OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. I recently caught up with a founder I talked to last year who didn’t have the time (or desire) to deal with sales and wanted to hire someone to ‘”validate the market” for him. Let me be clear.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

Intercom, Inc.

JUNE 23, 2022

The process of purchasing software is increasingly complex – the choices for products and services are endless, and customers have a harder time parsing which companies to trust and which product will better cater to their needs. But once they’re happy with a service, they can help build trust with new customers as well.

Software Review 118

Software Review Trends Software Marketplace as a Service 118

OPEXEngine

FEBRUARY 22, 2022

An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 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

SaaStr

MARCH 20, 2020

317: Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. With the rise of product-led growth, are we seeing a fundamental shift in the structure of sales and marketing? How does Rachel think about the optimal ratio of paid to organic in growth?

SMB 189

SMB Scale Startup Marketplace as a Service 189

SaaStr

JUNE 3, 2020

The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And today, I’m very excited to be the co-founder and CEO of G2 where we’re building the world’s leading marketplace for SaaS software. The situation is getting worse. Godard Abel | Co-Founder and CEO @ G2.

Software Review 190

Software Review Scale Technical Review SaaS 190

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. We did not see that coming, so we pivoted quite fast.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

Sales Hacker

FEBRUARY 12, 2021

If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. Enterprise CRM vs. SMB CRM. Sales enablement. HubSpot Sales Hub Enterprise. HubSpot Sales Hub Enterprise.

Payment Solutions 84

Payment Solutions Enterprise Scale Payments 84

Sales Hacker

MARCH 18, 2019

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. If you missed episode 48, check it out here: PODCAST 48: The Secret to Amazing Sales Engagement w/ Max Altschuler. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. What You’ll Learn.

VP of Engineering 69

VP of Engineering Sales Hiring Scale Technical Review 69

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. Here is a comprehensive list of SaaS blogs that goes through the most common metrics and terms.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

AUGUST 16, 2019

Ep 257: Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice. During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. Justin Welsh: Yeah.

Scale 147

Scale Underperforming Technical Team Sales Hiring Interviewing 147

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 213

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 213

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. Before Hubspot, Ryan was Head of Marketing @ Salesforce (APAC) where he led his team to achieve 227% YoY net-new sales sourced through marketing.

Sales Hiring 139

Sales Hiring Sales Recruiting Scale Software Review 139

SaaStr

SEPTEMBER 4, 2020

I’ve been in software since the ’90s and for over 20 years, nearly that entire time, we’ve been talking about digital transformation, developing strategies, architecting new technologies, and moving beyond digitization to rethinking our businesses, our products, and our services in a way that’s optimized for a digital world.

Scale 166

Scale Underperforming Technical Team Sales Hiring Branding 166

SaaStr

JUNE 10, 2020

Meagen, sales. Launch it to our customers, launch it to the sales team, launch it to prospects.” What did we need for our sales team from an enablement standpoint and our CSMs? And then of course, sales pipeline and the livelihood of our business. They’re going to build a bunch of things that we need.

Travel 185

Travel Marketing Scale Outsourcing Services 185

SaaStr

JULY 11, 2019

What we try to do is this integration between two or three companies to be so flawless that for the customer seems like it’s only one application, but you are taking advantage of the best E-mail service, the best chat service, the best voice service. Doing a product for SMB is fairly simple. Tiago Paiva: Oh yeah.

Sales Hiring 263

Sales Hiring SMB Scale Cloud 263

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. 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. Effective Scaling. Is your sales process simple and streamlined?

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

Point Nine Land

APRIL 21, 2021

Since then, I have been leading Uberall product team, which we’ve scaled from 3 people to 12 people over the past 5 years. There are many posts out there explaining how startup co-founders should “land the first sales, then hire the first 2 sales and when to hire a VP sales”. In SaaS vs. marketplaces?

