Tom Tunguz

FEBRUARY 26, 2025

Price low to minimize adoption friction, grow quickly, and then move up-market after developing broad adoption. Skimming is less common in the software world because few startups develop a product at launch that will be accepted by the most sophisticated customers (and those willing to pay prices that generate the greatest margin).

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

FastSpring

APRIL 3, 2025

Your personal brand is more than a polished LinkedIn profile its how you stand out, connect with customers, and build long-term credibility as a founder or executive. But how do you create an authentic personal brand that actually works? Rachel shares: What makes up a strong personal brand (and why every founder already has one).

Branding 98

Branding Social Media AI Search Outsourcing Services 98

SaaStr

OCTOBER 24, 2022

Developers act, think, and behave differently than your average customer. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Developers haven’t typically been the buyers in enterprise software, so why should you build for developers?

Outsourced Development 214

Outsourced Development Underperforming Technical Team Development Part-Time VPE 214

Intercom, Inc.

OCTOBER 13, 2020

ML products also require us to manage relatively large technology risks – this is an area where, unlike in most other product development, technical limitations might render the entire design impossible. Balancing risks in machine learning development. We can’t assume the ML will always perfectly do what we want.

Artificial Intelligence 281

Artificial Intelligence Machine Learning Underperforming Technical Team Development 281

SaaStr

MARCH 9, 2025

Previously, he led design teams at LinkedIn where he built recommendation products for product onboarding and developed AI chatbots. Calendly’s winning approach: Unified AI voice across support, marketing, and product Consistent personalization across all channels Training AI on company style guides for brand consistency 8.

AI 207

AI Scale Education User Experience 207

SaaStr

NOVEMBER 30, 2022

“The hardest part of closing any deal is finding it,” says Lars Nilsson, VP of Global Sales Development at Snowflake. Over his 35+ year career, Nilsson has managed 100+ Sales Development Representatives (SDR) across four continents, six countries, and ten cities. Jumpstart pipeline generation with your first five revenue hires.

Sales Hiring 246

Sales Hiring Development Technical Review Management 246

SaaStr

JANUARY 28, 2025

The story of Writer is closely tied to the development of the Transformer, and the company’s ability to deliver value on top of this technology is a key differentiator for their customers. This human-centric approach is what resonates with buyers and users, as nobody wants to feel dispensable in the face of technological advancements.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

SaaStr

MARCH 18, 2025

A Philadelphia native, Colin started his professional career as a Business Development Representative (BDR) 14 years ago and worked his way up to his current role as CRO. ” This distributed structure created intentional communication patterns that might not have developed in a single office.

Scale 191

Scale Sales Hiring Scaling Headcount 191

SaaStr

APRIL 6, 2025

4 Unexpected Learnings from Databricks’ Sales Growth Machine Calendar scraping reveals top performers spend disproportionate time on new prospects – Databricks uses calendar data to track how their best AEs allocate time, discovering that overachievers focus on prospect development over existing accounts.

Scale 207

Scale Sales Hiring Sales Outsourced Development 207

SaaStr

MARCH 12, 2025

“We just need one great CMO who can do it all” – Founders often search for a marketing unicorn who excels at brand, demand gen, product marketing, and digital programs. A smaller number of high-quality leads that convert at higher rates is vastly superior to a flood of poor-fit prospects.

Sales Hiring 207

Sales Hiring Marketing Technical Review Underperforming Technical Team 207

Payrix

FEBRUARY 4, 2025

Terms related to card acceptance Acceptance marks Signifies which payment brands are accepted at a merchant location and provides the cardholder with information on where his or her card can be used. Youve come to the right place. This blog post is your ultimate guide to understanding the most used payments terms today.

Payment Services 147

Payment Services Merchant Services Payment Solutions Payment Methods 147

SaaStr

APRIL 13, 2025

Expertise depth : Specialized teams can develop deeper expertise on specific products and competitors. Brand Challenges Perhaps the most significant challenge is articulating what Rippling actually is. Sales Organization Structure Conrad reveals his preference for dedicated sales teams for each product, despite internal disagreement.

