Kellblog

FEBRUARY 2, 2023

A+ commitment to a D+ strategy. PLG is a good strategy for certain categories, but VCs have a tendency, with all good intentions, to ram strategies down the throats of portfolio companies. Management teams should prepare themselves for activist investors and adapt their financial profile to keep valuations high.

Software Review 130

Software Review Development Team Review Underperforming Technical Team Scale 130

Outseta

JANUARY 20, 2020

My role at Buildium In late 2009 the economy had tanked and I had a newly minted MBA but no real job experience. I was one of the first 10 or so employees at the company, and over the next five years I was given a remarkable amount of freedom to try new growth strategies, to succeed, and to fail. We mostly succeeded.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Sales Hacker

APRIL 26, 2019

What do you do to regroup and recover when you have a bad day? Describe how/if you are a team player. Or political science, because of the strategy involved in politics.). Examples: “I am great at new business development. OR, “As a manager, I am really good at developing people. What was a mistake you made?

Sales Recruiting 22

Sales Recruiting Interviewing Sales Hiring Underperforming Technical Team 22

SaaStr

AUGUST 7, 2020

From strategies in recruitment and team building to sales tactics, these leaders from Salesforce, nCino, and Vlocity, will discuss the top tips for moving beyond horizontal SaaS and building a billion-dollar SaaS company. David, you talked a bit about the team and the founders. Matt Garratt: Fantastic. David Schmaier: Sure.

Payment Solutions 215

Payment Solutions Pricing Payments Payment Services 215

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Hang Black.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

Sales Hacker

JUNE 16, 2020

Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies. Sales teams have had to adapt to a new normal. With limits on in-person meetings, it’s even more important to double down on your digital selling strategy.

Underperforming Technical Team 100

Underperforming Technical Team Government Scale Systems Review 100

SaaStr

AUGUST 6, 2019

We looked at the world in 2008, 2009, and we said, “How come it’s almost impossible to connect two companies to do business, especially if they have complex business processes, but we can all connect as consumers on LinkedIn, Facebook, Twitter, every single day we want to do business? We really wanted to simplify supply chains.

Payment Solutions 179

Payment Solutions Payments Outsourcing Services SaaS Payments 179

OpenView Labs

SEPTEMBER 24, 2019

The rationale behind Atlassian’s go-to-market strategy was threefold: If we don’t have sales staff, the product must sell itself. It was an important realization because the great weakness of typical enterprise software is that it’s overcomplicated. From 1 Product to 7 Following Atlassian’s PLG Strategy.

Payment Solutions 47

Payment Solutions Outsourcing Services Payment Methods Marketplace as a Service 47

SaaStr

DECEMBER 10, 2019

We grew our team by 50% this year, continuing to grow. So I think like anything it’s been good and bad. We had built this amazing team that I wanted to make sure that we continued to sort of grow and invest in and kind of keep the band together. And I think our team has done that too. Tina Hsiao : Yeah.

Payment Services 182

Payment Services Merchant Services Payment Solutions Payments 182

SaaStr

FEBRUARY 26, 2019

His strategy for entering into other markets and addressing TAM with investors. And the team deck doesn’t say who the CEO is? We called ourselves a team of four, actually, who operate and make decisions, and it’s just how we rolled. And then I convinced him to come back in 2009, and the rest is history.

Acquisition 160

Acquisition Sales Recruiting Scale Sales Hiring 160

Sales Hacker

AUGUST 4, 2020

Matt Rizzetta: It was late 2009. Sam Jacobs: Have you developed a process to answer that question of should you hire, should you fire? You said great teams must pass the org chart alignment test. You talked about how you started North 6th in a bad economic environment. We’re in a bad economic environment now.

Scale 121

Scale Sales Hiring Sales Recruiting Outsourcing Services 121

Valuize Consulting

SEPTEMBER 30, 2021

When deployed correctly, Product Ownership is an invaluable role that provides tactical support to your development team, translates customer value, goals and pain points into product improvements, and leads effective and impactful development sprints. Q: What was your first job? How did you get started as a Product Owner?

Interviewing 52

Interviewing Customer Success Underperforming Technical Team Scale 52

Chargify

APRIL 23, 2019

It came up because people regularly refer to Chargify as a startup, but our company has been around since 2009. The “primary risk [during pre-startup] is the failure to design a business plan and strategy that will enable the company to become profitable as it makes sales and earns revenue. Are we still a startup?

