because my I experienced flip of first, I think coming out of like a digital marketing background and probably 10 to maybe 15 years ago where I think at that time and please correct me if I get this wrong, it felt like very much like people were selling their blogs there.
At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey. Product and Go-To-Market. And that’s people.
Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really great VPS can do for you, and how a poor one can wreck your company, coming). Sometimes it’s VP Marketing. The #1 reason to do a start-up is Career Development. Or VP of Eng, or whatever. Only money.
The underperformers who aren’t putting in the effort get a conversation, and if things don’t change, it’s not a good fit. If you look at the number of Sales vs. Marketing. As we recently wrote, every marketing initiative and every channel plateaus. Others are doing little work and not working out. Jameson and Sam agree.
Satisfaction in SaaS, therefore, isn’t simply about developing a nice product and launching it in the market. For instance, you can launch a CSAT survey after a customer interacts with your support team. Similarly, unhappy customers are more likely to tell others of their poor experience. Userpilot review on G2.
Do you have two sales teams? Who gets what part of the long-term development budget? Where does marketing allocate its resources? And most importantly, multiple products can be very distracting at the management team level. A second product can’t bail out your sales team. This is a good one.
Over a year, that translates to a loss of $300,000without factoring in additional costs like marketing spend to replace lost customers. This means having the right technology team in place, setting up ample customer support options, and ensuring that your team is available and trained to address software challenges when they occur.
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