SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR.

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Scale Sales Hiring Scaling Outsourced Development 254

SaaStr

FEBRUARY 18, 2022

Sales-driven SaaS startups end up with about half their headcount in sales and marketing. Sales doesn't. One thing that sneaks up on you in SaaS is just how many sales, marketing and revenue professionals you are going to need: First it sneaks up on you in the early days because the initial tiny team become so efficient.

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Scale Sales Hiring Scaling Headcount 348

SaaStr

MAY 17, 2021

Q: What are the most common mistakes founders make hiring their first real sales teams? Later, once you have a real sales leader on board, she may hire folks you personally wouldn’t buy from. But it won’t work out while you are Interim VP of Sales. A little more here: The 48 Types of VP Sales. Too Few Leads Per Reps.

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Scale Sales Hiring Scaling Sales 258

Predictable Revenue

OCTOBER 28, 2021

Nadja Brow, founder of The Doyenne Agency, joined us to explain why hiring a sales trainer instead of a sales manager will help you scale your sales organization faster. The post Why Hiring a Sales Trainer Will Help You Scale Faster appeared first on Predictable Revenue.

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Sales Hiring Scale Scaling Sales 265

Predictable Revenue

OCTOBER 12, 2023

Collin Stewart sat down with John Eitel, Chief Sales Officer at Demandbase to navigate the complex terrain of entering a new market. The post Scaling the Unscalable with John Eitel appeared first on Predictable Revenue.

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Scale Scaling Revenue Sales 130

SaaStr

OCTOBER 5, 2022

Confluent’s President of Field Operations, Erica Schultz, explores different tactics businesses can employ to scale revenue and increase efficiency in the current macro environment. As you look to scale your business and make your processes more efficient, it’s essential to foster a shared understanding of who your target customer is.

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VP of Engineering Scale Scaling Sales Hiring 216

Predictable Revenue

JANUARY 11, 2024

In the latest episode of the Predictable Revenue Podcast, Colin Stewart dives into a conversation with Saravana Kumar, from Kovai.co. The post Scaling from Startup to Success with Saravana Kumar appeared first on Predictable Revenue.

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Scale Scaling Startup Revenue 130

SaaStr

DECEMBER 30, 2022

DigitalOcean has done that and grown beyond $150M in revenue in Q3 2022. Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, joined us at SaaStr Scale to discuss how businesses can serve SMBs and still bring in large numbers of revenue. . Self-serve vs. sales-driven product experience.

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Scale Scaling Revenue Enterprise 217

Predictable Revenue

AUGUST 12, 2021

Nick Casale, Director of Commercial Sales at Sendoso, talks about the distinct chapters in Sendoso’s growth, the different strategies, focus, and mindsed, marked by revenue intervals of $0-1m, $1-10m interval, and $10-20m+. The post Lessons from scaling 0-1M, 1-10M, and 10-20M+ appeared first on Predictable Revenue.

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Scale Scaling Strategy Revenue 306

SaaStr

NOVEMBER 28, 2022

Dear SaaStr: What Are Some Signs That Your SaaS Marketing Programs Won’t Scale Well? Most SaaS companies, once they have a mini-brand, start to get some amount of organic, “free” leads. Paid lead services at $100 a lead? Adwords at $5 a click, and $1000 an effective lead? Let me dig in a bit.

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Scale Scaling Marketing SaaS 243

Tom Tunguz

JUNE 20, 2020

This post is part of a series leading up to SaaS Office GTM Edition on June 24 in which we’re reviewing the results of the 2020 Redpoint GTM survey. Today, we’re answering the question: how do teams grow as a startup scales? The median startup with between 1-5M in ARR will have 12 engineers, 6 in sales and 3 in marketing.

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Scale Scaling Sales Hiring Software Review 353

SaaStr

DECEMBER 11, 2020

And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel. By doing so effectively, you can unlock a path to scaling profits. A delicate balance for the Modern ISV. Diminishing profit margins.

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Scale Scaling Marketplace as a Service Cloud 286

SaaStr

JANUARY 21, 2022

You might feel confused about where to begin, how to scale up, which mistakes you should avoid, and things you should consider before expanding. Now, let’s look at ten learnings that Dorian gathered while scaling Grammarly from a Consumer to an Enterprise brand with B2B offerings. Enter your email below for the latest SaaStr updates.

Scale 225

Scale SMB Enterprise Sales Hiring 225

SaaStr

MAY 5, 2022

What are some of the foundational ways sales leaders can think about building their sales teams as their company continues to expand and grow? There’s no shortage of ways to tackle this challenge, but one thing is clear: build sales teams thoughtfully and intentionally. With scale, though, these priorities can change.

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Scale Sales Hiring Scaling Sales 233

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.

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Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

NOVEMBER 25, 2022

Scale-ups are exciting. Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. On top of considerable dedication, creating a scale-up requires a functional edge—a unique and unreplicable capability compared to the players in the industry.

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Scale Scaling Marketplace as a Service Entrepreneurship 243

SaaStr

DECEMBER 15, 2021

SaaStr Scale 2021 is starting soon. 7:00 AM (40 MINS) – Product-led Growth: How to Execute Across the Full Funnel (and Mistakes We Made) with Reprise’s VP of Marketing and VP of Sales. 8:00 AM (50 MIN) – The Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal. LIVE TODAY!

