CustomerSuccessBox

OCTOBER 5, 2021

Know your North Star KPI Setting up CS team as per those KPI Choose the right CS tool Track, Measure, Improve and build collaborative teams. Onboarding stage- it makes sense to identify how many people churned out. If you’ve customers churning out at the onboarding stage itself, you know what is the issue that needs to be fixed.

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

ChurnZero

JUNE 11, 2021

Customer health scores give Customer Success teams a deep understanding of a customer’s health and are a leading indicator that there may be an issue with an account or customer. Another example is creating a health score based on tiered implementation: SMB onboarding versus Enterprise onboarding.

Software Review 96

Software Review Systems Review Scale Underperforming Technical Team 96

Sales Hacker

APRIL 21, 2020

In my experience, getting caught up in shiny objects (like great numbers) during the hiring process is a straight line to Disasterville, and when the cost of a bad hire is painfully significant , it pays to take a measured approach. Also: What are the top performers in my current team doing? This is a team effort.

Sales Hiring 95

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 95

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? So as Lauren sort of alluded to, we started by focusing on SMB’s. Today we’ll be talking about five ways to effectively move up market.

Underperforming Technical Team 161

Underperforming Technical Team Sales Hiring compliance SMB 161

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? What questions reveal the most?

Scale 134

Scale SaaS Payments Sales Recruiting Payment Services 134

SaaStr

AUGUST 9, 2019

What is the right way for startup founders to address sales rep onboarding? Here’s what Eyal and Megan talk about: How to develop software faster. But I think what it boils down to is also how newer technology is being developed and the ability for it to inter-operate with other platforms. What is a good payback period?

SaaS Payments 139

SaaS Payments Cloud Technical Review Scale 139

Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them. Short on time?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. Want to see more content like this?

Sales Recruiting 110

Sales Recruiting SMB Scale Sales Hiring 110

Upscope

JANUARY 4, 2021

What's even more interesting is how bots are starting to integrate with on-page onboarding and guidance systems to show the customer how to do something. Intercom developed one of those typical guidance systems you see when you sign up to a new website. You could ask them to book a demo with your sales team and some people prefer that.

Software Review 52

Software Review Systems Review Technical Review Scale 52

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. Want to see more content like this?

Sales Recruiting 111

Sales Recruiting SMB Scale Sales Hiring 111

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

The Marketing & Growth Hacking Publication

APRIL 8, 2019

Internal Team: Hire your own Sales Development Rep (SDR) team that is 100% dedicated to outbound prospecting. Pros: No one will know your “stuff” better than internal people, it’s the best long-term solution for most companies, and begins your sales Farm Team. You build a team of four Outbound SDRs.

Outsourcing Services 40

Outsourcing Services Outsourced Development Sales Hiring Sales Recruiting 40

SaaStr

AUGUST 19, 2022

And also on the side, doing a strategy of pure, just changing our ICP and fully picking it and making it super narrow and super focused, and having 25% of the team doing that. And 75% of the team continuing business as usual. No one has an engineering team with the time to build anything. Jason Lemkin: Yep. Kunal Sharma: Yeah.

Scale 217

Scale Sales Hiring Scaling VP of Engineering 217

SaaStr

JULY 30, 2020

How do the best onboard their sales reps? How can sales calls be used for new rep onboarding? What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? We only have an engineering team.” Lots of learnings.

Part-Time VPE 208

Part-Time VPE Scale Sales Recruiting Sales Hiring 208

Chart Mogul

SEPTEMBER 15, 2023

We trust leaders to make decisions on what tools they need to get the most out of their teams. Guide to SaaS Revenue Recognition and Deferred Revenue in SaaS by Ben Murray, The SaaS CFO SaaS revenue recognition is an ongoing priority for SaaS accounting teams. This post describes my recommendations for SaaS board meetings.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * And even just that shift drove a lot of behavior change both with customers and internally with the teams.

Underperforming Technical Team 166

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 166

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. It’s an SMB SaaS company in the healthcare technology vertical. We’ll talk about some of the stuff that you do as you grow your team a little bit and then we’ll sort of wrap it up with some advanced stuff.

