SaaStr 720: CRO Confidential: What It Really Takes to Be Successful in Enterprise SaaS Sales with Christian Smith, CRO of Splunk. Hosted by Sam Blond, Partner at Founders Fund In this week’s episode of CRO Confidential, Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Splunk, Christian Smith. Splunk is a 20-year-old Enterprise software giant that has accomplished many things — a 2012 IPO, a $28B+ Cisco acquisition in 2023, and $3.7 billion of ARR last year, with a market cap of $25.7 Billion.   Splunk’s core product is a platform for collecting and analyzing high volumes of machine-generated data. Over the years, Splunk has expanded its offerings through acquisitions and product development. As Christian shares on the pod,  the company’s current customer list includes many notable companies, with 92 of them being on the Fortune 100. A feat! As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. Together with Sam, in today’s episode, they discuss everything Enterprise SaaS sales including: Pipeline health Enterprise pipeline generation How to create demand in the Enterprise when new business slows The pros and cons of a product-led pipeline And of course, Customer Success with Enterprise-level customers -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

This is SaaStr's What's New series where our very own CEO and Founder, Jason Lemkin, sits down with the top CEOs and leaders in SaaS to discuss What's New, what's top of mind, and what every SaaS founder should be thinking about. In today's episode, Jason sits down with Matt Mullenweg, CEO of Automatic and Co-Founder of WordPress on what's new at WordPress.  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

SaaStr 718: Predictions for Venture, IPOs, and the State of SaaS in 2024 with SaaStr CEO and Founder Jason Lemkin and Harry Stebbings, Founder and Host of the 20 Minute VC Harry Stebbings, Host of the 20VC, recently hosted SaaStr CEO and Founder, Jason Lemkin for one of the first podcasts of the year. Together, they talk about the best of SaaS from 2023, the state of SaaS in 2024, and their predictions for Venture and IPOs for the year ahead.  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

SaaStr 717: How Enterprise SaaS Companies are Buying AI (or Not) with ContextualAI, Anthropic, and Glean While AI seems to have gone mainstream for consumers and smaller SaaS companies, but what about the big guys? While the first generation of Generative AI is great, it’s not quite ready to solve Enterprise problems. So, where are we now in the adoption cycle for the Enterprise world?  We brought together an Enterprise SaaS panel with: Douwe Kiela, CEO of ContextualAI Benjamin Mann, co-founder of Anthropic Arvind Jain, CEO of Glean and Sandhya Hedge, General Partner at Unusual VC To help us figure out how to sell GenAI software to some of the biggest organizations in the world.  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.  

SaaStr 716: The Future of Customer Success in 2024: Insights and Predictions from Gainsight CEO Nick Mehta and SaaStr CEO and Founder Jason Lemkin Is it the end of an era in SaaS customer success? It seems like some of the biggest changes to the human side of SaaS are happening right now. What does the AI revolution and SaaS spending cuts mean for the future of Customer Success and support? In this episode, SaaStr CEO and Founder, Jason Lemkin, and SaaStr fan-favorite, Nick Mehta, CEO of Gainsight share their insights and predictions on what the future of customer success will hold in 2024 and beyond.  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

SaaStr 715: The 7 Biggest Mistakes CMOs Make (And How to Avoid Them) with the CMOs of Databricks, Zoom, and Okta In this CMO panel, Rick Schultz, CMO at Databricks, Janine Pelosi, Former CMO at Zoom, and Ryan Carlson, Former CMO at Okta, joined Carilu Dietrich, Advisor at Hypergrowth B2B Startups to talk about the seven biggest mistakes CMOs make. These CMOs have all taken their companies from the early stages through IPOs and have been apart of multi-billion dollar organizations. Here are the 7 big mistakes they made, so you can avoid them.  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

SaaStr 714: From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Founders Fund on CRO Confidential. Hosted by Sam Blond, Partner at Founders Fund. With Ashley Kelly, VP of Global Sales Development at Rippling. In the latest episode of SaaStr's CRO Confidential series, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context - Ashley had previously helped Sam scale Brex's outbound sales from $2M to over $300M in ARR as Senior Director of SDR.  Together they discuss: Scaling outbound sales and SDRS (sales development representatives) from 0 to $100M and beyond How to hire the right outbound sales team The SDR interview checklist How to create an environment to set up outbound sales reps for success Which KPIs to measure and matter most in outbound SaaS sales Increasing the quality and closed-won revenue with your outbound sales team  Listen now! -------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

SaaStr 713: Why the Future of Customer Success, Sales and Marketing Has Changed: Ask-Me-Anything Part 2 with SaaStr CEO and Founder Jason Lemkin In part one of this Ask-Me-Anything (AMA) with SaaStr founder and CEO Jason Lemkin, he answered the community’s questions about whether all anyone cares about is AI anymore, investor appetites going into 2024, vertical SaaS, and thriving as a solo founder. In part two we head into IPO waters, how to incorporate AI into your products, the best way to drive employee performance, pricing models, and why the future of roles in customer success, sales and marketing have forever changed in SaaS.  -------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

SaaStr 712: Is AI the Only Thing in SaaS that Anyone Cares About Anymore? Ask-Me-Anything Part 1 with SaaStr CEO and Founder Jason Lemkin Ask Me Anything with SaaStr CEO and Founder Jason Lemkin Part One. In the first part of this open AMA, Jason shares his thoughts on the current state of sales and marketing, if anyone really cares about anything other than AI anymore, how to hire great partners, and breaking out of a crowded ecosystem. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

SaaStr 711: 5 Lessons from Scaling Six Products to $100M+ with Samsara's Chief Strategy Officer Kiren Sekar For any Cloud and SaaS Founders or execs seeking practical strategies and inspiration to stay ahead of the curve, this episode's for you. At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. The six products/companies Kiren helped scale to $100M that he'll reference in this playbook include: Bill, Cloudflare, Crowdstrike, Samsara, Snowflake, and Zscaler.  His five lessons are: A single metric that helps guide decisions of when to pivot, when to iterate, and when to pivot.   Discovering the entire market and mapping out all potential verticals early in the process. The incredible power and value of the mid-market segment. Building customer feedback into the DNA of your product team and products. Going multi-product early.  Listen to the full episode now.  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.  

Welcome to the Official SaaStr Podcast Episode 710: Running a PLG and Sales-Led Motion at the Same Time: What’s New at ZoomInfo with CEO Henry Schuck and SaaStr CEO and Founder Jason Lemkin In the latest installment of SaaStr’s What’s New series – where we sit down with the leaders in SaaS and Cloud for the inside scoop on what’s top of mind and what’s new, SaaStr CEO and Jason Lemkin chats with the CEO of ZoomInfo, Henry Schuck. So, what’s new at ZoomInfo? In this episode, Jason and Henry discuss: *PLG vs. a sales-led motion, and which is more efficient *The macro-environment and what to expect next year *What’s new at ZoomInfo -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

SaaStr 709: 15 Signs You Have A SaaS Metrics Problem (and How to Fix it) with Dave Kellogg, EIR at Balderton Capital In this episode of the SaaStr Podcast, SaaStr OG and fan fave, Dave Kellogg, EIR at Balderton Capital, walks you through the complexities of SaaS metrics. With a wealth of experience leading major SaaS and enterprise software firms, Dave delves into the art of leveraging metrics for strategic advantage and the potential pitfalls of their misinterpretation. This episode will equip you with a nuanced understanding of how SaaS metrics can shape success and why careful interpretation is paramount. SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

The Top 10 Mistakes People Make When Hiring a VP of Sales with SaaStr CEO and Founder Jason Lemkin Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. SaaStr’s own Jason Lemkin shares the top 10 mistakes he sees during the hiring process during Workshop Wednesday, held every Wednesday at 10 a.m. PST.  Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive. The last 18 months have seen the biggest changes in the VP of Sales in his SaaS career. We’re still learning what world we’re in — some people interview over Zoom, some are focused on how to build teams in the current age, and many are dealing with a weird overhang from the SaaS explosion of 2021, quiet quitting, layoffs, and team turnover.  While this topic isn’t new, you want to avoid getting this hire wrong. So, let’s look at the top 10 mistakes Jason sees in the VP of Sales hiring process.  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

SaaStr 707: The Where, When, and How of AI with Theory Ventures, Open AI, MotherDuck and Lamini Hear the latest insights on AI from leading VC Tomasz Tunguz of Theory Ventures Theory Ventures, joined by Jordan Tigani, Founder and CEO of Mother Duck Maggie Hott, GTM at OpenAI, and Sharon Zhou, Co-Founder and CEO of Lamini. Together they discuss the new architecture for building Software as a Service (SaaS) applications with data & machine learning at their core, moderated by Tomasz. The focus of the episode centers around the transformative role of data, which has become an integral part of the production stack. The speakers also delve into the implications of this shift and explore how leveraging data within the architecture empowers developers to create more robust, intelligent, and scalable SaaS solutions. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

In our 'What's New' series, SaaStr CEO and Founder Jason Lemkin sits down with the top CEOs from leading SaaS companies to discuss What's New and what's top of mind. In this episode, Jason sits down with Aaron Levie, CEO and Co-Founder of Box, and also a SaaStr-fan fave from speaking at various SaaStr events in-person and digitally. Together they discuss: How to go long as a CEO and Founder in SaaS Overhauling operating margins at Box to a top-tier 25% Implementing AI at BOX Macro issues on the horizon for 2024 What's new at Box ------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

A holistic and well-executed go-to-market strategy is one of the key pillars that drives sustainable, long-term growth for software companies. But there is a dearth of data that leaders can leverage to inform building out the best team, strategies, and tactics to scale their go-to-market organization. Leveraging proprietary data from over 200 leading GTM executives and tens of thousands of data points related to executive profiles across Sales and Marketing leaders, Doug Pepper, General Partner, and Christine Edmonds, General Partner and Head of Analytics at ICONIQ Growth will share detailed answers to the key go-to-market questions from B2B SaaS leaders including: The latest insights on what “effective” scaling means in today’s environment Best practices for building out GTM teams and processes Learnings related to what profiles make the most successful IPO-ready executive hires How top companies are tweaking tactics in today’s environment to drive efficient selling -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave50 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave20 -------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

We had a party in 2020 and 2021 where valuations and growth were crazy. Then, we had a hangover in 2022 and the first half of this year. Now, investing is coming back, public markets have returned, and we’re almost back to normal.  Jameson Yung, SVP of Sales at Gong, and Sam Blond, Partner at Founders Fund and previous CRO at Brex, share five tactical ways to get back to growing and hitting revenue targets.  The days of working a little for big returns are behind us in the Boom of ‘21, so what can you do to start hitting revenue targets?  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave50 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave20 -------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

As AI continues to reshape the way businesses operate, it has become a critical differentiator in gaining a competitive edge. Stage 2 Capital Co-founder and Managing Director Mark Roberge dissects the advantages and challenges faced by both startups and incumbents in leveraging AI for Go-to-Market strategies. Uncover the unique capabilities that startups bring to the table and how they disrupt established players with their agility, innovation, and ability to adapt to changing market dynamics. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave50 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave20 -------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

From seed funding to reaching $100M ARR to going public in 2021, Spenser Skates knows about growing and scaling a business. But for many founders, the question becomes: how do you maintain hypergrowth? In this podcast, Spenser will share key lessons around maintaining long-term, sustainable growth, including when to expand your product suite, why iteration matters more than perfection, where AI fits (and doesn't!) fit into growth strategy, and how to ensure your exec team is the right group for your next stage of growth. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave50 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave20 -------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

Scott Belsky, CSO, and EVP at Adobe, does a deep dive on the profound transformations taking place in the creative world. As technology continues to reshape the landscape, Cloud and SaaS Founders, VCs, and Executives must adapt and evolve to stay ahead. Discover the playbook to thrive in this dynamic environment and unlock unprecedented opportunities. Belsky will share his deep insights into the rapidly changing creative industry, drawing from his vast experience at the forefront of innovation. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave50 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave20 -------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

In this episode, Nick Mehta will share ten significant mistakes he made during his career, and how these failures shaped his journey as CEO of Gainsight. Mehta will impart valuable lessons on resilience and growth, offering attendees actionable takeaways for their own entrepreneurial ventures. This is a must-listen for anyone seeking to learn from real-life experiences and turn failures into opportunities for success in the software-as-a-service (SaaS) world. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave50 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave20 -------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

In this new episode of CRO Confidential, we take a look at the proven customer acquisition strategies behind Toast's explosive growth to over $1.1B ARR. Hosted by Founders Fund Partner Sam Blond, this episode features the CRO of Toast Jonathan Vassil, who walks us through Toast's go-to-market and customer acquisition strategies. --------------------------------------------------------------------------------------------   This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

Welcome to Part Two of SaaStr founder and CEO Jason Lemkin’s Ask Me Anything session at this year’s SaaStr Annual. Jason re-takes the stage in Part 2 of the series to answer questions about the right time is to invest in a new product line, building vertical vs. horizontal, multiples in 2024, and much more.  Building and scaling a startup isn’t for the faint of heart and often comes with many ups and downs that SaaS veterans have experience in.  So, let’s jump right into Part Two.  ------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

Each year, tens of thousands of SaaS fans attend SaaStr Annual. And every year, Jason Lemkin, the founder of SaaStr, takes the stage to answer the audience's most pressing questions. For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, when to use AI at early-stage companies, and when the right time is to invest in a new product line. Building and scaling a startup isn’t for the faint of heart and often comes with many ups and downs that SaaS veterans have experience in. Let's dive into the questions and answers!

As industry leaders, understanding the transformative power of AI and how it can be harnessed to drive innovation and growth is essential for staying ahead in today's rapidly evolving business landscape. In this episode, Aliisa Rosenthal, Head of Sales at OpenAI, will delve into the ways in which AI is reshaping the way we work. With her extensive experience and deep knowledge of AI technologies, Aliisa will share insights, trends, and practical examples of how AI is being applied across various sectors.

As SaaS companies slash campaign budgets, marketing leaders need to find other ways to augment customer wins from their remaining campaigns. Increasing down-funnel conversions by having marketing enable sellers to “all-star” levels along the funnel can help make up the difference. In this episode, Datadog's CMO Alex Rosemblat will explore the tactics, personas, best practices, and tracking metrics to significantly up-level product and campaign-level sales enablement.

In the dynamic landscape of SaaS startups, pursuing rapid customer growth while achieving and maintaining profitability is an art that requires flexible strategies and, more importantly, employees that are eager for the challenge. In this episode, Expensify COO Anu Muralidharan will share how Expensify became profitable on its way to securing millions of users in less than 15 years. You'll hear real-world examples and walk away with specific tactics they can immediately deploy at their own companies, including:  a.) when, where, and why to outsource b.) a new, more bullish approach to testing and launching products with confidence  c.) how to leverage automation to reduce expenses while simultaneously supporting growth.

Monday has gone from $7m in 2017 to over $700m in revenue today, showcasing the sheer power of compounding revenue. Did Monday’s founders feel like they’d be 100x bigger in just six years since that first SaaStr conference they attended? Eran Zimman, Monday’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Monday hasn’t missed a bit, but before we dive into their secrets, let’s first learn where it all started and what they do today.

Discover the best ways for a seed-stage startup to pitch to investors and successfully fundraise from Y Combinator’s Michael Seibel. Any founder you talk to likely remembers every investor who said no to them. Those founders hold a special kind of “not hatred,” says Michael Seibel, Managing Director and Group Partner at Y Combinator, but a special kind of something for those investors and a desire to prove them wrong. If you’re a seed-stage startup, Michael shares the best ways for you to present your company to startup investors.

SaaStr founder Jason Lemkin deep dives into the current state of SaaS and the Cloud and what to expect over the next year.

One of the open secrets behind a lot of great companies is going multi-product. Jack Altman, CEO and co-founder of Lattice, firmly believes that many more companies should be multi-product, and many should go multi-product earlier than they think. Lattice has launched four product suites in the last eight years, and the ideas that drove their growth apply to most companies today.

Given the massive downturn that started 18 months ago, many SaaS founders are nervous about what it takes to raise capital in SaaS in 2023. Christoph Janz, General Partner of Point Nine Capital, shares some answers about what it takes to raise capital in SaaS, overall investment activity in 2023, and how to develop a convincing AI strategy.

Discover Bessemer Venture Partners’s annual State of the Cloud report, going through trends, benchmarks, and metrics that underpin the Cloud economy.  Presented by: Mary D'Onofrio, Partner @ Bessemer Venture Partners Janelle Teng, VP @ Bessemer Venture Partners Caty Rea, VP @ Bessemer Venture Partners The past twelve months have been relatively turbulent for Cloud founders. SVB collapsed, market multiples are down, yet the IPO window is re-opening, and we have a platform shift to AI that’s exciting everybody.  What does this mean for Cloud companies?  Let’s find out.

Freshworks is a successful public SaaS company that has a humble beginning in the small town of Chennai, India. Founder and CEO Girish Mathrubootham shares five big bets that paid off as he scaled this multi-product company.  Listen to discover Mathrubootham’s key decisions in launching and scaling a company, which include: *Betting on inbound while going global *Hiring talent when talent is hard to find *Going multi-product early on *Layering a sales-led motion on top of a product-led motion *Betting on AI and the future before it arrives

Are you curious to learn what the future of SaaS will look like in 2024? Well, look no further. In this informative interview, two of the biggest pioneers of SaaS, David Sacks, Founder and General Partner of Craft Ventures and Jason Lemkin, SaaStr Founder and CEO, team up to discuss the potential landscape for AI-focused SaaS over the next five years. From understanding what it takes to raise a Series A these days to discovering how AI will shape the industry, get a unique insight into the world of SaaS as two leading experts share their predictions and experience. Don’t miss your chance to keep ahead of the competition – listen now!

SaaStr Founder and CEO Jason Lemkin and Partner at QED Investors Amias Gerety chat on the Fintech Beat podstream about all things SaaS, money, and what makes a great founder.  Some topics covered include:  What makes SaaS so great How SaaS is fairing in the “macro” economy Perspectives on fintech and SaaS and how they overlap How an investor chooses what to invest in and when it’s time to walk away Fintech Beat is all about the intersection of finance, tech, and policy, and now they’re touring outside the neighborhood of fintech and into the great big world of SaaS.  While the world of public tech stocks is defined by consumer-facing juggernauts like Facebook, Amazon, and Google, the world of venture capital is defined by the North Star of SaaS.  Let’s dive right in. 

G2 is a unicorn startup that’s stayed in the game for over a decade. G2 CEO Godard Abel deep dives into his original vision for G2, going multi-product, selling with multiple sales teams, demand gen spend, and why AI is the most important thing right now. 

Discover how three breakout SaaS companies scaled from an idea to hundreds of employees and $1B+ valuations, all while living their values along the way.  Notion COO Akshay Kothari, Motive CEO and Founder Shoaib Makani, and CEO and Co-Founder of Incredible Health Iman Abuzeid share the secrets of ensuring their company-centered values and purpose remained an anchor amidst hypergrowth.  Moderated by Laura Weidman Powers, Operating Partner at Base10 Partners. As we dive into these three highly successful companies, we’ll talk about their values, the process of creating them, and the right time for founders to create their own values. 

10 Terrible Pieces Of SaaS Advice To Avoid If You Want To Succeed with SaaStr Founder Jason Lemkin   Bad advice is everywhere these days. Hundreds of thousands of experts are telling you how to succeed in SaaS. Many of those voices are incredible, yet terrible bits of advice pops up again and again.   On top of that, founders are full of excuses preventing them from scaling.    SaaStr Founder and CEO Jason Lemkin shares the 10 worst pieces of SaaS advice, excuses, and mistakes founders make, and what to do instead.   

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind.  Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups.  He’ll walk you through the three stages of growth:  0-$1M — From nothing to something $1M-$10M — Building, innovation, and customers $10M-$100M+ — Scaling and thriving And what sustainable growth strategies you can implement (and pitfalls to avoid) wherever you’re at in your SaaS journey.   This edition of the SaaStr podcast is brought to you by: Prescient Security & Assurance. Your trusted partner in cybersecurity and compliance. Automated solutions, expert protection, regulatory compliance. Secure your future at prescientsecurity.com   Can’t afford an engineer in Silicon Valley? Tap the talent pool in Eastern Europe. Working with a global expansion partner, like Atlas, is a quick, cost-effective, and compliant solution. Visit www.atlashxm.com for a strategy call.    

Learn about the most important SaaS metrics for founders in 2023 with the CEOs of the most metric-oriented company, monday, and the founder of SaaStr. The godfather of SaaS and founder of the world’s largest community for business software sits down with one of the most metric-oriented companies today to discuss the most important SaaS metrics for founders in 2023. Jason Lemkin, Founder of SaaStr, and co-founders and CEOs, Eran Zinman and Roy Mann of the wildly successful monday.com chat with Startup For Startup about ARR, NRR, CAC, and what it takes to beat the odds in a tougher environment.

Are you trying to unlock sustainable low customer acquisition costs (CAC) growth for your SaaS company? Then you need to hear what Guillaume Cabane, Co-Founder and President of HyperGrowth Partners, has to say on the subject. In this podcast, Guillaume shares the formula he used at Ramp, Gorgias, and Drift to reach explosive saas growth - showing you the secrets of smart scaling.  Don't miss out - listen now now for groundbreaking advice on generating fast CAC growth success!

Founders of 2023 ask themselves, “What does it take to raise money right now in this uncertain market environment?” Peter Specht, Partner at Creandum, shares a data-driven perspective and real-time insights into the market of very recent rounds and current VC expectations.  Unfortunately, raising money isn’t the same as raising in 2021. Specht walks you through what has happened in the last 12 months and the best practices for today.   

Some SaaS and Cloud leaders have seen big impacts from the post-Covid hangover, but others keep accelerating. MongoDB is one of those that has never stopped.    Instead of looking at those who are struggling, let’s take a look at the epic growth story of MongoDB, a company crushing it in 2023.    MongoDB is at a stunning $1.5B in ARR, 29% overall growth, and is worth $29B. That’s about as good as it gets in SaaS and Cloud!    While many less efficient public SaaS companies are trading at tough multiples of 3-4x ARR, and the average is about 6x ARR, MongoDB is almost 20x ARR.    Let’s look at nine interesting learnings about this leading company.  

2023 has been a difficult year for many tech companies. Markets have been all over the place, layoffs occurred, and investors weren’t funding as much as usual. However, Sam Blond, Partner at Founders Fund & Host of the SaaStr CRO Confidential Podcast, believes there are reasons to be optimistic for the rest of 2023. In a special workshop, Sam shares advice on how to spot bottlenecks, reallocate the right resources, and grow revenue in 2023.  SaaStr Workshop Wednesdays are LIVE every Wednesday. Sign up for free. 

Many people at this year’s SaaStr Europa wondered about the future of customer success, motivation during hard times, and how to grow in this new era of efficiency.  SaaStr CEO and Founder Jason Lemkin sat down with the audience for an Ask Me Anything session to answer some of the most pressing questions from the audience.  If you missed part 1, catch that here. First up is a bootstrapped founder looking for advice in today’s market. 

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times.    At this year’s SaaStr Europa, Jason Lemkin, CEO and Founder of SaaStr, took the stage to answer the audience's most pressing questions about the present and future of startups.    His answers didn’t disappoint.  

Retention is the new acquisition.   This paradigm shift has placed Customer Marketing in the spotlight as a pivotal function that helps companies achieve robust NRR metrics. Despite the revenue impact, Customer Marketing teams remain relatively lean and often struggle to secure the necessary support from cross-functional teams. Companies that have successfully unlocked the potential of Customer Marketing have seen a substantial increase in revenue.   Join Insider's Co-founder and CEO, Hande Cilingir, and CMO, Merve Nazlioglu, as they unveil ten game-changing tactics to accelerate your customer marketing programs on the path to achieving an outstanding 140% NRR.

Struggling to find product market-fit?   Join former Divvy CRO, Sterling Snow, and learn how the company went from 0 to a $2.5B exit in just four years using effective go-to-market strategies. Find out what the team did differently that set them apart from their competition and get your product off the ground in no time!  There are 6 primary operating models Divvy used to fuel incredible growth, culture, and results. The best part is they're dead simple and every team should be using them. Don't miss this session where Sterling will talk through the tactics, mistakes, and lessons learned.

It’s not an easy time to be a startup entrepreneur. Even as generative AI and LLMs present the potential for a technical paradigm shift, startups today must also grapple with the realities of financial market upheaval, ominous global power shifts, uncertain economic indicators, and disruption up and down the supply chain: It may feel as though “hunkering down” is the best that a founder can do. Bill Magnuson, Co-founder and CEO of Braze, has a different take, in which there’s no time like the present era of change to uncover opportunities that can distinguish your business from competitors’ as the skies clear. Having navigated through the early days of mobile and the multiple macro disruptions since to take Braze public and scale to a revenue run rate of $400+ million, Bill has put this strategy to the test. Seeing opportunity in today’s times requires a longitudinal perspective on the underlying forces of change that create growth opportunities and strategy that anticipates the evolution of those forces while positioning your business to best take advantage of the resulting changes over time.. Timing around disruptions is key, and they provide a key opportunity for innovators to build in response to the evolution of new skillsets, team structures, and business models, all of which create new buyer personas, and can be cultivated even while headwinds stall growth. Those who lean into disruptions with curiosity and optimism can emerge as stronger innovators with deeper competitive moats because they were out building with a growth mindset while everyone else was hunkered down. Key takeaways from this talk include: *How to think about second-order effects of disruption, and when their evolution may ultimately reward patience, creating room for the slower growth that is often forced by a difficult macro. *What to watch for in areas of macro disruption in order to identify differentiating opportunities in unexpected places.  *How evolving skillsets, team compositions, and ways of working can transform business, and why its absence can lead to obsolescence.

The First Rule You Know About Building Software is Wrong.   Discover why with Rippling CEO and Co-Founder, Parker Conrad, and Sam Blond, Partner at Founders Fund. In this session, Parker will explain step-by-step his theory of the compound startup and how it can help you scale your SaaS company.   *****   Shipping projects doesn’t have to be a mess. Notion combines project management with your docs, knowledge base, and AI. So you can stop jumping between tools, and stop paying too much for them too. Get Notion Projects for free at Notion.com/SAASTR.   Vention provides technology leaders with the top engineering talent they need to accelerate their roadmap, innovate faster and more efficiently, and ultimately catapult their operation to new heights. Vention developers sync with clients’ in-house teams, helping them get to market 30 percent faster and saving them more than $600,000 on average. Looking for the edge to outpace your competition? Vention is your partner. Learn more at ventionteams.com.   *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

June 2016: Loom was on its last legs. With more than one failed launch + fundraising attempt behind them, the co-founders were maxing out credit cards and had about two weeks of runway left before calling it quits. One idea changed everything: they took a chance on a single piece of their product — the video recorder. They decoupled it from the broader platform they’d been developing, launched it as a standalone offering on Product Hunt, and saw more signups in one day than the past six months combined. Today, the company has raised over $203M and counts 20M users in over 230 countries. Those first months of tumult aren’t the only ups and downs CEO Joe Thomas and his co-founders have encountered in Loom’s journey. And they’re not alone; today’s tech founders are navigating an increasingly difficult economic climate, shifting expectations from investors + employees, and the need to continue to innovate faster — all with fewer resources.  In this session, Thomas will share some of the lessons he’s learned throughout the past year and beyond, including the need to make agility your superpower. He’ll talk about the need to balance long-term planning with strategic short-term adjustments for when the curveballs come (because they will). Thomas will also share insight into how other founders — including customers/partners of Loom — are adopting new processes, emerging tools, and shifting workplace norms to adapt. With so much uncertainty still ahead in 2023, it’s important for founders to learn how to take a half step back, reevaluate their game plan, and orient their short-term priorities around customers’ needs.   *** Slides for this session: https://www.slideshare.net/saastr/from-2-weeks-of-runway-to-a-15b-valuation-the-founder-playbook-with-looms-ceo-joe-thomas-cofounder-and-ceo-loom-492 Joe's 2021 Flywheel session on YouTube: https://youtube.com/live/rbOoikTMfyI The podcast version: SaaStr 445: Loom CEO Joe Thomas On How Speed & Simplicity Can Fuel Your Flywheel https://sites.libsyn.com/77527/saastr-445-loom-ceo-joe-thomas-on-how-speed-simplicity-can-fuel-your-flywheel   *****   Shipping projects doesn’t have to be a mess. Notion combines project management with your docs, knowledge base, and AI. So you can stop jumping between tools, and stop paying too much for them too. Get Notion Projects for free at Notion.com/SAASTR.   Vention provides technology leaders with the top engineering talent they need to accelerate their roadmap, innovate faster and more efficiently, and ultimately catapult their operation to new heights. Vention developers sync with clients’ in-house teams, helping them get to market 30 percent faster and saving them more than $600,000 on average. Looking for the edge to outpace your competition? Vention is your partner. Learn more at ventionteams.com.   *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8            

Learn directly from Edith Harbaugh, Co-founder and Executive Chair of LaunchDarkly, about the top 10 mistakes to avoid when scaling your SaaS company. Edith is an experienced startup executive and has firsthand insights into how to grow any SaaS business quickly and successfully. Don't miss this opportunity to get valuable guidance for scaling to 100 million in ARR! We'll cover how: *Everything is up & to the right if you zoom out Big changes every 6-18 months Revenue is it’s own funding Hiring changes over time Value your time and get leverage A good Exec Recruiter is worth it Pricing - no right answer Creating category takes constant effort Refresh Values No playbook, just play pages   Watch the video, including Q&A: https://youtu.be/5ccWUwinkJg   ****** Shipping projects doesn’t have to be a mess. Notion combines project management with your docs, knowledge base, and AI. So you can stop jumping between tools, and stop paying too much for them too. Get Notion Projects for free at Notion.com/SAASTR.   Vention provides technology leaders with the top engineering talent they need to accelerate their roadmap, innovate faster and more efficiently, and ultimately catapult their operation to new heights. Vention developers sync with clients’ in-house teams, helping them get to market 30 percent faster and saving them more than $600,000 on average. Looking for the edge to outpace your competition? Vention is your partner. Learn more at ventionteams.com.   *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Why are things in SaaS so different in 2023 than in 2022? And extremely different than 2021? “I think for most of us during the crazy lockdown era, it was just nuts,” Lemkin explains. “And this is, I know this sounds obvious, or maybe it doesn’t, but as someone’s been doing SaaS since 2005, this is the first time in the last 10 years that SaaS has gotten harder.”   Watch the video: https://youtu.be/h1Hpag6gnOI   ****** Shipping projects doesn’t have to be a mess. Notion combines project management with your docs, knowledge base, and AI. So you can stop jumping between tools, and stop paying too much for them too. Get Notion Projects for free at Notion.com/SAASTR.   Vention provides technology leaders with the top engineering talent they need to accelerate their roadmap, innovate faster and more efficiently, and ultimately catapult their operation to new heights. Vention developers sync with clients’ in-house teams, helping them get to market 30 percent faster and saving them more than $600,000 on average. Looking for the edge to outpace your competition? Vention is your partner. Learn more at ventionteams.com.   *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Discover the secrets to scaling a SaaS business with UiPath's CEO & Founder Daniel Dines, and Philippe Botteri, Partner at Accel.   Learn 10 interesting lessons for driving a new category in SaaS to over a billion dollars in annual revenue and beyond. Sharing the learnings from the founding of UiPath in 2005 to its present-day success with over a billion dollars in revenue, watch to learn insights into how UiPath has achieved its monumental growth, and how you can apply these strategies to your own SaaS business.   ***** Shipping projects doesn’t have to be a mess. Notion combines project management with your docs, knowledge base, and AI. So you can stop jumping between tools, and stop paying too much for them too. Get Notion Projects for free at Notion.com/SAASTR.   Vention provides technology leaders with the top engineering talent they need to accelerate their roadmap, innovate faster and more efficiently, and ultimately catapult their operation to new heights. Vention developers sync with clients’ in-house teams, helping them get to market 30 percent faster and saving them more than $600,000 on average. Looking for the edge to outpace your competition? Vention is your partner. Learn more at ventionteams.com.   ***** Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

In 2020-2021, many SaaS startups faced a unique challenge. With teams spread across the globe, they had to find new working patterns to scale their businesses in a distributed environment. Wiz, one of the fastest-growing SaaS companies focused on security solutions, was one of them. The company helps enterprises internationally with contextual and actionable insights to secure their cloud infrastructure.  Today, Wiz is one of the highest-valued private tech companies, at $10 billion, as announced in Feb 2023. Wiz CRO Colin Jones shared with host Sam Blond how this traditional startup evolved, thrived and grew from 0 to $100 million in just two years.  Watch the video: https://youtu.be/yDS8xKlAeXw   ***** Vention provides technology leaders with the top engineering talent they need to accelerate their roadmap, innovate faster and more efficiently, and ultimately catapult their operation to new heights. Vention developers sync with clients’ in-house teams, helping them get to market 30 percent faster and saving them more than $600,000 on average. Looking for the edge to outpace your competition? Vention is your partner. Learn more at ventionteams.com.   SaaStr Annual will officially be back in 2023. Join 12,500 SaaS CEOs, Founders, Revenue leaders, and investors. Annual 2023 will take place September 6-8, 2023 in the SF Bay Area. Podcast listeners can use code FAVE100 to save 100 off tickets. Use FAVE100 when you buy your tickets at saastrannual2023.com   *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Building a company for $0-$1M in revenue differs wildly from $1-10M ARR. And scaling from $10M to $100M is wildly different still.  Sameer Dholakia, Partner at Bessemer Venture Partners with decades of operational experience, shares what you need to change as you scale from $10M to $100M ARR.  The short answer is almost everything.  Keep an open mind as you move into the next chapter of your company.  “Everything that got you to where you are isn’t going to get you where you want to be,” says Dholakia.    Watch the full video, including Q&A: https://youtu.be/ucgtUQiyEJE Sameer's slides: https://www.slideshare.net/saastr/sameer-dholakia-saastr-workshop-wednesdays   ***** SaaStr Europa is back! And this time, we’re heading to London for 2 fun-filled days of content, networking, and SaaS. Join us June 6th and 7th for SaaStr Europa 2023. Use code FAVE100 for $100 off tickets at saastrlondon.com. *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

You’ll never truly understand how to lead a SaaS company until you’ve done it firsthand. But it always helps to get advice from someone with experience.  Dan Robinson, current Advisor and former CTO at Heap, shares nine essential learnings from nearly a decade of building a SaaS business. Watch the video: https://youtu.be/FXdPe6tGE3A   ***** SaaStr Annual will officially be back in 2023. Join 12,500 SaaS CEOs, Founders, Revenue leaders, and investors. Annual 2023 will take place September 6-8, 2023 in the SF Bay Area. Podcast listeners can use code FAVE100 to save 100 off tickets. Use FAVE100 when you buy your tickets at saastrannual2023.com *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

At nine figures in revenue and 550 people, the CEO of Lattice, Jack Altman, has seen every stage of building a startup.    In this week’s Workshop Wednesday — held every Wednesday at 10 a.m. PST — Altman talks more in-depth about his viral tweet storm, sharing the eight things you think as a first-time founder that usually aren’t true.   This episode is an excerpt of Jack and Jason's conversation. Watch the full video, including Q&A: https://youtube.com/live/2sNsZdFjWOE?feature=share   ***** SaaStr Europa is back! And this time, we’re heading to London for 2 fun-filled days of content, networking, and SaaS. Join us June 6th and 7th for SaaStr Europa 2023. Use code FAVE100 for $100 off tickets at saastrlondon.com. *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

People keep asking when we’ll get out of this downturn in venture. The truth is: It’s not a downturn—only a reset. For the people who haven’t been raising capital or haven’t seen this side of things since, say, 2018, they’ll probably think this is a terrible time.    Black Mangroves Founder and Managing Director Arnaud Bonzom, and SaaStr Founder and CEO, Jason Lemkin answer some of the bigger questions about venture investing in 2023.     This episode is an excerpt of Jason and Arnaud's AMA at SaaStr APAC 2023. You can watch the full session on YouTube: https://youtu.be/JPEo8r2d3Oc   ***** SaaStr Annual will officially be back in 2023. Join 12,500 SaaS CEOs, Founders, Revenue leaders, and investors. Annual 2023 will take place September 6-8, 2023 in the SF Bay Area. Podcast listeners can use code FAVE100 to save 100 off tickets. Use FAVE100 when you buy your tickets at saastrannual2023.com   *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

In this week’s episode of CRO Confidential, host Sam Blond wraps up the founder-led sales series with one of the most accomplished sales leaders in the world, Ben Cassidy.  Cassidy was Blond’s VP of Sales at Echosign and, before that, was one of the first sales leaders at LinkedIn. Post-Echosign, he was the first sales leader at Talkdesk, valued at $10+B. Cassidy is now a co-founder at CoSell, a.k.a. the relationship platform designed to organize your intro efforts.  The point of CRO Confidential is to help startups acquire customers, and Cassidy provides a unique perspective on founder-led sales as a current founder and highly talented sales leader.  So what secrets has Cassidy learned over the past decades of building businesses and acquiring customers?  Let’s find out.  Watch the video: https://youtu.be/3m5s7tskuB4   ***** SaaStr Europa is back! And this time, we’re heading to London for 2 fun-filled days of content, networking, and SaaS. Join us June 6th and 7th for SaaStr Europa 2023. Use code FAVE100 for $100 off tickets at saastrlondon.com.   ***** Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

We exist in a market where things are tougher. It’s year two of the venture downtown, meaning it’s flat, and the value of each dollar in the public market is at 5-6-year lows, making it hard for VCs to invest.    Jason Lemkin, SaaStr Founder and CEO, shares nine types of CEOs that are hard for VCs to work with. Why does it matter what VCs think? They play a small role, but it’s an important one. It matters today because happy VCs mean it’s easier to get that next check.    Watch the video: https://youtu.be/edPw60dHU5I   ***** SaaStr Annual will officially be back in 2023. Join 12,500 SaaS CEOs, Founders, Revenue leaders, and investors. Annual 2023 will take place September 6-8, 2023 in the SF Bay Area. Podcast listeners can use code FAVE100 to save 100 off tickets. Use FAVE100 when you buy your tickets at saastrannual2023.com   *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Omni Co-Founder and CEO Colin Zima and CRO Confidential host Sam Blond discuss how leveraging your network can supercharge sales and recruiting in the early days. You don't have to be a former founder or be part of YC to have a great network. Everyone will have friends, family, former college classmates, former work colleagues, or other sources. Colin encourages founders to find your particular "cheat code," whether that's your network or an amazing skill, and lean into it.   Watch the video: https://youtu.be/9kQIke7x7F4   ***** SaaStr Europa is back! And this time, we’re heading to London for 2 fun-filled days of content, networking, and SaaS. Join us June 6th and 7th for SaaStr Europa 2023. Use code FAVE100 for $100 off tickets at saastrlondon.com. *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8      

Gainsight CEO Nick Mehta shares his top 10 mistakes in 10 years of running Gainsight. This is the second half of a Workshop Wednesday session in which SaaStr CEO Jason Lemkin chats with Nick about his top mistakes as a CEO. You can hear the first half in episode 656.   You can watch the full video here: https://youtu.be/dtdh2Dkhpig   ***** SaaStr Annual will officially be back in 2023. Join 12,500 SaaS CEOs, Founders, Revenue leaders, and investors. Annual 2023 will take place September 6-8, 2023 in the SF Bay Area. Podcast listeners can use code FAVE100 to save 100 off tickets. Use FAVE100 when you buy your tickets at saastrannual2023.com   ***** Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8      

Gainsight CEO Nick Mehta shares his top 10 mistakes in 10 years of running Gainsight. This is the first half of a Workshop Wednesday session in which SaaStr CEO Jason Lemkin chats with Nick about his top mistakes as a CEO. You can hear the second half in episode 657, which will air on May 5.   You can watch the full video here: https://youtu.be/dtdh2Dkhpig   ***** SaaStr Europa is back! And this time, we’re heading to London for 2 fun-filled days of content, networking, and SaaS. Join us June 6th and 7th for SaaStr Europa 2023. Use code FAVE100 for $100 off tickets at saastrlondon.com.   ***** Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

In this episode of CRO Confidential, Roam Founder & CEO Howard Lerman sits down with Sam Blond to talk about Roam's unconventional approach to acquiring its first customers.   Full video: https://youtu.be/dGj6VZoi0Kw   ***** What if you could prospect in a single click?And what if that click came with accurate, intent data you need to meet your goals? Meet Klarity with One-Click Prospecting by DemandScience. Let’s make your job easier. Visit demandscience.com   Sage Intacct is a powerful cloud-based financial management system that delivers automation around billing, accounting, and reporting. Voted market leaders by G2, Sage Intacct is the ideal Finance Solution to scale your business. Visit us at sage.com/uk/intacct.   SaaStr Annual will officially be back in 2023. Join 12,500 SaaS CEOs, Founders, Revenue leaders, and investors. Annual 2023 will take place September 6-8, 2023 in the SF Bay Area. Podcast listeners can use code FAVE100 to save 100 off tickets. Use FAVE100 when you buy your tickets at saastrannual2023.com *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Growing and scaling your customer base requires robust systems, teams, and playbooks that work in lockstep with one another. One of the most impactful teams, yet often least invested in, is customer marketing. From determining the ideal org structure to understanding clear KPIs, the playbook for customer marketing is still being written and is often misunderstood. In this session, we’ll discuss key strategies that can be leveraged to build and scale a high-performing customer marketing team. You’ll walk away with actionable insights and a clear understanding of how you can improve net dollar retention and unlock growth, regardless of your stage or size.   Full video: https://youtu.be/8zgkk0DFQs8   ***** Sage Intacct is a powerful cloud-based financial management system that delivers automation around billing, accounting, and reporting. Voted market leaders by G2, Sage Intacct is the ideal Finance Solution to scale your business. Visit us at sage.com/uk/intacct.   What if you could prospect in a single click? And what if that click came with accurate, intent data you need to meet your goals? Meet Klarity with One-Click Prospecting by DemandScience. Let’s make your job easier. Visit demandscience.com.   SaaStr Europa is back! And this time, we’re heading to London for 2 fun-filled days of content, networking, and SaaS. Join us June 6th and 7th for SaaStr Europa 2023. Use code FAVE100 for $100 off tickets at saastrlondon.com. *****   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

If you’re looking for a marketing strategy to grow your SaaS business, SaaStr’s very own Jason Lemkin has five things you can do today, this week, or this month that always work.     And the great news is that almost everything costs little to no money.    Most SaaS companies need to spend more on marketing. To save money, many freeze marketing spend, which is cool for a few months, but if it becomes the norm, they won’t have enough pipeline for the rest of the year.    No matter what, you need to do more marketing in the back half of this year. If you don’t, your teams are going to starve. As the saying goes, “You can’t cut your way to growth.”    While many of these ideas seem basic, they aren’t done enough. Instead of tackling all five strategies simultaneously, do just one thing better, and you’ll get more leads.    This episode is the second half of Jason's Workshop Wednesday session. You can listen to the first half in Episode 652. You can watch the full session here: https://www.youtube.com/live/vc0nITbOlos?feature=share   ***** What if you could prospect in a single click?And what if that click came with accurate, intent data you need to meet your goals? Meet Klarity with One-Click Prospecting by DemandScience. Let’s make your job easier. Visit demandscience.com   Sage Intacct is a powerful cloud-based financial management system that delivers automation around billing, accounting, and reporting. Voted market leaders by G2, Sage Intacct is the ideal Finance Solution to scale your business. Visit us at sage.com/uk/intacct.   SaaStr Annual will officially be back in 2023. Join 12,500 SaaS CEOs, Founders, Revenue leaders, and investors. Annual 2023 will take place September 6-8, 2023 in the SF Bay Area. Podcast listeners can use code FAVE100 to save 100 off tickets. Use FAVE100 when you buy your tickets at saastrannual2023.com   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8      

