Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. Understanding Growth Potential.

Scale 101

Scale Growth Hacking Scaling Sales Hiring 101

SaaStr

JUNE 10, 2021

Marten Mickos: We heard here that the cloud business has a combined market cap already of over a trillion dollars. So the whole world of software as a service and cloud has just exploded and will continue to grow enormously. And if we look at the specifics of the word SaaS, software as a service.

Outsourcing Services 165

Outsourcing Services Marketplace as a Service Outsourced Development Scale 165

OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. I recently caught up with a founder I talked to last year who didn’t have the time (or desire) to deal with sales and wanted to hire someone to ‘”validate the market” for him. Let me be clear.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

Intercom, Inc.

APRIL 18, 2019

They didn’t know it at the time, but they had also created an entire business category: an on demand, short-term rental marketplace, which has shot the value of their business north of $38 billion. When Gainsight CEO Nick Mehta asked Anthony to run marketing, Anthony he was jumping in at the deep end. So how can we do more of that?

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

OpenView Labs

APRIL 13, 2020

Proliferation of iterative, experiment-driven, nimble approaches to product development (also known as Agile). It is no longer the job of Marketing or Sales to solely own revenue, nor Product the core user experience. How users find product value and how quickly they find it. Are there marketplace dynamics?

Systems Review 98

Systems Review Technical Advisors Scale Technical Review 98

OpenView Labs

JUNE 16, 2020

The best companies are tweaking sales systems, adjusting their go-to-market strategy and rediscovering customers’ needs as they evolve. Experimenting with product/market fit. Pivoting sales to meet buyers. Doubling down on the candidate hiring experience. What you do now in sales, marketing, product, etc.—and

Sales Hiring 54

Sales Hiring Sales Recruiting SaaS Payments Underperforming Technical Team 54

Unbounce

SEPTEMBER 16, 2021

Across social platforms like Facebook, Instagram, Twitter, LinkedIn, and Youtube, standard placements for display ads are: Stories Timelines Video feeds Right column (Facebook) Marketplace (Instagram) Explore section Messenger inbox and sponsored messages. Sales will always be a top priority. Is it increasing sales?

Payment Methods 145

Payment Methods Payment Solutions Payments AI Search 145

OPEXEngine

MARCH 9, 2021

I’ve talked to countless entrepreneurs who are anxious about the next step—first seed round, hiring a team, landing a board member, etc.,” Instead of taking a reckless approach, it’s critical to make sure you have some key building blocks in place before going to market. This clarity puts you on the path to product-market fit.

Scale 52

Scale Sales Hiring Marketplace as a Service Underperforming Technical Team 52

Chargify

AUGUST 17, 2017

Sales exploded, and if you’d picked up a big enough chunk of stock when the company went public, you’d never have to work again.”. billion losing streak that has erased 84% of Sears’ market value.”. Even if it’s more a marketing game than a technology differentiation. Sona Hovhannisyan , Marketing at Incredo.

Scale 53

Scale Sales Hiring Artificial Intelligence SaaS 53

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. Here is a comprehensive list of SaaS blogs that goes through the most common metrics and terms.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Point Nine Land

APRIL 21, 2021

There are many posts out there explaining how startup co-founders should “land the first sales, then hire the first 2 sales and when to hire a VP sales”. But, in my experience, there’s very little written about what is the equivalent for Product Management. In SaaS vs. marketplaces?

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52

Sales Hacker

JANUARY 12, 2021

Subscribe to the Sales Hacker Podcast. Productivity: The growth pillar you should always manage [14:41]. What’s your sales organization’s biggest challenge right now? See how you can put your sales teams in the best position to win now at revenuegrid.com/saleshacker. Welcome to the Sales Hacker podcast.

Technical Review 69

Technical Review VP of Engineering Sales Hiring Scale 69

SaaSOptics

MAY 19, 2022

For subscription-based SaaS businesses, your customer acquisition metrics indicate how effectively you acquire new users via sales, marketing, or a product-led approach like a free trial. What role will marketing play in the acquisition process? . At what point will you introduce Sales into the buyer’s journey? .

Acquisition 59

Acquisition Scale Strategy Software Review 59

SaaStr

JULY 9, 2019

The challenge, however, is that because of the limited disposable income that both consumers and businesses have, you can’t charge a lot of money for services there. On the one hand, you can’t really afford to hire salespeople because your CLTVs don’t justify it. Well, you have to build a direct sales force.

