Sales Hacker

APRIL 1, 2021

We’ve heard from some of our community members that they feel like Revenue Operations has been severely misunderstood. Watch this video if you: Never want to misunderstand Revenue Operations again. Everybody wants one, but not everybody knows how to set one up.” — Feras Abdel , Senior Director of Revenue Operations at Outreach.

Sales Recruiting 91

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 91

Sales Hacker

JULY 21, 2021

But that doesn’t mean they’re all bad. A strategy is how a team plans to reach their overarching goals and all of the steps to get there. Managers can energize the whole team by helping secure some quick wins. “Hi! ABS boosts customer loyalty, and if done right, is a proven strategy to increase revenue. “We

Sales Hiring 125

Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

Sales Hacker

AUGUST 26, 2021

All additional clauses in your plan were probably introduced because of a bad past incident by a rep. The industry ranges are around six to nine months for MM/Enterprise sales and three to five months for SMB sales businesses. Revenue vs. non-revenue goals. The OTE is of very little use if your comp plan is messed up.

Software Review 95

Software Review Compensation Payment Features Underperforming Technical Team 95

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. As for Andrew, he started his first software development company at the age of 18 and has been running Wrike for the last 13 years alongside advisory roles with both Ditto and Appulate.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

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. Building a great sales team: How Intercom fosters and maintains its sales culture. Onboarding, but make it remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

FastSpring

DECEMBER 7, 2023

As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. “This is everyday for me, so I love talking about it,” says Carl Hargreaves about mergers and acquisitions.

Software Review 136

Software Review Technical Review Development Team Review Branding 136

Totango

JULY 8, 2021

To move away from this pattern, we suggest organizations put in place an early customer warning system that enables their customer success team focus on proactive customer retention. We find this solution works best for teams operating in a high- to medium-touch engagement model. How to Build An Early Customer Warning System.

Systems Review 65

Systems Review Underperforming Technical Team Payment Features Churn 65

Intercom, Inc.

MAY 13, 2021

Few people have more experience with this move than Linda Lin , Director of Customer Success at the revenue intelligence platform Gong. Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? So as Lauren sort of alluded to, we started by focusing on SMB’s. Today we’ll be talking about five ways to effectively move up market.

Underperforming Technical Team 155

Underperforming Technical Team Sales Hiring compliance SMB 155

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? Does it have to be tied to a number related to revenue? I met my wife in sales boot camp.

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

Casey Accidental

NOVEMBER 13, 2019

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. Developer platform: a business where developers can build businesses on top of the business’s software and charge customers. Slack, Adobe, Atlassian.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

Baremetrics

JANUARY 24, 2021

A year earlier we’d launched the MVP of the model allowing SMB customers to input a credit card to get access to the platform, but we hadn’t had a chance to dedicate time or resources to optimizing a proper SaaS onboarding funnel. This means that our revenue churn was very low. We saw this as a big missed opportunity.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

Sales Hacker

OCTOBER 9, 2019

The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force. In many SMB companies, the business owner wears many hats, one of which happens to be the sales manager. I was one of the few who made this transition successfully, eventually developing into a top producing sales manager as well.

Sales Hiring 68

Sales Hiring Leadership Management Sales 68

CustomerSuccessBox

OCTOBER 5, 2021

Achieving a 125% increase in ARR (Annual Recurring Revenue) is not an easy task. as these are crucial to improve your revenue), and try not to skip any point. Know your North Star KPI Setting up CS team as per those KPI Choose the right CS tool Track, Measure, Improve and build collaborative teams. Be in that 10%!

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

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. Another example is creating a health score based on tiered implementation: SMB onboarding versus Enterprise onboarding.

Software Review 96

Software Review Systems Review Scale Underperforming Technical Team 96

SaaStr

JANUARY 28, 2020

Aaron Ross | CEO @ Predictable Revenue. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. If something bad happens, you’re going to have to cut your burn, probably. Join us at SaaStr Annual 2020. FULL TRANSCRIPT BELOW.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

AUGUST 16, 2019

During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. As a manager observing their team, what are signs that an individual is burning out? What actions and communications must they adopt to ensure that this feeling of culture over performance is accepted by the team?

