Intercom, Inc.

NOVEMBER 3, 2022

Scaling a support team is challenging enough as it is. You’re investing resources in hiring and training the right people, tracking different metrics at different stages, adding more and more complexity with each increase in headcount, use cases, and customers. For Natasha, the answer is a resounding yes.

Scale 206

Scale Outsourcing Services Software Sales Hiring 206

SaaSOptics

AUGUST 11, 2022

So far, we’ve seen a slowdown in the venture market due to the drop in the stock market, inflation, an increase in interest rates, and a number of other issues. According to Crunchbase, valuations are declining, funding rounds are slowing, and some tech companies are freezing hiring or laying off employees to boost profits.

Scale 97

Scale Scaling Technical Review Venture Capital 97

Kellblog

JUNE 27, 2022

So is developing a geographic strategy. Just as sports teams have an advantage when competing in their home stadium, European startups often have a (sometimes unacknowledged) home country advantage when competing in their home market. Hiring the wrong people. division II) players, or hiring big roles (e.g., It’s worse.

Startup 118

Startup Sales Hiring Underperforming Technical Team Compensation 118

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? How does Andy view the importance of offering trials?

Sales Hiring 203

Sales Hiring Scale Leadership Technical Review 203

SaaStr

JANUARY 10, 2020

To date Bob has raised over $15m with Crossbeam from friends of the show including Andy @ Uncork, Matt @ Firstmark, Bill @ First Round and Matt @ Salesforce Ventures, to name a few. Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Why is this?

Sales Hiring 133

Sales Hiring Scale Outsourcing Services CTO Hire 133

Kellblog

DECEMBER 27, 2021

My point was that this is normal and healthy: you can long Miami and Austin without shorting Palo Alto which, by the way, would have been a bad idea in 2020. Is web3 going to change everything because, as Chris Dixon argues, the best entrepreneurs and developers have learned not to build atop centralized platforms? Web3 hype peaks.

Blockchain 143

Blockchain Technical Review Venture Capital Sales Hiring 143

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Years later, he’s got a thriving business that is not venture capital backed. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37].

Scale 112

Scale Sales Hiring Sales Recruiting Outsourcing Services 112

Point Nine Land

MARCH 15, 2022

If you take a look at a 50 person sales team, you’ll likely find it to be very data-driven. They usually track low-level metrics about their app performance or errors, and agile teams have burn-down charts. But because the data lives in different systems (e.g. Big brother is watching you. Enter Athenian.

Investment 52

Investment Underperforming Technical Team Sales Hiring Engineering 52

SaaStr

MAY 31, 2019

Why does Parker believe it is fundamentally better to wait for as long as possible before hiring customer support? Why should your engineers be heavily involved in the customer support hiring process? How can one prevent their customer support team from being a wall of protection for the product and eng team?

VP of Engineering 127

VP of Engineering Sales Hiring Scale Systems Review 127

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Hilarie Koplow-McAdams – Venture Partner at NEA. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low.

Scale 105

Scale Sales Hiring Underperforming Technical Team Social Media 105

The Angel VC

DECEMBER 12, 2018

It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. What makes things tricky is, first, the uncertainty of how your CACs will develop at increasing scale and of how your churn rate will develop over time. I’ve created a very simple model that illustrates this.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

SaaStr

MAY 23, 2019

Do I have the right team? And just because someone was a right member of the team last year doesn’t mean they’re a right member of the team next year. And just because someone was a right member of the team last year doesn’t mean they’re a right member of the team next year.

Sales Hiring 120

Sales Hiring Underperforming Technical Team Scale Startup 120

Baremetrics

MAY 7, 2019

Choosing the right combination of funding for your business is just as fundamental as choosing the right co-founders (or not), the right market, the right product, and the right team. million – about half of all the cash they had on hand – to buy out their main venture capital investors after eight years since founding.

Finance 111

Finance Startup SaaS Payments Payment Methods 111

SaaStr

JULY 1, 2021

For us, it’s about fixing this problem, serving the customer well, so a very service driven mindset, which I gave a talk on a few days ago here, has been a big part of Gusto and affected our hiring from the early days. The second is pulling more around values, and how we approached team building. Get tickets here. TRANSCRIPT.

VP of Engineering 264

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 264

Kellblog

AUGUST 13, 2019

The rest of us, to varying degrees, all need to make intelligent trade-offs in facing what is effectively a Groucho Marx problem [1] in our career management. Working for TBH , i.e., working for a boss who is to-be-hired. Tuck-ins and acqui-hires still happen, but typically for very early-stage companies and not at great valuations.

Software Review 76

Software Review Startup Sales Hiring Software 76

Kellblog

APRIL 4, 2021

We are team members in an organization, after all. Manager response: “Well, I know a CAC of 1.7 is high but we are ramping quickly and carrying a lot of unproductive sales capacity that hurts the CAC ratio.” We don’t have a sales model, so why are you calculating its efficiency? Founders own the team.

CTO Coach 99

CTO Coach CTO Hire Sales Hiring CTO 99

FastSpring

DECEMBER 8, 2022

Start with your existing sales and see where there’s interest from existing buyers. How to Take Advantage of Emerging SaaS Consumer Markets [4 min clip] In our 2022 Emerging SaaS Customer Markets report , we highlight 25 countries and three regions with emerging consumer markets for SaaS and software sales. David used the U.S.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

SaaStr

AUGUST 19, 2022

So the new sales leader is trying to figure out, can we go further up market? And also on the side, doing a strategy of pure, just changing our ICP and fully picking it and making it super narrow and super focused, and having 25% of the team doing that. And 75% of the team continuing business as usual. Jason Lemkin: Okay.

