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 3, 2020

The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And today, I’m very excited to be the co-founder and CEO of G2 where we’re building the world’s leading marketplace for SaaS software. The situation is getting worse. Godard Abel | Co-Founder and CEO @ G2.

Software Review 259

Software Review Scale Technical Review SaaS 259

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. What “customer success” looks like evolves as your company and customers scale upmarket.

Scale 177

Scale Customer Success Sales Hiring Strategy 177

Hitenism

DECEMBER 26, 2016

That’s because the people who are working in the SaaS industry or investing in these businesses are sharing much more of the details about all aspects of growing and scaling a SaaS business. There are now thousands of tools (most of them are SaaS products) to help with marketing and countless tools for sales too.

Scale 152

Scale SaaS Marketplace as a Service SMB 152

How To Buy Saas

FEBRUARY 25, 2025

A powerful CRM helps organize customer data, streamline sales pipelines, and automate marketing ultimately boosting revenue. Effective sales teams are also 81% more likely to be consistent CRM users , underscoring how vital these systems are for success. Today, Salesforce is positioned as the enterprise CRM leader.

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Adnan Chaudhry | SVP of Sales @ Salesforce. There was not a lot of outbound sales or marketing.

Sales Hiring 216

Sales Hiring Scale SaaS Payments Payment Services 216

Sales Hacker

AUGUST 7, 2020

I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations. And although Sales is Sales, there are several big differences. Sales Support. There are pros and cons to both. Procedures and Workflows.

Scale 110

Scale Enterprise Sales Hiring Technical Review 110

yoursales

JANUARY 28, 2022

Sales Stack 2022 Sales Tools for Professional B2B Sales SALES STACK 2022: Sales Tools for. Professional Sales SALES STACK. 2021: Sales Tools. Sales W hich challenges would you like sales technology to solve for your sales team? What is sales technology here to do?

Scale 113

Scale Payment Methods Payment Solutions Sales Recruiting 113

Sales Hacker

FEBRUARY 12, 2021

If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. Enterprise CRM vs. SMB CRM. Sales enablement. HubSpot Sales Hub Enterprise. HubSpot Sales Hub Enterprise.

Payment Solutions 118

Payment Solutions Enterprise Scale Payments 118

OPEXEngine

MAY 18, 2021

SaaS metrics are viewed differently at different stages of growth and for different sales models, primarily whether a company is selling into an SMB or enterprise marketplace. Growth Stage – Scaling the Business, and . NRR benchmarks depend on whether you are selling into the SMB or enterprise market. .

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

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

Neil Patel

FEBRUARY 4, 2021

NP Digital is a performance marketing agency built by marketers, and our global offices allow us to deliver our specialized services to clients worldwide. Mike Kamo, Founder and Global CEO, NP Brands, is a leader in building, managing, and scaling businesses. NP Digital Marketing Services. and around the world.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

Intercom, Inc.

JUNE 23, 2022

The process of purchasing software is increasingly complex – the choices for products and services are endless, and customers have a harder time parsing which companies to trust and which product will better cater to their needs. After all, says Amanda, “software is on the leading edge of change.”. The age of the marketplace.

Software Review 118

Software Review Trends Software Marketplace as a Service 118

Sales Hacker

MARCH 18, 2019

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. If you missed episode 48, check it out here: PODCAST 48: The Secret to Amazing Sales Engagement w/ Max Altschuler. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. What You’ll Learn.

VP of Engineering 81

VP of Engineering Sales Hiring Scale Technical Review 81

Brian Balfour

JANUARY 4, 2017

DON’T RELY ON AVERAGE CAC CAC = Total Marketing + Sales Expenses / # of New Customers Acquired The above basic CAC calculation will get you the average CAC across your business. The calculations above assume a few things: Marketing expenses are spread evenly across customer types Sales expenses are attributed to Enterprise Customers.

Scale 71

Scale Marketplace as a Service Acquisition Content Marketing 71

ChurnZero

OCTOBER 12, 2021

They also completely revamped their internal processes to improve the customer transition between the Sales team and the Customer Success team. The Plays helped automate some of the initial tasks and alerts, allowing the team to replicate the process at scale and ensure key touchpoints were met. Renewal/Expansion Hero – Jisr.

