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! That was the birth of what we now call the Growth Machine!

Scale 290

Scale Sales Hiring Sales Underperforming Technical Team 290

SaaStr

JUNE 4, 2024

Today, AI is heavily taking over sales roles, so this information is geared toward outbound, and how do you make the most of this switch. It appeared that outbound was no longer working at that scale, but then, everyone was surprised by the coming of age of AI tools. It’s also a great tool for lead scoring.

Scale 297

Scale AI Marketing Advertising 297

Intercom, Inc.

DECEMBER 20, 2018

Sujan has seen first-hand just how powerful chatbots can be – greater efficiency, accelerated sales cycles and better customer experiences. Sujan’s no stranger to finding the cutting edge in growth. As the co-founder of WebProfits , he’s led marketing strategy for the likes of Intuit, LinkedIn and Salesforce.

Scale 151

Scale Scaling Technical Review Systems Review 151

Intercom, Inc.

FEBRUARY 1, 2018

In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth. This is the second in a series of interviews over the next couple months about unlocking the potential of growth.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

SaaStr

SEPTEMBER 14, 2024

brand, once you have the prospect in your funnel. Pricing “cheap” won’t get prospects to come find you, not usually. But it can reduce friction in the sales process. And reducing friction is key to scaling in the early days … and maybe even later. Brands matter.

Scale 316

Scale Pricing Branding B2B 316

SaaStock

MARCH 21, 2019

The unique model that the Boston-based VC firm has is to provide strong support to companies post their investment to help them refine business models, pricing, marketing so they can ultimately scale. Read more about product-led growth on OpenView Labs.

Scale 172

Scale Scaling Business Model B2B 172

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

SaaStr

FEBRUARY 20, 2022

Everyone has awoken to how important Content Marketing is in SaaS and almost anywhere in building an audience, awareness, and leads. Content Marketing is one of the top 5 initiatives of almost any growth marketer or demand gen leader now. And SEO really scales. What did I learn? Still, it’s a black art.

Scale 296

Scale Content Marketing Consulting Scaling 296

SaaStr

MARCH 30, 2021

But really, it means you aren't doing any effective marketing. Few things will demotivate your sales team more than a very low win rate. You’re getting the leads and the opportunities. Do you need better sales leadership? Are you nurturing leads properly? You have the leads. You’re getting a shot.

Scale 299

Scale Market Segmentation Leadership Engineering 299

SaaStr

NOVEMBER 28, 2020

A ways back, we did an extremely popular post entitled, Hire the Right Type of VP Marketing or You’ll Just End Up With a Bunch of Blue Pens with Your Logo On Them. The basic idea was to help folks who haven’t hired a VP or Director of Marketing hire the right one for a pre-Scale sales-driven SaaS company.

Sales Hiring 244

Sales Hiring Scale Sales Marketing 244

SaaStr

OCTOBER 6, 2019

Even if leads are still a bit lumpy, outbound is still stretching itself … you at least learn how to close by this point. And often, if you are capital efficient, your marketing cost will be close to $0 at this point (you are barely spending anything to acquire most customers), and your sales costs are pretty predictable.

Sales Hiring 270

Sales Hiring Scale Sales Venture Capital 270

SaaStr

AUGUST 27, 2024

Rupa is a lab platform for doctors to order lab tests, and Koby took the company from $20M to hundreds of millions in equity and scaled Rupa’s user acquisition by 4000% in 3.5 You can optimize these channels, as well as layer them, to drive meaningful growth. This is how you make great content at scale. #2 How do you do this?

Scale 290

Scale AI Search Sales Hiring Social Media 290

SaaStr

NOVEMBER 4, 2019

Just when it sarts to get good, again and again, I see the same thing: the number of leads each month stalls out. Many SaaS companies hit an “organic lead plateau” at several phases: When you get Really Big, at some point, every company in the world is Already An Opportunity. Box, Salesforce, etc. It’s consistent.