If you’re looking for a marketing strategy to grow your SaaS business, SaaStr’s very own Jason Lemkin has five things you can do today, this week, or this month that always work.     And the great news is that almost everything costs little to no money.    Most SaaS companies need to spend more on marketing. To save money, many freeze marketing spend, which is cool for a few months, but if it becomes the norm, they won’t have enough pipeline for the rest of the year.    No matter what, you need to do more marketing in the back half of this year. If you don’t, your teams are going to starve. As the saying goes, “You can’t cut your way to growth.”    While many of these ideas seem basic, they aren’t done enough. Instead of tackling all five strategies simultaneously, do just one thing better, and you’ll get more leads.    This episode is the first half of Jason's Workshop Wednesday session. We'll share the second half in Episode 653. You can watch the full session here: https://www.youtube.com/live/vc0nITbOlos?feature=share ***** Sage Intacct is a powerful cloud-based financial management system that delivers automation around billing, accounting, and reporting. Voted market leaders by G2, Sage Intacct is the ideal Finance Solution to scale your business. Visit us at sage.com/uk/intacct.   What if you could prospect in a single click? And what if that click came with accurate, intent data you need to meet your goals? Meet Klarity with One-Click Prospecting by DemandScience. Let’s make your job easier. Visit demandscience.com.   SaaStr Europa is back! And this time, we’re heading to London for 2 fun-filled days of content, networking, and SaaS. Join us June 6th and 7th for SaaStr Europa 2023. Use code FAVE100 for $100 off tickets at saastrlondon.com. ***** Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Arnaud Bonzom, Founder and Managing Director @ Black Mangroves moderates a panel with Carmen Yuen, General Partner @ Vertex, Jenny Lee, Managing Partner @ GGV Capital, and Piruze Sabuncu, Partner @ Square Peg Capital on what founders should look out for when raising a Series A.   In this panel, Carmen, Jenny, and Piruze will discuss the lessons learned at Vertex, GGV, and Square Peg on the common pitfalls to look out for when you are raising your Series A. For each pitfall, they will provide tips and tactics on how to overcome them.   This episode is an excerpt of the VC session. You can watch the full video: https://youtu.be/nFUUTXlnaa0   ***** What if you could prospect in a single click?And what if that click came with accurate, intent data you need to meet your goals? Meet Klarity with One-Click Prospecting by DemandScience. Let’s make your job easier. Visit demandscience.com   Sage Intacct is a powerful cloud-based financial management system that delivers automation around billing, accounting, and reporting. Voted market leaders by G2, Sage Intacct is the ideal Finance Solution to scale your business. Visit us at sage.com/uk/intacct.   SaaStr Annual will officially be back in 2023. Join 12,500 SaaS CEOs, Founders, Revenue leaders, and investors. Annual 2023 will take place September 6-8, 2023 in the SF Bay Area. Podcast listeners can use code FAVE100 to save 100 off tickets. Use FAVE100 when you buy your tickets at saastrannual2023.com   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Generative AI has taken the world by storm, and VCs and SaaS founders are looking at new opportunities it can bring. Even considering the more conservative fundraising market in 2023, there are opportunities for startups to get investor attention with AI. Tomasz Tunguz, Founder & General Partner at Theory Ventures, believes that with the right GTM plan and capital efficiency, it is still possible to get funding. It’s simply a matter of watching your burn: “The main difference in the market between 2021 and today is that efficiency matters more than growth.”   Full video with Q&A: https://youtube.com/live/xiYzzLe9BAs ***** Sage Intacct is a powerful cloud-based financial management system that delivers automation around billing, accounting, and reporting. Voted market leaders by G2, Sage Intacct is the ideal Finance Solution to scale your business. Visit us at sage.com/uk/intacct.   What if you could prospect in a single click? And what if that click came with accurate, intent data you need to meet your goals? Meet Klarity with One-Click Prospecting by DemandScience. Let’s make your job easier. Visit demandscience.com.   SaaStr Europa is back! And this time, we’re heading to London for 2 fun-filled days of content, networking, and SaaS. Join us June 6th and 7th for SaaStr Europa 2023. Use code FAVE100 for $100 off tickets at saastrlondon.com.   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

In a crowded and distracted world, it can be hard to break through with customers, the media, recruiting and investors. Capturing the zeitgeist is more important than ever in making you stand out. In this session Josh will share his story building DoNotPay and how building a movement has given his company an advantage and the non-traditional lessons that he has learned.   Video: https://youtu.be/kORBMIxRLs4   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Not every leader is created equally. A bad experience with a revenue operations leader might taint your view of the position at all future companies, but that would be a mistake, as CRO Confidential podcast host Sam Blond learned first-hand.  In this week’s CRO Confidential episode, Blond talks to one of the best revenue operations leaders on the planet, Cherishma Shah, where she shares insights into the Rev Ops role, why your startup might need one, and how to maximize impact with this powerhouse position.  Shah is the Senior Vice President of Go-To-Market Strategy, Operations, and Enablement at Guild Education and formerly held the same role at Brex, working alongside Blond.    1:40 Intro  2:57 How Rev Ops fills critical gaps in the sales org   4:35 Cherishma's background, how that led to Rev Ops, and what a great Rev Ops candidate looks like  8:45 How to define Rev Ops  12:43 When is the right time to hire dedicated Rev Ops  20:47 More on the ideal candidate profile  24:11 Mistakes Cherisma has seen startups make as they make the first Rev Ops hires or build out the function  28:26 Where should Rev Ops sit within the org  35:07 Biggest opportunities for impact on the business for first hires  38:33 Scaling the Rev Ops org  40:35 How to structure the Rev Ops team and how to measure impact  47:00 Tactical examples of success Cherishma and Sam have seen    Video: https://youtu.be/S5JpOvgNtSY   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

The SMBTech economy is very different from enterprise software, and there is massive opportunity to capture it. There are over 400M small businesses worldwide. That’s more than 90% of companies and 40-50% of GDP.    In this episode, Jeff Richards and Tiffany Luck, Managing Director and Partner at GGVCapital, share what it takes to win as a SMBTech startup in today’s economy.    Full video with Q&A: https://youtube.com/live/pcgXYRMX2XU   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8      

There is plenty you could go deep on when talking about what it takes to scale a business from 1m to 1bn+, but in this session you'll hear 30 years of experience doing exactly that - compressed into a handful of key focus areas that really matter - principles that have proven to make the difference when surrounded by options and chaos.   Video: https://youtu.be/CQdAzSfhz54   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Significant strides in digital technology combined with the COVID-19 pandemic heavily impacted the world of corporate summits, events, and tradeshows. Many businesses changed their strategy to incorporate virtual or hybrid events recently. Before the pandemic, hybrid and virtual gatherings accounted for only 18.9% of all events. But after the pandemic, the number shifted, with 59.5% of event planners stating that they will focus more on hybrid events.   Is there still room for in-person events in 2023 and beyond? Further, can it drive value for your business? For Todd White, Co-Founder of GUIDEcx, the answer to both questions is a resounding yes. In this episode, Todd shares with SaaStr's Poya Osgouei why GUIDEcx finds live events so valuable, even beyond sales, and the playbook he uses to ensure his team gets the most out of events.   Watch the full webinar for even more about GUIDEcx and tips for successful events.    Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8      

Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Of course, we all know how that turned out.  Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks. All of which were disruptors when they first came on the scene.  Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? Lenta shares his lessons learned through scaling these early-stage companies.    Full video: https://youtu.be/FvYovHfm7rs   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Buying software has changed significantly over the past 27 years. Despite the economic headwinds we’ve seen, buyers still buy a lot. The average mid-size company has 111 SaaS applications. By next quarter, that’s estimated to rise to 119.    Of course, companies are experiencing some economic impact, and average spend is coming down slightly. Chris Perrine, the Vice President of G2, Asia Pacific, shares what’s holding up buyers in today’s economy and how you can meet them where they are.   Video with Q&A: https://youtu.be/S9yQ1Oe30zU   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

If you’re on the path to building a startup, you know what it means to fail. In this week’s Workshop Wednesday, Tracy Young, CEO and Co-Founder of TigerEye and PlanGrid, says that “everything is going to fail.” Young took PlanGrid from nothing to $100M ARR before passing the baton and shares the biggest lessons learned, the biggest failures, and how to navigate them.   Full video with Q&A: https://youtube.com/live/w9-lMhAyJeo   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

With product-led growth, your product is the main driver of revenue growth; companies can scale up faster while keeping sales and marketing costs low. Conversely, sales-led growth puts human interaction at the center of sales processes. But sometimes, choosing a single path when it comes to a sales-led or a product-led growth model isn’t enough. In this session, Amplitude's Mark Velthuis will share how companies can embrace a mix of the two strategies, how it will affect our traditional understanding of sales, marketing, and product, and how leaders can get everyone on board.   Video: https://youtu.be/7DQPNB6AU2o   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

How did the largest product-led growth enterprise company in the world find success? In this week’s episode of CRO Confidential, Cameron Deatsch, CRO of Atlassian, shares his wisdom with Founders Fund Partner Sam Blond. Atlassian is trading at over $40B with revenue north of $3B. When the company started 20 years ago, it didn’t hire salespeople. Not because they planned to start as a product-led company but because they couldn’t afford to. So what should earlier-stage companies do: immediately build out a big sales team or focus on product-led growth?   Video: https://youtu.be/s897t3MSAxM   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Having scaled the APAC region for 3 US companies, with a big emphasis on building culture as a foundation for success, Scott will speak of his learnings and lead a discussion for: Recruiting Enabling  Creating Culture Video: https://youtu.be/CfW0W0E3F4A   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Chris Merritt, Chief Revenue Officer of Cloudflare joined Cloudflare nearly a decade ago when annual revenue was around $1M with one sales person — and has since been scaling the sales organization and helping grow Cloudflare into the multi-billion dollar business it is today. When building a sales team and business at scale, organizations go through various stages of growth with key milestones along the way—from 1-10 million in revenue, to 50-100 million, to 100 million, and onward. While no two businesses are the same, we’ll dive into a few areas that are most likely to change, with Chris sharing some findings along the way to help others effectively scale their organizations.   Full video with Q&A: https://youtu.be/YkmDl59sDkg   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

In this illuminating session, ICONIQ Growth general partner Doug Pepper and head of analytics Christine Edmonds will share some of the latest insights from ICONIQ's annual “Growth and Efficiency Study” which utilizes aggregated operating data from a large set of enterprise SaaS companies, about half of which have gone on to IPO and/or been named to the Cloud 100 list. From the metrics most indicative of healthy business fundamentals and what top quartile performance looks like across these KPIs, to how those core metrics may be impacted in the current environment and where leaders are focusing in response to the macroeconomic uncertainty of today, Doug and Christine will share what strength looks like at all stages of company growth.   Updated slides: https://www.slideshare.net/saastr/unveiling-the-data-behind-effective-scaling-with-iconiq-growth-253098692   Video: https://youtube.com/live/oRtla9psS_8   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Stripe CTO David Singleton shares insights from the company's focus on going the extra mile to obtain user feedback and even more extreme lengths to turn that feedback into successful products. He’ll show how one simple rule helped the company grow from a single API to a sophisticated platform, and discuss the challenges of managing change, defining product-market fit, and designing infrastructure that can scale.   Video: https://youtube.com/live/N2BPdAk_riU   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

While the allure of customer acquisition can pull a founder’s attention, it’s equally important to dedicate resources to fighting churn and expanding revenue from existing customers. One company that has unlocked the secret to solid retention and revenue expansion is Brex, an easy-to-use corporate cards and spend management software in an integrated global solution.   In this edition of CRO Confidential, Sam Blond (former CRO at Brex and current Partner at Founders Fund) hosts his former colleague Lucas Fox (GM of Brex for Startups). They discuss how Fox helped build a churn-fighting, upselling, and cross-selling machine that continues to generate revenue.   Video: https://youtu.be/_dfDqPJqqFU Blog post: https://www.saastr.com/cro-confidential-how-customer-first-focus-drives-retention-and-revenue-with-brex-gm-of-startups-lucas-fox-pod-635-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

What do some of the most successful PLG companies have in common? How do you build a best-in-class go-to-market model to get to 100mn ARR and beyond? Iconic PLG companies share how they integrated GTM into their growth strategy to go from single digits to over a billion in ARR. Lightspeed Partner, Anoushka Vaswani, is joined by Raj Sarkar, CMO at 1Password, Kim Walsh, SVP, Sales, Partnerships and Customer Success at Apollo.io, and Chris De Vylder, CRO at Sentry, to pass along key lessons from their growth journey.    Video: https://www.youtube.com/live/4mzgUHp2Dtc?feature=share   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

As Chief Product Officer at DigitalOcean and a developer-turned-entrepreneur himself, Gabe Monroy is deeply familiar with some of the pitfalls that founders encounter on the road of product development. In this session, Gabe will discuss how founders can avoid the trap of over-engineering products, as well as why focusing on the must-haves (developing “painkillers” for your customer’s problem) will better serve your business versus focusing on the nice-to-haves (developing “vitamins”).   Video: https://youtu.be/KwWxIURQVRg   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Every week, more and more companies are doing big layoffs. As news of layoffs continues, many are left wondering what happened and how to shift course. Many startups missed 2022 revenue goals and are forecasting slower growth for 2023, especially compared to the explosive growth of teams and revenue during the Boom of 2021 and early 2022.   In this week’s episode of CRO Confidential, Founders Fund Investor Sam Blond sits down with the SVP of Sales at Modern Health, Hannah Willson, to discuss how companies can adapt to the current sales environment and how to correct course when you don’t have a right-sized sales team.   Video: https://youtu.be/24tKS8g_QJg   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Jason recently joined Harry Stebbings on 20VC to discuss VC in 2023. Hear why you shouldn't wait to raise (if you're fundable), even though the venture landscape will look better by the end of 2023.   This episode is an excerpt of Jason and Harry's discussion. You can watch the full video here: https://youtu.be/dHIWdwljt7Q   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

What is the right Go-To-Market strategy for a startup getting out of the gate? Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer.    At Harness, Eubanks leads go-to-market. Everything is defined by customer interactions, from how they find Harness to becoming a customer. What’s his response to startups figuring out which strategy to begin with, product-led or sales-led? “It doesn’t really matter where you start because you’ll need to do both,” Eubanks said.    Full video with Q&A: https://youtu.be/aJqNJfph4Mw Blog post: https://www.saastr.com/sales-led-vs-product-led-todays-startups-need-both-with-jason-eubanks-cro-at-harness-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

As the past few years have demonstrated, it’s wise to expect the unexpected, especially when it comes to hiring. In particular, hiring for your sales team is critical in an uncertain economic outlook. Additionally, sales professionals looking for a new role should choose their next company wisely.   In this edition of CRO Confidential, Sam Blond, Partner at Founders Fund and former CRO at Brex, discusses the current SaaS sales landscape and tips for hiring in 2023 with guest Ben Braverman, Head of Flexport Fund and former Flexport CRO and CCO.    Video: https://youtu.be/oONsrUYsQtw   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

In many companies, the longtime dispute between sales and marketing prevents them from collaborating or agreeing on a goal. Divvy’s CRO, Sterling Snow, created a structure aligning these two teams with others to create a formidable revenue team. This structure drove the company to a $2.5 billion-dollar acquisition by Bill within five years. In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for implementing this structure to yield tremendous results.   Video: https://youtu.be/1L2P-fi6gfM   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Sure, strong collaboration between Sales and Marketing is critical - but this CPO and CMO contend that the Product to Marketing connection might just be the most critical dynamic within your executive team. Learn how Meron Colbeci (CPO) and Leela Srinivasan (CMO) are driving the right outcomes through close collaboration.   Full video with Q&A: https://youtu.be/gWub2D4XZCQ   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. David Cancel and Elias Torres, co-founders of Drift, share their insight on steering a company to a $1B valuation with both the tenacity to problem-solve and a fearlessness to fail. They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit. Find out how the steps they took not only helped nurture a company’s success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone.   Full video: https://youtu.be/gGVSaRcZkOs   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Join Colin Jones, CRO at Wiz, as he shares key takeaways from building and scaling a sales organization that went from $0 to $100 million ARR in less than two years, making Wiz the fastest company to reach the $100M ARR. Colin will share key lessons he learned along the way, along with real-life examples of things that break when you grow at such unprecedented speeds, how to fix them, and how to build a team that consistently performs with grace under pressure.   Full video with Q&A: https://youtu.be/setOmORB76g   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Jason and Pete chat about SaaStr Fund, the state of VC funding in Q1 2023, and whether LPs play a role in the former "grow at all costs" mindset that prevailed in 2021 and early 2022.   Video: https://youtu.be/cvYe2jf2gOE   This conversation is an excerpt from a Modern Sales Pros fireside chat. You can find that video on their channel: https://youtu.be/fVckRPSUG-U   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

In any given day, the enterprise buyer has many priorities that will come before your product. How do you ensure your solution gets implemented and retained? In this session, we walk through some of the lessons learned at Attentive on their path to over 5,000 customers in 5 years. We will dig into real world examples for reducing friction in sales, product and customer success.   Full video: https://youtu.be/47ReBgKEgEY   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

It may seem counterintuitive to seek out a sales leadership hire during this time of slowed hiring, but it’s the number one topic that many founders talk about and many SDRs, AEs, and sales managers ask about.  Founders may ask, “how do I find the right sales leadership hire?” While someone in sales may ask, “how do I become a CRO someday?” In today’s episode of CRO Confidential, Sam Blond, Partner at Founders Fund, discusses these very questions with the previous CRO of Lattice, Dini Mehta.   Video: https://youtu.be/6eyB4G8y214   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Join Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, as he discusses how DigitalOcean has won “big numbers” from “small customers” by tapping the underserved market of startups and SMBs. Cliff will discuss how companies can prioritize the success of their customers and benefit in turn, as well as why customer-centric and responsible, profitable growth matters more than ever.   Full video: https://youtu.be/vbj20ekVKsE   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Ready to kick-start 2023? Worried about team morale after a less-than-stellar Q4 (and Q3)? Jason shares 8 ideas that you can use right now to keep your sales team motivated and have a better Q1.   Full video: https://youtu.be/ji8mYoAGGjU   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Join Sarah Patterson as she shares key lessons on scaling marketing engines from her experience as a Marketing EVP at Salesforce and now the CMO at Samsara. Sarah will share three key lessons she has learned along the way, from building successful feedback loops to knowing when to invest for the long term or push for rapid growth.   Video: https://youtu.be/z7qITAzT5wc Blog: https://www.saastr.com/3-lessons-from-building-a-marketing-engine-to-grow-pipeline-from-millions-to-billions-with-samsara-cmo-sarah-patterson-pod-619-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

For many SaaS companies, serving the world’s largest businesses requires evolving some of its most critical business strategies and operations. In this session, Airtable’s Howie Liu sits down with Coatue’s Caryn Marooney to share the lessons he’s learned from scaling Airtable. From how to think about competitors and categories, to the importance of building the right organizational culture, Howie and Caryn reveal what SaaS leaders need to consider as they move upmarket. Video: https://youtu.be/if4nKnNMl4s Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

In today's CRO Confidential, Sam chats with Rippling VP of Sales Matt Plank. Matt was employee #5 and the first sales hire at Rippling. In this episode, he shares how he built and scaled Rippling's sales team. Video: https://youtu.be/yAloXeNI1Qw Blog post: https://www.saastr.com/saastr-cro-confidential-founders-fund-partner-sam-blond-rippling-vp-sales-matt-plank-pod-617-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

There are so many interesting things everyone selling to SMBs can learn from HubSpot. Don't miss this talk with Hubspot's and SaaStr's CEOs Yamini Rangan and Jason Lemkin where they'll dig into how HubSpot is growing a stunning 41% year-over-year at $1.7 Billion in ARR.  Yamini and Jason discuss: -why Hubspot chose to "take a step backward" by moving from sales-led to product-led -why focusing on free makes your product better -the importance of having multiple products -why NRR should be a North Star metric for SaaS businesses -working with partners -international expansion and localization: why less is more   Full video: https://youtu.be/sNU4h7LpHOI   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

SaaStr CEO Jason Lemkin recently moderated a session with 3 of the best investing in SaaS:  Doug Pepper, GP at Iconiq, Arun Mathew, GP at Accel, and Alex Kayyal, VP and head of all of Salesforce Ventures. The four deep-dive on the real state of venture capital today and into 2023.   This podcast was recorded live during G2's digital reach event. Check out the rest of the sessions over at Reach.G2.com   This episode is an excerpt from the session. Watch the full video: https://youtu.be/hTvNqr395nY   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8        

Sam, Jason, and Jameson discuss: Category creation: what Gong did well and what didn't go so well The importance of content marketing, especially in very early stages maintaining team morale in the current economy the importance of messaging and customer relationships Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

To scale your business customers need to be at the center of all you do. The reason for your business is to solve their largest problems and be mission-critical to their success. If your customers succeed your business will too. However, what if you can’t find or engage your target buyers? The way technology is bought and sold today has dramatically changed. The buyer’s journey is not linear but something they want to control. According to Bain and Co study, 94% of prospective buyers are well informed about a product before ever engaging with a sales team. From our research at TrustRadius, virtually 100% of buyers want to self-serve, 58% of buyers say word-of-mouth is a top source for discovery and evaluation. We’ll evaluate these buyer trends and provide strategies to find and win these new-age customers now and in the future.   Full video: https://youtu.be/eGL9ndS3Kmk   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

SDRs are the most efficient channel for predictable B2B pipeline generation, but successfully scaling a team isn't easy. This session will cover the pillars of effectively recruiting, training, aligning, and empowering SDRs from the early stages of revenue through a global operation. Lars Nilsson has designed and built 25+ SDR operations at B2B SaaS software companies, and currently leads Snowflake's 200+ SDRs. Come have a listen to what all the buzz in SDR-Land is about!   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Building a flexible platform for your products and a strategic ecosystem around them is the key to fueling sustained growth. But when you’re in the throes of putting it together, it’s challenging to track the countless workstreams, investments, and partnerships involved – not to mention bringing all these pieces into alignment. Join Atlassian’s Chief Revenue Officer, Cameron Deatsch, to learn how to invest in an ecosystem, how to optimize your platform for innovation, and why long-term thinking is crucial to becoming a $10 billion company.   Full video: https://youtu.be/eVDucwrUgq8   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Keeping a Saas unicorn on the track of profitable, responsible growth requires clear alignment across the leadership team, and a purposeful approach to making decisions that drive the corporate mission. In this session, Algolia's Bernadette Nixon and Michelle Adams will discuss the dynamics of building a highly effective, open, direct and empathetic relationship between the critical CEO and CRO roles on the leadership team.   Full video: https://youtu.be/tJAPaW5GoxU   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

The two biggest mistakes business leaders can make in a competitive space are thinking their competitors are too smart or, alternately, too dumb. The game on the field has shifted dramatically over the past 12 months, and what matters to a startup today is much different from a couple of years ago.    In the second installment of CRO Confidential, Founders Fund Partner Sam Blond, previous CRO at Brex, goes head-to-head with the CRO at Divvy, Sterling Snow, previously bitter rivals turned curious comrades. Snow and Blond dive deep into competition — how to position yourself against competitors and make the most of that competition.    Brex and Divvy are adversaries in the corporate card space, with many deals going up against each other. There has always been a ton of respect there and a bit of animosity, too, because of how competitive the businesses were.    This poses the question: Does staunch competition lend itself to better business? Psst… the answer is yes! Let’s see what Snow and Blond have to say about competition.    Full video: https://youtu.be/7LTyMpxy9LQ   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. This episode is the second half of the session. In this episode, Jason discusses: Advice for very early-stage founders Why real customer support is critical Bootstrapping What's next for SaaStr The first half of the session was published in Episode 607.   You can watch the full video here: https://youtu.be/apc5GwLlaDI

At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. This episode is the first half of the session. In this episode, Jason discusses: Breaking rules Setting goals Technical debt Black Swan events Y Combinator The second half of the session will be published in Episode 608. You can watch the full video here: https://youtu.be/apc5GwLlaDI   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

The foremost topic on every founder's mind right now: how to weather the ups-and-downs of an unpredictable economy. Gusto, has swerved with every economic curve since its founding 10 years ago. But throughout it all, Gusto has defined valuation differently—in terms of the value it provides to customers vs the value it extracts.   In this talk, Gusto CEO and founder Josh Reeves can speak to how Gusto has weathered the ups-and-downs of the economy—and why aligned success models (what's good for the customer = what's good for society = what's good for your business) are so important, especially now. Josh can share the specific business decisions Gusto has had to make with this approach, particularly over the past few years and today.   Full video: https://youtu.be/TuJnbPG3Tmk   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Top of mind for many startups during a downturn is the question, “How do we balance investment in growing our business while maintaining a modest burn to extend our time to next funding?” In this session we will explore some creative techniques to grow your business with efficiency. Hear from three VC partners with experience successfully co-founding, leading, and growing startups during previous market downturns   Full video: https://youtu.be/hQ-lDnEMCgo   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Founders Fund Partner and former Brex CRO Sam Blond joins the SaaStr podcast to host this series with SaaS CROs. But first, to kick off the CRO Confidential series, Sam chats with SaaStr CEO Jason Lemkin about whether tech founders still need to be based in SF, the current correction of the VC market, and what to look for in an investor.   Full video: https://youtu.be/rwHdE318dqA   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Founders Fund Partner and former Brex CRO Sam Blond joins the SaaStr podcast to host this series with SaaS CROs. But first, to kick off the CRO Confidential series, Sam chats with SaaStr CEO Jason Lemkin about gross margins, macro impact on 2022 revenue, and sales leadership recruiting.   Video: https://youtu.be/yAyym4uJMcs   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

The rapid proliferation of cloud services has added to overwhelm among enterprise workers. Over the years, Grammarly has learned effective strategies to stand apart with users and business decision-makers while channeling customers’ needs, whether in customer support, sales, HR, and marketing. CEO Brad Hoover shares the customer-centric principles and lessons that he has learned in growing their user base to tens of millions of enterprise and individual customers, with teams from Accenture to Zoom.   Full video: https://youtu.be/zoyxXSYeZhM   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

“Find a need and fill it” is a well-known maxim. After identifying the white space, though,  understanding how to navigate category creation is key in order to grow and scale a company for the long term. For many SaaS businesses, the first category others consign you to may not match your ambitions as a founder. Entrenched forces have a vested interest in maintaining the status quo, and it takes courage to stick to your convictions about the future. As industries expand and mature, new strategies are needed to further deepen the competitive moat to secure and retain category leadership. Product is just the beginning: Ongoing success hinges on the growth and cultivation of the team, the company culture, and the larger stakeholder community—the work is never done.  When Braze was founded in 2011 with Bill Magnuson as CTO, smartphones were just becoming mainstream and mobile marketing was in its infancy. At that time, the category term ‘customer engagement platform’ did not exist yet, but the cofounders believed that technology which enabled brands to better understand and serve customers across mobile and beyond was the future for Braze. Fast forward 10+ years, and the founding team’s conviction has enabled Braze to become a leader in the nascent customer engagement category, reaching $100M in ARR in eight years, then doubling that to $200M less than 18 months later, to then making its public company debut at the end of 2021. In this session, Braze Cofounder and CEO Bill Magnuson will share best practices and lessons learned from his experience scaling Braze and establishing the company as a leader in the recently formed customer engagement category, including:  Having conviction for your vision will help you navigate the changing SaaS landscape as you grow your business. Staying true to your initial vision is critical to category creation and for long-term company success.  Determine when and whether to pivot, or to adapt to shifting circumstances. Founders must be adept at identifying and articulating the unique value the business delivers, refining the message over time without deviating from foundational beliefs.  Category leadership results from a community effort: customers, end users, partners, investors, analysts, and team members collaborate to build on the founders’ vision. How and why a CTO founder might transition to CEO: Technical founders deeply understand product value and can take on the wider leadership role as they navigate the nuance of category creation.   Full video: https://youtu.be/T5r6ajAHyvI   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Tune into Founder Confidential with SaaStr CEO Jason Lemkin and Hubspot Founders Dharmesh Shah and Brian Halligan to hear their key learnings and considerations of what it takes to be a Founder in today's SaaS landscape.   Full video: https://youtu.be/gn01HIUyE9M   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

It’s no secret that 2022 has brought market shifts that even the previous two years lacked. While previously, investors were a bit more open and hyper-focused on growth, now SaaS VCs are more interested in proving efficiency alongside growth. As always, investors still have high-growth expectations, which have not changed. But in 2022, there is a new focus on efficiency. In fact, 82% of investors in a recent survey said that efficiency is more critical this year.   During this year’s SaaStr Annual event, Christophe Janz, Partner at Point Nine Capital, shares the secret to attracting investors in the new landscape.   Full video: https://youtu.be/nBYHFm-H8pA   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Leading a scaling business requires systems and plans for various stages of growth. Dave McJannet shares lessons learned from scaling HashiCorp, including: how to implement overlapping systems for the business (finance, people, product, go-to-market); how to manage the layered time horizons of various teams (36 months for a CEO, 90 days for sales); and how to reinvent these systems as the company enters new phases of growth.   Full video: https://youtu.be/KJk5B3R9rBw   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

The number of global venture capital (VC) investments dipped in 2022, thanks to ongoing geopolitical tensions, turbulence in global capital markets, supply chain issues, and increasing interest rates. This has caused VC investors to be increasingly wary. With no end in sight to the economic uncertainty, VC investment could remain soft, with downward pressure on valuations resulting in decreasing levels of investment. Founder and Managing Partner at Cowboy Ventures, Aileen Lee, discusses the state of the VC market in 2022 with Founder and CEO of SaaStr Jason Lemkin—the change in VC activities and seed deals, the importance of the board in the success of a startup, profitability and much more.   Full video: https://youtu.be/R3G6P19qHY4   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. A renowned enterprise software leader that has led revenue organizations and spearheaded the cloud GTM strategies at companies such as Oracle, New Relic and now Confluent, Erica Schultz is Confluent’s President of Field Operations and will share what she has seen evolve in enterprise GTM and tips on how to thrive in the current environment. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy.   Full video: https://youtu.be/j293NArWW38   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Anu Hariharan works with hundreds of startups annually as Managing Director at Y Combinator. Through experience, she explains five company-altering learnings from B2B startups that founders should consider at the earliest stages of their businesses.   Full video: https://youtu.be/pPgtmFaxkrc   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Product-led growth (PLG) is the consumerization of software—a strategy B2B software companies can learn from growth teams at successful consumer tech companies.    Stage 2 Capital’s Co-Founder and Managing Director, Mark Roberge, breaks down what a consumer tech growth team looks like and how they operate. He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG.   Full video: https://youtu.be/prLzBINL4tI   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Bessemer Venture Partners unpacks the most important trends of the cloud economy, and explores the new milestone entrepreneurs need to value above all else—reaching Centaur status, or $100M in ARR—and the paths to get there. Releasing insights for founders with big ambitions, Sameer Dholakia, Elliott Robinson, and Mary D’Onofrio share the insights from cloud benchmark data and dive into the strategies that three Centaur companies took to scale their cloud businesses to $100M ARR.   Full video: https://youtu.be/pUKwyAxwAqI   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Join Mailchimp Co-Founder Ben Chestnut and SaaStr CEO Jason Lemkin in a follow-up to their popular fireside chat held during SaaStr @ Home 2020. Ben and Jason will chat about the highlights–and the challenges–of scaling a company like Mailchimp to $1B ARR.   Full video: https://youtu.be/5fx3qFD62ak   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

This session will explore the approaches and measures that founders and leadership teams can take to successfully scale their business and expand into new markets. It will be led by Harry Briggs, a founder turned VC with experience both in building his own business with customers in over 35 countries and supporting his portfolio founders in executing their international expansion plans. OMERS Venture Managing Partner Jambu Palaniappan led Uber's EMEA expansion and Harry also shares some of Jambu's learnings from Uber.   Full video: https://youtu.be/I56lkBqi5yI   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

As reaching $100 million in ARR continues to be a critical milestone for SaaS players, UserZoom CEO Alfonso de la Nuez and CMO Sophie Chesters will explain how they have taken UserZoom's business to the next level since its founding in 2007 and share ten relevant lessons learned during UserZoom's journey to $100 million in ARR in the user experience management space.   Full video: https://youtu.be/ldf7eOfuDkg   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Fundraising with a successful VC firm is a huge goal for entrepreneurs, especially in the early stages of the business. But the path to a deal isn’t always as straightforward as it may seem. During an enlightening session at SaaStr Europa 2022, Zach Coelius (Managing Partner at Coelius Capital) and Tiffany Luck (Investor at GGV Capital) share the secrets and lesser-known players in the world of venture capital. As Luck says, “There are many players in the VC ecosystem, and so your entry point to fundraising might be with any one of these players.”   Full video: https://youtu.be/xKb4ORuFDSc   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

How do you build a sales organization from scratch? How do you go from $0 to $1M ARR and beyond? What about moving from founder-led sales to building a sales team and scaling your revenue growth?Demodesk’s CEO, Veronika Riederle, and VP of Revenue, Lauren Wright, answer the most pertinent questions on scaling a SaaS start-up as they take us through lessons learned from the three stages of growth.   Full video: https://youtu.be/sAXI0nP2YW4   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

As a founder, there are different ways you can set your start-up apart from other companies at the venture and growth stages. Investors look for specific metrics to see whether you stand out from the crowd, ranging from your market expansion potential to your product vision and product-market fit. Atomico Partner, Irina Haivas, and Principal, Hillary Ball, explore what investors are looking for from the early stage through growth.   Full video: https://youtu.be/gP87MIf7Vbk   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

As Showpad is close to crossing $100 in ARR PJ will share his most important learnings from scaling Showpad as its CEO.  He'll cover the hard lessons learned, the highs and the lows on hiring, board dynamics, raising money, internationalization and personal growth.   Full video: https://youtu.be/YGfjHVAMFQ0   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. Podcast episode 585 is an excerpt from the AMA. You can watch the full video here: https://youtu.be/AGHRqE54hTg Transcript of full AMA here: https://www.saastr.com/the-answers-to-scaling-hiring-and-everything-else-a-saastr-europa-ama-with-saastr-ceo-jason-lemkin-pod-585-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Most software startups rely on ARR as the first indicator of success. However, not every company understands the power of trust and credibility your first customers bring. Eleonore will speak about Pigment’s customer growth strategy and the approach to build a raving ambassador community. She will also share insight into bringing the trust philosophy into early product development.   Full video: https://youtu.be/GpRBa7e6IKs   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling faster. This episode is an excerpt of that AMA. Jason answers questions about marketing and customer acquisition customer onboarding M&A as a growth strategy sales comp plans sustainable scaling sales cycles  the fake question that won't go away: "build vs buy"   Transcript of the full AMA: https://www.saastr.com/scaling-faster-part-2-an-ama-with-saastr-founder-ceo-jason-lemkin-pod-583/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

We’ve learned Saas companies strive to achieve the T2D3 model. Join Bill Binch, Former EVP Sales, Marketo (currently Operating Partner at Battery Ventures) as he discusses Marketo’s success and why the same old playbook needs to be adapted for today. Learn from Bill on how the CEO & CRO relationship shapes this and what new ideas founders need to think through.   Full video: https://youtu.be/MS3e6_T5RYs   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Jason recently opened up an AMA on Twitter Spaces to answer questions about VC funding and scaling in SaaS. This episode is an excerpt of that AMA.   Transcript: https://www.saastr.com/vc-funding-scaling-saas-an-ama-with-saastr-ceo-jason-lemkin-pod-581/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

In conversation with Matthew Jacobson, Partner at ICONIQ Growth, Miro Founder and CEO Andrey Khusid will share his real-time revelations from growing Miro— which he likens to “building a plane while flying"—and what it takes to create a company that will endure for the longterm.   Full video: https://youtu.be/s1Wz1nwASGM   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

SaaStr’s own Poya Osgouei has a great Uncharted podcast that does a deeper dive with many SaaS execs.  Up this week is our own Jason Lemkin, Founder and CEO of SaaStr.  We're cross-posting this great deep dive episode where they discuss how SaaStr has evolved over the last 10 years, and discuss the importance of focusing on field marketing now that folks are eager to get back together.

Which metrics matter and which can distract you when building a fast growth SaaS startup? Index Ventures Partner Molly Alter shares benchmarks for the most important metrics that will accelerate your growth and attract investors in your next round. She will explain how these differ by stages of the business, from Seed to Growth, and for different types of SaaS businesses.   Full video: https://youtu.be/UtfXQx4zc7o   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling faster. This episode is an excerpt of that AMA.   Read the full transcript of the AMA: https://www.saastr.com/scaling-faster-an-ama-with-saastr-founder-ceo-jason-lemkin-pod-577   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Although core to the European economy, accounting for around 11M companies and 99.8% of businesses in Western Europe, the SMB market has largely been underserved by software providers. Now, companies like PayFit are on a mission to meet this underserved audience’s needs. With its unique and flexible cloud architecture, PayFit has already met the payroll and HR management demands of 7,000+ SMBs across four countries and grown to 900+ employees. Getting to this point from just 40 team members and 200 customers back in 2017 takes more than just grit, vision and a great product. It takes a solid GTM strategy focused on launching and growing the company’s competitive advantage in each core market, an in-depth knowledge of your target audience and the ability to hire exceptional team members along the way. In this session, Philippe Botteri, Partner at Accel, and Firmin Zocchetto, co-founder and CEO at PayFit, discuss the seven secrets behind the company’s SMB GTM strategy.   Full video: https://youtu.be/HZDBNg8JQ8w   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

The last few years have certainly tested marketers, but 2022 serves up a brand new array of challenges. Uncharted territory stretches ahead, but the unknown can also present opportunities for growth and greatness.    At Mutiny's The Second Lever digital conference, SaaStr Founder Jason Lemkin hosted a star-studded CMO panel featuring Salesforce President & CMO Sarah Franklin, Box CMO Chris Koehler, and Attentive CMO Sara Varni. In the eye-opening session, these marketing leaders discuss the market pulse, impactful branding, and strategies for the future.   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Scale-up seems easier than start-up in many ways. You've established product-market fit. You've sold $5 or $10M in ARR. You've found a buyer persona to sell and problem (aka, use-case) to solve. You've answered all the hard questions. Now, all you have to do is scale it up. Easy-peasy, right? Not so fast. In this presentation, I'll cover what I see as the top 5 mistakes made during the scale-up phase based on my experience as a CEO of two startups in the $0 to $100M range, CMO of two in the $50M to $1B range, advisor to dozens of startups, and EIR at Balderton capital where we work with scores of startups at both the early and growth stages. We'll discuss: premature scaling, US expansion, insufficient enablement and support, inexperienced management, and the delicate topic of reacceleration after a stall. As a bonus, we'll talk about when your "second album" (i.e., product) should come out and how to maintain focus in a world of market- and sometimes board-driven distractions.   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. This episode is an excerpt of that AMA.   See the full transcript: https://www.saastr.com/scaling-from-1-to-10m-an-ama-with-saastr-ceo-and-founder-jason-lemkin-pod-573   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

In this episode of the SaaStr Podcast, Insider Co-Founder and CEO Hande Cilinger will dive into 10 mistakes to avoid in building out a revenue organization. Tune in to this week's episode for Hande’s take on how to best hire, enable, sell, and grow. Watch the full video: https://youtu.be/tnBklWSZJ-g Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

n this session, 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. Join this session with Henry and SaaStr CEO Jason Lemkin to learn where he went wrong, what he would do differently, and how to avoid making the same mistakes he did.  This is Part 2 of Jason and Henry's interview. Part 1 can be found in Episode 570. Watch the full video: https://youtu.be/YLSNCjAqDW0 Blog post: https://www.saastr.com/5-more-mistakes-from-zero-to-ipo-with-zoominfo-ceo-henry-schuck-podcast-571-and-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

In this session, 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. Join this session with Henry and SaaStr CEO Jason Lemkin to learn where he went wrong, what he would do differently, and how to avoid making the same mistakes he did.  This is Part 1 of Jason and Henry's interview. Part 2 can be found in Episode 571 to be released on June 8, 2022. Watch the full video: https://youtu.be/YLSNCjAqDW0 Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

To celebrate 10 years of SaaStr, we’re revisiting some classic podcast episodes. Up today: a 2016 interview with Harry Stebbings and Front Co-Founder and CEO Mathilde Collin. Just this week, Front announced their Series D at a 1.7 billion dollar valuation that makes Front one of only 11 SaaS Unicorns founded and led by women.   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

In the last few weeks, the VC funding environment has changed dramatically. In this session, Christoph will share tactical advice on how to weatherproof your financial plan for the funding downturn.   You can see Christoph's slides here: https://www.slideshare.net/saastr/mind-the-gap-balancing-growth-and-efficiency-in-tougher-times-with-point-nine   Full video: https://youtu.be/vIOZ5T0HaNc     Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

To celebrate 10 years of SaaStr, we’re revisiting some classic podcast episodes. Up today: Harry Stebbings interviews Shippo Co-Founder and CEO Laura Behrens Wu. In April 2016, Shippo had only 22 employees and was just beginning to scale. They've since opened new hubs in Austin and Dublin and in 2021, hired Employee number 200.   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

At SaaStr Europa 2022, Jason shared the results of 16 SaaStr LinkedIn polls and discusses where he thinks SaaS companies are on track or need improvement.   Full video: https://youtu.be/ra3g8XEJFs0   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

To celebrate 10 years of SaaStr, we’re revisiting some classic podcast episodes. Up today: a 2016 interview with Harry Stebbings and Gusto Co-Founder and CEO Josh Reeves. At the time of this interview, Gusto had 350 employees serving 40,000 customers. Today, it's grown to more than 2,000 employees serving over 200,000 businesses. Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

RevenueCat's API handles subscriptions for more than 8 million mobile subscribers and is the subscription infrastructure for more than 4000 apps. Join Miguel Carranza, Co-founder and CTO to hear his top learnings on designing and scaling a high throughput API.   Full video: https://youtu.be/LOkTz0cvwS8   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

To celebrate 10 years of SaaStr, we’re revisiting some classic podcast episodes. Up today: a 2016 interview with Harry Stebbings and Flexport Founder and CEO, Ryan Petersen. In October 2016, Flexport was a single-product company with a valuation of 300 million. Today, it's a multi-product platform valued at 8 billion.   Ryan discusses why NPS isn't just a customer measurement, and how empowering your employees makes for happier employees and customers.   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Looking to scale revenue, get funding from a VC or private equity firm to grow your business, or take your company public? Marketing plays a key role in making any of that happen. Noreen Allen will share tips from her experience at five different tech companies, which includes three IPOs, multiple fundraising rounds, and several M&A events. She’ll walk you thru how to turn your marketing organization into a growth driver.   Full video: https://youtu.be/7I21W5NEFsY   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

To celebrate 10 years of SaaStr, we’re revisiting some classic podcast episodes. Up today: Plaid co-founder and CEO, Zach Perret. This interview with CNBC’s Ari Levy took place in February 2019, shortly after Plaid raised a Series C round at a $2.7B valuation. In 2021, Plaid raised their Series D at a $13.4B valuation.   Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. But how do companies gain secure access to that data in the first place? Enter the platform company. Hear from Plaid co-founder and CEO, Zach Perret, as he walks through his lessons learned building Plaid and how it found itself at the center of the fintech ecosystem.   Full video: https://youtu.be/cUIahrKfOq0   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

The community industry is booming. Now, more than ever, companies are realizing the importance of community and the impact it can have on their businesses. Learn from a community professional with over 10 years of experience in building community for SaaS companies about what community is, who you build community for, why it's important, when to start, and how to kick things off.   Full video: https://youtu.be/CHV_GUO_FZw   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

People do not want to buy one-size-fits-all solutions. Rather, they are looking for something flexible and adaptable to their unique needs.  When marketing teams spend the bulk of their time completing manual tasks, data gets siloed, workflows break down, and leaders do not have the visibility they need to make customer-focused decisions. Airtable’s CMO Archana Agrawal shares how marketers can tackle these challenges to develop solid marketing foundations for rapid customer acquisition and growth. She reveals how customer centricity, operational rigor, and data-driven strategies drove Airtable to scale and serve over 300,000 organizations, including 80% of the Fortune 100.   Full video: https://youtu.be/2aAT8-Omcqc   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Organizations need livable values that drive the business and employees. If appropriately discussed and embedded, a values playbook can be the hallmark of your organization and one of the most strategic tools founders and managers have.   Emery Wells, co-founder of Frame.io, discusses how to set results-driven company values and why it's essential to embed those values into every part of the employee lifecycle.   Full video: https://youtu.be/CwoHIZ16ess   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Doug's been an investor is so many of top SaaS companies, from Marketo to Calendly to Loom to Braze to Lattice. Today he's a general partner at one of the top growth-stage VC firms, Iconiq. He and Jason do a deep dive on where the venture markets really are today, and what it means for founders.   Key Takeaways: #1. VC remains open — at least for deals   #2. So many top, mid, and later-stage SaaS companies raised tons of capital in 2021, so much … that few really need to go back to market and raise again this year.   #3. VCs are taking more time, but more “back to normal” time Growth deals can still be done in 3-4 weeks, just not 1 week now.   #4. Not only is there is plenty of money in venture — but even more is coming. Top funds are continuing to raise huge funds.   #5. The biggest issue in venture today is just that founders haven’t changed their expectations   #6. 2016 was tough, too.    #7.  Watch What the Big PE Firms like Vista, Thoma Bravo, etc. do in SaaS.  They know.   Full video: https://youtu.be/WehTJ4RNBaQ   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