Scale 225

Scale Sales Recruiting Scaling SaaS Payments 225

SaaStr

JULY 22, 2020

At the time, there may be four or five other firms doing this same strategy of investing somewhere between $500,000 and $2 million into companies that were just getting started we would call it pre product market fit. But we think of it as being sort of CO conspirators with the founders pre-product market fit.

Venture Capital 285

Venture Capital Travel Investment Marketplace as a Service 285

SmartKarrot

JUNE 25, 2021

No business can survive in the long run without a loyal customer base for its services or products. SaaS leaders need to believe and keep the product in mind to guide customers properly. The Customer Development model is not a replacement for the Product Development model, but rather a companion to it. Customer Discovery.

Development 10

Development SaaS Sales Hiring Marketplace as a Service 10

Intercom, Inc.

SEPTEMBER 26, 2019

If you can create a scenario where others are building on top of your product – and therefore evolving it in ways you may not have the resources to do yourself – your offering suddenly becomes even more valuable to your customers. Here, Ceci unpacks her thinking for Intercom’s Group Product Marketing Manager, Jasmine Jaume.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. What core elements does it change?

Sales Hiring 264

Sales Hiring Scale Technical Review Outsourcing Services 264

SaaStr

NOVEMBER 21, 2020

How should sales and marketing work together on pricing? Rob Gonzalez: Operationally, I look at, in particular, my experience at Endeca, but also another startup that sold to pharmaceutical companies and other life sciences businesses and financial services companies called Cambridge Semantics.

SaaS Payments 299

SaaS Payments Scale Payment Services Payment Solutions 299

OpenView Labs

FEBRUARY 3, 2022

Startup founders are seeing hiring become their day jobs . In 2021, 42% of founders were kept up at night by concerns about hiring the best talent. Despite the shift to remote work, the great resignation, and the insane amount of hiring that is occurring, it still surprised us to see hiring becoming such a focus.

Sales Hiring 82

Sales Hiring Sales Recruiting Startup Scale 82

SaaStr

JUNE 10, 2020

Second, product market fit. Product market fit matters more than ever and technology is what’s going to get us out of this, the understanding of data and getting the insights and how fast we move in tech. And he said, “Product and engineering are going to build this weekend. Meagen, sales.

Travel 241

Travel Scale Marketing Outsourcing Services 241

SaaStr

AUGUST 6, 2019

Most of you who ever have done enterprise sales, you know enterprise sales are spreadsheet-driven. Tradeshift Buy, which is essentially what we call private marketplaces. There can be many, many winners when you have compounding interest from users and from services. We can do the private marketplaces.

Payment Solutions 182

Payment Solutions Payments Outsourcing Services SaaS Payments 182

Intercom, Inc.

DECEMBER 13, 2018

Whereas Facebook’s overall vision relies heavily on third-party developers having access to user data, Workplace wants to be the app that’s connected to all your other apps and a highly curated marketplace that has the best SaaS applications in the world. Different visions for different products. That’s one of the mistakes we made.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

Unbounce

JUNE 16, 2020

These are often built with agencies, consultants, and managed-service-providers (MSPs) in mind. These partners resell your product and benefit from offering ongoing services, usually on a retainer basis. Your partners act as an outsourced sales and marketing team. Increased Product Focus.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

SEPTEMBER 27, 2019

268: Ryan Bonnici is the CMO @ G2, the company that allows you to get the right software and services for your business with over 897,000 user reviews to help you make smarter buying decisions. Before Hubspot, Ryan was Head of Marketing @ Salesforce (APAC) where he led his team to achieve 227% YoY net-new sales sourced through marketing.

Sales Hiring 145

Sales Hiring Sales Recruiting Scale Software Review 145

FastSpring

MARCH 27, 2023

It really took a few pivots, and even name changes to get just the go to market efforts and product market fit right. And I just started a consulting business, it was a service business. naturally over time, we became more remote just hiring people from all over, which was really good, because of the whole COVID scenario.

