SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. I think over 25 years of working and leading teams and being on some that are high-performing and some that outright failed. This is the person that cares a lot, but is not super psyched about constructive conflict. No big deal.

Scale 255

Scale Underperforming Technical Team Scaling Leadership 255

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. Surprisingly, churches and construction companies signed up. Was this strategic?

Scale 183

Scale Sales Hiring Scaling Banking 183

Andreessen Horowitz

OCTOBER 18, 2023

It’s also important to recognize that although much of this post focuses on large-scale nuclear fission reactors—because that’s what have been delivering civilian power for the past several decades—smaller, more modular reactors will likely play a major role going forward, perhaps as a means to address more local, and even hyper-local, energy needs.

Scale 28

Scale Scaling VP of Engineering Construction 28

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Want to see more content like this?

Scale 241

Scale Underperforming Technical Team Sales Hiring Software Review 241

SaaStr

FEBRUARY 20, 2024

Gusto is a high-velocity, high-scale acquisition and expansion engine, and one we can all learn from. To be even more specific, Gusto realized the word “territory” was holding their sales team back. Today, many SaaS companies still divide up sales accounts in territories by city, country, or region, or round-robin them by rep.

Scale 278

Scale Sales Marketing Construction 278

SaaStr

MARCH 10, 2021

You may not have heard of Procore if you aren’t in construction, but it’s a quiet SaaS leader we can all learn from if we think about it as a break-out Vertical SaaS leader. But they hit their stride in 2012 as mobile took off, enable construction project management software to finally really work in the field.

Construction 300

Construction Scale Pricing Mobile 300

SaaStr

DECEMBER 29, 2019

I know some VCs will take shots at this statement, and I mean it more as a construct than a reality. As you scale, your competitors will try to do Rip-and-Replace deals. But if you are thinking in terms of Decade Long Relationships … put sales and even customer success back on lost customers. Not prospects.

Scale 353

Scale Churn Construction SMB 353

SaaStr

APRIL 26, 2021

Because here’s what’s going to happen to your SaaS business, once you approach Scale. At first, of new leads. And then, once you nail the sales process, a natural growth rate of ARR as well. And for SaaS companies, once you are at scale, it is very rarely 100% or more. Or relatively low-cost leads.

Scale 291

Scale Sales Hiring SaaS Construction 291

SaaStr

MARCH 19, 2021

They also address really wide-ranging industries from construction to restaurants, to designed infrastructure. We’re seeing more and more companies, particularly cloud companies with the ability to scale, and grow even more rapidly in the new normal. Nail it Before You Scale it .

Cloud 286

Cloud Scale Payment Methods Payment Solutions 286

Tom Tunguz

FEBRUARY 8, 2022

Perhaps you’ll sell infrastructure to help other startups scale or software to manage internal operations. The customer roster brims with the best names, each client increases their spend every year, and the sales team outpaces its quota handsomely. After you’ve launched the product, you’ll encounter a new phenomenon.

Payment Solutions 263

Payment Solutions Outsourced Development Software Review Software 263

SaaStr

MARCH 30, 2022

Atlassian spends about 40% of its budget on R&D and only 15% on sales and marketing, which is a different approach than many companies take. Bharadwaj recommends investing more on the “building” side of the business that focuses on creating the best possible product for the customer, with sales focusing most of their efforts on expansion.

Scale 279

Scale Sales Hiring Marketplace as a Service Construction 279

SaaStr

JANUARY 26, 2023

Optimizing short-term gains with long-term investments and controlling customer acquisition costs (CAC) leads to more sustainable growth. With this information, teams can construct a bespoke brand strategy for their ideal customer. It works long after implementation, decreasing spending on leads and other tactics.

Scale 49

Scale Entertainment Marketing Construction 49

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. Linfjard’s role is to look at the big picture for how to scale and grow businesses based on opportunities and goals that lie ahead. Let’s look at Linfjard’s five lessons learned.

Scale 243

Scale Strategy Marketing Sales 243

Tom Tunguz

AUGUST 2, 2019

VP Engineering, VP Product, VP Sales, VP Customer Success, VP Marketing, or VP Operations. After establishing product market fit, the startups grow their management team to scale. If there are few, team construction will lag. How large is the candidate pool for each search? Where are the best talent pools to sift through?

Sales Recruiting 255

Sales Recruiting Sales Hiring Startup Scale 255

SaaStr

APRIL 28, 2023

Typically, sales leaders are the primary focus of CRO Confidential, but increased demand for this concept of founder-led sales lands us in front of a new and powerful productivity startup called Roam. 100% of scaled companies are distributing. Lerman has found that an advisor channel is the best way to generate leads and demand.

Scale 245

Scale Sales Hiring Sales Business 245

SaaStr

OCTOBER 3, 2023

In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales. Because Enterprise sales is a complex, multi-threaded beast — the days of the lone sales rep doing it all are over.

Enterprise 298

Enterprise B2B Scale SMB 298

SaaStr

OCTOBER 27, 2023

Catch up on part one here , where he deep dives into what he really thinks about AI, Sales and lead Gen for SaaS in 2024. Building and scaling a startup isn’t for the faint of heart and often comes with many ups and downs that SaaS veterans have experience in. Q: When Should A Slow Growth Company Hire a Head of Sales?

Sales Hiring 279

Sales Hiring Scale Venture Capital Startup 279

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. Rock Content is the leading content marketing provider in the Brazilian market, serving thousands of businesses. CEO : Jaime De Paula. Founded : 2002.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

MAY 25, 2019

The software sure looks a lot different: But not that much in terms of overall approaches to scaling has really changed, so long as you have kept up with technology changes. Inside Sales teams didn’t use to have products like Mixmax or Salesloft or Chorus or Gong. And likely keep getting better at it if you stay agile.