Scale 229

Scale Sales Hiring Branding Revenue 229

SaaStr

JULY 30, 2023

MarTech stack and budget (always be on the lookout for cutting-edge platforms) A growth mindset Scalable, Low CAC Growth Strategies “One example that works well for sales-led SaaS businesses is outbound,” says Cabane. A high-scale, modern outbound has extremely good CAC and scale. Map it all out.

Scale 246

Scale Sales Hiring Banking AI 246

SaaStr

MAY 30, 2024

Sales-Led vs. Product-Led vs. Hybrid What are the pros and cons of different motions? Let’s start with a sales-led motion, which is traditionally how B2B software has been sold. Hybrid combines product-led and sales-led motions, and they work closely together. How does that collaboration and hand-off with sales work?

Scale 305

Scale AI Search Azure Sales 305

SaaStr

MAY 1, 2021

A Different Way to Approach Enterprise Leads . Zhao says, “Our business model is B2B SaaS, but our sales motion is similar to a consumer-like company…there’s a lot of B2C elements to it.”. Zhao furthers his point by emphasizing that: “This B2C plus B2B motion gives us a lot of sales efficiency. Every touchpoint matters.

Enterprise 317

Enterprise Scale B2C SaaS 317

SaaStr

APRIL 4, 2023

But later … that fades: Sales doesn’t want to deal with smaller leads. Marketing doesn’t get much credit for tiny opportunities. I see so many SaaS and B2B companies end up with their long tail and smallest customers only contributing a single digit percent of revenue as they scale, even if it starts off much higher.

Scale 288

Scale Scaling Acquisition B2B 288

SaaStr

DECEMBER 3, 2019

Jason asked me to find the two best marketing executives that I could to talk about how to generate more leads for your company. No, keep your hands up if you want more leads for your business? So today we’re going to talk about generating leads and I think we were going to break it into three sections.

Scale 162

Scale Sales Hiring Development Team Review Technical Review 162

Intercom, Inc.

FEBRUARY 13, 2019

One of the biggest challenges with marketing a SaaS product is figuring out a way to announce the continuous stream of updates and feature releases while maintaining a sense of sanity. Tactics that can scale with the cadence you ship at. One the best things about a changelog is how flexible they can be to fit your needs.

Scale 134

Scale Scaling Social Media Product Marketing 134

SaaStr

NOVEMBER 5, 2021

On the one hand, you need a shorthand for your sales and marketing efficiency — and that’s Magic Number. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. no marketing spend) and that auto-upgrade (i.e., limited to no sales expense).

Scale 299

Scale SaaS Acquisition Benchmarks 299

SaaStr

JULY 22, 2021

Ultimately, almost all software companies end up getting 20-50% or so of their new customers from their existing customers once they hit scale. Make the sales team ask. Q: Dear SaaStr: What Percent of My Revenue Should Come from Referrals and Word of Mouth? Sometimes even more. From referrals. From brand. From word-of-mouth.

Sales Hiring 358

Sales Hiring Scale Customer Success Branding 358

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. They weren’t getting any leads.

Sales Hiring 311

Sales Hiring Scale AI Search AI 311

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. I run platform marketing at Slack. Vicki Lin : Great. Thank you Ceci.

Payments 133

Payments Scale Scaling Revenue 133

SaaStr

JUNE 30, 2020

“Leads seem to have fallen by about 40% since we changed the website” — Startup B at $10m ARR. Does your marketing site really matter, past a point? The previous marketing site was very focused, but probably too much so. Probably more important as you scale, and start to compete in more segments.

Scale 260

Scale Marketing Startup Enterprise 260

SaaStr

APRIL 25, 2021

I personally was terrible at many growth tactics, growing Adobe Sign / EchoSign. I didn’t know much about anything other than direct sales at the time. Getting very good at in-bound sales. We optimized a strong team around high-velocity in-bound sales, that could even stretch easily to $300k+ deals. Customer marketing.

Scale 279

Scale Enterprise Branding Scaling 279

User Pilot

OCTOBER 15, 2023

Marketing your SaaS is a complex task involving many roles, one being a growth marketer. But you may be thinking, what exactly is the role of a growth marketer, and how do they help grow your product ? The structure of a growth marketing team depends on the size and needs of your company.

