Sales Enablement, SaaS and Growth

MARCH 23, 2020

Operational efficiency. The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines. Jobs to be Done Theory The Jobs to be Done Theory was developed by Clay Christiensen of Harvard Business School. Brand equity. Customer data. Economies of scale.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Point Nine Land

APRIL 21, 2021

If you like what you read in 2. Invite the candidate to a face-to-face or a Zoom interview. Ask more questions around the tasks and what they do in their current role with the perspective to understand if they would thrive in your environment.

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52

SaaStr

APRIL 1, 2025

DataBricks: Pricing Power Trumps Efficiency CRO Ron Gabrisko’s surprising revelation during his time taking DataBricks from $1B to $3B was that focusing on pricing power created more leverage than operational efficiency. Despite all the sales tech we’ve deployed in the past decade (Gong, Outreach, etc.),

Scale 208

Scale Sales Hiring Underperforming Technical Team Headcount 208