SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Sales reps in low NRR and high churn environments got paid almost the same as enterprise reps.

Scale 345

Scale Venture Capital Sales Hiring Sales 345

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer.

Scale 307

Scale Scaling Sales Hiring compliance 307

SaaStr

FEBRUARY 15, 2021

There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. So why so often, do only 2 of the first 8-10 sales reps perform? The first 2 scaled reps you hire that hit plan (some may churn before then) get special training. And review key losses.

Scale 348

Scale CTO Hire Sales Hiring New CTO 348

SaaStr

MARCH 17, 2021

Due to that convenience, departments and teams tend to seek out best-of-breed cloud applications, streamlining foundational and specialized functions through automation. Through every sales cycle, there’s a need to share information from sales, accounting, customer success, and other teams. Employee Hiring and Onboarding.

Sales Hiring 322

Sales Hiring Scale Technical Review Marketplace as a Service 322

SaaStr

NOVEMBER 28, 2022

Prakash Raina, Co-Founder of Subskribe, and Leslie Hui, VP of Accounting Operations and Finance Transformation at Okta, break down the secrets to unifying SaaS teams, processes, and systems. Before we get into the dynamics of alignment, let’s briefly review the evolution of SaaS. Hire ahead of the curve. Top Takeaways.

Scale 246

Scale Finance Sales Hiring Scaling 246

SaaStr

FEBRUARY 27, 2023

Hiring a global team to achieve the vision What do you do when your company’s location limits your access to talent? You spread your hiring net and draw in as much talent as possible. Their first step to achieving this was hiring a sales leader to build a sales team.

Scale 245

Scale Sales Hiring Sales Recruiting Scaling 245

SaaStr

APRIL 1, 2022

G2 is the largest and most trusted software marketplace, helping 60 million people every year make smarter software decisions based on authentic peer reviews. There’s no reason you shouldn’t hire the brightest, most talented people. No matter where they live. Grab tickets here.

Payments 261

Payments Sales Hiring Payment Solutions Airlines 261

SaaStr

JANUARY 26, 2022

Driving peak sales performance is a mission most SaaS companies strive to accomplish. Yet, sales team targets are often set extremely high, with management expecting their teams to miss. Hootsuite CRO Melissa Murray Bailey shares secrets to running a successful SaaS sales team and reducing employee turnover. .

Sales Hiring 246

Sales Hiring Sales Systems Review SaaS 246

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org. FULL TRANSCRIPT BELOW.

Scale 294

Scale Sales Hiring Underperforming Technical Team Sales 294

SaaStr

JANUARY 18, 2023

It’s the most common objection you’ll get in SaaS sales … Not Right Now. It can’t strategically improve sales software, financial software, quoting software, recruiting software, QA processes, call center software, etc. And when you hire a real, great VP of Sales. Truly qualified leads and prospects. I Don’t Have Budget.

Sales Recruiting 312

Sales Recruiting Sales Hiring Technical Review Software Review 312

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team. She was my first VP of Sales. Brendan Cassidy, second VP of Sales at EchoSign.

Sales Recruiting 191

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 191

SaaStr

DECEMBER 14, 2020

Big Companies take months to train their employees on new processes and systems, and the last thing they want to do is re-train them every year. Peter Gassner, CEO of Veeva Systems, had a great discussion of how they do this multiple times after they sign their customers (all of whom are 7 or 8 figures). Go review the roadmap.

Churn 362

Churn Sales Hiring Systems Review B2C 362

Sales Hacker

APRIL 25, 2019

Early in my career, I saw firsthand how a $20M funded company went from startup to NASDAQ IPO to being delisted in the span of three years due to frivolous spending (but that’s a story for another day). My cost-conscious lens (plus our proven outbound sales program) has served my company, Leadium, well. Salary and benefits costs.

Outsourcing Services 98

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 98

Intercom, Inc.

JUNE 9, 2021

It was also my first official week in the People Development Program Manager role, which certainly added to the challenge! . Onboarding virtually can be tough for our new hires. We needed to lean in and provide more opportunities and space for our new hires to connect, learn, and engage with each other and the business. “By

Onboarding 253

Onboarding Sales Hiring Scale Systems Review 253

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. Here are three things that helped 6sense reach this mark and beyond: Defining their revenue operating model by hiring for RevOps and not taking the common DevOps and SalesOps approach. The friction between sales and marketing.

Scale 241

Scale Sales Hiring Scaling Sales Recruiting 241

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale VP of Engineering 261

SaaStr

JUNE 14, 2023

We’ll explore key aspects such as building customer relationships based on trust and honest feedback, defining company culture amid rapid growth, and hiring strategies that prioritize team chemistry over expertise. Focusing on team chemistry while hiring people outside your field is significant. I hired nice crazy people.

Scale 246

Scale Artificial Intelligence Technical Review Software Review 246

Sales Hacker

MARCH 4, 2020

The founders often have lofty goals, minimal structure or direction, and the company is just beginning to build out its sales motion. While this might have landed them a few early adopters, the sales strategy needs to evolve quickly to target prospects who have the business pain your product relieves. Pipeline review.

Sales Hiring 97

Sales Hiring Scale Startup Sales 97

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies? There are a few reasons.

