Intercom, Inc.

JUNE 20, 2018

As Intercom’s customer base moved upmarket, it became increasingly obvious to us in Sales that what worked well in our product for early-stage startups didn’t for larger companies. We were laser-focused on helping everyone buy Intercom and nailing the fundamentals of SaaS sales.

Scale 199

Scale Sales Software Review Strategy 199

SaaStr

FEBRUARY 23, 2022

The best in SaaS and Cloud really do scale just about forever. It can seemingly scale forever. Twilio’s 2011 customers are worth 10x more today a decade later. in ARR, Twilio is still growing a stunning 54% year-over-year! Let’s see how they do it. 5 Interesting Learnings: #1. Probably more.

Scale 279

Scale Cloud Scaling Acquisition 279

SaaStr

AUGUST 24, 2019

Talk to any experienced SaaS sales leader in a competitive space. It’s a feature that, for a material number of customers and prospects, wins the deal vs. the competition. But for a while, as you are scaling, you can beat the competition in at least specific deals in specific segments with a 10x Feature. And it was.

Scale 220

Scale Mobile Branding Engineering 220

SaaStr

JUNE 30, 2023

Braze was founded in 2011 when the most exciting mobile apps were a compass, a flashlight, and a game where you could feed fish. Magnuson shares his insights on how to find opportunities during headwinds and how Braze scaled to $400M+ ARR. Blaze was founded in 2011. Change creates opportunity.

Scale 245

Scale Mobile Venture Capital Scaling 245

SaaStr

MARCH 5, 2019

In place of a traditional sales organization, we’ve invested in easy to use products. Part of this underlying theme is … You know, we probably thought … Some of us were talking about this backstage, probably in 2011, 2012 a lot of this stuff, these paradigms were kind of set and one of them was collaboration.

Scale 194

Scale Scaling VP of Engineering Sales Hiring 194

SaaStr

JUNE 5, 2020

I argue that standard saas metrics make it possible for founders to scale using debt capital (production capital thats cheaper) instead of solely relying on venture capital (financial capital thats more expensive). . Things started changing in 2011. Most VC’s have already placed their sales automation bets so they pass. .

Venture Capital 297

Venture Capital Technical Review Scale SaaS 297

SaaStr

OCTOBER 27, 2022

Launched in 2011, today, OnBoard serves as the board intelligence platform for more than 2,000 organizations and their 12,000 boards and committees in 32 countries worldwide. With customers in higher education, nonprofit, healthcare systems, government, and corporate enterprise business, OnBoard is the leading board management provider.

Merchant Services 240

Merchant Services Payment Solutions Onboarding Payments 240

SaaStr

AUGUST 10, 2022

Miro was founded in 2011 and has iterated on its product and expanded its audience widely over the years. Currently, Miro is one of the fastest-growing companies at scale, but it didn’t take off immediately at the same velocity in 2011. So, to drive adoption, they created more sophisticated sales enablement and customer success.

Sales Hiring 246

Sales Hiring Scale Company Culture B2C 246

SaaStr

AUGUST 12, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling and VC funding. But I think going to your point, Nathan, what folks miss a little bit is how much crap VCs are digging out of, and that leads to a lot more hard nos. We need this money to get sales and marketing going. You’ve had an exit.

Scale 245

Scale SaaS Payments Scaling SaaS 245

SaaStr

SEPTEMBER 26, 2019

Leads still came in. Here’s what our leads looked like in ’08-’09. Folks still continued to search for us in increasing volume, even in the darkest days: No one had enough sales reps once the market came back even a little. We still doubled sales in 2009. You could still close deals. Of course it will.

SaaS Payments 280

SaaS Payments Sales Hiring Scale SMB 280

SaaStr

DECEMBER 11, 2021

Scaling your product from one specific use case to an enterprise offering with multiple features is a daunting task. Decide on your company model and stick to it as you scale, even if you lose deals because of it. That was difficult, and it can feel demoralizing for you and your sales team. About the podcast.

Scale 293

Scale Cloud Scaling Interviewing 293

Intercom, Inc.

DECEMBER 31, 2019

It was in August 2011 that Marc Andreessen coined the famous phrase “ Software is eating the world ” in a Wall Street Journal op-ed. Apple survived the death of Steve Jobs in October 2011 under the thoughtful stewardship of Tim Cook, and continued to essentially be the iPhone company, while branching into wearables and services.