Startup 162

Startup Sales Hiring Underperforming Technical Team Cloud 162

Buffer Resources

AUGUST 7, 2024

Influencers have become powerful voices in shaping consumer behavior and brand perception. In a report by CreatorIQ , 55 percent of TikTok users state that they trust a brand more when it's shared by a creator – and we can assume the same rings true for other platforms.

Social Media 109

Social Media Compensation Technical Review Branding 109

SaaStr

MARCH 20, 2021

Many sales professionals can win in an environment like Salesforce or Twilio where you have a dominant — not sole, but dominant — brand, but melt in an environment that is hyper-competitive. Can you sell without a brand backing you? Selling a product without an established brand, at least a mini-brand in its niche, is different.

Sales Hiring 345

Sales Hiring Underperforming Technical Team Branding Pricing 345

TechEmpower SaaS

MARCH 4, 2024

TechEmpower has been instrumental in developing chatbots like these, utilizing generative AI to sift through internal documents and user manuals, enabling them to provide precise answers to customer service questions. It also facilitates rapid prototyping, allowing for quicker iterations and thus shorter development cycles.

Generative AI 443

Generative AI CTO Hire AI Sales Recruiting 443

Payrix

NOVEMBER 19, 2024

In the latest episode of PayFAQ: The Embedded Payments Podcast, Ian Hillis speaks with Brad Pinneke , VP of Business Development at Payrix and Worldpay for Platforms, about one of the most important decisions software companies face today: choosing the right payments partner. How do those goals align with potential payments partners?

Payments 130

Payments Embedded Payments Payment Solutions Payment Services 130

Tom Tunguz

MARCH 8, 2020

That means understanding your ideal customer profile, developing enablement materials to close those customers, and training new account executives to succeed in that effort consistently. Different roles in a company may have different goals for channel development. The CEO may want a partnership for brand association.

Scale 349

Scale AWS Consulting Sales Enablement 349

FastSpring

DECEMBER 7, 2023

As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. What factors beyond financials makes a target even more valuable. Jump to highlights.

Software Review 148

Software Review Technical Review Development Team Review Branding 148

FastSpring

OCTOBER 16, 2024

But PSPs stop shy of becoming the entity that worries about risk considerations, regulatory rules in many geographies, card brand rules, and even tax calculation, collection, and remittance — responsibilities that a merchant of record does take on for you.

Merchant Services 158

Merchant Services Payment Services Payment Methods Outsourcing Services 158

Buffer Resources

SEPTEMBER 11, 2024

We have several TikTokers, Instagrammers, YouTubers, Threaders, and more, many of whom use these networks to support their small businesses and side projects or grow their personal brands. “Creating a personal brand connects me with other professionals I can build relationships with and learn from.

Social Media 126

Social Media Entertainment Education Branding 126

FastSpring

MARCH 27, 2025

Per the Commissions press release , the two sets of preliminary findings specifically address Google Search giving preference to Alphabets own services, and the Play Store preventing app developers from freely steering consumers to other channels for better offers.

Payment Methods 140

Payment Methods Payment Services Payments Payment Solutions 140

SaaStr

JANUARY 16, 2023

Earlier stage startups: – Have no brand – Have no/little training – Have very few resources. It’s just they won’t make it at your particular, early-stage, quirky, pre-brand startup. Making the transition to selling without a brand is very hard. More here. The ones you hire yourself.

Sales Hiring 329

Sales Hiring Startup Underperforming Technical Team Branding 329

SaaStr

NOVEMBER 10, 2023

Adobe has been developing with AI in its tools for almost a decade. The new age of creativity will change how people do their jobs, how they learn, and the competitive dynamics of brands and entertainment. We live in a world where every brand is only as relevant as its latest content. Social media teams. Will there be fewer?