Sales Recruiting 260

Sales Recruiting Sales Hiring Scale Sales 260

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 Dharmesh : …said, “This is a very bad idea. million in 2013 to $115.9 million in 2014.). I said, “Holy crap.

Part-Time VPE 229

Part-Time VPE Technical Cofounder CTO Hire New CTO 229

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. And most of the people, the team was about 30 people, 15 of them had been there for four years or more.

Scale 175

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 175

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. When is the right time for founders to think about building out their first exec team? What is the optimal onboarding process for any new COO? Missed the session?

Sales Hiring 139

Sales Hiring Scale Technical Advisors Underperforming Technical Team 139

Point Nine Land

JUNE 18, 2023

You can also see right away that, for instance, month 5 was an unusually bad month for the April 2020 cohort. a churn or retention rate you’d be happy with), red for “bad” values, yellow for “OK”, and gradients for values in between. How can different teams use cohort analysis to make better decisions?

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. 8 steps to develop a winning sales strategy. But that threshold exists.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. We recently sat down with Maggie to chat about all things sales – from laying down a solid foundation to hiring the right people and, finally, scaling the team into hyper-growth. Look for the team players.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Joyce Johnson.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

FastSpring

JANUARY 27, 2022

This score then determines how we’ll manage the relationship through onboarding and customer success, including whether they need further education on the benefits of marketing attribution or more advanced advice on how else our product can bring operational and strategic improvements across their business.”.

Merchant Services 132

Merchant Services Payment Services SaaS Payments Payment Solutions 132

User Pilot

FEBRUARY 21, 2023

Or is there another in-app onboarding software that is superior than the two? Appcues is a no-code onboarding tool that allows you to publish in-app onboarding tours , announcements , and launch surveys. Nevertheless, Spekit focuses on employee onboarding rather than user onboarding.

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 52

Baremetrics

NOVEMBER 9, 2021

Develop a Full Marketing Strategy 2. SMB SaaS companies tend to have higher churn rates due to their lower demand and less sophisticated needs. High churn is understandable for newer startups, but it does indicate that a tool may be a poor market fit, have limited demand, or struggle to compete against similar products.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

SaaStr

AUGUST 15, 2020

Nick Mehta: Power of the developer, or the API economy, both of you play very much in both those trends. How do you help your team make that link to value? 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. Nick Mehta: Yeah.

Payment Methods 203

Payment Methods Merchant Services Scale Payments 203

User Pilot

FEBRUARY 21, 2023

Or is there another in-app onboarding software that is superior than the two? Nonetheless, Pendo is limited in terms of onboarding elements. It doesn’t have much room for customization without coding and you can’t customize onboarding elements to match your native theme.

Software Review 52

Software Review Technical Review Onboarding Underperforming Technical Team 52

Sales Hacker

SEPTEMBER 14, 2021

Who sales development should report to (spoiler: it’s marketing). Who should sales development report to? [15:20]. We talk about the history of marketing, who sales development should report to, all of it. I have about 140 folks and that includes the sales development reps. powered by Sounder. What You’ll Learn.

Sales Recruiting 81

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 81

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 185

Merchant Services Scale Sales Recruiting Sales 185

SaaStr

JULY 10, 2021

So let’s take a look back to a deep dive with the CEOs on what they learned building their first senior teams: ———-. As a founder/CEO, building your first management team is something that you often lose sleep over. What makes you feel that you need to level up your management, set up your first management team?

Sales Hiring 259

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 259

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. If you think of this from a market size standpoint, there’s often this debate, is that good or bad?

Sales Hiring 160

Sales Hiring Scale Payments Cloud 160

User Pilot

FEBRUARY 28, 2023

Or, is there a more appropriate in-app onboarding software available that would better suit your requirements? WalkMe is another tool for no-code growth that is better suited for employee onboarding. Which tool, UserGuiding or WalkMe, is more suitable for achieving no-code growth?

Software Review 52

Software Review Technical Review Onboarding Outsourced Development 52

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? What changes? * Missed the session?

Scale 127

Scale SaaS Payments SMB Sales Hiring 127