Intercom, Inc.

APRIL 18, 2019

They didn’t know it at the time, but they had also created an entire business category: an on demand, short-term rental marketplace, which has shot the value of their business north of $38 billion. So too has Gainsight’s revenue. This is episode six of Scale , a brand new podcast series on moving from startup to scale up.

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

OpenView Labs

APRIL 13, 2020

There are new job titles—growth marketing, growth product manager, growth engineer, head of growth—and new opportunities that have changed the way companies think about how to grow their revenue or users. Integration of the marketing and product tech stacks. How much revenue are you making per user/customer?

Systems Review 98

Systems Review Technical Advisors Scale Technical Review 98

User Pilot

AUGUST 30, 2023

Product marketing speaker. AI and product management The use of AI in product management isn’t new; small and large companies have been doing it for years. This means product leaders are constantly exploring unfamiliar settings, and the traditional approach to marketing and scaling products won’t cut it.

Scale 97

Scale AI Growth Hacking Innovation 97

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. I leveraged many of the 52 mental models while working at various software as a service (SaaS) companies, but in truth, they can be applied anywhere, regardless of industry. Economies of scale. Brand equity.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Sales Hacker

APRIL 16, 2018

On this episode of the Sales Hacker podcast, we talk with Jess Hun t , Head of Global Marketing, Sales & Strategy for Axiom about creating a revenue model. Why your CFO shouldn’t own the revenue model. Real world advice on how to successfully grow your company’s revenue. 3) A career in sales and marketing [3:30].

VP of Engineering 67

VP of Engineering Revenue Scale Sales Recruiting 67

FastSpring

MARCH 27, 2023

It really took a few pivots, and even name changes to get just the go to market efforts and product market fit right. And when that announcement happened, I decided to go back and become an entrepreneur still didn’t really know what I wanted to do, but knew how to generate revenue in corporate learning.

Payment Solutions 95

Payment Solutions Payment Services SaaS Payments VP of Engineering 95

Casey Accidental

OCTOBER 27, 2020

In part two of our Sequencing Business Models series , we talked about the different types of marketplaces and what needs to be built to be effective in each of them. This builds on the first essay in the series of how there has been an increase in interest of SAAS-like models interested in becoming marketplaces over time.

Payments 56

Payments Business Model Payment Solutions SaaS Payments 56

SaaStr

SEPTEMBER 3, 2019

So to illustrate this, I want to talk about getting deep product/market fit, and specifically one story of a founder that I admire by the name of Parker Conrad that he has told in the past. I realized that I was missing something fundamental in that first company that was deep product/market fit.

Acquisition 141

Acquisition Software Review Payment Methods Marketplace as a Service 141

FastSpring

APRIL 13, 2023

From leading sales at Zillow to brand strategy at Tumblr to revenue at FiscalNote (a global policy platform), Justin Scott started noticing a trend. Across markets, companies were “taking big data sets and visualizing them in interesting ways to create user experiences.” It starts with self service. So I got really lucky early.

Payment Methods 124

Payment Methods Marketing Payments SaaS Payments 124

SaaSOptics

MAY 19, 2022

Not only is it one of the main drivers of revenue growth for early-stage companies, but it’s a primary goal for SaaS businesses across market stages. More customers = more revenue. Again, corresponding variables such as customer acquisition cost ( CAC ) and customer revenue all tie back to your acquisition strategy.

Acquisition 59

Acquisition Scale Strategy Software Review 59

Intercom, Inc.

DECEMBER 13, 2018

Whereas Facebook’s overall vision relies heavily on third-party developers having access to user data, Workplace wants to be the app that’s connected to all your other apps and a highly curated marketplace that has the best SaaS applications in the world. I highly recommend Predictable Revenue from Aaron Ross.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

A Smart Bear

FEBRUARY 26, 2019

Sometimes that’s airtight product/market it. Sometimes that’s product design so thrilling that every customer spreads the word to five more. Sometimes that’s a market insight that takes competitors five years to understand. A lot of businesses aren’t profitable even at scale. Selling to the mid-market is hard.

Underperforming Technical Team 64

Underperforming Technical Team Scale Sales Hiring Startup 64

OpenView Labs

SEPTEMBER 10, 2020

If he replaces the hire but still has no idea what the market needs, how is that going to stop the bleeding? After all, the marketplace speaks the loudest, and without customers you don’t have a business. These are the four misconceptions founders struggle with the most when it comes to “going up market.”

