SaaStr

FEBRUARY 8, 2021

” — Jason Riedel, founder/CTO of Aspireship. “When on New Year’s Eve, customers kept sending us signed contracts.” “When customers get back $100k’s in minutes and want to pay us more” — Kanat Bekt, founder/CTO, SupplyPike. 20% conversion. ” — Drew Naugher.

CTO Hire 347

CTO Hire New CTO CTO Healthcare 347

SaaStr

DECEMBER 10, 2020

Hire not just 1-2 reps, but 10. That it’s time to bring in someone that knows. But I’ve found many great SaaS founders take longer, too long, to decide to hire the other VPs. But I’ve found many great SaaS founders take longer, too long, to decide to hire the other VPs. Make you Truly Enterprise.

Sales Hiring 363

Sales Hiring CTO Hire Sales Recruiting Scale 363

SaaStr

OCTOBER 29, 2021

This is the sort of organic upmarket path you see with a lot of leaders who don’t go 100% “all in” on enterprise but aggressively support it: #2. Use overages to renegotiate contracts, not charge per event. CEO Spencer Skates owns 8.5%, CTO Curtis Liu 8.0%. From 41% in 2020 to 51% in 2021! 119% NRR.

Scale 307

Scale CTO Hire New CTO CTO 307

SaaStr

MARCH 7, 2021

These are all full-time jobs by $1m ARR. Fixing it yourself becomes the biggest time sink and excuse for not hiring there is. You end up spending all your time backfilling roles you should have hired. And even worse, you often sort of give up trying to make the hire. Hard go truly enterprise without it.

Part-Time VPE 293

Part-Time VPE Sales Recruiting Sales Hiring Scale 293

SaaStr

MARCH 15, 2019

I remember my CTO once arguing with a Fortune 500 company on a “security” concern they had which really made no sense. More here: I Never Lost a Customer I Actually Visited | SaaStr Not hiring a full-time RFP person. Not hiring a full-time Chief Security & Compliance Offer. Didn’t matter. They were concerned.

Sales Hiring 174

Sales Hiring Enterprise CTO Hire CTO 174

SaaStr

JULY 3, 2022

The Ultimate Guide for Hiring a Great VP of Sales. Top Podcasts This Week: SaaStr 568: Mind the Gap: Balancing Growth and Efficiency in Tougher Times with Point Nine Managing Partner Christoph Janz. SaaStr 569: Classic Episode: Succeeding As a Young Enterprise Founder with Front Co-Founder and CEO Mathilde Collin.

CTO Hire 258

CTO Hire Sales Hiring CTO Scale 258

SaaStr

JANUARY 12, 2022

“For large enterprise customers, your stakeholder map is almost always too small” — Alex Farmer, VP CS, Cognite Data. Another top mistake SMB folks make trying to sell enterprise. You lose enterprise deals when someone that knows the playbook outsells you by getting to all the stakeholders. A good one.

CTO Hire 325

CTO Hire Sales Hiring New CTO CTO 325

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. His answers didn’t disappoint. They wanted a one-call close.

CTO Hire 242

CTO Hire Sales Recruiting Sales Hiring Scale 242

SaaStr

JULY 10, 2021

Which role should you hire for first? For starters, your first hire should be someone who can complement your skills, someone who is strong in areas where you’re weak, but it goes much deeper than that. I am guessing it’s probably the hardest problem to solve, hiring a job, let alone at this level. And for good reason.

Sales Hiring 261

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 261

SaaStr

JUNE 12, 2022

SaaStr 560: Enterprise Communities: The What, Who, Why, When & How with Venafi Head of Community, Holly Firestone. with Jenn Knight, Co-founder and CTO of AgentSync, and Daryna Kulya, Co-founder of OpenPhone. Attract, Hire & Build a Diverse Sales Team | Handshake VP, Employer Partnerships Jessica Peluso.

Scale 237

Scale Sales Hiring CTO Hire CTO 237

SaaStr

DECEMBER 20, 2023

So in Enterprise, they have around 2,000 companies spending $100k or more per year and dozens of companies spending over a million per year. So in Enterprise, they have around 2,000 companies spending $100k or more per year and dozens of companies spending over a million per year. Is it Cheaper or Better to go PLG? .”

New CTO 312

New CTO Scale Sales Hiring CTO Hire 312

SaaStr

JANUARY 4, 2024

Jason Warner , who was CTO of GitHub before and during my time as COO there (and a former partner at Redpoint!) My co-founder and I only raised $1m for Bitnami, and we were acquired by VMware in 2019 when we were at 75 people and about to launch a new line of enterprise products. What’s your most recent disclosed investment?

