SaaStr

OCTOBER 5, 2022

Confluent’s President of Field Operations, Erica Schultz, explores different tactics businesses can employ to scale revenue and increase efficiency in the current macro environment. Another approach to scaling revenue involves accelerating the customer adoption and expansion phases. Align your customer and persona understanding.

VP of Engineering 209

VP of Engineering Scale Scaling Sales Hiring 209

Totango

OCTOBER 20, 2022

Hiring team members with the right customer success manager skills is critical for the effectiveness of your CS team and strategy. Here we’ve identified the 13 most essential qualities to consider when hiring a CS manager. What Skills Are Required for a Customer Success Manager? Persuasion Skills.

Sales Hiring 91

Sales Hiring Customer Success Sales Recruiting Technical Review 91

SaaStr

NOVEMBER 28, 2022

was pretty simplified, mostly made up of annual or monthly subscriptions. From 2010 until 2015, the SaaS world was becoming more complex with the introduction of static bundles and recurring revenue as an addition to the annual/monthly subscription model. Hire ahead of the curve. Hire for where you want to be.

Scale 211

Scale Finance Sales Hiring Scaling 211

SaaStr

JULY 23, 2021

Tolithia Kornweibel, Chief Revenue Officer @Gusto. Dave Walters, CTO, Hired. Christa Diaz, Senior Director, Customer Success, Hired. Amy Pisano, CRO, Hired. Suzanne Xie, Head of Invoicing @ Stripe. Rhonda SekaBuehler Senior Vice President of Global Sales Engineering @WalkMe. Zach Kitschke, CMO, Canva.

VP of Engineering 271

VP of Engineering New CTO CTO Hire Sales Hiring 271

SaaStr

SEPTEMBER 19, 2023

Some of the changes we’ve seen in the last year or two include: CAC reduction Headcount optimization Price complexity Quality of revenue A different environment means a different strategy, and Notion Capital lays out four business model changes that could be helpful based on what peers are doing. Strive for $150k of revenue per FTE.

Business Model 256

Business Model SaaS Payments Payments Headcount 256

Chart Mogul

SEPTEMBER 17, 2020

Monthly recurring revenue is one of the least exciting topics to take on in 2020. While I was researching this topic, I reached out to our Customer Success and Sales teams to see if many customers were coming to them with questions about MRR. MRR stands for Monthly recurring revenue. It is simple (to calculate).

Payments 145

Payments Revenue Payment Features SaaS Payments 145

SaaStr

JUNE 28, 2021

This usually doesn’t happen in the very early days, when you just have a few employees and almost no real marketing or sales expense. It’s just, to invest in sales and marketing now, and make those extra hires, the burn rate is growing even faster at 12% a month after $100k MRR. This sounds about right.

Sales Hiring 315

Sales Hiring Scale Payment Features Finance 315

SaaStr

MAY 23, 2022

Let go of your bottom 20% of sales reps, concentrate leads in the best reps. This always gives you both a top-line boost (the top reps close more per lead), and gives you room to hire more reps at the same budget (to replace the 20%). And make all your VPs accountable to it. They hire mediocre folks on their team.

Sales Hiring 286

Sales Hiring Management Airlines Venture Capital 286

Sales Hacker

JANUARY 22, 2020

If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. There’s a range of key skills that separate the best from the rest, and success belongs to companies who can identify and hire reps who have those precious skills. By mastering your sales interview questions.

Sales Hiring 77

Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 77

SaaStr

MAY 22, 2022

The #1 Mistake I See Founders Make When They Hire Their First VP of Sales. SaaStr 555: Secrets to Building a High-Performing Revenue Marketing Engine with Demandbase VP of Marketing Tracy Kraft. Unlocking Growth in the Internet Economy: a Perspective from Stripe Head of Invoicing, Suzanne Xie. That Matters More.

Scale 257

Scale Sales Hiring Payment Features Marketing 257

ChurnZero

JANUARY 24, 2022

Building a business from the ground up always has its challenges, but maintaining a subscription-based business can be particularly difficult due to its ongoing nature. One of the most effective ways to run a subscription-based business is through a customer-centric strategy. You might be wondering, what is customer centricity ?

Payment Features 98

Payment Features Subscription SaaS Payments Payment Services 98

SaaStr

MAY 15, 2022

A 4 Point Test To Know If You Are Ready to Hire BigCo Folks. SaaStr 555: Secrets to Building a High-Performing Revenue Marketing Engine with Demandbase VP of Marketing Tracy Kraft. Unlocking Growth in the Internet Economy: a Perspective from Stripe Head of Invoicing, Suzanne Xie. Where It Goes From Here. Is it Really ARR?