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Scale VP of Engineering Scaling SMB 248

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. A data-driven framework for scaling. Mark’s latest ebook, The Science of Scaling , outlines a precise framework for success.

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Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

OCTOBER 11, 2023

Monday has gone from $7m in 2017 to over $700m in revenue today, showcasing the sheer power of compounding revenue. Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Big Brain was an internal tool to track revenue, marketing expenses, and usage of the product.

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Scale Sales Hiring Scaling Banking 169

Predictable Revenue

MARCH 13, 2020

Sarah Hicks has been crushing quota over the past couple of months, by reverse-engineering Becc Holland's personalization at scale approach to fit her own method. The post How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks appeared first on Predictable Revenue.

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Scale Scaling Engagement Engineering 194

Predictable Revenue

AUGUST 2, 2022

Jordan Crawford joins the Predictable Revenue podcast to discuss how to use data and research to improve your sales development prospecting process. The post How To Find Companies At Scale The Exact Moment They Need You appeared first on Predictable Revenue.

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Scale Scaling Development Revenue 147

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

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Scale Sales Hiring Sales Marketing 286

SaaStr

NOVEMBER 24, 2020

Check out the low down on our sponsors for SaaStr Scale who are helping to make this event happen. Grab your seat for their 12:30 PM PST workshop on Scaling with Speed: How to Streamline Your Revenue Operations with Conga. Listen to The 3 Secrets to Unlocking Revenue Through Customer Trust with GuideCX on December 9 at 8 AM PST.

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Scale Scaling Outsourced Development compliance 268

SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

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Scale Sales Hiring Technical Advisors Scaling 250

SaaStr

OCTOBER 17, 2023

If you’ve raised venture capital, you know net revenue retention is important. PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Your selling team will 3x, and sales will become codified.

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Scale Sales Hiring Customer Success Scaling 169

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. 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. Era 2, SaaS 2.0: Era 3, SaaS 3.0:

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Scale Finance Sales Hiring Scaling 219

SaaStr

DECEMBER 15, 2022

So we’ve got all the amazing sessions from 2022 SaaStr Scale up on YouTube here ! “3 Lessons from Building a Marketing Engine to Grow Pipeline from Millions to Billions with Samsara’s CMO” A great session on marketing at scale, across multiple products — with ton of great Q&A at the end. #2.

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Scale Scaling Engineering Acquisition 200

SaaStr

JANUARY 6, 2021

How do you scale a company based that can be collaborative for everyone in your org — from finance to marketing? Ultimately, they developed a more hybrid sales approach because there are good parts to each experience. Lastly, as a platform business, he had to avoid the temptation to optimize visible, short-term metrics such as revenue.

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Scale Software Review Scaling Sales Hiring 220

SaaStr

APRIL 4, 2023

How CAC targets drive GTM strategies: If Your CAC Target Is Low You’ll likely focus on small-to-medium businesses and use tools like inbound sales and low-touch or no-touch self-service. The sales cycle at this stage may be very short. The sales cycle will be slightly longer at this stage. But over time, things change.

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Scale Strategy Scaling Outbound Sales Team 240

SaaStr

JULY 22, 2019

SaaStr Scale, our one day, San Francisco based event. The Playbook To… Hear from different revenue leaders on the playbooks to revenue growth, scaling, building better teams and more. The Playbook to Building a Thriving Sales Culture with PatientPop SVP of Sales Justin Welsh.

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Scale Sales Recruiting Scaling Sales Hiring 187

SaaStr

JULY 13, 2022

First, you hire your sales team. Finally, growth occurs when sales, product, and marketing can come together. Co-founder and CEO of Insider , Hande Cilingir, talks about what it takes to write a successful revenue growth story. Call their previous employers and find out whether your prospective hire was hitting their quotas.

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Scale Sales Hiring Revenue Marketplace as a Service 245

Predictable Revenue

MARCH 16, 2021

Scaling your business internationally is no easy feat. The post How B2B Companies Can Leverage Channel Partners To Scale Up Their Sales Internationally appeared first on Predictable Revenue. It requires a dedicated team that is in sync with each other and your customers. Here are some tips on how to do it!

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Scale B2B Scaling Sales 179

Totango

JUNE 8, 2022

Recurring revenue models have taken over the world. Organizations who are proficient in scaling their recurring revenue models are what we at Totango like to call “customer success pacesetters.” In this article, we’ll discuss four key takeaways from their discussion and be sure to check out the full webinar below. .

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Scale Scaling Revenue Customer Success 88

SaaStr

JULY 5, 2022

Usage was there, but revenue wasn’t tracking the usage growth. By moving from Freemium to “Contact Me” only (albeit with transparent pricing), sales went way, way up. He got into conversations with top prospects, and got them to buy bigger, better editions. Competes with sales’ desire for Urgency.

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Scale Sales Engineering Acquisition 312

SaaStr

NOVEMBER 3, 2021

Hey SaaStr Community, T oday we’re officially launching signups to our final digital, mega-event of the year: SaaStr Scale 2021 , streaming live on Wednesday, December 15th. . Speaking on all things sales and marketing are: CEO of $15B+ Gitlab. VPS of WalkMe. and much, much more!! and much more! Sign up here. .

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Scale Scaling Revenue Sales 262