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

SaaStr

DECEMBER 20, 2019

292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. 293: Congratulations you’ve built a product that’s proven itself in the marketplace! This interview originally aired as Episode 229 on April 29, 2019.

Scale 144

Scale Sales Hiring Construction Education 144

Casey Accidental

OCTOBER 18, 2021

In the Reforge Product Strategy course, we teach that there are four different types of product work : Feature development: adding new things to the product that improve value proposition e.g. Uber’s Split Fare. Product/market fit expansion: adding totally new products that create new value propositions e.g. Uber Eats.

Technical Advisors 140

Technical Advisors Technical Review Scale Marketplace as a Service 140

SaaStr

SEPTEMBER 27, 2019

268: Ryan Bonnici is the CMO @ G2, the company that allows you to get the right software and services for your business with over 897,000 user reviews to help you make smarter buying decisions. But it doesn’t really scale when you’re selling to the masses. What type of CMO would Ryan bucket himself as; demand gen or brand?

Sales Hiring 133

Sales Hiring Sales Recruiting Scale Software Review 133

SaaStr

JUNE 10, 2020

The true test of marketers. Are you a revenue driver or a cost center? Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs – the biggest impact for the business. Second, product market fit. And that of course affected everything we were doing in marketing.

Travel 181

Travel Marketing Scale Outsourcing Services 181

Unbounce

SEPTEMBER 16, 2021

billion in revenue from Google Ads alone the year before. Across social platforms like Facebook, Instagram, Twitter, LinkedIn, and Youtube, standard placements for display ads are: Stories Timelines Video feeds Right column (Facebook) Marketplace (Instagram) Explore section Messenger inbox and sponsored messages.

Payment Methods 145

Payment Methods Payment Solutions Payments AI Search 145

SaaStr

APRIL 30, 2022

Average Revenue per Customer. It wasn’t the case 20 or even 10 years ago, where the business models of the internet were more focused on eCommerce, marketplaces, or even advertising. They love consuming SaaS products not because of the billing model, but because of the delivery model. Average revenue per customer.

SaaS Payments 243

SaaS Payments Metrics Payment Methods Scale 243

SaaStr

JUNE 10, 2021

Marten Mickos: We heard here that the cloud business has a combined market cap already of over a trillion dollars. So the whole world of software as a service and cloud has just exploded and will continue to grow enormously. And if we look at the specifics of the word SaaS, software as a service.

Outsourcing Services 142

Outsourcing Services Marketplace as a Service Outsourced Development Scale 142

SmartKarrot

MAY 13, 2021

Lead and scale a team of high-performing Customer Success Managers. Work collaboratively across departments to ensure customers are aware of all LeagueApps programs and services beyond the core platform. Clearly communicate customer feedback and trends to key stakeholders in Product, Marketing and Tech.

Customer Success 10

Customer Success Technical Review Marketplace as a Service Scale 10

SaaStr

NOVEMBER 21, 2020

Rob Gonzalez: Operationally, I look at, in particular, my experience at Endeca, but also another startup that sold to pharmaceutical companies and other life sciences businesses and financial services companies called Cambridge Semantics. It just made it a lot easier for us to scale up Salsify as we found success.

SaaS Payments 274

SaaS Payments Scale Payment Services Payment Solutions 274

SaaStr

MAY 15, 2020

Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles. I went into product marketing for the commercial arm of Xerox Park, which is a big computer research company here. Loving our podcast content?

Sales Hiring 201

Sales Hiring Scale Technical Review Outsourcing Services 201

Unbounce

JUNE 16, 2020

Today, small and medium SaaS businesses are discovering the power of using partners to help sell their products. With a $60 billion market in which to grow, these companies recognize that smart use of partnership channels can help them scale up while creating a win-win-win ecosystem for the company, the partner, and the customer.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

Chart Mogul

SEPTEMBER 15, 2023

5 Reasons I Hate the Rule of 40 by Mikael Johnsson, SaaS Nordic While not necessarily completely useless, I would strongly argue that R40 is a metric applicable to the world of PE and public markets investing and is not a good metric for assessing the quality of venture-stage companies.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Intercom, Inc.

