Clouded Judgement

JUNE 5, 2023

Open Market Operations: This involves buying and selling government securities to influence the amount of money in the banking system. government's general daily operations. Likewise, when the Treasury sells government bonds to raise funds, the money it receives from those sales is also deposited into the TGA. In the U.S.,

Payment Services 169

Payment Services Cloud Government Banking 169

SaaStr

AUGUST 29, 2022

A renowned enterprise software leader that has led revenue organizations and spearheaded the cloud GTM strategies at companies such as Oracle, New Relic, and now Confluent, Erica Schultz is Confluent’s President of Field Operations and will share what she has seen evolve in enterprise GTM and tips on how to thrive in the current environment.

Scale 251

Scale Sales Hiring Marketplace as a Service B2B 251

SaaStr

SEPTEMBER 3, 2023

And if not profitable, very positive operating margins of 20% or more. Until last year, they were relatively inefficient, with -20% operating margins until the market said no more. In one year , they went from -20% to +20% operating margins. Fast forward, and Box is over $1B in revenue. Over 90% stay each year.

Sales Hiring 235

Sales Hiring Headcount Finance Technical Review 235

Tom Tunguz

FEBRUARY 23, 2021

Whereas a decade ago, a board might have hired a professional CEO to scale the operations of a startup, today, more boards seek COOs. This archetype oversees all GTM including marketing, sales, and post-sales. Having accomplished this a few times, Chief of Staff becomes the operations lead. The CoS doesn’t manage anyone.

Sales Recruiting 192

Sales Recruiting Startup Scale Sales Hiring 192

Tom Tunguz

SEPTEMBER 7, 2020

Whether you manage a team of engineers, a team of regional sales managers, or the company, your first responsibility is to hire and successfully manage the seven people who will form your leadership team. Second, a leadership team will have the capacity to focus on many more important topics than a team of two or three people.

Sales Hiring 235

Sales Hiring Sales Recruiting Management Leadership 235

SaaStr

JANUARY 17, 2023

Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer during this week’s Workshop Wednesday — held every Wednesday at 10 a.m. What’s his response to startups figuring out which strategy to begin with, product-led or sales-led? “It How do you achieve both?

Startup 231

Startup Sales Sales Funnel Education 231

SaaStr

JANUARY 7, 2021

We were fortunate enough to interview CEOs who were in the trenches navigating the COVID-19 pandemic, investors who were advising companies on how best to move forward, and operators who saw explosive growth given the shift to working from home. . SaaStr 347: Top 10 Questions to Ask a VP of Sales with SaaStr CEO and Founder, Jason Lemkin .

Scale 252

Scale Sales Hiring Scaling B2B 252

Sales Hacker

NOVEMBER 17, 2023

That’s in GTMfund’s DNA: Insight from world class operators who have been there, done that. Avoid These 3 Things 3 pitfalls to avoid when growing and scaling a sales team 1) Thinking that more sales headcount = more revenue This is a pitfall and simply not true. This week’s newsletter is sponsored by Flex.

Sales Hiring 105

Sales Hiring Scale Headcount Sales 105

SaaStr

JUNE 3, 2022

How to Build a Performance Marketing Operation: What Roles, What Scope, and How to Start with Meta (Facebook)’s Head of B2B SaaS EMEA. How to Run Sales and Marketing Ops Across Multiple Continents with LumApps CRO and VP of Growth Marketing. 7 Secrets to a Successful SMB GTM Strategy with PayFit and Accel.

Mobile 227

Mobile Scale SMB Travel 227

Kellblog

JANUARY 23, 2022

Have you ever been to a board meeting where 60 minutes were allocated on the agenda for discussion of a strategic topic? Two or three questions were asked by the one board member closest to the topic. But, when it comes to strategic discussions, the board is heterogenous in three critical dimensions as well [2]: Operating experience.

Compensation 126

Compensation Entrepreneurship Finance Startup 126

SaaStr

APRIL 9, 2022

And one-quarter of women in professional services and revenue operations roles listed sexual harassment as one of their top three challenges. This is a big topic, and in part beyond the scope of this piece. Even today, most sales teams are 80% male, and many early stage dev teams are about the same. This is just really tragic.