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52

SaaStr

AUGUST 15, 2020

One, it starts high up in the sales process, right? You need to discover in the sales process. We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. And again, if it’s not teed up correctly in sales, CS is already at a disadvantage.

Payment Methods 205

Payment Methods Merchant Services Scale Payments 205

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Adnan Chaudhry | SVP of Sales @ Salesforce. There was not a lot of outbound sales or marketing.

Sales Hiring 168

Sales Hiring Scale SaaS Payments Payment Services 168

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. Understanding Growth Potential.

Scale 87

Scale Growth Hacking Scaling Sales Hiring 87

ChurnZero

OCTOBER 12, 2021

They also completely revamped their internal processes to improve the customer transition between the Sales team and the Customer Success team. The Plays helped automate some of the initial tasks and alerts, allowing the team to replicate the process at scale and ensure key touchpoints were met. Renewal/Expansion Hero – Jisr.

Healthcare 98

Healthcare Systems Review Scale Point of Sale 98

SaaStr

JULY 26, 2019

Prior to founding Zylo, Eric was the VP of Sales @ Sprout Social leading the revenue operations for over 11,000 customers. Before Sprout Social he was VP of Sales at Shoutlet, responsible for global direct and channel sales teams and developing and managing strategic relationships. Specific function being the sales function.

Sales Hiring 149

Sales Hiring Scale SaaS Payments Payment Services 149

Brian Balfour

JANUARY 4, 2017

DON’T RELY ON AVERAGE CAC CAC = Total Marketing + Sales Expenses / # of New Customers Acquired The above basic CAC calculation will get you the average CAC across your business. The calculations above assume a few things: Marketing expenses are spread evenly across customer types Sales expenses are attributed to Enterprise Customers.

Scale 71

Scale Marketplace as a Service Acquisition Content Marketing 71

SaaStr

APRIL 3, 2019

As for Ben, he spearheads global sales and go to market teams. What must founders try and figure out before hiring their sales leader? What are the leading indicators that suggest a sales rep has the ability to be a sales manager? What does Ben mean when he says, “there are 3 distinct buckets of sales management”?

Scale 100

Scale Sales Hiring Systems Review Marketplace as a Service 100

ChurnZero

OCTOBER 12, 2021

They also completely revamped their internal processes to improve the customer transition between the Sales team and the Customer Success team. The Plays helped automate some of the initial tasks and alerts, allowing the team to replicate the process at scale and ensure key touchpoints were met.

Healthcare 52

Healthcare Systems Review Scale Point of Sale 52

SaaStr

FEBRUARY 7, 2020

What were Karen’s biggest takeaways from seeing the hyper-scaling at Box? Karen Page: I started my career in sales and marketing. Early stage, there’s going to be demand risk and product market fit risk, but later the risk is about the ability to scale. Is it in that scale up phase? Not all of it of course.

Scale 183

Scale Underperforming Technical Team Investment Sales Hiring 183

Sales Hacker

AUGUST 7, 2020

I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations. And although Sales is Sales, there are several big differences. Sales Support. There are pros and cons to both. Procedures and Workflows.

Scale 77

Scale Enterprise Sales Hiring Technical Review 77

Intercom, Inc.

JANUARY 23, 2020

The faster you grow, the more likely you are to achieve long-term success (and actually survive long enough to scale). With their newsletter, podcast, guides and cheat sheets, ChartMogul have taken an open-book approach to scaling their business, sharing everything they’ve learned with the customers who are growing alongside them.

Underperforming Technical Team 183

Underperforming Technical Team Scale Payments Payment Services 183

SaaStr

JULY 22, 2019

Hear from Roger Scott, New Relic’s EVP and Chief Customer Officer as he shares his 7 tips and tricks for keeping your customers happy— and how to do so at a large scale. And I wanted to share a little bit of my experience and the company’s experiences of building the company to a scale that we are today. Good afternoon.

Scale 178

Scale Scaling Sales Hiring Underperforming Technical Team 178