Growth Marketing 105

Growth Marketing Marketing Customer Lifetime Value Scale 105

Sales Hacker

NOVEMBER 29, 2022

Want to write sales emails like a pro? Manager, Outbound Growth Marketing at Greenhouse) and Will Allred (Co-Founder & COO at Lavender) to get TWO perspectives and TWO approaches on real sales emails, every week on Sales Hacker. Most leads came through their PLG motion. Monthly MRR growth has 2x’d.

Scale 99

Scale Underperforming Technical Team Outsourced Development Growth Marketing 99

SaaStr

MARCH 28, 2024

At Base10, I lead investing for our growth stage fund that invests $20-60M in market leaders primarily in B through D rounds, though we can invest up to pre-IPO. under management across the firm, and we are currently investing out of an active $460M growth fund. And how big is your current fund? We have a total of $1.8B

Venture Capital 279

Venture Capital Cybersecurity Artificial Intelligence Scale 279

SaaStr

SEPTEMBER 17, 2023

Sarah Scharf leads product and brand marketing for Vanta – the company on a mission to secure the internet and protect consumer data. What’s your top “undiscovered gem” — an app you love but others may not have heard of? User Evidence which helps collect high value references, case studies, and more.

Marketing 298

Marketing Scale Mobile Branding 298

Intercom, Inc.

NOVEMBER 27, 2019

That kind of growth? It requires thinking at a different scale. “The reason why businesses grow is they’re in a great market” It’s this approach to scaling their business that has enabled Paddle to achieve 2475% revenue growth over the last four years. . A genius inbound marketing strategy.

Payments 186

Payments Scale Revenue SaaS Payments 186

Intercom, Inc.

DECEMBER 12, 2019

Vidyard co-founder and CEO Michael Litt chatted to Intercom’s EMEA Sales Manager Ciaran Nolan about how Vidyard flipped the freemium model on its head, why moving downmarket might be the answer to accelerated growth, and how to build a multi-million dollar business unit – overnight. Flipping the freemium model on its head.

Scale 169

Scale Growth Hacking Enterprise Scaling 169

User Pilot

MAY 24, 2021

Growth marketing involves experimentation and optimization across the marketing funnels. Marketers today are moving from the traditional “set and forget” approach to a continually evolving growth-focused approach. Analytics Tools for Growth Marketers. Email Automation Growth Marketing Tools for SaaS.

Growth Marketing 98

Growth Marketing Software Marketing SaaS 98

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 150

Scale Sales Hiring Sales Recruiting Technical Advisors 150

GetUplift

JULY 4, 2024

Michela Fossati-Bellani VP of Growth Marketing , Strata Identity Optimizing your website, campaigns and marketing strategy for conversion — regardless if it’s to a free trial, a paid plan, a demo, a sales call or a sign up for the company newsletter — is never easy. That’s one of the challenges Strata came to us with.

Scale 75

Scale Technical Review B2B Strategy 75

Intercom, Inc.

MAY 24, 2018

When used correctly, data can powerfully enrich sales and marketing efforts and help any business fuel growth. Here are five quick takeaways: At Clearbit, all marketing falls under growth marketing. Why does Matt see free products as a tool for growth ? Short on time? Short on time? Matt: Correct.

Data 182

Data Scale Underperforming Technical Team Sales Hiring 182

Intercom, Inc.

JANUARY 28, 2020

Gone are the days of sales deals being closed with a handshake in a face-to-face meeting. Nowadays, digital solutions like CRMs have made it easier for sales teams to manage their pipelines online but that doesn’t always result in the best experience for the end buyer. . Lead generation. A centralized solution.

Scale 138

Scale Revenue Systems Review Technical Review 138

SaaStr

MAY 27, 2021

But — you may need a good VP of Sales to help you make this stick, so don’t be too dogmatic here until you have a real VP. And incent your sales reps to close annual deals, with either a larger commission, or a smaller one for non-annual deals, and/or clawbacks on any deals that don’t last a year. Now, there are exceptions.

Payment Features 251

Payment Features Outsourced Development Scale Payment Services 251