SaaStr

JUNE 7, 2023

It has now secured over $67M in funding and offers a robust platform for mid-market and SMB segments. Blosser comments, “The big thing I want to share with everyone is just stick with it if you feel like you have product-market fit. WorkRamp shifted its focus to a different segment –– the mid-market and SMB side.

Scale 204

Scale Scaling SMB Marketing 204

Tom Tunguz

OCTOBER 9, 2016

What are the attributes of the ideal SMB SaaS company, an entrepreneur asked me recently. There are product, marketing, and sales attributes to that ideal company that successful SaaS business have exemplified in the past. A beautifully designed, simple and elegant product is the first and most important thing.

SMB 100

SMB SaaS Education Acquisition 100

SaaStr

DECEMBER 27, 2023

Over time, they realized the product value was best spent with high-complexity organizations. They started via SMB and are now serving the Amazons of the world. When considering product market fit and seeing value back when Docebo got traction in 2012, they gave away a ton of value with ridiculously low ARR.

Sales Hiring 200

Sales Hiring Scale SMB Outsourced Development 200

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 Product. Head of Sales. Head of Marketing.

CTO Hire 246

CTO Hire Sales Hiring Sales Recruiting CTO 246

SaaStr

FEBRUARY 24, 2022

That’s Aaron Levie’s argument here: * Hire a great VP of Marketing with a strong SMB and growth background. They’ll know how to leverage sign-ups, free users, drip marketing, and in-app conversion to drive up your customer count. Hire a great VP of Sales that has worked in a “hybrid” self-serve and inside-sales environment.

Sales Hiring 227

Sales Hiring Scale SMB Acquisition 227

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. The sales cycle at this stage may be very short.

Scale 231

Scale Scaling Strategy Outbound Sales Team 231

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 228

Scale Sales Hiring Scaling Revenue 228

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? This stage includes companies with sales between $25M and $75M.

Scale 308

Scale Scaling Technical Review Systems Review 308

SaaStr

MARCH 29, 2020

They include: Auren Hoffman and Safegraph hiring 3 in sales and 5 in engineering. VP/Director of Sales at Chargebee. DocuSign is hiring for a Senior Director of SMB Marketing. Forager just closed a $10m round and is looking for a Director of Product in Chicago. Convertkit is also looking for a Director of Product.

Sales Hiring 244

Sales Hiring SaaS SMB Engineering 244

SaaStr

OCTOBER 11, 2023

You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. In retrospect, if they had an amazing salesperson that could sell a mediocre product, they might have got the wrong signal. But because people convert by themselves, it creates a healthy product market fit. They were wrong.

Scale 161

Scale Sales Hiring Scaling Banking 161

SaaStr

MARCH 19, 2021

I see this all the time in marketing hires that come out of non-demand gen roles. Sometimes a marketing lead with a corporate marketing or even product marketing background actually signs up for a lead or other commit. A head of sales that doesn’t recruit at least one strong rep in the first 90 days.

Sales Recruiting 322

Sales Recruiting Sales Hiring SMB Engineering 322

SaaStr

DECEMBER 3, 2021

9 SaaStr 150: Why New Qualified Leads Divided By Win Rate Is The Metric in SaaS, Why It Is Harder To Go Enterprise Down Than SMB Up & How To Create Engines of Growth Within Your Organization with Paul Albright, Former CRO @ Marketo. #8 1 SaaStr 221: HBS Sr. . #8 1 SaaStr 221: HBS Sr. . #6 1 SaaStr 221: HBS Sr. . #3

Scale 202

Scale Sales Hiring SMB Benchmarks 202

Intercom, Inc.

FEBRUARY 13, 2018

There are two truths about sales and product. One, salespeople hate when deals stall because their product is missing a vital feature. Two, product people hate building features no one uses. A strong sales and product feedback loop avoids both scenarios. How is your sales team segmented?

Scale 192

Scale Sales SMB Data 192

SaaStr

APRIL 14, 2023

When building a product, organizations are solving a specific need. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit. Enterprise will likely have a different problem set vs. an SMB. That’s a mistake. SE Asia, China, and other places.

Development Team Review 222

Development Team Review Technical Review Underperforming Technical Team SMB 222

Sales Hacker

APRIL 15, 2019

This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. David discusses his impressive career, beginning with a productive stint at LinkedIn, remarking on what special skills he has to maintain staying power and tenure amidst a fast-paced, ever-growing organization.

SMB 58

SMB Enterprise Scale VP of Engineering 58

SaaStr

SEPTEMBER 14, 2022

In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. This focus can be a risk because it is shrinking your market. “I Sales and marketing are still significant, but consider dedicating more research and design to the user experience.

Scale 216

Scale Venture Capital Sales Hiring SMB 216

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Scale 95

Scale Enterprise Marketing Sales 95

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.