Payment Solutions 136

Payment Solutions Payment Services SaaS Payments VP of Engineering 136

SaaStr

DECEMBER 20, 2019

292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. In Today’s Episode We Discuss: * How Manny made his way to found the leader in sales engagement from product management at Amazon and Business Development @ Microsoft. *

Scale 179

Scale Sales Hiring Construction Education 179

SaaStr

MAY 3, 2019

Episode 229: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue-driving machine. In Today’s Episode We Discuss: * How Manny made his way to found the leader in sales engagement from product management at Amazon and Business Development @ Microsoft? *

VP of Engineering 160

VP of Engineering Sales Hiring Technical Review Development Team Review 160

Andreessen Horowitz

APRIL 9, 2024

In this conversation, a16z Growth general partner Sarah Wang speaks with Crossbeam CEO Bob Moore about his new book, Ecosystem-Led Growth: A Blueprint for Sales and Marketing Success Using the Power of Partnerships. Or, “are my sales reps selling into the same companies as your sales reps?”

Scale 118

Scale Technical Review Sales Hiring AI 118

SaaStr

APRIL 3, 2019

As for Ben, he spearheads global sales and go to market teams. What must founders try and figure out before hiring their sales leader? What are the leading indicators that suggest a sales rep has the ability to be a sales manager? How does Ben determine between a stretch VP and a stretch too far?

Scale 100

Scale Sales Hiring Systems Review Marketplace as a Service 100

SaaStr

FEBRUARY 7, 2020

Karen Page: I started my career in sales and marketing. Early stage, there’s going to be demand risk and product market fit risk, but later the risk is about the ability to scale. What do we think will happen when there’s a conflict around direction of product? Harry Stebbings: Totally. I see that.

Scale 221

Scale Underperforming Technical Team Investment Sales Hiring 221

Sales Hacker

FEBRUARY 19, 2019

Outreach’s annual sales industry summit, Unleash, has a speaker lineup for 2019 that is absolutely packed with genius-level sales insights. It just so happens that many of the speakers (26 of them, actually) are also some of our favorite Sales Hacker contributors! Lauren Alt – Marketing Campaigns Manager at Outreach.

VP of Engineering 14

VP of Engineering Sales Hiring Sales Underperforming Technical Team 14

A Smart Bear

FEBRUARY 26, 2019

Sometimes that’s airtight product/market it. Sometimes that’s product design so thrilling that every customer spreads the word to five more. Sometimes that’s a market insight that takes competitors five years to understand. Selling to the mid-market is hard. Sales” is not a dirty word.

Underperforming Technical Team 64

Underperforming Technical Team Scale Sales Hiring Startup 64

SaaStr

SEPTEMBER 24, 2021

Katrina Wong, VP Marketing and Demand Generation @ Segment. Asawari Samant, Head of Marketing @ Anyscale. Amy Appleyard, VP Sales @ VMWare. Michelle Benfer, VP, Head of North America Sales @ HubSpot. Kady Srinivasan, Head of Marketing @ Klaviyo. Jessica Weimer Vice President, Global Revenue Marketing @ Podium.

VP of Engineering 290

VP of Engineering Technical Cofounder CTO Coach CTO Hire 290

Intercom, Inc.

FEBRUARY 21, 2019

I was flying on a plane one day as a flight attendant, and I met an executive at Microsoft who told me that they were bringing onboard a new bunch of younger employees, and Microsoft typically doesn’t hire people out of college. We’re basically the world’s biggest business marketplace. Ryan: Sure. We’re now G2.com,

Education 123

Education Sales Hiring Software Review Sales Recruiting 123

User Pilot

FEBRUARY 24, 2025

Finding the right opportunity or the perfect candidate can be challenging in todays competitive market. Thats why Ive curated a list of three top product manager openings at data-driven companies, along with standout candidates who are ready to make an impact. Product managers with ads or performance marketing experience.

Technical Advisors 52

Technical Advisors Data Management Scale 52

SaaStr

AUGUST 7, 2021

Sara Hicks, VP of Product, Commerce @ Mailchimp. Devon Rutherford, Managed Services Program Manager & Pre-Sales Manager @ Leaseweb. Mariela Towers, Head of Marketing @ BEE. Jules Costa, Content Manager @ BEE. Matteo De Renzi, Global Marketplace MD @ GT Gettaxi (Gett).

VP of Engineering 279

VP of Engineering Technical Cofounder CTO Coach CTO Hire 279