SaaStr

NOVEMBER 25, 2019

But what’s new this year? Let me make a list: New!! But we’re turning this around this year and letting our top-rated practioner speakers do “Masterclasses” on new content teaching you how to scale faster. We’ll have a lot of options, but dead center of Annual is our new Cantina.

New CTO 259

New CTO Sales Recruiting CTO Coach Scale 259

SaaStr

FEBRUARY 6, 2024

It likely will in fact create conflict if you add a separate sales team to sell adding fries to the order. You really need a separate sales team almost on Day 1 here. Maybe it can start off as founder-led sales, but you need a totally distinct team. They get a few sales, but nothing like what they expected.

Scale 219

Scale New CTO CTO AI 219

SaaStr

OCTOBER 28, 2019

Well, we did the heavy lifting and highlighted a few here for you… Marianna Tessel, Intuit CTO + Cathy Polinsky, Stitch Fix CTO + Robin Ducot, Survey Monkey CTO. We’re especially excited about this all-star, CTO panel from three publicly traded companies. appeared first on SaaStr.

New CTO 100

New CTO CTO Scale Engineering 100

SaaStr

JUNE 25, 2023

Sometimes, a non-technical CEO is so great at sales and the vision that sheer force of will allows them to sell several million of a product that just isn’t there, or isn’t very good. A great CTO usually can solve this problem just in time to save the customers, but without one, revenue stalls. Can sell but can’t build great software.

Startup 203

Startup New CTO CTO Investment 203

SaaStr

SEPTEMBER 15, 2020

And, when you do, do you even think about sale tax compliance? vary on how they handle sales tax and SaaS. It can be confusing to understand how and where you should charge sales tax. Let’s explore a few more ways in which sales tax compliance could impact your growing business. Here’s why you should. .

Payment Services 268

Payment Services compliance SaaS Payments Scale 268

SaaStr

FEBRUARY 7, 2023

The goal is to help each other learn something new, find mentorships, create partnerships, and exchange strategies. with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them.

VP of Engineering 249

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 249

SaaStr

JANUARY 18, 2022

I thought my sales team would leave quickly. My VP of Sales and the team stayed for 2.5 Most surprisingly, my CTO — the most start-up-ey guy I know — is still there. You may be asked to own new stuff beyond just what your company / app does. You don’t have to work as hard. See previous point. And it is hard to predict.

Payment Solutions 346

Payment Solutions Payments New CTO Payment Services 346

SaaStr

NOVEMBER 18, 2020

Wondering how your SaaS business got slapped with a multi-million dollar sales tax bill from one or multiple states? Probably because you, like so many other SaaS companies out there, didn’t even know you had to collect and remit sales tax. Sales tax laws across the United States are pretty inconsistent, especially for SaaS solutions.

New CTO 170

New CTO SaaS Sales CTO 170

SaaStr

OCTOBER 29, 2021

Some leaders like Slack have seen the same, but most Cloud leaders at scale with high NRR end up getting more and more of their revenue from their existing base, not new customers. Rather, it uses overage events to trigger a call from sales to buy more. #4. CEO Spencer Skates owns 8.5%, CTO Curtis Liu 8.0%. This is rare.

Scale 276

Scale CTO Hire New CTO CTO 276

SaaStr

FEBRUARY 15, 2021

There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. So why so often, do only 2 of the first 8-10 sales reps perform? They get CTO training. Usually, this is sort of solved when you find a strong first VP of Sales. Simplify your sales process.

Scale 342

Scale CTO Hire Sales Hiring New CTO 342

SaaStr

SEPTEMBER 12, 2021

“Mastermind Masterclass: The SaaS Org Chart by Series with David Sacks” David Sacks, founder of Craft Ventures and Yammer, and ex-COO, leads us on a new Mastermind class on opening day. #2. “Mastermind Masterclass: The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge” Masterminds seem popular!