From a remote-first company founded in 2005 to a $7B valuation in 2022, 1Password grew for 14 years through word-of-mouth marketing and a core focus on its customers. Today the company has grown to over 600 employees, serves over 100,000 businesses, and counts individual customers in the millions. The processes have changed and the teams have grown, but the core focus on customers remains. CEO Jeff Shiner and Board Advisor Carilu Dietrich will dive into the seven most meaningful tactics that have brought 1Password to this stage.   Full video: https://youtu.be/HpNsBsnafBo

Building a revenue marketing engine provides an invaluable asset to a company’s growth by harnessing the combination of people, data, and instinct. The problem is most companies have fragmented go-to-market efforts that prevent them from seeing the power of connecting these dots. In this session, Tracy Kraft, VP of Global Revenue Marketing at Demandbase, will provide key considerations and a proven formula that go-to-market teams can use to establish, grow, and scale their revenue marketing strategies…and directly link it to company growth.   Full video: https://youtu.be/gosmIylk4AM   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

We know the secret to SaaS is technology that scales, but what about the people? Effective collaboration between go-to-market and R&D teams is critical, and it all starts with understanding how the other side operates. Product-led organizations are made up of “builders and sellers,” two parts of your organization who inherently approach their work differently. To get the entire organization on the same page, a different playbook is required. From introducing more effective communication practices to finding shared purpose in disparate operating models, there are required shifts that need to be made at each stage of growth. In this talk, 20+ year SaaS entrepreneur and CircleCI CEO, Jim Rose, will share: Understanding what product-led growth really means and how to find harmony during rapid expansion How to build and use a data-driven engine to get R&D and GTM teams speaking the same language How to look for the key signals that drive critical decisions at various stages of growth   Full video: https://youtu.be/39NqdMTKUC8   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

After an impressive career in SaaS, SaaStr CEO Jason Lemkin knows a thing or two about growing business in today’s competitive climate. Boast.AI Co-Founder Lloyed Lobo recently interviewed Jason about his experience and advice for SaaS leaders, which included: Why being a serial entrepreneur in SaaS is a bad idea Why hiring VPS is critical to really growing your startup   This episode is an excerpt from Jason and Lloyed's discussion. You can see the full video here: https://youtu.be/RqgjBMlQ6ik   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Podium's EVP of Sales, Than Hancock shares his insights on how to maximize and grow your sales organizations for every stage of growth from seed round to global scale. He will be joined by Regional Sales Manager, Carlie Adams to discuss both the challenges and opportunities for setting up your sales organization for success, particularly during hyper growth.    Full video: https://youtu.be/MFB8X9mvFM8   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Managers often grapple with how to create and scale a global product team. Scaling a team isn’t about increasing the size, rather it’s about increasing the output of the teams and producing tangible value. For that reason, scaling teams require different leadership chains inside the company.   Poorvi Shrivastav, GM and VP of Products at HubSpot, shares her passion for team development and discusses her journey of leading cross-geographical product teams and revealing how to execute the scaling plan successfully.   Full video: https://youtu.be/jWCbO87OEgc   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Category creation involves dreaming up a new suite of products that can sell via traditional channels or methods. It’s a process that demands more than a game-changing product, as it takes having the right talent on your team and a consistent vision that drives all aspects of your business.   Mark Ghermezian, the co-founder of Braze, takes us through his journey of reinventing a category and building Braze from an idea into a dominant player in the mobile lifecycle marketing space.   Full video: https://youtu.be/pVsmB8nhneE   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

What are the key product and organizational learnings from taking a company to $500 million in annual recurring revenue in just six years? Kiren Sekar joined Samsara’s founding team as a CPO after working with the co-founders at their previous company, Meraki. Calling on more than twelve years of product work between Meraki and Samsara, Kiren shares valuable and actionable insights on innovating in underserved markets. Full video: https://youtu.be/3ZrNFs4uQfA Blog post: https://www.saastr.com/from-0-to-500-million-arr-in-6-years-learnings-from-innovating-in-underserved-markets-with-samsara-cpo-kiren-sekar-pod-549-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Every sales leader struggles to retain their talent - especially in today's employee market. In this session, Alice Katwan, Twilio's SVP and GM of North America Sales, will reveal her strategies for building a high-performing sales team that sticks around for the long haul. If you are spending too many cycles recruiting, onboarding, and worrying about retaining your top sales reps — this session is for you. Full video: https://youtu.be/iKhWflFcU-U Blog post: https://www.saastr.com/how-to-build-a-super-high-retention-sales-team-with-twilio-svp-gm-of-north-america-sales-alice-katwan/   Want to join the SaaStr community? We're the largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Spenser Skates is the CEO of Amplitude, one of the leading customer analytics services for enterprises and product makers. But getting customers like Twitter, Instacart, Match, and IBM didn't happen overnight. Spenser lays out the mistakes young companies will often make as they grow, and how he positioned Amplitude for growth and success. He found these lessons essential for founders to learn on their way to $100 million ARR and beyond. In this episode, Spencer discusses: * Focusing on the product and expansion * Taking your company public This is the second half of Spenser's session from 2022 SaaStr Build. You can find the first half in Episode 546 here: https://sites.libsyn.com/77527/saastr-546-the-secrets-to-going-big-going-multi-product-and-going-public-with-amplitude-ceo-spenser-skates-part-1 Full video: https://youtu.be/2UPMCcC3OHQ Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Spenser Skates is the CEO of Amplitude, one of the leading customer analytics services for enterprises and product makers. But getting customers like Twitter, Instacart, Match, and IBM didn't happen overnight. Spenser lays out the mistakes young companies will often make as they grow, and how he positioned Amplitude for growth and success. He found these lessons essential for founders to learn on their way to $100 million ARR and beyond. In this episode, Spenser will discuss laying the right foundation for long-term success: * Find the right product-market fit * Build the best founding team for growth * Hire a team of people more talented than you * Surround yourself with a well-rounded board of advisors Full video: https://youtu.be/2UPMCcC3OHQ Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Carly Brantz scaled marketing at SendGrid to grow company revenue from $5M to $200M. Now as DigitalOcean CMO, she’s focused on marketing to its developer and startup audiences and helping them on their growth journeys. Carly will share lessons learned as a marketing leader – and how simplicity, community, credibility and happiness – provide a powerful platform for growth. SaaStr GM & SVP, Marketing Amelia Ibarra joins Carly for the discussion. Full video: https://youtu.be/Qu6wr3u2-yU Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Being a product leader is different at every company, and learning to lead at every company can widely vary. After leading product teams at Twitter, Oculus, and Robinhood, and working with companies of all sizes at McKinsey, TechStars, and now as an investor — here’s exactly how Madhu approaches his first 90 days on the job as CPO at Notion, step-by-step. He’ll walk through foundations, learnings, and challenges, pulling insights and experiences from the top product leaders in software. This episode is an abbreviated version of Madhu's session at SaaStr Build. You can see the full video here: https://youtu.be/kxgox905lho Blog post: https://www.saastr.com/people-process-and-product-a-product-leaders-first-90-days-with-notion-cpo-madhu-muthukumar-pod-544-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

SaaStr CEO Jason Lemkin sits down with Raise Commercial Real Estate CEO Justin Bedecarre and Head of Raise's New York office, Jamie Katcher, to discuss the future of work. Raise.Work is a leader in planning, leasing, and sourcing tech real estate spaces. Full video: https://youtu.be/0MnlhVXUo3Q Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

The SaaS world is competitive, and standing out in a highly saturated market takes remarkable hard work and skill. However, the companies that adapt and create transformational change tend to survive. COO Anu Bharadwaj’s years of experience at Atlassian have shaped her outlook on how to thrive in the market.  In this session, Boast.AI Co-Founder Lloyed Lobo interviews Bharadwaj as she shares Atlassian’s five building blocks to win. This podcast is an excerpt of the full interview, which you can find here: https://youtu.be/zQCdwoT7Kak Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Sam Blond, Chief Revenue Officer at Brex, shares how to set and hit revenue targets for your sales team, when to adjust, and how to structure and hire your team around your sales KPIs and goals.  Video: https://youtu.be/NXKvxb1AoPU Blog post: https://www.saastr.com/how-to-set-and-hit-revenue-targets-with-brex-cro-sam-blond-pod-541-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

SaaStr CEO and Founder, Jason Lemkin, shares the top 15 ways to help the sales team close more right now, this year -- with the same number of leads you already have!! Blog post: https://www.saastr.com/can-help-sales-team/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Customer feedback is an essential road map to guide a company toward success. When you have a customer-centric culture, your business has a greater chance of growing and thriving. But how can businesses create spaces for customers to engage in productive dialogue?  Mapistry sought out feedback about its direction by organizing a Customer Advisory Board (CAB). Mapistry received commendations for the process from participants of its CAB—executives and practitioners from diverse industries. Maya Colato, Vice President of Customer Experience at Mapistry, outlines how you can build a successful Customer Advisory Board.  Full video: https://youtu.be/OfjP01RmuvQ Blog post: https://www.saastr.com/building-a-successful-customer-advisory-board-in-the-enterprise-with-mapistrys-vp-of-customer-experience-maya-colato/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

  OpenPhone and AgentSync are two SaaS businesses with very different growth strategies, but the same ultimate goal: to continue selling while simultaneously problem-solving for current customers. They are a perfect example of implementing a growth model, mastering it, and then expanding horizons into other growth strategies with strategic testing and experimenting. Contrary to the title of this article, the two brands prove that product-led growth is neither panacea nor boondoggle, but rather a winning strategy for the appropriate product when thoughtfully implemented. OpenPhone and AgentSync are two SaaS businesses with very different growth strategies, but the same ultimate goal: to continue selling while simultaneously problem-solving for current customers. They are a perfect example of implementing a growth model, mastering it, and then expanding horizons into other growth strategies with strategic testing and experimenting. Contrary to the title of this article, the two brands prove that product-led growth is neither panacea nor boondoggle, but rather a winning strategy for the appropriate product when thoughtfully implemented. Jenn Knight, Co-founder and CTO of AgentSync, and Daryna Kulya, Co-founder of OpenPhone, discuss how different approaches have helped each brand reach its target audience and accomplish its goals, the potential of product-led growth, and how to scale growth strategies to yield desirable results. Session moderated by Craft Ventures Partner & COO Brian Murray, discuss how different approaches have helped each brand reach its target audience and accomplish its goals, the potential of product-led growth, and how to scale growth strategies to yield desirable results. Session moderated by Craft Ventures Partner & COO Brian Murray.     Full video: https://youtu.be/L4oRfut9ufI Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

What do you remember about your experience in the workplace prior to 2020? Is it the moments of collaborative synergy and collective achievements? Is it the feeling of solving complex problems and hitting milestones with your team? Perhaps it’s the joy of closing deals and celebrating with your colleagues? It’s been more than two years since the pandemic interrupted our daily work life, and companies are taking stock and preparing for a return to the workplace. How can company leadership retain these important experiences of collaboration in the workplace and pair them with the opportunity and flexibility we’ve discovered since working remotely? Raise CEO and co-founder, Justin Bedecarre, and president, Felipe Gomez-Kraus, discuss how SaaS companies can build successful hybrid workplaces that are empathetic while incentivizing their team to return to the office. Full video: https://youtu.be/ohe10zViLdw   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Reaching the first billion is a milestone for every SaaS company, so what’s the best way to get there? During his SaaStr Annual presentation, Tom Clayton, CRO of Bill.com shared his insights and advice for growing revenue streams to maximize business success.    Video: https://youtu.be/AY5NFn1CSVo Blog post: https://www.saastr.com/the-path-to-a-billion-dollars-how-to-create-multi-revenue-streams-with-bill-com-cro-tom-clayton-pod-536-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

All high-growth startups reach a point in scaling their business when their processes and operations start to inhibit their growth. From SendGrid to DigitalOcean, Yancey Spruill is the person these startups brought in when they were ready to graduate to the big leagues. In his presentation, Yancey will discuss the most common mistakes startup founders make and how to overcome hurdles at different stages of growth. Full video: https://youtu.be/MD_wD5hp7r0 Blog post: https://www.saastr.com/hacks-for-founders-of-high-growth-startups-with-digitaloceans-ceo-yancey-spruill/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Panelists: Katrina Wong, VP Marketing and Demand Generation Segment Asawari Samant, Head of Marketing, Anyscale Jeffrey Yoshimura, CMO and Customer Experience Officer, Snyk Three marketing leaders discuss the importance of community, data, and experimentation, as well as the do's and don'ts of using agencies. This episode is an abbreviated version of the session. You can see the full session here: https://youtu.be/7wucuUQSQvQ Blog post: https://www.saastr.com/marketing-secrets-to-hypergrowth-from-building-elastic-zuora-and-segment/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

In this episode, Marilee Bear, SVP North America Enterprise Sales at Zendesk sits down with SaaStr's own VP of Sales, Bryan Elsesser, to talk about the best practices to deploy in motivating and organizing your sales team in Q1. 

Talent Acquisition to Talent Access: Building a winning culture with a workforce that is 75% freelancers Upwork CEO Hayden Brown addresses common myths around working with freelancers, such as, "Freelancers aren't reliable," and, "I can't build my company culture with freelancers." She'll share how Upwork has scaled by including freelancers in every part of the company and treating them as part of the team rather than outsiders, and how it can benefit every company to have access to the talent it needs, when it needs it, regardless of geography or business ebbs and flows.   Full video: https://youtu.be/APgXDu37UIk Blog post: https://www.saastr.com/the-secrets-to-scaling-a-public-company-with-a-75-freelancer-workforce-with-upworks-ceo-hayden-brown-pod-532-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Joe will share four case studies of companies that have achieved transformational growth using asynchronous communication. You’ll hear how they’ve rebuilt sales processes, won talent wars, delivered best-in-class products, and fully reimagined the employee experience. He’ll also highlight the work principles fueling these initiatives and the opportunities ahead for companies that employ them across their teams.   Full video: https://youtu.be/OAxJvk04JKU Blog post: https://www.saastr.com/4-ways-to-get-to-10-billion-by-working-async-without-burning-out-with-loom-ceo-joe-thomas-pod-531-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

SaaStr CEO and Founder, Jason Lemkin, shares the top 20 PLG (product-led growth), Self-Serve, Free, and Freemium lessons we can learn from everyone from Asana to Slack, Monday to Zoom, and Shopify to Squarespace. 

SaaS is evolving rapidly. In many ways, we are witnessing the equivalent of the Cambrian Explosion in terms of the number of SaaS companies created each month. And these startups look different than their predecessors. Trends like vertical SaaS, Product-led Growth, and payment make the industry almost unrecognizable compared to the era of the SaaS pioneers more than a decade ago. Yet many companies are still adopting Customer Success practices - like fixed size-based segmentation and activity-based "check-ins" - that were created in the 2010s. Modern cloud businesses are rethinking Customer Success in many ways. They are looking at it as a growth engine, shifting focus from purely looking at churn to increasingly emphasizing Net Dollar Retention. They are recognizing the need for CSMs, in some cases, to be deeply technical. And they are, particularly in Product-led Growth companies, integrating Sales and CS motions and organizations tightly together. In this talk, Gainsight CEO Nick Mehta will cover 10 best practices that represent the cutting edge of Customer Success. Check it out to save your company from becoming a SaaS dinosaur.   Full video: https://youtu.be/PzCnKSL2kx8 Blog post: https://www.saastr.com/10-things-changing-now-in-the-world-of-customer-success-with-gainsight-ceo-nick-mehta-pod-529-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Postman CEO Abhinav Asthana shares how community, product, data can power marketing, customer success, and sales are the key elements for the next generation of SaaS software leaders.   Full video here: https://youtu.be/jK8trhy5i-k Blog post: https://www.saastr.com/building-a-5-6b-company-with-a-product-led-flywheel-with-postmans-ceo-abhinav-asthana-pod-528-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

A crucial part of any business model is customer acquisition. In order for a company to optimize their customer base, data must be intrinsic to their strategy. Join Gorgias CEO Romain Lapeyre as he discusses how the company acquired 10,000 SMB customers from just data alone. Want to join the SaaStr community? We're the 🌎largest community for B2B software.   Video: https://youtu.be/5OJZM-uH4uE Blog post: https://www.saastr.com/acquiring-10000-smb-customers-solely-from-data-with-gorgias-ceo-romain-lapeyre-pod-527-video/   Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

The biggest challenge in building a data infrastructure company over the next decade will be to redefine strategies for awareness, activation, user-centricity, and growth. While all of this is possible in theory, building categories with staying power in the age of the public cloud remains a lofty goal. Emil Eifrem, CEO and co-founder of Neo4j, will discuss the blueprint that’s emerging and some of the lessons he’s learned after launching Neo4j Aura, the company’s fully-managed graph database as a service.     Video: https://youtu.be/6vay3Ny3o0M Blog post: https://www.saastr.com/modern-infrastructure-companies-in-the-cloud-lessons-learned-building-a-2-billion-database-company-from-scratch-with-neo4js-ceo-emil-eifrem/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Marketing isn't one size fits all, particularly at a hyper-growth company. In this session, Kady Srinivasan, SVP, Global Head of Marketing at marketing automation unicorn, Klaviyo, will pull from her 20+ years of experience and share actionable tips on how you can scale your team, your campaigns and more. Full video: https://youtu.be/s4WZcgL5fc0 Blog post: https://www.saastr.com/6-steps-to-managing-marketing-hyper-growth-at-scale-with-klayvio-global-head-of-marketing-kady-srinivasan-pod-525-and-video/ Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

The world of product-led growth is a highly dynamic space. Join this session with Calendly CMO Patrick Moran and Head of Marketing Growth & Demand Gen Garrett Scott to learn more about these changes and how they are reflected in Calendly’s evolution as a SaaS company. Full video: https://youtu.be/ey9aiYOupSg Blog post: https://www.saastr.com/whats-changed-in-product-led-growth-with-calendly-cmo-patrick-moran/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

We’ve talked a lot on SaaStr about how to hire a Great VP of Sales. And we’ll keep talking about it — so long as 70% of first-time VPs of Sales don’t make it 1 year. In this episode of the SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin, shares his best advice for all first-time VPs coming into a SaaS startup.    Video: https://youtu.be/_gWZxKwV44w Blog post: https://www.saastr.com/how-not-to-fail-as-a-first-time-vp-of-sales/

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? Cathy Gao, Partner at Sapphire Ventures, and Anoushka Vaswani, Partner at Lightspeed Venture Partners, moderated a panel with Carlos Delatorre, CRO at TripActions, and Latané Conant, CMO at 6sense to discuss how you can scale your startup from $20 million ARR to $200 million ARR through go-to-market execution, talent, and culture.

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. This might bring success for the company, but it leads to negative experiences for the sales rep, and your teams may ultimately fail to perform to their fullest potential. Hootsuite CRO Melissa Murray Bailey shares secrets to running a successful SaaS sales team and reducing employee turnover.    Video: https://youtu.be/wl1Qx4KHqMo Blog post: https://www.saastr.com/how-to-create-a-high-performing-saas-sales-organization-with-hootsuite-cro-melissa-murray-bailey-pod-521-video/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8    

Every high-growth organization inevitably reaches the point of pivoting its strategy and offerings to capture new audiences—a journey made more complex with the new demands emerging this past year. In this session, Dorian Stone will share lessons learned from Grammarly’s evolution from consumer to SMB to enterprise, address common assumptions and pitfalls in the process of scaling, and reveal must-know strategies to drive efficient growth this year and beyond.

Vimeo went public in May as an $8 billion powerhouse in video software. Better known as the indie version of YouTube for more than a decade, the company has redefined itself from a B2C destination to the B2B solution that empowers any business to create, collaborate and connect with professional-quality video. Join Vimeo CEO Anjali Sud for a conversation with Brent Thill, Financial Analyst @ Jefferies about spotting potential in what is now a $70 billion market, and how operating as a founder within a 16-year old company helped her take bets on a strategy that’s paying off.   Full video: https://youtu.be/9JgkbS4FgjQ Blog post: https://www.saastr.com/from-b2c-to-billions-how-vimeo-executed-a-b2b-pivot-that-redefined-their-future-with-vimeo-ceo-anjali-sud/   Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Building out a marketing channel is like building product. It takes countless iterations and constant market feedback to get right. This session will introduce tactics on how to slowly and methodically test, assess success, and eventually scale a marketing channel until it hits a ceiling and it's time to move to the next one.

When sales teams succeed, the company succeeds. Revenue goes up, productivity increases, and ideally, the team continues to grow. But running a high-performing sales team isn’t an easy task. How can you ensure success within your sales organization in a way that scales with you? Heather Akuiyibo, VP of Sales at Databricks, shares her four adaptable frameworks for high-performing sales teams and how those frameworks helped Databricks’ sales teams succeed. Full video: https://youtu.be/9tn-I4f9Va4  

Zach joined Canva in 2013 as one of Canva’s earliest employees and has worked across product management, communications and human resources before establishing the global marketing function. Eight years later 50 million people are now using Canva every month and the company recently approached $1 Billion in Revenue. In this podcast, Zach and Jason dive into the initial growth marketing strategies and framework behind Canva’s exponential growth as a start-up, the strategies for targeting and growing into the enterprise, and how to build out a global marketing function.   Full video: https://youtu.be/CEoam_9sHt0 Blog post: https://www.saastr.com/lessons-learned-scaling-canva-to-1-billion-with-zach-kitschke/

No one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and other startup execs) should think about, charter, direct, and support marketing. Full video: https://youtu.be/ggUwcE600xU Blog post: https://www.saastr.com/a-ceos-guide-to-marketing-with-dave-kellogg-five-things-every-founder-should-know-podcast-515-and-video/ Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Learn more about Box's journey to reaccelerate growth and march toward $1B in SaaS ARR, and their CRO's lessons learned along the way. Full video: https://youtu.be/RQ6gom-lLxE Blog post: https://www.saastr.com/reaccelerating-growth-at-scale-with-boxs-cro-mark-wayland-podcast-514-video/ Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8  

Amy Appleyard, SVP Global Sales @ Malwarebytes, Michelle Benfer, VP, Head of North America Sales @ HubSpot Tony Benvenuto, SVP of Sales West @ Seismic, and Anna Baird, CRO @ Outreach share lessons learned when scaling their sales teams, the importance of BDRs, key hires and when to prioritize them, and more.

GitLab started as an open-source project that expanded into a public company with a buyer-based open-core business model. With over 300+ code contributions per month, innovating with the wider community is key to accelerating development efforts. Join GitLab CEO, Sid Sijbrandij, as he discusses GitLab’s journey, choosing the right business model that balances high revenue potential and community contributions, and co-creating the product with the wider community to deliver safer software faster.

In today's SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin shares 5 interesting learnings from Samsara at $500M ARR, growing 72% year-over-year. Video and episode notes: https://www.saastr.com/5-interesting-learnings-from-samsara-at-500000000-in-arr/ 

Over the past ten years, Zapier has grown from a weekend side project to global unicorn, serving millions of small and medium businesses around the world. But Zapier isn’t your typical startup story and their roots aren’t in Silicon Valley. Come hear what Zapier’s early employees learned from building the foundation of one of today’s most successful startups.

Many start-ups today start with an amazing Product Led Growth (PLG) engine that hasn’t required an outbound sales and marketing motion. As amazing as this is, if your company wants to move into the mid-market or enterprise business, you’re going to have to build and hire a Sales team, and expand the capabilities of your Marketing function. How can you add this GTM motion effectively, without cannibalizing your existing business? How do you balance the two for the right target markets and audiences? Product-market fit, pricing, packaging, messaging, strategic investments, culture, evangelism all play a critical part and will change as soon as you add this team. Hear from the CMOs of top tech companies on they helped Freshworks, Twilio, Salesforce, 1Password, Atlassian, Litmus, CircleCi, Coda and many others have faced this challenge and led their companies through this successful transition. Stacey Epstein, CMO @ Freshworks Sara Varni Bright, CMO @ Twilio Carilu Dietrich, Fractional CMO @ 1Password Viviana Faga, General Partner @ Coda  

Pricing can kill your product, or make it soar. To start with, create pricing tiers and make pricing easy and convenient for your customers. Beyond that, the decisions are difficult, such as usage-based vs. predictable pricing. In this presentation, we discuss the key principles of pricing and app or online service, showing the pros and cons of your choices. Blog post & video: https://www.saastr.com/picking-the-perfect-pricing-model-that-fits-your-app-with-hackerone-ceo-marten-mickos-podcast-508-and-video/

When is the best time to find your next gear of growth? Now. Whether you are growing rapidly or seeing growth start to slow, this talk will share proven ways to accelerate. Karen Peacock, CEO of Intercom and former SVP of Small Business at Intuit, will discuss how putting customers at the forefront of your business is the key to hitting that next level. She’ll cover how to segment your customer base and analyze the health of each part as input to strategy, design and package your product based on value and build highly contextual and personalized customer experiences that lead to happy customers, retention, expansion, and growth.   Karen will share stories based on her experience at Intuit building one of the world’s largest SaaS product lines from $500M to $2.5B and in her current role leading Intercom’s high growth on the path to IPO. Blog post & video: https://www.saastr.com/shifting-to-the-next-gear-proven-strategies-to-accelerate-growth-with-intercom/

Treasure Data was founded as a big data platform company, but struggled to compete against larger tech companies. After pivoting to a more vertical solution (CDP - Customer Data Platform), revenue growth accelerated, going from $20m to $100m in 3 years. Kazuki will share the struggles and decisions a part of pivoting the company. Blog post & video: https://www.saastr.com/100-million-arr-pivot-with-treasure-data-ceo-kazuki-ohta/

A lot of startups and SaaS companies that build a business around an open source technology struggle to commercialize in a way that is both profitable and scalable, while also supporting the open source community that is so critical to innovation. Join Ali Ghodsi, CEO and Co-Founder of Databricks and Nithya Ruff, Head of Open Source at Comcast and Chair of The Linux Foundation Board, who are both open source thought leaders, for a fireside discussion about the value open source software has delivered for enterprises and their perspectives on the current state of the open source landscape. Blog post & video: https://www.saastr.com/the-future-of-ai-open-source-databricks-ceo-ali-ghodsi/

In this episode, Bryan Smith, Co-Founder at Leon Health sits down with SaaStr's own VP of Sales, Bryan Elsesser, to talk about the best techniques to overcome Q4 and end-of-year stress in sales teams.

Gone are the days of Sales and Marketing building their own tech fiefdoms. In this podcast, Sydney Sloan, CMO at SalesLoft shares a holistic approach to adding technology that powers your revenue engine and shares examples of tech stacks, best practices, and org designs from successful companies at different growth stages. Blog post and video: https://www.saastr.com/the-revtech-stack-playbook-going-from-1m-to-100m-with-salesloft/

There are countless ways for founders to learn how to build strong teams, strengthen go-to-market processes, and focus on growth and customer success. But a topic that's becoming more important, especially after such a challenging year, is founder well-being. Shopify President Harley Finkelstein shares insight on how successful entrepreneurs approach personal change, coaching, and ongoing development to achieve work-life harmony. Harley will be joined by Felicis founder and Managing Partner Aydin Senkut and Felicis' Head of Founder Success Dasha Maggio. They will discuss what founders should ask for and how focusing on personal development can lead to stronger teams and better outcomes for the business. Blog post and video: https://www.saastr.com/why-founders-should-prioritize-personal-development-with-shopify/

The state of software buying has changed. SaaS spending dipped in the first half of 2020 but has since accelerated and increased as we reach the end of 2021. Amanda Malko, CMO at G2, shares a fascinating look at the data that reveals shifting patterns in the way consumers purchase software. Blog post & video: https://www.saastr.com/the-state-of-software-buying-from-smb-to-enterprise-with-g2s-cmo/

We're celebrating episode 500 of the SaaStr Podcast! Our SaaStr 'OG' podcaster, Harry Stebbings, Founder of The 20 Minute VC and, Jason Lemkin, SaaStr CEO and Founder discuss the future of the markets and how to build a successful SaaS sales team from the ground up.  Blog post & video: https://www.saastr.com/how-to-scale-saas-sales-team-with-harry-stebbings-jason-lemkin/ Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr https://flatfile.com/saastr/

In this episode, Mark Jung, VP Marketing at Dooly, and Zoë Hartsfield, Community Manager at Dooly, sit down with SaaStr's own VP of Sales, Bryan Elsesser, to talk about best practices for brand re-launches and the cutting edge techniques for an impactful live event strategy.  Blog post & video: https://www.saastr.com/saas-live-event-strategy-dooly/ Sponsors: https://calendly.com/ https://www.invoca.com/ https://stripe.com/ https://www.ontheclock.com/  

Mark Roberge is the Managing Director at Stage 2 Capital, Sr. Lecturer at Harvard Business School, and author of the bestselling book, The Sales Acceleration Formula. In this podcast, he'll outline some of the most common SaaS sales potholes when scaling from $0 to $100 million and how to avoid them. Blog post & video: https://www.saastr.com/the-most-common-saas-sales-potholes-and-how-to-avoid-them-with-mark-roberge-podcast-498-and-video/ Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr https://flatfile.com/saastr/  

Featuring 3 prominent Founders - from Calendly, Coda and LaunchDarkly - that have achieved scale, at "Founder Confidential" you will hear about the highs and lows of fundraising, working with a VC board, and real talk about what it really is like to be a true Founder. Moderator: Lloyed Lobo, Co-Founder, Boast.AI Panelists: Shishir Mehrotra, Cofounder and CEO, Coda Edith Harbaugh, Cofounder and CEO, LaunchDarkly David Barrett, Founder and CEO, Expensify Jason Lemkin, Founder and CEO, SaaStr Blog post and video: https://www.saastr.com/founder-confidential-saas-fundraising-expensify-launchdarkly-coda-boast-saastr/ Sponsors: https://www.invoca.com/ https://stripe.com/ https://www.ontheclock.com/

In today's SaaStr podcast, we present the Cutting Edge. Where SaaStr's own VP of Sales, Bryan Elsesser sits down with the best revenue leaders in SaaS to share cutting-edge tactics and strategies. In this episode, Doug Landis, Growth Partner at Emergence Capital talks about the art of business conversations and how your customers should inform your go-to-market messaging.  Blog post and video: https://www.saastr.com/business-conversations-doug-landis-emergence-capital/ Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr https://calendly.com/ https://flatfile.com/saastr/

In this podcast, Aaron Levie, CEO, and Co-founder of Box will discuss "what's next in hybrid work," leading through a dynamic economy, the lessons learned from 2020, what technology needs to exist to bridge the gap between in-person and virtual, and what the office will look like whenever we return. Blog post and video: https://www.saastr.com/the-secrets-behind-creating-scalable-products-with-boxs-ceo-aaron-levie/ Sponsors: https://www.invoca.com/ https://stripe.com/ https://www.ontheclock.com/

Reaching unicorn status is goal #1 for many startups. In this podcast, Tope Awotona, CEO at Calendly, Bernadette Nixon, CEO at Algolia, Steve Sloan, CEO at Contentful and by Casey Renner, Partner at OpenView discuss how high-growth companies can strive for profitability while growing responsibly to reach unicorn status. Blog post and video: https://www.saastr.com/demystifying-the-unicorn-buzz-with-the-ceos-of-calendly-algolia-and-contentful/ Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr https://flatfile.com/saastr/

Jack Ryan, Sr. Partner Manager @ SaaStr, and Bryan Elsesser, VP Sales @ SaaStr talk about Jack's incredible journey from being completely paralyzed to climbing Mt. Whitney and sourcing over $1M in revenue for SaaStr. Full video: https://youtu.be/c3-Kzs81uD0 Sponsors: https://www.invoca.com/ https://stripe.com/ https://www.ontheclock.com/

As Marqeta’s CMO, Vidya Peters drives marketing strategy and execution including brand, PR, corporate marketing, product marketing, events, and demand generation. Prior to joining, Vidya ran marketing for MuleSoft where she helped scale the business from pre-IPO to one of the most successful and fastest-growing public enterprise software companies and later one of the most significant enterprise acquisitions. In this podcast, learn why intent is the new lead and Vidya's hard-earned marketing lessons from Marqeta and Mulesoft.   Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr https://flatfile.com/saastr/  

You’re the founder of a nicely growing SaaS startup that has just raised a Series A, Series B, or Series C funding round. You need to hire rapidly to seize the opportunity. But how much should you hire, what roles should you hire, and what should the org chart look like when you’re done?  David Sacks, co-founder and general partner at Craft will share what works from the 20 unicorns he's invested in, including AirBnB, Bird, ClickUp, Eventbrite, Facebook, Houzz, Lyft, OpenDoor, Palantir, Postmates, Reddit, Slack, SpaceX, Twitter, Uber, and Wish. Blog post and video: https://www.saastr.com/the-saas-org-chart-by-series-with-david-sacks/ Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr https://www.ontheclock.com/

Product-led scaling isn’t about growth hacking. Scaling 10X is really hard…no matter if you are starting at $1M, $10M, $100M or $1B ARR. Join Dropbox GM, Rachel Wolan, as she shares hard-earned, practical lessons learned through product-led scaling at Dropbox, LiveRamp, and Talkdesk. Blog post and video: https://www.saastr.com/beyond-product-led-growth-7-lessons-learned-in-product-led-scaling-podcast-490-and-video/ Sponsors: https://www.invoca.com/ https://stripe.com/ https://www.ontheclock.com/

In today's SaaStr podcast, we present the Cutting Edge. Where SaaStr's own VP of Sales, Bryan Elsesser sits down with the best revenue leaders in SaaS to share cutting-edge tactics and strategies. In this episode, Abby Hammer, Chief Customer Officer and Head of Product at ChurnZero talks about what it takes to build a genuinely authentic and customer-centric support team.   Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr https://www.ontheclock.com/  

Michael Seibel has spent the last eight years advising thousands of startups at Y Combinator. In this podcast, he'll talk about the advice that he's found to be most transformative for startups. Blog post and video: https://www.saastr.com/the-essential-startup-advice-for-founders-with-y-combinators-michael-seibel-podcast-488-and-video/   Sponsors: https://www.invoca.com/ https://stripe.com/ https://www.ontheclock.com/  

At the heart of product-led growth is the user. And in this podcast, Olivia Nottebohm, CRO of Notion ($10B valuation), will delve into the more complex aspects of product-led growth, and why they're essential for building a successful business that will thrive for years to come. Blog post and video: https://www.saastr.com/how-community-led-growth-drives-product-led-growth/ Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr https://www.ontheclock.com/  

In today's SaaStr podcast, we present the Cutting Edge. Where SaaStr's own VP of Sales, Bryan Elsesser sits down with the best revenue leaders in SaaS to share cutting-edge tactics and strategies. In this episode, Amy Frampton, Head of Marketing at BambooHR shares high-impact best practices for scaling SDR teams.     Sponsors: https://www.invoca.com/ https://stripe.com/ https://www.ontheclock.com/  

PagerDuty's CEO, Jennifer Tejada, and Sameer Dholakia, former CEO of SendGrid and current PagerDuty Board Member share what fellow founders can learn from PagerDuty's post-IPO reality, and the realities of operating as a public company, two years later.  Blog post and video: https://www.saastr.com/hyperscaling-post-ipo-with-pagerdutys-ceo-jennifer-tejada-podcast-485/   Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr/ https://www.ontheclock.com/  

BVP partners Byron Deeter, Mary D’Onofrio, and Elliott Robinson share a state of the cloud economy, tactical lessons and case studies for early-stage founders, private market analysis, alongside key predictions and trends driving innovation in SaaS around the globe.  Full video: https://youtu.be/HZDOQAGW6-E Blog post: https://www.saastr.com/the-state-of-the-cloud-2021-how-to-build-a-cloud-unicorn-with-bessemer-venture-partners-podcast-484-and-video/   Sponsors: https://www.invoca.com/ https://stripe.com/ https://www.ontheclock.com/  

In this episode of the SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin, sits down will Bill.com CEO, René Lacerte. Bill.com has become an SMB powerhouse, with 120,000+ customers and a stunning $25B+ market cap.  All while selling at a $2k ACV! Video + blog post: https://www.saastr.com/10-learnings-from-rene-lacerte-ceo-of-bill-com/ Sponsors: https://terminus.com/ https://checkr.com/      

A great deep dive on Vimeo at $330m+ in ARR, and especially, on how they do self-serve and enterprise at the same time with their CEO Jason Lemkin. Blog post: https://www.saastr.com/10-learnings-from-anjali-sud-ceo-of-vimeo/  

As companies grow while sharing a single, common SaaS infrastructure, their security, reliability, and integration needs evolve. In this podcast, Asana's Head of Engineering, Prashant Pandey, will outline how to advance your infrastructure to support and grow with your largest customers, including tips on how to: - Earn enterprise trust with robust infrastructure - Give admins control over product usage - Build data isolation into your architecture and - Support customers by interconnecting their data

The financial services industry – banking, lending, insurance – has long benefited from deep competitive moats that limited competition and stifled innovation. Now with digital finance, innovation is occurring at lightning speed. New developments are popping up so quickly that it's hard to keep track of what's out there, and what isn't. In this session, Eric Sager, COO of Plaid will make clear what digital finance has enabled thus far, and what else is to come. Blog post + video: https://www.saastr.com/non-obvious-observations-about-the-future-of-fintech-with-plaid-coo-podcast-480-and-video/      

Enterprise players are not born overnight, and the march upmarket cannot come at the cost of the customers that helped get you there. Zendesk’s ability to balance Enterprise customer needs with SMBs has allowed it to thrive and become one of the very few SaaS companies to exceed $1B in annual revenue. In this podcast, Adrian McDermott, Zendesk’s Chief Technology Officer, will explore the importance of balance in pursuing fast, sustainable growth.  Full video: https://youtu.be/XQe6KI5aebc  

Over the last decade, Square has introduced a variety of new hardware, software, and financial services offerings targeted at businesses of all sizes -- and yet, many still think of Square as only serving farmer markets and local coffee shops. In this session, you'll hear from Square's Global Head of Sales, Ashley Grech, on the challenges and learnings of Square’s work to move upmarket and serve multiple customer segments at once. Video + show notes: https://www.saastr.com/moving-upmarket-and-serving-multiple-segments-with-square-global-head-of-sales-saastr-podcast-478-and-video/    

In today's SaaStr Insider episode, SaaStr CEO and Founder, Jason Lemkin shares the Top 10 Interview Questions to Ask VP of Marketing Candidates Video + show notes: https://www.saastr.com/top-10-questions-to-ask-a-vp-of-marketing-in-an-interview/

Recently, Vidya ran both the marketing and revenue functions for Marqeta, during a critical time as the company prepped for an IPO. This podcast will discuss the nuances of building a cohesive marketing and revenue strategy and share advice for other organizations seeking to align these functions during a critical time of growth for their companies. Video + show notes: https://www.saastr.com/secrets-to-aligning-marketing-revenue-strategy-with-marqeta-cmo-saastr-podcast-476-and-video/    

The role of Chief Customer Officer only continues to rise and become an integral role for scaling in the Cloud. As HubSpot's first Chief Customer Officer, and now CEO, Yamini Rangan shares her top lessons for focusing on the Enterprise customer experience and the different approaches required for the Enterprise customer journey. Video + show notes: https://www.saastr.com/3-ceo-lessons-in-scaling-enterprise-cx-with-hubspots-ceo-saastr-podcast-475-and-video/    

In today's SaaStr Insider episode, SaaStr CEO and Founder, Jason Lemkin shares 10 ways to build a moat in SaaS. Video + show notes: https://www.saastr.com/whats-your-moat/  

Chime wasn't the first digital bank, but it has become the largest one in the United States. In this episode, hear from Chris Britt, co-founder, and CEO, about Chime's journey in a highly competitive market and what it took to win. Video + show notes: https://www.saastr.com/ringing-the-bell-on-competition-with-chime-ceo-chris-britt-and-satya-patel-homebrew/  

In just 5 years, TripActions has grown to be a leader in the travel management space. Michael Sindicich, GM of TripActions Liquid, a new expense management platform, that serves companies including Lyft, Toast, and Zoom will explore sales tips, tricks, and his lessons learned. Video + show notes: https://www.saastr.com/saastr-podcast-472-and-video-5-tips-to-reduce-the-enterprise-sales-cycle-with-tripactions/  

A great deep dive on why the Cloud is on fire right now, and what it means for founders. Learn more at TheCloud100.com, a free digital event with the Top 100 private Cloud and SaaS companies on Aug 10!! Video + notes: https://www.saastr.com/25-of-the-cloud-100-is-growing-100-at-100m-arr-woah/  

In today’s digital age, product management and marketing need to have an integrated and collaborative relationship. In this podcast, hear from PagerDuty CPO, Sean Scott, and CMO, Julie Herendeen, on how PagerDuty has embraced a product-led growth model and the success they’ve seen since doing so. Video + show notes: https://www.saastr.com/saastr-podcast-470-and-video-how-product-marketing-should-work-together-with-pagerduty/  

Everyone loves a unicorn, but how do you keep innovation alive past the start-up phase? Pushing past the awkward “teen years” and igniting the next wave of growth means rethinking your culture, organizational structure, and innovation investments. Join Workday’s EVP of Product Pete Schlampp as he shares how he’s accelerating product innovation on the hunt to $10B. Video + show notes: https://www.saastr.com/saastr-podcast-469-and-video-fueling-product-innovation-on-the-path-to-10-billion-with-workday/  

In today's SaaStr podcast, we present the Cutting Edge. Where SaaStr's own VP of Sales, Bryan Elsesser sits down with the best revenue leaders in SaaS to share cutting-edge tactics and strategies. In this episode, Kevin Dorsey, VP of Inside Sales at PatientPop shares how to build trust in today's competitive market. Video + show notes: https://www.saastr.com/kevin-dorsey-patientpop-cutting-edge-sales/  

As the SaaS landscape becomes more and more crowded, companies must improve retention, and adding analytics is the key. In this session, ThoughtSpot CEO Sudheesh Nair shares how embedding modern, consumer-grade analytics delights customers and drives revenue. Video + show notes: https://www.saastr.com/saastr-podcast-467-and-video-bottom-up-vs-top-down-selling-in-the-enterprise-with-thoughtspot/  

In today's SaaStr insider episode, SaaStr CEO and Founder, Jason Lemkin Shares 11 Simple Tips To Drive Down Churn. Video + show notes: https://www.saastr.com/what-can-you-do-to-lower-your-customers-churn-rate/  

The value of investing in technology has only been heightened throughout the past year. In this podcast, Okta CIO Alvina Antar and SurveyMonkey CIO Eric Johnson share how to best move your company forward and create new opportunities across the enterprise.

Hear from Elastic founder and CEO, Shay Banon, about his founder story and key takeaways he learned when growing Elastic from an open-source platform moderated from his living room to an $11B global enterprise. 

20 years ago, Atlassian pioneered the direct-sales model in the B2B software space based on the belief that software should be bought, not sold. Join Cameron Deatsch, Atlassian’s Chief Revenue Officer, in conversation about the challenges and benefits of building a flywheel powered by word of mouth and amplified by data-driven touchpoints. 

At her last startup, which she founded and scaled from $0 to $50M ARR, Clara Shih experienced first-hand the pain of a customer support issue costing her business one of their largest customers. Now as the CEO of Salesforce Service Cloud, she has vowed to help other organizations avoid these same mistakes.

In part two of this series, Klaviyo CEO Andrew Bialecki discusses the nitty-gritty details of the journey from the company’s origins to its incredible $9.5 billion valuation. Full video: https://youtu.be/zwzV0muXB64  

What does success look like for SaaS founders? Whatever the answer is, it rarely happens overnight. Meet Klaviyo –– a heavyweight industry player in the next generation of eCommerce and customer communication. In this podcast, Klaviyo CEO Andrew Bialecki discusses the nitty-gritty details of the journey from the company’s origins to its incredible $9.5 billion valuation. Full video + episode notes: https://www.saastr.com/klaviyo-ecommerce-ceo-andrew-bialecki/  

Join ServiceNow’s Chief Customer and Partner Officer, Lara Caimi, and VP of Strategic Operations for the Customer and Partner Organization, Aneesa Sayall, as they discuss how hitting the gas on how they deliver partners is fundamental to how ServiceNow scales to $10B and beyond. Video + show notes: https://www.saastr.com/saastr-podcast-459-and-video-the-role-of-partners-to-scaling-to-15-billion-with-servicenow/  

Zig Serafin, CEO @ Qualtrics shares his lessons in scaling with Julia Laroche, Correspondent @ Yahoo Finance. Hear how Zig focuses on building the right team, simplifies organizational design, and scales from the ground up. Video and episode notes: https://www.saastr.com/qualtrics-ceo-zig-serafin-on-high-growth-and-scale/  

In this episode, get ready to learn from Carilu Dietrich, Advisor at 1Password, Isabelle Papoulias, CMO of Mediafly and VP of Product Marketing and Demand Gen, Katrina Wong of Segment on both the importance and effective tactics in building the ideal customer profile. Episode notes: https://www.saastr.com/saastr-podcast-457-and-video-building-your-ideal-customer-profile/ Full video: https://youtu.be/7dsouVBpYr8    

In today's SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin shares 5 interesting learnings from ServiceNow, Palantir, and Snowflake.  Video and episode notes: https://www.saastr.com/5-interesting-learnings-with-servicenow-palantir-and-snowflake/  

This dynamic duo from Duo Security share best practices on how they transformed the go-to-market motion by simplifying the customer experience to help build Duo Security to $100M ARR.

