SaaStr

DECEMBER 14, 2020

More on that here: The $2 Million Dollar Man/Woman: How to Think About Scaling Your Customer Success Team. Now some bonus tips: Build an enterprise-only sales team. Once you have 1 top logo in a segment, put an amazing outbound team on everyone in that space. You need human beings to do this. More on that here.

Scale 312

Scale Sales Hiring Underperforming Technical Team Point of Sale 312

SaaStr

JULY 20, 2021

The session that I’m talking about is basically about the board dynamic and about how to survive this valley of death and bring not just yourself and your team but your extended team, including your board, across that until you cross the $1 million mark, and then the $10 million mark and keep going beyond. There we go.

Underperforming Technical Team 246

Underperforming Technical Team Sales Hiring AWS Business Model 246

SaaStr

DECEMBER 13, 2024

When sales slow how do you keep the team motivated and push through? Because your product, if it’s early, is feature-poor, bug-ridden, slow and does nothing. ” Question #3: When sales slow, how do you keep the team motivated? Dedicate the right resources to business development to channel and partner.

Scale 277

Scale Sales Hiring Underperforming Technical Team Social Media 277

SaaStr

NOVEMBER 26, 2019

sales team. I did all sorts of things there from sales, to project management, to running the engineering team, hiring. This is where I got my chops in growing and scaling enterprise sales teams. We have team selling here that extends beyond the sales team. Want to see more content like this? Good afternoon.

Scale 292

Scale Sales Hiring Underperforming Technical Team Sales 292

SaaStr

FEBRUARY 16, 2022

Abhinav Asthana , founder and CEO of Postman , knows that journey very well, having started Postman as a mere side project in 2012, only to launch it as an enterprise platform almost a decade later. As companies begin to succeed, they sometimes develop a tunnel vision towards the customers who have brought them their success.

Underperforming Technical Team 290

Underperforming Technical Team Company Culture Customer Success Product Marketing 290

User Pilot

DECEMBER 31, 2024

While your product managers use our analytics reports to track product usage, your engineering teams can use our session replays to uncover bugs, and your customer support team may use our in-app help center feature to offer self-service and reduce support tickets. Userpilot is perfect for non-technical teams.

Technical Review 105

Technical Review Underperforming Technical Team Software Review Onboarding 105

SaaStr

JANUARY 16, 2023

That doesn’t mean they are “bad” Many, in fact, will thrive as a VP or Director somewhere else. Selling to SMBs is just not the same as mapping out 5 SVPs at a big enterprise. Someone selling Gong today often will really struggle selling a complex developer product or nuanced pharma SaaS.

Sales Hiring 329

Sales Hiring Startup Underperforming Technical Team Branding 329

SaaStr

JUNE 19, 2024

The three core areas to focus on are: Evolving your growth engine Building and solving for when to become a multi-product platform Investing in your people and team #1: Evolving Your Growth Engine Let’s start with some context for Bitly’s journey. You might have to rebuild your marketing team. Optimize your acquisition funnel.

Scale 306

Scale Scaling Underperforming Technical Team User Experience 306

Tom Tunguz

JANUARY 23, 2023

I’m watching public company earnings to identify early weaknesses in the software market. Microsoft’s Ability to Cross-Sell its Suite is Driving Dominance in Many Categories GitHub is now home to 100 million developers. About 70% of commercial Office subscribers use Teams. Yesterday, Microsoft announced earnings.

Azure 255

Azure Underperforming Technical Team Artificial Intelligence Machine Learning 255

SaaStr

NOVEMBER 25, 2020

Do you have two sales teams? Who gets what part of the long-term development budget? And most importantly, multiple products can be very distracting at the management team level. The last thing you want the team doing is chasing a shiny penny, when what really matters is hitting the plan for the quarter.

Underperforming Technical Team 356

Underperforming Technical Team Cloud Revenue Acquisition 356

SaaStr

JUNE 15, 2021

Twilio is a cloud communications platform that allows software developers to embed communications into the apps that they’re building. I founded two companies, selling to the enterprise. He said, “I feel so bad. Jeff : I felt really bad, because you plan way ahead. I’m a founder. It’s pretty cool.

