SaaStr

SEPTEMBER 7, 2022

How do you build a sales organization from scratch? What about moving from founder-led sales to building a sales team and scaling your revenue growth? Build a predictable sales process. Before you hire your first sales reps, you need to have a justifiable reason to do so. Scraping LinkedIn.

Sales Hiring 246

Sales Hiring Scale Revenue Sales 246

SaaStr

JANUARY 24, 2022

Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. With early revenue, you start thinking about churn and scalability of every aspect of the business, including product, infrastructure, customer support, sales and marketing. Mistake #4: DIY Accounting.

Finance 326

Finance Outsourcing Services Systems Review Technical Review 326

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. From a Go-To-Market perspective, Zapier uses a hybrid model that involves a combination of freemium offerings, subscription plans, and partnerships. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led?

Scale 308

Scale Sales Hiring Sales Marketing 308

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 329

Venture Capital Sales Hiring AWS Cloud 329

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 246

Scale Finance Sales Hiring Scaling 246

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. Chargebee offers subscription billing and revenue operations for fast-growing B2B SaaS companies. Predictable Revenue. com/matched. ActiveCampaign . ProfitWell.

Sales Hiring 224

Sales Hiring Scale Payment Features Marketplace as a Service 224

SaaStr

DECEMBER 14, 2020

Folks churn out of their Verizon plan, their Netflix subscription, etc. In a low-end subscription model for a tool, not a solution (e.g., Yes, accounting will keep recognizing the revenue on an annual contract. Do monthly cross-functional (not just sales team) Lost Deals meetings. Hire more experienced talent.

Churn 362

Churn Sales Hiring Systems Review B2C 362

SaaStr

AUGUST 21, 2024

Shopify and Bill both also get the majority of their revenue from financial fees and transaction fees, not software subscriptions. Only Grew Sales & Marketing Expense 12%, and Cut R&D (Product + Engineering) and G&A Expenses Toast has gotten to profitability by truly holding the line on headcount and revenue expenses.

Scale 290

Scale Payment Methods SaaS Payments Payment Solutions 290

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 283

Scale Outsourcing Services Sales Hiring VP of Engineering 283

FastSpring

JANUARY 31, 2023

Paddle vs. FastSpring, this guide compares: What areas of the payment lifecycle each one provides a solution for (e.g., payment processing, gathering and remitting taxes, and subscription management) and what additional software you’ll need to add to your tech stack. B2B digital invoicing. Advanced fraud detection.

Payment Services 147

Payment Services Payment Methods Merchant Services Software Review 147

SaaStr

OCTOBER 5, 2022

Combining product-led growth (PLG) with enterprise sales is a multiplier effect. When engineered right, combining PLG motions with enterprise sales accelerates growth by engaging with different customers in precisely the way they want. Most companies, however, think they must choose between product-led and enterprise sales.

VP of Engineering 245

VP of Engineering Scale Scaling Sales Hiring 245

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Sign up for free.

Sales Hiring 197

Sales Hiring SMB Sales Recruiting Payment Methods 197

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 Sales Hiring 98

SaaStr

FEBRUARY 2, 2022

And yet since it often takes a few years to get there, decay also sets in: Often, only some of the sales reps can really sell. You don’t really hire the great VPs, and so leads stall. If you feel like you are behind hiring those key VPs, you are. The competition takes notice, and starts entering your space. Decay sets in.

Scale 272

Scale Sales Hiring B2C Mobile 272

SaaStr

APRIL 27, 2023

Organizations using Bob are able to accelerate hiring, retain the best talent, and elevate employee engagement. QuotaPath is the most adaptable compensation solution to bring Sales, RevOps, and Finance all on the same page. Spendflo offers the best buying, negotiation, renewal & tracking service for your SaaS subscriptions.

Cloud 256

Cloud Scale Startup Sales Hiring 256

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

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 98

Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 98

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play.

Scale 266

Scale Sales Hiring Scaling Revenue 266

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org.

Scale 288

Scale Sales Hiring Underperforming Technical Team Sales 288

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 96

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 96

Stax

APRIL 15, 2025

For subscription-based businesses achieving consistent and predictable revenue growth is the holy grail. In fact, monthly recurring revenue (MRR) is one of the most important metrics subscription businesses should be aware of. Talk to sales What is Monthly Recurring Revenue (MRR)? Let’s get started.