The VP of Product is a critical hire to drive the product strategy, road-mapping, and execution across the organization. Shiven Ramji, the Chief Product Officer at Auth0, has dedicated years to being a VP, Product himself and has hired and mentored others into this role. In this session, he will share tips on what to look for and expect out of a great VP+ of Product.   Full video: https://youtu.be/9sT5wp_HUvo Episode notes: https://www.saastr.com/saastr-podcast-454-and-video-what-to-expect-from-a-great-vp-of-product/    

Serial entrepreneur Jyoti Bansal founded AppDynamics, a company sold to Cisco in 2017 for $3.7 billion but didn't stop there. He went on to launch Harness which gained Unicorn status this year. Hear from Jyoti about the lessons he's learned from building not one but two unicorn companies. Full video: https://youtu.be/LMAxG-ddDkU Episode notes: https://www.saastr.com/harness-founder-jyoti-bansal-on-building-a-second-unicorn/  

In today's SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin shares 5 interesting learnings from Squarespace at $700M ARR.   Video + blog post: https://www.saastr.com/5-interesting-learnings-from-squarespace-at-700000000-in-arr/  

Partnerships can fuel company growth. Co-founder and CEO of Gorgias.io, Romaine Lapeyre, and Axelle Heems, Growth Ops Manager at Gorgias will share how they built a partnership program that powered incredible growth for Gorgias. Video + blog post: https://www.saastr.com/how-leveraging-partnerships-can-double-your-saas-growth/  

Sandi Lin, CEO of Skilljar, shares how she successfully hired her first CRO. Then we will take an inside-out view and hear from Kathy Lord, CRO of Skilljar, about being the first CRO and what it really means. Video + blog post: https://www.saastr.com/how-to-hire-your-first-chief-revenue-officer/

Two years ago, Notion was just 10 people building a product that had a few dozen diehard fans. In conversation with Hustle Crew's Abadesi Osunsade, Ivan will share how he thinks about community as one of Notion's unfair advantages, and why this has been a game-changer for the business.   Video + blog post: https://www.saastr.com/notion-saas-community-building/

In today's SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin shares 5 interesting learnings from Slack at $1B ARR. Find notes for this episode on our blog: https://www.saastr.com/5-interesting-learnings-from-slack-at-1b-in-arr/

As Head of Experience Research at Asana, Beth Toland will share different ways to make customer insights a deep part of product development and strategy from ideation to delivery. Video + blog post: https://www.saastr.com/asana-product-development-strategy/

In today's SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin shares 5 interesting learnings from UiPath at $600m in ARR.   Video + blog post: https://www.saastr.com/5-interesting-learnings-from-uipath-at-600000000-in-arr/

In this episode of the SaaStr podcast, Joe Thomas, CEO of Loom, shares how a focus on user experience helped Loom build its flywheel and grow to 10 million users without paid marketing.   Video + blog post: https://www.saastr.com/loom-ceo-joe-thomas-on-how-speed-simplicity-can-fuel-your-flywheel/

Jeff Lawson, Twilio CEO and the author of  “Ask Your Developer: How to Harness the Power of Software Developers and Win in the 21st Century,” shares secrets on bridging the gap between your technical team and leadership team to maximize success. This episode is an excerpt of Jason and Jeff’s session from SaaStr Build. You can watch the full video here: https://youtu.be/WPvjG-44zJ4

Denise Persson, the CMO of Snowflake, shares the five secrets to a winning marketing strategy to grow your company’s revenue and cement customer loyalty.   Video + blog post: https://www.saastr.com/building-your-marketing-to-100m-with-snowflake-cmo-denise-persson/

In today's SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin shares 5 interesting learnings from MongoDB as they accelerate past $700M ARR.    Video + blog post: https://www.saastr.com/5-interesting-learnings-from-mongodb-at-700000000-arr/

Monday.com wasn't always worth billions. Its Co-Founders, Roy Mann and Eran Zinman share the top 5 things they'd repeat and the 5 they wish they'd done differently.   Video + blog post: https://www.saastr.com/top-5-dos-and-donts-of-scaling-with-monday-com/

In today's SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin shares 8 Ways to Motivate the Sales Team After a Rough Quarter.   Video + blog post: https://www.saastr.com/how-do-you-motivate-your-sales-team-after-a-disastrous-month/

In today's SaaStr podcast, Tomasz Tunguz, Managing Director at Redpoint Ventures shares the 5 metrics and benchmarks you should track to maximize your company’s valuation.    Video + blog post: https://www.saastr.com/5-metrics-you-should-track-to-maximize-your-companys-valuation/

Webflow, a no-code website builder, doubled its customer base last year, pushing the company's valuation to $2.1 billion. Webflow CEO Vlad Magdalin openly shares the struggles and triumphs they endured along the way to their success.   Video + blog post: https://www.saastr.com/webflow-ceo-vlad-magdalin-on-building-a-four-billion-dollar-company/

In today's SaaStr insider episode, SaaStr CEO and Founder, Jason Lemkin shares 5 interesting learnings about Zoom as they reach $4 billion.   Video + blog post (including full transcript): https://www.saastr.com/saastr-podcast-437-5-interesting-learnings-on-zoom-at-4b-with-saastr-ceo-jason-lemkin/

In today’s SaaStr podcast the team at Bessemer Venture Partners unveils the 2021 state of the cloud. Listen in as Byron Deeter, Elliott Robinson and Mary D’Onofrio share the latest trends and predictions for the cloud marketplace.   Video + blog post: https://www.saastr.com/state-of-the-cloud-2021-with-bessemer-venture-partners/

In this episode of the SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin, chats with Sam Blond, Chief Revenue Officer at Brex. Together they discuss the future of SaaS sales and buying cycles in a post-covid marketplace.   Video + blog post: https://www.saastr.com/future-of-sales-post-covid-with-brex/

In this episode of the SaaStr podcast, Garrett Langley, CEO @ Flock Safety and Alex Latraverse, VP Growth @ Flock Safety discuss How to Build out a Sales Organization from 0 reps to ~100 in 18 months.   Video + blog post: https://www.saastr.com/building-a-sales-organization-from-0-to-100-with-flock-safety/

Is your marketing team struggling to deliver the right kind of prospects and accounts that actually convert into revenue for your company? In this episode of the SaaStr Podcast, Latane Conant, CMO at 6Sense shared her 6 steps for building marketing campaigns that deliver pipeline and revenue.  This episode is an excerpt of Latané’s session from SaaStr University: Spring Semester conference. Watch the full video here: https://youtu.be/UW9fl1Z6Jac Transcript: https://www.saastr.com/saastr-podcast-433-with-6sense-cmo-latane-conant-what-it-really-takes-to-have-your-marketing-team-deliver-pipeline-and-revenue/   Is getting compliant with a SOC 2 report on your company's 2021 roadmap? Vanta automates the tedious and time-consuming process of collecting evidence for an audit. So you can get focused on growing your business. On average Vanta customers are SOC 2 compliant in just two to four weeks compared to three to five months without Vanta, learn more and redeem a $1,000 off coupon at Vanta.com/SaaStr.

In today's SaaStr insider episode, SaaStr CEO and Founder, Jason Lemkin shares 5 interesting learnings about Wix as they cross $1 billion ARR.   Video + blog post: https://www.saastr.com/5-interesting-learnings-from-wix-at-1-billion-in-arr/

Want to accelerate your SaaS growth? Start by prioritizing your Net Revenue Retention (NRR). In this episode of the SaaStr podcast, Tim Kopp, the CEO of Terminus, shares his playbook for boosting net retention to fuel your business growth.   Video + blog post: https://www.saastr.com/the-playbook-to-boosting-net-retention-quickly-with-terminus/

In today’s SaaStr insider episode, SaaStr CEO and Founder, Jason Lemkin catches up with Brian Halligan, CEO and Co-founder of HubSpot. Together they discuss: why partners are a moat, why HubSpot avoided going more enterprise, building vs. buying, and building an eco-system.    Video + blog post: https://www.saastr.com/brian-halligan-ceo-and-co-founder-at-hubspot-the-secrets-to-1b-arr-and-beyond/

In this episode, ProfitWell Founder & CEO Patrick Campbell shares benchmarks from over 23,000 companies and offers a helpful framework to re-evaluate your retention strategy and increase your CLV (Customer Lifetime Value) between 10 and 60%. This episode is an excerpt of Patrick’s session from SaaStr University: Spring Semester conference. Watch the full video here: https://youtu.be/-hybaFIV964 Transcript: https://www.saastr.com/saastr-podcast-429-with-profitwell-founder-ceo-patrick-campbell-the-current-state-of-saas-companies-subscriptions-and-retention-in-2021/   If your startup doesn't have a SOC 2, you can't close major customers, it's that simple. Vanta integrates with the tools you already use, from cloud providers to task trackers, to automate the complex, time-consuming and expensive process of preparing for a SOC 2 audit, so you can focus less on compliance and more on growing your business. Learn more and unlock a $1,000 off coupon at Vanta at vanta.com/saastr.  

In today's SaaStr insider episode, SaaStr SVP and GM, Amelia Ibarra sits down with Naomi Rozenfeld, VP of Revenue @ Wix Answers. Together they discuss how to execute a winning self-service strategy, including when to launch, cross-functional implications, and how to find the right balance between self-service and customer support. Video + blog post: https://www.saastr.com/how-to-execute-a-winning-self-service-strategy-with-wix-answers/

Internships have sparked millions of successful careers, and they can be a valuable talent pool from which companies can eventually hire full-time employees. But it’s critical to build your internship program the right way. Farhan Thawar, the VP of Engineering at Shopify, has dedicated years to perfecting his internship program and shares his insider tips for launching a successful initiative of your own.   Video + blog post: https://www.saastr.com/how-to-build-a-great-intern-program-from-scratch-with-shopify/

In today's SaaStr insider episode, Harry Stebbings sits down with Ryan Bonnici, Chief Marketing Officer at Whereby to chat about how to market at scale. Together, they cover how to hire marketers at scale and how to use marketing to set your brand above the rest. Video and blog post: https://www.saastr.com/how-to-market-at-mass-scale-with-whereby/

Atlassian has always done things a bit differently.  With a relatively small sales team and a huge investment in R&D since inception, Atlassian is proof that you can build a decacorn from anywhere. Listen in to the 5 Interesting learnings we can take away from Atlassian at $2B in ARR. Video and blog post: https://www.saastr.com/5-interesting-learnings-from-atlassian-at-2b-in-arr/

Each year, Point 9 Capital surveys founders and investors to explore what it takes to raise capital for SaaS companies. In this episode, Christoph Janz, a Founding Partner at Point 9 Capital, gives his data-backed insight into what investors are looking for in the year ahead.  Video and blog post: https://www.saastr.com/what-it-takes-to-really-raise-capital-in-2021/

When you’re ready to take your enterprise marketing to the next level, you may run into some common pitfalls that hinder optimal performance. In this episode, Menaka Shroff, the Director of Global Marketing at Google, shares her observations of the misunderstandings she has seen during her career and how to avoid them. Video and blog post: https://www.saastr.com/7-common-enterprise-marketing-mistakes/

After a newly minted $1.1B valuation, Kyle Porter, CEO of SalesLoft, sits down with SaaStr CEO and Founder, Jason Lemkin to talk about the twists and turns along the way to building SalesLoft into the Unicorn it is today. From completely pivoting the product early on, to becoming an essential software tool for inside sales reps -- learn how SalesLoft landed some of the Cloud giants like Shopify, Google, and Slack as its customers, and what it takes to build a Unicorn company in today's changing market.  Video and blog post: https://www.saastr.com/salesloft-unicorn-valuation-story/

One of the easiest ways to consistently grow revenue is to make your customers happier. They buy more and churn less when you do. Here are 11 actionable steps and tips that always work in SaaS companies to drive NPS and happiness up from SaaStr CEO & Founder Jason Lemkin.  Video and blog post: https://www.saastr.com/how-do-you-build-strong-relationships-with-customers/

Product-led growth is a disruptive go-to-market strategy adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio, and Shopify. Drawing on his personal experience building innovative SaaS products, Mickey Alon, the creator of Gainsight PX, and Ciara Peter, VP Product at Gainsight, will cover the principles of Product-led growth strategy, how to build a product growth team, and how product teams can apply this strategy as part of their 2021 roadmap.   Video and blog post: https://www.saastr.com/mastering-the-art-and-science-of-product-led-growth-with-gainsight/

At his core, Jeff Lawson is a software developer first, and a CEO second. He knows both sides of the executive & engineering equation intimately. He gets what goes on in a developer's brain and the detailed process of building software, but he understands that businesses are motivated to move quickly. And in turn, developers need to adapt. An all-time SaaStr fan-favorite, Jeff recently chatted with SaaStr CEO Jason Lemkin to discuss his thoughts on collaborating, managing, and working with developers. Video and blog post: https://www.saastr.com/how-to-collaborate-manage-and-work-with-developers-featuring-jeff-lawson-twilio/

Reducing churn in SaaS, along with increasing new ARR is the backbone to growing your business. In this guide, Andrea Webb, the SVP of Customer Success & Retention at Solarwinds, and Tim Willey, the SVP of Commercial Strategy & Operations at ForgeRock, share their tips for understanding and combating churn.    Video and blog post: https://www.saastr.com/10-rules-for-defining-churn-with-forgerock-and-solarwinds/

In this episode, Sahir Azam, Chief Product Officer at MongoDB, and Javier Molina, SVP at MongoDB, share their journey to increasing company revenue through their cohesive sales and product relationship. When sales and product work together, amazing things happen.   Video and blog post: https://www.saastr.com/how-sales-and-product-really-should-work-together-with-javier-molina-vp-corporate-sales-americas-mongodb-and-sahir-azam-chief-product-officer-mongodb/

As your company grows, so does the focus on enterprise deals. Learn from Zendesk senior management about how to balance your needs and organization’s focus on enterprise wins to reach $1B in revenue without ever forgetting the importance of catering to your original customer base and extending those learnings into new market segments.   Video and blog post: https://www.saastr.com/the-secret-sauce-to-scaling-to-1b-with-zendesk/

Customer churn is the bane of online businesses, and data can help you understand the causes of churn and take action to reduce it. In this podcast, you'll discover powerful customer metrics that help your entire organization.  Video and blog post: https://www.saastr.com/fighting-churn-with-data-in-saas/ Sponsors: GuideCX is a client onboarding and project management platform that helps you invite, guide, and engage internal and customer teams in a transparent way that delivers value faster. (Pause) You can start a free fourteen-day GuideCX trial today or take a virtual tour at GuideCX.com. SaaSMQL helps high-ticket SaaS startups generate opportunities and recurring revenue from target accounts. Their Account-Based Marketing approach has proven to be effective at engaging decision-makers from Fortune one thousand companies. SaaSMQL’s clients include Intellimize, Side, Travelbank, Alphonso, Alloy.ai, and many more. Book your intro call at SaaSMQL.com/SaaStr.

To help revenue and sales leaders navigate and identify ways to leverage cloud marketplaces, join Sapphire Ventures, Snowflake, Sumo Logic, and Crowdstrike to understand: How to successfully sell enterprise software through the major cloud marketplaces, what investments and alignment you need at your company need to be successful transacting on cloud marketplaces, and how to cultivate and enable a successful co-sell relationship with cloud marketplaces.   Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike Jabari Norton, VP WW Partner and Alliances, Sumo Logic Rico Mallozzi, Sr. Director of GTM Ops, Sapphire Ventures   This episode is an excerpt from a session at SaaStr Scale. You can view the full video here: https://youtu.be/k4KEth7sNzw Transcript: https://www.saastr.com/saastr-podcast-414-how-to-leverage-the-cloud-giants-to-scale-to-100-million-arr-and-beyond/ Visit Dell.com/SaaStr for exclusive savings on Dell products and more information about the Dell for entrepreneurs program. Everything from Dell financial services to Dell rewards, Dell for Entrepreneurs wants to help your business run smarter through technology. Bandwidth makes it easy to add enterprise-grade voice calling, text messaging, and emergency calling to your platform all backed by the power of a fully owned and operated tier-one carrier network that gives you direct to carrier pricing with better quality, control, and insights that other API providers can't. See why the biggest brands in the world rely on bandwidth and sign up for a free trial at bandwidth.com/SaaStr.

Join four-time Founder and CEO Auren Hoffman as he breaks down how businesses can become the right model for explosive growth, emulate their strategy, and join the path to Unicorn potential in eight simple, hand-made steps. This episode is an excerpt of Auren’s session at SaaStr Scale. You can view the full video here: https://youtu.be/d6tnt2a12ZY Transcript: https://www.saastr.com/saastr-podcast-413-with-safegraph-ceo-auren-hoffman-how-to-build-a-unicorn-in-8-simple-steps/ If you don't have a SOC 2 report, you aren't going to be able to sell to major customers. Secureframe helps startups get and maintain SOC 2 compliance in as little as two weeks. Join companies like Stream, Hasura, Benepass, and unlock more sales with Secureframe. SaaStr listeners get 10% off at secureframe.com/SaaStr.

2020 has been a wild ride, but Sales teams are still expected to deliver. Hear from 3 companies on how they delivered in a year riddled with challenges, and what those battle scars have taught them as they plan to turbocharge their sales in 2021. Walk away from this episode with the tactics and tips you and your Sales team need for the upcoming year. Pablo Dominguez, Operating Partner, Insight Partners Ellen Kindley, Chief Transformation Officer, Keyfactor Brooke Treseder, SVP, Revenue Operations, Checkout.com Gordana Vuckovic, EVP Global Sales & Partnerships, Contentstack   Video and blog post: https://www.saastr.com/the-secrets-to-turbo-charging-sales-in-2021/

Tamar Yehoshua is the Chief Product Officer @ Slack, the company providing a place where people get work done, together. Prior to their direct listing in June 2019, Slack raised over $1.3Bn from the likes of Accel, Thrive, Softbank, Kleiner, IVP, T Rowe, GV, and a16z to name a few. As for Tamar, previously, Tamar was a Vice President at Google, holding product and engineering leadership roles on Google’s most important products, including Search, Identity, and Privacy. Prior to that, she was the Vice President of Advertising Technologies at Amazon’s A9. If that was not enough Tamar is also on the board of 2 public companies in the form of Yext and ServiceNow.  In Today’s Episode We Discuss: How Tamar made her way from Google and Amazon into the world of bottoms up SaaS with one of the leading companies of our generation, Slack? What were Tamar’s biggest takeaways from her time with Amazon and Google? How did Jeff Bezos’ approach to “the customer” impact Tamar’s operating mindset? How does Tamar analyse customer responses to product changes? How important a role does the press play in customer’s responses?  How does Tamar think about effective product design today? How does Tamar structure the customer development process? What questions does she ask? What is she looking for? Where do many people go wrong with customer discovery? What channels can teams put in place to have this real-time dialogue with their customers?         How would Tamar describe her management philosophy today? What have been some of Tamar’s biggest lessons on giving effective feedback? How should it be structured? When should it be given? To what extent does Tamar agree with “radical candour”? Where do many go wrong in giving their feedback? Tamar’s 60 Second SaaStr: The most challenging element of Tamar’s role with Slack? What would Tamar most like to change about the SaaS industry? What moment in Tamar’s life has served as an inflection point and changed the way she thinks?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-411-with-slack-chief-product-officer-tamar-yehoshua/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Todd McKinnon, CEO and co-founder of Okta. Together they discuss what it takes to build, maintain and grow a high-performance organization. Video and blog post: https://www.saastr.com/10-learnings-from-talking-with-todd-mckinnon-ceo-of-okta/

As one of the early champions of "low-code”, Howie Liu shares the lessons he's learned building and scaling a company in an entirely new category. He'll discuss how Airtable focuses on solving customers' increasingly complex needs, all with products that are easily adoptable. Video and blog post: https://www.saastr.com/lessons-in-scaling-a-low-code-platform-with-airtable/

SaaStr CEO and Founder Jason Lemkin catches up with Therese Tucker, Founder, and CEO at BlackLine about her SaaS journey, going long and surviving black swan events. Video and blog post: https://www.saastr.com/going-long-the-20-year-journey-of-being-a-ceo-founder-with-blackline/

Trends are fleeting and hard to pin down. Or are they? Learn how you can leverage the science of trends and better understand market behavior.  This episode is an excerpt of Allen’s session at SaaStr @ Home 2020. You can view the full video here: https://youtu.be/v1c08Ztdrss Podcast transcript: https://www.saastr.com/saastr-podcast-407-with-the-creative-curve-author-allen-gannett-the-secrets-of-market-timing-and-how-to-develop-the-right-idea-at-the-right-time/ Visit dell.com/saastr for exclusive savings on Dell products and more information about the Dell for entrepreneurs program. Everything from Dell financial services to Dell rewards, Dell for Entrepreneurs wants to help your business run smarter through technology. Bandwidth makes it easy to add enterprise-grade voice calling, text messaging and emergency calling to your platform, all backed by the power of a fully owned and operated, tier-one carrier network that gives you direct to carrier pricing with better quality, control, and insights that other API providers can't. See why the biggest brands in the world rely on Bandwidth and sign up for a free trial at bandwidth.com/saastr.  

Kate Taylor is Head of Customer Experience at Notion, one of the fastest-growing startups of the last 5 years with over $68M in funding from some of the best in the business including Index, Daniel Gross, Elad Gil, Lachy Groom, Josh Kopelman and Aydin Senkut to name a few. As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. Before Notion, Kate spent 2 years at Salesforce in the corporate sales and enterprise business units.   In Today’s Episode We Discuss: How Kate made her way into the world of SaaS with Salesforce, how that led to her 8 year tenure at Dropbox before joining the breakout, Notion? Why does Kate not believe that in startups you can “do it all”? How to discover the problems people care about? How to think through prioritisation of problems at the early stage? Where do many people make mistakes here? How does Kate approach delegation at scale? When is the right time to start? How can founders let go and entrust others to do the role they have been doing? How can leaders build trust with the people they work with? How can leaders empower employees with act with conviction and invest in them?         What is the role of sales in a product-led growth organisation? How can sales and product work effectively well together? Where do many mistakes happen in sales and product? How can product and marketing also collaborate productively? What can one do to shorten the feedback cycles as much as possible? Kate’s 60 Second SaaStr: Most challenging element of Kate’s role with Notion? What would Kate like to change about the world of SaaS? What does Kate know now that she wishes she had known from the beginning?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-406-with-notion-head-of-customer-experience-kate-taylor/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Bernadette Nixon CEO at Algolia and together they share 6 learnings on scaling to $100M ARR and what it really takes selling to customers small, medium and large. Video and blog post: https://www.saastr.com/6-learnings-from-algolia-on-the-way-to-100000000-arr/

The benefits of managing upwards and downwards are frequent management topics. However, managing sideways and inward are also important skills for a successful leader. Learn new ways to build strong teams by managing in all directions from Arquay Harris at Slack. This episode is an excerpt of Arquay’s session at SaaStr @ Home 2020. You can view the full video here: https://youtu.be/q40RWMgZgIo Podcast transcript: https://www.saastr.com/saastr-podcast-404-with-slack-sr-director-engineering-arquay-harris-the-secrets-to-managing-in-all-directions/ Visit dell.com/saastr for exclusive savings on Dell products and more information about the Dell for Entrepreneurs program. Everything from Dell financial services to Dell rewards, Dell for Entrepreneurs wants to help your business run smarter through technology. Bandwidth makes it easy to add enterprise-grade voice calling, text messaging and emergency calling to your platform, all backed by the power of a fully owned and operated Tier 1 carrier network that gives you direct-to-carrier pricing with better quality, control, and insights that other API providers can't. See why the biggest brands in the world rely on Bandwidth and sign up for a free trial at bandwidth.com/saastr.  

Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. To date, they have raised over $73M from some of the best in the business including Sequoia, Kleiner Perkins, General Catalyst and Point Nine to name a few. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader. Before Quip, Sam spent an incredible 3 years at Dropbox where he was the first enterprise sales rep in the entire company.   In Today’s Episode We Discuss: How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom? What was Sam’s biggest lesson from scaling the sales team at Dropbox? How did his 4 years at Salesforce change his operating mentality? Thinking of Dropbox, how does Sam justify the role of sales in a world of product-led growth? How do product and sales work together most efficiently? What can one do to structure that relationship?        Does Sam agree that the founder is the one who has to create the sales playbook? When is the right time to hire the first sales rep? Should you hire 2 at a time? What does one look for in their first sales hire? What measurements should be used to determine their success? How does this change when selling to SMBs vs enterprise?       How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? How should the success of marketing be measured? Does it have to be tied to a number related to revenue? Sam’s 60 Second SaaStr: Biggest challenge of Sam’s role with Loom today? What would Sam most like to change in the world of SaaS? What is Sam’s biggest weakness as a sales leader?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-403-with-loom-vp-of-sales-sam-taylor/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Marten Mickos, CEO of HackerOne, explains their innovative approach of packaging customer value derived from a variety of activities into an annually recurring subscription offering that delivers outstanding value to customers while simplifying the buying process and the customer journey.  This episode is an excerpt of Mårten’s session at SaaStr @ Home 2020. You can view the full video here: https://youtu.be/GAw4vKbMevk Full transcript: https://www.saastr.com/saastr-podcast-402-with-hackerone-ceo-marten-mickos-customers-want-value-simplicity-the-must-haves-to-deliver/ Want to see why Adobe, Salesforce, and Marketo use Outgrow? Try building quizzes, ROI calculators, and assessments on Outgrow. Find out how you can build these tools with Outgrow's powerful builder, learn more at outgrow.co/saas. If you don't have a SOC 2 report, you aren't going to be able to sell to major customers. Secureframe helps startups get and maintain software compliance in as little as two weeks. Join companies like Stream, Hasura, Benepass, and unlock more sales with Secureframe. SaaStr listeners get 10% off at secureframe.com/saastr.    

In this session, you will learn how to make the Freemium model work while also incorporating the traditional sales-driven strategy. Olof Mathe will share how the two strategies can blend together and specific lessons he has learned from his experience. Full video: https://youtu.be/9dIaJpuBCU4 Transcript: https://www.saastr.com/saastr-podcast-401-with-mixmax-ceo-olof-mathe-the-secrets-to-doing-freemium-and-sales-driven-sales-at-the-same-time/   Bandwidth makes it easy to add enterprise-grade voice calling, text messaging, and emergency calling to your platform, all backed by the power of a fully owned and operated tier-one carrier network that gives you direct-to-carrier pricing with better quality control and insights that other API providers can't. See why the biggest brands in the world rely on Bandwidth, and sign up for a free trial at bandwidth.com/SaaStr. Dell for Entrepreneurs is here to help your business scale faster through technology. Reach out to startups@dell.com for a free IT consultation. From laptops, desktops to servers and cloud, Dell Technologies is there for you.  

In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Ben Hindman, Co-Founder & CEO at Splash to talk about the future of digital events. This interview was part of Splash’s Boom, a video series about the innovation explosion in events and the tech stack. Podcast transcript: https://www.saastr.com/saastr-podcast-400-with-splash-ceo-ben-hindman-and-saastr-ceo-jason-lemkin-the-future-of-digital-events/

Building the world's largest and most trusted software developer and technologist community and going from 0 to 120 million users happened rapidly for Stack Overflow. Hear four steps from its CEO, Prashanth Chandrasekar, on how your product-led startup can grow its community and its revenue. Video and blog post: https://www.saastr.com/four-steps-to-scaling-to-250m-from-stack-overflow/

Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. To date, Salsify has raised over $250M in funding from the likes of Venrock, Underscore, Warburg Pincus, Matrix Partners & Greenspring to name a few. As for Rob, prior to founding Salsify, he was the first-ever product manager at Cambridge Semantics and before that was a Senior Product Manager @ Endeca helping grow the company to it’s $Bn exit.   In Today’s Episode We Discuss: How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago? How does Rob think about the bundled vs unbundled thesis within SaaS? When is it right for SaaS companies to turn down potential customers? How can they do that the right way? What is the right way to think about customer segmentation? How should startups decide which customer segment to focus on?       How should startups think about implementing partnerships? When is the right time? What is the right way to onboard them? How can they be trained in implementation efficiently? What does great change management look like to Rob? What does Rob believe are the biggest misconceptions around change management?        How does Rob think through pricing today in a way that encourages land and expand? What can you do to make the land as frictionless as possible? What does it take to expand effectively? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? Rob’s 60 Second SaaStr: Most challenging element of Rob’s role with Salsify? What would Rob most like to change in the world of SaaS today? What does Rob know now that he wishes he had known at the beginning?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-398-with-salsify-co-founder-cmo-rob-gonzalez/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Rob Gonzalez

In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Michael Pryor, the Co-Founder of Trello to talk about going upmarket, and how things have changed in the last decade as Trello crosses 50M+ users.  Video and blog post: https://www.saastr.com/going-upmarket-and-how-things-have-changed-in-a-decade-at-trello-with-founder-michael-pryor/

As digital business and collaboration models have been permanently accelerated by the events of 2020, our panel of SaaS experts discuss who's buying in the Enterprise, and how to drive conversions across multiple business functions. Video and blog post: https://www.saastr.com/buying-patterns-in-the-enterprise/

Andy MacMillan is the CEO @ UserTesting, the company that provides real-time feedback, from real customers, wherever you work. To date, they have raised over $200M in funding from the likes of Accel, Greenspring, Openview and Insight to name a few. As for Andy, prior to UserTesting, he was the Chairman and CEO @ Act On Software and before that held several positions at Salesforce, including COO - Products Group. Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management.   In Today’s Episode We Discuss: How did Andy make his way into the world of SaaS? How did he come to be CEO at the market leader, UserTesting? Why does Andy think the seat-based pricing model in SaaS will die? What are the downsides of it? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? How does Andy think about discounting? How does Andy view the importance of offering trials?        What does it take to scale a sales team successfully? How can one determine a closer in the interview process? Should one hire sales reps 2x2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? How does Andy think about payback period?       How does Andy structure the pipeline meetings? Who is invited? How are the meetings structured? How does Andy advise on the right segmentation of pipe? How does Andy evaluate the closability of the pipe? Where do many people go wrong in pipeline meetings? What have been his biggest lessons on running them successfully? Andy’s 60 Second SaaStr: The hardest element of Andy’s role with UserTesting? What Andy would most like to change about the world of SaaS? The hardest role to hire for today and why?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-395-with-usertesting-ceo-andy-macmillan/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Andy MacMillan

Where is Venture Capital today? And how do you hack it? SaaStr CEO and Founder, Jason Lemkin, sits down with Sunil Dhaliwal, General Partner at Amplify Partners to discuss. Full video: https://youtu.be/8w6K7slhLX4 Podcast transcript: https://www.saastr.com/saastr-podcast-394-with-sunil-dhaliwal-and-jason-lemkin/

The journey for a company to move upmarket can be daunting and varies widely depending on the internal and external factors that inspire a shift in go-to-market strategy. Join these incredible sales leaders are they share their experiences in the evolution from SMB to Enterprise. Kelly Del Curto, Senior Director of Sales at Lever Tammy Aguillon, Area Vice President, Commercial Sales at DocuSign Kate Jensen, Head of Platform Sales at Stripe Lauren Schwartz, Vice President of Enterprise Sales at Fivetran Video and blog post: https://www.saastr.com/how-to-sell-upmarket-in-saas/

In today's SaaStr insider episode SaaStr CEO Jason Lemkin shares 10 Simple Steps To Help Any Sales Exec Close More. Video and blog post: https://www.saastr.com/10-simple-tips-to-help-any-account-executive-close-more/

Learn how Flodesk bootstrapped to $5M in ARR by focusing on customer-driven growth: from kickstarting growth by empowering new customers to share, to creating product viral loops that amplify and optimize these customer-led funnels. Video and blog post: https://www.saastr.com/how-to-bootstrap-to-5m-arr-in-less-than-a-year/

Randy Rayess is the Co-Founder @ Outgrow, a growth marketing platform that enables marketers to build interactive content/tools to increase customer engagement and boost demand generation. Prior to founding Outgrow, Randy co-founded VenturePact, an invite-only marketplace that connects companies with trusted software development firms. Before VenturePact Randy held roles at Ampush and then on the investor side at SilverLake. If that was not enough, Randy is also an investor having invested in the likes of SmartyPal, Nooch, Alie and AirCare Labs to name a few.   In Today’s Episode We Discuss: How Randy made his way from the world of PE with SilverLake to changing the game of digital marketing with Outgrow? What does interactive content mean? What are the most common forms? When should one start to use interactive content What resources and team does one need to engage with an interactive content strategy? Where do many people make mistakes with using interactive content?      How should one think about idea generation for interactive content? How does one know what interactive content works best? How should we test it’s effectiveness? How should interactive content be promoted? Where should it be placed? How many text inputs is it optimal to request for?      How does it convert more leads? How does Randy think about using interactive content to maximise sales rep efficiency? How should customer success engage with interactive content? What can be done to make the sales and customer success teamwork so well together?     Randy’s 60 Second SaaStr: The hardest element of Randy’s role with Outgrow today? Hardest role to hire for today? Why? What would Randy most like to change about the world of SaaS?   Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-390-with-outgrow-co-founder-randy-rayess/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Randy Rayess  

Mikael Cho, CEO of Unsplash shares his lessons learned from starting Unsplash as a side project and growing it to a market leader, and disrupting an industry of giants like Shutterstock, Getty, and Adobe Stock with a free business model. Full video: https://youtu.be/t3nmvxlybJM Podcast transcript: https://www.saastr.com/saastr-podcast-389-with-unsplash-ceo-mikael-cho-and-morning-brew-business-editor-kinsey-grant-how-to-really-disrupt-the-big-guys-with-free/

Ryan Carlson is the CMO @ Okta, the leading independent provider of identity for the enterprise. Prior to their incredibly successful IPO in April of 2017, they raised funding from some of the best in the business including Sequoia, a16z, Greylock, Khosla and Floodgate to name a few. As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. Before Okta, Ryan was the Co-Founder and CEO @ Sproost, a bootstrapped online expert recommendation system.    In Today’s Episode We Discuss: How Ryan made his way into the world of enterprise SaaS? Why was joining Okta the most challenging interview process he has experienced? How did it impact how he assesses candidates today? How does Ryan distinguish between the company story vs the product story? When do they align and when do they separate? How should your strategy change as they move apart? How does the structure of your marketing team need to change with the evolution?      What should the first marketing hire look like? What experience should they have? Why does Ryan believe you should hire two in marketing to start? How do you want them to work together? How does Ryan ensure cross-function working seamlessly from the very beginning with marketing?      How does Ryan think about measuring success when it comes to product marketing? How does Ryan think about marketing attribution today? How should we think through SAL vs closed revenue as indicator of marketing success? Where does Ryan believe many go wrong with regards to marketing funnels?     Ryan’s 60 Second SaaStr: What does Ryan know now that he wishes he had known at the beginning? What makes Frederic Kerrest the special leader he is? What is the most challenging element of Ryan’s role with Okta?   Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-388-with-okta-cmo-ryan-carlson/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ryan Carlson

In this CEO to CEO catch up, Nick Mehta and Jason Lemkin discuss how to do product extensions, how to sell a second product, and where product development overall is heading.  Video and blog post: https://www.saastr.com/saas-customers-have-never-been-happier-a-discussion-with-nick-mehta-ceo-of-gainsight/

How do you compete in a tough marketplace with thousands of other competitors? Join Adam Blitzer as he shares insights from launching a company in an already crowded marketing automation space and zig-zagged the way to market leadership. Video and blog post: https://www.saastr.com/how-to-win-with-1000-players-in-your-market/

Paul Rosania is the Founder & CEO @ Balsa, the company that recognises that builders move the world forward and so they are building the best second screen for builders, integrating tools you already use like Jira, GitHub, and Figma. Coming out of stealth today with their seed round being led by Andrew Chen @ a16z and joined by former CPO @ Slack, April Underwood, Chapter One’s Jeff Morris Jr and then of course, 20VC Fund. Prior to founding Balsa, Paul was Senior Director of Product @ Slack and before Slack was a Group Product Manager @ Twitter where he was responsible for the home timeline, including timeline ranking.  In Today’s Episode We Discuss: How Paul made his way into the world of startups with Twitter and Slack and how that led to his founding SaaS company, Balsa? Paul was central in the decision-making around changing the Twitter timeline from chronological to ranked, how did he think about that decision? How does Paul approach such large product decisions today? What were his biggest operating takeaways from seeing the internal mechanics of Twitter & Slack?      What does really effective product marketing mean to Paul? How does Paul think about driving really effective change management? When engaging with bottoms up sales models, where does Paul identify the tipping points of going from bottoms up to top down?      Why does Paul believe that the builders are the new pro athletes? How will the structure of orgs change around them? How will the support they receive change? How will their training change? How will their comp change? How does on do this and not discourage other functions in the org?     Paul’s 60 Second SaaStr: What does Paul believe is the hardest role to hire for today? What would Paul most like to change about the world of SaaS today? What do the next 5 years hold for Paul and for Balsa?   Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-385-with-balsa-founder-ceo-paul-rosania/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Paul Rosania  

We caught up with one of the SaaStr community’s favorite speakers, Dharmesh Shah CTO and co-founder of Hubspot on lessons learnings launching a second product.  Hubspot recently expanded its Sales products and the learnings were top of mind. Video and blog post: https://www.saastr.com/how-when-and-why-to-launch-a-second-product-a-deep-dive-with-dharmesh-shah-cto-hubspot/

Nick Caldwell has built and grown product and engineering organizations at PowerBI (0 to 300 engineers), Reddit (500M MAU) and Looker ($2.7B sale to Google). Nick will share 5 big lessons he's learned along the way that you can use as you build your company's product and engineering functions from its earliest days to its largest successes. Video and blog post: https://www.saastr.com/growing-product-and-engineering-orgs-from-zero-to-ipo-with-twitter-and-redpoint-ventures/

In today's SaaStr Insider, SaaStr SVP & GM, Amelia Ibarra, sits down with Alon Alroy, Co-Founder & CMO at Bizzabo on What's Next For the Future of B2B Events.  Video and blog post: https://www.saastr.com/whats-next-for-b2b-saas-events-2021/

There are a lot of problems with calculating churn rates. Moreover, public companies don't generally release churn rates. Learn what they are and how to calculate them correctly. Video and blog post: https://www.saastr.com/churn-is-dead/

Ryan Sandler is the Co-Founder and CEO @ Truework, the company that gives employees control over employment, income and other identity data. To date, Ryan has raised over $44M with Truework from the likes of Sequoia, Khosla, Menlo and from the founders of companies such as Plaid, Seatgeek, Mino Games and Checkr. Prior to founding Truework, Ryan spent 3 years as a Senior Product Manager @ LinkedIn.  In Today’s Episode We Discuss: How Ryan made his way from LinkedIn Product Manager to founding Sequoia backed Truework and changing the world of identity data? Why does Ryan believe it is such an advantage to sell into mid-market? Where do most people go wrong here? How can startups show credibility to mid-market when they are so small? How can founders use case studies and references to build social credibility early on?      What have Ryan’s lessons been when it comes to pricing? How does Ryan think about and approach discounting? How does Ryan feel about pilot plans? What elements can founders negotiate on to get the best pricing?     Why does Ryan believe SEO is the best-kept secret in SaaS? How has Ryan structured his content and marketing team as a result? How can one automate as much of the content creation process as possible? How long should one expect in terms of lead times to see returns on the SEO strategy?     Ryan’s 60 Second SaaStr: Hardest element of Ryan’s role with Truework? What would Ryan most like to change about the world of SaaS? What does Ryan know now that he wishes he had known at the beginning?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-380-with-truework-co-founder-and-ceo-ryan-sandler/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ryan Sandler

From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them.  Full video: https://youtu.be/SrHKclELBEg Podcast transcript: https://www.saastr.com/saastr-podcast-379-with-saastr-ceo-and-founder-jason-lemkin-the-top-10-mistakes-founders-make-when-hiring-their-first-sales-team/   Sponsor message: Are you looking to better educate your audience on the value you deliver? Build products or service recommendation tools, create assessments to identify areas they can improve, and build savings calculators? Find out how you can build these same tools for your business at outgrow.co/saas.

Investment can create more problems than it solves and founders may trick themselves into thinking they have product-market fit when they don't. Michael Seibel, CEO @ Y Combinator explores the top risks founders should be aware of after funding and his best tips to avoid them. Video and blog post: https://www.saastr.com/5-things-that-kill-startups-with-y-combinator/

Dave McJannet is the CEO @ Hashicorp, one of the fastest-growing enterprise companies of our time providing consistent workflows to provision, secure, connect and run any infrastructure for any application. To date, the company has raised $349M in funding from some of the best in the business including Bessemer, Redpoint, True Ventures, IVP, Mayfield, TCV and GGV to name a few. As for David, prior to Hashicorp, he held some incredible roles including VP Marketing at Github and Hortonworks, Senior Director of Product Marketing @ VMWare and then also spent over 5 years at Microsoft.  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-377-with-hashicorp-ceo-dave-mcjannet/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

In part two, 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. He reflects on where he went wrong, what he would do differently, and how to avoid making the same mistakes he did. This episode is an excerpt from Jason and Henry’s session at SaaStr Annual @ Home. Full video: https://youtu.be/WKODWISCL7A Transcript of this podcast: https://www.saastr.com/saastr-podcast-376-with-zoominfo-ceo-henry-schuck-10-mistakes-the-ceo-of-zoominfo-made-on-his-journey-to-ipo-part-2/ Part 1 of this interview can be found in episode 374.