Payment Solutions 259

Payment Solutions Payment Methods Software SaaS Payments 259

Intercom, Inc.

AUGUST 25, 2021

Sensing an opportunity, they switched their focus and Intercom was born – the app was released in private beta in July and the company was founded in August, 2011. It’s hard to recall now, but before Intercom released the world’s first in-app messenger in 2011, the chat bubble was not a ubiquitous feature of apps or websites.

Scale 220

Scale Sales Hiring Branding Investment 220

SaaStock

JANUARY 25, 2019

We will gather 300 leading SaaS founders, executives and investors for three days packed with opportunities and rich exchange of knowledge to push the whole ecosystem forward. Founded : 2011. Founded : 2011. Rock Content is the leading content marketing provider in the Brazilian market, serving thousands of businesses.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

MARCH 5, 2019

In place of a traditional sales organization, we’ve invested in easy to use products. Part of this underlying theme is … You know, we probably thought … Some of us were talking about this backstage, probably in 2011, 2012 a lot of this stuff, these paradigms were kind of set and one of them was collaboration.

Scale 160

Scale Scaling VP of Engineering Sales Hiring 160

Intercom, Inc.

FEBRUARY 6, 2020

When Yvonne joined in 2016, the business unit consisted of just 10 people across product, engineering, sales, and marketing. Our Senior Director of Demand Generation Brian Kotlyar recently spoke with Yvonne about her experience scaling Udemy for Business. Turning a sales objection into a unique differentiator.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). The Number One Thing You Can Do to Accelerate Your Business Post-Initial Traction is Hiring a Great VP of Sales. I don’t know anything about sales. More power to you.

Sales Hiring 284

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 284

SaaStr

JULY 2, 2024

Leading Companies Shift How They Think About Revenue Growth and Free Cash Flow This has led to companies shifting how they think about the composition of revenue growth and free cash flow. Software businesses, for the most part, require heads to grow a business through sales reps or customer support. Have We Bottomed Out?

Venture Capital 300

Venture Capital Management Scale AI 300

Intercom, Inc.

MARCH 27, 2018

Then, as the customer base and market matures, successful disruptive technologies evolve with them, adding the sophistication that ever larger customers need as they scale. Salesforce is a great example of this – when they started, they focused on sales teams with only 5 reps. I studied artificial intelligence in college in 2004.

Artificial Intelligence 224

Artificial Intelligence Scale Machine Learning Technology 224

SaaStr

APRIL 22, 2022

Capture product feedback through sales and marketing conversations. In turn, the software readings can provide them with actionable insights that lead them to make operational changes. By being open to new product avenues, Sekar helped lead Samsara into new revenue streams. Key takeaways.

Innovation 274

Innovation Wireless Scale Marketing 274

Sales Hacker

OCTOBER 2, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Over the past decade, sales and marketing has seen an explosion of new technologies, growing by 9,304% since 2011 to over 14,000 MarTech apps.

Scale 115

Scale AI Sales Generative AI 115

SaaStr

JULY 22, 2023

Secondary sales done right truly align founders and the company and incent them to go long. We’re dealing with a lot of drama from that today, with founders who made millions or more before really getting to scale — and are now half-checked out. Or totally checked out: We’re more back to normal now.

Scale 245

Scale Pricing Acquisition Scaling 245

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. And now it’s all about like, can you really scale and execute? Dev Ittycheria : Thank you.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale VP of Engineering 261

Intercom, Inc.

MAY 14, 2018

7X: You’re 7 times more likely to win a deal if you respond to prospects in less than an hour versus responding in two hours ( HBR, 2011 ). As content teams scale they invariably hit a crossroads: how do we go from creating good content to creating good content that performs and generates revenue? Engagement. Conversion.

Social Media 223

Social Media Artificial Intelligence Scale Marketing 223

SaaStock

FEBRUARY 13, 2019

When we announced a few weeks ago that we would be bringing our leading SaaS conference to Asia, and running it in Hong Kong, many locals thanked us for choosing the city. Founded : 2011. TradeGecko integrates sales channels, transportation providers and accounting into one so that businesses can stay on top of their game.

