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So you look at companies, Top 10 SaaS companies in history, none of those companies got their first VP of Sales wrong. You’re probably going to maybe give them some shares in an advisor. So I have a process, sort of a checklist. And you should prepare for a long process potentially to make this hire.
Confused about trying to understand SaaS roles? SaaS companies have many moving parts, and it can be difficult to determine who does what. TL;DR SaaS, or “Software as a Service,” is a business model that delivers centrally hosted software to subscribers over the internet. What is a SaaS business model?
The explosion of SaaS tools (and with it, data silos) together creates a need for a cross-functional, operations role to support go-to-market teams. These roles are filled by engineers that roll up to the CMO/COO (not CTO) as part of a growth team. But first, we need to set some context (albeit from the perspective of B2B SaaS).
Today’s sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. We were part of the office of the CTO.
And I’ve been building SaaS Companies now for 20 years, so that’s a long time. But they were doing it earlier than Java and trying to do it in a way where it gets deployed on the internet, which is something we would call SaaS today. And as a hobby we have just launched another SaaS company called ThreeKit.
290: Yousuf Khan is a serial CIO, start-up and VC advisor. Harry Stebbings: And so with that, I’m super excited to welcome Yousuf Khan, serial CIO, startup and VC advisor. And by business technology function I want to define that because sometimes there’s a overlap with the CTO from an engineering side.
Is your title CTO? Dharmesh: Yes, CTO. The strategy behind it, I think, is strong in terms of it gets HubSpot into a thing which is where I think the future of SaaS companies is going to be heading. And I've worked in the service industry before, I know that those kinds of things matter. So this is Dharmesh. It's great.
Is your title CTO? Dharmesh: Yes, CTO. The strategy behind it, I think, is strong in terms of it gets HubSpot into a thing which is where I think the future of SaaS companies is going to be heading. And I've worked in the service industry before, I know that those kinds of things matter. So this is Dharmesh. It's great.
Highlights: (08:58) Building the first SaaS product and transitioning to recurring revenue. (14:58) 29:06) The importance of sales playbooks and codifying the sales process. (35:30) He’s an advisor. They just built the first SaaS product. 14:58) The evolution of Levelset’s sales motion and pricing strategy. (29:06)
We closed a very successful series C process and then our commercial scale, I think, eclipsed the technical scale of the business, right? Because if you’re on an email service provider and you’re a scaled business, it’s not like you’re going to churn this week and be migrated onto a new platform next week.
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