GitHub’s COO, Erica Brescia, shares her experiences and lessons learned from her former life on the front lines of being a co-founder of her own company, and how those lessons apply to her current position overseeing operations for GitHub.  Video and blog post: https://www.saastr.com/5-leadership-lessons-everyone-needs-right-now-from-github-coo-erica-brescia/

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. He reflects on where he went wrong, what he would do differently, and how to avoid making the same mistakes he did. This episode is an excerpt from Jason and Henry’s session at SaaStr Annual @ Home.  Full video: https://youtu.be/WKODWISCL7A Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-byron-deeter-elliott-robinson-henry-schuck-and-jason-lemkin/

Bessemer's 5th Annual State of the Cloud Report returns for a definitive look at the cloud industry today. Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future. This episode is an excerpt from a session at SaaStr Annual @ Home.  Full video: https://youtu.be/WrGhD0qaIow Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-byron-deeter-elliott-robinson-henry-schuck-and-jason-lemkin/

Latane Conant is the Chief Marketing Officer at 6Sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritise efforts and then engage the right way. To date, the company has raised $120M in financing from Battery Ventures, Insight, Venrock, Costanoa, Bain Capital and Salesforce Ventures to name a few. As for Latane, before 6Sense she was CMO and sales leader at Appirio where she drove 5X more effective field marketing programs and an increase in inbound leads by 300%. If that was not enough, Latane is also on the Advisory Boards of both Mediafly and Atrium.   In Today’s Episode We Discuss: How did Latane make her way into the world of SaaS and come to be the rockstar CMO and ABM thought leader she is today with 6Sense? What does the preparation process look like pre-sales kick off week? What is involved? Who is involved? What needs to be ready? How does Latane feel about putting comp plans as part of the week?      How important is a theme to having an engaging week of content? What can teams do to bring their themes to life? How does Latane advise others when it comes to keeping the content fresh and exciting?   What is the right way to end the week? What are the right follow up steps to take? Where do many people go wrong here?     Latane’s 60 Second SaaStr: Hardest element of Latane’s role today with 6Sense? What would Latane most like to change about the world of SaaS? What does Latane believe that most around her disbelieve?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-372-with-6sense-cmo-latane-conant/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Latane Conant

It’s no secret that businesses today are struggling with an unpredictable economy. In this session, Mailchimp Co-founder and CEO Ben Chestnut will share the story of Mailchimp’s founding amidst—and despite—the dot-com bubble burst, and how the company navigated a number of inflection points in the first 10 years of its founding.  This episode is an excerpt from Jason and Ben’s session at SaaStr Annual @ Home. Full video: https://youtu.be/LfLZzakn2r0 Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-jennifer-tejada-ben-chestnut-and-jason-lemkin/

As organizations race to achieve relevance and a competitive edge in the digital era, automation is fueling the fight. Join PagerDuty’s CEO, Jennifer Tejada, as she discusses the need for agility and innovation and how automation is aiding adaptability and allowing enterprises to surge ahead. This episode is an excerpt from a session at SaaStr Summit: Enterprise.  Full video: https://youtu.be/7mHQotsErWc Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-jennifer-tejada-ben-chestnut-and-jason-lemkin/

In today’s SaaStr Insider episode, SaaStr CEO and Founder Jason Lemkin and the Co-founder and CEO of HireSweet, Robin Choy, share their experiences building and scaling their companies. Today's SaaStr insider originally aired on A-Players, a new podcast that teaches you how to hire, retain, and train top performers for your team! You can listen to A-Players on Anchor.fm, Spotify, or wherever you listen to podcasts. Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-scott-belsky-robin-choy-and-jason-lemkin/  

Success in the Enterprise means ensuring consumerization is a part of your strategy. Scott Belsky, CPO, EVP of Creative Cloud at Adobe will explore key tactics to focus on the user experience. This episode is an excerpt from a session at SaaStr Summit: Enterprise. Full video: https://youtu.be/FPMKXanghWM Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-scott-belsky-robin-choy-and-jason-lemkin/

Hilary Headlee is Head of Global Sales Operations and Enablement @ Zoom. Prior to joining Zoom, Hilary was VP of Global Sales Operations and Productivity @ MindBody and before that enjoyed similar roles with Alteryx, Invoca and Lynda.com. At Lynda.com, Hilary grew the support teams from 6 to 60 people and supported more than 60 net new reps in just 3 years. If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market.   In Today’s Episode We Discuss: How did Hilary make her way into the world of SaaS and come to be the sales leader she is today with the global communications leader, Zoom? When thinking about sales ops vs revenue ops, what are the 4 key points to consider for founders? How does lead management and onboarding alter the question of sales ops vs revenue ops? Where does Hilary see operational debt the most? How does she advise founders on removing it?     Given the broad scope of sales ops and engagement, is it not just rebalancing culture, comms and change? As a business scales does there not come a time where it unbundles and scales out of sales vs revenue ops? How do the roles change with time and scale? Where do the breakpoints occur?  Why does Hilary believe documentation is so important today? What is the toolset Hilary uses for documentation? How does Hilary train her team around the right strategy to document their processes? Where do many go wrong here? Where can you pick up small wins?    Hilary’s 60 Second SaaStr: What is the hardest element of Hilary’s role today with Zoom? What would Hilary most like to change in the world of SaaS today?  What does Hilary believe that most around him disbelieve?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-367-with-zoom-head-of-global-sales-operations-and-enablement-hilary-headlee/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

The buzz that accompanies digital transformation trends is infinite. Cut through the noise with Aaron Levie, CEO of Box and Jason Lemkin, CEO & Co-founder of SaaStr as they share insights on what will make a lasting impact and what may fail to materialize in the future of work. This episode is an excerpt from Jason and Aaron’s session at SaaStr Summit: Enterprise. Full video: https://youtu.be/vBQR7G6YHFQ Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-justin-bedecarre-jen-nguyen-jason-lemkin-and-aaron-levie/

Centralized HQs with all the perks and amenities “under one roof” have traditionally been used as recruiting tools to attract and retain top talent. In this episode, Justin and Jen discuss what the Office of the Future will be like.  This episode is an excerpt from a session at SaaStr Summit: Enterprise.  Full video: https://youtu.be/dT04zc22ZH4 Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-justin-bedecarre-jen-nguyen-jason-lemkin-and-aaron-levie/

Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.   In Today’s Episode We Discuss: How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma? Kyle was in charge of creating the Austin, Texas sales team @ Dropbox, what were some of his biggest lessons when it comes to moving sales outside of HQ? What worked? What did not work? At what stage does culture and process really start to break?     Why is it so hard moving from 0-1 in sales? How does Kyle advise founders when it comes to making your first sales hire? Does Kyle agree that it has to be the founder who develops the sales playbook? How does one create sales targets that are both ambitious but also achievable? What is the balance?  What does it take to create a performance led sales culture? Where do many people go wrong here? How is the best way for sales and product to work together? What can one do to proactively make those discussions with sales and product both frequent and productive?    Kyle’s 60 Second SaaStr: What is the hardest element of Kyle’s role today with Figma? What would Kyle most like to change in the world of SaaS today?  What does Kyle believe that most around him disbelieve?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-364-with-figma-head-of-sales-kyle-parrish/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Kyle Parrish The future of work is here and digital automation is now essential for today’s workforce. Tools have improved, but companies are STILL using outdated and manual processes to conduct business. Enter Pipefy. Pipefy is a workflow management software that makes business processes such as purchasing, onboarding, and recruiting—hassle-free, so requesters, processors and managers are more efficient. Pipefy seamlessly integrates with other tools in your toolchain to ensure a completely automated experience with a low to no code implementation. Dispersed or remote team members? NO PROBLEM! Pipefy can automate your requests from anywhere. Scroll over to pipefy.com/saastr to try it out and get 10% off your first 3 months. Empower your teams everywhere with Pipefy.

Small, Medium, or Enterprise, SaaStr CEO Jason Lemkin sits down with Shopify Plus GM, Loren Padelford, to discuss how to keep your customers happy at all stages. This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise. Full video: https://youtu.be/kQPjPiVbcqk Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-bernadette-nixon-jay-snyder-nick-mehta-loren-padelford-and-jason-lemkin/

Customers' expectations are higher than ever with more access to information and options. This dynamic trio of SaaS experts share how to stay customer-centric and set yourself apart in today's rapidly changing environment. This episode is an excerpt from a session at SaaStr Summit: Enterprise.  Full video: https://youtu.be/DNMId8gYj80 Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-bernadette-nixon-jay-snyder-nick-mehta-loren-padelford-and-jason-lemkin/

Lara Caimi is the Chief Customer and Partner Officer @ ServiceNow, the company that allows you the power to make work, work better. Prior to their IPO, ServiceNow raised funding from some of the best in the business including Sequoia Capital and Greylock. As for Lara, she joined ServiceNow in 2017 and spent 3 years as Chief Strategy Officer before assuming her current role just this month. Before ServiceNow Lara spent an incredible 17 years at Bain & Co across a variety of different projects and roles.  In Today’s Episode We Discuss: How Lara made her way into the world of ServiceNow and SaaS having spent an incredible 17 years at Bain & Co? What does the role of Chief Strategy Officer really entail? How did the role change in Lara’s 3 years in the position? What is the optimal relationship between the Chief Strategy Officer and the CEO? How does Lara advise founders on when to hire their Chief Customer Officer?   How does Lara see the 4 phases of startup growth? What are the most challenging elements within each? How does one instil process and discipline without losing agility and speed? How does one set targets that are a stretch but also not a stretch too far? What is the right balance?  How does Lara think about what great change management looks like today? How does that change in a COVID world? How does Lara approach the right way to address enterprise customer communications? Why has that been made easier in COVID times?   Lara’s 60 Second SaaStr: What would Lara most like to change in the world of SaaS today? What is the hardest element of Lara’s role with ServiceNow today? The biggest surprise for Lara internally since the start of COVID?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-361-with-servicenow-chief-customer-and-partner-officer-lara-caimi/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr The future of work is here and digital automation is now essential for today’s workforce. Tools have improved, but companies are STILL using outdated and manual processes to conduct business. Enter Pipefy. Pipefy is a workflow management software that makes business processes such as purchasing, onboarding, and recruiting—hassle-free, so requesters, processors and managers are more efficient. Pipefy seamlessly integrates with other tools in your toolchain to ensure a completely automated experience with a low to no code implementation. Dispersed or remote team members? NO PROBLEM! Pipefy can automate your requests from anywhere. Scroll over to pipefy.com/saastr to try it out and get 10% off your first 3 months. Empower your teams everywhere with Pipefy.

Digital transformation marks a radical rethinking of how companies use tech, people, and operations to fundamentally change their business performance. Coupa CEO, Rob Bernshteyn, and SaaStr CEO, Jason Lemkin, will discuss how the Cloud has changed in 2020. This episode is an excerpt from Jason and Rob’s session at SaaStr Summit: Enterprise. Full video: https://youtu.be/t9sSY6owgTo Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-matt-garratt-trisha-price-david-schmaier-rob-bernshteyn-and-jason-lemkin/

From strategies in recruitment and team building to sales tactics, these leaders from Salesforce, nCino, and Vlocity, will discuss the top tips for moving beyond horizontal SaaS and building a billion-dollar SaaS company. Matt Garratt, SVP, Managing Partner, Salesforce Ventures Trisha Price, Chief Product Officer, nCino David Schmaier, CEO & Founder, Vlocity This episode is an excerpt from a session at SaaStr Summit: Enterprise. Full video: https://youtu.be/ZxmCVOTW1lQ Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-matt-garratt-trisha-price-david-schmaier-rob-bernshteyn-and-jason-lemkin/

Chen Amit is the Founder & CEO @ Tipalti, the only global payable automation platform that scales with you and now remitting $5Bn annually across 3M suppliers. To date, Chen has raised over $146M with Tipalti from the likes of Oren Zeev, Dan Rose, Mike Chalfen and then Greenspring, Truebridge and 01 Advisors to name a few. Previously, Chen was CEO of Atrica, acquired by Nokia-Siemens. He also was co-founder and CEO of Verix. At ECI Telecom, Chen founded its ADSL business unit and led it from inception to $100 million in annual sales.   In Today’s Episode We Discuss: How Chen made his way into the world of SaaS and came to found the leader in account payables with Tipalti? Why does Chen believe so much of his success is derived from saying no to customers? How does Chen determine which customer feedback to ingest vs to reject? If rejected, how can startups do this in a polite and respectful way? How can startups give the appearance of a large company to enterprises?    Given the infinite supply of capital, how does Chen think about unit economics? How does Chen think the right way to calculate LTV is? Where do many go wrong? What can we learn from Amazon when it comes to LTV? How does Chen advise founders to think about annual dollar churn?  How does Chen think about optimising pricing models today? How can SaaS companies have variable pricing mechanisms without disincentivizing usage? How does Chen think about aligning revenue scale to your customers? How can this be done? What are the benefits?   Chen’s 60 Second SaaStr: What is the hardest element of Chen’s role today with Tipalti? What would Chen most like to change in the world of SaaS today?  What does Chen believe that most around him disbelieve?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-358-with-tipalti-founder-ceo-chen-amit/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr The future of work is here and digital automation is now essential for today’s workforce. Tools have improved, but companies are STILL using outdated and manual processes to conduct business. Enter Pipefy. Pipefy is a workflow management software that makes business processes such as purchasing, onboarding, and recruiting—hassle-free, so requesters, processors and managers are more efficient. Pipefy seamlessly integrates with other tools in your toolchain to ensure a completely automated experience with a low to no code implementation. Dispersed or remote team members? NO PROBLEM! Pipefy can automate your requests from anywhere. Scroll over to pipefy.com/saastr to try it out and get 10% off your first 3 months. Empower your teams everywhere with Pipefy.

Therese Tucker breaks through the dogma behind what it takes to build a successful tech company. With stories based on the founding of BlackLine — to the company’s successful IPO – you’ll learn the most common myths behind success and why they may be holding you back. This episode is an excerpt from Therese’s session at SaaStr Annual 2018.  Full video: https://youtu.be/fKptGJZcfFk Podcast transcript: https://www.saastr.com/saastr-podcast-357-with-blackline-ceo-founder-therese-tucker-busting-the-myths-about-startup-success/

Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Stop asking questions. Start getting answers. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Pete is also the author of Founding Sales, the canonical writing on early-stage startup sales. Prior to founding Atrium, Pete founded TalentBin, culminating in their exit to Monster Worldwide in February 2014. Finally, before TalentBin, Pete founded Honestly.com building the world's first professional reputation clearinghouse and raising funding from CRV and First Round in the process.   In Today’s Episode We Discuss: How Pete made his way into the world of SaaS and how he came to be one of the leading figures on sales operations and management that he is today? Why do founders have to sell the product themselves at the start? When is the right time to hire their first sales reps? What profiles should founders look for in these first reps? What are the most common mistakes founders make when hiring their first reps? How should they structure their comp plans?    How do the best onboard their sales reps? What can be done to minimise ramp time of new reps? How is the documentation used most effectively? How can sales calls be used for new rep onboarding? How does Pete think about optimising payback period on a per rep basis?  What are the leading indicators that a sales rep is successful? 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? What are the challenges with enterprise given the long sales cycles?  Pete’s 60 Second SaaStr: Hardest element of Pete’s role today with Atrium? What would Pete most like to change in the world of SaaS? What sales leader does Pete most respect and why? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-356-with-atrium-co-founder-pete-kazanjy/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Pete Kazanjy

Despite the global pandemic, seed investing remains hyperactive amongst VCs. Satya Patel of Homebrew shares his expert advice on how to raise seed capital in 2020.  This episode is an excerpt from Satya’s session at SaaStr Summit: The New New in Venture.  Full video: https://youtu.be/xXNLUKzcESg Podcast transcript: https://www.saastr.com/saastr-podcast-355-with-homebrew-partner-satya-patel-the-ppp-you-really-need-for-raising-capital-during-a-pandemic/

Whether you've just raised your first round or are in hypergrowth mode, here are the 10 things SaaStr CEO and Founder, Jason Lemkin, wishes his board and investors had told him.  Video and blog post: https://www.saastr.com/10-things-wish-board-vcs-told/

Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020.  This episode is an excerpt from Keith and Jason’s session at SaaStr Summit: The New New in Venture. Full video: https://youtu.be/KxTZfx_QpjY Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-keith-rabois-and-jason-lemkin/

Decacorns ($10B+ valuation) are everywhere in SaaS, despite the downturn.  SaaStr CEO Jason Lemkin discusses what the new landscape of SaaS means for you in 2020.  Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-chris-oneill-and-jason-lemkin/

Chris O'Neill (Google, Evernote) shares his lessons from previous downturns and how to chart a new course for growth in today's changing market. This episode is an excerpt from Chris’s session at SaaStr Summit: The New New in Venture.   Full video: https://youtu.be/ZYdcMpAFQas Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-chris-oneill-and-jason-lemkin/

Neha Sampat is the Founder and CEO @ Contentstack, a modern content management system bringing business and tech teams together to deliver personalised, omnichannel experiences. Atypical in our world, but Neha scaled the business to well over $1M in ARR before raising funding. Now Neha has raised over $31M from the likes of Insight Partners and Illuminate. Prior to Contentstack, Neha was the Founder and CEO @ Built.io and before that spent 10 years as the Founder and CEO @ Raw Engineering, building a leading digital transformation consultancy.  In Today’s Episode We Discuss: How did Neha make her way into the world of SaaS and content management systems having previously built a digital transformation agency? How the heck did Neha scaled Contentstack to over $1M in ARR without raising capital, whilst being based in the Bay? What were the signals that made Neha realise she had a scalable software business? What did Neha look for in her first seed round investors? How did that profile change when she went out to raise the Series A?   How has being a sommelier helped Neha break the glass ceiling of business? What are some lessons Neha has learned in terms of build true and genuine relationships with customers beyond the transaction? What are the counter-intuitive strategies Neha has found works when it comes to motivating remote teams? Why did Neha decide to build out so much of the tech team well outside of the Bay in a town outside of Mumbai? Does Neha believe the future of tech is in the valley or decentralised?   Neha’s 60 Second SaaStr: Neha’s biggest strength and biggest weakness as a leader? What does Neha believe that many around her do not? The biggest obstacle to the success Neha has achieved?   Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-350-with-contentstack-founder-ceo-neha-sampat/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Neha Sampat

Startups can get messy. Especially in growth. David Sacks (Yammer, PayPal) shares how to navigate from 50-500 employees. This episode is an excerpt from David’s session at SaaStr Summit: The New New in Venture.  Full video: https://youtu.be/G0sMviH3G24 Podcast transcript: https://www.saastr.com/saastr-podcast-349-with-craft-ventures-general-partner-david-sacks-how-to-turn-your-saas-startup-into-an-army/

Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. To date, the company has raised over $146M in funding from some of the best in the business including ICONIQ, Firstmark, Battery Ventures and CapitalG to name a few. As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer. Before Dataiku, Kurt spent 5 years at Deloitte as a Manager advising primarily European public authorities on sustainable development policies.  In Today’s Episode We Discuss: How Kurt made his way into the world of enterprise SaaS with Dataiku having started his career at Deloitte in Paris? What does it take to go from 0-1 in implementing both AI and data science disciplines in 20th-century companies? Where do many go wrong with their first steps? How can one assist them in the right way? How does Kurt feel about services revenue? At what stage or ratio does it become too much?  How does Kurt approach the challenge of change management? What does great change management look like? Where do so many go wrong? How can content be used to efficiently scale change management practices? How does one need to engage different teams for effective change management?  How does Kurt think about the right pricing mechanism for the customer today? How does one find a mechanism that does not disincentivize the customer with usage? How does Kurt feel about discounting? To what extent is Kurt and Dataiku willing to engage with pilots and POCs? Where do many go wrong here?  Kurt’s 60 Second SaaStr: Biggest challenge of Kurt’s role with Dataiku today? What does Kurt know now that he wishes he had known when he entered the world of SaaS? Who does Kurt look up to in the world of customer experience? Why? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-348-with-dataiku-chief-customer-officer-kurt-muehmel/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Kurt Muehmel

Ready to hire your first VP Sales?  But haven’t done it before? SaaStr CEO, Jason Lemkin shares his interview checklist.  Video and blog post: https://www.saastr.com/10-great-questions-to-ask-a-vp-sales-during-an-interview-2/

Aileen Lee is a U.S. seed investor. A venture capital investor, she is the founder of Cowboy Ventures. Lee coined the often-used Silicon Valley term unicorn in a TechCrunch article "Welcome To The Unicorn Club: Learning from Billion-Dollar Startups." In this episode of the SaaStr podcast, Aileen and SaaStr Founder Jason Lemkin take a deep dive on how Aileen finds deals, her tips for a winning pitch, and the state of VC in 2020.  This episode is an excerpt from Aileen and Jason’s session at SaaStr Summit: The New New in Venture. Full video: https://youtu.be/J5bhChbqcLU Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-aileen-lee-and-jason-lemkin/

Julie Herendeen is the CMO @ PagerDuty, the real-time operations platform ensuring less downtime and fewer outages, meaning happier customers and more productive teams. Prior to their IPO in 2019 PagerDuty raised funding from some of the best in the business including Accel, a16z, Baseline, Bessemer and Harrison Metal to name a few. As for Julie, prior to PagerDuty she was Vice President of Global Marketing @ Dropbox. Before Dropbox Julie was CMO @ Lookout and before Lookout, Julie enjoyed VP roles at both Yahoo and Shutterfly. If that was not enough, alongside her role at PagerDuty today Julie is also an angel with Broadway Angels and a Board Member @ Hubspot.   In Today’s Episode We Discuss: How Julie made her way from the world of consumer into the world of enterprise and came to be CMO @ PagerDuty today? What were some of Julie’s biggest lessons from her time as VP Global Marketing at Dropbox? Does Julie believe that marketing should be held accountable to a number tied directly to revenue? How does Julie believe sales and marketing should work in unison? How can sales be involved in pipeline generation meetings? Should AEs make themselves responsible for sourcing new leads also? What does the ideal handoff look like?  How does Julie see the best marketing and product teams working together? What can marketing do to collect the most valuable data to inform product decisions? In what forum should they be relayed to product teams? How should product and marketing leaders interact most efficiently?  How does Julie think about the relationship of customer success and marketing? Does Julie agree that with the increasing amount of marketing content used post-sale, marketing is doing much of the work of CS? Where does Julie see many going wrong when investing heavily into thought leadership and content marketing? Julie’s 60 Second SaaStr: Which marketing leader does Julie most respect and why? What would Julie most like to change about the world of SaaS today? What is the optimal relationship between the CEO and the CMO? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-345-with-pagerduty-cmo-julie-herendeen/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Julie Herendeen

Given that so many VC pitches are over Zoom now, we thought it would be worth sharing the things it’s easy to get wrong when pitching investors. Pitching VCs is like anything.  You’ll get better at it over time.  Later, you’ll even get great at it.  Once you know how it works, it’s not even that hard to knock it out of the park. But until then, so many founders make unforced errors.   Rookie errors.  Here are 16 that you can easily avoid / fix right now today. Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-344-with-saastr-founder-jason-lemkin/

On today's episode, Christoph shares his five tips for fundraising during a pandemic.  Have a clear COVID-19 assessment  Start with an extra-long "long list" Disqualify ruthlessly Have a killer deck  Build trust remotely  Christoph has invested in more than 20 SaaS startups and lives and breathes SaaS, everything from “A as in AI-enhanced B2B software” to “Z as in Zendesk”. Christoph co-founded Point Nine Capital in 2011. Before that, he co-founded two Internet startups (DealPilot.com in 1997 and Pageflakes in 2005). In 2008 he became an angel investor and discovered Zendesk, Clio, FreeAgent – and his love for SaaS. You can find the podcast transcript on our blog: https://www.saastr.com/saastr-podcast-343-with-point-nine-capital-managing-partner-christoph-janz/ This episode is an excerpt from Christoph’s session at SaaStr Summit: The New New in Venture. You can see the full video here: https://youtu.be/2VGglwbl_Gs

On this episode of the SaaStr podcast, our CEO, Jason Lemkin, chats with Zapier CEO, Wade Foster, on Distributed Teams and Building a Cloud Product. Zapier is a global remote company that allows end-users to integrate the web applications they use. Although Zapier is based in Sunnyvale, California, it employs a workforce of 250 employees located around the United States and in 23 other countries. This interview was recorded in February 2020. Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-342-with-zapier-ceo-wade-foster/    

David Politis is the Founder & CEO @ BetterCloud, the company that helps IT discover, manage and secure the digital workplace. To date, David has raised over $186M in funding with BetterCloud from the likes of Accel, Warburg Pincus, Greycroft, Flybridge and Dropbox to name a few. Before founding BetterCloud, David was an early employee of Cloud Sherpas (acquired by Accenture), where he led the company to become the leading cloud services partner to SMB worldwide. Prior to Cloud Sherpas, David was a founding employee and General Manager of Vocalocity (acquired by Vonage), which he grew into one of the top providers of cloud PBX technology.  In Today’s Episode We Discuss: How David made his way into the world of SaaS and came to found BetterCloud? How has David seen the rate of cloud adoption within enterprise over the last 5 years? Has it been faster or slower than he thought?  People often suggest operators are suited to certain stages of a company lifecycle, does David agree with this? What are the leading indicators an individual is struggling to scale? How does one communicate that to them effectively? How does David think about the decision to move an individual to another role vs release them?  What does radical transparency really mean to David? How does the ability to have radical transparency within your org change when the org is 10 people vs 100 people? What are the biggest challenges of scaling transparency? From a meeting structure view, what can leaders do to encourage transparency?  How does David feel about the method of OKR setting? How has his mindset changed towards OKRs? What does the decision-making process look like for deciding which OKRs to focus on? What OKRs do they focus on at BetterCloud? How does one know when they need to change their OKRs? David’s 60 Second SaaStr: What would David most like to change in the world of SaaS? How has David seen himself emerge and develop as a leader? What is the biggest challenge of David’s role within BetterCloud today? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-341-with-bettercloud-founder-ceo-david-politis/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr David Politis

Mark Suster is a managing partner at Upfront Ventures, the largest venture capital firm in Los Angeles, and a prominent blogger in the startup venture capital world. In this episode of the SaaStr podcast, he shares his learnings on the current landscape of funding in the time of Coronavirus, including: Valuation and compression  Forecasting market trends The slowdown in VC His best advice for surviving the downturn and raising a round of funding  You can find the full video and transcript of this talk on our blog: https://www.saastr.com/funding-in-the-time-of-coronavirus-with-mark-suster-video-transcript/

Michael Katz is the Founder & CEO @ mParticle, the customer data platform for brands leading the customer data revolution with clients from Airbnb to Spotify to Postmates. To date Michael has raised over $120m in funding with mParticle from GV, Social Capital, Greylock, Bain Capital Ventures and a friend of the show in Zach Coelius. Prior to founding mParticle, Mike was the Founder & CEO @ Interclick, where he organically grew revenue to over $140m in 5 years. The company went public in 2009 and was acquired by Yahoo in 2012 for $270m, a 50% premium on existing share price. If that was not enough, Michael is also on the board of Brightline and a mentor with Techstars.  In Today’s Episode We Discuss: How Michael made his way into the world of SaaS and enterprise SaaS having founded and IPO’d an adtech business previously? Why did Michael make the move to CRO 8 months ago? How does Mike think about when is the right time to hire your first CRO? How does this hire correlate to your hiring in sales enablement? What are the different CRO profiles Mike has seen? How does Mike advise founders on those that work best for early-stage? Why does Mike believe that playbooks are for suckers? What is the reasoning for the reductionism towards the power of the playbook? How does Mike think about the relationship between playbooks and predictability?  How does Mike make sales data really actionable within the company? What is the right way for founders to do post-mortems on won and lost deals? What is the right way to structure their sales pipeline? Who should be involved in analysing this data? What can be done to incentivize sales to be accurate in their sales data? Why does Michael believe that most sales meetings are unproductive? What is the right way to structure your sales meeting? Who should be brought into the meeting other than the sales team? How does Michael advise sales reps to maintain customer relationships post-sale? Where do many go wrong here?  Michael’s 60 Second SaaStr: What would Michael most like to change about the world of SaaS? What is the hardest element of Michael’s role today with mParticle? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-339-with-mparticle-founder-ceo-michael-katz/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Michael Katz

These are unique times. In some ways, we can use our playbooks, make adjustments, and in other ways, things are very different. What isn’t likely to be very different is that recurring revenue … recurs. This is the bedrock of SaaS. Hear how Slack CEO, Stewart Butterfield, is adapting to change and his advice on how to take care of your team and customers.  This podcast is an excerpt from Stewart’s session at SaaStr Summit. You can see the full video here: https://youtu.be/5kG3WfUyBJc

Christine Trodella is Head of Americas for Facebook’s Workplace product, the communication tool that connects everyone in your company, through Groups, Chat, Rooms and Live video broadcasting. Prior to Workplace, Christine was Head of America’s for Facebook’s Audience Network and before that spent 5 years as a Group Director across multiple different sales and account teams within Facebook’s mid-market channel. Before Facebook, Christine was an Executive Director @ WebMD and before that spent close to 3 years in media sales at Yahoo.   In Today’s Episode We Discuss: How Christine made her way into the world of SaaS as part of a non-SaaS company and how that led to her leading Americas for Workplace by Facebook? What have been the biggest benefits of scaling a SaaS company within a non-SaaS company? What are the biggest challenges or misalignments of scaling Workplace within Facebook? What have been some of the core and early mistakes the team made in their strategy to build out the Workplace sales and marketing machine?  What have been Christine’s biggest lessons on what it takes to sell really effectively to some of the largest enterprises in the world? What do CIOs most want in pricing? How does Christine think about the pricing problem of having a variable pricing mechanism without disincentivizing usage? How does Christine think about and approach discounting? Does Christine believe remote is the new normal? What really interesting data have Christine and the Workplace team seen since the world has move to work from home? How has behaviour changed on the platform with the rise of remote work?  Christine’s 60 Second SaaStr: What would Christine most like to change in the world of SaaS? When I say success, who is the first person that comes to Christine’s mind? What is the biggest challenge of Christine’s role within FB today? Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-facebook-workplace-and-slack-may-29-2020/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Christine Trodella Lower your burn by leveraging AI to claim R&D tax credits for a flat fee. Cash on hand is more important than ever, CrossBorder Solutions helps you keep more of your money. See why AI is the rational choice, request a demo today. [crossborder.ai/20]

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 at Salesforce then provides actionable takeaways on how to refocus your sales teams, engage with customers, adjust your sales comp and how you can properly forecast in today's new landscape.   This podcast is an excerpt from Matt and Adnan’s session at SaaStr Summit. You can see the full video here: https://youtu.be/3Li7tuLQidY

David Spinks is the Founder @ CMX, the premier network for community professionals. In 2019, CMX was acquired by Bevy, where David now serves as the VP of Community. Bevy is a customer-to-customer community management platform, building products that brands use to build, grow and manage their community event programs, both virtual and IRL for companies like Slack, Twitch, Salesforce, Atlassian, and Duolingo. Prior to CMX, David founded 2 prior startups centred around different forms of community building and before that was Community Manager in the early days of LeWeb the largest tech/startup conference in Europe.  In Today’s Episode We Discuss: How David made his way into the world of SaaS and came to found CMX? Why David believes that community is so central for all SaaS companies today? How does David advise teams on expectation setting around virtual events? How ambitious should they be? What big mistakes does David often see in the early days of the planning? How does this differ if you have an existing cohort of users vs are starting new with no audience?   How dependent is the success of the community on the platform it is hosted on? What is the ideal size for Slack, Telegram and Whatsapp communities? Should the host seed the discussion or allow it to be natural? How important is it to establish a handbook of expected actions and behaviours? Should you cull members who are inactive?  What does David believe separates good from great when it comes to discussion groups? What innovative strategies has David seen work when it comes to bringing a virtual event to life? What is the right amount of people in that discussion group? What is the core role of the moderator for the group? David’s 60 Second SaaStr: Biggest misconception around virtual events? Virtual events: Permanent tide change or purely in the COVID world? What has been David’s favourite virtual event? Why? Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-cmx-media-and-salesforce-may-22-2020/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr David Spinks Lower your burn by leveraging AI to claim R&D tax credits for a flat fee. Cash on hand is more important than ever, CrossBorder Solutions helps you keep more of your money. See why AI is the rational choice, request a demo today. [crossborder.ai/20]

Hear from Michelle Zatlyn, co-founder and COO of Cloudflare. Michelle started the company during an economic downturn in 2009. Now, Cloudflare runs one of the world's largest networks that helps make the Internet more secure, fast, and reliable, with a market cap of more than $6B. Despite the challenges of uncertainty, money not flowing, and a generally dark mood, she was able to do it and learned a lot along the way. In this talk, Michelle will share how she made her business idea come to life and some lessons learned that can help other entrepreneurs—from solving a real, meaningful problem, to communicating in a crisis, prioritizing when there's a true lack of resources, and more.   This podcast is an excerpt from Michelle’s session at SaaStr Summit. You can see the full video here: https://youtu.be/WplZkOLl-k4

Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Tidelift has raised over $40M from some of the best in the business including Foundry Group and General Catalyst. As for Bridget, she has the most incredible track record. 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%. Prior to SumoLogic, Bridget was VP of Sales @ YesWare where she increased MRR per rep by 450%. Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles.  In Today’s Episode We Discuss: How Bridget made her way into the world of SaaS and Sales and came to be Head of both Sales and Customer Success at Tidelift? Why does Bridget believe the best starting point for customer success is “company culture and value”? How does company culture impact the quality of customer success? In practice, what can one do to improve it? Who has done this well? How does value drive customer success forward?  How does Bridget think Maslow's Hierarchy of Needs drives the roadmap for customer success? What core elements does it change? Where do most teams go wrong in implementing the role out of their CS strategy? When should one hire their first CS rep? What should that hire look like from an experience perspective? How does Bridget advise her CS reps the best ways for them to build trust with their clients? What works? What does not work? Does Bridget believe CS teams should be involved in the upsell process? Does that endanger the element of trust? Bridget’s 60 Second SaaStr: What does Bridget know now that she wishes she had known when she entered the world of SaaS? What would bridget most like to change about the world of SaaS today? What is the most challenging element of Bridget’s role with Tidelift? Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-tidelift-and-cloudflare/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Bridget Gleason Lower your burn by leveraging AI to claim R&D tax credits for a flat fee. Cash on hand is more important than ever, CrossBorder Solutions helps you keep more of your money. See why AI is the rational choice, request a demo today. [crossborder.ai/20]

Prepare for the worst, hope for the best. Hear from Garry Tan, co-founder and managing partner at Initialized Capital, about how to protect your business during a crisis. He'll cover remote work, team management, sales, marketing, product development and more.   This podcast is an excerpt from Garry’s session at SaaStr Summit. You can watch the full video on our YouTube channel: https://youtu.be/lIZDFQscwQM

Jessica Lin is a Co-Founder and General Partner @ Work-Bench, one of New York’s leading early-stage enterprise funds with a portfolio including the likes of Cockroach Labs, X.ai, Dialpad, VTS and Catalyst to name a few. Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. Jessica is actively involved with the education and workforce development community in New York City and as chair of the Industry Advisory Board at Opportunities for a Better Tomorrow.  In Today’s Episode We Discuss: How Jessica made her way from learning Swahili into the world of enterprise and into the world of venture with the founding of Work-Bench? How should founders expect to see their new business pipe be impacted by COVID? What does Jessica believe is the right way to do proper pipe reviews? What specific elements does Jessica really double click on in reviews? Where does Jessica find managers and founders do pipe reviews wrong? What does Jessica believe is the right way for sales reps to engage with new customers during this time? What is the right tone to adopt that achieves both empathy and a business objective? How should sales teams and CS respond to requests for discounts? What should be the compromise with discounts?  What specific and deliberate things can startups do not just to prevent churn but also to increase usage and upsell? Does Jessica agree with the rule of thumb that in enterprise, on an annual basis, 95% of your customers should retain? What other strategies has Jessica seen work really well for retention? Jessica’s 60 Second SaaStr: What would Jessica most like to change about the world of SaaS? What is the hardest element of Jessica’s role today with Work-Bench? The NYC ecosystem, pros and cons? Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-work-bench-and-initialized-capital-may-8-2020/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jessica Lin  Lower your burn by leveraging AI to claim R&D tax credits for a flat fee. Cash on hand is more important than ever, CrossBorder Solutions helps you keep more of your money. See why AI is the rational choice, request a demo today. [crossborder.ai/20]

The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs - the biggest impact for the business. Join TripActions CMO Meagen Eisenberg at SaaStr Summit as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis. This podcast is an excerpt from Megan’s session at SaaStr Summit. You can find the full video and transcript on our blog: https://www.saastr.com/making-trade-offs-in-marketing-with-meagen-eisenberg-video-transcript/

Navin Chaddha is the Managing Director @ Mayfield who just last month announced $750M in new funds split across their core and select funds. As for Navin, under his leadership Mayfield has raised over $2.2Bn in new funds and he has backed some of the best of the last decade including Poshmark, Lyft, Hashicorp, CloudGenix and more. During his career Navin has invested in 50 companies, 17 have gone public, 20 have been acquired. Prior to VC, Navin was an entrepreneur where he co-founded or led 3 startups, all of which had successful exits with one being acquired by Microsoft.   In Today’s Episode We Discuss: How did Navin make his way into the world of venture from successfully founding and exiting 3 businesses? What made him take the jump into investing full-time from being an EiR? How does Navin expect the B2B landscape to be impacted by COVID-19? How does Navin advise B2B founders to think about how renewals will be impacted? How does Navin advise founders to think through how to approach the topic of discounting with their customers? In what situations does Navin agree to provide discounts to customers? How does Navin foresee the B2C landscape to be impacted? How does Navin advise founders to think through the level of aggression with which they pursue traditional marketing channels, now with much lower CACs? Will these CACs remain low priced? How does Navin expect company pricing to change over the next few months? How has Navin seen himself evolve and change as a board member over the last decade? What have been his major moments of learning? What advice would he give to new board members joining their first boards? What can board members do to build a relationship of trust and intimacy with their founders? What works? What does not? Navin’s 60 Second SaaStr: What does Navin know now that he wishes he had known when he entered the world of venture with Mayfield in 2004? What is the hardest element of Navin’s role with Mayfield today? What would Navin most like to change about the world of venture? Why? Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-mayfield-and-tripactions-may-1-2020/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Navin Chaddha

Romain Lapeyre is CEO of Gorgias. Gorgias is the leading help center on the Shopify platform, and that gives them a pulse into a large segment of SMBs in particular. They have almost 2,500 customers in segments both struggling (fashion, luxury), and growing (electronics, etc.). They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough.   You can find the video and notes from this discussion on our blog: https://www.saastr.com/what-are-you-seeing-001-with-romain-lapeyre-ceo-of-gorgias-2500-smb-e-commerce-customers/

John Mellor is Chief Strategy Officer @ Domo, the company that allows you to leverage BI at scale to empower your team with data. Prior to their IPO, Domo raised funding from the likes of Benchmark, Founders Fund, a16, Greylock and IVP to name a few. As for John, prior to Domo he served as vice president for strategy and business operations for Adobe’s Digital Experience business, driving more than $3 billion in annual revenue. John joined Adobe through the company’s acquisition of Omniture in 2009, where he served as executive vice president of marketing, driving all marketing efforts to strategically advance the industry’s largest standalone web analytics business.  In Today’s Episode We Discuss: How did John make his way into the world of SaaS over 2 decades ago and how did that lead to his running a $3Bn ARR business line at Adobe and lead to his joining Domo? What were John’s biggest takeaways from his decade at Adobe? Why does John believe that COVID will be a bigger accelerant than any other C-level led initiative? For vendors going through that digital transformation with their customers, what is the right tone to adopt that is both empathetic and achieves business objectives? Is digital transformation a technology challenge or a behavioural challenge? How will a 100% virtual event environment impact physical events when and if they do come back? What were John’s biggest takeaways from running Domo’s annual event virtually? What worked? What did not work? On a conversion basis, how did it compare to in-person events? How should we structure content for these virtual events? How does John think about the role of leadership in a crisis such as this? What is the right tone for the leader to adopt? Where does John believe many leadership teams go wrong in times such as this? How can leadership teams ensure that a crisis is not self-fulfilling and how can one prevent that mindset?       John’s 60 Second SaaStr: What does John know now that he wishes he had known when he entered the world of SaaS? What is the optimal relationship between the CEO and Chief Strategy Officer? What would John most like to change about the world of SaaS    Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-domo-and-gorgias-april-24-2020/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr John Mellor

Gusto's Lexi Reese walks you through scaling high performance teams. Is trust earned or given? How do you communicate for impact? This podcast is an excerpt from Lexi’s session at SaaStr Scale. You can find the full video and transcript on our blog: https://www.saastr.com/high-performance-teams/

Carolyn Guss is VP of Corporate Marketing @ PagerDuty, the company keeping your digital operations running perfectly with their real-time operations platform. Prior to their IPO in April 2019, PagerDuty had raised funding from some of the best in the business including a16, Bessemer, Meritech, Harrison Metal and Elad Gil to name a few. As for Carolyn, prior to joining PagerDuty she spent 5 years as the GM of Method Communications San Francisco Office and before that spent time on the other side of the pond with a close to 7-year stint at Orange as Head of Corporate PR and Head of US Communications.  In Today’s Episode We Discuss: How Carolyn made her way across the pond from Head of US Communications at Orange to GM of Method in SF to then playing a key role in the marketing team at PagerDuty? How does Carolyn think startups and larger companies can replace the leads that are lost from having no events in a COVID world? How are PagerDuty shifting their strategy? How does PagerDuty think about brand marketing? Does it have to be tied to a number directly tied to revenue? What are the challenges with brand marketing? What does Carolyn believe is the right tone to approach customers within this time? How can one be supportive but also drive towards business objectives? In terms of tone, what is the right tone to approach the broader team with? How does PagerDuty gain a sense of company morale at scale? What tools do they use?    How does Carolyn think about the benefits of transparency both with employees and with customers? Is there an extent to the benefits of transparency? Can one ever been too transparent? How does one think about this in a very corporate perspective with PagerDuty now being a public company?       Carolyn’s 60 Second SaaStr: What does Carolyn know now that she wishes she had known at the beginning of her time in marketing? Hardest element of her role with PagerDuty today? Who is killing it in the world of SaaS marketing? Why?  Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-pagerduty-and-gusto-april-17-2020/   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Carolyn Guss

Join SaaStr CEO Jason Lemkin and Bessemer Venture Partners Partner Byron Deeter for a deep dive on what's going on in Venture Capital and Cloud. This podcast is an excerpt from Jason and Byron’s webinar “Bridging the Gap: The Current State of Venture Capital and Cloud.” You can find the full webinar on our YouTube channel: https://youtu.be/UDfIC5prskA

Bhavin Shah is the Founder & CEO @ Moveworks, the cloud-based AI platform, purpose-built for large enterprises, that resolves employees' IT support issues⁠—instantly and automatically. To date Bhavin has raised over $108M with Moveworks from the likes of Mamoon Hamid @ Kleiner Perkins, Arij Janmohamed @ Lightspeed, Bain Capital, Sapphire Ventures and ICONIQ. Prior to Moveworks, Bhavin was the Founder and CEO @ Refresh which was later acquired by LinkedIn and then before that founded Gazillion Entertainment, a company he scaled to over 200 employees.   In Today’s Episode We Discuss: How Bhavin made his way into the wonderful world of SaaS and came to found Moveworks? What are the core challenges IT teams are facing as a result of the move to remote work? Where do many make mistakes here? What can one do from a structural perspective to set them up for success when moving to remote?  What does great change management look like in Bhavin’s mind today? Where do so many go wrong here? How does this change in the world of remote? Who should be involved in executing on the change management plan?   How does Bhavin think about the role of customer success today? Why does Bhavin believe that customer success and product should be in one org? How does Bhavin think about the interplay of marketing and customer success? Is marketing moving closer and closer to customer success with their content?       Bhavin’s 60 Second SaaStr: What is the hardest element of Bhavin’s role with Moveworks today? Hardest role to hire for today? Why?  If Bhavin could change one thing in the world of SaaS today, what would it be? Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-moveworks-and-bessemer-venture-partners-april-10-2020/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Bhavin Shah

Many people make the false assumption that the path for a highly successful SaaS company is straight “up and to the right”. Of course, for those involved, the reality of the journey is characterized by a series of obstacles that must be navigated. Fmr. Shasta Ventures Doug Pepper will share the key challenges that were overcome to allow Marketo to become a $5B SaaS Category Leader in Marketing Automation. This podcast is an excerpt from Doug’s session at SaaStr Europa. You can find the full video and transcript on our blog.

Anthony Kennada is the CMO @ Front, the startup that provides your team with better email so they can treat every customer like your only customer. To date, Front have raised over $138M from some leading names including Sequoia, Eric Yuan @ Zoom, Ryan and Jared Smith @ Qualtrics, Michael Cannon-Brookes and Jay Simmons @ Atlassian and Frederic Kerrest @ Okta to name a few. As for Anthony, prior to Front Anthony was the founding CMO at Gainsight where he and his team are credited with creating the Customer Success category. At Gainsight Anthony and the team developed a new playbook for B2B marketing that fueled the company’s growth from $0 to over $100M of ARR. If that was not enough, Anthony is also the author of Category Creation: How to Build a Brand that Customers, Employees, and Investors Will Love. The book debuted as a number one new release on Amazon. In Today’s Episode We Discuss: How Anthony made his way into the world of SaaS starting in the sales team at Box and how that led to his entering the world of marketing and creating the customer success category? How does Anthony marketing playbook change when making the move from Gainsight with higher ACV’s and longer sales cycles to Front with lowers ACV’s and much higher volume? How does Anthony think about ABM today with Front given the lower ACVs? At what ticket size does ABM make sense? How does Anthony feel about brand marketing? Why did Anthony and Front decide now was the right time to engage with billboards? How does Anthony think about data and tracking for brand marketing? Does Anthony believe that all marketing has to be tied to a number directly related to revenue?   How does Anthony seeing a changing relationship between customer success and marketing? How is marketing being pushed further into the realms of CS? What is the optimal relationship between CS and marketing? How does this compare to the relationship of sales and marketing more traditionally?        Anthony’s 60 Second SaaStr: What does Anthony know now that he wishes he had known at the beginning of his time in marketing? What is the hardest element of Anthony’s role with Front today? Who does Anthony think is killing it in the world of marketing today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Anthony Kennada

We’re obviously in a very unique situation today. The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up. Today is different from other times but in SaaS. It will probably be like ’08-’09 downturn — just faster. Join Jason Lemkin, CEO and Founder of SaaStr, and Nick Mehta, CEO of Gainsight, as they take a look back at what happened to them as a SaaS vendor in ’08-’09, and what learnings you can leverage. This podcast is an excerpt from Jason and Nick’s webinar “What We’re Doing Now. And How We Got Through ’08-’09.” You can find the full replay here.

