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.

Scale 208

Scale Sales Hiring Scaling Sales 208

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play.

Scale 218

Scale Sales Hiring Scaling Revenue 218

SaaStr

DECEMBER 15, 2021

SaaStr Scale 2021 is starting soon. 7:00 AM (50 MINS) – Acquiring SMB 10,000 Customers Solely from Data with Gorgias’ CEO Romain Lapeyre. 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. LIVE TODAY!

Scale 216

Scale VP of Engineering Scaling SMB 216

SaaStr

DECEMBER 27, 2023

What You Need to Change at $10M to Scale to $100M: Sameer Dholakia, Partner Bessemer Sameer’s session was A+. He led Sendgrid through a big IPO and multi-billion dollar sales to Twilio. #4. Sales-Led or Product-Led? 10 Learnings on High Velocity Sales to SMB with Gorgias’ CEO and VPS Gorgias has 13,000 SMB customers.

Scale 221

Scale SMB Generative AI AI 221

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. It has now secured over $67M in funding and offers a robust platform for mid-market and SMB segments. But before the years of rapid scaling, it took the company a little while to hit its stride.

Scale 192

Scale Scaling SMB Marketing 192

SaaStr

NOVEMBER 22, 2020

Prashanth Chandrasekar, CEO @ Stack Overflow recently shared with our community the four key pillars he feels are necessary to propel a company to scale upward. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Determine if your growth is product-led, sales-led, or marketing-led.

Scale 310

Scale Scaling Technical Review Systems Review 310

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. It’s very detailed and oriented more toward growth-stage scale-ups — but it’s excellent. Corners were cut in the boom times of 2021, but we are back to sane sales models.

Scale 259

Scale Compensation Sales SMB 259

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. You don’t want to overwhelm SMB customers, and Monday made this a focus from day one.

Scale 164

Scale Sales Hiring Scaling Banking 164

SaaStr

OCTOBER 29, 2023

10+ Actionable Things You Can Do To Scale Faster In The Early Days The Chat GPT Growth Story: How AI is Changing the Way We Work The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long (Updated) Dear SaaStr: My Top Sales Rep Made $600,000 a Year — And Just Quit! What Happened?

ChatGPT 228

ChatGPT Scale SMB AI 228

SaaStr

JUNE 7, 2021

If a sales rep closed a deal, A customer success manager should take it over. Find a way to fund both, even with SMBs. And as startups scale, many try to automate away support and success for the smaller accounts. The grey area is often with SMBs. Support has to handle a lot of routine SMB issues anyways.

Customer Success 313

Customer Success Scale SMB Sales 313

SaaStr

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. Founded in 2015, PayFit is a software company that empowers entrepreneurs and SMBs to digitize payroll and HR processes. Secret 1: A Self-Serve Product is Non-Negotiable For SMBs.

SMB 182

SMB Sales Hiring Scale B2C 182

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.

Scale 252

Scale Sales Hiring Sales Marketing 252

Sales Hacker

AUGUST 29, 2023

Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team. Before Mixpanel, Meka spent four years at Stripe and scaled and matured its sales organization during the company’s rapid growth from 250 to 2000 people. by Slack), Snackpass and Stytch.

SMB 73

SMB Scale Compensation Finance 73

SaaStr

FEBRUARY 1, 2022

And that challenge some of your assumptions on how to scale. 60% of Asana’s customers come from self-service, 40% from sales. This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far.

Scale 337

Scale SMB SaaS Scaling 337

SaaStr

NOVEMBER 6, 2021

The other day Brendon Cassidy, the first head of sales at LinkedIn and the first VP of Sales at $10B Talkdesk, Adobe Sign / EchoSign, and more — and now co-CEO of Cosell — and I caught on what’s changing in the Sales Playbook for 2022. Even in SMB and mid-market. Well in most cases.

Scale 310

Scale Sales Hiring Sales SMB 310

SaaStr

APRIL 4, 2022

Rather than operating on our own in silos, marketers must extend our focus beyond top-of-funnel metrics and partner with sales to create a pipeline velocity. . Scale your alliance and solution partner marketing portfolio to amplify net new acquisition. . Affecting change in the sales ecosystem. Pillars of Revenue Marketing .

Scale 232

Scale Revenue Scaling Marketing 232

SaaStr

MARCH 12, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long (Updated) The 8 Signs of a Failing Sales Rep. SaaStr 639: Scaling a SaaS Sales Team While Building Culture with Figma VP of Sales Scott Pugh    4.

Scale 188

Scale SMB Sales Scaling 188

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.

Scale 220

Scale Strategy Scaling Outbound Sales Team 220

SaaStr

MARCH 6, 2024

Seat Contractions Have Brought NRR Down From 120% to 111% While 111% NRR is still quite an engine at this scale, the drop in NRR from seat contractions explains a good chunk of the headwinds Okta has seen. #2. While many tech SMBs are struggling, finding the gems in the SMB base that can grow into large accounts is still critical.

Fractional VPE 208

Fractional VPE Part-Time VPE Scale SMB 208

SaaStr

NOVEMBER 16, 2021

We’re getting excited for the third annual SaaStr Scale on December 15. It’s all digital, and all free. appeared first on SaaStr.

Scale 201

Scale Scaling SMB Strategy 201

SaaStr

JUNE 20, 2023

Dear SaaStr: What remarks have a salesperson said to you that lost them the sale? Sales is there to serve. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s. I’m basically an SMB these days. And let especially SMBs out if you don’t deliver for them. Yes, you have to do that.