VP of Engineering 321

VP of Engineering AI Social Media Generative AI 321

SaaStr

MARCH 3, 2021

Because businesses trust and value brands they can rely on. 1 often has the strongest brand, #2 is the most innovative, and #3 is often simply Still Pretty Good but Cheapest of the Top 3. Developer’s Choice. exploded as the developer’s choice. Brand extensions. A little more here. Twilio, Stripe, New Relic, etc.

Marketing 353

Marketing Scale Branding Enterprise 353

SaaStr

NOVEMBER 1, 2022

AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Their responsibility would include attracting local talent, running the US and creating an employer brand in the US. Platforms, however, can scale.

Scale 298

Scale Sales Hiring Underperforming Technical Team Cybersecurity 298

SaaStr

MAY 19, 2022

You iterate and develop your products according to your customers’ needs, which first requires you to listen to them. Building a great product and a customer support team to match its quality, both lead to the development of trust between your company and its customers. Develop your team of generalists to a team of specialists.

Development Team Review 298

Development Team Review B2C Compensation Technical Review 298

Buffer Resources

AUGUST 21, 2024

What you’ll learn : How to build your personal brand How to stay consistent on social media How to generate social media post ideas that your audience would actually want to read Impactful social writing is taught by industry pros Erica Schneider and Kasey Jones. It’s a similar A+ course to help you build your personal brand.

Social Media 114

Social Media Marketing AI Search Systems Review 114

SaaStr

JANUARY 13, 2021

Atlassian is a fascinating case study because it showed so many of us that developer-focused SaaS products can be huge, and not just huge, but huge even in competitive markets. SEO and brand continue to work at scale. A vivid reminder that investment in content and brand pay dividends … forever.

VP of Engineering 317

VP of Engineering Scale Enterprise Branding 317

SaaStr

JANUARY 26, 2023

Dave Gerhardt, Founder at Exit Five, Betsy Koliba, Head of Customer Growth at Demandwell, and Shauntle Barley, Director of Marketing at Demandwell, share strategies to compound channels for long-term growth by leveraging brand, SEO, and community to drive sustainability.

Scale 49

Scale Entertainment Marketing Construction 49

SaaStr

AUGUST 9, 2020

The mentors and investors that give you the best advice often don’t sugarcoat i t.You have to develop a thicker skin as a founder. I know you want that fancy brand, that investor that seems to be so cool, to have it all. More here: A Simple Commitment Test For You And Your Co-Founders | SaaStr. But can you trust her/him? Start there.

Revenue 363

Revenue Branding Investment Product Marketing 363

Tom Tunguz

JUNE 11, 2020

Recently, we welcomed Hollie Wegman to SaaS Office Hours to talk about marketing to developers. And when I say pillar, I mean like a product marketing problem, a growth problem, or brand marketing problem. If I’m not doing a lot to build the brand and I’m still getting inbound, then I’m like, wow, okay. They share the same roof.

Sales Hiring 263

Sales Hiring Sales Recruiting Product Marketing Startup 263

SaaStr

NOVEMBER 22, 2020

Brand includes your company values, Heritage/story, packaging, convenience, customer support, quality, segment focus, and positioning, all of which can differentiate your company from others with similar products. It can be the product, then brand, then community, or community, then brand, then product. . Building a Community.

Scale 325

Scale Scaling Technical Review Systems Review 325

Tom Tunguz

MARCH 3, 2020

Internal Comms: often forgotten, but important because every employee sells the business and contributes to the brand. Business Development. How effective is the team at enabling each employee to sell the company successfully? Demand Generation. these are all pretty straightforward.

Underperforming Technical Team 340

Underperforming Technical Team Marketing Scale Social Media 340

SaaStr

AUGUST 22, 2022

I’ve watched a lot of folks that want to build their brand early really win here. In the early days of Algolia, even at less than $1m in ARR, they were at every developer event that might have a few good customers at it. You’ll see this again and again, where certain sponsors are … everywhere.

Strategy 298

Strategy Branding Development Marketing 298