SaaStr

JANUARY 28, 2025

Bella Liu of Orbee leads a company focused on generative process automation, creating AI solutions that understand and automate complex enterprise workflows. Top-Down vs. Bottom-Up Sales Models Writer and Orby follow a top-down sales model, while Limitless follows a bottom-up sales model, and the effectiveness of each approach is debated.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

SaaStr

FEBRUARY 1, 2024

As companies scale, they evolve, so how should marketing evolve accordingly to add maximum value? PST, Kady shares the ten things that change in marketing as you scale. PST, Kady shares the ten things that change in marketing as you scale. The reality is that a lot of things change as we scale. The answer isn’t simple.

Scale 280

Scale Scaling Sales Hiring Marketing 280

SaaStr

JANUARY 21, 2022

You might feel confused about where to begin, how to scale up, which mistakes you should avoid, and things you should consider before expanding. Now, let’s look at ten learnings that Dorian gathered while scaling Grammarly from a Consumer to an Enterprise brand with B2B offerings.

Scale 246

Scale SMB Enterprise Sales Hiring 246

Tom Tunguz

MAY 1, 2023

When a startup is born, founders lead sales. Design partners, pilots, or founder-led sales - they have many names - these customers work with a startup to solve a problem. Said another way, founder-led sales are sales engineering sales, not account executive sales.

Scale 211

Scale Engineering Outsourced Development Sales 211

SaaStr

AUGUST 9, 2021

So how do you simplify and speed up your sales cycles? He started as the first sales hire at TripActions when the company was small and he helped scale the business to 5,000 customers, 1,200 employees and a $5 billion private valuation. Read on for Michael’s insightful advice for driving faster sales cycles. Subscribe.

Scale 299

Scale Sales Hiring Enterprise Sales 299

SaaStr

APRIL 28, 2022

But when you stick to traditional, siloed sales motions, you may prevent your goals from being met. Hillary Carpio, the Director of ABM at Snowflake, shares her company’s account-based marketing (ABM) playbook and how it can dramatically scale business. . Additionally, Snowflake does not abide by the traditional lead generation funnel.

Scale 305

Scale Education Strategy Engagement 305

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! Your sales process should not be a closed box with little insights. .

Scale 290

Scale Sales Hiring Sales Underperforming Technical Team 290

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 262

Scale Marketplace as a Service Cloud SaaS Payments 262

SaaStr

JULY 8, 2024

How much more could you accomplish with your sales organization? Justworks CRO, Robert Lopez, and Director of Sales, Valeria Avila, show you how to create longevity in your sales organization and why it matters. Two major themes show up at Justworks, leading to a 10% average attrition for AEs rather than the average 32%.

Sales Hiring 293

Sales Hiring Scale Sales Education 293

SaaStr

JULY 22, 2019

Hear from Roger Scott, New Relic’s EVP and Chief Customer Officer as he shares his 7 tips and tricks for keeping your customers happy— and how to do so at a large scale. And I wanted to share a little bit of my experience and the company’s experiences of building the company to a scale that we are today. Good afternoon.

Scale 235

Scale Scaling Sales Hiring Underperforming Technical Team 235

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . What makes a sales organization grow? What’s the best way to grow a sales organization? How: What sources are the most popular to gather leads?

Scale 297

Scale Sales Hiring Compensation Sales 297

SaaStr

SEPTEMBER 15, 2020

And, when you do, do you even think about sale tax compliance? vary on how they handle sales tax and SaaS. It can be confusing to understand how and where you should charge sales tax. Let’s explore a few more ways in which sales tax compliance could impact your growing business. Here’s why you should. .

Payment Services 335

Payment Services compliance SaaS Payments Scale 335

SaaStr

MARCH 20, 2023

Vanta’s Chief Revenue Officer, Stevie Case, shares lessons learned from leading Twilio’s mid-market team and shepherding Vanta into a mid-market leader as the company’s first CRO. You want to be ready for this to ensure you can serve this market and prevent hitting speed bumps, particularly late in the sales cycle. What do you do?

