Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. What does this mean for product design and product management? the night before it was to IPO).

Product Marketing 75

Product Marketing Scale Sales Hiring Sales Recruiting 75

SaaStr

DECEMBER 4, 2021

The sales landscape has evolved rapidly in recent years as buyers grow more independent and inclined to research before they buy. This means the customer relationship is the defining factor in a sale. As Sloan puts it, “Selling as a thing isn’t going away, but it’s changing…it’s not about the sale, it’s about the relationship.

Scale 259

Scale Sales Hiring Social Media Technology 259

Intercom, Inc.

SEPTEMBER 1, 2021

That’s why some of Intercom’s first marketing hires were product marketers and why we’ve had a “seat at the table” from the early days of the company. . Product marketing looks different in every company, but one common trend is that many product marketing managers (PMMs) feel undervalued.

Product Marketing 138

Product Marketing Marketing Sales Hiring Scale 138

SaaStr

FEBRUARY 7, 2023

with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them. Straight from a SaaS CCO with Yellow.ai’s CCO with Shekar Murthy, Chief Customer Officer at Yellow.ai

VP of Engineering 240

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 240

Hull

JANUARY 30, 2020

The problem every sales, marketing & customer-facing team has - the data you need in one tool is usually in another. Customer data integration is the process of syncing the data you need about any website visitor, lead, customer, account - any person or any company that has ever interacted with your brand or product - into these tools.

Scale 75

Scale Scaling Data Technical Review 75

SaaSX

NOVEMBER 14, 2021

Some founders are able to launch a product and get a bit of early traction without sales or marketing. The first is if there is incredible product-market fit and some virality or network effect built into the product itself. Fundamentals of Building a Successful Sales-Led Machine.

Scale 52

Scale Marketing Sales Recruiting Benchmarks 52

Sales Hacker

AUGUST 12, 2021

When the selling is good, it’s all about scaling, but when there’s less margin for error, it’s easier to pinpoint where your organization isn’t up to snuff and make improvements. Do your sales reps know who they’re supposed to be targeting? Involving decision-makers is a major part of successful sales. Equally as important?

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

SaaStr

JANUARY 10, 2024

At different stages, the Marketing department of your org and your company may be focused on different initiatives to try to meet a mutual outcome. “Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. They needed to move quickly.

Sales Hiring 245

Sales Hiring Scale Technical Review Leadership 245

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? Like how did it impact how you think about operating and leading today?

Sales Hiring 196

Sales Hiring Scale Leadership Technical Review 196

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

OpenView Labs

FEBRUARY 2, 2021

The report’s authors already laid out how to get back to hyper-growth , and their article inspired me to share my predictions for 2021’s most important product marketing trends: 1. More SaaS companies will adopt product-led growth. In turn, people get to experience your product as they read or watch your content.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

Sales Hacker

JULY 17, 2018

On episode 16 of the Sales Hacker podcast, we speak with Amit Bendov , CEO and Co-Founder at Gong.io about how to scale a tech startup in 2018. He walks us through the inside story of how he developed the idea for Gong — the market testing and market feedback he used to design and refine the product.

Scale 52

Scale Sales Hiring Scaling Social Media 52

Tom Tunguz

MARCH 3, 2020

You might score each on a 1 to 10 scale. Product Marketing is the starting point for marketing. It includes: market intelligence: what are your competitors doing? sales enablement: how strong are the materials sales teams use to pitch? Let’s walk through each quickly.

Underperforming Technical Team 290

Underperforming Technical Team Marketing Scale Social Media 290

OpenView Labs

SEPTEMBER 22, 2021

“Good VCs try to learn from their failures and apply lessons from bad outcomes to future investments, but they will still be extra cautious and put you under a higher level of scrutiny, which, more often than not, leads to passing.” Customers and prospects are lazy,” says Itxaso. It’s all about nailing product-market fit.

Technical Review 73

Technical Review Scale Development Team Review Software Review 73

SaaStr

NOVEMBER 16, 2021

David’s first foray into SaaS was in 1999 when he joined a startup that would become PayPal, starting as the product leader and later as the COO. In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales. Head of Marketing. VP Sales (45 Employees).

CTO Hire 245

CTO Hire Sales Hiring Sales Recruiting CTO 245

Sales Hacker

MAY 26, 2021

There are many moving parts in a successful sales organization. If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Why do we need Sales Operations? Average sales cycle duration.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

SaaStr

OCTOBER 22, 2020

388: Ryan Carlson is the CMO @ Okta, the leading independent provider of identity for the enterprise. As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now.

Sales Hiring 165

Sales Hiring Scale Interviewing Technical Review 165

SaaStr

JUNE 3, 2020

Michael Katz is the Founder & CEO @ mParticle, the customer data platform for brands leading the customer data revolution with clients from Airbnb to Spotify to Postmates. How does this hire correlate to your hiring in sales enablement? How does Mike make sales data really actionable within the company?

Sales Hiring 173

Sales Hiring Scale Technical Advisors Systems Review 173

OpenView Labs

MARCH 10, 2019

I’m not saying that sales teams aren’t important. We know that in order for companies to be successful, every department, including sales, needs to be highly-functional and supported (more importantly) to execute on the goals the company has set out to achieve. The Origins of Product-Market Fit. Let’s dive in.

