Tom Tunguz

NOVEMBER 18, 2015

Last night, SaaS Office Hours hosted Optimizely co-founder and CTO Pete Koomen. Pete was a Google Associate Product Manager for AdSense and launched Google App Engine. First, hire a management coach to work with you as the company grows. These were some of the things I learned from Pete. And you should do it right then.

CTO Coach 101

CTO Coach Sales Hiring CTO Hire Startup 101

The Angel VC

OCTOBER 18, 2012

Continuing my little series using the "minimum viable" approach , here is my 2nd DO for SaaS startups: Build the right team I've written about the topic before, so if you've read this post from early this year most of what I'm going to write now won't be new for you and you may want to skip this article. What comes next?

Sales Hiring 121

Sales Hiring CTO Hire Startup Outsourced Development 121

SaaStr

NOVEMBER 11, 2022

They were aware of it, but startups that I work with closely or invested in, if they got all the way to 25 million with 75% NRR, I would tell them to quit today. They have service and all this, but the second cloud for them was sales. Your core models for sales, for marketing spend, for hiring and engineering and product.

Outsourcing Services 199

Outsourcing Services Banking CTO Hire New CTO 199

Kellblog

JANUARY 29, 2020

The majority of startups solve a problem that is already being solved in some way today. Unless you are solving a brand-new problem (e.g., Unless you are solving a brand-new problem (e.g., If they are already solving the problem in some way, your new solution more likely represents an optimization than a breakthrough.

Startup 99

Startup Sales Hiring CTO Hire New CTO 99

SaaStr

DECEMBER 20, 2023

In the latest installment of SaaStr’s What’s New series – where we sit down with the leaders in SaaS and Cloud for the inside scoop on what’s top of mind and what’s new, SaaStr CEO and Jason Lemkin chats with the CEO of ZoomInfo , Henry Schuck. So, what’s new at ZoomInfo? ” And there can be some truth to that, right?

New CTO 260

New CTO Scale Sales Hiring AWS 260

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years.

Sales Hiring 159

Sales Hiring Sales Recruiting CTO Hire Scale 159

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. Does Bob agree with the notion that channel sales have completely died in the world of SaaS? 298: Startup success is not exclusive to Silicon Valley.

Sales Hiring 133

Sales Hiring Scale Outsourcing Services CTO Hire 133

SaaStock

MARCH 29, 2019

Which is why you should sign up for the 2 for 1 Insider Sale and get two people for the price of one. Don’t overextend your resources when testing new SaaS growth ideas. Here is what he writes: Kieran Flanagan , VP of marketing at HubSpot, shared some interesting insights on approaching new ideas for scaling up your business.

Scale 103

Scale Sales Hiring CTO Hire Social Media 103

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. You’re not building a product or getting any new customers. You can’t hire a magician Head of Product.

Scale 251

Scale Sales Hiring AI Sales Recruiting 251

Intercom, Inc.

JANUARY 5, 2022

Suddenly, the team got to know SOC 2 Reports all too well and realized just how burdensome and unscalable it could become, especially for high-growth startups. And then, in the 50s, they introduced this new thing, and there was resistance. Evernote’s CTO on Your Biggest Security Worries From 3 to 300 Employees.

Scale 211

Scale Software Review compliance Technical Review 211

Intercom, Inc.

DECEMBER 21, 2021

With that in mind, before we welcome the new year and all the good things to come, we’ve gathered our favorite insights and nuggets of wisdom from 2021 in a special wrap-up episode. Will Larson , CTO of Calm. Maggie Hott , Director of Sales at Webflow. Des Traynor , Co-founder and CTO of Intercom.

VP of Engineering 118

VP of Engineering Scale Technical Review Outsourcing Services 118

Point Nine Land

APRIL 9, 2021

So if you’re a US-based startup, you might be able to shoot slightly higher ;) Unlike SaaS companies which have been around for years, B2B marketplaces are a relatively new category and not many investors have invested in them yet. As a result, we could not collect as many data points as we do for our SaaS napkin.