May Habib is the Founder & CEO @ Qordoba, the platform that helps everyone at your company write with the same style, terminology and voice. To date, May has raised over $21M in funding with Qordoba from the likes of Upfront Ventures, Aspect Ventures, Bonfire Ventures and Michael Stoppelman to name a few. Before entering the world of SaaS, May was a vice president at one of the world's largest sovereign wealth funds, where she was the first employee on the technology investment team, building a portfolio now worth over $20B. Before that, May started her career in the New York Office of Lehman Brothers raising capital for software companies.   In Today’s Episode We Discuss: How May made her way into the world of startups and SaaS from being a VP at one of the world’s largest sovereign wealth funds in the Middle East? How does May think about and assess operational survival in times of such uncertainty? Why does this downturn feel so different to prior downturns? Operationally, what needs to fundamentally change about your processes? How does May think about when is the right time to engage with pre-emptive burn cuts? Where does one look first in the organisation when making these cuts? How does one structure those discussions? What is the right way to do it? What is the right way to communicate the cuts to the team, customers and investors?  How does one keep the existing teams spirits high when they have just seen many of their friends be released? What is the right way to manage those discussions? What can founders do to build unity in their team now everyone is WFH? What has worked well for the Qordoba team? Where do many go wrong here?        May’s 60 Second SaaStr: What is the most challenging element of May’s role with Qordoba today? What does May know now that she wishes she had known at the beginning? If May could change one thing about the world of SaaS, what would it be and why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr May Habib

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin, CDO of Doctolib, on how to create a targeted and effective sales process tailor-made for SMB. This podcast is an excerpt from a session at SaaStr Europa 2019. You can find the full video and transcript on our blog.

Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. To date they have raised over $58M from some of the best in the business including Index Ventures, John Collison, Paul English, Drew Houston, Frederic Kerrest, Diane Greene and more incredible names. 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. Finally, before LinkedIn, Rachel spent close to 3 years at Climate Corporation, prior to their $1Bn exit to Monsanto.   In Today’s Episode We Discuss: How Rachel made her way from marketing manager at Climate Corporation to VP of marketing at Pilot today? What were Rachel’s biggest takeaways from her time seeing the hyper-growth at Slack? How does Rachel think about organic growth and inciting word of mouth today? How does Rachel think they can be more accurately tracked and measured? How does Rachel think about the optimal ratio of paid to organic in growth? Would Rachel agree in paid, your payback period doubles every $5M you spend? With the rise of product-led growth, are we seeing a fundamental shift in the structure of sales and marketing? How does Rachel see marketing move ever close to the function of customer success today? What is the optimal way for customer success and marketing to work together?  How does Rachel think about the importance of getting in front of your customers? Why does Rachel believe that data tells you the what and customer conversations tell you the why? What is the right way to structure your customer conversations? Where do so many people go wrong here?       Rachel’s 60 Second SaaStr: Hardest element of your role with Pilot today? If Rachel could change one thing about SaaS today, what would it be? Who is killing it in SaaS marketing? Why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Rachel Hepworth

The startup journey moves in waves—whether you’re ready or not. After finding funding and product/market fit, your next steps as a founder in the hypergrowth phase can determine the future of your company. Harry Stebbings of Stride.VC and Robert Vis of MessageBird will walk through lessons learned to survive hypergrowth and what will make a difference when it comes to scaling. Hear how to navigate fast growth and how to look ahead as you travel forward. This podcast is from Harry and Robert's SaaStr Europa 2019 session. You can find the full video and transcript on our blog.

Harry Hurst is the Co-Founder & Co-CEO @ Pipe, the startup that gives you control of your cash flow by giving you access to the full annual value of your monthly subscriptions, upfront. This month they announced their $6M seed round led by David Saks @ Craft and joined by Fika, Weekend Fund, Naval Ravikant and WorkLife Ventures to name a few. Prior to Pipe, Harry co-founded Skurt raising over $11M in the process before being acquired by Fair.com. Harry has also angel invested in the likes of BreathePod and Try.com.   In Today’s Episode We Discuss: How Harry made his way from the UK to founding one of Silicon Valley’s hottest SaaS startups with the founding of Pipe? How does Harry think about when is the right time for a startup to raise VC funding? How does Harry stress test the alignment between the founder and the VC/ Opposingly, when is the right time for a founder to take non-dilutive capital from Pipe instead? Pipe’s lending model is so centred around churn prediction, what does their churn analysis look like at Pipe? How does Harry think about the right way to structure churn post mortems? Why does Harry believe investing in customer success is far more important than customer acquisition?  How does Harry think about the importance of brand for enterprise startups today? Do you have to invest in it from Day 1? What mistakes does Harry see many founders make when it comes to investing in their early brand?       Harry’s 60 Second SaaStr: What does Harry know that he wishes he had known at the beginning? What does Harry believe is the hardest role to hire for today? Why? What does Harry believe that most around his disbelieve? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Harry Hurst

According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success. This podcast is an excerpt from Theresa’s session at SaaStr Europa 2019. You can see the full video on our YouTube channel.

Today we deep dive into what startups can learn from the large SaaS incumbents of today.  Sara Varni: CMO @ Twilio on her biggest takeaways from her time at Salesforce. Erica Schultz: President of Field Operations @ Confluent on her biggest takeaways from her time at Oracle. Whitney Bouck: COO @ Hellosign on her biggest takeaways from her time at Box. Leyla Seka: Partner @ Operator Collective on her biggest takeaways from her time at Salesforce. Ryan Bonnici: CMO @ G2 on his biggest takeaways from his time at Salesforce. Ryan Barretto: SVP @ Sprout Social on his biggest takeaways from his time at Salesforce Tien Tzuo: Founder & CEO @ Zuora on his biggest takeaways from his time at Salesforce. Paul Albright: Board member @ Clarizen on his biggest takeaways from his time at SuccessFactors. Jaleh Rezaei: Founder & CEO @ Mutiny on her biggest takeaways from her time at Gusto. Eugenio Pace: Founder & CEO @ Auth0 on his biggest takeaways from his time at Microsoft. Liat Bycel: VP @ Airtable on her biggest takeaways from her time at Twitter. Mark Goldberg: Partner @ Index on his biggest takeaways from his time at Dropbox. Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Starting a company can be daunting, exhausting, and expensive, but with the right focus and idea - extremely rewarding; take it from Andrew Filev, Founder and CEO of Wrike. In this session, he will outline the do's and don'ts that he learned bootstrapping Wrike. Where it makes sense to invest your precious resources when to outsource, and how to save yourself money without cutting corners. This podcast is an excerpt from Andrew’s session at SaaStr Europa 2019. You can find the full video and transcript on our blog.  This episode is sponsored by Owl Labs.

Karl Sun is the Founder & CEO @ Lucidchart, a visual workspace that combines diagramming, data visualization, and collaboration to accelerate understanding and drive innovation. To date, Karl has raised $114M with Lucidchart from some of the best in the business including K9 Ventures, Meritech, Iconiq, GV and Kickstart in Utah. As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. As a result of his success, Karl was recently announced as EY’s Entrepreneur of the Year.   In Today’s Episode We Discuss: How Karl made his way into the world of SaaS with the founding of Lucidchart having been Head of Business Development for Google in China and Head of Patents? How does one know when we need to hire generalists vs specialists? How does this requirement change as the company scales? How does Karl fundamentally think about finding great talent and keeping top of funnel full? How does Karl think about working with recruiters? What works? What does not work? Karl has been in every interview for every new hire for the first 6 years of the business, why? How does Karl think about doing this at scale? How does Karl structure the hiring process today? Why do they have a hiring committee? What does the process look like? How do they assess and test for culture?   How does Karl think about retaining agility and flexibility with scale? How does Karl maintain employee empowerment with the implementation of process? How does Karl think about the balance between creating accountability without a fear of failure? What are the challenges of this?      Karl’s 60 Second SaaStr: What is the hardest role to hire for today? Why? Hardest element of karl’s role as CEO today? Why? What does Karl know now that he wishes he had known at the founding of the company? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Karl Sun

SaaStr CEO Jason Lemkin and EZPR Founder Ed Zitron sit down to talk about all things PR. Who actually gets into these outlets? Is PR just pitching and getting articles? Take a listen for more. Read the full transcript on our blog.

David Skok is a General Partner @ Matrix Partners, the firm with a portfolio including the likes of Hubspot, ZenDesk, Quora, CloudBees and more incredible companies. As for David, he started his first company in 1977 aged just 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public. David then joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world. David is also the author of foreentrepreneurs.com the must read blog in the world of SaaS metrics.   In Today’s Episode We Discuss: How David made his way into the world of SaaS at the age of 22? How David went from founding 3 public companies to entering the world of venture with Matrix? Does David agree, “entrepreneurship does not get easier with time, it just gets different”? What does David believe is the crucial step missing in B@B when it comes to finding product market fit? What is the most common mistake B2B companies make in the hunt for PMF? How should founders think about budget and resource allocation in this search for PMF? When is to early to measure unit economics and CAC? How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What content and learnings should you have in place when you make the hire? How does David think about payback period on a per rep basis? What have been his lessons on optimising payback period for sales reps?   What numbers is David looking for when it comes to payback period? Why is 12 months so crucial? How should founders think about sales rep compensation? What have been David’s learnings on how to integrate sales and marketing so tightly? How does marketing and customer success intertwine to be successful?      David’s 60 Second SaaStr: Who is the best board member David has sat on a board with? Why? What advice would David have for me having just joined my first board? What would David most like to change about the world of tech and SaaS today? Read the full transcript on our blog. You can find the graphics David references here. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr David Skok

RevenueCat is managing tens of millions of dollars in mobile subscriptions and growing 20% a month. Most of us think a lot about standard b2b and Cloud subscriptions, but we’re still new to the issues, challenges and opportunities in mobile subscriptions.

Jaleh Rezaei is the Founder & CEO @ Mutiny, the startup that allows you to personalise your website for each and every visitor. Jaleh has raised from some of the best in the early stage business with Mutiny including the likes of Y Combinator, Uncork Capital and Cowboy Ventures on the fund side and then Mathilde @ Front, Henrique @ Brex and Shan-Lyn Ma @ Zola on the operator side. Prior to founding Mutiny, Jaleh spent an incredible 4 years at Gusto seeing their hypergrowth first hand as one of the first 10 employees. If that was not enough, Jaleh has also enjoyed advisory roles at both Google and Y Combinator.  In Today’s Episode We Discuss: How Jaleh made her way into the world of SaaS as one of the first team members at Gusto and how that led to her founding Mutiny most recently?  What were Jaleh’s biggest takeaways from her time at Gusto? How did that time impact her operating mentality with Mutiny today? How did her time at Gusto teach her about the right way to build company culture? Where do so many go wrong with this? What does Jaleh believe is the biggest problem in SaaS marketing today? How does Jaleh specifically use ABM to acquire customers and leads effectively? What price points is required for an ABM strategy to be viable?   How does Jaleh approach the issue of determining the success of marketing? Should marketing be held accountable to a number tied directly to revenue? How does brand marketing play into this? Where are the nuances here?      Jaleh’s 60 Second SaaStr: What is the hardest role to hire for today? Hardest element for Jaleh of her role with Mutiny today? What does Jaleh know now that she wishes she had known when she entered the world of SaaS? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jaleh Rezaei

Join Bessemer Venture Partners' Alex Ferrara as he takes a look at trends and predictions for the cloud industry in 2019. One of the most popular sessions from SaaStr Annual, this presentation will provide an in-depth look at the cloud computing industry across Europe and globally. Find the video and full transcript on our blog. Sponsor message: Remote and hybrid teams aren't the future of work-- they're the present. Owl Labs is embracing this revolution and is here to provide remote workers with a virtual seat at the table with the Meeting Owl. Their 360° smart video conferencing camera can recognize and highlight any speaker at the table using an array of 8 microphones. Check it out for yourself at owllabs.com!

Karen Page is a General Partner @ B Capital Group with a portfolio including the likes of Bird, Branch, Icertis, Evidation Health and Ninja Van to name a few. 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. Plus, from 2007 until 2013, Karen ran all of Box's business development, partnership, and strategic alliance activities. If that was not enough, Karen is also on the board of some incredible companies including Deputy and Plastiq.  In Today’s Episode We Discuss: How Karen made her way into the world of SaaS as one of the first employees at Box and then how that led to her transition to the world of investing with B Capital?  What were Karen's biggest takeaways from seeing the hyper-scaling at Box? How did helping Aaron raise the Series B and onwards inform her view of what it takes to raise funding from the best SaaS investors? How does Karen think her mindset will shift when making the move from angel to now institutionally investing with B Capital? When does Karen think is the right time for startups to think about partnerships? What questions should they ask in the “dating” phase of a potential partnership? What are the red flags? Does Karen agree that signing a massive partner too early can be dangerous? What does Karen recommend in terms of getting in front of the best CIOs?  Is Karen concerned by the compression of fundraising timelines? How does Karen meet entrepreneurs before they go out to raise? How does Karen advise founders when it comes to the question of whether they should always be raising or not?      Karen’s 60 Second SaaStr: What does Karen know now that she wishes she had known entering the SaaS industry? What is Karen’s favourite book? Why? Can a partnership be too big too early for a startup? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Karen Page  You need to try Zoho CRM, catering to businesses of all sizes, guaranteeing shorter sales cycles and higher customer retention rates. Who does not love that? Plus, the software gives you complete visibility and control over your customer's life cycle and equips you to connect with your customers across every channel. It also offers integrations with over 300 of the most popular apps on the market. While change is inevitable, it can be comfortable with Zoho CRM. Sign up with Zoho CRM in 2 easy steps! First, visit zohocrm.com/saastr, and then hit the “get started” button. It's as simple as it sounds! Start your FREE trial button by clicking the button on the same page. You'll also be happy to know that Zoho CRM offers a version that's completely FREE! Sign up with Zoho - The worlds favourite CRM!

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Knowing the common pitfalls won’t stop you or your team from making them, but it will help build the most important skill any manager can have: resiliency. Come and learn how to build great leaders so you can grow your team, and ultimately, your business. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19.

Eugenio Pace is the Founder & CEO @ Auth0, the startup that allows you to rapidly integrate authentication and authorization for web, mobile, and legacy applications so you can focus on your core business. To date, Eugenio has raised over $213m with Auth0 from some of the best in the business including Meritech, Sapphire, Manu Kumar @ K9, Bessemer and Trinity. Prior to founding Auth0, Eugenio spent an incredible 12 years at Microsoft leading the Program Management team in the patterns & practices group at Microsoft. In Today’s Episode We Discuss: How Eugenio made his way into the world of startups with the founding of Auth0? What were his biggest takeaways from 12 years watching the hyper-growth of Microsoft first hand?  How does being a developer-first product fundamentally change the go-to-market? Who has done this best over the last few years? What have they done that has allowed them to scale faster than others? What has been Eugenio’s takeaways in what works when building developer communities and early developer adoption? How does Eugenio respond to the common thinking that “devs don’t have the budget”? Does this limit your ability to expand into large ACVs once in an organisation? How does Eugenio approach the issue of agency when selling to CIOs but having devs use the product?  What have been Eugenio’s biggest lessons in what it takes to make a freemium product successful? How does one know how much of the secret sauce to giveaway? How does Eugenio approach pricing today through 4 different variables? How does Eugenio adopt a variable pricing mechanism that does not discourage usage?      Eugenio’s 60 Second SaaStr: Quality or quantity of logos in the early days? What does Eugenio know now that he wishes he had known at the beginning of his time at Auth0? What is the hardest element of his role today as CEO? What is he doing to really upscale there?  Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Eugenio Pace

Customer expectations are at an all-time high, making it more and more difficult for companies to please them. Companies who understand their customers well are the ones who rise to the top over their competitors. New Relic, provider of real-time insights for software-driven businesses has this formula figured out. Hear from Roger Scott, New Relic's EVP and Chief Customer Officer as he shares his 7 tips and tricks for keeping your customers happy— and how to do so at a large scale. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19

Dimitri Sirota is the Founder & CEO @ BigID, the startup that provides advanced data discovery and intelligence for the data centre and cloud. To date Dimitri has raised over $145M for BigID from some of the best in the world of enterprise including Boldstart, Scale Venture Partners, Bessemer, Salesforce Ventures and Tiger Global who just a couple of weeks ago, led their latest $50M Series C. Before to BigID, Dimitri founded 2 prior businesses, the first in 1999 being a VPN security company called eTunnels and then the second being Layer Technologies where Dimitri enjoyed an incredible 10 year journey leading to their acquisition by CA Technologies in 2013. Dimitri is also an angel investor with a portfolio including Zume Pizza, Modalyst and TalentClick.  In Today’s Episode We Discuss: How Dimitri made his way into the world of enterprise software and came to found BigID as his third company?  What specifically would Dimitri advise founders when the interests of their investor are not aligned to theirs? What is the right way to manage that situation? Does Dimitri believe that founders should always be raising? Does Dimitri believe when the money is on the table, you should take it? What is the right way for founders to think about valuation?  What did the fundraising journey look like for BigID? What situation does every founder want to put themselves in? How does Dimitri think about runway and using fundraising for optionality? What does Dimitri make of the rise of pre-emptive rounds? How does Dimitri determine when is the right time to pour fuel on the fire?      Dimitri's 60 Second SaaStr: What is his biggest strength and biggest weakness as a CEO? Who was the first check in BigID? How did the check come about? What does Dimitri believe that most around him disbelieve?  Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dimitri Sirota

When it comes to seamlessly scaling your applications, a top-notch engineering team will be your foundation. Next comes the decisions to build or buy your infrastructure, DNS, monitoring, and analytics tools. Julian Lemoine, Co-Founder, and CTO of Algolia will share his lessons learned on how to stay focused and innovative as you scale while also avoiding the innovation for innovation’s sake pitfalls. Find the video and full transcript on our blog. With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19

Yousuf Khan is the Chief Information Officer @ Automation Anywhere, the only web-based and cloud-native RPA platform. To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA to name a few. Prior to Automation Anywhere, Yousuf was the CIO & VP of Customer Success @ Moveworks. During his time at the company, they raised over $108m from Lightspeed, ICONIQ, Kleiner, Sapphire and Bain Capital. Before Moveworks, Yousuf was CIO @ Pure Storage during their period of hypergrowth both as a private and public company. Finally, before Pure, Yousuf’s first role in the valley was with Qualys again as CIO where he owned the entire global IT budget.    In Today’s Episode We Discuss: How Yousuf made his way from the UK to the valley and how that led to his becoming one of the leading CIOs today in the rising prominence of CIOs in enterprise?  What are the biggest green lights for CIOs when startups are pitching them? Why does Yousuf believe now more than ever, the buyer experience is more important than the price? What makes for the best buyer experience for the CIO? What are the biggest red flags CIOs see when startups are pitching them? What must startups always remember when pitching CIOs? How does Yousuf advise CIOs to approach pricing strategy when pitching CIOs? What must startups remember about how CIOs think about price? What other elements of the contract should startups really spend a lot of time focusing on? Where do founders make mistakes in negotiation? What can they do to enforce a sense of urgency when signing new clients?   What can startups do to actively work with procurement teams and make the process as fast as possible? How does Yousuf advise founders to think about customised procurement requests to fit certain buyers? What do CIOs really want to see in the form of security and compliance? How can startups clearly and articulately present their plans for security, compliance and change management?      Yousuf’s 60 Second SaaStr: Who does Yousuf think is killing it in the world of CIO’s today? Why? What is the ideal relationship between the CIO and the CEO? What are the core reasons buying processes take longer?  Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Yousuf Khan

Startup success is not exclusive to Silicon Valley. With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. Podium, an interaction management platform for local businesses, was founded in Utah and grew from five employees in 2015 to more than 300 in 2019 to become one of the fastest-growing SaaS companies in the United States. In just four years, Podium has raised almost $100 million, with annual recurring revenue increasing to almost $60 million. Eric Rea, CEO of Podium, will share how he grew the company he launched from his spare bedroom into one of the fastest-growing SaaS companies in the country. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19

Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. To date Bob has raised over $15m with Crossbeam from friends of the show including Andy @ Uncork, Matt @ Firstmark, Bill @ First Round and Matt @ Salesforce Ventures, to name a few. Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016.  In Today’s Episode We Discuss: How Bob made his way into the world of SaaS and came to found Crossbeam? As an entrepreneur, Bob has previously said, “no one is coming to save you”. What did he mean by this? What were the core mistakes that he made with RJ Metrics? Is it the responsibility of the board to course correct at this early stage? How does Bob determine whether to be visionary and determined vs realising when something is not working? Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Why is this? What are the drivers of it’s death? How important is it to own the entire customer journey? At what scale does that become impossible? In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it?  How does Bob think about when is the right time to hire a Head of Partnerships? In the early days, partnerships can be a distraction, how does Bob determine between right and wrong when determining whether to engage in a partnership? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves?  Bob’s 60 Second SaaStr: What is the hardest element of Bob’s role with Crossbeam today? What does Bob believe that most around him disbelieve? What does Bob know now that he wishes he had known at the beginning? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Bob Moore Did you know that if your network goes down it can cost you on average $5,600/minute? What if I also told you, you could have 100% confidence that your business data is secure and allow for  new employees to be on-boarded with ease and offboarded securely in a few short clicks. Your employees automatically have the right applications installed with the right permissions and joy of joys, you never hear about printer issues. Plus it’s all done through a first of its kind IT platform called Electric, delivering enterprise-grade IT support previously not available to small and medium-sized businesses at a fraction of the cost. So whether you have IT in-house or no IT at all, Electric solve it at lightning-fast speed either remotely or sending a certified partner to you. So if you’re interested in deploying world-class IT which keeps your employees productive and data secure visit: www.electric.ai/saastr

The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers. With so many articles, investors, and outside opinions, the true, simple tasks of launching can get lost in the noise. In this session, Jen Taylor, Head of Products at Cloudflare, will share her expertise and teach you to forget the noise, stick to the basics, and use 5 easy steps to turn that idea into a reality. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19

This interview originally aired as Episode 213 on February 26, 2019. Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify and Gremlin all prior guests on the show I hasten to add. He is also the co-author of Winning with Data: exploring the cultural changes big data brings to business. Tom has also been named on the Forbes Midas Brink list. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. In Today’s Episode We Discuss: How Tom made his way from creating software with his father in Brazil to being GP and forefront figure in the SaaS investment community as a GP at Redpoint today? Annual contracts: To what extent do annual contracts dominate today? How does this differ when comparing enterprise to SMB? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? What are the dangers there? How does Tom think about calculating churn when it comes to multi-year contracts? What were the findings on what good looks like when it comes to logo retention? How does this differ when comparing SMB to enterprise? What were the commonalities of leading indicators of churn? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? What is the right way to conduct a churn analysis? Assisted vs unassisted: What does Tom believe are the leading benchmarks for both? How does this differ when comparing SMB to enterprise? How does the impact of a salesperson change the conversion rate? What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process?  How does Tom think about constructing comp plans the right way today? How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals?   Tom’s 60 Second SaaStr: What does Tom know now that he wishes he had known at the beginning? What is Tom’s favourite book and why? What is Tom’s most recent investment and why did he say yes? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Tom Tunguz  

The SaaS business model has risen to popularity for many reasons - it’s fast-paced, creates residual revenue streams, and well, the multiples are strong. However, while many are flocking to reap the benefits of the SaaS model, truly understanding how it works sustaining success over time is not as easy as some make it look. Rajesh is going to walk you through the key elements of winning the long game in SaaS - how to win customers, how to create long-term relationships, and how to avoid churn. He will also provide insights on the differences between commercial and enterprise customers and the key metrics to keep an eye on as you grow your business. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19

Congratulations you’ve built a product that’s proven itself in the marketplace! So how can you leverage that product’s success to obtain the valuation and funding you need to scale? Ashley Smith, Venture Partner at OpenView will provide insight on what investors are looking for in product metrics and growth indicators so you can capitalize on your product's story for funding. Find the video and full transcript on our blog.  Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19

This interview originally aired as Episode 229 on April 29, 2019. Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. To date, Manny has raised over $114m in funding from some great people including friends of the show in the form of Alex Clayton @ Spark, Mayfield, Trinity Ventures and DFJ Growth, just to name a few. Prior to founding Outreach, Manny spent 7 years with Microsoft where he ran the Latin America and Canada business development group for Microsoft’s emerging mobile division, representing $50M of yearly revenue. Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon's traffic.  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. How does Manny fundamentally approach managing top of funnel? What are the 2 big dangers of not managing it aggressively? What can be done to ensure not only full but high quality top of funnel?  Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? How does this change if you are creating vs in an existing market? How does Manny think about specialisation within the sales function? Why are SDR’s 99% of the time not able to carry leads to completion?  How does Manny think about quota construction today? Does Manny err on the side of setting high to be ambitious or setting low to increase confidence? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? How does Manny think about resource allocation on the individual rep level? What is sufficient? What is excessive? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? What were his biggest lessons from doing this?  Why does Manny believe that you should not have a VP before $5m?  60 Second SaaStr: What does Manny know now that he wishes he had known in the beginning? What does the future of sales prospecting look like to Manny? What would Manny like to change about the world of SaaS today? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Manny Medina

Lucidchart has been recognized as one of the most mature Product Lead Growth business models in the market, driving over 700,000 registrations per month, combined with a hyper-efficient B2B business model. It didn’t happen by accident. It happened through experimentation: from extensive A/B testing (with over 500 marketing tests completed in 2018), to testing crazy brand videos (which have garnered over 200 million views and was named the only ad campaign that truly mattered in 2018 by Adweek), to constant iteration and expansion of the business model. Experimental marketing brings together the science and art of marketing, allowing for creativity that drives results. It’s an essential skill in the toolkit of the modern marketer, and one that’s easy to get started with, no matter your company scale. Key Takeaways: - Discover how to start or extend your marketing experimentation. - Learn how marketing experimentation can apply across funnels, brands, and business models. - Get tips on how to build a culture of experimentation that fosters creativity and drives business results. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19.

Yousuf Khan is a serial CIO, start-up and VC advisor. Most recently Yousuf was the CIO & VP of Customer Success @ Moveworks, the advanced AI built for enterprise providing automatic resolution of IT issues. During his time at the company, they raised over $108m from Lightspeed, ICONIQ, Kleiner, Sapphire and Bain Capital. Pre Moveworks, Yousuf was CIO @ Pure Storage during their period of hypergrowth both as a private and public company. Finally, before Pure, Yousuf’s first role in the valley was with Qualys again as CIO where he owned the entire global IT budget.    In Today’s Episode We Discuss: How Yousuf made his way from the UK to the valley and how that led to his becoming one of the leading CIOs today in the rising prominence of CIOs in enterprise?  How open and can transparent can CEOs be with CIOs? Do CIOs know the state of early-stage companies in terms of their cash situation, fundraising etc? Does that ever put them off buying? What is the right tone and temperament to take with those CIOs in the first meetings? How does Yousuf advise founders on quality or quantity of logos in the early days?  How does Yousuf advise CEOs approach CIOs when it comes to discounting? Do they make a difference to the buying decision of the CIO really? Should founders offer discounts in exchange for customer testimonials? How can CEOs provide alternative forms of social validity to other CIOs in the ecosystem, other than case studies?   How does Yousuf advise founders approach CIOs when it comes to multi-year deals? Does the mindset of the CIO change when the deal is paid upfront? How should the founders position that? When it comes to implementation, how important is time to value in the mind of the CIO? What is the worst thing a founder can do when discussing implementation?     Yousuf’s 60 Second SaaStr: What separates good from great when it comes to CIOs? What makes the best board members? What are Yousuf’s biggest strengths and weaknesses? Read the transcript on our blog.  If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Yousuf Khan

Salesloft CEO Kyle Porter, Zoom Head of Sales Ops Hilary Headlee and Fireeye VP of WW Sales Christina Foley share the seven tips and tricks to getting more revenue per AE. This episode is an excerpt of a SaaStr Annual 2019 session. You can see the full video on our YouTube channel.

Des Cahill is the Chief Marketing Officer for Oracle CX Cloud Suite, an integrated set of marketing, sales, commerce and service solutions that power customer experience for thousands of leading global brands. Prior to Oracle, Des was the CMO @ Kerio Technologies marketing to over 60,000 SMB customers and 5,000 channel partners. Before Kerio, Des was the CMO @ Ensighten, where he helped grow the customer base from 10 to 100 and revenues from $2M to $14M. Des has also spent time as CEO having founded and grown Habeas Inc from 0 to 450 customers, $9M in revenue and raising 3 rounds of venture financing.   In Today’s Episode We Discuss: How Des made his way into the world of startups and came to be CMO of Oracle’s CX Cloud suite?  Why does Des believe customers are more unpredictable now than ever before? How is their behaviour fundamentally changing? What are some great examples of how Des has seen companies amend to the changing consumer demands? How does this change the role of the marketer today? How does this change the prioritisation of customer experience for marketers? What are the challenging elements of this change? How does the role of marketing also integrate with the post-sale and customer success with much of their content being used there?   How does Des think about the relationship between marketing and sales teams? What are Des’ biggest tips on how to reduce friction in the handoff from marketing to sales? What works? What does not work? What is the right OKR to measure marketing teams? Does it have to be tied directly to revenue?   Des’ 60 Second SaaStr: Biggest breakdown in the working of an efficient funnel? Who is killing it in SaaS marketing today and why? Advice in SaaS you commonly hear but disagree with? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Des Cahill

Kevin Egan, Slack's VP of North American Sales and Dannie Herzberg, Slack's Director of Sales as discuss their strategies for going from Freemium to Enterprise at Slack. Find the video and full transcript on our blog.  

Allie Janoch is the Founder & CEO @ Mapistry, the startup that makes environmental compliance simple. As for Allie, prior to founding Mapistry she started her career in MIT’s Lincoln Lab before joining IQ Engines (acquired by Yahoo). Post acquisition, Allie integrated the technology built at IQ Engines into Flickr search.   In Today’s Episode We Discuss: How Allie made her way from the world of Yahoo to founding the game changer of environmental compliance in Mapistry? Having had both big company, small startup and founding experience, what would Allie advise new graduates entering the workforce today?  What were the biggest mistakes that Allie made when it comes to sales hiring? What were the learnings from those mistakes? How does Allie advise other founders on scaling sales teams? How does Allie think about sales rep payback period? How can one determine the effectiveness of a sales rep when they are engaging in 9-12 month sales cycles? How does Allie think about the importance of focus applied to customer segmentation today? How does Allie measure true customer success? NPS? Churn? Product analytics? How does Allie explain the macro market size to VCs when they initially see the small customer segment?   Why did Allie start doing their own events with Mapistry? How should startups think about whether events are the right strategy for them or not? How should founders think about resource allocation and budget when it comes to events? How does Allie measure the ROI of events?  Allie’s 60 Second SaaStr: What does Allie know now that she wishes she had known at the beginning?  What would Allie most like to change about the world of tech and Silicon Valley? What is the biggest challenge for Allie today with Mapistry? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Allie Janoch

Hear about Adyen’s journey from a Dutch payments startup to a global public company with more than 15 offices around the world working with large global companies like Facebook, Spotify, Uber, and Microsoft. CCO Roelant Prins shares lessons from the company’s own global growth path and will be giving practical tips for companies who are thinking about expanding their business globally. Roelant is joined by Felicis Ventures Founder, Aydin Senkut, who shares the commonalities he sees in successful companies...starting with culture. Find the video and full transcript on our blog.

Travis Bryant is Partner for Founder Experience @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. During his time at Optimizely, the company grew from from $7 to >$90M in ARR and from 40 to 400 people. Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. In Today’s Episode We Discuss: How Travis made his way into the world of venture as the first ever Partner for founder experience at Redpoint? What were the 2 biggest lessons Travis took from Salesforce? How transformational is the 12 quarter year for Salesforce? Why does Travis believe we need to abolish the title of CRO? Why does it suggest misalignment between customer and vendor from Day 1? What aspects of CRO’s roles is Travis in favour of? What elements is he not in favour of? What does Travis advise founders when it comes to uniting customer facing teams?    Why does Travis believe that SaaS has upended the economic model but not the engagement model? How does the engagement model with customer need to shift? What does this do to the structure of the conventional funnel?  Why does Travis believe net retention must always be the guiding North Star? How does Travis think about the different steps to customer qualification today and what makes the best SDR’s? What does Travis advise founders when it comes to churn analysis? What questions must you ask? What metrics must you look for?  Travis’ 60 Second SaaStr: What motto or quote do Travis frequently revert back to? What is the most challenging element of Travis’ role with Redpoint? How should startup operators coming out of larger organizations determine which startup to join?  Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Travis Bryant

Nicole Alvino, founder of SocialChorus, shares some ‘truth is crazier than fiction stories’ about her time in structured finance at Enron and how she applied what she learned to build a company that has 10 of the Fortune 50 as customers. In your constant effort to grow and win, you’ll get the 5 most important lessons on how to push the envelope just far enough - while keeping your ethics in check.

Michael Pryor, Co-Founder & CEO @ Trello, now Head of Trello Product with Atlassian following their recent acquisition. Kolton Andrus is the Founder & CEO @ Gremlin, the failure as a service startup finds weaknesses in your system before they cause problems. Dylan Serota, Co-Founder and Chief Strategy Officer @ Terminal, the startup that helps you create world-class technical teams through remote operations as a service. Rachel Carlson, Co-Founder and CEO @ Guild Education, the leader in education benefits offering the single most scalable solution for preparing the workforce of today for the jobs of tomorrow.  Sid Sijbrandi, Founder & CEO @ Gitlab, a single application for the entire software development lifecycle. Jeppe Rindom is the Founder & CEO @ Pleo, the simple spending solution for your company automating expense reports and simplifying company expenses. In Today’s Episode We Discuss: How should founders think about the debate between all remote vs part remote teams? How does life and operations change with each? What are the pros and cons? Is it possible to move between the two overtime? What can one do to maintain culture with remote teams? What processes need to be in place to ensure a cohesive and streamlined communication process? What technical architecture needs to be in place? Where are the breakpoints when it comes to communication? How often does one need to do in person off-sites? How does being remote or part remote impact fundraising? How do VCs think about this new structure of operations? What is the right way to present it? How does being outside a core tech hub impact one’s ability to raise? How should one run a fundraising process if outside a core hub?   How important is it for your team to be near your customers? How does this change according to sector and customer base? How important is it for your team to be near your investors? Does having an exec and sales team in one place and the rest of the team elsewhere work?   Jason Lemkin Harry Stebbings SaaStr Read the full transcript on our blog.

Rene Yang Stewart, Co-Head and Principal, Vista Equity Partners, and Monica Enand, Founder and CEO, Zapproved discuss growing a company from product market fit to scale. Vista Equity Partners invested in Zapproved in 2017. Hear perspectives from both the investor and founder on growth to scale. Find the video and full transcript on our blog. Sponsor message: Remote and hybrid teams aren't the future of work-- they're the present. Owl Labs is embracing this revolution, and is here to provide remote workers with a virtual seat at the table with the Meeting Owl. Their 360° smart video conferencing camera can recognize and highlight any speaker at the table using an array of 8 microphones. Check it out for yourself at owllabs.com!

How do you manage a sales team when you're at a company with both Free and Freemium Sales-Driven Segments? What about SMB vs. Enterprise Sales? SaaStr CEO Jason Lemkin sits down with Mixmax's Head of Revenue Don Erwin to discuss it all. Find notes for this episode on our blog.

Glassdoor CEO Robert Hohman and Battery Ventures' Neeraj Agrawal walkthrough Glassdoor's $1.2 Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn why Glassdoor’s $1.2 Billion acquisition is just one milestone in the early innings of the company’s story. Follow SaaStr and our guests on Twitter: Jason Lemkin SaaStr Robert Hohman Neeraj Agrawal Sponsor message: Remote and hybrid teams aren't the future of work-- they're the present. Owl Labs is embracing this revolution, and is here to provide remote workers with a virtual seat at the table with the Meeting Owl. Their 360° smart video conferencing camera can recognize and highlight any speaker at the table using an array of 8 microphones. Check it out for yourself at owllabs.com!

Krish Subramanian is the Founder & CEO @ Chargebee, the startup that lets you go beyond billing, payments and recurring invoices — to delivering subscription experiences that "wow". To date, Chargebee have “wowed” some of the world’s leading VCs to the tune of $38m including the likes of Insight Venture Partners, Tiger Global, Steadview and Accel Partners. 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.  In Today’s Episode We Discuss: How Krish made his way into the world of SaaS and came to found one of India’s fastest growing SaaS companies in Chargebee? What does Krish mean when he says, “in SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to move to enterprise? Does one have to expand the product line to retain customers? How does he think about the mortality rate of SMBs?   First, what is continuous customer development? Second, why does Krish believe it is one of the most important things any company must do? What is the process to do it efficiently? Does it have to be in person? What questions reveal the most? How should this data feedback into your product roadmap and pipeline?  How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? What are the biggest challenges in making this transition? How does your customer success and customer support functions change with the move to enterprise?  Krish’s 60 Second SaaStr: Biggest lessons from working with Lee Fixel? How does one know when is the right time to introduce a new product? What does Krish know now that he wishes he had known at the beginning? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings  SaaStr Krish Subramanian

When is the right time to go upmarket and how do you serve small, medium and large customers in the same company. SaaStr CEO Jason Lemkin sits down with Shopify Plus GM Loren Padelford to discuss. Read the transcript on our blog. Remote and hybrid teams aren't the future of work-- they're the present. Owl Labs is embracing this revolution, and is here to provide remote workers with a virtual seat at the table with the Meeting Owl. Their 360° smart video conferencing camera can recognize and highlight any speaker at the table using an array of 8 microphones. Check it out for yourself at owllabs.com!

Liat Bycel is VP of Customer Engagement @ Airtable, the startup that works like a spreadsheet but gives you the power to organise anything. To date, Airtable has raised over $170m in funding from some of the best in the business including Thrive, Coatue, Founder Collective, CRV and individuals like Patrick Collison, Ashton Kutcher and Raymond Tonsing to name a few. As for Liat, prior to Airtable, she was the Chief Revenue Officer @ Assist. Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices.   In Today’s Episode We Discuss: How Liat made her way into the world of SaaS and came to be VP of Customer Engagement at one of Silicon Valley’s hottest startups in Airtable?  What were Liat’s biggest lessons from Twitter on how to hire successfully? What were some of the key takeaways from that experience on how, why and when to fire? Is there ever a right way to do it? How does Liat think about aligning both the personal ambitions of the person with the wider objectives of the company? Why does Liat reject the notion of “hands off leadership?”   Companies often worry about whether to go horizontal or vertical, how does Liat personally think about this choice? What does she advise founders as a result? What are the core questions they should ask to determine their strategy? What are the biggest challenges of having such a vertical product? How does it impact messaging and brand? Product roadmap? Pricing? How does Liat think about challenging the traditional sales model? How does that challenge the structure of the conventional AE and SDR structure? How does Liat think Airtable is pushing up against the traditional customer success model? How has having children impacted how Liat thinks about operating today? What changes with children?  Liat’s 60 Second SaaStr: What does Liat know now that she wishes she had known at the beginning of her time with Airtable? What are Liat’s biggest strengths and weaknesses? What are the challenges of prioritization? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Liat Bycel

SaaStr CEO Jason Lemkin sits down with Gainsight CEO Nick Mehta to discuss what it means to be a SaaS leader. What are the day-to-day struggles? The fears and the worries and what it means to be "crushing it" today. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Nick Mehta This episode is sponsored by Owl Labs.

Robert Vis is the Founder & CEO @ MessageBird, the company that allows you to talk to your customers via Voice, SMS and Whatsapp. The company raised a monster $60M Series A from Accel and Atomico with only one prior investor being Y Combinator. As for Robert, prior to MessageBird, he was co-founder and CEO of Zaypay.com which focused on driving mobile payments into 50+ countries, enabling 1.5bln users to pay for virtual goods through their phones (sold to Mobile Interactive Group (MIG).  In Today’s Episode We Discuss: How Robert made his way into the world of startups and SaaS and came to found Messagebird? What was the a-ha moment for him?  Why does Robert believe the most important element of being a founder is “thinking big”? How as a founder do you balance between thinking big with investors and then the day to day in the weeds with the team? How does Robert as Europe’s mentality of thinking big today? Have our ambitions exceeded what they have been before? How does being in Benelux change how Robert thinks about global ambitions and growth ambitions?   What does Robert mean when he tells founders, “don’t try to scale”? How does Robert think about knowing when a business is ready to scale? Where do many founders go wrong in the preparation for scale phase? What does one need to get in place before scaling? Why did Robert wait 6 years before raising any VC money? Why did he decide then was the right time? Once the raise was in, did he feel the pressure of suddenly having a lot of VC funding? How did his mindset to capital allocation change post-raise? How did he see his decision-making process change post raise? How did raising from the US differ from raising in the UK?  Robert’s 60 Second SaaStr: What does Robert know now that he wishes he had known at the beginning of his time with Messagebird? What keeps Robert up at night?  What are Robert’s strengths and weaknesses?  What advice in SaaS does Robert most often hear that he disagrees with? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Robert Vis 

David Cummings is the co-founder of the Atlanta Tech Village, Pardot which sold to ExactTarget/Salesforce.com, Hannon Hill,  Rigor, SalesLoft (raised over $75M in capital), Terminus (raised over $25M in capital), and several more. Hear his lessons learned over the years from Pardot to Calendly.   Missed the session? Here’s what David talks about: How large a role does funding play? Matching pricing to value How to continuously level up talent Find the video and full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Remote and hybrid teams aren't the future of work-- they're the present. Owl Labs is embracing this revolution, and is here to provide remote workers with a virtual seat at the table with the Meeting Owl. Their 360° smart video conferencing camera can recognize and highlight any speaker at the table using an array of 8 microphones. Check it out for yourself at owllabs.com!

Dave King is the Head of Marketing at Asana, the work management platform that teams use to stay focused on the goals that grow their business. To date, Asana has raised over $210m from some of the biggest names in tech including Mark Zuckerberg, Peter Thiel, Marc Andreesen, Ben Horowitz, Sean Parker, Ron Conway, Benchmark, Founders Fund and more incredible names. As for Dave, prior to joining Asana, he led the marketing teams at Percolate, Highfive, and Salesforce Community Cloud. In Today’s Episode We Discuss: How did Dave make his way into the world of SaaS and startups? When did he realise his love of marketing SaaS companies? What does Dave mean when he says, “we are entering the 3rd wave of marketing”? What were the 1st and 2nd chapters? What does the “3rd wave” of marketing mean for marketers today? How does it change what marketing should be focusing on? How does it change how marketing works with sales and customer success?  What does Dave mean when he says, “offsites serve as a crutch for 2 core elements of the marketer's role”? How does Dave advise marketers on crafting their playbook? What are the core questions to ask? Where does Dave see many going wrong here? How does one turn a playbook into a repeatable, measurable process? With channel volatility being so high, is it possible to have a repeatable and predictable process?   What are Dave’s biggest observations on what B2B marketers can learn from B2C? How does that change how Dave thinks about new campaigns and community building with Asana today? Who does Dave think has done this particularly well in the world of enterprise? Are there any challenges to trying to carry over B2C into the world of B2B?  Dave’s 60 Second SaaStr: What does Dave know now that he wishes he had known at the beginning of his career in marketing?  Biggest breakdown in the working of an efficient funnel? A moment in Dave’s life that has served as an inflection point and changed the way he thinks?  Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dave King

Talkdesk SVP of Client Services Gillian Heltai oversees Talkdesk's Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. In this session, Gillian will walk you through how to build a high performing CSM Team.   Missed the session? Here’s what Gillian talks about: How to build a CSM team Avoiding the mistake of over defining the candidate profile How to divide responsibilities across roles Find the video and full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Remote and hybrid teams aren't the future of work-- they're the present. Owl Labs is embracing this revolution, and is here to provide remote workers with a virtual seat at the table with the Meeting Owl. Their 360° smart video conferencing camera can recognize and highlight any speaker at the table using an array of 8 microphones. Check it out for yourself at owllabs.com!