Scale 221

Scale Sales Hiring Payment Features Marketing 221

Sales Hacker

APRIL 25, 2019

My cost-conscious lens (plus our proven outbound sales program) has served my company, Leadium, well. I am passionate about helping small to medium-sized businesses (SMBs) accelerate their growth with outbound sales. The SMB Decision: In-House vs. Outsourced Sales Development. The Four Costs of In-House Sales Development.

Outsourcing Services 76

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 76

SaaStr

MARCH 9, 2022

During his SaaStr Annual presentation, Tom Clayton, CRO of Bill.com, shared his insights and advice for growing revenue streams to maximize business success. . Pursue Diverse Revenue Models. Sometimes, it takes innovative thinking to pull more revenue out of a current customer base or business model. The Five Key Growth Levers.

Revenue 248

Revenue Sales Hiring Leadership Scale 248

SaaStr

SEPTEMBER 24, 2021

Amy Appleyard, VP Sales @ VMWare. Michelle Benfer, VP, Head of North America Sales @ HubSpot. Jessica Weimer Vice President, Global Revenue Marketing @ Podium. Dave Walters, CTO @ Hired. Christa Diaz, Senior Director, Customer Success @ Hired. Suzanne Xie, Head of Invoicing @ Stripe.

VP of Engineering 270

VP of Engineering Technical Cofounder CTO Coach CTO Hire 270

SaaStr

AUGUST 7, 2021

Michelle Pietsch VP of Revenue @ Dooly. Devon Rutherford, Managed Services Program Manager & Pre-Sales Manager @ Leaseweb. Jules Costa, Content Manager @ BEE. Megan Gallagher, Revenue Enablement Manager @ WalkMe. Amy Appleyard, VP Sales @ VMWare. Dave Walters, CTO @ Hired.

VP of Engineering 263

VP of Engineering Technical Cofounder CTO Coach CTO Hire 263

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Hundred percent revenue retention, 200% revenue growth. Thirty, 50% revenue growth. How fast you’re growing revenue.

Scale 216

Scale Sales Hiring Revenue VP of Engineering 216

SaaStr

MARCH 17, 2020

Hired talked about how they’re giving companies unprecedented flexibility for tech hiring. Go to Hired’s website to learn more about their news. Predictable Revenue. Learn more about Predictable Revenue at their site. Zendesk updated the Zendesk Support Suite with the new Agent Workspace. SaaSOptics .

Sales Hiring 188

Sales Hiring Scale Payment Features Marketplace as a Service 188

SaaStr

JULY 15, 2022

Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. Jason Lemkin: I’ll answer it, but are you thinking more on sales or technology or broadly speaking in the question? That’s a great example.

Scale 248

Scale Outsourcing Services Sales Hiring VP of Engineering 248

Baremetrics

SEPTEMBER 22, 2021

Revenue and income are sometimes used synonymously in day-to-day conversation, however they are very different terms in business, and it is important to have a strong grasp of both. While revenue refers to all the money your company is bringing in through sales, income is the amount of money left over after your expenses have been paid.

Revenue 93

Revenue Scale Sales Hiring Subscription 93

SaaStr

DECEMBER 7, 2020

Atlassian and AWS, two of the greats, may hold a clue: Atlassian and AWS Say: “Maybe Worry a Little Bit” 4. “A Framework For Your First SaaS Sales Comp Plan” A SaaStr Classic, still going strong in 2020. A Framework For Your First SaaS Sales Comp Plan. What Makes a Great VP of Sales and How to Hire One.

Venture Capital 323

Venture Capital Sales Hiring AWS Cloud 323

ChurnZero

JANUARY 24, 2022

Building a business from the ground up always has its challenges, but maintaining a subscription-based business can be particularly difficult due to its ongoing nature. One of the most effective ways to run a subscription-based business is through a customer-centric strategy. You might be wondering, what is customer centricity ?

Payment Features 52

Payment Features Subscription SaaS Payments Payment Services 52

ChurnZero

JANUARY 24, 2022

Building a business from the ground up always has its challenges, but maintaining a subscription-based business can be particularly difficult due to its ongoing nature. One of the most effective ways to run a subscription-based business is through a customer-centric strategy. You might be wondering, what is customer centricity ?

Payment Features 52

Payment Features Subscription SaaS Payments Payment Services 52

Baremetrics

OCTOBER 20, 2021

Marginal revenue (MR) represents the increase in revenue from the sale of one additional product or service. Although marginal revenue can be constant over many units of output, the law of diminishing returns states that it will eventually decrease as the output level increases. Understanding marginal revenue.

