SaaStr

JULY 7, 2022

He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. In the areas of your business where you have metrics to show you how well members of your team are performing, it’s easy to be vigilant about your talent.

Scale 225

Scale Sales Hiring Interviewing Engineering 225

SaaStr

NOVEMBER 8, 2023

“I don’t know about you, but I fail a lot,” Nick Mehta, CEO of Gainsight, says as his opener at SaaStr Annual 2023. Maybe you feel SaaS is crushing it this year, but it’s not easy for a lot of folks. Maybe you feel SaaS is crushing it this year, but it’s not easy for a lot of folks. If they don’t, you need a different team.

Scale 242

Scale Sales Hiring SaaS Scaling 242

SaaStr

FEBRUARY 8, 2023

In this week’s episode of CRO Confidential, Founders Fund Investor Sam Blond sits down with the SVP of Sales at Modern Health, Hannah Willson, to discuss how companies can adapt to the current sales environment and how to correct course when you don’t have a right-sized sales team. By changing how you talk about things.

Sales Hiring 130

Sales Hiring Scale Sales Strategy 130

SaaStr

OCTOBER 31, 2022

At SaaStr Annual 2022, he shared with SafeBase Director of Strategy and Operations Macy Mody how to know when it’s time to hire a CISO and what you should be doing even before you hire one. Why should you hire a CISO. Key considerations for hiring a CISO. Compliance.

Cybersecurity 213

Cybersecurity compliance Government Strategy 213

SaaStr

DECEMBER 13, 2023

Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. By understanding the problems, you can extract the solutions.

Metrics 299

Metrics Sales Hiring Benchmarks SaaS 299

SaaStr

NOVEMBER 16, 2021

As your SaaS company grows and you go through various fundraising stages, your company size also grows. You’ll need to hire aggressively to get to the next level and continue that rapid growth. But what roles should you hire for, and what will your org chart look like at each stage? billion in 2012. ARR: $1million.

CTO Hire 251

CTO Hire Sales Hiring Sales Recruiting CTO 251

Kellblog

MAY 7, 2024

For example, the term “exit” is a misnomer when seen from the employee point of view. So it was with great one surprise one day, a decade or so ago, that I learned I was not a CEO, but an “operator,” when seen from the viewpoint of a VC. So, what might you do with this morcel of knowlege?

Sales Hiring 97

Sales Hiring Scale SMB Startup 97

SaaStr

FEBRUARY 21, 2020

Q: How does an investor protect himself when investing in a startup? At least, until there is a real controller or CFO. There are few practical controls on making terrible hires, on dramatically increasing the burn rate, or even really spending it all in 12 months or less. So you can basically make up make financials.

Investment 200

Investment Startup Banking 200

Tom Tunguz

FEBRUARY 23, 2021

If you asked 5 people in Startupland to define the role of a COO, you would receive 10 different explanations. The role of a COO has evolved over the past decade or so because of broader changes within the ecosystem which has created some confusion what what precisely should a COO do. I have three myself.

Sales Recruiting 191

Sales Recruiting Startup Scale Sales Hiring 191

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? When you get to $20 million, you grow your team with dedicated specialists.

Scale 175

Scale Sales Hiring Scaling Sales Recruiting 175

Andreessen Horowitz

APRIL 23, 2024

I know the two of you have been using “old school” AI for some time now, but why don’t we start with how you’re using GenAI in your companies? When I think about AI, the most important thing is how do we leverage the data that we have to actually create that trust environment for our customers.

Payments 107

Payments Forecasting Payment Services Payment Solutions 107

SaaStr

DECEMBER 8, 2022

If You Create A New Category, Make Sure It’s Awesome. When Gong came along, they weren’t an alternative to CRM. Identity is essential when making something awesome and convincing other people of your awesomeness. . The right thing to do is associate your company with what you do. That’s the position you want to be in.

Sales Hiring 220

Sales Hiring Sales Compensation Branding 220

Tom Tunguz

JUNE 21, 2022

Yesterday, Office Hours welcomed Lee Kirkpatrick , former CFO at Twilio to share his experiences managing through three different recessions: the dotcom era, the Global Financial Crisis, and today. During those processes, the team should collaborate on different scenarios and identify the signals to slow, maintain, or accelerate spending.