Scale 306

Scale Underperforming Technical Team Engineering Wireless 306

User Pilot

NOVEMBER 29, 2024

Teams can use Fullstory’s session replay to: Identify frustration signals like rage clicks or dead clicks to uncover UX pain points. Improve collaboration and break down data silos by sharing session insights directly with your UX, development, or support colleagues. Fullstory session replay. Fullstory session replay viewing controls.

Underperforming Technical Team 105

Underperforming Technical Team compliance Software Review AI 105

SaaStr

JUNE 21, 2023

After three months, this talented guy came to Harbaugh with the recognition that LaunchDarkly’s customers were developers. He didn’t like to sell to developers, so he quit. because they needed to rebuild the sales team. They rebuilt the sales team and closed some big deals. A bad one can torpedo you.

Sales Recruiting 298

Sales Recruiting Sales Hiring Underperforming Technical Team Pricing 298

SaaStr

OCTOBER 4, 2024

They built one platform that does it all, but also made it simple so that these small businesses they wanted to serve, could actually use it to grow revenue without needing a developer that they didn’t have. They were way more interested in this perspective, so they’d set a goal for their team to drive $100k in “Klaviyo” bucks.

Revenue 312

Revenue Scale Underperforming Technical Team Sales Hiring 312

Sales Hacker

FEBRUARY 17, 2021

Scott’s newsletter makes a great point: as buying teams get bigger and bigger, our sales teams need to grow with them. In other words, the partners balance out each other’s strengths and weaknesses. First, identify your team member’s strengths and weaknesses. Business case development and IT/tech strategy.

Underperforming Technical Team 131

Underperforming Technical Team CTO Hire CTO Coach Technical Review 131

Sales Hacker

AUGUST 7, 2024

He previously built the pre and post sales solutions team at mParticle from zero to supporting hundreds of enterprise customers. Is there a lot of internal or customer work that needs to be done or managed by your team? While mParticle has a killer, commercially focused CS team, inertia affected the team as well early on.

Underperforming Technical Team 122

Underperforming Technical Team Technical Review Sales Hiring Scale 122

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? How should you handle presenting challenges to your C-suite team when you’ve just joined the company? The bad news is it wasn’t driving the results they wanted. Lattice had limited resources and a small team, which meant they needed to focus in.

Scale 278

Scale Sales Hiring Scaling Revenue 278

SaaStr

JUNE 29, 2021

Announcer: Up today, the secrets of market timing, how to develop the right idea at the right time with Allen Gannett, author of The Creative Curve. Those are bad answers, and while you do that, I’m going to have a sip of water. These are bad ideas. This is where the cloud meets. Allen Gannett: Okay.

Underperforming Technical Team 246

Underperforming Technical Team Development Marketing Trends 246

SaaStr

JUNE 4, 2021

Pomel focused his session on: Making your SaaS startup customer-centric: Hw event marketing has helped him integrate his engineering and sales teams. How many of you guys’ product rely on the highly functioning engineering team? Helping the engineering teams run smoothly and being super productive thanks to mentoring.

Scale 321

Scale Underperforming Technical Team Sales Hiring Engineering 321

Kellblog

JULY 8, 2020

Mark’s a seasoned startup executive, he’s go-to-market oriented, and he has some large-company chops that he developed earlier in his career. Here’s an edited version of Mark’s top ten enterprise software startup mistakes list, along with a few comments prefaced by DK. You should leverage backdoor references.

Sales Hiring 144

Sales Hiring Startup Software Review Enterprise 144

SaaStr

OCTOBER 26, 2023

On the other hand, their Enterprise segment is bigger and doing great. The SMB markets can test out features that aren’t built to scale yet, and as they succeed, Greenhouse invests in them and rolls them out to Enterprise customers. When looking at Greenhouse’s Enterprise business, many of them started when they were tiny.

Sales Hiring 286

Sales Hiring AI SMB Scale 286

SaaStr

APRIL 5, 2021

I told this VC I bet that while they had no true enterprise customers, they had a few nice silos within some large customers. Hmmmm … well, to me, that’s not a bad place to be once a space, a category, gets to $100m+. With less capital and a tighter team … you won’t be able to spend as much on marketing.

