SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 259

Merchant Services Scale Sales Recruiting Sales 259

SaaStr

JULY 29, 2022

There was another company I invested in called Automile, that for a while was quite successful in SMB fleet tracking, tracking where your fleets of vehicles are. We’ve been in the consumer market for a very long time. And we’re about to add basically a team collaboration tier on top of the product.

Scale 273

Scale Scaling Sales Hiring Enterprise 273

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. If the same team keeps performing at the same growth it will achieve $2M in year 2 – whilst the renewals come in at 100%.

Scale 101

Scale Growth Hacking Scaling Sales Hiring 101

OpenView Labs

JANUARY 12, 2022

Take Stack Overflow , the world’s largest software developer network, community, and platform, serving close to 100 million monthly visitors. In fact, the team intentionally takes a non-dualistic approach that relies more on empathy, flexibility, and context than on the concept of right versus wrong. .

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

Sales Hacker

AUGUST 23, 2018

More often than not, businesses struggle to make their profits soar because they waste time going after the wrong product/market. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Starting off with SMB sales can be an advantage. 3) Overselling Your Product.

B2B 74

B2B Development Team Review Underperforming Technical Team Sales 74

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. If you think of this from a market size standpoint, there’s often this debate, is that good or bad?

Sales Hiring 232

Sales Hiring Scale Payments Cloud 232

Baremetrics

JANUARY 24, 2021

A year earlier we’d launched the MVP of the model allowing SMB customers to input a credit card to get access to the platform, but we hadn’t had a chance to dedicate time or resources to optimizing a proper SaaS onboarding funnel. We educated them on key functionality and attempted to get them to book a call with a member of our team.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

Andreessen Horowitz

NOVEMBER 17, 2023

In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B And your feedback to me was, “look, this product is great. The problem is the sales team.

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96

Chart Mogul

SEPTEMBER 15, 2023

We trust leaders to make decisions on what tools they need to get the most out of their teams. Guide to SaaS Revenue Recognition and Deferred Revenue in SaaS by Ben Murray, The SaaS CFO SaaS revenue recognition is an ongoing priority for SaaS accounting teams. Keep an eye out as we will be making regular updates.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

User Pilot

FEBRUARY 28, 2023

No-code growth is a method of achieving product-led growth (using your own product as a lever and revenue growth channel) without coding, using no-code tools. Finally, no code product-led growth means free expansion revenue for your company – and who wouldn’t welcome that, especially nowadays. Get in-depth analytics.

Software Review 52

Software Review Technical Review Onboarding Outsourced Development 52

User Pilot

FEBRUARY 21, 2023

WalkMe is a cloud-based software that lets you create product tours to guide customers from the very beginning. Its implementation can be time-consuming and challenging for non-technical team members. Pendo has a shareable product-planning tool to organize customer feedback and prioritize high-value features. Cons of Pendo?

Software Review 52

Software Review Technical Review Onboarding Underperforming Technical Team 52

User Pilot

FEBRUARY 21, 2023

No-code growth is a method of achieving product-led growth (using your own product as a lever and revenue growth channel) without coding, using no-code tools. Finally, no code product-led growth means free expansion revenue for your company – and who wouldn’t welcome that, especially nowadays? – Raeann F.

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 52

SaaStr

AUGUST 19, 2022

And also on the side, doing a strategy of pure, just changing our ICP and fully picking it and making it super narrow and super focused, and having 25% of the team doing that. And 75% of the team continuing business as usual. You just haven’t done it, so it’s usually a marketing issue and not an ICP or vertical issue.

Scale 272

Scale Sales Hiring Scaling VP of Engineering 272

SaaStr

APRIL 14, 2023

Mistake #1: Viewing Investors Only As Capital As founders build a team, they focus on obtaining complementary skill sets. When building a product, organizations are solving a specific need. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit.

Development Team Review 261

Development Team Review Technical Review Underperforming Technical Team SMB 261

Intercom, Inc.

SEPTEMBER 26, 2019

And it’s not without good reason: nearly all software products with dominant market share started as apps but grew to the point where third-party developers began building valuable integrations on top of what these companies had already created. So those are developer tools for sure. Those are big amazing companies.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. It helps me and the team be so much more productive. I like what you say about making sure the market is pulling you.

Outsourcing Services 119

Outsourcing Services Scale Outsourced Development AWS 119

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * And even just that shift drove a lot of behavior change both with customers and internally with the teams.

Underperforming Technical Team 199

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 199

SaaStr

JULY 30, 2020

What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market.

Part-Time VPE 283

Part-Time VPE Scale Sales Recruiting Sales Hiring 283

Casey Accidental

NOVEMBER 13, 2019

Developer platform: a business where developers can build businesses on top of the business’s software and charge customers. The Weak Transition to Marketplace Arguments. There are three fairly weak arguments I don’t like, but I’ll present them anyway. #1 Take them from the marketplace team.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

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 is the ability of the company to continue to build an incredible team?