Healthcare 98

Healthcare Systems Review Scale Point of Sale 98

OPEXEngine

FEBRUARY 22, 2022

An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

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

ChurnZero

OCTOBER 12, 2021

They also completely revamped their internal processes to improve the customer transition between the Sales team and the Customer Success team. The Plays helped automate some of the initial tasks and alerts, allowing the team to replicate the process at scale and ensure key touchpoints were met.

Healthcare 52

Healthcare Systems Review Scale Point of Sale 52

BetterCloud

MARCH 15, 2022

With centralized SaaS visibility, automation, and security in one platform, an SMP’s value scales over time as you leverage and extend more of its capabilities. The graphic below shows where the functions of a SaaS management platform sit in relation to other platforms and the services they provide.

Management 52

Management SaaS Marketplace as a Service compliance 52

Point Nine Land

APRIL 21, 2021

Since then, I have been leading Uberall product team, which we’ve scaled from 3 people to 12 people over the past 5 years. 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”. In SaaS vs. marketplaces?

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

SaaStr

AUGUST 15, 2020

One, it starts high up in the sales process, right? You need to discover in the sales process. We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. And again, if it’s not teed up correctly in sales, CS is already at a disadvantage.

Payment Methods 273

Payment Methods Merchant Services Scale Payments 273

SaaStr

JUNE 10, 2020

Meagen, sales. Launch it to our customers, launch it to the sales team, launch it to prospects.” And the three things we needed to focus on were messaging and the narrative and the new world, and what customers needed and prospects needed. And then of course, sales pipeline and the livelihood of our business.

Travel 241

Travel Scale Marketing Outsourcing Services 241

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 246

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 246

SaaStr

JULY 11, 2019

What we try to do is this integration between two or three companies to be so flawless that for the customer seems like it’s only one application, but you are taking advantage of the best E-mail service, the best chat service, the best voice service. Doing a product for SMB is fairly simple. Tiago Paiva: Oh yeah.

Sales Hiring 270

Sales Hiring SMB Scale Cloud 270

Casey Accidental

NOVEMBER 13, 2019

As someone who has spent a lot of time building marketplaces in my career, a curious thing has happened over the last couple years. Founders have started reaching out asking for help converting their SAAS or SAAS-like business into a marketplace. If not, they usually charge some sort of lead generation fee to the supplier.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

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. We did not see that coming, so we pivoted quite fast.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. With a $60 billion market in which to grow, these companies recognize that smart use of partnership channels can help them scale up while creating a win-win-win ecosystem for the company, the partner, and the customer. Effective Scaling. Is your sales process simple and streamlined?

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

JULY 26, 2019

Prior to founding Zylo, Eric was the VP of Sales @ Sprout Social leading the revenue operations for over 11,000 customers. Before Sprout Social he was VP of Sales at Shoutlet, responsible for global direct and channel sales teams and developing and managing strategic relationships. What was the founding moment with Zylo?

Sales Hiring 168

Sales Hiring Scale SaaS Payments Sales Recruiting 168

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. What were Karen’s biggest takeaways from seeing the hyper-scaling at Box?

Scale 221

Scale Underperforming Technical Team Investment Sales Hiring 221

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? What does Ben mean when he says, “there are 3 distinct buckets of sales management”?

Scale 100

Scale Sales Hiring Systems Review Marketplace as a Service 100

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

SaaStr

MARCH 20, 2020

317: Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. With the rise of product-led growth, are we seeing a fundamental shift in the structure of sales and marketing? How does Rachel think about the optimal ratio of paid to organic in growth?

SMB 227

SMB Scale Startup Marketplace as a Service 227

SaaStr

SEPTEMBER 4, 2020

I’ve been in software since the ’90s and for over 20 years, nearly that entire time, we’ve been talking about digital transformation, developing strategies, architecting new technologies, and moving beyond digitization to rethinking our businesses, our products, and our services in a way that’s optimized for a digital world.

Scale 205

Scale Underperforming Technical Team Sales Hiring Branding 205

SaaStr

AUGUST 16, 2019

Ep 257: Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice. During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. Justin Welsh: Yeah.

Scale 207

Scale Underperforming Technical Team Sales Hiring Interviewing 207

Intercom, Inc.

JANUARY 23, 2020

The faster you grow, the more likely you are to achieve long-term success (and actually survive long enough to scale). Along the way, they’ve become something of a leading authority on subscription businesses. This is Season Two of Scale , Intercom’s podcast series on moving from startup to scale-up. Poor marketing.

Underperforming Technical Team 183

Underperforming Technical Team Scale Payments Payment Services 183