Interviewing 203

Interviewing Scale SaaS Construction 203

Intercom, Inc.

DECEMBER 12, 2018

Whether you’re a B2B or B2C marketer, one thing’s for sure: You have struggled with lead generation. Both landscapes are increasingly competitive and it’s little wonder that 63% of marketing executives have rated lead generation as their biggest challenges in 2018. Madkudu – lead scoring. Alternatives: AdRoll, Quantcast.

Technical Review 223

Technical Review Technology Scale Marketing 223

Unbounce

OCTOBER 4, 2018

If you work at a multi-location franchise or company with multiple offices, local PPC at scale can be very messy. And, second, when you’re trying to appeal to prospects in many locations with different ads and landing pages, mistakes and resource costs can easily kill your Google Ads campaign profitability. The only problem?

Scale 94

Scale Scaling Strategy Construction 94

SaaStr

JULY 1, 2021

PlanGrid builds beautiful, simple software for the construction industry. 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 300

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 300

SaaStr

JANUARY 19, 2023

Looking at revenue as the primary scale makes sense from an outside perspective. Can your startup fit into an existing programmatic commercial construct, or is there something the company has to work with you to build?

Technical Review 264

Technical Review Startup Scale Software Review 264

Intercom, Inc.

AUGUST 27, 2020

In this episode of Scale, Carl walks us through how the subscription model is transforming legacy businesses, how companies can fight churn with data, and what Goldilocks can teach us all about growth. This is Scale , Intercom’s podcast series on driving business growth through customer relationships. With a Ph.D.

Scale 211

Scale Payments Subscription Payment Features 211

SaaStock

MARCH 26, 2019

Elevator pitch : Construct develops a field communication platform for construction projects. Its platform enables engineers, architects, and project managers to communicate and collaborate in the construction supply chain network. leading the team to a smooth agile transition. Don’t hold back, this is a rare opportunity.

Startup 210

Startup Artificial Intelligence SaaS Construction 210

Intercom, Inc.

APRIL 26, 2022

74% of consumers are at least somewhat likely to buy from brands based on experiences alone and those experiences now need to transcend on and offline, across sales, marketing, and support – but don’t feel overwhelmed! Check out our guide on constructing messaging that truly speaks to and engages your audience.

Payment Methods 219

Payment Methods Payment Services Payment Solutions Payments 219

Sales Hacker

MARCH 19, 2019

At the beginning of March, we announced the winners of the 2nd annual Sales Hacker Top 50 Awards, presented by Bravado. We searched through all of the reasons for nominations we received and picked out the stories about people in sales who do the hard work of elevating the sales profession.

Scale 106

Scale Sales Hiring Development Team Review Sales 106

Tom Tunguz

MAY 8, 2018

The habits formed from 17 years of schooling and a 100 point scale run deep. The VPs would do the same, and the directors, and the team leads and the individual contributors. Second, the OKR construct reinforced greater ambition. They are a process, a leading indicator of success, discipline and ambition. OKRs are a gift.

Scale 162

Scale Construction Leadership Startup 162

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Inside sales. Low-touch sales. No-touch sales.

Scale 132

Scale Outsourcing Services Sales Technical Review 132

SaaStr

AUGUST 5, 2019

But before I talk about what land, expand, and explode means and why it’s sort of essential, at least in in our world, I want to give you a little bit of background about the company, what we do, what size and scale we’re at. And this is the moment of reckoning that you get to as a SaaS company is that a sale is not the end.

Sales Recruiting 204

Sales Recruiting Construction Scale SaaS 204

Sales Enablement, SaaS and Growth

JANUARY 8, 2019

The chart below shows the sales technology landscape - there are over 800 vendors listed and 38 different categories. Source: Sales Hacker It’s fair to say that the sales enablement category has mirrored the impressive growth of the sales technology landscape as a whole (up and to the right). There’s a big unmet need.

Sales Enablement 112

Sales Enablement Technical Review Technology Scale 112

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Adnan Chaudhry | SVP of Sales @ Salesforce. There was not a lot of outbound sales or marketing.

Sales Hiring 217

Sales Hiring Scale SaaS Payments Payment Services 217

Sales Hacker

MARCH 17, 2021

While every entrepreneur dreams of scaling their startup into a multi-million dollar company, many do not understand all that goes into that dream. Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place.

Scale 117

Scale Revenue Startup Sales Recruiting 117

Sales Hacker

JUNE 3, 2019

This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast. She is an incredibly accomplished, and talented leader, and manager, and sales person. We’re on iTunes.

Construction 73

Construction Scale Sales Hiring Leadership 73

Sales Hacker

DECEMBER 22, 2020

Subscribe to the Sales Hacker Podcast. True sales & marketing alignment [6:17]. You’re listening to the Sales Hacker Podcast. It’s a conversation about how do you scale profitably? Our second sponsor is Outreach , the number one sales engagement platform. Welcome to the Sales Hacker Podcast.

Scale 105

Scale Revenue Sales Hiring Compensation 105

Sales Hacker

APRIL 5, 2022

Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales. Subscribe to the Sales Hacker Podcast. powered by Sounder.

Scale 103

Scale Sales Underperforming Technical Team Compensation 103

Intercom, Inc.

MARCH 14, 2019

This is episode one of Scale, a brand new podcast series on moving from startup to scale up. All of which means that your customers are more powerful than any marketing or sales team ever could be. You can listen to our full discussion above, or dive deeper into the lessons below. 6 ways to create a customer-centric culture.

Scale 178

Scale Sales Recruiting Sales Hiring Company Culture 178