Tom Tunguz

APRIL 8, 2015

See also: Innovator’s Solution for SaaS Startups. There’s a familiar path now to SaaS companies that start in the SMB (small-to-medium business) part of the market. This is why the very largest enterprise software companies pursue the biggest customers; because they leverage the sales economies of larger accounts.

Innovation 202

Innovation Startup Scale SMB 202

SaaStr

JULY 8, 2022

How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic. 30,505 of you tuned into this session from some great CROs on how to get outbound to really work. #9. Veeva: The Biggest Vertical SaaS Success Story of All Time with Founder/CEO Peter Gassner. I love this session. #17.

VP of Engineering 276

VP of Engineering Scale Outbound Sales Team SMB 276

SaaStr

MAY 3, 2021

And if your team knows how to spend it, correctly — find a way to get them the capital they need to grow even faster than plan. A new edition, new services, an outbound sales team, an account management / upsell team. But these days … the best SaaS companies are growing faster than ever.

Part-Time VPE 287

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 287

SaaStr

JANUARY 9, 2021

Now is your chance to join the ranks of SaaS greats and legends, like Eric Yuan, Stewart Butterfield, Therese Tucker, Aaron Levie, and many more. Be in front of our global SaaS community. You’re a founder, CEO, CXO, or VP of an early, growth, or scale stage SaaS company. Apply here. Who are you? Single & joint presentations.

Sales Hiring 230

Sales Hiring Scale Outbound Sales Team Interviewing 230

SaaStr

APRIL 4, 2023

Thankfully, the SaaS world doesn’t require spears and bows, but it does require a careful approach. They made a move, adding a higher value “enterprise plan,” enabling the company to add an outbound sales team. You’ll want to choose your Go-To-Market tools based on what you’re after. Are you seeking lots of small deals?

Scale 246

Scale Scaling Strategy Outbound Sales Team 246

Tom Tunguz

JANUARY 14, 2013

Many of the SaaS companies I work with are buzzing about a new concept: product qualified leads (PQL). It’s typical to see outbound sales teams create new leads by cold-calling - think Glengarry. And marketing also qualifies leads (MQL) using online advertising, branding, content, email and other channels.

Outbound Sales Team 110

Outbound Sales Team Benchmarks Advertising Engineering 110

Chart Mogul

FEBRUARY 13, 2025

But sales and marketing are the backbone of every successful go-to-market (GTM) strategy, and getting them right can be the difference between thriving and barely surviving, especially in the early days of your SaaS company. Source: The SaaS Growth Report. To grow your subscriber base, you need strong marketing and sales.

Scale 52

Scale VP of Engineering Sales Hiring Startup 52

Sales Hacker

JUNE 23, 2021

The most innovative sales leaders work with our team of content specialists to write cutting-edge content for intrepid sales professionals. Best article to read: RevOps is taking over how B2B SaaS companies look at sales. Some people think that RevOps is still coming of age while others are ready for RevOps 201.

Sales 106

Sales Technical Review Outbound Sales Team Interviewing 106

OpenView Labs

FEBRUARY 3, 2022

As part of our last three annual finance and operating benchmarks surveys, we’ve asked nearly 2,000 startup founders and leaders of B2B SaaS businesses this simple question: “What’s keeping you up at night?”. Hiring a traditional outbound sales team to target CIOs used to be the norm for B2B sales.

Sales Hiring 82

Sales Hiring Sales Recruiting Startup Scale 82

OpenView Labs

MARCH 8, 2021

And that’s exactly why we’ve put together this list of the best resources around SaaS and B2B sales. What Interviewing 600+ Sales Reps Taught Me About Team Building. Loom’s Peter Prowitt shares the biggest mistakes to avoid if you’re interviewing for a sales position. Conducting interviews.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Intercom, Inc.

JULY 9, 2020

I’d love to dive into what those strategies were like, especially first at Atlassian, particularly because they had no sales team. Atlassian does not have an outbound sales team. So G2 in contrast to Atlassian is a marketplace, instead of a SaaS company. Kevin: Yeah, that’s true.

Technical Review 199

Technical Review Scale Underperforming Technical Team Software Review 199

Chart Mogul

MARCH 26, 2018

For its first six years, the e-signature startup I founded, InsureSign, used only inbound sales efforts. By early 2018, we had tens of thousands of users, and it was clearly time to bring on an outbound sales team. We recruited two new sales reps, constructed a strategy, and gave them the keys to castle.

Sales Recruiting 49

Sales Recruiting Sales Outbound Sales Team Healthcare 49

Sales Hacker

SEPTEMBER 23, 2019

Prior to Slack, Kevin spent four years as VP of Sales at Dropbox, where he helped build the outbound sales team covering SMB through large enterprise. Prior to that, Kevin spent 10 years at Salesforce where he moved from an AE role to various senior sales management operations and recruiting roles.

VP of Engineering 62

VP of Engineering Sales Recruiting Sales Hiring Scale 62

How To Buy Saas

FEBRUARY 25, 2025

This Software-as-a-Service (SaaS) approach revolutionized the industry, making powerful CRM tools accessible without on-premise installs. Over the past two decades, Salesforce has evolved from a sales CRM into a comprehensive platform spanning sales, service, marketing, e-commerce, and app development. Market share leader (21.7%

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

Tom Tunguz

APRIL 18, 2015

In the Innovator’s Dilemma for SaaS Startups , I outlined the path of many software companies, which disrupt incumbents by first serving the small-to-medium business and then move up-market by transitioning to serve larger enterprises with outbound sales teams. The pyramid above describes the Traditional Model.

Innovation 144

Innovation Startup SaaS Sales Hiring 144