Baremetrics

NOVEMBER 9, 2021

Whether you created your SaaS product to help solve a problem you had or because you wanted some extra income, the truth is that your SaaS business is a valuable asset. Running a profitable SaaS business allows you to take control of your own schedule - some would even say your life! Develop a Full Marketing Strategy 2.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

OPEXEngine

JUNE 8, 2021

In the movie Glengarry Glen Ross, Blake, a successful salesperson, visits the real estate sales team and gives them a blistering motivational speech that has gone down in history as one of the best of all time. But in the world of enterprise SaaS, it’s not accurate. Enterprise SaaS, by definition, is also complex.

Enterprise 52

Enterprise Underperforming Technical Team SaaS Sales 52

Point Nine Land

JUNE 18, 2023

More than ten years later, cohort analyses have become an essential part of most SaaS companies’ toolkits. I have written this guide specifically for first-time SaaS founders with limited experience. This is why it’s so essential to use cohort analysis, especially in SaaS, where it’s all about retaining customers and revenue.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

SaaStr

DECEMBER 1, 2023

The last 18 months have seen the biggest changes in the VP of Sales in his SaaS career. We’re still learning what world we’re in — some people interview over Zoom, some are focused on how to build teams in the current age, and many are dealing with a weird overhang from the SaaS explosion of 2021, quiet quitting, layoffs, and team turnover.

Sales Hiring 148

Sales Hiring Sales Recruiting Sales Interviewing 148

Chart Mogul

SEPTEMBER 15, 2023

For years we have been reading and hand-picking the best SaaS blog posts to share with 24K+ SaaS Roundup subscribers. Subscriber or not, anyone who wants to increase their SaaS knowledge will benefit by reading the curated posts below. In all seriousness though, that’s kinda what Horizontal SaaS promises (or tries) to be.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

AUGUST 12, 2022

I think it’s a challenge to folks that think we are in some sort of terrible downturn for SaaS and cloud. While Azure and Google Cloud grew at record rates, Shopify for example, its SaaS business only grew 10% last quarter. Colin here, CEO of a startup, B2B SaaS, and raising a seed round right now. Take the meeting.

Scale 198

Scale SaaS Payments Scaling SaaS 198

SaaStr

JULY 12, 2022

Then, we have this community in SaaS — SaaStr. Generally, what happens is 95 percent of us SaaS founders, while we may have done some sales in our career, we’re not formally trained in sales. It’s pretty rare that a VP of sales comes out and founds his or her own SaaS company. I don’t want to do biotech.

Sales Hiring 261

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

Chart Mogul

MAY 30, 2019

Ingmar, our VP of Customer Success, and our support team cracked the code on first response time and measuring NPS. As we grow, we’re able to spend more time developing the proactive tiers of the pyramid without de-prioritizing a strong foundation of fast, helpful ticket replies and features that delight.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

FastSpring

JANUARY 27, 2022

Small tweaks to your SaaS billing practices can make a huge impact on the customer experience. For example, Jon Torres — a digital marketing consultant specializing in SaaS commerce — noticed that, for some of his clients, refund requests spiked around renewal time. “It 7 growth hacks from the SaaS experts. Learn more here.

Merchant Services 118

Merchant Services Payment Services SaaS Payments Payment Solutions 118

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. It’s an SMB SaaS company in the healthcare technology vertical. FULL TRANSCRIPT BELOW.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale Sales 261

SaaStr

AUGUST 19, 2022

But maybe in SaaS and B2B things are pretty good. This morning, a pretty slow growing player, Ping Identity, slow to move to SaaS, slow to move to the cloud, struggled in some ways to compete with Okta and others, was acquired for 2.3 Michiel Rauws (@michielrauws2): So, my question is, we’ve been scaling our SaaS business.

Scale 215

Scale Sales Hiring Scaling VP of Engineering 215

Casey Accidental

NOVEMBER 13, 2019

Founders have started reaching out asking for help converting their SAAS or SAAS-like business into a marketplace. Many of the terms we use to define businesses today are features of the business rather than an encompassing definition, like the words SAAS or platform, which makes them not very useful. 1 Saturated Growth in SAAS.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * Why does Travis believe that SaaS has upended the economic model but not the engagement model? We made every month.

Underperforming Technical Team 158

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 158

OpenView Labs

JANUARY 12, 2022

Take Stack Overflow , the world’s largest software developer network, community, and platform, serving close to 100 million monthly visitors. In fact, the team intentionally takes a non-dualistic approach that relies more on empathy, flexibility, and context than on the concept of right versus wrong. .

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

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

Kellblog

FEBRUARY 2, 2023

Management teams should prepare themselves for activist investors and adapt their financial profile to keep valuations high. SaaS sprawl. Per Statista , the average company uses over 100 SaaS apps and for many CFOs that’s too many. SaaS rationalization. Cledara, Vendr, Vertice) who work to reduce SaaS spend.

