SaaStr

JANUARY 9, 2025

Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams? Many that are self-serve and SMB-focused can start off without a sales team … for a while. But almost none stay without a sales team … forever. Yes, Atlassian since well past its IPO had almost no direct sales team.

Scale 279

Scale Sales Hiring Sales Headcount 279

SaaStr

AUGUST 2, 2021

This early phase is where you’re still looking for that perfect product-market fit and scaling the product to market. Also, they had a direct sales team mainly selling to enterprises in a top-down sales motion. “[The And remember to scale. You scale the hell out of it. ServiceNow Takeaways.

Outsourcing Services 290

Outsourcing Services Scale Scaling Outsourced Development 290

SaaStr

NOVEMBER 15, 2020

But to Go Big, almost everyone in SaaS at least eventually adds a sales team. But to scale it quickly added a very effective sales team : Yes, Atlassian for a long time had almost no “direct” sales team, well after the IPO. With, and through, a sales team. In big deals.

Scale 342

Scale Sales Hiring Sales Headcount 342

Tom Tunguz

JUNE 19, 2016

As startups scale and address incremental customer segments, the marketing mix becomes more complex. If a startup decides to sell their product through a channel partner in addition to their direct sales team, they add another layer of complexity. Customers will be confused.

Pricing 127

Pricing Startup Strategy Development 127

SaaStr

DECEMBER 17, 2019

Plaid has always been a wartime company and we’re trying to continue to scale that out. Zach : So, generally it’s a developer that will introduce it to a product manager and the product manager will do the sales within the organization for us. There’s, of course, sub-business units and sub-product leads there.

Payments 214

Payments SaaS Payments Banking Underperforming Technical Team 214

OpenView Labs

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad.

Sales Recruiting 85

Sales Recruiting Scale Sales Hiring Underperforming Technical Team 85

SaaStr

APRIL 9, 2019

The thing about growing fast, you always think about how to get more customers, more prospects. And also, we always prioritize the features requested by our existing customers over the new prospects. Not only for the product side, but for the sales and marketing side. While we do not have a product, why do we need to have sales?

Sales Hiring 145

Sales Hiring Scale CTO Hire Marketing 145