Revenue 264

Revenue Sales Hiring Compensation Startup 264

Subscription Flow

MARCH 20, 2024

Smaller companies or niche publications looking for ease of use for handling their subscription operations will find its streamlined approach especially appealing. Businesses that need smooth data flow across several platforms to improve customer experiences and streamline operations will find this sort of integration useful.

Payment Services 100

Payment Services Payments Payment Solutions Payment Methods 100

Buffer Resources

DECEMBER 12, 2023

Scale 📈 Lastly, systems enable creators to scale their content from solo operations into media businesses. However, with the right systems, creators can scale their operations to meet this demand without compromising quality or burning out. As a creator's audience grows, so does the content demand.

Systems Review 103

Systems Review Social Media Technical Review Scale 103

SaaStr

MAY 14, 2021

There’s always some customer drama, some seemingly critical feature gap, some operations challenge, and the war for talent is endless. A waus back Salesforce.com asked me to write 5 ideas on the topic. If you have a good sales team, more leads will drive more revenue, period. Never stop hiring sales reps.

Sales Hiring 277

Sales Hiring Scale Engineering Customer Success 277

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness. Is change in the air?

Compensation 76

Compensation Trends Sales Artificial Intelligence 76

Clouded Judgement

JULY 21, 2023

They’re often rapidly hiring engineers (to build more features) and sales reps (to sell the product) in attempts to capture the majority of a market against their competition (both other startups and incumbents). Not hiring sales reps and letting competitors take market share? Investing in growth is not only normal, is essential.

Cloud 130

Cloud Software Sales Hiring Scale 130

SaaStr

DECEMBER 1, 2023

Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive.

Sales Hiring 148

Sales Hiring Sales Recruiting Sales Interviewing 148

SaaStr

DECEMBER 14, 2022

HubSpot only made direct and partner sales for the first eight or nine years. Along their journey from marketing automation to CRM, HubStop has built up their marketing hub, sales hub, service hub, CMS, and operations – five hubs in total; fifty percent of new upmarket customers land with two or more hubs.

Scale 231

Scale SMB Scaling Innovation 231

Clouded Judgement

MARCH 31, 2023

There are two main topics I’ve been pondering lately: Margins. The gross margin profile dictates how much you can spend on operating expenses to ultimately generate free cash flow. They have massive distribution (installed customers + sales teams), and margin to play around with. What do I mean by this? The list goes on.

Cloud 130

Cloud Sales Hiring AI Headcount 130

User Pilot

FEBRUARY 14, 2024

In the article, we look at 12 solid contenders for this title, covering a few most common use cases: In-app user engagement Sales funnel management Customer support Analytics and reporting Marketing Collaboration and project management Let's dive right in!

Payments 100

Payments Payment Services Payment Methods Payment Solutions 100

Andreessen Horowitz

OCTOBER 16, 2023

However, a fear of long sales cycles, heavy compliance requirements, and opaque organizational structures preclude many early stage founders from pursuing this go-to-market channel. This is because FIs have long relied on painstaking manual operational processes to accomplish their goals, eschewing technology for human labor.

Scale 113

Scale Software Sales Generative AI 113

Chart Mogul

JULY 28, 2023

Four experts from the SaaS world sit down to discuss sales tech stacks, evolving your sales team, and some common mistakes organizations make building sales teams and purchasing software. ChartMogul’s very own VP of Sales, Sara Archer heads the panel discussion.

Scale 52

Scale Sales Hiring Scaling Sales 52

Intercom, Inc.

APRIL 21, 2020

That is even more true during the current COVID-19 crisis , when many businesses are suddenly operating online and are having to adjust to an entirely new form of relationship with their customers. Have you tried talking to your customers? Rahul shares a detailed playbook for how to approach segmentation and not lose sight of your customers.

Scale 186

Scale Transportation Interviewing Scaling 186

Kellblog

AUGUST 28, 2020

Our topic, one of my favorites, was how to get sales and marketing working together to drive business results. While I talked about the predictable subject of alignment, I covered it with an interesting three-level angle (philosophical, strategic, operational). Function-led mentality. Blame culture. Non-alignment.

