SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Steve has previously said, “Sales and marketing must be one team.” What works? billion acquisition.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. By the time he left to join Google Cloud as EMEA VP of Operations and Customer Growth, Salesforce had around 17 billion dollars in revenue and almost 50,000 employees.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. Which cost us $6000 and within a couple years drove more than $64 million in net new revenue. It works really well.

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

SaaStr

NOVEMBER 2, 2019

Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

User Pilot

FEBRUARY 9, 2023

TL;DR Product optimization is a process of improving aspects of the product, like the UI, in small increments to better satisfy user needs and deliver on business goals. The process of product optimization starts with goal setting , like improving usability. Do we want to add value to the product?

Management 94

Management Sales Recruiting User Experience Customer Lifetime Value 94

Natalia Luneva

NOVEMBER 24, 2021

We found out that there is a lot of content surrounding product-market fit, there is also a lot of content around a company doing an IPO and the founder reflecting on the journey. We have seen that there is not a lot information on the stage of going from $1million – $25million ARR (annual recurring revenue).

Scale 52

Scale Scaling Sales Recruiting SaaS 52

User Pilot

JUNE 28, 2023

Introducing core features, driving user activation, and maximizing retention rates after the user onboarding experience will all impact the user journey moving forward. Stripo offers a pre-sign up interactive demo that brings prospects to their ‘Aha’ moment before they even create an account.

Onboarding 87

Onboarding SaaS Payments Payment Services Payment Solutions 87

OpenView Labs

JANUARY 25, 2022

If a user does see value on their first day, they’re far more likely to become a paid customer and share your product with others, compared to if they don’t. Improvements to new user activation tends to improve all downstream KPIs: free-to-paid conversion, retention, net expansion, CAC payback, NPS, etc. We’ve all been there.

Onboarding 76

Onboarding Sales Recruiting Software Interviewing 76

SaaStr

MAY 24, 2019

I was personally responsible for my action, to any concurrent projects on the delivery side, I was responsible for managing digital marketing, recruiting. That’s an amazing revenue opportunity. And so, it’s all incremental investments, incremental risk, so it can get your product very far.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

The Angel VC

AUGUST 10, 2011

One could almost say that CAC and CLTV are for a SaaS company what wholesale price and sales price are for a retailer. Just like a merchant needs to buy products and sell them at a higher price, a SaaS business needs to acquire customers at costs that are lower than the customers' lifetime value. along the way.

Sales Recruiting 155

Sales Recruiting Startup Customer Lifetime Value SaaS 155

ProfitWell

DECEMBER 10, 2019

When companies put paid programs in place, everything changes—fostering a brand new revenue stream that they can use to invest in new customer-centric ideas. With this pay-for-loyalty model, “Instead of talking about margins and mark-ups,” Tien points out, retailers are “talking about membership churn and retention. Email Address Play.

Sales Recruiting 41

Sales Recruiting Subscription Payment Features Onboarding 41

SmartKarrot

FEBRUARY 15, 2023

A varied set of remote-first employees should be recruited, trained, and given opportunity for ongoing growth and professional development. developing your product expertise and improving your customer education methods. developing your product expertise and improving your customer education methods.

Technical Review 19

Technical Review Customer Success Development Team Review Systems Review 19

SmartKarrot

APRIL 6, 2022

Work with the VP of Customer Success to drive customer success annual planning, including determining account segmentation, organizational design, account coverage, and capacity model. Effectively partner across sales, product, and marketing teams. Role: Customer Success Manager. Apply here: [link].

Customer Success 19

Customer Success Sales Recruiting Customer Lifetime Value Onboarding 19

SmartKarrot

OCTOBER 25, 2021

Build the process of working with SheerID’s largest customers and partner with Sales in developing a roadmap for revenue growth and retention. Partner with EMEA Sales Leadership to develop the plan for Customer Success expansion into that region.

Customer Success 19

Customer Success Sales Recruiting Software Review Onboarding 19

SmartKarrot

OCTOBER 7, 2021

Influence customer future lifetime value through high product adoption, customer satisfaction, and overall customer health. Identify cross-sell and upsell opportunities in order to maximize revenue from existing customers. Collaborate with Sales on large-scale enterprise renewals in your portfolio. Apply here: [link].

Customer Success 19

Customer Success Sales Recruiting Scale User Experience 19

SaaStr

JULY 1, 2021

Dropbox just hit one billion dollars in annual revenue. I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps. If they’re saying, “Hey, this thing in recruiting is really messed up.

VP of Engineering 253

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 253

User Pilot

MARCH 21, 2024

Creating customer profiles helps you better understand your target audience, enabling you to attract more product-qualified leads , provide personalized customer service , and drive retention. Repeated engagement, fostered by these personalized experiences, encourages product adoption and significantly boosts retention rates.

Sales Recruiting 104

Sales Recruiting Underperforming Technical Team Interviewing Social Media 104

SmartKarrot

JUNE 16, 2021

Role: Customer Success Director Location: Waltham, MA, US Organization: Evolv Technology As a Customer Success Director, you will attract, hire, coach, and retain the highest quality customer success managers. Increase overall customer lifetime value through higher product adoption, usage, customer satisfaction and overall health scores.

Customer Success 10

Customer Success Sales Recruiting Sales Hiring Technical Review 10

Sales Hacker

MAY 28, 2019

SaaStock is a gathering of SaaS Sales Leaders, Founders, VCs, and anybody passionate about building a SaaS business. And make sure you’re following Sales Hacker on Instagram , Twitter , and LinkedIn. So how do you design a go-to-market strategy that ensures product-market fit stays strong?