Sales Hiring 189

Sales Hiring Scale Sales SMB 189

SaaStr

MARCH 26, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The 48 Types of VP Sales. SaaStr 644: Lessons Learned in Scaling Early-Stage to Hyper-Growth Companies: From VMware, AWS and Databricks with Databricks SVP and GM Ed Lenta  2. Make Deadly Sure You Hire the Right One. 74% of You Say No!

AWS 178

AWS Scale Sales Hiring SMB 178

SaaStr

JANUARY 7, 2021

Zendesk’s Sharon Prosser, VP Worldwide SMB Sales & XDR, and Astha Malik, VP GTM Strategy, Planning, and Enablement share some guiding principles about how their company has grown and enriched many markets. Move your sales teams into different areas of focus and get them to need each other. The X-Factors. 3 Invest in people.

Scale 190

Scale Scaling Sales Hiring SMB 190

SaaStr

AUGUST 24, 2022

Driving up sales rep efficiency is key to driving up margins. SMB sales (most of Toast) is very tough to do without a highly efficient and effective sales force. Many SMB leaders have to get very, very good at outbound because of the limited deal sizes. 20% of new customers / locations come from referrals. .

SaaS Payments 280

SaaS Payments Scale SMB Payment Solutions 280

SaaStr

DECEMBER 11, 2020

The Q+A at the end is especially good — stay for it: #3: “Zendesk’s Secret Sauce to Scaling to $1B: SMB and Mid-Market Success” with VP Global SMB Sales Sharon Prosser and VP GTM Strategy Astha Malik. . Therese shares: How to know how long a VP can scale. When to force yourself to focus.

Scale 173

Scale Sales Recruiting Scaling SMB 173

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. While enabling your go-to-market teams, you must be mindful of the future state of scaling. New service offerings.

Scale 191

Scale Finance Sales Hiring Scaling 191

SaaStr

DECEMBER 17, 2020

SaaStr Scale 2020 was a huge hit, thank you to the 20,000+ that registered or watched our sessions! 2: “Stop Losing Customers: 5 Steps to Creating Customers for Life with Freshworks” A very popular deep-dive on SMB customer success with $100m+ ARR Freshworks. #3: Let’s take a look! #1:

Scale 169

Scale Scaling SMB Acquisition 169

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. She wanted to jump into a full cycle capacity as a sales leader, but she said yes. The decision to leave a fairly scaled role leading 200+ AEs at LinkedIn to join a smaller-stage startup.

Scale 230

Scale Underperforming Technical Team SMB Finance 230

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . What makes a sales organization grow? What’s the best way to grow a sales organization? Enter your email below for the latest SaaStr updates.

Scale 220

Scale Sales Hiring Compensation Sales 220

SaaStr

DECEMBER 3, 2023

E.g.,: CAC of < 12 months is Good-to-Great Paying sales reps 25%-30% of what they close is Good A burn ratio of 1 or less is Good These metrics do sort of work, if you have some capital to spend (i.e., See, e.g. Shopify, whose blended gross margins with payments even at its scale are still less than 50%. They don’t.

SaaS Payments 197

SaaS Payments Metrics Payments SMB 197

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. While at Gorgias, I expected to leave with as much knowledge to earn me an honorary bachelor’s in sales.

Scale 254

Scale Sales Hiring Sales SMB 254

SaaStr

DECEMBER 31, 2022

. “How To Innovate Faster with Community: Insights From GitLab CEO Sid Sijbrandij” A great session from GitLab’s CEO and founder on how to really use community to build and scale. #2. 3 How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic. appeared first on SaaStr.

Scale 193

Scale SMB Innovation B2B 193

SaaStr

AUGUST 30, 2021

Started 10 years ago as “Freshdesk” and a low-end / SMB helpdesk to rival Zendesk, Freshworks has since expanded its product footprint across IT management (Freshservice) and CRM (Freshsales) to a stunnning 49% growth rate at $350m in ARR. Going a smidge upmarket is key to Freshworks’ putting up the big numbers at scale.

Scale 345

Scale SMB Scaling Subscription 345

SaaStr

APRIL 9, 2023

SaaStr 647: Scaling The Top SMB SaaS Companies: What It Takes with GGV Capital Managing Director Jeff Richards and GGV Capital Partner Tiffany Luck   3. SaaStr 649: Being a Rebel and Building a Movement: Non-Traditional Approaches to Scale with DoNotPay CEO Joshua Browder  4.

Scale 198

Scale SMB Generative AI Management 198

SaaStr

APRIL 8, 2023

Over the years, we’ve done just an incredible number of deep dives, AMAs, and more with many of the best CROs and VPs of Sales in SaaS!

Scale 243

Scale Sales Hiring SMB SaaS 243

SaaStr

DECEMBER 25, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Why The Greatest Sales Teams Just Kill It On Dec 31. SaaStr 618: Scaling for the Enterprise: Top 5 Lessons on the Upmarket Journey with Airtable CEO Howie Liu and Coatue Management General Partner Caryn Marooney. . Top Podcasts This Week: 1.

Scale 189

Scale Venture Capital SMB Scaling 189

SaaStr

JANUARY 3, 2024

Shrav added that if you want to close bigger deals, not just Enterprise, but mid-market and SMB as well, that the moment you’re ready to Go-To-Market, you need to become compliant. However, Shrav explained when that automation won’t necessarily scale anymore. We usually see this happen around 50 to 100 employees.

AI 148

AI SMB compliance Sales Hiring 148