SaaStr

JANUARY 9, 2025

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. Yes, Canva got to $1B ARR with almost no 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. Yes, Twilio started off as self-service.

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. For banks, we do have a more direct sales team and we do some enterprise-wide adoption, but generally trying to sell to Chase as an enterprise is nearly impossible. So, figuring out how to scale that up.

Payments 214

Payments SaaS Payments Banking Underperforming Technical Team 214

SaaStr

APRIL 9, 2019

Mallun Yen : So, certain people say there’s certain inflection points when you’re starting a company and you’re scaling a company. You have to figure out scaling, you have to figure out, do we not just hire natural athletes but someone who’s actually done these things before. Eric Yuan: It’s more than 500.

Sales Hiring 145

Sales Hiring Scale CTO Hire Marketing 145

OpenView Labs

MARCH 15, 2019

Brands including HubSpot, Atlassian, Slack, Xero, Zendesk and Klaviyo use a variety of partner programs and other tactics to expand into new markets, scale their sales efforts and take advantage of partners’ existing connections and credibility. That’s not to say that designing and building a successful channel sales program is easy.

Sales Recruiting 85

Sales Recruiting Scale Sales Hiring Underperforming Technical Team 85