Sales Recruiting 12

Sales Recruiting Sales Hiring Scale Sales 12

User Pilot

JULY 22, 2023

In this guide, we’re going to show you how a land and expand strategy can help you grow your revenue generation from existing clients by deploying a foot-in-the-door approach with your sales team! Prioritize user adoption, set customer success goals, and collect feedback to keep retention rates high.

Strategy 84

Strategy Sales Recruiting Customer Success Acquisition 84

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Thirty, 50% revenue growth.

Scale 207

Scale Sales Hiring Revenue VP of Engineering 207

SmartKarrot

JULY 27, 2021

Role: Head of Customer Success Location: San Francisco, CA, US Organization: Turn/River Capital As a Head of Customer Success, you will work with the leadership teams at 2 to 3 of the Turn/River portfolio companies to develop and implement retention and growth strategies and build operational best practices. Apply here: [link].

Development Team Review 10

Development Team Review Technical Review Customer Success Systems Review 10

SaaStr

APRIL 30, 2022

Average Revenue per Customer. They love consuming SaaS products not because of the billing model, but because of the delivery model. And basically SaaS revenue models is just magical for investors and for businesses. And you can basically predict revenue ahead of time and therefore raise money early on to grow even faster.

SaaS Payments 229

SaaS Payments Metrics Payment Methods Scale 229

Intercom, Inc.

APRIL 25, 2019

In general, growth is a good problem to have – it means you’ve found some measure of product market fit and you’re generating real revenue from active users. Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

Intercom, Inc.

JUNE 3, 2021

It may take a bit of a leap of faith to invest in a differentiation strategy that won’t immediately translate into ROI, especially in a pandemic, but you can’t sacrifice innovation and sustainability for short-term revenue. The only challenge there is your recruiting capacity, right? So you can hire more and hire faster.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services 173

Merchant Services Scale Sales Recruiting Sales 173

SaaStr

MARCH 1, 2019

What were the findings on what good looks like when it comes to logo retention? What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process? * Where should the responsibility for upsell lie, customer success or sales? Tom Tunguz: Yeah.

Scale 114

Scale SMB Sales Recruiting Sales Hiring 114

ChurnZero

APRIL 27, 2021

A: Grotech is an early-stage investor so many of our companies have only modest revenue at the time we invest, and they are typically still working to tease apart their go-to-market motion. We certainly look at retention and net retention, though many of our companies have very few renewal cycles to evaluate at the time we invest.

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

SmartKarrot

JULY 20, 2022

Apply here: [link] Role: Head of Customer Success Location: Remote, United States Organization: Vanta As a Head of Customer Success, you will drive top-notch customer health metrics, resulting in best-in-class rates of retention and expansion via improvements to existing and brand new, systems. Apply here: [link].

Customer Success 3

Customer Success Merchant Services Sales Recruiting Outsourced Development 3

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

APRIL 3, 2020

In Today’s Episode We Discuss: * How Anthony made his way into the world of SaaS starting in the sales team at Box and how that led to his entering the world of marketing and creating the customer success category. * Does Anthony believe that all marketing has to be tied to a number directly related to revenue? *

Sales Recruiting 173

Sales Recruiting Sales Hiring Scale Branding 173

SmartKarrot

MAY 9, 2022

Create and execute a talent strategy that recruits, onboards, and develops diverse talent. Create end-user engagement and education strategy that results in achieving product/solution adoption goals. Represent the voice of the customer to provide input into every core product, marketing, and sales process.

Customer Success 3

Customer Success Sales Recruiting Systems Review Onboarding 3

SaaStr

MARCH 6, 2020

To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. It was about 1100 employees [inaudible 00:02:03] million in revenue. This episode is sponsored by TaxJar.

Scale 214

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 214

SaaStr

SEPTEMBER 13, 2020

If you look at the IAS vendors, they passed $130 billion revenue milestone this year. What that does is not only did it accelerate the top line revenue for Shopify, but it dramatically opened up their total addressable market on a revenue basis. . This is really founder-led sales. It is staggering.

Sales Hiring 153

Sales Hiring Scale Payments Cloud 153

Intercom, Inc.

JULY 19, 2021

What’s more, Forrester’s study, Drive Conversational Experiences For A Future-Ready Customer Support Strategy , revealed how conversational support can fuel customer retention and business growth across the entire business. Teams that benefit: Sales, marketing. Teams that benefit: Sales, marketing, customer success.

Underperforming Technical Team 129

Underperforming Technical Team Scale Sales Hiring Sales Recruiting 129

ProfitWell

DECEMBER 4, 2019

And with the field having undergone a couple of “ knockout expansion years ,” with more revenue pouring into SaaS than ever, it has never been a better time for a young SaaS company. Recurring payments take the form of monthly recurring revenue, otherwise known as MRR. Heightened customer retention. Consistent updates.

Business Model 54

Business Model SaaS Payments Payment Methods Payments 54

Brian Balfour

OCTOBER 13, 2017

This post is the HubSpot Sales case study that illustrates the concepts of the 4-Fits Framework, a 5 post series in which I explain the four frameworks you need to align to grow to a $100M+ company. In this post, I will walk you through how we laid the foundation for the HubSpot Sales product and set it on course towards that $100M goal.

Sales Recruiting 111

Sales Recruiting Software Review Growth Hacking Retention 111