Startup 159

Startup Sales Hiring Outsourced Development Compensation 159

Baremetrics

NOVEMBER 21, 2021

Bookkeepers, accountants, controllers, and CFOs all have different roles. While sometimes the tasks associated with the roles can be outsourced, there will come a time when you need to have someone in-house performing the jobs. Controller, CFO, and finance What is a controller? What is a CFO? What is a bookkeeper?

Finance 98

Finance Payment Services Payment Features Forecasting 98

Kellblog

FEBRUARY 27, 2022

Moreover, they’d observe that sales and marketing (S&M) expense really should vary with growth rate, and they’d know that KeyBanc tracks that: So if that $15M SaaS company is growing at 25%, then median S&M spend is 20% of revenue, whereas if it’s growing at 70%, then median S&M spend bulks up to 46%.

Sales Hiring 129

Sales Hiring Marketing Sales Benchmarks 129

Kellblog

MAY 29, 2021

As CEO, you have no peer group within the company [2], so it’s valuable to have someone who knows the company, is current on industry best practices [3], but who feels less boss-like than the VCs/investors on the board. The CEO Perspective: What I Wanted in an Independent Director. As a CEO, I wanted: An advisor. A supporter.

Sales Hiring 129

Sales Hiring Sales Recruiting Consulting Government 129

Kellblog

JANUARY 7, 2024

. “We don’t believe companies should have a separate customer success function. The first thing we did when Frank joined Snowflake was we blew up the customer success function. You are either going to do support, sales, or professional services. Customer success is not accountable for anything.” Amp It Up (p.

Customer Success 106

Customer Success Sales Hiring Benchmarks Churn 106

BetterCloud

JUNE 22, 2023

The next step is approaching your Chief Financial Officer (CFO). For making the business case to your CFO, there’s some fundamental questions you should be prepared to answer. According to early 2023 CFO magazine research , 84% said they expect to be more involved in developing technology strategy than they were in 2022.

Business 52

Business Operational efficiency. Finance Technical Review 52

Kellblog

FEBRUARY 16, 2022

Know what you’re looking for. Most troubles begin here because people fail to ponder and debate what they are actually looking for, so you do the equivalent of walking into Costco without a shopping list. For example, for a seller, do you require software applications, platform, or data & analytics experience?

Sales Recruiting 109

Sales Recruiting Interviewing Sales Hiring Finance 109

SaaStr

FEBRUARY 16, 2019

Cash collections is a topic we haven’t discussed much on SaaStr, but boy it can be important all the way until you have a CFO. starts to harm you in later fundraising. starts to harm you in later fundraising. And let me tell you, 50%+ of the time, those invoices don’t just pay themselves. Just terrible.

Sales Hiring 215

Sales Hiring Payment Features SaaS Payments Payment Solutions 215

Andreessen Horowitz

FEBRUARY 12, 2024

A MOC document can help you prioritize what jobs you need an executive to do so you can hire against those needs. When you’re betting on experience, you’re betting on someone to continue on their established growth trajectory. How are you today? I appreciate both of you inviting me to join you.

Sales Recruiting 85

Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 85

ChurnZero

NOVEMBER 18, 2022

As a Customer Success leader, do you find yourself watering down your budgetary requests? It can be intimidating to ask for what you need, especially in the face of a recession. You might worry about coming off as demanding, or incompetent at making do with what you already have.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

SaaStr

JULY 25, 2021

As we gear up for 2021 SaaStr Annual, I wanted to highlight some of my very favorite Annual sessions from the past you may have missed. So I’ve known Dev for a long time, when I was the founder and CEO of AppDynamics, Dev was in our board and I worked with them long time. Dev Ittycheria : Thank you.

Sales Recruiting 250

Sales Recruiting Sales Hiring Scale VP of Engineering 250

SaaStr

APRIL 23, 2019

Because we went there, and they’re like, “Well, you don’t have any financial history.” I know you all got to see a preview of the video of Brex. So, can you talk a little bit about the early days of going through that idea iteration phase, and how did you decide to launch Brex? Let us know.