Scale 222

Scale Sales Hiring Scaling VP of Engineering 222

Intercom, Inc.

JANUARY 5, 2022

After working on NASA’s Space Shuttle Main Engine, he went on to develop Portfolium, a social networking platform that allows students and graduates to showcase skills beyond the traditional resume to potential employers. Portfolium was eventually acquired, but the team behind it never stopped thinking about a better way to do it.

Scale 211

Scale Software Review compliance Technical Review 211

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 154

Scale Underperforming Technical Team Sales Hiring Branding 154

Point Nine Land

DECEMBER 12, 2018

It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. What makes things tricky is, first, the uncertainty of how your CACs will develop at increasing scale and of how your churn rate will develop over time. I’ve created a very simple model that illustrates this.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

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. Now, I’m a venture capital investor. Usually, it requires an outbound sales motion. The last point here is that hiring can really be a big lever.

Cloud 101

Cloud Scale AWS Machine Learning 101

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. Subscribe to the Sales Hacker Podcast. Learn how modern sales teams win deals now at 6sense.com/saleshacker. The second sponsor is Outreach, the number one sales engagement platform. We’re on iTunes.

VP of Engineering 67

VP of Engineering Branding Scale Marketing 67

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Hilarie Koplow-McAdams – Venture Partner at NEA. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low.

Scale 50

Scale Sales Hiring Underperforming Technical Team Social Media 50

Intercom, Inc.

DECEMBER 14, 2022

What the soon-to-be podcast host and venture capitalist calls to mind is a somewhat forgettable scene where Peter Thiel becomes Facebook’s first major investor. It was the first time Harry came across venture capital, and, he tells us, he was instantly hooked. There’s no right way to do venture. Delighted to have you.

Venture Capital 129

Venture Capital Interviewing Sales Hiring Underperforming Technical Team 129

Neil Patel

JANUARY 11, 2021

You can then use it to arrange for the required capital to launch your product or service. Follow this up by building your team and finding a location if you’re opening a physical store. Finally, focus your efforts on generating more sales and growing your business, which is also what you’ll find yourself doing for most of your career.

Underperforming Technical Team 128

Underperforming Technical Team Business Sales Hiring Scale 128

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. We trust leaders to make decisions on what tools they need to get the most out of their teams.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

JULY 28, 2021

My marketing team wanted me to do the world’s most boring video. Even after we did our pivot to the accounting automation and optimization, we still had desperate moments. year sales cycles. You have to learn things like how do I scale my sales force? How do we sell to accountants? I’m not kidding.

Startup 267

Startup CTO Hire Sales Hiring CTO Coach 267

Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Managing a technical team as a non-technical person [24:13]. Sales enablement is easy. More sales meetings, more money. We’re on iTunes. The result?

Marketplace as a Service 100

Marketplace as a Service CTO Hire Sales Recruiting Scale 100

Outseta

JANUARY 20, 2020

I was offered a job as Buildium’s first full-time marketing hire, pulling in a cool $38,400 annually. I was managing a team of 15 and the company had grown to about 140 employees. In light of the sale of Buildium last month I figured now is as good of a time as any to reflect on the most important ones.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStock

FEBRUARY 14, 2019

The SaaStock team will be landing in São Paulo to run the region’s first Pan-Latin American SaaS conference, SaaStock LatAm. Some of his first professional positions were Engagement Manager at McKinsey, as well as a management consultant at Value Partners. Starting as VP of Sales, in less than two years he became CEO.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Sales Hacker

FEBRUARY 19, 2019

Outreach’s annual sales industry summit, Unleash, has a speaker lineup for 2019 that is absolutely packed with genius-level sales insights. It just so happens that many of the speakers (26 of them, actually) are also some of our favorite Sales Hacker contributors! Lauren Alt – Marketing Campaigns Manager at Outreach.

VP of Engineering 12

VP of Engineering Sales Hiring Sales Underperforming Technical Team 12

SaaStr

FEBRUARY 21, 2020

* How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What content and learnings should you have in place when you make the hire? What have been his lessons on optimizing payback period for sales reps? Why is 12 months so crucial?

Scale 181

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 181

SaaStr

JULY 29, 2022

Enough venture capital can certainly bridge that gap. I mean consumed a little bit of capital, but if 90% of them converted in the trial period, it all worked out on the hardware. As they scaled, they radically changed how they did sales. Like sales doesn’t like freemium. So that’s one question.

Scale 227

Scale Scaling Sales Hiring Enterprise 227

ChurnZero

APRIL 27, 2021

million round of financing led by Grotech Ventures in 2017. Grotech Ventures is a team committed to helping creative and driven entrepreneurs build technology companies that last. Interest from channel partners and sales via channel partners can be another meaningful indicator. . ChurnZero raised a $2.5

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

SaaStr

NOVEMBER 21, 2019

Pietro Bezza | Managing Partner @ Connect Ventures. Ophelia Brown | Founder, Partner @ Blossom Capital. Emilie Maret | Fellowship Team @ The Family. Evgenia Plotnikova | Principal @ Dawn Capital. Christina Fonseca | Venture Partner @ Indico Partners (moderator). I’m the founder of Blossom Capital.

New CTO 141

New CTO Sales Hiring B2C CTO Hire 141