Scale 289

Scale Sales Recruiting Underperforming Technical Team Pricing 289

SaaStr

NOVEMBER 14, 2019

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. Knowing the common pitfalls won’t stop you or your team from making them, but it will help build the most important skill any manager can have: resiliency. Want to see more content like this? Overwhelmed.

Scale 182

Scale Sales Hiring Scaling Underperforming Technical Team 182

SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). You have to create a repeatable process if you’re going to scale up the sales team. The Number One Job of a VP Sales is Recruiting a Great Team. SaaStr is Turning 10!

Sales Hiring 290

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 290

Intercom, Inc.

APRIL 4, 2019

The fastest growing software companies in recent years all have something in common – they started with little to no sales team. Yes, Slack started off with no sales team. But as it started selling more and more into the enterprise, it staffed up with a deep and strong one. The first stage is building an organic growth engine.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

SaaStr

NOVEMBER 1, 2022

They are hiring leaders, building teams, and attracting advisors in the US while devouring the SV SaaS playbook. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Proximity to customers helps too.

Scale 298

Scale Sales Hiring Underperforming Technical Team Cybersecurity 298

Intercom, Inc.

JUNE 15, 2022

Product teams often fall into the trap of spending most of their time on the core functionality of the products they’re building. Without an accessible onboarding process , customers may never reach the stage where they can use the game-changing features your team has worked so hard to build, making outcomes difficult to achieve.

Onboarding 194

Onboarding Underperforming Technical Team Software Review Technical Review 194

SaaStr

DECEMBER 31, 2019

With the complexity of multiple stakeholders and the increasing purchasing influence of end users, the bar is higher than ever for enterprise UX as companies pioneer business models beyond traditional SaaS. Very excited to talk to you today about building consumer grade products for the enterprise. Want to see more content like this?

Enterprise 157

Enterprise Underperforming Technical Team Scale B2B 157

SaaStr

JANUARY 7, 2022

Have you ever had a sudden realization that you’re spending more on sales and marketing than research and development? If so, you aren’t alone –– the median enterprise SaaS company spends twice as much on sales and marketing than R&D. Your marketing team’s task is to turn a grey reality black and white for your consumers.

Sales Hiring 264

Sales Hiring Underperforming Technical Team Marketing Market Research 264

SaaStr

JUNE 7, 2021

If you don’t have tickets, lock in Early Bird pricing today and bring your team! The other thing is I’ve studied enterprise software for literally 30 years. “Look, here’s enterprise software. I was a software developer, a product person. Get tickets here. TRANSCRIPT . Super cool. This is great.

Sales Hiring 340

Sales Hiring Underperforming Technical Team SaaS Headcount 340

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 194

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 194

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. Enterprise is generally behind the times and slow to move on new ideas. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Shifting your mental game.

Enterprise 127

Enterprise Payment Methods Payment Services Sales Hiring 127

SaaStr

JULY 15, 2022

Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. Jason Lemkin: But usually your teams can’t do that. That’s a great example. This always works. If you do Salesforce, try to do Pipedrive.

Scale 298

Scale Outsourcing Services Sales Hiring VP of Engineering 298

SaaStr

JANUARY 5, 2023

Founded in 2019, Laika (an enterprise-ready compliance platform) closed a $50MM Series C by the summer of 2022. They can also help secure the data, reporting, process, and discipline a business need to evaluate progress so it can develop the accountability necessary to drive operational excellence. The path to success is not linear.

Sales Hiring 49

Sales Hiring Acquisition Forecasting Outsourced Development 49

SaaStr

JUNE 13, 2024

Every week, there are significant new developments in tech. However, CIOs at large enterprises have the budget to try different things and see what they can do. If you go to a team and say, “I can do 70% of what your team is doing now automatically and at a fraction of the cost.” It’s not a bad thing. At Gong, yes.

Scale 311

Scale AI Sales Underperforming Technical Team 311

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. When I was hired, I came in with one salesperson and zero dollars in recurring revenue and over the next four years grew the sales team to over 140 employees and 55 million in recurring revenue. Want to see more content like this?

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

APRIL 14, 2023

Mistake #1: Viewing Investors Only As Capital As founders build a team, they focus on obtaining complementary skill sets. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit. Enterprise will likely have a different problem set vs. an SMB. That’s a mistake.

Development Team Review 264

Development Team Review Technical Review Underperforming Technical Team SMB 264