Sales Hiring 161

Sales Hiring Sales Recruiting Scale Payment Methods 161

CustomerSuccessBox

DECEMBER 3, 2021

As a Customer Success leader , you reviewed your past year’s performance thoroughly. New areas of investment have been identified and you are ready to speak with the CEO/CFO about additional budget requirements. The dreaded part: How will you show value and get your budget approved? Areas for Customer Success investment.

Customer Success 52

Customer Success Data Technical Review Headcount 52

Kellblog

OCTOBER 28, 2023

This is increasingly frustrating in today’s world because you must assume that any internal all-hands email can and likely will be released externally. This is increasingly frustrating in today’s world because you must assume that any internal all-hands email can and likely will be released externally. ” Period. .”

Communication 96

Communication Interviewing Startup Banking 96

ChurnZero

AUGUST 13, 2021

But how do you go about building your Customer Success tech stack the right way? Plus, we cover how to ensure you don’t just add complexity with more tools, but actually use your data to enhance the customer experience through better decision-making. If you missed the webinar, you can watch it on-demand. . Q&A Recap.

Scale 98

Scale Customer Success Scaling Sales Hiring 98

SaaStr

JANUARY 5, 2023

Looking back on its explosive growth, however, the company realized just how badly it needed the valuable services of a Chief Financial Officer (CFO). Hiring a CFO. First: Why hire a CFO, anyway? . – Dicken Chaplin, CFO at Laika.

Sales Hiring 40

Sales Hiring Acquisition Forecasting Outsourced Development 40

Andreessen Horowitz

NOVEMBER 21, 2023

Subscribe to the a16z channel on YouTube and follow this show on our podcast feed so you don't miss an episode. Seema Amble : W hy don’t you start by laying the context of sort of the founding story of Pilot. And then Pilot, as you noted, we do accounting, we do tax prep, we do CFO services for high-growth startups.

Sales Hiring 86

Sales Hiring Sales Startup Pricing 86

OPEXEngine

JANUARY 10, 2023

CFOs should think about automation as an “additional teammate” in their financial departments as they look to push digital transformation initiatives forward in the new year. Automating part of their teams’ workload is one step CFOs can take to cut costs and improve efficiency in the face of an economic dip.

Artificial Intelligence 52

Artificial Intelligence Finance Machine Learning Interviewing 52

OpenView Labs

FEBRUARY 3, 2022

As part of our last three annual finance and operating benchmarks surveys, we’ve asked nearly 2,000 startup founders and leaders of B2B SaaS businesses this simple question: “What’s keeping you up at night?”. There’s no way to take it and see where you stack up with your peers to improve next year. It’s human.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

Intercom, Inc.

JULY 26, 2018

If you enjoy the conversation, check out more episodes of our podcast. You can subscribe on iTunes , stream on Spotify or grab the RSS feed in your player of choice. One of your first hires should be someone who can nerd out on your company’s finances. Hiring is the hardest knob to adjust because you can’t turn it down.

Sales Hiring 137

Sales Hiring Underperforming Technical Team Startup Finance 137

Sales Hacker

OCTOBER 7, 2020

But if you are a VP of Sales being told to reduce costs, what is the best way to approach these cuts to minimize damage to the company and your team? It’s a tough job, but when the time comes, somebody has to do it. It’s a tough job, but when the time comes, somebody has to do it. Start Small. Use a scalpel here, not an axe.

Sales Recruiting 105

Sales Recruiting Sales Hiring Scale Compensation 105

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. How can you capture, qualify and convert the right leads for your business while working within your means? Short on time?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Intercom, Inc.

JULY 11, 2019

You might say it’s one of the strongest advantages a startup has. If you’re a company that can be really customer-centric and can have your entire executive team talking to and understanding the voice of the customer, you will thrive. If you enjoy our conversation, check out more episodes of our podcast.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

JANUARY 28, 2020

And was this inspired by the comment that you made to me in Paris like a year ago or something like that? When it’s successful and done well, it can be a big multiplier for an organization and when it’s not done well, it can cause a lot of waste. A CEO-CMO relationship, where do you fall? Jason : All right.

Sales Hiring 212

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 212

Intercom, Inc.

NOVEMBER 7, 2019

If people aren’t looking for your solution, you have to educate them about the problem your product solves. You also need to evolve and adapt at a greater pace than more established peers. When you create your own category , it can be tough to gain traction because potential customers simply don’t realize they need you.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162