Scale 74

Scale SaaS Payments Scaling Payment Services 74

Casey Accidental

NOVEMBER 28, 2023

The Summit gathered ~40 CPOs and product leaders to chat through topics centered around product development and product-led growth. Most companies when they find product/market fit with their first product only have one acquisition and engagement loop that is successful, and the job of most of the team is to refine and scale those loops.

Payments 63

Payments Scale Payment Methods Underperforming Technical Team 63

Sales Hacker

APRIL 22, 2019

Showpad’s all-in-one platform empowers sales and marketing teams to engage buyers through industry leading training and coaching software and innovative content and engagement solutions. At Priceline, I joined this really interesting group of people that was focused on new market development. The first is Showpad.

Development Team Review 66

Development Team Review Scale Software Review Sales Hiring 66

Sales Hacker

NOVEMBER 10, 2020

If RFPs are slowing down your sales team, you need to check out Loopio. Prior to that, he led sales teams all over the country, and we’re incredibly excited to have on the show. And every week we’re onboarding three to four to five teams. But I went in and their executive team that came in blew me away.

VP of Engineering 105

VP of Engineering Scale Development Team Review Technical Review 105

Sales Hacker

DECEMBER 2, 2019

She’s now a consultant helping VPs of Sales scale and build their sales teams. Strategy is setting goals, tactics are the outline [25:12]. Mary was most recently VP of Sales Strategy and Engagement at Crayon , where she’s now an advisor. Sam Jacobs: At HubSpot, were you an individual contributor or did you run teams?

Scale 55

Scale Sales Recruiting Sales Hiring Sales 55

Andreessen Horowitz

APRIL 30, 2024

ABOUT IN THE VAULT “In the Vault” is a new audio podcast series by the a16z Fintech team, where we sit down with the most influential figures in financial services to explore key trends impacting the industry and the pressing innovations that will shape our future. Follow this show on our podcast feed so you don't miss an episode.

Payment Solutions 81

Payment Solutions Payments Payment Services SaaS Payments 81

SaaStr

MAY 15, 2020

Where do most teams go wrong in implementing the role out of their CS strategy? Does Bridget believe CS teams should be involved in the upsell process? Michelle started the company during an economic downturn in 2009. Is there a customer success playbook that I have to develop? What works? What does not work?

Sales Hiring 260

Sales Hiring Scale Technical Review Outsourcing Services 260

SaaStr

MARCH 20, 2019

Prior to joining SendGrid, he spent 4 years at Citrix, where he drove the company’s product strategy for cloud infrastructure and server virtualization. How has Jeff seen his original thesis for “developer first” evolve and change with time? What does truly special customer experience look like in the developer first model? *

Underperforming Technical Team 177

Underperforming Technical Team Development Software New CTO 177

SaaStr

JUNE 3, 2020

The company went public in 2009 and was acquired by Yahoo in 2012 for $270m, a 50% premium on existing share price. Who should be brought into the meeting other than the sales team? The company went public in 2009, and was acquired by Yahoo in 2012, for $270 million, a 50% premium on the existing share price.

Sales Hiring 236

Sales Hiring Scale Technical Advisors Outsourced Development 236

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. And most of the people, the team was about 30 people, 15 of them had been there for four years or more.

Scale 208

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 208

SaaStr

AUGUST 19, 2020

I have seen my fair share of storms and or crises from the early days of the dot-com boom and bust to 2008, 2009 crisis and then having a front-row seat at some of these turnarounds that iconic brands like Evernote, and more recently on the board at Gap which is undergoing its own transformation. And what’s the best case?

Scale 293

Scale Underperforming Technical Team Sales Hiring Leadership 293

SaaStr

JULY 10, 2020

I have seen my fair share of storms and or crises from the early days of the dot-com boom and bust to 2008, 2009 crisis and then having a front row seat at some of these turnarounds at iconic brands like Evernote, and more recently on the board at Gap, which is undergoing its own transformation. And what’s the best case?

Scale 270

Scale Sales Hiring Pricing Sales Recruiting 270

Sixteen Ventures

DECEMBER 31, 2019

How to Develop a Customer Success Strategy. Technology Enables Strategy; Doesn’t Define It. The Role of Customer Success in… Customer Development. Stretch vs. Bad-Fit Customers. Bad Sales Handoffs Cause Customers to Ghost During Onboarding. The Cost of Bad Fit Customers: The $1.2M

Customer Success 137

Customer Success SaaS Payments Payment Solutions Payment Services 137

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. 14:58) The evolution of Levelset’s sales motion and pricing strategy. (29:06) 35:30) Optimal team structures for SMB sales organizations. (52:25)

Scale 114

Scale Sales Hiring Scaling CTO Coach 114