SaaStr

MARCH 20, 2020

Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. 318: 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.

SMB 179

SMB Scale Startup Marketplace as a Service 179

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. SaaS is the subscription business. Building a great sales team: How Intercom fosters and maintains its sales culture.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Baremetrics

JANUARY 24, 2021

Anyone managing a SaaS or subscription business is aware of customer churn. This is when the good stuff starts to happen within a subscription business In this post I’m going to share the strategy and steps we followed to reduce our monthly customer churn by over 70%, and explain how we positioned Nudge Coach for efficient, long-term growth.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

Casey Accidental

NOVEMBER 13, 2019

Let’s break down these definitions so we know where we’re at: SAAS: software that businesses access online and purchase via a subscription e.g. Slack, Adobe, Atlassian. SAAS-like: any number of different models where a business sells software to businesses online, but does not charge via a subscription e.g. transactional or pre-revenue.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

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. A customer health score is a value that indicates the likelihood that a customer will renew their subscription or service with your company.

Software Review 96

Software Review Systems Review Scale Underperforming Technical Team 96

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I And it makes up for a lot of bad product experiences, right?

Scale 130

Scale Sales Payment Methods Merchant Services 130

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

Upscope

JANUARY 4, 2021

Intercom developed one of those typical guidance systems you see when you sign up to a new website. They want to understand the pricing, the team management options, the possible future cost and lots more. You could ask them to book a demo with your sales team and some people prefer that. What's my billing date?

Software Review 52

Software Review Systems Review Technical Review Scale 52

SaaStr

AUGUST 9, 2019

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. It’s not an SMB where you’re getting volumes of 100 a day. Missed the session? So it’s that.

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

FastSpring

JANUARY 27, 2022

Note: FastSpring offers advanced subscription management services that support free trials, monthly and annual paid plans, proration, discount management, and more. How Castos upsells subscription tiers. His podcast hosting company uses data analytics that looks at which users are most likely to grow out of their current subscriptions.

Merchant Services 118

Merchant Services Payment Services SaaS Payments Payment Solutions 118

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

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? I’ve heard so many good things from Kobie, now at Upfront, and then also the team at Openview. Andy MacMillan: I started my career in tech actually as a developer. How does one instil volume based pricing without disincentivizing usage? Andy MacMillan: Excellent.

Sales Hiring 196

Sales Hiring Scale Leadership Sales Enablement 196

Intercom, Inc.

NOVEMBER 21, 2019

In an era when more and more businesses adopt a subscription model, strong customer retention is the key to sustainable long-term growth and requires a laser-like focus. . Tara and her team used it to take a deep dive into the customer’s journey through the product and make a focused effort to truly understand each step along the way.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

FastSpring

DECEMBER 8, 2022

Note: FastSpring’s Revenue and Subscription Dashboards quickly show our customers where their revenue is coming from, the average order value or MRR per country, promotions performance per country, and more. “So I can see: is there an ecosystem around what’s happening that I can maybe try to tie into with my marketing?”

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

Sales Hacker

OCTOBER 15, 2018

If you missed episode 28, check it out here: PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan. Aircall is a phone system designed for the modern sales team. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth.

Customer Success 47

Customer Success Scale Underperforming Technical Team Retention 47

Point Nine Land

JUNE 18, 2023

Both can be used to report on customers, subscriptions, and revenue. 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. And both can be cohorted.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

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. Keep an eye out as we will be making regular updates.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

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. So, thanks.

Scale 211

Scale Sales Hiring Scaling VP of Engineering 211

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 158

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 158

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 220

Part-Time VPE Technical Cofounder CTO Hire New CTO 220

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

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. Without a sales development team, you can find yourself struggling when it comes to pipeline generation. The Four Costs of In-House Sales Development. Salary and benefits costs.

Outsourcing Services 75

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 75

Baremetrics

NOVEMBER 9, 2021

Develop a Full Marketing Strategy 2. Low churn allows recurring revenue to grow, improves growth rate, and reduces the risk of long-term value loss. SMB SaaS companies tend to have higher churn rates due to their lower demand and less sophisticated needs. Transferability 2. Sustainability 3. Protect Your Intellectual Property 3.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

Kellblog

FEBRUARY 2, 2023

Management teams should prepare themselves for activist investors and adapt their financial profile to keep valuations high. Companies who sell to SMB may see increased amounts of uncontrollable churn as customers cease operations. Frequent readers already know that Good Strategy, Bad Strategy is my favorite book on corporate strategy.

Software Review 120

Software Review Development Team Review Underperforming Technical Team Scale 120

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? I’m looking at it and I’m like, “Who’s got the Wall Street Journal subscription? Four, people in the sale? Jason Lemkin: None.

Merchant Services 177

Merchant Services Scale Sales Recruiting Sales 177

Intercom, Inc.

AUGUST 29, 2019

It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. How quickly you’re able to accelerate growth depends on your ability to build a nimble sales org and develop a strong sales strategy. These lay the foundation that enables your team to run as efficiently as possible.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

User Pilot

FEBRUARY 21, 2023

Product-led growth may be a bit of a buzzword, but achieving no-code growth is particularly important for SaaS companies with low ACV, freemium models, and generally those in the SMB sector. Appcues for no-code growth Appcues is another no-code user onboarding platform that helps non-technical teams track and analyze product usage.

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 52

Intercom, Inc.

JANUARY 23, 2020

The situations that portend failure are varied and unfortunately common – no product-market fit, no cash, bad product, burnout, to name just a few of the most obvious. Just look at subscription analytics startup ChartMogul whose brand and product are now a household name in the SaaS community. Poor marketing.

Underperforming Technical Team 183

Underperforming Technical Team Scale Payments Payment Services 183

SaaStr

SEPTEMBER 13, 2019

As for Allison, in her 5 years at Gainsight her list of achievements in endless from running all functions that drive value for Gainsight customers, now a 150 person team, to building out the corporate development function to being the right hand to the CEO. How can one approach setting up a services team for scale?

Engineering 26

Engineering Scale Underperforming Technical Team Customer Success 26

Sales Hacker

AUGUST 25, 2020

If you missed episode 123, check it out here: How to Go From a Transactional Model to a Subscription Model with Brandon Meyers. But Sapper Consulting has built REGIE to keep the promise of sales enablement and keep your team doing what they do best, which is winning. I was at one point running all of the East Account Management team.

Management 72

Management Sales Recruiting Sales Hiring Development Team Review 72

SaaStr

MARCH 13, 2020

315: Harry Hurst is the Co-Founder & Co-CEO @ Pipe, the startup that gives you control of your cash flow by giving you access to the full annual value of your monthly subscriptions, upfront. So at about 13, I set up an eBay business, and we actually used PayPal obviously to process all of the payments. I totally agree.

SaaS Payments 212

SaaS Payments Payment Methods Finance Payments 212