Jeppe Rindom is the Founder & CEO @ Pleo, the simple spending solution for your company automating expense reports and simplifying company expenses. To date, Jeppe has raised over $78m in funding for Pleo from some European favourites of mine in the form of Creandum and Vaestfonden and then also their most recent round led by Stripes Group in NYC. 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. Before that, Jeppe was the CFO @ Tradeshift where he first hand saw their scaling to 190 countries with offices in 6 different locations.  In Today’s Episode We Discuss: How did Jeppe make his way into the world of startups and SaaS with his becoming CFO @ Tradeshift? What were his biggest learnings from Tradeshift and how did that impact his operating mentality? What was that a-ha moment for him with Pleo? 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? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? How does Jeppe think about when is the right time to move into enterprise? What changes? How does Jeppe respond to 3 common concerns VCs have with SMBs: The price points are so low that it takes huge volume to scale to meaningful revenue? The mortality rate of SMBs is so high that you are going to always have high churn due to the customer segment? Serving SMBs in the way that Pleo does is an intensely competitive space, is this a winner-take-all market? How does Jeppe think about competition?  How does Jeppe think about NPS today? How does Jeppe approach the problem of agency when the buyer is not the user? How does Jeppe think about being customer informed but not customer-driven? Pleo has a part-remote work structure, why does Jeppe advocate for this structure in the face of many saying it either has to be remote or not? What has Pleo done to make it work? What tool stack do they have to ensure seamless communication between remote and non-remote? Where are the challenges? What must one always do? How does leadership change for Jesse in the face of scale? How does Jesse think about scaling humanity and the personal touch with the scaling of his leadership? What are the challenges? When do they start to arise? How has raising in the US compared to raising in Europe? What are the core differences?  Jeppe’s 60 Second SaaStr: What does Jeppe know now that he wishes he had known at the beginning? How did raising from the US differ from raising with European investors? What would Jeppe most like to change about the world of SaaS today? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jeppe Rindom

Gorgias helps brands automatically respond to basic questions, and track the impact of customer service on sales so support becomes a profit center. Join CEO Romain Lapeyre as he walks you through how to close your first 1000 customers based solely on data.   Missed the session? Here’s what Romain talks about: How to build a growth machine How you can tailor onboarding to customers Using data to your advantage You can find the full video and transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Traditional customer beta testing can't keep up with the speed of Agile or the demands of continuous delivery. Centercode's approach to real-world Delta Testing fuels product and engineering teams with actionable quality and UX insights before every new release. Visit Centercode.com to learn more.

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. As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot's marketing-generated sales revenue by 330% year-over-year. Before Hubspot, Ryan was Head of Marketing @ Salesforce (APAC) where he led his team to achieve 227% YoY net-new sales sourced through marketing. Due to his success, Ryan has been named to Forbes’ List of World’s Most Influential CMOs. In Today’s Episode We Discuss: How Ryan made his way into the world of SaaS from Sydney, Australia and came to be one of the world’s leading CMOs with G2 today? What were Ryan’s biggest takeaways from his time at Salesforce? How did it change his mindset? What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? What can they learn from each other? Where does Ryan sit on whether marketing is an art or a science today? How did Ryan turn a $6,000 initiative at Hubspot into a product that generated $64m net revs? What have been Ryan’s biggest lessons in what it takes to acquire the best talent? How does Ryan build candidate pipe? What works most effectively? How does Ryan structure and run the process? What core questions does Ryan ask and find most revealing of the individual’s character? What does Ryan love to see in a candidate?  Does Ryan agree that marketing teams should always be held directly accountable to a number tied to revenue? What type of CMO would Ryan bucket himself as; demand gen or brand? How does Ryan think about the relationship between the two?  Ryan’s 60 Second SaaStr: What does Ryan know now that he wishes he had known at the beginning of his career in marketing?  What is the biggest BS that Ryan often hears in the world of marketing? Which marketing leader does Ryan most respect and admire and why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ryan Bonnici

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Learn actionable monetization tips from a Product/Growth operator turned VC, Menlo Ventures Partner Naomi Ionita. Missed the session? Here’s what Naomi  talks about: How to avoid underpricing your product Fitting your businesses’ product to the market This podcast is an excerpt of Naomi’s session at SaaStr Annual 2019. You can watch the full video on our website. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Naomi Ionita Today's sponsor: Traditional customer beta testing can't keep up with the speed of Agile or the demands of continuous delivery. Centercode's approach to real-world Delta Testing fuels product and engineering teams with actionable quality and UX insights before every new release. Visit Centercode.com to learn more.

Janine Pelosi is the CMO @ Zoom, the next-generation enterprise phone system. Prior to their very successful IPO, Zoom raised funding from some of the best in the business including Sequoia, Emergence Capital, Horizons Ventures and 2 of my favourites in the form of Matt Ocko @ Data Collective and Dan Scheinman. As for Janine before joining Zoom, she spent 11 years at Cisco where among many incredible achievements she led worldwide demand gen for WebEx and led their worldwide digital marketing team with a $25M annual budget.  In Today’s Episode We Discuss: How Janine made her way into the world of SaaS and came to be one of the leading CMOs today with Zoom? How has the role of the CMO changed over the last 5 years? Would Janine agree with Jason Lemkin that “the role of the CMO is to execute the vision of the CEO”? What makes Janine and Eric’s relationship so successful? What makes Eric the special leader that he is? How does the changing power of the CMO affect their relationship with the CEO?    When is the right time for startups to hire their first CMO? What should they look for in that ideal candidate? What should they have in place in terms of infrastructure, prior to hiring the candidate? What does the right onboarding process look like for a CMO? Where does Janine see many going wrong when hiring their first CMO?  How does Janine look to create alignment between sales and marketing? Why does Janine not believe in having the labels of “MQLs and SQLs”? How does Janine look to reduce the friction when handing off between marketing and sales? What are the common causes? How are we seeing marketing also blend with customer success? Janine’s 60 Second SaaStr: What does Janine know now that she wishes she had known at the start of her time at Zoom? Who does Janine most respect in the world of marketing today? Why? What would Janine most like to change about the world of SaaS today?  Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Janine Pelosi

Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace.   Missed the session? Here’s what Matt  talks about: Getting your “first story” What is a lucky lead and how does that turn into predictable growth Building trust across time zones This podcast is an excerpt of Matt’s session at SaaStr Annual 2019. You can watch the full session on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr WP Engine Today's sponsor: Traditional customer beta testing can't keep up with the speed of Agile or the demands of continuous delivery. Centercode's approach to real-world Delta Testing fuels product and engineering teams with actionable quality and UX insights before every new release. Visit Centercode.com to learn more.

Allison Pickens is the COO @ Gainsight, the company that provides everything you need to turn your customers into your biggest growth engine. To date Gainsight have raised over $184m from some of the world’s best VCs in the form of Lightspeed, Bessemer, Insight Venture Partners, Battery Ventures and Salesforce Ventures just to name a few. 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. Allison is also an Entrepreneur-In-Residence at Bessemer Venture Partners and sits on the board of RainforestQA. Before Gainsight, Allison started her career in NYC with stints at Bain and The Boston Consulting Group. In Today’s Episode We Discuss: How Allison made her way into the world of SaaS with Gainsight from her start in finance at Bain in New York? What does a strategic plan really mean to Allison? What is included in it? How should it be structured? In terms of ambition, how does one set ambitious enough plans to be a stretch but not a stretch too far? How does one tie their strategic plan to their financial plan? What is the right way to communicate this throughout the organisation?    Why does Allison believe product marketing and customer success are the new sales and marketing? What have been Allison’s biggest lessons on how to effectively measure adoption? Who is accountable to this number? CS or product management? Does Allison believe that marketing needs to be held accountable to a number directly tied to revenue?  How does Allsion respond to the common negative of “services revenue”? What is an acceptable ratio of services to software revenue? How can one approach setting up a services team for scale? Why is having such a great CS team actually bad for product development in the long run? How can one mitigate this? Allison’s 60 Second SaaStr: What does Allison know now that she wishes she had known at the beginning of her time with Gainsight? How often should CS check in with their customers? What does that look like?  If on a tight budget, how should one staff a CS team? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Allison Picken

Building a company made up of distributed teams presents a plethora of complex challenges that can derail productivity and impact employee retention. But with it comes immense benefits and competitive advantages such as the diversification of ideas, speedier product development, and representation in important regions and time zones. Come and hear about the typical pitfalls (and how to avoid them) from Eventbrite SVP of Platform Pat Poels, an executive with over seven years under his belt leading Eventbrite’s now 300+ strong engineering team that sits across North America, South America, and Europe.   Missed the session? Here’s what Pat  talks about: Engineering your own luck How to build an engineering team If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr

Jon Herstein is the Chief Customer Officer at Box, the company that provides one platform for secure content management, workflow and collaboration. Prior to their IPO, Box had raised funding from some of the best in the business including Andreesen Horowitz, Bessemer, DST, Emergence and Meritech, just to name a few. As for Jon, prior to being Chief Customer Officer at Box, he was Senior VP of Customer Success, responsible for all post-sales services Box provides from implementation to user adoption and more. Before Box, Jon spent 4 years as VP of Professional Services at NetSuite and prior to that, close to 8 years as Senior Director of professional services at Informatica. In Today’s Episode We Discuss: How did Jon make his way into the world of SaaS and come to be one of the leading figures in the rising tide of the customer success movement? What does Jon mean when he says, “you have to constantly bring your customers to the forefront of your employees minds”? For non-customer facing roles, what can one do to give them that perspective? Does it work to ensure every function spends time in customer support? What is challenging about that? What can be done in the onboarding phase to ensure the individual has the most empathy for the customer, regardless of function?   For those in CS, what is the right communication cadence to check in with their accounts? What should the agenda look like? What outcomes should they drive towards? Should they be involved in the upsell process? How does Jon think about post-mortems on churned clients? How do they structure them? What lost client stands out to Jon and what would he have done differently to retain them? From Jon’s experience seeing Box in hyperscaling, at what stages do SaaS orgs start to break down? Why does Jon think that is? What can be done to proactively try and mitigate this? How does Jon think about the structuring of roles and responsibilities with scale? What does this done well look like? Where do many people go wrong here?   Jon’s 60 Second SaaStr: What does Jon know now that he wishes he had known at the beginning of his time with Box? What motto or quote does Jon frequently revert back to? What is the most challenging element of Jon’s role with Box today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jon Herstein  

Tom Bogan, CEO of Adaptive Insights, a Workday company, will review the key principles to building a successful SaaS company. From team to vision to metrics to funding and more, these principles provide the framework for high-growth, high performing SaaS companies. How can you develop a winning culture? How can you set aggressive but realistic goals? What’s needed to build the right team in SaaS today? Missed the session? Here’s what Tom talks about: The important maxims about team building Insights on fundraising and why you might not want to always raise at the highest valuation Personal stories from his time building Adaptive Insights If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr

Whitney Bouck is the COO @ HelloSign (now a part of Dropbox). For those that do not know, HelloSign is the company reimagining how you approach your most important business agreements with their award-winning e-Sign solution. 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. If that was not enough, Whitney is also on the board of Ekata, building the global standard in identity verification. Finally, prior to HelloSign Whitney spent close to 5 years at Box where as SVP Global Marketing & GM Enterprise she took on all of marketing globally for Box and was responsible for reshaping the company brand from SMB to enterprise.  In Today’s Episode We Discuss: How Whitney made her way into the world of SaaS originally with Box and how that led to her coming one of today’s leading COOs with HelloSign? What were Whitney’s biggest takeaways from seeing the hypergrowth of Box? How did that change her operating mentality? What does truly successful exec leadership look like in Whitney’s mind? When is the right time for founders to think about building out their first exec team? What common mistakes do they make in the process? What can founders do to attract seasoned SaaS execs to their early-stage company? What are the questions that suggest an individual has a startup culture to them? What are the indications that they are a “big company” person?   What does Whitney believe is the new role of the CIO? What has changed about their tole and what has driven this change? With their coming front and centre in the org, how does that change both the reporting and operating structure of the business? What are the nuances and intricacies of this role that many do not often consider?  COO is thrown around as a term today, what does it really mean to Whitney? What does Whitney believe separates good from great when it comes to COOs? When is the right time for founders to start looking for their first COO? What should they look for in their first COO? What is the optimal onboarding process for any new COO?  Whitney’s 60 Second SaaStr: What does Whitney know now that she wishes she had known at the beginning? What makes for the optimal relationship between COO and CEO?   What is the most challenging element of Whitney’s role with HelloSign today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Whitney Bouck Ever feel like you can’t really connect with prospects or have an organized workflow to get deals closed? Outreach.io, the leading Sales Engagement platform, supports sales reps and their managers by making it simple to humanize and personalize communication at scale; automating the soul-sucking manual work; and dramatically increasing the productivity and efficiency of all revenue-generating teams. You can check them out at outreach.io/saastr to chat with them and receive a free copy of their new book -- Sales Engagement: How The World's Fastest-Growing Companies are Modernizing Sales Through Humanization at Scale.  

Our guest today is Pipedrive SVP of Global Sales Tara Bryant. Globalization opens up a world of opportunities for sales growth. We often focus on the positive sides of growth—but what about taking a look at the ugly sides? Even what we could consider “good problems” need preparation, and it starts by understanding your team and your goals, including knowing when and how to recruit members of your team, and building in a way that compliments your growth. Do you need more man-power on the customer facing side, or do you need to bring in new management to keep everything in line? Growth isn’t always linear, and the steps to success aren’t always one after the other. How do you prioritize and organize to bring the best possible results? This side of success can be scary, but knowing how to prepare can set you up to reach your companies long term growth goals.   Missed the session? Here’s what Tara talks about: What does the ideal candidate look like? How to hire your core staff really well Enabling salespeople to share learnings If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr

Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. But how do companies gain secure access to that data in the first place? Enter the platform company. Hear from Plaid co-founder and CEO, Zach Perret and CNBC's Ari Levy as he walks through his lessons learned building Plaid and how it found itself at the center of the fintech ecosystem.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Zach Perret

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. Before PatientPop, Justin was one of the first 10 employees at ZocDoc, where he spent 4 years in different roles including Director of Strategic Sales.  In Today’s Episode We Discuss: How Justin made his way into the world of Sales and came to be one of the industry's leading scale up Sales leaders with PatientPop and ZocDoc? How did Justin experience burnout? What were the first indications and signals for him that he was suffering from it? How did it manifest itself in how he carried himself and his behaviour? How did Justin communicate the situation to his bosses? What does Justin advise others in communicating burnout to their superiors?   As a manager observing their team, what are signs that an individual is burning out? What is the right way to approach them to discuss the situation? What options do managers have available to them when faced with a burned out employee? How does micro-management fit into the signals that suggest clear burnout of the individual?  Justin has said before that “culture must precede performance”, what did he mean by this? What actions and communications must they adopt to ensure that this feeling of culture over performance is accepted by the team? With that in mind, how does Justin think about KPI and goal-setting? What can leaders do to create an environment of safety for their team? Where do many leaders go wrong here?  Having seen multiple scaling culture, where do SaaS organisations tend to break down both in terms of culture and process? What are those inflection points? What can be done to actively mitigate these 2 significant points of failure?    Justin’s 60 Second SaaStr: What does Justin know now that he wishes he had known when he started at PatientPop? Sales leader Justin most respects and why? If Justin could change one thing about the world of SaaS today, what would it be?  Read the full transcript on our blog.  If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Justin Welsh Ever feel like you can’t really connect with prospects or have an organized workflow to get deals closed? Outreach.io, the leading Sales Engagement platform, supports sales reps and their managers by making it simple to humanize and personalize communication at scale; automating the soul-sucking manual work; and dramatically increasing the productivity and efficiency of all revenue-generating teams. You can check them out at outreach.io/saastr to chat with them and receive a free copy of their new book -- Sales Engagement: How The World's Fastest-Growing Companies are Modernizing Sales Through Humanization at Scale.

As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. Eyal Manor and Megan Lueders host a fireside chat between Google Cloud and Zenoss, a leader in software-defined IT operations. They discuss the most common and emerging challenges facing SaaS companies today. You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. Join us for this lively discussion between two innovators.   Missed the session? Here’s what Eyal and Megan talks about: How to develop software faster The emergence of new A.I. services Why the “strongest” conversations need to happen between engineering and marketing If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr  

Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. To date they have raised over $113m in financing from some of the best in the business including Tiger Global, Battery Ventures, Boldstart, Canaan, Cisco and Redpoint just to name a few. Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle.  In Today’s Episode We Discuss: How Vikas made his way into the world of SaaS and came to be at the rocketship that is Kustomer? Why does Vikas believe that a wave of SaaS incumbents are about to be displaced or disrupted? What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? Does this not lead to a consolidatory environment? How does Vikas see the space play out in the coming years when it comes to acquisitions? What have been the dramatic changes that have happened in sales over the last few years? What is the right way for startup founders to address sales rep onboarding? Why is it so crucial to invest in enablement in the early days? How should this enablement be structured? How does this change sales rep payback periods? What is a good payback period?  How does Vikas feel about discounting? If accepted, what must the startup ask for in return? How does Vikas think about multi-year deals? When are they good? What sort of terms make them less beneficial for the vendor?  How does Vikas think about professional services? What is a good margin for professional services? What ratio of revenue is healthy for professional services to account for? When should one look to hire their first customer success reps? What should they look for in those reps?  Vikas’ 60 Second SaaStr: What does Vikas know now that he wishes he had known at the beginning? What is his secret to building diverse teams? The sales leader Vikas most respects and admirers and why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

The age-old sales funnel has worked fine for decades…until now. Flaws are being exposed, and a new model is imminent. Why is the sales funnel alone no longer an appropriate way thinking about customers? What will emerge to supplement or replace it? HubSpot CEO Brian Halligan and NEA's Hilarie Koplow-McAdams explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers.   Missed the session? Here’s what Brian talks about: Why a flywheel instead of a funnel? What does the Grateful Dead have to do with Marketing…? What role do T shaped people play? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Brian Halligan

Leah Busque is currently a General Partner at Fuel Capital, an early stage venture fund located in Silicon Valley. She likes to invest across consumer, B2B saas, and technology infrastructure companies at the earliest stages. In 2008 Leah founded TaskRabbit, the leading on-demand service marketplace in the world. She spent nearly a decade involved with the company as CEO and Executive Chairwoman before she sold the company to IKEA in October of 2017. Hear about her takeaways from a product reboot with TaskRabbit.   Missed the session? Here’s what Leah talks about: What are the lessons learned from a product reboot? When  bringing a product to market - what are the BHAGs? How to navigate a product pivot. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Leah Busque

Eric Christopher is the Founder and CEO @ Zylo, the software management system built for the cloud pioneering a new standard in software management. To date, Eric has raised over $12m for Zylo from some of the best in the business including Byron @ Bessemer, Salesforce, GGV, Semil @ Haystack and the team at High Alpha. 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. Finally, prior to Shoutlet, Eric spent over 7 years at ExactTarget as a Senior Business Development Manager which is where he met High Alpha’s Scott Dorsey.  In Today’s Episode We Discuss: How Eric made his way into the world of startups and SaaS? What were his biggest takeaways from working with Scott Dorsey @ ExactTarget? What was the founding moment with Zylo? What have been Eric’s biggest lessons when it comes to making the transition from founder led sales to sales team? What would we have done differently with the benefit of hindsight? What were the biggest challenges in the process?   How does Eric think about the importance of quantity vs quality of logos when acquiring your first few customers? Do big logo brand names really provide social validity or is it over-hyped? How does Eric think about discounting in the early days? What can founders do to really extract the most value from the discount they are giving away?  Why does Eric believe that hitting the employee 50 mark is a huge moment for founders and the scaling of the company? What fundamentally changes? What gets harder? What gets easier? How has Eric seen his role evolve with the scaling of the team? How does Eric think about goal and KPI setting with a much larger team? What needs to change? How does one create and retain accountability and ownership at scale? Why does Eric believe that the bar for execution in SaaS in 2019 is so much higher than in 2009? What has changed? How does this make Eric change the way he approaches benchmarking, capital allocation and growth? How did Eric find raising the Series A as a non-Bay area company? Eric’s 60 Second SaaStr: What does Eric know now that he wishes he had known at the beginning?  What is the toughest role to hire for today? If the money is on the table, take it. Agree or not? Why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Eric Christopher

Michael Seibel is CEO and a partner at Y Combinator and co-founder of two startups – Justin.tv and Socialcam. He has been a partner at Y Combinator since 2013, advised hundreds of startups, and has been active in promoting diversity efforts among startup founders. Hear his take on the future of work with a decade in learnings from YCombinator.   Missed the session? Here’s what Michael talks about: How quickly should you hire? When is the right time to sell a startup? How large a differentiator will investors make in your company? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Michael Seibel

Peter Yared is the Founder & CEO @ InCountry, the startup that allows you to operate globally with data residency as a service meaning they store your mission-critical data in it’s country of origin, without compliance. To date, Peter has raised $8m for InCountry from some of my very favourites including Bloomberg Beta, Felicis, Ray Tonsing @ Caffeinated and CRV just to name a few. Prior to InCountry, Peter founded six and sold 6 enterprise software companies that were acquired by Sun, Citrix, VMware, Oracle, Sprinklr and Prograph. Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2. In Today’s Episode We Discuss: How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? What is that founding moment? Why does Peter feel like it enterprise is really hard again? Why is it no longer to come into large enterprises with a small contract and expand? How does Peter think about enterprise pilots today? Do they really mean anything? What proof points suggest an enterprise is really bought in? What benchmarks should startups bake into the agreements?  How does Peter think about and approach market sizing today? Why is market risk no longer a risk he is willing to take? Where do many entrepreneurs make mistakes when it comes to market timing? In terms of timing, how should entrepreneurs think about whether to start at SMB and move to enterprise or start enterprise and move to SMB? What are the considerations?  Why does Peter believe that large orgs are so dysfunctional today? What can founders do to extract the truly special talent out of these large orgs with big pay packets and troves of options? How has Peter found the transition from CTO to CEO this time? What have been some of the challenges? Where has he asked for external help?  Having built numerous successful remote teams, what have been Peter’s biggest learnings in what it takes to successfully build remote teams? Where do many people go wrong? Does it have to be from Day 1? When is the right time to start thinking about this as a startup?   Peter’s 60 Second SaaStr: What would Peter most like to change about the world of Silicon Valley and tech? Who is the biggest rockstar in the valley that is less well known? Hire fast, fire fast, agree or disagree?  Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Peter Yared

CRO Erica Ruliffson-Schultz has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise.   Missed the session? Here’s what Erica talks about: How to change up your marketing mix How to transition from SMB to enterprise Identifying your sweet spot target customers and leveraging your network to access those companies. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr

Joe Chernov is the VP Marketing @ Pendo, the startup that understands and guides your users allowing you to create products they cannot live without. To date they have raised over $108m in funding from some of the best in SaaS including Meritech, Salesforce, Battery, Spark Capital and Sapphire just to name a few. Prior to Pendo Joe was Chief Marketing Officer at Robin and before that he was the CMO @ InsightSquared where he led the transition from an email-driven leads model to an account-based marketing model. Before InsightSquared, Joe was Head of Content Marketing at Hubspot where he increased blog traffic by more than 1M visits/month and increased leads by 40%. Finally, pre-Hubspot, Joe held VP of Marketing roles at Kinvey and Eloqua. In Today’s Episode We Discuss: How Joe made his way into the world of startups and SaaS marketing many years ago? Does Joe really believe in the saying that, “no one really knows what they are doing?” Where are the nuances to it? Joe has been CMO and then #2 and alternated between the 2 roles many times, so what the continuous alternating? How does switching from CMO to VP of Marketing prepare you better for each subsequent role? Does Joe agree with the saying that the best in marketing are able to “throw the playbook out of the window”?  What does Joe mean when he says, “the most powerful mentorship is mentorship from below”? What makes the best #2’s just so good? What do they do? What advice would Joe give to a #2 in a role today? What can the individuals do to foster a relationship of deep trust and transparency? Having worked at both early and late stage companies, what does Joe believe the early companies can learn from later stage companies? Does installing very severe ops not reduce the creativity of a young company? What does Joe believe that later stage companies can really learn and take from early-stage companies?  How do the marketing functions differ in both structure and process when comparing early to late stage? What does Joe find to be the biggest challenge within each respective stage? How has Joe seen the content landscape evolve and change radically throughout his career alternating between early and late stage companies?   Joe’s 60 Second SaaStr: Who does Joe believe is killing it in SaaS marketing now? Why? ABM, total BS or real meaning to it? If Joe could change one thing about SaaS today, what would it be? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Joe Chernov

Hear from Hired's CEO Mehul Patel on how to move from transactional to recurring revenue. Hired is a marketplace that matches tech talent with innovative companies. Hired combines job matching with unbiased career counseling to help people find a job they love. Through Hired, job candidates and companies have transparency into salary offers, competing opportunities and job details.   Missed the session? Here’s what Mehul talks about: How to leverage your company values to drive stability. Hiring people, strategically. Finding your pricing sweet spot. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Mehul Patel

Dropbox Chief Customer Officer Yamini Rangan draws on 20 years of experience to challenge five common misconceptions about SaaS success. From beating the competition to over (or under) relying on Outbound, she offers a practical perspective on the frameworks that are holding businesses back from reaching their full potential in a changing landscape.   Missed the session? Here’s what Yamini talks about: How to increase the odds of reaching $1B in ARR What is the pull upmarket, why do companies focus their attention there? Common go-to-market myths and lessons. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr  

David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired. Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS community and leading early-stage SaaS fund with investments in Automile, TalkDesk, Algolia and more. Jason Vandeboom is the Founder of ActiveCampaign, a sales and marketing automation platform that enables small businesses around the world to meaningfully connect and engage with their customers. Since 2013 with their transition to SaaS have grown to more than $50 million in ARR in less than five years, while maintaining profitability. Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. Fred Shilmover is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space. Throughout the InsightSquared journey, Fred has raised over $25m in VC funding from the likes of DFJ, Bessemer, Salesforce and Atlas Venture. In Today’s Episode We Discuss: Does David Skok believe that ACV should sit at the top of the metrics stack? What are the 4 metrics that fundamentally matter in your business? What can founders do to their pricing model to extract as much value from each customer? How do the very best businesses structure their pricing for value extraction? If ACV increase is a core focus for our startup, should we hire a sales rep solely selling to enterprise? What are the biggest mistakes founders make in this scenario? What can founders do to optimise revenue per lead? How does on need o approach lead targeting according to the individual skills of their reps? 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? How does the messaging need to change with the scaling to enterprise? How do you need this change to be reflected in your pricing?     What does it truly mean to be an ARR first company? What is the right way for founders to calculate their differing ACVs? What is the right way to present that when pitching VCs? Where do many founders go wrong in how they present and discuss ACVs with investors? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Harry Stebbings Jason Lemkin SaaStr David Skok Jason Vandeboom Dave Kellogg Fred Shilmover

Flexport CEO Ryan Petersen will share what he has learned about scaling culture, expanding globally, raising venture capital (or not), and using technology to improve legacy industries.   Missed the session? Here’s what Ryan talks about: How Flexport grew to a multibillion-dollar business. How the company broke into the $2T freight forwarding industry.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Ryan Petersen

Sara Varni is the CMO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, WhatsApp or Video. Prior to their IPO in 2016, Twilio had raised over $250m in VC funding from some of the best in venture including USV, Bessemer, Salesforce and Techstars just to name a few. As for Sara, prior to Twilio she spent 10 years with Salesforce in numerous roles including SVP of Marketing for Salesforce’s Sales Cloud and CMO @ Desk.com, among other roles. If that wasn’t enough, Sara is also an advisor @ Anthos Capital. In Today’s Episode We Discuss: How did Sara made her way into the world of SaaS and came to be one of the industry’s leading CMOs with Twilio today? What were Sara’s biggest takeaways from her 10 years at Salesforce seeing the incredible hyper-growth first hand? What does Sara mean when she says, “you have to have a creative plan to get your message to market”? Does Sara really believe that there is a playbook when it comes to marketing? How does Sara determine when to throw the playbook out of the window? What resounding question do you always have to ask yourself when thinking messaging? Messaging is very dependent on the customer being targeted, how does the messaging need to be different when targeting SMB vs enterprise? How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? Where does Sara see most people go wrong here?    Why does Sara so strongly believe in the power of customer stories? What makes the very best customer stories? What would Sara’s advice be to someone who is wanting to start creating them? Where does Sara see so many people go wrong? What are Sara’s tips for creating this alignment between the marketing team that make the stories and the sales team that sell them? Where are there often points of tension? What does the very commonly used term, “enablement”, really mean to Sara? Does it mean you can hire lower quality candidates and upgrade them? How does Sara distinguish between a stretch VP and a stretch too far? What questions does Sara find most revealing in the interview process?   60 Second SaaStr: What does Sara know now that she wishes she had known at the beginning? Who is crushing it in the world of SaaS marketing today? What is the most common reason for the breakdown of an efficient funnel? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Sara Varni

It’s the employees’ market. There are more jobs than there are qualified people to do them. SaaS companies face sustained headwinds in the attracting, cultivating, driving productivity, and retaining talent. Your market competitors are your adversaries, but so is the entrepreneur sitting right next to you whose business is in a completely different sector. Namely CEO Elisa Steele shares practical advice on how to win three key Talentshare battles, which are essential to winning the Marketshare war. Missed the session? Here’s what Elisa talks about: How to win Talentshare when the system is stacked against you. How to drive synchronization, productivity when your needs are constantly evolving and the talent mix is incredibly fluid and diverse. How to use Culture as the lever to maximize the ROI that you get out of the biggest investment your business will ever make. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Elisa Steele

Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. Before that Dave was SVP/GM of Service Cloud @ Salesforce where he led the $500m line of business for customer service applications. Finally pre-Salesforce, Dave was CEO @ MarkLogic where he grew the team from 40 to 240 and revenues from $0 to an $80m revenue run rate. If that was not enough, Dave currently or has previously sat on the boards of Nuxeo, Alation, Aster Data and Granular. In Today’s Episode We Discuss: How did Dave make his way into the world of SaaS over 20 years ago? How did seeing the boom and bust of the dot com and 2008 affect Dave’s operating mentality? What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP good time”? How does Dave think about when is the right time to raise? How does Dave advise founders on how much is the right amount to raise? Does Dave agree that if the money is on the table founding teams should take it? Why does Dave believe 99% of companies die? The first step in being acquired by a PE house is “making the book”, what goes into “making the book”? Who is involved? How long does it take? What are the clear differences between a good book and a bad book? How should execs think about making exciting enough go-forward plans for it to be attractive to buyers but also realistic enough that they can hit it in the acquisition process?   How does the selection for who receives the book look? Who decides this? What is the fundamental aim in the distribution of the book to many parties at the same time? What does Dave know now about the world of PE that he wishes he had known at the beginning? IOI’s is the next step, what are they? How do they set up the process from there? How do management meetings with potential PE acquiring firms compare to founders meeting VCs in the early days? How many meetings is normal to have in this process? How long do they last? What does Dave believe is crucial to achieve in these in person meetings? How much of a role does price play in selecting the ultimate acquiror? How much of a role does their brand and reputation play? 60 Second SaaStr: What does Dave know about the process that he wishes he had known at the beginning? The biggest misconception about the world of PE and acquisitions? Burn rate is a function of the personality of the CEO? Agree or disagree? Why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dave Kellogg

Brex Co-Founder and CEO Henrique Dubugras will talk about what he's learned building the fastest-growing B2B company. Henrique started his first company at 16 and has now built two successful companies from nothing. Learn what he did differently the second time around and the specific decisions he made to drive growth among B2B companies with Brex.   Missed the session? Here’s what Henrique talks about: How Brex grew from a few basic functionalities to a corporation Growing from $0 to $2B in ARR in less than two years. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Henrique Dubugras

Amit Bendov is the Founder and CEO @ Gong.io, the startup that provides you with powerful visibility into your customer conversations with conversation intelligence. To date, Amit has raised $68m in funding for Gong from the likes of Norwest, Battery Ventures, Cisco Investments and Wing Venture Capital just to name a few. As for Amit, prior to founding Gong, Amit was the CEO @ SiSense BI software that enables business users to connect to multiple databases of any size. Before that Amit was the CMO @ Panaya, helping companies that use SAP or Oracle to reduce 80% of their ERP upgrade. Finally before that Amit was the Founder & CEO @ SparkThis, an outsourced marketing and sales service for cloud companies. In Today’s Episode We Discuss: How Amit made his way into the world of SaaS and came to found Gong, the leader in conversational intelligence driving deal conversion and rep success? How does Amit approach the process of idea validation? What can founders do to make sure their idea is a hit before they start work on it? How many customer conversations should they have? What questions are crucial to ask? What are the answers they want to hear? What is enough proof that there is a ready and willing customer base for this idea?   With many products starting as free, how does Amit think about when is the right time to start charging for your product? What does Amit think about the differing variable price mechanisms that one can choose? How does one have a variable pricing mechanism without disincentivizing users to use the product? What does Amit advise founders should charge in the early days? Should they leave money on the table? How does Amit think about monthly/vs annual deals? What are the core benefits and drawbacks of each? How important is it that multi-year deals are paid upfront? What must you account for with regards to multi-year deals? How do you know when you have the right pricing mechanism in place from the sales cycles of the reps? 60 Second SaaStr: What does Amit know now that he wishes he had known in the beginning? The hardest role to hire for today? The hardest element of Amit’s role as CEO of Gong? SDR is the most important function in the sales org, agree or not and why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Amit Bendov

Join Molly Ford, Salesforce Global Equality Programs Senior Director, and Leyla Seka, Salesforce VP of Mobile for actionable advice they have applied on their own journey. Here are their lessons learned on driving change in gender equality, equal pay and racial equality within Salesforce. Missed the session? Here’s what Molly and Leyla talk about: Building a community of allies and allyship How to drive equality What you can be doing as an employee to help drive the culture you want If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Molly Ford Leyla Seka  

Parker Conrad is the Founder & CEO @ Rippling, the startup that gives you back your time from payroll to employee computers, Rippling makes it unbelievably easy to manage your company’s HR and IT - in one system. To date Parker has raised over $59m in funding from some of the best in the business including Mamoon @ Kleiner Perkins, Garry Tan @ Initialized, Justin Kan, SV Angel and Y Combinator, just to name a few. As for Parker, prior to founding Rippling, he was the Founder & CEO @ Zenefits, the startup he built from $0 to $60m in ARR in just 3 years. Before that he co-founded Sigfig where he grew assets on the platform to over $35Bn across 500k users. In Today’s Episode We Discuss: How Parker made his way into the world of startups and SaaS, came to found Zenefits and what was that a-ha moment for the founding of his most recent company, Rippling? What does Parker do with regards to operational scaling that is unconventional but works? Why does Parker believe it is fundamentally better to wait for as long as possible before hiring customer support? Why should engineers also be doing customer support?   Why should your engineers be heavily involved in the customer support hiring process? What are the benefits of this? How can one prevent their customer support team from being a wall of protection for the product and eng team? How can you ensure seamless collaboration and communication flow between product and customer support? Stripe last week recently announced their 5th office would be… “remote”, so how does Parker feel about the building of remote teams? What are the most important things when establishing your first remote team? What do you look for in those hires? What can be done to ensure a greater feeling of community and closeness despite the distance? What have been some of the biggest challenges for Parker in building out the remote team? Parker has been a CEO with 3 different companies now and so how has he seen his style and approach change over the years? What has Parker found the hardest to get good at? When advising founders on fundraising, what advice does he give? How can founders know when is the right time to raise? How should they look to build relationships with investors between raises? 60 Second SaaStr: What does Parker know now that he wishes he had known in the beginning? What one thing would Parker like to change about tech and Silicon Valley? Biggest mentor and what has Parker learned from them? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Parker Conrad

Join Logikcull's CEO and Co-Founder Andy Wilson as he takes you through the mistakes made going from $0 to $10M in 19 months.   Missed the session? Here’s what Andy talks about: Selling the way your customers want to buy. What you need to know about hiring, firing, advisors, and culture Why SaaS is your business model, not your mission. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Andy Wilson

Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. In Dec 2008, Vista Equity Partners acquired a majority stake in Wrike for a deal reportedly valuing the company at $800m. Before this transaction, Andrew had raised over $45m in funding from the likes of Rory @ Scale and Bain Capital Ventures just to name a few. 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.   In Today’s Episode We Discuss: How Andrew made his way into the world of SaaS from his starting his first software business at the age of just 18 and how that led to his founding of Wrike? How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? How does the founder know when is the right time to start moving to enterprise? What are those leading indicators? How does the product and what you invest in proactively need to change as you move into enterprise?      Andrew has been the CEO for the last 13 years, how has the role of CEO changed over those years? What has been the most challenging phase? If the CEO is the guardian of the culture, what does a great guardian look like? What 3 elements does Andrew focus almost exclusively on today within his role as CEO?     What does Andrew think are the major breaking points in the scaling of companies? Where does culture begin to breakdown? What can be done to mitigate this? How does Andrew think about using employee satisfaction surveys internally? How can one accurately determine the strength of your manager set? Andrew’s 60 Second SaaStr: What does Andrew know now that he wishes he had known at the beginning? No man’s land in SaaS pricing, does it exist? Sales rep productivity, what is good to Andrew? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Andrew Filev

Duo Security Co-Founder and CEO Dug Song and PagerDuty CEO Jennifer Tejada discuss building, enabling, and leading great teams through 10K+ customers, $100M+ ARR, $1B+ valuation and beyond - all while earning 4.5+ Glassdoor company ratings and 98%+ CEO approvals from 500+ total employees!   Duo Security is a cloud-based provider of unified access security and multifactor authentication was acquired by Cisco for $2.35 billion in October 2018. PagerDuty is a leading digital operations management platform for organizations announced new financing in September 2018 at a $1.3 billion valuation.   Missed the session? Here’s what Jennifer and Dug talk about: When is the right time to raise money? How can you better manage the board? Should you worry about competitors? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Jennifer Tejada Dug Song

Godard Abel is the Founder & CEO @ G2, the company helping millions of business make better product buying decisions every month. To date, Godard has raised over $100m in funding with G2 from the likes of Accel, IVP, High Alpha, Pritzker Group and Chicago Ventures just to name a few. As for Godard, he founded his first business, BigMachines, in 2000, a business he scaled to $50m in revenue and over 300 people up until it’s acquisition to Oracle 11 years later for $400m. Godard then became CEO @ Steelbrick where he took them from 5 to 200 employees and increased bookings by 37x in 7 quarters. Steelbrick was ultimately acquired by Salesforce where he spent a year and a half before starting G2.   In Today’s Episode We Discuss: How did Godard make his way into the world of SaaS over 20 years ago? What was the a-ha moment for the founding of G2 for Godard? Having been a Founder through the bust of 2000, how did seeing that macro environment impact his operating mentality today? What did it teach him about capital efficiency and investing ahead of time? Taking the team from 70 to 20, what were his lessons on the right way to let someone go? Where do many people get it wrong today?      Why does Godard advocate for working with people that you have worked with before? How can you find the zone of genius for the people that you work with? How does Godard set a culture of ambition and determination around goals but also prevent dejection if the goals are not hit? How often should rep quota be hit? Why is that the right ratio?     Where does Godard believe that things really start to break down in the scaling of an organisation? What can you do to get ahead of those moments and minimise their impact? How many direct reports does Godard believe is the optimal and then the maximum for a manager to have? How have his thoughts on this changed over time? Godard’s 60 Second SaaStr: What would Godard like to change in the world of SaaS today? What does Godard know now that he wishes he had known at the beginning? If an investor can provide one value, what would it be and why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:   Jason Lemkin Harry Stebbings SaaStr Godard Abel  

Dave Kellogg is CEO of Host Analytics and prolific blogger. Join him as he takes you through lessons learned from Host Analytics on the top questions every SaaS CEO wrestles with. Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR while halving customer acquisition costs in a highly competitive market, ultimately selling the company in a private equity transaction.   Missed the session? Here’s what Dave talks about: When is the right time to raise money? How can you better manage the board? Should you worry about competitors? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Dave Kellogg

Jason Reichl is the Founder & CEO @ GoNimbly, the first SaaS consultancy to focus on revenue operations. Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%. As for Jason, prior to co-founding GoNimbly, he was Director of Product Management @ TradeShift and before that was VP of Product Management @ Lanetix.   In Today’s Episode We Discuss: How Jason made his way from Director of Product Management at Tradeshift to changing the way we think about scaling revenue operations with GoNimbly? Why does Jason believe that we have to remote handoffs between go to market teams? Why are they so damaging? How does Jason believe SaaS companies can use a “swarming” effect to create the best buyer experience for their customer? What does this involve? How does this change the type of metrics that we track? Why does Jason believe that your North Star has to be revenue in the go to market teams? Why does Jason also believe that it is damaging to have the same North Star across the entire company? How should North Star’s be segregated between GTM teams and biz ops teams? What are the mistakes many companies make when setting their internal North Stars? Why does Jason believe that alignment is a dirty word? Why is alignment actually a negative for the customer experience? What does Jason view as vanity metrics? If one has vanity metrics in place, what does Jason recommend as to keeping them or phasing them out? 60 Second SaaStr: What does Jason know now that he wishes he had known in the beginning? How does Jason feel about multi-year deals? How does Jason feel about channel/partner sellers? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

We live in a Shark Tank world: competition is fierce, talent is better than ever, and we’re all striving to come out on top. CEOs everywhere are seeking to innovate, but 81% say their teams are not equipped to meet the challenges needed to compete in today’s marketplace.   Innovation is about empathy with your customers. It's all about customer obsession! In this session, Sandy Carter, AWS Vice President will hone your superpower - not of customer focus, or customer driven, but customer obsessed.     Missed the session? Here’s what Sandy talks about: How to start with success and think backwards Think about how to present a feature or product before you start building. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Sandy Carter

Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. To date, Manny has raised over $114m in funding from some great people including friends of the show in the form of Alex Clayton @ Spark, Mayfield, Trinity Ventures and DFJ Growth, just to name a few. Prior to founding Outreach, Manny spent 7 years with Microsoft where he ran the Latin America and Canada business development group for Microsoft’s emerging mobile division, representing $50M of yearly revenue. Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon's traffic. 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? How does Manny fundamentally approach managing top of funnel? What are the 2 big dangers of not managing it aggressively? What can be done to ensure not only full but high quality top of funnel? Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? How does this change if you are creating vs in an existing market? How does Manny think about specialisation within the sales function? Why are SDR’s 99% of the time not able to carry leads to completion? How does Manny think about quota construction today? Does Manny err on the side of setting high to be ambitious or setting low to increase confidence? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? How does Manny think about resource allocation on the individual rep level? What is sufficient? What is excessive? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? What were his biggest lessons from doing this?  Why does Manny believe that you should not have a VP before $5m? 60 Second SaaStr: What does Manny know now that he wishes he had known in the beginning? What does the future of sales prospecting look like to Manny? What would Manny like to change about the world of SaaS today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Manny Medina

Join Glitch CEO Anil Dash and Twilio CEO Jeff Lawson for a discussion about the ethical implications of technology in today’s society. Jeff and Anil discuss how social media and AI are changing the way we think about the impact of technology on society as well as the responsibility of tech leaders for this impact.   Missed the session? Here’s what Jeff talks about: How taking no stance as a business leader today, is taking a stance How to set concrete numbers for diversity goals The impact of corporate culture on employee happiness If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Jeff Lawson Anil Dash      

Alexandr Wang is the Founder & CEO @ Scale, the startup providing high quality training and validation data for AI applications. To date, Alexandr has raised over $23m with Scale from some of the best in the business including Index, Accel, Y Combinator, Dropbox’s Drew Houston, Justin Kan, Thumbtack’s Jonathan Swanson and more. Prior to founding Scale, Alexandr was a Tech Lead at Quora, directly responsible for all speed projects and before that a software engineer at Addepar responsible for building and maintaining financial models. In Today’s Episode We Discuss: How did Alex make his way into the world of SaaS and come to found Scale? What were some of his biggest takeaways from seeing the first hand scaling of Quora and Addepar? Why does Alex take the contrarian view that “TAM in the traditional sense barely matter”? What two characteristics of the market should founders really look to examine? How does Alex approach the element of market sizing? Does he prefer top down or bottoms up and why? Why does Alex believe that you must invest in customer success before you think you need it? What were the benefits for Alex of investing early in customer success? Why does CS over sales ultimately drive the growth of your company? How does one know when is the right time to hire their first in customer success? What is the ideal profile of this candidate? How does Alex think about the integration of customer success and product teams? Why is it crucial from the product perspective that founders pick their first customers well? How can your customers drive your product decisions? How can one ensure to be customer informed and not customer driven?      Why does Alex believe that in the early days it is not important to focus on the size of the deals you are signing? What should founders be focusing on with these early customers instead? When is the right time to flip the switch and opt for value extraction as a more primary objective? How does Alex respond to the fact that VCs often look at these first customer deals as an indication of the size of the pain point you are solving?   60 Second SaaStr: What does Alex know now that he wishes he had known in the beginning? What does Alex believe is the hardest role to hire for today? Who does Alex think is crushing it in the world of SaaS today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Alexandr Wang