Scale 249

Scale New CTO CTO B2C 249

SaaStr

JULY 4, 2022

I thought my sales team would leave quickly. My VP of Sales and the team stayed for 2.5 Most surprisingly, my CTO — the most start-up-ey guy I know — is still there. You may be asked to own new stuff beyond just what your company / app does. You don’t have to work as hard. See previous point. 10+ years later (!).

SaaS Payments 232

SaaS Payments Payment Solutions Payments New CTO 232

SaaStr

JUNE 18, 2022

Bonney Pelley, SVP, Strategy + Operations @ New Relic. Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio. Elias Torres, CTO @ Drift. Bonney Pelley, SVP, Strategy + Operations @ New Relic. Patricia Hanna, VP Americas Sales Ops @ Confluent.

CTO 216

CTO Scale New CTO AWS 216

SaaStr

MAY 22, 2023

And we’ll have a ton more Braindates and Workshops still to come last minute to sign-up for!

VP of Engineering 217

VP of Engineering CTO Coach New CTO CTO 217

SaaStr

MAY 3, 2022

Bonney Pelley, SVP, Strategy + Operations @ New Relic. Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio. Elias Torres, CTO @ Drift. Josh Reeves, CEO & Co-Founder @ Gusto. Avlok K, CEO @ AngelList. Farrah B, VP Business Operations @ Cribl.

New CTO 190

New CTO Scale CTO AWS 190

SaaStr

JANUARY 22, 2021

Ciara Peter (Gainsight VP of Product & Design) and Mickey Alon (CTO & Founder of Gainsight PX) share their practical tips for product leaders looking to achieve business growth. Every year, millions of new products are created and launched. What does it mean to make your product the star in your SaaS growth strategy?

Scale 274

Scale New CTO CTO Acquisition 274

SaaStr

DECEMBER 4, 2020

Not launching 3 Truly Game-Changing Features doesn’t mean you didn’t ship any new code or features. That opens up entirely new segments of the market. A Truly Game-Changing Feature is something: That makes your customers’ and prospects’ jaws drop. That materially increases close rates.

New CTO 221

New CTO CTO Engineering Investment 221

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. Something new to boost your ACV and TCV. Double your pricing for new customer, on the largest deals. But even if you’ve hired the world’s best VP of Sales … you can’t opt out of sales entirely.

Part-Time VPE 281

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 281

SaaStr

OCTOBER 2, 2023

With the overall trend of budget scrutiny and more oversight on spend, it may come as no surprise that the data shows that most folks who came as a team brought their: CFO CCO CTO and CRO in that order of popularity.

Trends 226

Trends New CTO CTO Data 226

SaaStr

MARCH 7, 2021

Yes, you can manage the sales team yourself. Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. 5/ Moving from CTO-led -> VPE-led dev team. 8/ Specializing the sales team earlier. More here.

Part-Time VPE 274

Part-Time VPE Sales Recruiting Sales Hiring Scale 274

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies? There are a few reasons.

Merchant Services 181

Merchant Services Scale Technical Review Sales Hiring 181

SaaStr

JULY 14, 2022

We had Lew Cirne, Founder & CEO of New Relic, Dharmesh Shah, Co-Founder & CTO of HubSpot and for the first time at Annual, we added office hours with the top VCs in SaaS. total attendees, e.g., a CEO + a VP of Sales and a VP of Customer Success, or two Co-Founders, or CEO + CTO, etc. 2020 SaaStr Annual At Home.

Scale 289

Scale Sales Recruiting CTO Hire New CTO 289

SaaStr

JANUARY 12, 2022

. “That it was much easier to do more in order to keep that customer than to get a new “top” customer. We all know this, but we forget about it, especially when the Hot New Deal and the sales team’s wants and needs consumes all of management’s resources. Did we prioritize the roadmap right?

CTO Hire 285

CTO Hire Sales Hiring New CTO CTO 285

SaaStr

FEBRUARY 18, 2020

What makes a bad CTO? Is SaaS Sales really that lucrative? As the CEO of a startup, what should I tell my employees who keep asking for raises after they realized we just raised a new round of funding? (74k views). What were the signs you missed before you lost a major customer? (A A classic ) (72k views). 52k views).