Scale 65

Scale Sales Hiring Sales Education 65

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. And the same customer challenges that we were being presented, which was: How do you scale? So one trend is just containers, Kubernetes and how that auto scales in a very seamless way wherever you are.

Cloud 167

Cloud Scale Trends Machine Learning 167

Hitenism

JANUARY 16, 2017

In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Reduce sales ramp time by 30-50% via sales enablement. Double down on marketing to widen our lead flow to lower cost per acq.

Scale 147

Scale Venture Capital SaaS Headcount 147

Intercom, Inc.

FEBRUARY 1, 2018

I recently hosted Rachel on our podcast to learn why Slack needed to invest in growth marketing, what her team prioritized first, how they’ve partnered with Slack’s rapidly scaling sales team, and more. Adam: Rachel, you’re leading growth marketing at one of the fastest growing software companies of this generation.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. Google, Apple and HubSpot are just three examples of industry-leading companies which use mental models to aid quick decision-making. Again, it was an easy to use model which scaled effective decision-making.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Meghan Gill | VP of Sales Ops @ MongoDB. All right everyone, thank you so much for joining us today for our panel on how to design a sales comp plan to get you to 100 million dollars. FULL TRANSCRIPT BELOW.

Sales Recruiting 130

Sales Recruiting Sales Hiring Scale Sales 130

Tom Tunguz

OCTOBER 21, 2014

Bottom of the funnel content focused on a specific features in the product that would trigger a conversion to paid event. Creating content at scale is challenging. In addition, content is the second largest marketing team at Zendesk. Product Marketing. Lifecycle Nuturing. It’s plain to see why.

Scale 193

Scale Marketing Growth Hacking SaaS 193

SaaStr

JUNE 10, 2020

Second, product market fit. Product market fit matters more than ever and technology is what’s going to get us out of this, the understanding of data and getting the insights and how fast we move in tech. And he said, “Product and engineering are going to build this weekend. Meagen, sales.

Travel 173

Travel Marketing Scale Outsourcing Services 173

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. What were Steve’s biggest takeaways from seeing the hyper-scaling at AppDynamics? What works? billion acquisition.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

User Pilot

JUNE 13, 2022

We covered the best blogs on SaaS growth, product marketing , UX analytics, venture capital, and sales. The Userpilot blog provides well-researched, in-depth articles on user onboarding, product growth, product growth, user experience, and so much more. Product -led growth blog. Product marketing.

Venture Capital 52

Venture Capital SaaS Data Scale 52

Sales Hacker

JULY 18, 2022

This piece looks at how to harness the power of sales automation for customer retention with 5 ready-made, templated processes , and 5 best practices to consider on your automation journey. EXAMPLE: A customer moves into the ‘Won’ stage of our sales pipeline. Automate these 5 processes to boost customer retention. Use Outreach?

Payment Services 76

Payment Services Churn Payment Methods Payment Solutions 76

Sales Hacker

MAY 8, 2018

On this episode of the Sales Hacker podcast, we talk with Marc Jacobs , SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a sales coaching culture. Building an interview process that leads to good performance and cultural fit. What You’ll Learn.

Sales Hiring 44

Sales Hiring Scale Management Sales 44

SaaStr

SEPTEMBER 18, 2020

So number six, thinking you’re getting away with under investing in management, up scaling in HR. ” You can invest in managerial talent along the way, and it scales the company. You don’t really do it, but it goes through your mind because you’re the VP of sales and marketing and product.

Sales Hiring 243

Sales Hiring CTO Hire Scale Investment 243

Intercom, Inc.

JANUARY 31, 2019

Intercom’s own Des Traynor, Paul Adams and Emmet Connolly on aligning product and sales. Salesloft CMO Sydney Sloan on aligning sales, marketing and support. The people who would talk virtually with their customers instead of field salespeople, which is a sector of sales that is in decline.

Underperforming Technical Team 165

Underperforming Technical Team Scale Benchmarks Sales 165

Sales Hacker

DECEMBER 1, 2020

Subscribe to the Sales Hacker Podcast. A career marketer’s advantage in growing holistic revenue [17:54]. Jake is an interesting guy with a lot of really interesting ideas about brands and about scaling organizations. He talks about the journey of a marketer leading the entire revenue function on the path to CEO.

VP of Engineering 63

VP of Engineering Branding Scale Marketing 63

OpenView Labs

FEBRUARY 27, 2019

Building Your Foundation: Product Market Fit and Pricing. When I started out, I spent quite a bit of time in tech sales before transitioning into a product manager role. This led me to focus my work more around early product market fit, which is such a crucial thing for any SaaS company to nail down.

Technical Review 73

Technical Review Pricing Data Marketing 73

Sales Hacker

SEPTEMBER 22, 2020

Today, in addition to having worked at Nuance Communications, Tom is leading a $250 million business as the chief revenue officer at iCIMS. Today, in addition to having worked at Nuance Communications, Tom is leading a $250 million business as the chief revenue officer at iCIMS. Sales enablement is easy, right?

Scale 69

Scale Development Team Review Sales Hiring Leadership 69

Sales Hacker

SEPTEMBER 15, 2020

Today on the show, we’ve got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Today on the show, we’ve got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. We’re on iTunes.

Leadership 63

Leadership Payments Scale Payment Methods 63

Intercom, Inc.

JULY 5, 2018

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. His time at the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers.

Sales Hiring 171

Sales Hiring Technical Review Development Team Review Scale 171