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59

SaaStr

JANUARY 17, 2020

. * What are the biggest green lights for CIOs when startups are pitching them? What are the biggest red flags CIOs see when startups are pitching them? What must startups always remember when pitching CIOs? * What must startups remember about how CIOs think about price? Where do founders make mistakes in negotiation?

CTO Hire 134

CTO Hire compliance Scale Startup 134

User Pilot

MARCH 7, 2024

So I talked to several female leaders in SaaS – about their experience with breaking into leadership positions in tech startups – what challenges they’ve faced, and how they managed to overcome them. It was an iPad interactive brochure and sales tool for sales centres. Sima Banijamali – Sr.

Technical Review 105

Technical Review CTO Coach Sales Hiring CTO Hire 105

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. Q: Where Should SDRs Report — Marketing or Sales?

CTO Hire 192

CTO Hire Sales Recruiting Sales Hiring Scale 192

ProfitWell

JANUARY 24, 2020

The Athletic , a subscription-based digital sports media company, has officially raised $50 million in a Series D funding round led by Bedrock Capital, now apparently valued at $500 million after this new raise. Brendan Schwartz , Co-Founder and CTO over at Wistia, has spent a lot of time learning to trust his instincts.

Sales Recruiting 40

Sales Recruiting CTO Hire New CTO Sales Hiring 40

OPEXEngine

JUNE 16, 2020

This all relates to a core Kellblog theme of ownership — who owns what — that I’ve explored in some of my most popular posts: What It Really Means to be a Manager, Director, or VP , which touches on the real differences between people operating at different levels. Hired CEOs: It’s the Board’s Company vs. It’s My Company to Run.

Sales Hiring 59

Sales Hiring CTO Hire Venture Capital Technical Advisors 59

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including Benchmark, Insight Venture Partners and Blackrock, to name a few.

Scale 177

Scale Enterprise Scaling Sales Hiring 177

Mucker Capital

APRIL 6, 2023

Hila Qu joined Mucker’s Tony Yang for an Ask-Me-Anything (AMA) conversation about Product-Led Growth (PLG) for Startups to kickoff the 2023 Mucker Growth Series. Hila Qu has been the Head of Growth or VP of Growth at a number of different companies and startups, most notably Acorns and GitLab. You need a lot of education.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

FEBRUARY 28, 2020

. * How does one know when we need to hire generalists vs specialists? Karl has been in every interview for every new hire for the first 6 years of the business, why? * Karl has been in every interview for every new hire for the first 6 years of the business, why? How does Karl structure the hiring process today?

Sales Hiring 216

Sales Hiring Scale CTO Hire CTO Coach 216

SaaStr

SEPTEMBER 18, 2020

I was working with a company that … Because people will write big checks today into early stage companies, where someone came in very early and gave an early startup $50 million too early, and just started telling them how to raise the company, immediately told them to go buy competitors, which they’re not ready for.

Sales Hiring 245

Sales Hiring CTO Hire Scale Investment 245

SaaStr

NOVEMBER 21, 2019

Since 2010 we’ve seen more startups, funds, and capital than ever before, but with this drastic increase, investors are seeing unexpected new trends reshaping the future of the industry. Pietro Bezza | Managing Partner @ Connect Ventures. It’s taking the bets that will take longer to prove just because it’s new.

New CTO 145

New CTO Sales Hiring B2C CTO Hire 145

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. We have someone that probably 98 percent of you know virtually or socially in some sense, Dharmesh Shah, founder and CTO of HubSpot. But of course, it wasn’t always quite that big!

Part-Time VPE 230

Part-Time VPE Technical Cofounder CTO Hire New CTO 230

Sales Hacker

SEPTEMBER 8, 2020

If you missed episode 125, check it out here: The Power of Authenticity and Emotional Intelligence in Sales with Mykal White. Subscribe to the Sales Hacker Podcast. Sales enablement is easy. REGIE uses artificial intelligence to create entire outbound, inbound and even follow-up sales campaigns faster. We’re on iTunes.

Scale 71

Scale Artificial Intelligence Sales Recruiting Consulting 71

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. That’s all written on our platform.