Merchant Services 202

Merchant Services Scale Technical Review Sales Hiring 202

Sales Hacker

SEPTEMBER 18, 2020

Revenue Operations is at the forefront of a paradigm shift — to view the buyer’s journey as a seamless thread across multiple people, systems, and value propositions. And it’s not just for CROs; if you’re a marketer, SDR, sales rep, manager, VP, or CRO, this one’s for you. Adoption and usage expand over time.

Technical Review 138

Technical Review Development Team Review Systems Review Engineering 138

SaaStr

JANUARY 12, 2022

You have to be careful to pair that with someone strong to manage the relationship, that has more time and that also can be trusted. As a founder, you’ll just run out of time to properly manage key customers and partners yourself. Hire that person, and make sure they are someone the top customers can really trust and count on.

CTO Hire 325

CTO Hire Sales Hiring New CTO CTO 325

Intercom, Inc.

MARCH 8, 2018

In a time where buyer behavior has rendered cold calling nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. He’d go on to become the VP of Sales at Sprinklr, guiding the company through its own high growth period, before striking out on his own.

Social Media 186

Social Media Scale Sales Hiring Sales Recruiting 186

Neil Patel

SEPTEMBER 11, 2020

To help speed up the process, I reviewed six of the best systems on the market and put together a comprehensive list of what to look for as you make your final decision. Hiring someone to do it for you. If you can afford it, hiring someone (either in-house or as a contractor) to run payroll for you is an excellent option.

Payment Services 145

Payment Services SaaS Payments Outsourcing Services Payment Solutions 145

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? The sales reps were friends, and accounts were shared.

AWS 279

AWS Scale Sales Hiring Marketing 279

SaaStr

JULY 14, 2022

This led to our first meet-ups in 2013 and 2014, the first SaaStr Annual in 2015 , the industry’s leading podcast in 2016, the first SaaS founder coworking space in 2017, and SaaStr Pro , the first learning management system for SaaS founders in 2018. VPs were able to recruit and make new hires. We went digital!

Scale 307

Scale Sales Recruiting CTO Hire New CTO 307

Neil Patel

JANUARY 7, 2021

Having the right learning management system (LMS) software in place makes this task much more manageable for everyone involved. The right one, however, will let everyone focus on their work instead of fighting with a frustrating system. The Top 6 Options for LMS Software. Ecommerce LMS Software.

Systems Review 138

Systems Review Management Scale Education 138

Sales Hacker

APRIL 21, 2020

Can you ever be sure you’re hiring the right salesperson? When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. That secret weapon is a hiring scorecard. Fortunately, my client used their hiring scorecard to sidestep a costly mis-hire.

Sales Hiring 124

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 124

Neil Patel

OCTOBER 8, 2020

If you need other features, like a virtual phone system or the ability to host webinars, you can bundle conference calling services with software specializing in something else. 1 – GoToMeeting Review — The easiest conference call software. 2 – RingCentral Review — The best all-inclusive communications tool.

Software Review 145

Software Review Technical Review Systems Review Mobile 145

Intercom, Inc.

FEBRUARY 26, 2018

I’m referring to the full spectrum of business execution, from product management to design to engineering to marketing to sales to support and all the other functions needed to scale a business. Be extremely mindful and diligent in understanding the security of companies you are outsourcing to. The not so simple case.

Outsourcing Services 224

Outsourcing Services Software Review Software Outsourced Development 224

Neil Patel

NOVEMBER 9, 2020

The startup built a cloud-based office procurement system that helps customers streamline supplier management. Micro teams can amplify a company’s productivity while getting rid of the learning curve which comes with new hires. The sale is direct between the seller and buyer. No middlemen. What Does It Cost?

Technical Review 144

Technical Review Payment Methods Acquisition Development Team Review 144

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. Fortunately, sales forecasting tools are available that can do a lot of the heavy lifting by using algorithms to create more accurate forecasts.

Forecasting 131

Forecasting Scale Sales Hiring Sales 131

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Pipeline management rules, with an optional stage matrix. Deal reviews. Hiring profiles.

Sales Hiring 118

Sales Hiring Scale Sales Recruiting Enterprise 118

Neil Patel

FEBRUARY 13, 2021

Here, we review three more services in separate categories. Wix works exceptionally well for individuals or small businesses that want a professional website but don’t want to bother with hiring a web developer, registering a domain name, finding a web hosting company, and all that goes into setting up a professional website.

Payment Methods 143

Payment Methods Software Review Systems Review Payment Solutions 143

SaaStr

DECEMBER 26, 2019

We as a marketing team work a lot with of course the sales team, but also with the tech team. And we work a lot with the sales teams who is dealing with a lot of leads, we have to make sure so that we are really able to track and measure all the investment that we are doing, require lengthy sales cycles. Guillaume : Alice?

Sales Hiring 189

Sales Hiring Payment Methods Payment Solutions Marketing 189

Sales Hacker

DECEMBER 17, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Youre not alone.

Scale 101

Scale Engineering Acquisition Scaling 101

Clouded Judgement

AUGUST 25, 2023

” Product Overview At their core, Klaviyo is a marketing automation solution that covers email, SMS, mobile push, and reviews, tying it all together in a customer data platform. Our data store synchronizes unaggregated, historical profile data with real-time event data in a single system-of-record. ” “Data Layer.

Benchmarks 246

Benchmarks Artificial Intelligence Data Software Review 246

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Know what to Include in a Sales Incentive Plan. Keep it Simple.

Compensation 110

Compensation Sales Hiring Development Team Review Sales Recruiting 110