Scale 243

Scale Enterprise Scaling SMB 243

SaaStr

JULY 10, 2024

Instructure is one of the leading learning management systems for education with its Canvas product. It was founded in 2008 but took a while to get going, hitting $1m in revenue in 2011 selling to Utah schools — and then scaled from there. Your kids may well use it. You may have in college, too. For better or worse. #9.

Scale 303

Scale SaaS Payments Payment Services Payments 303

SaaStr

APRIL 5, 2023

Shah is the Senior Vice President of Go-To-Market Strategy, Operations, and Enablement at Guild Education and formerly held the same role at Brex, working alongside Blond. Rev ops go across the entire sales cycle, starting at sales and moving through customer success, implementation, and every other step along the customer journey.

Sales Hiring 245

Sales Hiring Education Scale Strategy 245

Intercom, Inc.

FEBRUARY 12, 2020

But the truth is, as most companies scale, the customer can feel further and further away. Customer empathy is often one of the first things to suffer as companies grow from startup to scale-up. We understand that as our company scales and as the market evolves, our customers’ problems will shift too. New educational content.

Scale 193

Scale Customer Support Scaling Education 193

SaaStr

NOVEMBER 11, 2020

Such an acquisition model means shorter sales cycles and more efficiency in lead qualification, with complete emphasis on the customer experience. If users are finding products on their own, what remains of the role of the sales team in such a growth model? The answer to that is Sales becomes an expansion play now.

Scale 241

Scale Sales Acquisition Consulting 241

SaaStr

MAY 27, 2021

For the past 10 years, I’ve been a sales advisor for the portfolio companies of early stage venture capital firm True Ventures. It’s fascinating work for a sales mind like mine that’s focused on helping brilliant people turn ideas into revenue-driving businesses. . A Pair of Sales Development Representatives. By Lars Nilsson.

Sales Hiring 252

Sales Hiring Scale Venture Capital Sales 252

SaaStr

JUNE 21, 2024

Sam Blond, the former CRO at Brex with 15 years in tech sales, took the stage at SaaStr Europa 2024 to share nine easy sales concepts that so many get wrong. Sam got his first job in tech sales as an SDR for Jason Lemkin’s company, EchoSign, which later sold to Adobe and launched his career. They did this right at Brex.

Sales Recruiting 296

Sales Recruiting Sales Hiring Scale Outsourced Development 296

SaaStr

DECEMBER 22, 2022

Drata is the world’s most advanced security and compliance automation platform with the mission to help companies earn and keep the trust of their users, customers, partners, and prospects. Qwilr is the tool of choice for scaling B2B sales teams. An unpredictable pipeline leads to unpredictable revenue generation.

Scale 55

Scale Onboarding Government compliance 55

SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them.

Sales Hiring 260

Sales Hiring Scale Compensation Sales 260

SaaStr

JULY 13, 2023

A strong sales leader is vital to any company hoping to scale. With this in mind, hiring for the Head of Sales role is one of the most important things a business can do. Unfortunately, too many companies focus on the wrong things when hiring their sales leaders, which can lead to hires that aren’t the best fit for the business.

Sales Recruiting 244

Sales Recruiting Sales Hiring Scale Sales 244

SaaStr

OCTOBER 17, 2023

PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. The framework above is a lean canvas to help you understand your customers’ needs post-sale. Renewals. This team: Confirms PMF.

Scale 182

Scale Sales Hiring Customer Success Scaling 182

Tom Tunguz

MARCH 8, 2020

To make a partnership successful, your startup will need to teach another sales team to sell your product. The sales team asks for more leads. After scaling sales enablement successfully, the next step is to understand where your customers are. Here are my notes. Where to Start. Types of Partnerships.

Scale 349

Scale AWS Consulting Sales Enablement 349

SaaStr

MAY 16, 2021

SaaS companies thrive on partnerships to share leads, mutually champion brands and collaborate on customer success efforts. Gorgias CEO Romain Lapeyre, and Axelle Heems, the Gorgias Head of Operations, share steps to create a partnership program that scales and yields results. Is it just the lead? Then, examine your ecosystem.