Venture Capital 225

Venture Capital New CTO CTO Startup 225

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 182

Scale Sales Hiring Sales Recruiting Sales 182

SaaStr

SEPTEMBER 17, 2020

There was also a highly efficient inbound sales model. In fact, there is currently no field sales organization! If the PLG strategy is implemented well with a quick time to value, the cost of acquiring new customers and upselling the customers provides for a very efficient business model.”.

New CTO 215

New CTO CTO Benchmarks Consulting 215

SaaStr

NOVEMBER 29, 2020

But I forced us to hire him, over my CTO’s strong objection and my VPE’s grudging acknowledgment we had no choice. You have to try new things. Bob is a great VP of Marketing or Sales at Box or Salesforce or Netsuite or wherever. In my first start-up, there was one engineer we had no choice about.

Part-Time VPE 281

Part-Time VPE Sales Hiring CTO Hire Scale 281

SaaStr

NOVEMBER 11, 2022

They have service and all this, but the second cloud for them was sales. They wanted to sell the Amplitude product, I forget, to sales or somebody else, and that was their mistake. Jason Lemkin: I think I noticed a pattern, and I wrote it up a couple of years ago and refreshed it, and then I’ll add a new anecdote.

Outsourcing Services 186

Outsourcing Services Banking CTO Hire New CTO 186

Sales Hacker

FEBRUARY 17, 2021

analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. Playing the right roles.

Underperforming Technical Team 121

Underperforming Technical Team CTO Hire CTO Coach Technical Review 121

SaaStr

OCTOBER 24, 2022

Well, in the past several years, there’s been a tremendous number of companies that have built specifically for developers and use this as a way to get into these new markets, to displace incumbents and disrupt the competition. Bottom-up sales. You have the opportunity to upsell new features and capabilities to them.

Underperforming Technical Team 185

Underperforming Technical Team Outsourced Development Development Part-Time VPE 185

SaaStr

MARCH 17, 2019

Chief Customer Officers from Egnyte and New Relic will be leading sessions on scaling happy customers and winning the long-game in SaaS. Is Seed the New Series A? Founder’s Guide to Scaling Applications: When to Build, When to Buy…and What Breaks with Algolia Co-Founder and CTO Julien Lemoine. The Investors ?.

VP of Engineering 159

VP of Engineering Scale New CTO CTO 159

Valuize Consulting

OCTOBER 7, 2021

With global equations used to calculate investment-to-Revenue in traditional functions like Sales or Engineering , it’s often very straightforward to showcase the value and convince CFOs to invest in these organizations. NDR Efficiency: The New Customer Success Economics. These costs can be monetized or considered investments.

Customer Success 52

Customer Success New CTO Scale Headcount 52

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

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 144

Scale Sales Hiring Sales Recruiting Technical Advisors 144

User Pilot

JULY 27, 2023

Customer Onboarding Specialist: Responsible for helping new customers get up and running with the company’s products. For example, a startup might not need a sales manager or a fully-fledged sales team in its early days, but a UX designer is an absolute necessity. Average salary: $95,566/yr. Average salary: $46,035/yr.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

Frontegg

JANUARY 27, 2022

One such example is automatically shooting up an onboarding video for new customers. But the good news is that all cross-department actions can be automated with Webhooks. For example, when a new account is opened, you can automate a relevant CRM notification to the Sales and Marketing teams.

New CTO 98

New CTO SaaS Payment Features CTO 98

Baremetrics

DECEMBER 7, 2023

Benefits of using Expense Categories in SaaS The main expense categories for any SaaS company are: Cost of Revenue Research & Development Sales & Marketing General & Admin These four categories are the standard for describing costs and expenses of any SaaS company from Salesforce to Zoom to your startup. New Gross Margins?

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90