Payments 104

Payments Revenue Payment Services SaaS Payments 104

OpenView Labs

OCTOBER 11, 2019

At Hired, we started out with a transactional model that was—at the time—a super disruptive approach and one of our key differentiators. After a few years, however, we realized that a subscription model would deliver more value for us and for our users. I’ve had roles in almost every function from sales to product to customer success.

Sales Hiring 40

Sales Hiring Part-Time VPE CTO Hire Technical Review 40

Andreessen Horowitz

APRIL 23, 2024

Whether it’s creating better tools to write code and test code, better tools for customers to engage with reps, better tools for sales teams to engage with their prospects, all those things are happening inside of Bill. One of the criticisms of SMB software is that each customer can only provide so much revenue.

Payments 98

Payments Forecasting Payment Services Payment Solutions 98

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

MARCH 15, 2024

His first company was Personify and he went on to be a VP of Developer Relations at Salesforce, then hire number 11 at Dropbox, CEO at Heroku, and an investor and on many boards before landing as the current CEO at Vimeo. How Does Vimeo Handle Long-Tail PLG vs. a Very Sales-Led Motion? This is how Adam ended up at Vimeo.

AI Search 235

AI Search SaaS Advertising Sales Hiring 235

User Pilot

JULY 27, 2023

Before hiring, assess your current needs and hire as your company grows. Account Managers: They serve as the lead point of contact for all customer account management matters. Before the hiring process, take some time to decide on your current needs and hire as your company grows.

Sales Hiring 96

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 96

Baremetrics

SEPTEMBER 10, 2021

Before we look at the promised SaaS revenue models, let’s get a couple definitions out of the way. We need to differentiate among three similar sounding but very different concepts: revenue stream, revenue model, and business model. Revenue stream: This is a single source of revenue for a company.

Payments 102

Payments SaaS Payments Revenue Payment Solutions 102

ChurnZero

JULY 2, 2021

Choosing between Net Revenue Retention (NRR) and Gross Revenue Retention (GRR) as your north-star growth metric isn’t an either-or question. In this article, you’ll learn: Differences between Net Revenue Retention, Gross Revenue Retention, and Customer Retention with definitions and examples.

Retention 97

Retention Revenue Sales Hiring Churn 97

SaaStr

FEBRUARY 16, 2019

Both of which require … invoicing. The invoice is sent out, and … the start-ups just … wait. And let me tell you, 50%+ of the time, those invoices don’t just pay themselves. What I see these days more and more is start-ups not paying attention to accounts receivable, invoicing, etc.

Sales Hiring 223

Sales Hiring Payment Features SaaS Payments Payment Solutions 223

Baremetrics

APRIL 27, 2021

Revenue forecasting models help you plan your next phase of growth. Financial models also help you plan how to pivot in response to certain scenarios, like a sudden drop-off in sales or an unexpected surge in demand. What is Revenue Forecasting? What is Revenue Forecasting? Ideally, data drives your revenue forecasts.

Forecasting 89

Forecasting Revenue Sales Hiring Outsourced Development 89

Clouded Judgement

JULY 21, 2023

They’re often rapidly hiring engineers (to build more features) and sales reps (to sell the product) in attempts to capture the majority of a market against their competition (both other startups and incumbents). Said another way, the revenue they bring in is less than the salary they’re paid. But this is ok!

Cloud 130

Cloud Software Sales Hiring Scale 130

SaaStr

AUGUST 19, 2022

Jason Lemkin: Actually more than that, 10X revenues, only growing 22%. ZoomInfo, which probably all of us at least know if we don’t use, grew 54% last quarter at over a billion in revenue. Grew 33% year over year at almost 800 million in revenue. So the new sales leader is trying to figure out, can we go further up market?

Scale 221

Scale Sales Hiring Scaling VP of Engineering 221

SaaStr

APRIL 7, 2022

We took the series A, interesting enough, the first executive hired by, thanks to the sales coaching, actually was marketing. Growth for us is about massive scaling and hiring. It took us having a very … we had to go, we make an investment, hire the right person, ex-Barclays CIO. The technology is perfected.

Sales Hiring 260

Sales Hiring Scale Sales Recruiting Outsourcing Services 260

Clouded Judgement

AUGUST 25, 2023

Klaviyo Overview From the S1 - “Klaviyo enables businesses to drive revenue growth by making it easy to bring their first-party data together and use it to create and deliver highly personalized consumer experiences across digital channels. The vast majority of our subscription plans today are monthly.

Benchmarks 246

Benchmarks Artificial Intelligence Data Software Review 246