Technical Advisors 159

Technical Advisors Scale Sales Hiring Sales Recruiting 159

SmartKarrot

FEBRUARY 16, 2022

He also founded SaaScribe to help founders, customer success teams , sales executives, marketing professionals, and growth hackers. You can follow Ben to manage your SaaS startup finances and calculate growth metrics accurately. He is the managing director at Foundry Group, and his insights on technology startups are useful.

VP of Engineering 10

VP of Engineering Scale SaaS Venture Capital 10

Sales Hacker

JUNE 12, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Co-Founder and CRO of Kronologic, Aaron Bollinger, shows us how to close enterprise level deals when you’re a startup. How to overcome limited sales support. How to overcome limited sales support (06:15). ? What You’ll Learn.

Enterprise 69

Enterprise CTO Hire Startup Technical Cofounder 69

OPEXEngine

NOVEMBER 11, 2020

In this framework, you’ll learn how to design a scoring system that aligns to your growth strategy, brainstorm and select leader indicators of success, and operationalize the system across your startup. Identify ideal customers and hone sales personas. Drive new levers of growth. Strategically allocate CS resources.

Startup 91

Startup Scale Systems Review Technical Review 91

Tom Tunguz

OCTOBER 24, 2021

Great to see a lot of repeat attendees and some new ones. A thanks to [Marsh 00:00:34] for stepping in at the beginning of the month, and a great session with our own Jason Warner and Adrian, the CTO of Zendesk. This is a program where we invite luminaries from the startup world to share their insights. I’m Travis Bryant.

CTO Coach 125

CTO Coach Sales Hiring Sales Recruiting CTO Hire 125

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Major challenges facing a new CEO [19:40]. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. We’re on iTunes.

Scale 107

Scale CTO Hire Scaling CTO Coach 107

SaaStr

DECEMBER 13, 2019

Harry Stebbings: And so with that, I’m super excited to welcome Yousuf Khan, serial CIO, startup and VC advisor. As you know, I’ve spoken to many of our mutual friends in the VC, in the startup ecosystem. Is that a new innovation in org structures and the remit of the role? It’s that simple. Yousuf Khan: Yes.

Technical Advisors 165

Technical Advisors Scale Technical Review Payment Solutions 165

SaaStr

MARCH 1, 2019

Today I wanted to talk to you about something a little bit unconventional, which is around doing M&A, as a startup yourself. I used to be a CTO and operator, co-founder of a SaaS start up. And something of insight so we are New York based, global venture and equity investor. So basically start ups, acquiring other start ups.

Outsourcing Services 106

Outsourcing Services Sales Hiring CTO Hire Technical Review 106

Intercom, Inc.

JULY 21, 2022

Along the way, we’ve interviewed trailblazers, business leaders, makers and doers to share their experience and insights on all things startup strategy, product management, design, marketing, customer experience, and much, much more. For Slack, that was clearly the engineering and dev communities, who love new tools.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

The Angel VC

FEBRUARY 29, 2012

Last night I read this question on Quora : In general terms, what is the ideal size and make-up of a team for a pre-revenue SaaS startup? I do have a slight preference with respect to the team size as well, but it's light because I've seen and worked with very successful SaaS startups with different team sizes.

CTO Hire 106

CTO Hire Startup Sales Hiring New CTO 106

SaaStr

OCTOBER 16, 2020

Prior to founding Balsa, Paul was Senior Director of Product @ Slack and before Slack was a Group Product Manager @ Twitter where he was responsible for the home timeline, including timeline ranking. How does Paul think about driving really effective change management? Why does Paul believe that the builders are the new pro athletes?

CTO Coach 171

CTO Coach Sales Hiring CTO Hire Software Review 171

SaaStr

APRIL 18, 2019

He also discusses all the trials, errors and successes he had throughout all of his previous startups. I remember when I was in business school the internet was brand new and back then the hero was Jerry Yang. And I thank a lot of that to actually Met Gourniak, who I hired at that time. Join us for SaaStr Annual 2020.

Sales Recruiting 171

Sales Recruiting VP of Engineering Scale SaaS Payments 171

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. Sales enablement is easy.

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106