Payments 88

Payments SaaS Payments Revenue Payment Services 88

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 192

Merchant Services Technical Review Scale Sales Hiring 192

Stax

APRIL 10, 2025

Choosing to accept payment methods outside the preferences of your customers could mean losing business to competitors and getting it right will mean happy customers, increased revenues, and more sales opportunities. Its a good fit for payroll processing and large bill payments between B2B businesses.

Payment Methods 88

Payment Methods Payment Services SaaS Payments Payment Solutions 88

SaaStr

JANUARY 5, 2022

There’s no denying that renewals are the most important motion in SaaS and subscription. Every customer-facing team is on the renewals team: customer success, sales, product, customer support, marketing, and of course, renewals. Maximize and optimize for Account Executive productivity. That work is never done. Key takeaways.

Scale 291

Scale Scaling Sales Hiring Software Review 291

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 257

Sales Recruiting Sales Hiring Scale VP of Engineering 257

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

Clouded Judgement

JUNE 19, 2024

Sales Efficiency: Gross Margin Adjusted CAC Payback Demonstrating the ability to efficiently acquire customers is the fifth aspect of a successful quarter. In theory, any growth rate is possible with an unlimited budget to hire AEs. To calculate implied ARR I take the subscription revenue in a quarter and multiply it by 4.

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

Chart Mogul

SEPTEMBER 17, 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. Because MRR is based on subscriptions, it has a strong forward-looking element. Example: A customer pays $60 for an annual subscription. How do you calculate MRR?

Payments 145

Payments Revenue Payment Features SaaS Payments 145

Totango

DECEMBER 13, 2022

As subscription models and recurring revenue become the norm for both SMBs and enterprise solutions, customer success is becoming an essential part of businesses across the globe. Speaking of the team, hiring presents a great opportunity to reassess the skills and expertise that will help you meet your goals. Let’s get aligned.

Sales Hiring 99

Sales Hiring Sales Recruiting Scale Customer Success 99

FastSpring

DECEMBER 5, 2024

Setting up a web shop for players to buy subscriptions or in-game items outside of mobile app marketplaces is a great way to create additional revenue streams for your game while saving on steep marketplace fees. VAT and sales tax management, from calculating to collecting to remitting. Read more here. What About PSPs?

Payments 89

Payments Payment Services Merchant Services Payment Methods 89

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 97

Sales Hiring Customer Success Sales Recruiting Technical Review 97

Intercom, Inc.

FEBRUARY 11, 2020

3: Proactively monitor and manage value. By the time that a user has cancelled a subscription or stopped using your product, it’s always going to be an uphill battle to get them back. If your company has an account management team, this scorecard can form the basis for high-impact business reviews with customers.

Retention 282

Retention Sales Hiring Churn Onboarding 282

SaaStr

JULY 5, 2019

The Ultimate Guide to Scaling, Sales & Raising Capital (i.e., Important math and SaaS sales physics here to understand. #6. A look at what it takes to do enterprise SaaS sales at scale. #8. Why Your Cost of Sales Generally Doubles as You Scale. What Your First 100 Hires Will Look Like. More Than a Good Re p.

Sales Hiring 196

Sales Hiring Scale Venture Capital Acquisition 196

Stax

JUNE 3, 2025

Contact sales What is a SaaS Platform? SaaS operates on a subscription model, making it easier to manage cash flow and reduce upfront expenses. Invest in scalable sales and marketing channels Growth doesn’t mean doing everything at onceit means doing the right things at scale.

Payment Services 88

Payment Services DevOps as a Service SaaS Payments Payments 88

Clouded Judgement

AUGUST 25, 2023

We built an application layer on top of our data layer, which provides a comprehensive set of tools and features that enable our customers to easily turn consumer learnings into insights and actions to drive revenue growth without the need to hire sophisticated and expensive in-house engineers.

Benchmarks 246

Benchmarks Artificial Intelligence Data Software Review 246

SaaStr

MARCH 9, 2022

Some ideas Clayton shared included playing around with your pricing tiers and subscriptions, offering premium services, expanding into adjacent products, trying out transaction-based pricing, monetizing multiple sides of the market, and offering a white-label option for your product. Hire for Tomorrow, Not Today. Do Right By Customers.

Revenue 257

Revenue Sales Hiring Leadership Scale 257

SaaStr

JULY 30, 2023

MarTech stack and budget (always be on the lookout for cutting-edge platforms) A growth mindset Scalable, Low CAC Growth Strategies “One example that works well for sales-led SaaS businesses is outbound,” says Cabane. So when do you hire a growth team at an early-stage startup? And no, not your mother’s outbound.” Map it all out.

Scale 246

Scale Sales Hiring Banking AI 246