Marketing 98

Marketing Sales Business Startup 98

Buffer Resources

JULY 3, 2023

Take your vision and brand identity and distill it for your audience Most brands have a vision they operate by internally, but the corporate-speak of an official vision statement doesn’t translate well for the audiences on TikTok. "When we decide on a video topic, I don't write out what I'm going to say.

Branding 98

Branding Social Media Trends Systems Review 98

Sales Hacker

JUNE 23, 2021

There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Here are the seven best sales blogs (and five bonus sales newsletters!) Sales Hacker. But that is because this community lives and breathes B2B sales.

Sales 79

Sales Technical Review Outbound Sales Team Interviewing 79

Valuize Consulting

JANUARY 25, 2024

To tackle this Herculean topic and unearth strategic insights, we turned to; Greg Elliott, SVP, Customer Experience at Loopio, Karen Eisen, SVP, Customer Success & Support at Alida, and Leah Clark, Advisor-in-Residence at Valuize.

Customer Success 52

Customer Success Sales Recruiting Scale Strategy 52

Kellblog

AUGUST 16, 2023

This is an episode like no other I’ve done because of that history and because of the selection of topics that Satyen chose to cover as a result. Make no mistake, I love those too — but this is just noteably different content from most of my other appearances.

Data 75

Data Forecasting Software Strategy 75

Tom Tunguz

MARCH 28, 2017

Revenue operations teams combine marketing operations and sales operations into one team. Yesterday, I heard time a further refinement of this idea: Customer Operations. As one SaaS executive described to me, marketing operations teams are the engines of the marketing team. Sales teams optimize bookings.

SaaS 120

SaaS Construction Engineering Acquisition 120

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. I’ve learned a lot from Dev and we’ll talk about some of those topics here today.

Sales Recruiting 251

Sales Recruiting Sales Hiring Scale VP of Engineering 251

ChurnZero

MARCH 24, 2023

To explore some of the most controversial topics in CS today and hear what those on either side of the debate have to say, we asked four industry experts to weigh in. So many CEOs and CROs are searching for a singular metric to measure performance because they’re used to managing sales teams. What’s your sales motion?

Customer Success 98

Customer Success Technical Review Systems Review Metrics 98

ChurnZero

MARCH 24, 2023

To explore some of the most controversial topics in CS today and hear what those on either side of the debate have to say, we asked four industry experts to weigh in. So many CEOs and CROs are searching for a singular metric to measure performance because they’re used to managing sales teams. What’s your sales motion?

Customer Success 97

Customer Success Technical Review Systems Review Metrics 97

Intercom, Inc.

NOVEMBER 18, 2020

Over the course of four weeks, we’re exploring some of the key topics around the past, present, and future of retail, looking at the technologies and behaviors that have enabled – and transformed – shopping as we know it. They could use iPads as their point of sale registers. Welcome to S.H.O.P. , Meeting your customers where they are.

Payment Methods 239

Payment Methods Payment Solutions Payment Services Scale 239

Sales Hacker

DECEMBER 21, 2023

Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams.

Engineering 97

Engineering Technical Review Scale Software Review 97

SaaStr

AUGUST 26, 2023

The speaker also highlights the misconception that data has to be hard and emphasizes the need to demystify the topic and make it more approachable. The difference between a CRM and a CDP is also explained, with a CRM being more focused on one-to-one sales motions and a CDP being more automated and one-to-many.

Technical Advisors 217

Technical Advisors Data Technical Review Sales Hiring 217

Sales Hacker

MARCH 19, 2021

For every dozen sales professionals, there are only one or two who advance their career to the next level, growing into a sales leader. So what is the trend among the few who grow their careers from individual sales contributor to leader ? Traits of a successful sales leader. Work ethic. Consistency.

Sales Hiring 130

Sales Hiring Sales Underperforming Technical Team Leadership 130

Natalia Luneva

OCTOBER 14, 2021

Whether your software company operates in marketing, management, real estate or another niche, this is the only resource that can help your challenge go viral. ClickFunnels’s 5 Day Lead Challenge was unique because the company’s CEO Russell Brunson was discussing each day’s topic in a video and introducing it to the participants.

Social Media 98

Social Media SaaS Software Review compliance 98