Scale 216

Scale Underperforming Technical Team Investment Sales Hiring 216

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? What changes? * Missed the session?

Scale 142

Scale SMB SaaS Payments Sales Hiring 142

SaaStr

JUNE 28, 2019

Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? How does the product have to change with the scaling to enterprise? When does SMB pricing turn into enterprise and mid level pricing and so much more. What can founders do to optimize revenue per lead?

Outsourcing Services 134

Outsourcing Services Scale Sales Hiring SMB 134

SaaStr

MARCH 13, 2020

After finding funding and product/market fit, your next steps as a founder in the hypergrowth phase can determine the future of your company. And I guess this was somewhat foreshadowing because I’m now backed by David Saks who is the founding team there. Especially when there’s kind of that continuity on the team.

SaaS Payments 250

SaaS Payments Payment Methods Finance Payments 250

Sales Hacker

SEPTEMBER 14, 2021

Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch, poaching SDRs and AEs from sales, and tips for employer branding. Who sales development should report to (spoiler: it’s marketing). Changes in marketing in the last 15 years [13:08]. powered by Sounder.

Sales Recruiting 107

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 107

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers?

Scale 160

Scale Sales Recruiting SaaS Payments Payment Services 160

SaaStr

SEPTEMBER 13, 2019

As for Allison, in her 5 years at Gainsight her list of achievements in endless from running all functions that drive value for Gainsight customers, now a 150 person team, to building out the corporate development function to being the right hand to the CEO. How can one approach setting up a services team for scale?

Engineering 33

Engineering Scale Underperforming Technical Team Customer Success 33

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

Sales Hiring 155

Sales Hiring Scale Technical Advisors Underperforming Technical Team 155

Sales Hacker

MARCH 12, 2018

During a talk about the future of sales leaders , Jacc o vanderKooij (Founder @ Winning By Design) and Rob Jeppsen (CEO @ Xvoyant) emphasized that most sales teams are looking at the wrong metrics. Top sales teams chase conversion metrics. Selling is a Team Effort. The Analytics You’re Looking at Are Outdated.

Sales Hiring 54

Sales Hiring Revenue Underperforming Technical Team Sales 54

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? I’ve heard so many good things from Kobie, now at Upfront, and then also the team at Openview. Andy MacMillan: I started my career in tech actually as a developer. So I have marketing time every week and things like that. How does Andy think about discounting?

Sales Hiring 275

Sales Hiring Scale Leadership Technical Review 275

SaaStr

MARCH 20, 2020

As for Rachel, prior to joining Pilot, she saw the hyper-growth of Slack firsthand enjoying a couple of different roles including Head of Growth Marketing and then also Head of Self Service and Platform Marketing. Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences.

SMB 222

SMB Scale Startup Marketplace as a Service 222

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. As for Andrew, he started his first software development company at the age of 18 and has been running Wrike for the last 13 years alongside advisory roles with both Ditto and Appulate.

Sales Hiring 154

Sales Hiring Scale SMB Sales Recruiting 154

Sales Hacker

JANUARY 21, 2025

Rob joins Canva from HubSpot, where he was also Chief Customer Officer, and before that, he was the Chief Marketing Officer at Docusign. Prior to Docusign, Rob spent over ten years at Adobe, leading the global sales and go-to-market teams for their Digital Media Business Unit and holding responsibility for over $7B in revenue.

Scale 106

Scale Scaling Strategy Sales Hiring 106

SaaStr

MARCH 29, 2025

5 Non-Obvious Learnings from 3 Elite Revenue Leaders: The “Rainmaker Myth” is Dead – The best CROs aren’t magical deal closers; they’re systematic business leaders who think like CEOs and prioritize team development over personal quota attainment.

Scale 144

Scale Underperforming Technical Team Revenue Leadership 144

Sales Hacker

APRIL 11, 2025

Join us and thousands of revenue leaders at ZoomInfos GTM25 virtual conference on May 7th to explore how high-performing teams are leveraging Go-to-Market Intelligence and AI to fuel their GTM strategies that help top teams crush their revenue goals. Another team building payroll software poured money into SEO.

AI Search 92

AI Search Scale Sales Hiring Underperforming Technical Team 92

Sales Hacker

MARCH 10, 2025

At the time, expansion and upsell were handled by the CS team, whose primary focus was retention and customer success, not sales. The fix: moving upsell and expansion to a dedicated sales team. By the time Levelset was acquired by Procore for $500M, they had: A well-defined SMB and mid-market sales motion. The result?

Scale 74

Scale Sales Hiring Scaling AI Search 74

Intercom, Inc.

JANUARY 23, 2020

The situations that portend failure are varied and unfortunately common – no product-market fit, no cash, bad product, burnout, to name just a few of the most obvious. Poor marketing. A better strategy is to prioritize building your audience alongside developing the product.

Underperforming Technical Team 183

Underperforming Technical Team Scale Payments Payment Services 183