SaaS Payments 225

SaaS Payments Payment Solutions Merchant Services Payment Methods 225

SaaStr

MAY 16, 2024

Zapier has been a fully remote company since its inception in 2011 when remote wasn’t mainstream. But if you know what success looks like in sales, support, engineering, etc., How to Keep the Culture Tight and Maximize Productivity When Wade started a fully remote team, it did lead to employee happiness to some extent.

Sales Recruiting 292

Sales Recruiting AI Search B2B Sales Hiring 292

Sales Hacker

SEPTEMBER 20, 2021

Businesses put an enormous amount of time, energy, and resources into connecting with leads and trying to convert customers. They’re using a million tools out there, including lead generation tools, ad platforms, CRMs, business consulting services, and more. There’s a blind spot, though, when it comes to lead scoring.

Scale 125

Scale VP of Engineering Trends Machine Learning 125

SaaStr

JULY 11, 2019

In 2011, Tiago Paiva won a Twilio hackathon by embracing the overlooked call center industry. Some of these sales reps want more than a $100,000 a year, don’t they? You were founded in 2011. But I had forgotten it was in July 2011. Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets.

Sales Hiring 270

Sales Hiring SMB Scale Cloud 270

SaaStr

MAY 22, 2019

Hubspot is an inbound marketing and sales software company based in Massachusetts. Prior to this, he was a Venture Partner at Longworth Ventures, VP of Sales at Groove Networks (acquired by Microsoft.). from 2007-2011 which eventually became Twitch. His session focused on scaling an open culture.

Scale 169

Scale Leadership Consulting Software Development 169

Tom Tunguz

JUNE 11, 2018

Growth remains the most important correlating factor to sale price. Consequently, I expect substantially more acquisitions of the scale and at these multiples through 2018. Year of Sale. In 2018, three acquirers have paid greater than 14x trailing multiples, and two have paid greater than 20x trailing. The corporate tax holiday.

Software 173

Software Marketing Scale Acquisition 173

SaaStock

FEBRUARY 14, 2019

We’ve gathered LatAm’s leading SaaS founders, executives, and investors – as well as a few international faces – for an unbeatable few days of knowledge and networking. He is leading DGF Investimentos’ specialized early-stage investment group – DGF Inova. Talk: Scaling & Exiting: Dreams, Designs & Dramas.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

JUNE 25, 2019

Come and hear about the typical pitfalls (and how to avoid them) from Pat Poels, an executive with over seven years under his belt leading Eventbrite’s now 300+ strong engineering team that sits across North America, South America, and Europe. I’ve been with the company since 2011. Want to see more content like this?

Engineering 184

Engineering Part-Time VPE Sales Hiring Scale 184

Intercom, Inc.

JUNE 1, 2018

In the very early days of Intercom the marketing hat fell on my head, but I’d be doing marketing a disservice (and 2011 Des a disservice) if I said that’s what I thought I was doing. If you read an Intercom blog post or met me at a conference around 2011-12, you probably received an email from me at some point. Pitching your product.

Startup 201

Startup Strategy Marketing Social Media 201

Sales Hacker

NOVEMBER 6, 2017

If you want to learn how to manage a sales team, you’ve come to the right place. Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening. Specialize early to grow sales.

Scale 98

Scale Sales Hiring Management Sales 98

FastSpring

SEPTEMBER 2, 2020

When you’re trying to decide how to scale your business and how to calculate profits, there are tons of metrics out there you can use. In this article, you’ll learn all about LTV, why it’s important, how other companies have used it to scale, and finally—how to calculate your company’s LTV.

Scale 148

Scale Payment Methods Payments SaaS Payments 148

Sales Hacker

MARCH 5, 2020

AI for sales is nothing new. Sales tools using machine learning and deep learning are already widespread in the market today. In this article, we discuss the state of AI in 2020, especially for enterprise sales. AI for sales: how it delivers value. Predicting sales velocity for similar types of products.

AI Search 111

AI Search Artificial Intelligence AI Scale 111

SaaStr

JULY 1, 2021

Since 2011, over 500,000 projects have been built with PlanGrid. Then trying to maintain that as we scale is always the challenge. Josh : I made probably the first 50, 60 offers in the company personally, and that does not scale. I want to come be your VP of sales and, you’re going to meet me for the first time.

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293