Scale 140

Scale Underperforming Technical Team Sales Hiring Interviewing 140

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? What questions reveal the most?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

ChurnZero

OCTOBER 15, 2021

Net Revenue Retention (NRR) is an overnight sensation that’s been years in the making. During one of our BIG RYG Hyper-Workshops on budgeting for Customer Success headcount, Kristen Hayer of The Success League, framed this shift by explaining that as a CS leader, you’re not running a happiness team, you’re running a revenue team.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

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

Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Andreessen Horowitz

OCTOBER 16, 2023

Bansal shares this and other key milestones and frameworks for company building in conversation with a16z general partner Peter Levine; enterprise deal team partner Satish Talluri (who was a director of product and growth operations there); and Sonal Chokshi. Jyoti: And some of it you can also break into, say, revenue goals.

Product Marketing 81

Product Marketing Scale Sales Hiring Sales Recruiting 81

Sales Hacker

OCTOBER 16, 2020

And finding time is tough compared to an SMB executive. The days of leveraging someone’s college, hometown, favorite sports team, etc., Within a 10-K you can look at fascinating revenue numbers, company initiatives, industry trends, and other wonderful nuggets of information that you can use for prospect personalization.

Enterprise 104

Enterprise Payment Methods Payment Services Sales Hiring 104

SaaStr

OCTOBER 26, 2023

In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy. Does Greenhouse want to capture these people with just a few million or even less in revenue so they stay for life?

Sales Hiring 214

Sales Hiring AI SMB Scale 214

SaaStr

JULY 12, 2022

Make the revenue recur, I’m interested. up that is sub one million in recurring revenue? I’ve got 5,000 people on it, but I’m only doing $10,000 a month in revenue. Then, once you’ve got something, ideally, at least, maybe a million in revenue, a million?and?a?half, That’s my background.

Sales Hiring 261

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 261

SaaStr

AUGUST 9, 2019

What ratio of revenue is healthy for professional services to account for? 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. What should they look for in those reps?

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

Sales Hacker

MARCH 18, 2019

And: “Our team has been A/B testing a statistically significant sample of subject lines and now we not only know which is the best, but we can tell you why…”. I wouldn’t be surprised if the Sales Development leaders of the future will be called “Sales Scientists” – you heard it here first. Why is this a good thing for sales?

Technical Review 68

Technical Review Scale Sales Underperforming Technical Team 68

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. I think it’s a really staggering stat.

Cloud 100

Cloud Scale AWS Machine Learning 100

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

SaaStr

SEPTEMBER 4, 2020

I’ve been in software since the ’90s and for over 20 years, nearly that entire time, we’ve been talking about digital transformation, developing strategies, architecting new technologies, and moving beyond digitization to rethinking our businesses, our products, and our services in a way that’s optimized for a digital world.

Scale 158

Scale Underperforming Technical Team Sales Hiring Branding 158

The Marketing & Growth Hacking Publication

APRIL 8, 2019

How much revenue can you generate? Internal Team: Hire your own Sales Development Rep (SDR) team that is 100% dedicated to outbound prospecting. Pros: No one will know your “stuff” better than internal people, it’s the best long-term solution for most companies, and begins your sales Farm Team.

Outsourcing Services 40

Outsourcing Services Outsourced Development Sales Hiring Sales Recruiting 40

Sales Hacker

SEPTEMBER 30, 2019

How to transition between sales engineering to managing revenue. Vikas’ Journey from Sales Engineer to Managing a BD Team (22:20). Today, we’ve got Vikas Bhambri, the head of revenue, in many senses, for the company Kustomer. Vikas’ background is sales engineering as a path into sales and revenue leadership.

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

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 200

Sales Hiring Scale Leadership Sales Enablement 200

SaaStr

AUGUST 8, 2019

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. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. Want to see more content like this?

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

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

AUGUST 8, 2019

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. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. Want to see more content like this?

Sales Recruiting 108

Sales Recruiting SMB Scale Sales Hiring 108

Intercom, Inc.

NOVEMBER 21, 2019

Our Director of Content, John Collins , recently spoke with Tara and learned how the Jobs-to-be-Done methodology helped Sprout Social completely revise its customer journey, which ultimately increased the company’s net revenue retention. . But, ultimately both teams have a shared end goal: increasing revenue.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34