Scale 278

Scale Sales Hiring Sales Funnel Consulting 278

Sales Hacker

NOVEMBER 8, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. Pain points in onboarding can quickly lead to frustration, so optimize continuously by treating onboarding as an iterative process based on user feedback and analytics.

Scale 113

Scale Sales Recruiting Sales Hiring AI Search 113

Tom Tunguz

FEBRUARY 3, 2020

The brand’s strength eases prospecting work. Market challenger sales are very different. They often require educating the customer on a new way of thinking. In fact, this is where the name challenger sale originates. Prospecting can be more challenging because of a lack of awareness.

Sales Hiring 261

Sales Hiring Scale Startup Interviewing 261

Intercom, Inc.

MARCH 24, 2021

But as your company grows, how do you offer personalized support at scale without burning out your team or budget? Modern self-serve support is key to scaling smarter. At Intercom, we use a framework called the Conversational Support Funnel to deliver efficient, personal support to our customers at scale. Show as well as tell.

Scale 165

Scale Scaling Headcount Strategy 165

Sales Hacker

MARCH 4, 2025

As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. But I imagine it also leads to some, some friction and alignment issues. And then along the way.

Scale 77

Scale Scaling Sales Hiring Technical Review 77

Tom Tunguz

OCTOBER 18, 2022

A user who wants to educate themselves. This education means using the product, solving a problem, & producing some output that’s useful to others. Atlassian spent 35% of revenue on R&D, the highest of its peers, & 15% on sales & marketing, the lowest of its peers. Here are some notes from the session.

Scale 328

Scale Education Cloud Startup 328

Stax

MARCH 18, 2025

It can be easy to consistently double revenue if you’re an early-stage company, but as you scale up, sustaining that becomes more difficult. Your CAC is how much you spend on acquiring and onboarding a customer, and can include marketing, communications, sales, and other expenses. Customer acquisition cost. More on that later.

Scale 117

Scale Payment Services Payments SaaS Payments 117

SaaStr

FEBRUARY 12, 2022

Scaling a business is difficult, and scaling a SaaS business can be even more of a challenge. Gorgias CEO Romain Lapeyre has successfully scaled the Gorgias SMB customer base from 1,000 to 10,000 by relying on data. Lapeyre suggests that you scrape the data from the internet, then use that to tell you where to find your leads.

SMB 246

SMB Scale Data Scaling 246

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. Four, people in the sale? Kristen Habacht: Well, there’s none in sales.

Merchant Services 265

Merchant Services Scale Sales Recruiting Sales 265

Payrix

DECEMBER 18, 2024

Michael noted that software partners now demonstrate a sophisticated understanding of payments, driven by improved access to educational resources and prior experience with payment relationships. Ensuring compliance in surcharging practices is critical, as violations can lead to substantial fines.

Payments 130

Payments Embedded Payments Merchant Services Payment Services 130

SaaStr

DECEMBER 1, 2024

As Co-CEO, he has helped transform monday.com from a team management tool into a leading work operating system platform used by hundreds of thousands of organizations worldwide. Product-Led Growth Before It Was Cool While others were building massive sales teams, Zinman pushed for a product that would sell itself. The result?

Scale 257

Scale SaaS Company Culture Leadership 257

SaaStr

APRIL 9, 2023

SaaStr 648: CRO Confidential: Cherishma Shah, Senior Vice President; Go To Market Strategy, Operations & Enablement at Guild Education  2. SaaStr 647: Scaling The Top SMB SaaS Companies: What It Takes with GGV Capital Managing Director Jeff Richards and GGV Capital Partner Tiffany Luck   3.

Scale 246

Scale SMB Generative AI Management 246

SaaStr

MARCH 2, 2022

Jeffrey Yoshimura, CMO and CXO at Snyk , Asawari Samant, Head of Marketing at Anyscale , and Katrina Wong, VP Marketing and Demand Generation at Segment , delve into their decades of combined experience to discuss the nine marketing lessons they have learned that lead to hypergrowth. Use data to lead the way. Leadership education.

Outsourcing Services 246

Outsourcing Services Scale Outsourced Development Marketing 246