Software Review 120

Software Review Development Team Review Underperforming Technical Team Scale 120

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. 8 steps to develop a winning sales strategy.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

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

Sales Hacker

APRIL 1, 2021

A made-up role so companies can hire more people to tell sales how best to do their job.” — Jason Henson , Manager, SMB Sales Development at Lytx, Inc. . In bad times, the shield is wielded in exec / BOD meetings to obfuscate real data. A neutral team.” — Adithya Krishnaswamy , Head of Growth at Everstage.

Sales Recruiting 91

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 91

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 We’ve got a bunch of MBAs trying to build a SaaS business here. million in 2013 to $115.9 million in 2014.). It’s OK.

Part-Time VPE 224

Part-Time VPE Technical Cofounder CTO Hire New CTO 224

SaaStr

JUNE 28, 2019

Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS community and leading early-stage SaaS fund with investments in Automile, TalkDesk, Algolia and more. Since 2013 with their transition to SaaS have grown to more than $50 million in ARR in less than five years, while maintaining profitability. How do I increase them?

Outsourcing Services 115

Outsourcing Services Scale Sales Hiring SMB 115

FastSpring

DECEMBER 8, 2022

Highlights from Our Conversation Where Should SaaS Companies Localize [2 min clip] David walked through a step-by-step process to assess where SaaS and software companies should consider localizing. I’m EJ Brown, Senior Content Strategist at FastSpring, we help SaaS and software companies scale around the world.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

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. SaaS businesses are obsessed with renewing customers, so why wouldn’t they put the same effort into their employees? Putting people first.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Baremetrics

AUGUST 29, 2021

Let’s say your ICP is a web developer running a startup on the East Coast. This will result in poor open and response rates. These inflection points in a business usually generate new needs (and spending capacity) for monitoring services and other SaaS infrastructure. We recommend starting with LinkedIn’s own Sales Navigator.

Scale 97

Scale Startup Sales Hiring Sales 97

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! Let’s synergize our teams to create a streamlined approach that leverages our core competencies.

Sales Hiring 125

Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

Sales Hacker

AUGUST 26, 2021

That’s how my friend Stacey describes the way sales compensation plans have changed over the last 15 years of her SaaS career. All additional clauses in your plan were probably introduced because of a bad past incident by a rep. Companies have a lot of reasons like a history of bad customers, bad sales, etc.

Software Review 95

Software Review Compensation Payment Features Underperforming Technical Team 95

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. In Today’s Episode We Discuss: * How did Jeppe make his way into the world of startups and SaaS with his becoming CFO @ Tradeshift? Why did Jeppe decide to focus on SMBs from Day 1?

Scale 121

Scale SaaS Payments SMB Sales Hiring 121

SaaStr

JULY 30, 2020

In Today’s Episode We Discuss: * How Pete made his way into the world of SaaS and how he came to be one of the leading figures on sales operations and management that he is today. * What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? Which is not great for your SaaS metrics.

Part-Time VPE 201

Part-Time VPE Scale Sales Recruiting Sales Hiring 201

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? In terms of timing, how should entrepreneurs think about whether to start at SMB and move to enterprise or start enterprise and move to SMB?

VP of Engineering 132

VP of Engineering CTO Hire Technical Review Sales Hiring 132

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? How does this change when selling to SMBs vs enterprise? * I’d been ignoring them.

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

SaaStr

MARCH 20, 2020

Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. 318: 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.

SMB 180

SMB Scale Startup Marketplace as a Service 180

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. There are very few power couples in SaaS, but today we have one rising fast.

Scale 166

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 166

Baremetrics

JANUARY 24, 2021

Anyone managing a SaaS or subscription business is aware of customer churn. The benchmark customer churn for SaaS for SMBs is 5%. Transitioning to SaaS On January 1st 2020, we transitioned the company out of a strategic partnership (we were operating the platform under a non SaaS business model!).

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

SaaStr

JULY 29, 2022

Jason Lemkin: One is, how do you penetrate tiny SMBs that aren’t Googling, searching, that don’t have time, and two, how do you subsidize hardware costs in SaaS? Subsidizing a little bit of hardware in the early days of SaaS isn’t that big deal. First of all, let’s flip the two points you asked.

Scale 220

Scale Scaling Sales Hiring Enterprise 220

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. What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? First, what is continuous customer development?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

SaaStr

JANUARY 28, 2020

And then, we ripped it out and Aaron went and talked to some of the top SaaS companies from today and added the case studies. Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. This is the best of times in SaaS, right? We wrote a book together. Aaron : Yeah. Maria : Yeah.

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