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. They’re growing even faster at scale. This is rare.

Scale 257

Scale CTO Hire New CTO CTO 257

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? The first 2 scaled reps you hire that hit plan (some may churn before then) get special training. They get CTO training.

Scale 335

Scale CTO Hire Sales Hiring New CTO 335

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. The Accelerators ??. appeared first on SaaStr.

New CTO 100

New CTO CTO Scale Engineering 100

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. “The Secrets Behind Creating Scalable Products with Box’s CEO” Always insightful when Aaron Levie joins! #6.

Scale 231

Scale New CTO CTO B2C 231

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. Dale Chang, Operations Partner @ Scale Venture Partners (panel). Josh Reeves, CEO & Co-Founder @ Gusto.

CTO 200

CTO Scale New CTO AWS 200

SaaStr

JULY 14, 2022

Fast forward to today, and there is an amazing amount of B2B-centric content out there, and many others have put together amazing events around the hard-learned lessons of scaling revenue and scaling SaaS companies. 2017 The Third SaaStr Annual: Scale Together. 2018 The Fourth SaaStr Annual: Learn and Scale Together.

Scale 272

Scale Sales Recruiting CTO Hire New CTO 272

SaaStr

MAY 3, 2021

In the past, we’ve touched on several different ideas to help you scale, to do Even Better: Imagine capital doesn’t matter. A new edition, new services, an outbound sales team, an account management / upsell team. A new edition, new services, an outbound sales team, an account management / upsell team.

Part-Time VPE 272

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 272

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. Dale Chang, Operations Partner @ Scale Venture Partners (panel). Josh Reeves, CEO & Co-Founder @ Gusto.

New CTO 178

New CTO Scale CTO AWS 178

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 340

Payment Solutions Payments New CTO Payment Services 340

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. Once you approach Initial Scale, it’s worth at least considering bring on some strategic debt if not equity.

Part-Time VPE 258

Part-Time VPE Sales Recruiting Sales Hiring Scale 258

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 171

Merchant Services Scale Technical Review Sales Hiring 171

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 171

Scale Sales Hiring Sales Recruiting Sales 171

SaaStr

NOVEMBER 29, 2020

He was literally the only person on the planet with the specific scaling experience we needed. But I forced us to hire him, over my CTO’s strong objection and my VPE’s grudging acknowledgment we had no choice. It did work — we got the scaling done. You have to try new things. Everyone hated him.

Part-Time VPE 273

Part-Time VPE Sales Hiring CTO Hire Scale 273

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 261

Scale New CTO CTO Acquisition 261

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? These sessions are going to give you unique insight from founders that are in the trenches when it comes to scaling. The Investors ?. funder Harry Stebbings.

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VP of Engineering Scale New CTO CTO 152

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.”.

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New CTO CTO Benchmarks Consulting 204

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 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

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. How are you scaling your team ? What are your CSM ratios?

Customer Success 52

Customer Success New CTO Scale Headcount 52

SaaStr

OCTOBER 24, 2022

WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products. Bottom-up sales. Doing Business with Developers. Developers hate opaque pricing.

Underperforming Technical Team 173

Underperforming Technical Team Outsourced Development Development Part-Time VPE 173

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

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?

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New CTO Scale Sales Hiring AWS 242

Intercom, Inc.

FEBRUARY 22, 2022

As we scale, we’re working with larger mid-market and enterprise customers with more complex needs and specifications. The overlap and synergies between these teams means we can use automation to efficiently solve problems at scale while remaining lean. . Evolving security landscape.

Data 118

Data compliance Technical Review CTO Hire 118

Hitenism

NOVEMBER 7, 2016

In a Quora thread , Ian McAllister, Director of Airbnb and former GM of Amazon describes the process: “ For new initiatives a product manager typically starts by writing an internal press release announcing the finished product. Working backwards isn’t a silver bullet that guarantees you success on the scale of AWS.

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AWS New CTO Scale CTO 189

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

FastSpring

DECEMBER 22, 2020

With this new investment, we are already increasing our pace of innovation and have a very exciting roadmap of things to come over the next 12 months. As the worlds of sales rep driven commerce and ecommerce converge, the acquisition of SalesRight will help us create a leading solution to enable this trend.

Payment Methods 87

Payment Methods Payment Services Payment Solutions Payments 87

OPEXEngine

AUGUST 23, 2022

Advances in automation and new engineering techniques are enabling faster development cycles, raising expectations for ROI from the R&D function. A view of new revenue for every R&D dollar invested further reinforced the correlation of R&D investment to growth. . Source: 2022 OPEXEngine BenchmarkEngine™. Financial KPIs.

Outsourcing Services 59

Outsourcing Services Technical Review CTO Coach Software Review 59

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. And the same customer challenges that we were being presented, which was: How do you scale? In the last two years there have been so many new services around security, around machine learning that literally did not exist.

Cloud 168

Cloud Scale Trends Machine Learning 168

Intercom, Inc.

JANUARY 5, 2022

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. This is Scale , Intercom’s podcast series on driving business growth through customer relationships. Liam: The whole area is a new space. Scaling security as a startup.

Scale 211

Scale compliance Software Review Technical Review 211

Frontegg

OCTOBER 14, 2020

Frontegg provides a set of pre-built, essential SaaS product capabilities that easily integrate within any new or existing SaaS application. Before AWS, engineering teams had to scale their own infrastructure. Before Kubernetes, DevOps teams were confined to assembling their own container orchestration and management solutions.

DevOps as a Service 52

DevOps as a Service K8S orchestration (Kubernetes) Innovation New CTO 52

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 161

Scale Enterprise Scaling Sales Hiring 161

Tom Tunguz

NOVEMBER 18, 2015

Last night, SaaS Office Hours hosted Optimizely co-founder and CTO Pete Koomen. As soon as you become good at a job - sales, product, marketing - you know enough to hire the person to replace you. It’s the only way to scale the business. Second, you must fire yourself way before you think you do.

CTO Coach 102

CTO Coach Sales Hiring CTO Hire Startup 102

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. Q: When is the Right Time to Hire a VP of Sales?

Scale 232

Scale Sales Hiring AI Sales Recruiting 232

Chart Mogul

MARCH 5, 2019

As sales increase, customer segments become increasingly apparent and merchants must understand their customers to scale effectively. “Segmentation gets people to make decisions” Travis Logan, CTO & Co-Founder, Justuno. This allows you to send more relevant email marketing to those new visitors after they opt-in.

Merchant Services 73

Merchant Services Scale New CTO CTO 73

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? At what scale does that become impossible? With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene.

Sales Hiring 131

Sales Hiring Scale Outsourcing Services CTO Hire 131

Point Nine Land

SEPTEMBER 7, 2021

There are several reasons for this line of thought: The US is by far the largest market, it’s relatively homogenous (compared with Europe), and it’s where you’ll find most early adopters of new technology. So the thinking is that whoever wins in the US will be able to get big much faster and can eventually use that scale to conquer Europe.

Venture Capital 52

Venture Capital New CTO Scale CTO 52

ProfitWell

DECEMBER 6, 2019

That’s what David Apple—customer success and sales guru at Notion— is asking. On a global scale, on average, product marketers with strong leadership support earn almost $13k more a year than those without. What’s the return on investment of your mom? What about the ROI of spending time with your family, friends, or kids?

Scale 43

Scale CTO Hire Sales Hiring New CTO 43