Management 273

Management CTO Hire New CTO CTO 273

SaaStr

FEBRUARY 15, 2023

If not, add sales energy to compound the interest.” – Chris De Vylder How to define customer success Selling to enterprises is convincing an economic buyer that your product is the solution they are looking for. The next hiring focus should be growth marketing. Hire a CTO and unify the entire data function.

Scale 244

Scale Sales Hiring CTO Hire Scaling 244

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. There are no Cloud magicians, and you can’t hire a PLG magician. Find and hire two other similar reps.

Scale 284

Scale Sales Hiring Sales Recruiting AI 284

SaaStr

JUNE 16, 2019

What makes a bad CTO? What happens to the clients of a mission-critical, B2B enterprise SaaS startup when it fails? What happens to the clients of a mission-critical, B2B enterprise SaaS startup when it fails? Do all SaaS companies in the USA put late payment fees in their contract? Does this work?

CTO Hire 168

CTO Hire New CTO CTO Payment Methods 168

SaaStr

JULY 14, 2022

We had Lew Cirne, Founder & CEO of New Relic, Dharmesh Shah, Co-Founder & CTO of HubSpot and for the first time at Annual, we added office hours with the top VCs in SaaS. total attendees, e.g., a CEO + a VP of Sales and a VP of Customer Success, or two Co-Founders, or CEO + CTO, etc.

Scale 307

Scale Sales Recruiting CTO Hire New CTO 307

SaaStr

AUGUST 25, 2023

You have to see: A couple of good hires brought in Improvement on some metrics A big deal or two hanging out there, brought in and closed Things taken off your plate. More time may make them better if they’re already progressing, even if it’s just 10-15% in the first sales cycle. Hiring someone too junior. That often compounds.

Part-Time VPE 242

Part-Time VPE Scale Sales Hiring CTO Hire 242

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. There are rules in starting an enterprise software company. They’re going to figure out that enterprise is the actual way to go, and it’ll be OK.”

Part-Time VPE 290

Part-Time VPE Technical Cofounder CTO Hire New CTO 290

USIO

JUNE 28, 2024

Announces Partnership with Usio as Preferred Payment Integration Partner for USA Customers Chattanooga, Tennessee – 17 June 2024 – ues.io, the leading no-code/pro-code platform for building enterprise applications with AI, today announced a strategic partnership with Usio , a trusted leader in integrated payment solutions. application.

Payments 130

Payments Merchant Services Payment Solutions Payment Services 130

SaaStr

OCTOBER 24, 2022

Developers haven’t typically been the buyers in enterprise software, so why should you build for developers? They’re able to actually swipe a credit card, and what starts off similar to a freemium self-serve product can turn into a six-figure contract in just a few months. The contract size grows.

Outsourced Development 210

Outsourced Development Underperforming Technical Team Development Part-Time VPE 210

SaaStr

JANUARY 14, 2020

In this presentation, Pluralsight co-founder and CEO Aaron Skonnard will discuss how Pluralsight successfully transformed its business to serve both individual and enterprise customers independently and will share his lessons for SaaS companies looking to tap into individual customers to sell into enterprises and vice versa.

B2B 173

B2B B2C Scale New CTO 173

Sales Hacker

JUNE 12, 2020

In it, Co-Founder and CRO of Kronologic, Aaron Bollinger, shows us how to close enterprise level deals when you’re a startup. How to overcome no credible timing event. Download Aaron’s Checklist for Closing Enterprise Deals Here. Down the road, you can say, “ I demand a two year contract. What You’ll Learn. 3% (24:26). ?

Enterprise 82

Enterprise CTO Hire Startup Technical Cofounder 82

SaaStr

SEPTEMBER 18, 2020

Immediately told them to hire 50 reps in a different city, in a different city, and they did. The CEO was deferential because that was 10 times what he’d ever raised before, and did all of it. Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR.

Sales Hiring 246

Sales Hiring CTO Hire Scale Investment 246

The Angel VC

OCTOBER 18, 2012

What if you don't have that SaaS founder dream team – a CEO with domain expertise, a great CPO and a rock-star CTO? I'm going to assume that you want to build a modern SaaS solution for the "Fortune 5,000,000" – a great product that's easy to understand and so useful that it will almost sell itself. What comes next?

Sales Hiring 121

Sales Hiring CTO Hire Startup Outsourced Development 121

Sales Hacker

FEBRUARY 17, 2021

Your CTO probably does not need to be on the first Demo, but instead that could be an opportune time to loop in a Manager or director. After all, a CTO can’t handhold the entire deal cycle, but they can jump in and provide clarity and an expert voice at critical points. Who doesn’t love a good combo of ham, egg and cheese?