VP of Engineering 111

VP of Engineering Sales Recruiting Scale Sales Hiring 111

SaaStr

FEBRUARY 14, 2023

For SMB-facing companies, over 110% should be your goal. If people love your products, they should stick with you. Incremental sales cost nothing and should have high gross profit margins in the 70-80% range, which is entirely unlike other types of businesses like services that bring in around 40-50%.

Metrics 212

Metrics Marketing SaaS SMB 212

SaaStr

FEBRUARY 8, 2019

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. How does one structure commissions for the sales team with that in mind?

Sales Hiring 113

Sales Hiring Scale Sales SMB 113

OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. I recently caught up with a founder I talked to last year who didn’t have the time (or desire) to deal with sales and wanted to hire someone to ‘”validate the market” for him. Let me be clear.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

Sales Hacker

FEBRUARY 13, 2020

In part two, we are going to look at 5 go-to-market prerequisites that you need to consider if your expedition into enterprise is going to be a success. Sales strategy. 1) Marketing: Does your marketing appeal to enterprise orgs? When you are selling to SMB and MM, you can get away with fairly lean marketing.

Sales Hiring 71

Sales Hiring Enterprise Technical Review SMB 71

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 134

Scale Sales Hiring Sales Recruiting Technical Advisors 134

OPEXEngine

MAY 18, 2021

SaaS metrics are viewed differently at different stages of growth and for different sales models, primarily whether a company is selling into an SMB or enterprise marketplace. The growth stages are defined as: Early Stage – Product/Market Fit Stage, . Growth Stage – Scaling the Business, and .

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

SaaStr

MAY 24, 2019

How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? How does the product and what you invest in proactively need to change as you move into enterprise? I had Jason VandeBoom of ActiveCampaign on the show, and he said SMB first works.

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Hacker

SEPTEMBER 22, 2023

Take a more hands-on approach to inside sales. Establishing an inside sales team can enhance freemium conversion rates for enterprise-level B2B products by focusing on identifying and directly engaging high-priority leads. That same user will not be able to purchase because of corporate policy on shadow I.T ( i.e

Enterprise 87

Enterprise Scale Generative AI SMB 87

SaaStr

MARCH 20, 2020

As for Rachel, prior to joining Pilot, she saw the hyper-growth of Slack firsthand enjoying a couple of different roles including Head of Growth Marketing and then also Head of Self Service and Platform Marketing. Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences.

SMB 177

SMB Scale Startup Marketplace as a Service 177

Tom Tunguz

OCTOBER 21, 2017

In 2012 ChiefMartec landscape counted 350 vendors selling to sales and marketing. This sea of SaaS startups have reshaped the market. Incumbent client/server technologies have lost their market dominance to new incumbents. Trades market size for better product market fit. Today, that figure is 5000.

SaaS 180

SaaS Venture Capital Finance Machine Learning 180

Sales Hacker

DECEMBER 29, 2023

Having sat through sales processes before, I can’t tell you the number of times I get “could we book a 15 minute intro call?” It does.” ( Sean Marshall – former Senior Vice President of Sales at Klaviyo). Being transparent with a prospect is somehow diminishing our ability to move a sales cycle forward.

Scale 71

Scale Sales Hiring AI Generative AI 71

OpenView Labs

JANUARY 12, 2022

Most software companies start with a product obsession. The early years are spent going deep on the product, the customer, and finding product market fit. Mid-market ? Mid-market ? Community versus Community ? For Stack, we did things completely the opposite,” says Prashanth. Enterprise versus Enterprise ?

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

SaaStr

OCTOBER 8, 2019

Typically founders are the first sales people. After all it’s likely they know the product the best, and they can use customer feedback to measure market fit. However, at some point a founder needs to hire a sales team. Want to see more content like this? Join us at SaaStr Annual 2020. Olof Mathe | CEO @ Mixmax.

Sales Hiring 125

Sales Hiring Scale Sales Interviewing 125

SaaStr

NOVEMBER 22, 2021

How do you have your community be an extension of your customer success team or even an extension of your sales force? Are you post product market fit? So how do you actually use your community to extend into that part of the funnel where you desperately need them as well? So let’s dive in.

B2C 280

B2C Scale Consulting Software Review 280

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? We actually can’t find product marketers full stop.

Sales Hiring 197

Sales Hiring Scale Leadership Technical Review 197

SaaStr

JANUARY 7, 2021

In this episode, David Skok , General Partner @ Matrix Partners , uncovers the crucial step missing when it comes to finding product-market fit for B2B companies, how to set-up your sales team for success early on, and what metrics really matter when it comes to a payback period. Romain Lapeyre is CEO of Gorgias.

Scale 246

Scale Sales Hiring Scaling B2B 246

Sales Hacker

APRIL 10, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. 5 Steps To Building Your Go To Market Strategy. 1) Across regions.

Strategy 72

Strategy SMB Outsourced Development Marketing 72

Sales Hacker

MAY 15, 2018

On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen.

Scale 65

Scale Sales Hiring Marketing Sales 65