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. That means your focus should be on building the right customer profile and developing precise messaging to reach them. Short on time?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Hacker

AUGUST 26, 2021

All additional clauses in your plan were probably introduced because of a bad past incident by a rep. The industry ranges are around six to nine months for MM/Enterprise sales and three to five months for SMB sales businesses. Bookings vs. invoices. In bookings, you get paid for closing the deal and you move on to the next deal.

Software Review 120

Software Review Compensation Payment Features Underperforming Technical Team 120

Sales Hacker

NOVEMBER 5, 2018

No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason. Your cost of trying to build Sales Development in house is therefore $90,000 at a minimum. Rats in the kitchen doesn’t always mean the food is bad, but I wouldn’t risk it.

Outsourcing Services 92

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 92

SaaStr

JULY 22, 2019

That’s not a bad start. We work with mostly modern teams. We started out in the commercial SMB mid-market space. Developers were really loyal to the product, and they were able to take the product with them whenever they went. Join us at SaaStr Europa 2020. Roger Scott | EVP @ New Relic. FULL TRANSCRIPT BELOW.

Scale 234

Scale Scaling Sales Hiring Underperforming Technical Team 234

Intercom, Inc.

AUGUST 29, 2019

It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. How quickly you’re able to accelerate growth depends on your ability to build a nimble sales org and develop a strong sales strategy. These lay the foundation that enables your team to run as efficiently as possible.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 263

Merchant Services Scale Sales Recruiting Sales 263

Sales Hacker

OCTOBER 9, 2019

In many SMB companies, the business owner wears many hats, one of which happens to be the sales manager. Even with a poor track record for success, many organizations continue to fill the role of sales manager by promoting someone from within their own sales team. What Are Your Options for Sales Manager? Absolutely!

Sales Hiring 90

Sales Hiring Leadership Sales Management 90

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. So how do you create a strong, enterprise-ready team? Not just support on steroids: How to build a customer success team.

Scale 177

Scale Customer Success Sales Hiring Strategy 177

FastSpring

JUNE 11, 2024

Adam Riemer (03:30) I just, I really like holding books. I prefer my movies to just be a couple of clicks away, but I still love books. Like I don’t find the same pleasure out of an reader that I do holding the actual book, flipping the page, going into the bookstore. Now I’ve switched. I love that.

Sales Recruiting 114

Sales Recruiting Software Review Payment Solutions SaaS Payments 114

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. If you think of this from a market size standpoint, there’s often this debate, is that good or bad?

Sales Hiring 233

Sales Hiring Scale Payments Cloud 233

Baremetrics

JANUARY 24, 2021

A year earlier we’d launched the MVP of the model allowing SMB customers to input a credit card to get access to the platform, but we hadn’t had a chance to dedicate time or resources to optimizing a proper SaaS onboarding funnel. We educated them on key functionality and attempted to get them to book a call with a member of our team.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

Audacix

OCTOBER 19, 2023

These weak points, if left unaddressed, can be exploited by hackers as an entry point for launching cyberattacks, infiltrating systems or data, or causing harm to an organization. Remediation Planning: Software teams need to develop a remediation plan that outlines the steps required to mitigate each vulnerability.

Underperforming Technical Team 40

Underperforming Technical Team Enterprise Software Management 40

Audacix

OCTOBER 19, 2023

These weak points, if left unaddressed, can be exploited by hackers as an entry point for launching cyberattacks, infiltrating systems or data, or causing harm to an organization. Remediation Planning: Software teams need to develop a remediation plan that outlines the steps required to mitigate each vulnerability.

Underperforming Technical Team 40

Underperforming Technical Team Enterprise Software Management 40

Sales Hacker

DECEMBER 30, 2019

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. Justin helped build the sales team in ZocDoc. He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses.

Sales Hiring 53

Sales Hiring Revenue Scale Underperforming Technical Team 53

Chart Mogul

SEPTEMBER 15, 2023

We trust leaders to make decisions on what tools they need to get the most out of their teams. Guide to SaaS Revenue Recognition and Deferred Revenue in SaaS by Ben Murray, The SaaS CFO SaaS revenue recognition is an ongoing priority for SaaS accounting teams. Keep an eye out as we will be making regular updates.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

The Marketing & Growth Hacking Publication

APRIL 8, 2019

Internal Team: Hire your own Sales Development Rep (SDR) team that is 100% dedicated to outbound prospecting. Pros: No one will know your “stuff” better than internal people, it’s the best long-term solution for most companies, and begins your sales Farm Team. You build a team of four Outbound SDRs.

Outsourcing Services 40

Outsourcing Services Outsourced Development Sales Hiring Sales Recruiting 40

User Pilot

FEBRUARY 21, 2023

Its implementation can be time-consuming and challenging for non-technical team members. If you’re interested in what Userpilot has to offer, book a demo today. It helps keep teams aligned with the shared feature-planning guide. Nonetheless, Walkme pricing is expensive and it’s mostly used by Enterprise companies.

Software Review 52

Software Review Technical Review Onboarding Underperforming Technical Team 52

User Pilot

FEBRUARY 28, 2023

If you want to achieve no-code growth using Userpilot, book a demo now. Product-led growth may be a bit of a buzzword, but achieving no-code growth is particularly important for SaaS companies with low ACV, freemium models, and generally those in the SMB sector. However, Userpilot is not suited for mobile applications. Search no more!