Underperforming Technical Team 131

Underperforming Technical Team CTO Hire CTO Coach Technical Review 131

ProfitWell

JANUARY 29, 2019

On this episode of the ProfitWell Report, Brendan Schwartz , Co-Founder and CTO at Wistia , wants to know what proportion of paid plans should be annual versus monthly. The beauty of the subscription model is that for the first time in the history of business, relationships are baked directly into how you make money. Click to enlarge.

Churn 103

Churn CTO Hire Data CTO 103

OpenView Labs

JULY 2, 2020

Tips on Enterprise Pricing. Time and time again SaaS companies are promising customers that they will save hundreds of thousands of dollars, but their pricing strategies are only capturing a tiny fraction of that savings. Tips on Enterprise Pricing. Startup Tips for Enterprise Software Pricing.

Pricing 135

Pricing SaaS Payments Payments SaaS 135

OpenView Labs

MARCH 10, 2020

At some point in every software company’s growth comes the great challenge of tackling the enterprise market. In a panel for DevGuild: Enterprise-Ready Products, devtools accelerator and fund Heavybit, Inc. brought together CTOs from PlanGrid, One Medical and AdRoll to discuss what they look for when evaluating software.

Enterprise 52

Enterprise Software Review CTO Hire Software 52

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Scale 120

Scale CTO Hire CTO Coach Scaling 120

SaaStr

SEPTEMBER 26, 2019

So mid-market, we’re about 40 to 50K ACV enterprise. And actually when we started, I see one face in the room that I recognize, Kurt Freytag, was one of our big customers at the time when I joined. So you were the first sales hire. So my first sales hire was beginning of 2015. We’re low six figures.

Scale 146

Scale Sales Hiring Sales Recruiting Technical Advisors 146

Intercom, Inc.

JULY 21, 2022

All you have to do is enter your email to get started'” As Slack expands into a larger enterprise product, you have to start appealing to groups of people and types of roles and industries that aren’t in that early adopter group. And so we hired somebody who had a lot of experience and could recommend ways to build the team.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

Intercom, Inc.

OCTOBER 31, 2019

Dee: And you’ve worked in the industry for more than 22 years, so you have an incredible insight into the expansion of cloud networks, enterprise and data center technologies. Tim: I was hired in 2010, when Facebook was what I like to call a “teenage company”. That was actually a pretty tall order at the time.

Artificial Intelligence 169

Artificial Intelligence Scale CTO Hire Technology 169

SaaStr

APRIL 9, 2019

Mallun Yen : So, you were an engineer by training and then you became an engineering leader, as the CTO of Webex, and then you became a CEO. You’ve got to learn about sales, about marketing and, otherwise, you need to hire a lot of other people around you to help. Eric Yuan: Because, at that time, we really needed a product.

Sales Hiring 141

Sales Hiring Scale CTO Hire Marketing 141

Intercom, Inc.

FEBRUARY 22, 2022

As we scale, we’re working with larger mid-market and enterprise customers with more complex needs and specifications. Hiring and cultivating incredible talent on our Information Security team. We’re committed to meeting the highest standards of security to protect our customers’ trust and love for our product.

Data 118

Data CTO Hire Technical Review compliance 118

Sales Hacker

OCTOBER 13, 2020

Hiring managers are also just trying to sell as well. Users come to us all the time and they say, Hey, this company looks awesome. Are they hiring? That goes to the hiring manager. And if you get hired, RepVue will actually pay you $500. And it’s easy to inflate that for companies during the hiring process.

Marketplace as a Service 113

Marketplace as a Service CTO Hire Sales Recruiting Scale 113

Sales Hacker

OCTOBER 8, 2018

Chris walks us through his habits, his principles, and his system for enterprise sales. Follow the Demand and Hire Accordingly [16:07]. Chris was actually the first sales hire at Snowflake. That really led me to start building out the organization and gave the investors, quite frankly, the will to allow me to hire people.

Scale 83

Scale Sales Hiring Sales Recruiting CTO Hire 83

Neil Patel

JULY 7, 2021

Do we have the technical support, in-house or contracted, to take on the learning curve of an emerging platform? Do I need a platform to do all these things simultaneously and from one location? Are sales at a point where we can justify investing in and learning a new platform? Building Digital Experience Platforms Book.

AI Search 124

AI Search CTO Hire Scale Artificial Intelligence 124