APRIL 4, 2019

So how did they go from product-market fit to actually scaling a sales org around a repeatable sales process? To find out, we sat down with Jeanne de Witte , Head of North America Revenue & Growth at Stripe. billion in revenue) so it’s safe to say Jeanne and her team have helped do exactly that.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. Doubling revenue would require hiring 2x as many people. . However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. G rowth rate reduces when a sales team keeps acquiring the same revenue [$].

Scale 86

Scale Growth Hacking Scaling Sales Hiring 86

Intercom, Inc.

MAY 2, 2019

Instacart is valued at nearly $8 billion and since joining, he’s helped to make the company’s services available to more than 80% of U.S. Even with Instacart’s enormous valuation, he continues to see tremendous growth potential for the service, similar to what he saw in Instagram’s early days. Thanks for signing up.

Marketplace as a Service 184

Marketplace as a Service B2C PayPal Scaling 184

Andreessen Horowitz

APRIL 9, 2024

And it’s great that you bring up predictable revenue. A great way to look at this is through the lens of buyer psychology and the way that products and services get procured in the modern market. People are not buying technology products and services in isolation anymore.

Scale 122

Scale Technical Review AI Sales Hiring 122

User Pilot

SEPTEMBER 4, 2023

Key metrics like revenue growth, customer acquisition costs, and net promoter score can indicate the success of a blue ocean strategy. The focus is on developing new demand and reconstructing market landscapes to make rivals obsolete. By creating new market spaces, they can unlock new demand and achieve high growth and profits.

Strategy 63

Strategy Technical Review Business Innovation 63

SaaStr

JULY 11, 2019

It may seem like a simple decision, but there is a lot of complexity in a two-sided marketplace where people are expecting to get paid. The marketplace was doing well. We were growing, but there was still a lot of friction in the product. We always knew that this market opportunity was so large. We looked at the numbers.

Scale 119

Scale Marketplace as a Service Sales Recruiting Scaling 119

User Pilot

SEPTEMBER 4, 2023

Key metrics like revenue growth, customer acquisition costs, and net promoter score can indicate the success of a blue ocean strategy. The focus is on developing new demand and reconstructing market landscapes to make rivals obsolete. By creating new market spaces, they can unlock new demand and achieve high growth and profits.

Strategy 52

Strategy Technical Review Business Innovation 52

Hitenism

DECEMBER 26, 2016

That’s because the people who are working in the SaaS industry or investing in these businesses are sharing much more of the details about all aspects of growing and scaling a SaaS business. There are now thousands of tools (most of them are SaaS products) to help with marketing and countless tools for sales too.

Scale 152

Scale SaaS Marketplace as a Service SMB 152

OPEXEngine

MARCH 9, 2021

Instead of taking a reckless approach, it’s critical to make sure you have some key building blocks in place before going to market. It’s not just about delivering a superior product to the marketplace; rather, several stars must align,” he says. This clarity puts you on the path to product-market fit.

Scale 52

Scale Sales Hiring Marketplace as a Service Underperforming Technical Team 52

SaaStr

FEBRUARY 7, 2020

What were Karen’s biggest takeaways from seeing the hyper-scaling at Box? And we really had no revenue to speak of by the time that I had joined. There was an incredible market opportunity and a lot of potential, no revenue and not a lot of money in the bank. Is it in that pre product market fit phase?

Scale 177

Scale Underperforming Technical Team Investment Sales Hiring 177

SaaStr

AUGUST 6, 2019

Tradeshift Buy, which is essentially what we call private marketplaces. Think about it like Amazon or eBay, but instead of being for you and I, it is the Fortune 500 companies of this world that use it, companies like Unilever going and buying [produced 00:04:02] enzymes, ingredients, on our private marketplace technology.

Payment Solutions 150

Payment Solutions Payments Outsourcing Services SaaS Payments 150

Sales Hacker

JANUARY 12, 2021

Sam Jacobs: This week on the show, we had a great conversation with Mark Levinson, the global vice president of revenue operations for Bazaarvoice. We talk about the rise of the CRO role, the integration of revenue operations, and of course, how to drive productivity. The first one is Revenue Grid. Remote work?

Technical Review 59

Technical Review VP of Engineering Sales Hiring Scale 59