Software Review 52

Software Review Technical Review Onboarding Outsourced Development 52

Upscope

JANUARY 4, 2021

Intercom developed one of those typical guidance systems you see when you sign up to a new website. They want to understand the pricing, the team management options, the possible future cost and lots more. You could ask them to book a demo with your sales team and some people prefer that. Well, that's how I think of it.

Software Review 52

Software Review Systems Review Technical Review Scale 52

User Pilot

FEBRUARY 21, 2023

If you’re interested in what Userpilot has to offer, book a demo today. Product-led growth may be a bit of a buzzword, but achieving no-code growth is particularly important for SaaS companies with low ACV, freemium models, and generally those in the SMB sector. However, Userpilot is available for a browser/web app only.

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 52

SaaStr

AUGUST 19, 2022

And also on the side, doing a strategy of pure, just changing our ICP and fully picking it and making it super narrow and super focused, and having 25% of the team doing that. And 75% of the team continuing business as usual. It’s not adding to your pipeline and adding to your bookings. Jason Lemkin: Yep. So, thanks.

Scale 277

Scale Sales Hiring Scaling VP of Engineering 277

SaaStr

JANUARY 28, 2020

So, Aaron and I wrote a book together in 2014 or something. We wrote a book together. If something bad happens, you’re going to have to cut your burn, probably. Aaron : Actually, I’d add one more thing, because one of Jason’s ideas is this year of hell, which is in the From Impossible book. Aaron : 2016.

Sales Hiring 241

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 241

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. Joyce Johnson.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

SaaStr

JULY 12, 2022

They’re booking a million bucks a year and then the next person is doing $200k, and then, there are four guys that can’t close anything. You have to create a repeatable process if you’re going to scale up the sales team. The Number One Job of a VP Sales is Recruiting a Great Team. Whatever you do, hire two.

Sales Hiring 290

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 290

SaaStr

AUGUST 15, 2020

Nick Mehta: Power of the developer, or the API economy, both of you play very much in both those trends. How do you help your team make that link to value? We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. Nick Mehta: Yeah.

Payment Methods 273

Payment Methods Merchant Services Scale Payments 273

SaaStr

AUGUST 12, 2022

But it sounds like the bad news is you’ve got a limited runway. It’s not the investor’s problem if you have an expensive team. They know everyone, and if they don’t, someone on their vast team does. Like if you have a three people in a team, what do you think that is recession proof right now?

Scale 245

Scale SaaS Payments Scaling SaaS 245

SaaStr

JULY 30, 2020

What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? After TalentBin was acquired, I ended up writing a book on startup sales and sales for founders called Founding Sales. We only have an engineering team.”

Part-Time VPE 287

Part-Time VPE Sales Recruiting Scale Sales Hiring 287

User Pilot

FEBRUARY 12, 2025

This guide breaks down a simple, step-by-step RCA process designed for SaaS teams. software development) to identify causal factors of a specific problem. This, plus the price increase, made many SMB clients churn and look for another solution. Involve cross-functional teams. No exceptions.

Technical Review 59

Technical Review Software Review Churn SaaS 59

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. It helps me and the team be so much more productive. And I always found it, because I’d be in there with my team, an enjoyable market to cold call into.

Outsourcing Services 114

Outsourcing Services Scale Outsourced Development AWS 114

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * And even just that shift drove a lot of behavior change both with customers and internally with the teams.

Underperforming Technical Team 200

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 200

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? How does this change when selling to SMBs vs enterprise? * I met my wife in sales boot camp.

Scale 248

Scale Sales Hiring Sales Recruiting Sales 248

SaaStr

MAY 2, 2019

Join Vlad Shmunis, founder, chairman, and CEO of RingCentral as he discusses RingCentral’s journey from a two-person startup to a $7B market cap global enterprise communications company (NYSE:RNG) — the good, the bad, and the ugly. Jonathan : As opposed to you have X number of customers who have bookings that indicate future growth.

Scale 205

Scale Business Sales Hiring CTO Hire 205

SaaStr

JUNE 28, 2019

Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? When does SMB pricing turn into enterprise and mid level pricing and so much more. They’ve, you know, they projected they would hit x in the way of bookings and they missed it by a significant amount.

Outsourcing Services 136

Outsourcing Services Scale Sales Hiring SMB 136

Sales Hacker

SEPTEMBER 14, 2021

Who sales development should report to (spoiler: it’s marketing). Who should sales development report to? [15:20]. We talk about the history of marketing, who sales development should report to, all of it. I have about 140 folks and that includes the sales development reps. powered by Sounder. What You’ll Learn.

Sales Recruiting 104

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 104

Kellblog

FEBRUARY 2, 2023

Read The Book of Why to learn more. Management teams should prepare themselves for activist investors and adapt their financial profile to keep valuations high. Companies who sell to SMB may see increased amounts of uncontrollable churn as customers cease operations. The Crux becomes strategy book of the year.

Software Review 136

Software Review Development Team Review Underperforming Technical Team Scale 136

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. What is the ability of the company to continue to build an incredible team?

Scale 216

Scale Underperforming Technical Team Investment Sales Hiring 216

SaaStr

SEPTEMBER 13, 2019

As for Allison, in her 5 years at Gainsight her list of achievements in endless from running all functions that drive value for Gainsight customers, now a 150 person team, to building out the corporate development function to being the right hand to the CEO. How can one approach setting up a services team for scale?

Engineering 33

Engineering Scale Underperforming Technical Team Customer Success 33