Leela Srinivasan is the CMO of SurveyMonkey. Join her as she takes you through her seven tips for using customer feedback and building rabid fans. Consistently ramping your ARR is a whole lot harder if your customers don’t stick around. In an age where earning customer loyalty and trust is harder than ever, the road to lifetime value is paved with customer feedback. If you take the time to listen, understand and act on what your customers are thinking and feeling, you’ll create an army of advocates and drive topline revenue growth for good measure.   Missed the session? Here’s what Leela talks about: How to create an army of advocates How to drive topline revenue growth Real world examples from businesses that are listening and acting on customer feedback every day. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Leela Srinivasan  

Stephen Burton is VP of Smarketing at Harness, the industry’s first continuous delivery as a service platform. To date, Harness has raised $20m in funding from the wonderful Matt Murphy @ Menlo Ventures and BIG Labs. Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Before Glassdoor, Stephen was VP of Product Marketing at AppDynamics where he helped grow B2B revenue from $0 to $100m in a staggering 3 year period, resulting in their $3.9Bn acquisition by Cisco. In Today’s Episode We Discuss: How Steve made his way into the world of SaaS and came to be VP of marketing at 2 of the larger B2B exits of the last decade in AppDynamics and Glassdoor? What were Steve’s biggest takeaways from seeing the hyper-scaling at AppDynamics? Steve has previously said, “sales and marketing must be one team”. Why does he believe this is so important? What can leaders do to turn this into reality? What works? Where has Steve seen many make mistakes? Where does Steve find common points of tension between sales and marketing? WHat are the 3 elements that marketing comp should be tied and aligned to? What does Steve mean when he says, “marketers need to embrace the developer first mindset”? What does this mean for the processes used by marketing teams? Speaking of developer-first, how can startups compete in a war for talent against FB and Google? How can they integrate autonomy into their hiring process as a core advantage?      For Steve, what does devops really mean? What does Steve believe is the right culture for devops teams? Does it differ from traditional dev teams? How can a CEO determine when is the right time to fundamentally invest in devops? What are the required steps to make devops teams as successful as possible? 60 Second SaaStr: What does Steve know now that she wishes she had known at the beginning? When is the right time to pour fuel on the company fire? The playbook? Is there one? Dangers? Copyability? What would Steve most like to change in the world of SaaS? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Stephen Burton  

Mikkel Svane is the CEO of Zendesk and author of "Startupland". Join him as he takes you through his lessons taking Zendesk beyond a billion in ARR. Mikkel founded Zendesk in Copenhagen, Denmark in 2007 before moving the company to San Francisco in 2009. Missed the session? Here’s what Mikkel talks about: The future of the cloud The rise of the public cloud and re-platforming of the tech stack How business applications are sold and delivered leveraging SaaS If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Mikkel Svane

Karen Peacock is COO of Intercom, one of the fastest growing SaaS businesses of all time. She has led businesses of all sizes through massive growth.  Listen to her top 5 lessons learned building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and hiring to drive breakthrough customer experiences and business growth. Missed the session? Here’s what Karen talks about: How should you expand your market? How to move upmarket The steps to building a product and creating an end to end experience If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Karen Peacock

Ben Braverman is the CRO @ Flexport, one of the world’s fastest growing startups combining technology, infrastructure and expertise, to build the operating system for global trade. To date they have $1.35Bn in funding from some of the biggest and best in the business including Softbank’s Vision Fund, Founders Fund, DST, Susa Ventures and Y Combinator, just to name a few. As for Ben, he spearheads global sales and go to market teams. Prior to Flexport, Ben helped drive two high-growth companies to successful acquisitions: URX (acquired by Pinterest) and Heyzap (acquired by Fyber). In Today’s Episode We Discuss: How Ben made his way into the world of startups and came to be CRO of one of the world’s fastest growing startups in the form of Flexport? Why does Ben fundamentally disagree with the specialisation of roles within SaaS companies? What does he believes this does to the customer journey and relationship? How should one thing about role segmentation and allocation of accounts with this in mind? Where does Ben see many people going wrong here? Why does Ben believe it is “total horseshit to say the best sellers don’t make the best managers”? 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?    What does Ben mean when he says, “there are 3 distinct buckets of sales management”? What are they and what is their relationship between one another? Why does Ben believe one does not need sales management in the early days? What is the best way to train reps and determine payback period fast? Why does Ben believe sales ops is the most underappreciated role in the valley? 60 Second SaaStr: What does Ben know now that he wishes she had known at the beginning? What is the optimal relationship between CRO and CEO? What does Ben believe in SaaS that most around his disbelieve? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ben Braverman

Mark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.   Missed the session? Here’s what Mark talks about: An in-depth guide to driving revenue growth by company stage When to scale and how fast Product market fit, go-to market fit during the experiment stages If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Mark Roberge

Leyla Seka is the executive vice president of the Salesforce Mobile platform experience. Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. In Leyla’s role today, she leads the charge on extending the power of Salesforce with a full portfolio of mobile apps, and is responsible for driving product, go-to-market and other key programs around Salesforce’s mobile offerings. Prior to her current role, Leyla was executive vice president of the Salesforce AppExchange, where she launched a refreshed AppExchange storefront, a new partner program, and built an entire AppExchange-focused team, resulting in more than 4,000 solutions, installed nearly 6 million times. Beyond her day-to-day role, Leyla is also the executive sponsor of BOLDforce, Salesforce’s organization for expanding and empowering the black community at Salesforce. In Today’s Episode We Discuss: How Leyla made her way into the world of SaaS with Salesforce when it had 1,800 people and $500m in revenue? What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn? How did Leyla evolve and scale as a leader herself in those 11 years? What advice does Leyla give to young people considering whether to found a startup, join a startup or join a hyper-growth company? Where do things start to break in the scaling of SaaS companies? What needs to be put in place to prepare for hyper-scale? What are the commonalities of where many founders go wrong in the scaling process?   What does Leyla mean when she says, “growing up in product, you have to lead through influence”? How does Leyla think this influence can be created and maintained? How does Leyla think about the balance between effective influence and excessive influence?   Why does Leyla believe that, “you can teach skills but you cannot teach empathy”? What have been her learnings from scaling teams when it comes to hiring and detecting candidates with true empathy? What can one do to nurture that empathy in the culture of the company? 60 Second SaaStr: What does Leyla know now that she wishes she had known at the beginning? What is the hardest element of Leyla’s role at Salesforce today? What does Leyla believe in SaaS that most around her disbelieve? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Leyla Seka

At Atlassian, openness is core to everything the company does: employees can access most information on Confluence; "open company, no bullshit" is one of the company’s five values. But it can be risky. Atlassians knew the company was going public four months before it filed. The entire company was told about Atlassian selling its chat products Stride and Hipchat to its largest competitor in the space, Slack, four days before the news went out. Some would say that that level of openness is unnecessary, but Atlassian believes that trust and honesty are essential to maintaining the culture its worked so hard to build.   Missed the session? Here’s what Jay talks about: What is driving growth in the cloud? Does collaboration help founders drive growth forward? How do you scale an open culture? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr

Jeff Lawson is the Founder & CEO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, WhatsApp or Video. Prior to their IPO in 2016, Twilio had raised over $250m in VC funding from some of the best in venture including USV, Bessemer, Salesforce and Techstars just to name a few. As for Jeff, prior to founding Twilio, Jeff was the Founder & CTO @ Nine Star Inc and enjoyed a spell at Amazon as a Technical Product Manager.   Sameer Dholakia is the CEO @ SendGrid, the category leader in email delivery, reaching half of the world’s digital users every 3 months. Last year Twilio acquired SendGrid bringing email into one seamless customer engagement platform. As for Sameer, prior to joining SendGrid, he spent 4 years at Citrix, where he drove the company’s product strategy for cloud infrastructure and server virtualization. Sameer joined the company in 2010, when Citrix acquired VMLogix, where he served as CEO and doubled revenues during each year of his tenure. Before that, he worked for 12 years at Trilogy, where he held key leadership roles helping the company grow from a start-up to a $300 million business. In Today’s Episode We Discuss: How Jeff came to found Twilio and what was that a-ha moment for him? How did Sameer enter the world of SaaS and come to be CEO @ SendGrid? How did Jeff and Sameer assess the culture fit between the 2 companies when deciding whether or not to join forces? How did they formulate and approach creating a new set of values with the 2 companies coming together? How do they distinguish between culture and values? How can leaders both be authoritative and vulnerable simultaneously? What does Jeff mean when he says, “the developer first approach is a maturation of the supply chain of software”? How has Jeff seen his original thesis for “developer first” evolve and change with time? What does truly special customer experience look like in the developer first model?   In terms of product strategy, how do Jeff and Sameer approach when is the right time to release a second product? What does Jeff mean when he says, “you have to maximise the number of at bat opportunities you have”? Why does Sameer think that SendGrid waited too long to release additional product lines? What were his core learnings from that? How do Jeff and Sameer think about what what truly special leadership looks like today? How do they approach speaking so that people will remember? What are some of their biggest tips to aspiring entrepreneurs with regards to that and team empowerment? Why do both Jeff and Sameer believe that so much of the management wisdom today is outdated? 60 Second SaaStr: What do Jeff and Sameer know now that they wish they had known at the beginning? The book they have gifted most often and why? What does it take to truly be a great board member? What do the next 5 years look like for Twilio? How big could it get? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jeff Lawson Sameer Dholakia

Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she’s helped guide the online payments firm through rapid growth. Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Missed the session? Here’s what Claire talks about: How to avoid trapdoor decisions when scaling Lessons for scaling high-growth organizations If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr

Dan Reich is the Founder & CEO @ Troops.ai, the startup that is the ultimate slackbot for sales teams. To date, Dan has raised over $17m in VC funding with Troops from many friends of the show including Felicis Ventures, Founder Collective, First Round, Nextview, Susa Ventures and even Slack. As for Dan, he is also the Co-Founder and President of TULA, a private equity backed health and beauty business that has developed the world's first line of probiotic skincare products. Before that, Dan was a Co-Founder of Spinback (acquired by Buddy Media in May 2011, then acquired by Salesforce in June 2012). In Today’s Episode We Discuss: How Dan made his way into the world of SaaS with the founding of Spinback? How that led to his founding of the ultimate slackbot for sales teams in Troops? What does Dan really mean when he says “account based collaboration”? What is this a transition from? In terms of tracking and analysis, how does this change when making the move from tracking individual performance to team performance around an account? What can one do to actively implement this? What is key to a successful transition to this style of selling? What does Dan mean when he says, “sales teams are not working together the way we think they are”? What can sales leaders do to actively ensure their sales team is acting in unison? Where do many sales leaders go wrong here? How does Dan think about post mortems when an account is lost or won? How does Dan prevent dips in morale when sharing the loss of a sale? With scaling orgs, siloes are often created, why does Dan think many silos come into existence? At what stage does Dan really see them become a problem and cracks in the org begin to show? What can leaders do to instantly reduce the effect of silos? How does Dan think about controlling the noise to action ratio with the firehose of data at our disposal today? Dan’s 60 Second SaaStr: What does Dan know now that he wishes he had known at the beginning? What is the right time to train your sales team? The right way to structure sales comp plans? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dan Reich

Qualtrics Co-Founder and CEO Ryan Smith sits down with SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker's acquisition by SAP this year. The company was acquired this November in an $8B deal ahead of its planned IPO. This is SaaStr’s founder favorites series where you can hear some of the best of the best of SaaStr Annual’s Speakers. Missed the session? Here’s what Jason and Ryan talk about: Why did Qualtrics turn down a $500M acquisition offer in 2012? What did Qualtrics’ path to fundraising look like? How to build lifelong customers Capital efficiency (and dilution) If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including Benchmark, Insight Venture Partners and Blackrock, to name a few. As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. Prior to New Relic, Erica served as Executive Vice President of Global Sales and Customer Success at LivePerson and before that, Erica had a 16-year tenure with Oracle Corporation, where she founded and led numerous teams within the sales organization, including pioneering the company’s cloud business, and leading teams for North American and Latin American markets. In Today’s Episode We Discuss: How Erica made her way into the world of SaaS and came to be Chief Revenue Officer @ New Relic? What were some of her biggest takeaways from her incredible 16 year journey with Oracle? Why does Erica believe that enterprise is a “company sport”? Why does each department need to re-platform when making the move to enterprise? How can founders know when is the right time to make the move from SMB to enterprise? Where does Erica often see founders make mistakes with this scaling? How does the move to enterprise fundamentally impact the sales team? How does the structure of the sales team change with the move? How does the role of marketing change with the move to enterprise? How does this move impact the relationship between sales and marketing? How should compensation plans be altered with the move? With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? What are the inflection points where Erica often see communication or process begin to breakdown? How does Erica ensure the team are still in the trenches with the clients despite the scaling? From Erica’s experience, how do the very best sales reps build relationships with their prospects? Where do many go wrong? How much time does Erica believe reps should be given when it comes to translating relationships to dollars? What is the right way to think about payback period today?    Erica’s 60 Second SaaStr: What does Erica know now that he wishes he had known at the beginning? The optimal relationship between CRO and CEO? The hardest element of being CRO @ New Relic? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify and Gremlin all prior guests on the show I hasten to add. He is also the co-author of Winning with Data: exploring the cultural changes big data brings to business. Tom has also been named on the Forbes Midas Brink list. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. In Today’s Episode We Discuss: How Tom made his way from creating software with his father in Brazil to being GP and forefront figure in the SaaS investment community as a GP at Redpoint today? Annual contracts: To what extent do annual contracts dominate today? How does this differ when comparing enterprise to SMB? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? What are the dangers there? How does Tom think about calculating churn when it comes to multi-year contracts? What were the findings on what good looks like when it comes to logo retention? How does this differ when comparing SMB to enterprise? What were the commonalities of leading indicators of churn? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? What is the right way to conduct a churn analysis? Assisted vs unassisted: What does Tom believe are the leading benchmarks for both? How does this differ when comparing SMB to enterprise? How does the impact of a salesperson change the conversion rate? What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process? How does Tom think about constructing comp plans the right way today? How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals?   Tom’s 60 Second SaaStr: What does Tom know now that he wishes he had known at the beginning? What is Tom’s favourite book and why? What is Tom’s most recent investment and why did he say yes? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Tom Tunguz

Nick Mehta is the CEO @ Gainsight, the #1 customer success platform for corporate services, turning your customers into your best growth engine. To date Gainsight have raised over $156m from some of the world’s best VCs in the form of Lightspeed, Bessemer, Insight Venture Partners, Battery Ventures and Salesforce Ventures. As for Nick, prior to Gainsight he was the CEO @ LiveOffice where he grew cloud archiving ARR from $2m in 2008 to $25m in 2011 and drove and negotiated the acquisition by Symantec for $115m in cash. Before LiveOffice Nick was Senior Director of Product Management @ Symantec where he led $378 MM market-leading email archiving / security businesses managing over 180 people across 3 continents. I do also have to say a huge thank you to both Byron Deeter and Jason Lemkin for the intro to Nick over two years ago. In Today’s Episode We Discuss: How Nick made his way into the world of SaaS and came to lead the charge in the category creation of customer success as CEO with Gainsight? What were some of his big lessons from being CEO at 2 companies during 2 macro market crashes? What does Nick mean when he says, “customer success will fail if it is just a role and not a strategy?” What can the leader and CEO do to imbue this company wide approach to customer success? What tangible actions are on offer? What works? Where do many make mistakes? Nick has previously said, “burying customer success undel sales does not work”. Why does this have such a high rate of failure? What should the optimal sales to customer success relationship look like? What does Nick mean when he says, “product is to customer success what marketing is to sales”. How should product and customer success work together? Why does Nick believe the mythology of the “A player” when business building is fundamentally dangerous? What can leaders and CEOs proactively do to ensure a diverse and differentiated talent pipeline? What question does Nick find most revealing in terms of one’s character and potential? Where do many go wrong in building and scaling their teams in SaaS? Why does Nick push back against the “hire fast and fire fast” thesis? What are the negative consequences of it? Why is it short-sighted and premature in many cases? What does Nick suggest for individuals struggling to find their optimal role within an organisation? How much time does one give someone struggling to find their role? Nick’s 60 Second SaaStr: Who must fundamentally own the renewal, sales or customer success? What Nick know now that he wishes he had known at the beginning? What would Nick most like to change in the world of SaaS? Most surprising action that has moved the needle for a company in terms of retention? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Nick Mehta

In Today’s Episode We Discuss: David Skok: General Partner @ Matrix Partners: Why does David believe that all good products have at least one variable pricing axis? How can founders determine which variable they should choose for their product? What are the pros and cons? Chetan Puttagunta: General Partner @ Benchmark: Why does Chetan believe we have seen a strong decline in the per seat pricing model? What are the major drawbacks of it? What are we seeing replace it? What has Chetan seen work well amongst his portfolio?      Mark Suster: General Partner @ Upfront Ventures: What were Mark’s two biggest lessons on pricing from seeing the hyper-growth of Salesforce first hand? WHat does Mark advise founders when it comes to price anchoring and discounting? How does Mark view the sale of professional services with this in mind? Amanda Kleha: Chief Customer Officer @ Figma: What were Amanda’s biggest learnings from running the Zendesk pricing playbook? What does Amanda mean when she says that successful pricing is broke up into 3 separate product features?    Brad Birnbaum: Founder & CEO @ Kustomer:Why does Brad push back on the common suggestion of a “no man’s land in SaaS pricing”? Why is innovation in pricing actually detrimental to sales in most cases? Guy Podjarney, Founder & CEO @ Snyk: How does Guy think about having a large enough base to test pricing strategies? How does Guy think about the balance between freemium and paid? Does one have to come first? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. To date, Logz have raised over $45m in funding from the likes of Openview, 83North and Vintage just to name a few. As for Bridget, she has the most incredible track record. Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. Prior to SumoLogic, Bridget was VP of Sales @ YesWare where she increased MRR per rep by 450%. Finally before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over course of 3+ year tenure, in 3 key leadership roles. In Today’s Episode We Discuss: How Bridget made her way into the world of sales and became the sales leader she is today, having started in the world of marketing? Having led and scaled numerous sales teams, does Bridget agree the best sales reps are outgoing and extroverted? How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) The stage of the company? How can one stress test the character type of the candidate pre-hire in the interview stage?      Does Bridget believe that sales reps really are as coin operated as many suggest? Why is that potentially an unfair position to take? How does Bridget think about structuring the right comp plans for her team? What other methods of incentivisation does Bridget believe works equally as efficiently?     Does Bridget believe that you should pay sales rep commissions on services revenue? Should one pay the same or lower commissions on renewals? Should multi-year deals be paid upfront? How does one structure commissions for the sales team with that in mind?   When does Bridget believe is the right time to hire (1) your first sales reps? (2) Your first VP of Sales? Why does Bridget believe that 70% of VP of Sales positions do not work out in the first 9 months? What can founders do to increase the likelihood of success within their VP of Sales role? Where do many go wrong?   Bridget’s 60 Second SaaStr: What does Bridget know now that she wishes she had known when she started in SaaS? SDR’s are the most important function in the sales process, agree or not and why? Sales training, what works? What does not? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Bridget Gleason

Amanda Kleha is the Chief Customer Officer @ Figma, the startup that allows you to turn ideas into products faster through design, prototyping and feedback gathering, all in one place. To date, Figma have raised over $42m in VC funding from some of the best in the business including Index Ventures, Kleiner Perkins, Greylock Partners and former guests on 20VC, Daniel Gross and Adam Nash. As for Amanda, prior to Figma, she held numerous roles at Zendesk including SVP of Marketing and Sales Strategy. Amanda joined Zendesk as the first marketing hire and over the next 7 years Zendesk grew to over 2,000 employees. Before Zendesk, Amanda worked on the marketing team for Google’s Enterprise SaaS businesses. If that was not enough Amanda is also an advisor at Airtable and Smartling. In Today’s Episode We Discuss: How Amanda made her way into the world of SaaS and came to join Zendesk as their first marketing hire seeing the company scale to over 2,000 over the next 7 years? What were some of Amanda’s biggest learnings from seeing Zendesk scale from 12 to 2,000? How does one determine those that can vs cannot grow with the business? What is the sign a stretch VP is a stretch too far? How does Amanda balance between a culture of risk taking but also not accepting failure to easily?      How does Amanda like to run the interview process? Why does Amanda like to not show emotion when interviewing a candidate? What are the benefits of this for the brand of your company? What single question does Amanda find most revealing in showing the abilities and character of a candidate in an interview?    What does Amanda mean when she says “pricing is made up of 3 components”? Where does Amanda believe most people go wrong with pricing? Is there such thing as no man’s land in SaaS pricing? How does Amanda think the go-to-market has to change with every stage of development? What are the challenges with this? How does the structure of decision-making change with scale? What are the inflection points? When does both decision-making and communication tend to break down? What can be done to ensure seamless cross-functional communication across the org? Where do most people fail here?    Amanda’s 60 Second SaaStr: What does Amanda know now that she wishes she had known when she started in SaaS? Is there such thing as no man’s land in SaaS pricing? How to ensure customer support is strategic and not just reactionary? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Amanda Kleha

Anne Raimondi has more than 20 years experience driving growth at startups and building them into nationally recognized brands. She has served as a leader and executive for technology innovators including Zendesk, Survey Monkey, Blue Nile, and eBay. Anne is also a Lecturer in Management at Stanford Graduate School of Business, teaching two popular courses, “Startup Garage” and “POWer: Building the Entrepreneurial Mindset.” She currently serves on the board of directors for SendGrid (NYSE: SEND) and MyHealthTeams. If that was not enough, Anne is also an active angel investor with an incredible portfolio including the likes of Canva, ipsy, and Minted just to name a few. In Today’s Episode We Discuss: How Anne made her way into the world of startups with Zendesk? How did seeing the hyperscaling of Zendesk impact Anne’s operational approach and mindset? Does Anne agree that certain individuals are destined for certain stages of company development? What are the leading indicators that one can or cannot scale? What are the inflection points in company growth where process tend to break? What can managers do to provide security in these times of change?    Why does Anne believe that everyone should be a product person in SaaS? What are the inherent benefits of this product centricity? How does the element of product centricity change when catering to 2 customers, CIO and consumer? How does Anne advise on this issue of agency?   How does Anne approach optimising internal decision-making processes? Where do many leadership teams make mistakes here? What is the right way for leadership teams to communicate their decisions to the wider team? How does Anne approach ensuring cross-functional communication at scale? How has Anne seen her style of board membership change over the last 8 years? What has been an inflection point that has changed the way she thinks about what it takes to be a great board member? Who has been the best board member Anne has worked with? What made them so special?   Anne’s 60 Second SaaStr: What does Anne know now that she wishes she had known at the beginning? The right way for founders to view competition? What would Anne most like to change in the world of SaaS today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Anne Raimondi

Jason VandeBoom is the Founder and CEO of ActiveCampaign, a sales and marketing automation platform that enables small businesses around the world to meaningfully connect and engage with their customers. Jason founded the company in 2003 and under Jason's leadership, ActiveCampaign has flourished from a successful but small company and then in 2013, they transition to SaaS, since they have grown to more than $50 million in ARR in less than five years, while still maintaining profitability and its culture. They have also only raised a single $20m PE round to accelerate their growth, making them a market leader in terms of funds raised/ARR generated.   In Today’s Episode We Discuss: How Jason made his way into the world of SaaS and came to found ActiveCampaign? Why is Jason so bullish that “SMB first, works”? What are the inherent benefits from starting at SMB? How does it affect product feedback? How does it affect how you build and scale your team? How does one start to layer in market and enterprise over time? Why does it give you additional leverage?   What does Jason think is the right way to scale your sales team> Why does one not need funding to scale sales teams? When does Jason believe is the right time to hire your first VP of Sales? What were the biggest mistakes that Jason made in the scaling of his sales team? Why should hire 3 reps to start at one time?   How does Jason view the current fundraising environment? Why does Jason believe that “no one cares if you get funding”? Why does Jason believe there is a fear around needing fast growth? Who is to blame for this? How should founders in the messy middle feel when seeing large fundraises in the media? Why does Jason believe that all leaders need to be consuming all feedback? How does Jason consume feedback on a daily basis? What metrics and elements does he look for in this assessment? How has Jason’s role changed over the 16-year CEOship? Does it get easier over time in Jason’s mind? What has been the biggest challenge? Jason’s 60 Second SaaStr: What does Jason know now that he wishes he had known at the beginning? No man’s land of SaaS pricing, exist or a myth? Multi-year deals, all they are cracked up to be or overrated? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:  Jason Lemkin Harry Stebbings SaaStr Jason VandeBoom

Ryan Barretto is the SVP of Global Sales at Sprout Social, a leading provider of social media engagement, advocacy and analytics solutions for business. To date they have raised over $111m in funding from the likes of NEA, Goldman Sachs and their very recently announced $40m Series D led by Future Fund.  At Sprout Social Ryan oversees both the Sales and Customer Success organizations. Prior to Sprout, he was the VP of Global Sales at Pardot–a Salesforce company. At Pardot, Ryan's team tripled revenue growth in two years, making Pardot one of Salesforce's fastest growing businesses and during his 10 year tenure at Salesforce he saw the company grow from $180m to $7.5Bn. In Today’s Episode We Discuss: How Ryan made his way into the world of SaaS with Salesforce over 13 years ago? What were some of Ryan’s biggest takeaways from seeing Salesforce scale from $180m to $7.5Bn? Why does Ryan think that it is lazy to believe that you have to pick a market and you can’t have them all? How can one approach the element of very different messaging being required for SMB vs enterprise? How can one do both? How does that change the structure of the team? How can one build a product with the simplicity of SMB and functionality of enterprise?   When it comes to winning the market, what does Ryan mean when he says, “boring is better than sexy”? What are the 4 elements all founders must consider when pricing their SaaS product? Where does Ryan see many go wrong with pricing? When serving SMB, how can one provide enterprise quality customer support? How does Ryan feel about customisation? What number justifies it?   Why does Ryan believe that being good at sales won’t make you a great sales leader? What is needed to make the transition? What can sales reps do to learn and bridge that gap? What has worked for Ryan in the past? Where has Ryan seen many go wrong here? What 3 elements does Ryan look for in al additions to the team? What is the number 1 issue that is preventing people building truly diverse teams? How can we change our job descriptions to make the more inclusive? How can we expand our candidate pool to include more diverse people than usual? What can leaders do to build environments of inclusion where people can really bring their full selves to work? Ryan’s 60 Second SaaStr: What does Ryan know now that he wishes he had known at the beginning? Sales rep productivity, what is good to Ryan? What motto or quote does Ryan frequently revert back to? Why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ryan Barretto

Guy Podjarny is the Founder & CEO @ Snyk, the developer-first solution that automates finding and fixing vulnerabilities in your dependencies. To date, Guy has raised over $32m in VC funding from Snyk from some of the great of venture including Accel, GV, our friends at Boldstart and Canaan Partners, just to name a few. As for Guy, prior to Snyk, he was the CTO of Akamai’s Web Performance Business following their acquisition of his startup, Blaze.io. Before founding Blaze, Guy built Web Application Security products, including the first Web App Firewall (AppShield), Dynamic Application Security Testing tool (AppScan) and Static Application Security Testing tool (AppScan Dev Edition). Fun fact on Guy, he is the holder of 18 patents related to security and performance. In Today’s Episode We Discuss: How Guy made his way into the world of SaaS and came to found one of the hottest open source companies of our day in the form of Snyk? How does Guy navigate between the difficult balance of going wide on market and shallow on product or narrow in market and deep in product? What is the decision-making process? What does Guy advise founders on feature prioritisation in the early days? Does Guy agree if you are not embarrassed by V1, you have shipped too late? How does support provide a feedback loop on what to build next?   Why does Guy believe that, “successful freemium requires giving away your secret sauce”? How can one give away enough secret sauce in freemium without giving away too much people don’t buy? How does freemium fundamentally alter your relationship to revenue? Where does Guy see many going wrong when pursuing the freemium model?   How does Guy think about the problem of agency with developers using the product but having to sell to CIOs? What 2 things can be done to make this sell easier? What does Guy believe is the right framework to think about pricing through? Why is transparency in enterprise pricing not always optimal? What does Guy believe is required to have strong and seamless communication across functions and locations? How has Guy seen this change over time and with increased locations? Where does Guy see many going wrong when trying to scale team across location?    Guy’s 60 Second SaaStr: How does Guy know when is the right time to hire your first sales person? How did Guy learn to let go and trust his team? What does Guy know now that he wishes he had known at the beginning? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:  Jason Lemkin Harry Stebbings  SaaStr Guy Podjarny

Claire Hughes Johnson, COO @ Stripe the new standard in online payments that handles billions of dollars of business every year for forward thinking businesses around the world. To date, Stripe has raised over $680m in funding from some of the very best in the business including Sequoia, Founders Fund, General Catalyst, Thrive, CapitalG, Kleiner Perkins and Tiger Global. As for Claire, prior to Stripe she spent over 10 years at Google in a range of different roles from VP of Google's self-driving car division to VP of Global Online Sales to VP of Google Offers. At Stripe, Claire has helped take Stripe global in February 2016 with the launch of Atlas, a toolkit that enables any business, anywhere in the world, to incorporate in the United States. If that was not enough, Claire is also a Board Member @ Hallmark Cards. In Today’s Episode We Discuss: How Claire made her way into the world of SaaS with Stripe following her leading of Google’s self-driving car division? What does Claire mean when she discusses “founding documents”? What is the right way to go about creating them? What element do they need to contain? How can one optimise internal decision-making process with these documents? What question must one always try and ask when making big decisions? How does Claire define a truly special COO? What does that truly great look like? When is the right time for founders to hire that COO? Where do the majority of people go wrong in their assessment of when and what they need in a COO? What is the optimal relationship one can have between CEO and COO? How does Claire think about what Stripe have done right to hire so effectively at scale? What does it take in terms of benchmarks and standards to do so? What does Claire mean when she says you have to step function up your capabilities with scale? What are the core challenges in hiring at scale?   Claire’s 60 Second SaaStr: What would Claire say are her biggest strengths and weaknesses? What does Claire know now that she wishes she had known at the beginning? A moment in Claire’s life that has served as an inflection point and changed the way she thinks? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:   Jason Lemkin Harry Stebbings SaaStr  Claire Hughes Johnson

Krish Subramanian is the Founder & CEO @ Chargebee, the startup that lets you go beyond billing, payments and recurring invoices — to delivering subscription experiences that "wow". To date, Chargebee have “wowed” some of the world’s leading VCs to the tune of $24m including the likes of Insight Venture Partners, Tiger Global and Accel Partners. As for Krish, under Krish’s leadership the team has grown to over 200 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. In Today’s Episode We Discuss: How Krish made his way into the world of SaaS and came to found one of India fastest growing SaaS companies in Chargebee? Why does Krish believe that every SaaS company should bootstrap at some stage? What are the inherent benefits to these capital constraints? What are the drawbacks to not having the capital reserves? What was the inflection point for Krish in realising he wanted to go big and raise from Insight?   Why does Krish believe that it is wrong to think of the word “service” as being negative in SaaS? What are some of the foundational benefits to building out a strong services division? How does Krish think about what makes for good margins in services businesses? How can one prevent themselves from being reliant on service revenue? Why does Krish believe that transparency is not always good when it comes to SaaS pricing? What are the cons of transparent pricing? Why does Krish believe if you are going to try freemium, it has to be from the beginning? How does Krish think about reinventing the wheel vs copying when it comes to pricing? How does Krish think about installing usage based pricing without disincentivizing usage? How can one do it? Krish’s 60 Second SaaStr: What does Krish know now that he wishes he had known at the beginning? What moment in Krish’s life has served as an inflection point and changed the way he thinks? What does Krish believe that most around him disbelieve? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:  Jason Lemkin Harry Stebbings SaaStr Krish Subramanian  

Karen Peacock is the COO @ Intercom, the company that provides a new and better way to acquire, engage and retain customers. To date, Intercom have raised over $240m in VC funding from some of the very best in VC including GV, Kleiner Perkins, Bessemer, ICONIQ and then individuals such as Mark Zuckerberg, John Collison, Biz Stone and Andy McLoughlin. As for Karen, prior to Intercom, she spent an incredible 17 years at Intuit leading all of Intuit’s small business products and services worldwide, a $2.2B business including QuickBooks, Accounting, Payments, and Payroll. As part of that, Karen managed a team of 500 and helped build one of the world’s largest SaaS businesses. In Today’s Episode We Discuss: How Karen made her way into the world of SaaS with Intuit and how that led to becoming COO @ Intercom today? What were Karen’s biggest takeaways from her time at Intuit? What does Karen mean when she says “watch what customers do, not what they say”? How does Karen think about the difference between being customer driven vs customer informed? Why is it important to fall in love with the problem and not the solution as an entrepreneur? Karen has grown Intercom from 350 to 600 in 18 months, what would Karen’s biggest advice and learnings be when it comes to team assembly and hiring the best? What can one do to stress test the fit of the candidate pre-hire? What does Karen always find to be the most revealing questions to ask? When does Karen believe is the right time to hire a COO? How does one know when they have the right COO fit? What are some best practices for onboarding a new COO? What is the optimal relationship between CEO and COO? Karen has seen incredible scaling first hand both with Intercom and Intuit, what would some of her biggest takeaways and advice be on scaling? Where does Karen see many make mistakes in the scaling phases? What does Karen mean when she speaks about “the most important metric that you probably aren’t tracking?” Karen’s 60 Second SaaStr: What does Karen know now that she wishes she had known at the beginning? What motto or quote does Karen frequently revert back to? What is the most challenging element in Karen’s role today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:  Jason Lemkin Harry Stebbings SaaStr Karen Peacock

Hannah Willson is the VP of Sales @ Rainforest QA, the on-demand QA solution that allows companies to discover problems that affect the customer experience before the code hits production. To date, Rainforest have raised over $40m in funding from some of the very best in SaaS including the legendary Byron Deeter @ Bessemer, Jason Lemkin @ SaaStr, Marc Benioff himself, Andreesen Horowitz and YC. As for Hannah, she has over 10 years of experience leading sales and customer teams at both startups and publicly traded companies including seeing the first hand hyper-growth of Zenefits in their heyday and being VP of BD, Sales and Customer Renewals for the western half of the US at HelloWallet, prior to their acquisition by Morningstar. In Today’s Episode We Discuss: How Hannah made her way into the world of SaaS and enterprise sales, came to join Zenefits in their heyday and how that led to her move to VP of Sales @ Rainforest? How does Hannah think about time allocation and prioritisation of time across leads and the sales pipeline? WHat can AEs do in terms of optimising their win rate of opportunities? How important a role should discounting play in winning potential leads? Does Hannah optimise for quality or quantity of logos in the early days? What does Hannah mean when she says the secret to success is “the calls between the calls”? How do these vary both in content and tone to traditional sales calls? Why must AEs be willing to open up and be vulnerable with leads? What can managers do to engender this? What is the optimal relationship for AEs and product team? What does Hannah believe is the right mechanism for feedback delivery? What has worked well for her in the past? Where does Hannah see many today going wrong? What guidelines need to be put in place to ensure this candid and transparent feedback is effective? Hannah’s 60 Second SaaStr: What does Hannah know now that she wishes she had known at the beginning? What does Hannah believe embodies good sales rep productivity? What is Hannah’s fave SaaS reading material? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Brad Birnbaum is the Founder & CEO @ Kustomer, the first intelligent platform for customer experience that enables you to know everything about every customer. To date Brad has raised over $38m in funding for Kustomer from some of the very best in the SaaS business including Tomasz Tunguz @ Redpoint, Ed Sim @ Boldstart, Canaan Partners, Box Group and Social Leverage just to name a few. Previously he was the Co-founder of Assistly, which was acquired by Salesforce and became Desk.com. Prior to that, he was CTO for Talisma and Co‑founder & CTO of eShare Technologies. In addition, Brad was also the CTO @ Sean parker’s Airtime and VP of Engineering with Salesforce. In Today’s Episode We Discuss: How Brad made his way into the world of customer experience and SaaS over 20 years ago? This is Brad’s 4th time at the roadshow, what does Brad believe are the core benefits of repeat entrepreneurship? How did his prior experience change his operating mentality with Kustomer? What has he done differently this time? What worked and he has kept the same? Brad has made the transition from CTO to CEO, how did he find this transition? What were some of the most challenging elements? What have been some of the biggest surprises? What advice would Brad have for other CTOs who have made or are thinking about making the transition? Brad initially served SMBs with Kustomer but now primarily focuses on mid-level, what would Brad’s biggest advice be when it comes to finding the right go-to-market strategy for you? How did their transition alter their approach to pricing, product, messaging and distribution? Where does Brad see many people go wrong on go-to-market? Brad’s 60 Second SaaStr: What does Brad know now that he wishes he had known at the beginning? When is the right time to pour fuel on the company fire? What would Brad most like to change in the world of SaaS? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Brad Birnbaum

Jon Stein is the Founder & CEO @ Betterment, the online financial advisor built for people who refuse to settle for average investing. To date, Jon has raised $275m in VC funding with Betterment from the likes of Bessemer Ventures Partners, Menlo Ventures, Kinnevik and Francisco Partners, just to name a few. Prior to founding Betterment, Jon spent 4 years as a consultant at First Manhattan Consulting Group where he really honed his experience in working with banks and brokers including revitalizing a bank in Australia with the launch of a best-in-market auto-finance offering, resulting in 50% lift to revenue. As a result of his phenomenal success with Betterment Jon has won many awards including Fortune’s 40 Under 40. In Today’s Episode We Discuss: How Jon made his way into the world of startups and came to found democratize the world of investing with Betterment? When does Jon believe is that critical moment when the founding team must hire their first employee? What is the right strategy to build the candidate pipe for hiring those first employees? Where does Jon see many go wrong here? What 1-2 questions does Jon always find the most enlightening to ask in the interview? Once hired, what have been some of Jon’s biggest lessons in terms of optimising the onboarding experience and the first 60 days? How has their process changed over time? How does Jon determine when a stretch candidate is a stretch too far? If so, what does Jon believe is the right way to let go of an individual? What does Jon believe to be the 3 core roles of the CEO in any company today? From those, what has Jon found most challenging? What did he do to level up and overcome the challenges? How does Jon approach transparency with the team in delicate cases like fundraising and acquisition etc? With the team and product in place, scale can occur, what are the 2-3 things that all companies need to focus on when product market fit has been achieved? How does Jon determine when is the right time to really put the pedal to the metal and scale? Jon’s 60 Second SaaStr: Jon’s favourite book and why? What does on know now that he wishes he had known at the beginning? What is Jon’s biggest strength and weakness? Read the full transcript on our blog.  If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jon Stein

Maria Pergolino is the CMO @ Anaplan, the company that allows you to accelerate decision-making with effective planning. To date, Anaplan have raised over $299m in funding from the likes of Meritech, Salesforce Ventures, Shasta, DFJ Growth and more incredible names. As for Maria, prior to Anaplan, Maria was Senior Vice President of Global Marketing and Sales Development at Apttus, where she directed go-to-market strategy, sales development, customer advocacy, demand generation, strategic events and communications initiatives. She also has held leadership positions at Marketo, Shunra Software (acquired by Hewlett-Packard), and Chubb Ltd. It’s also important to note, Maria is renowned for building world-class teams that drive growth, product differentiation, and category development. In Today’s Episode We Discuss: How Maria made her way into the world of B2B marketing? What were her biggest lessons from the days of Marketo? How does Maria balance between instinct driven decision making vs data-driven in B2B marketing? Is there anything wrong with instinct driven? How can marketers confidently back up their thesis with substantive proof? How does one successfully sell that to leadership? Maria is famous for rallying teams around her ideas, what has Maria found to be core to the success in gaining this collective approval and excitement? What is the right way to approach the marketing portfolio of strategies as a whole? What channel or segment is Maria currently most excited for? How does maria evaluate the current event landscape in terms of effectiveness? Are we in a B2B event bubble? How can companies determine whether this is the right strategy for them? Would Maria agree with Joe Chernov, “to do events, you have to have an appetite for losing money? What does Maria and her team do to get the most out of events? What does the term “marketing playbook” really mean to Maria? What does Maria mean when she suggests that marketers can let their own playbook get in the way? Why does maria think it is absurd for there to be misalignment from sales and marketing? Maria’s 60 Second SaaStr: What does Maria know now that he wishes he had known at the beginning? Who does Maria believe is killing it in B2B marketing today? Advice commonly stated in SaaS that Maria disagrees with? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Maria Pergolino    

Cristina Cordova leads the Payments Partnerships and Platform Partnerships teams at Stripe, the new standard in online payments that handles billions of dollars of business every year for forward thinking businesses around the world. To date, Stripe has raised over $680m in funding from some of the very best in the business including Sequoia, Founders Fund, General Catalyst, Thrive, CapitalG, Kleiner Perkins and Tiger Global. As for Cristina, at Stripe she manages partnerships with some of the biggest global players including Apple Pay, Google Pay, WeChat Pay and more and has also held roles such as Head of Diversity and Inclusion and Manager of Partner Engineering. Prior to Stripe, Cristina was Head of Business Development @ Pulse (acq by LinkedIn) and was in the marketing team at Tapulous (acq by Disney). In Today’s Episode We Discuss: How Cristina made her way into the world of SaaS and came to be Head of Partnerships at one of the fastest growing startups in the world, Stripe? Does Cristina agree with the common notion that certain people are destined for certain stages of a company’s life? How can one determine whether some has the ability to scale or not? What are the leading indicators? What have been some of Cristina’s biggest lessons in scaling from 28 at Stripe to 1,300? What does Cristina believe is the key to success when it comes to adapting to new roles? What worked? What did not work? Where does Cristina see many go wrong? How should employees think about title both when joining and when at a high growth company? What is the right way for them to think about and approach equity? What does Cristina believe is so special about partnerships with early stage startups? How can partnerships be fundamentally dangerous for early stage companies? How can startups determine when is the right time to engage with partners? What are the key questions and terms startups should focus on when partnering with incumbents? What makes Cristina lean in on a partnership for Stripe? What does Cristina believe is the right way to communicate this excitement and set expectations? For the larger player, what does the optimal agreement look like? What are the commonalities in the reasons that Cristina passes on potential partnerships? Cristina’s 60 Second SaaStr: What does Cristina know now that she wishes she had known at the beginning? Who is killing it in SaaS partnerships today? When is the right time to hire a Head of Partnerships? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:   Jason Lemkin   Harry Stebbings   SaaStr   Cristina Cordova

Claire Hughes Johnson is the COO @ Stripe, the new standard in online payments that handles billions of dollars of business every year for forward-thinking businesses around the world. To date, Stripe has raised over $680m in funding from some of the very best in the business including Sequoia, Founders Fund, General Catalyst, Thrive, CapitalG, Kleiner Perkins and Tiger Global. As for Claire, prior to Stripe she spent over 10 years at Google in a range of different roles from VP of Google's self-driving car division to VP of Global Online Sales to VP of Google Offers. At Stripe, Claire has helped take Stripe global in February 2016 with the launch of Atlas, a toolkit that enables any business, anywhere in the world, to incorporate in the United States. If that was not enough, Claire is also a Board Member @ Hallmark Cards. In Today’s Episode We Discuss: How Claire made her way into the world of SaaS with Stripe following her leading of Google’s self-driving car division? What does Claire mean when she discusses “founding documents”? What is the right way to go about creating them? What element do they need to contain? How can one optimise internal decision-making process with these documents? What question must one always try and ask when making big decisions? How does Claire define a truly special COO? What does that truly great look like? When is the right time for founders to hire that COO? Where do the majority of people go wrong in their assessment of when and what they need in a COO? What is the optimal relationship one can have between CEO and COO? How does Claire think about what Stripe have done right to hire so effectively at scale? What does it take in terms of benchmarks and standards to do so? What does Claire mean when she says you have to step function up your capabilities with scale? What are the core challenges in hiring at scale?   Claire’s 60 Second SaaStr: What would Claire say are her biggest strengths and weaknesses? What does Claire know now that she wishes she had known at the beginning? A moment in Claire’s life that has served as an inflection point and changed the way she thinks? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin   Harry Stebbings   SaaStr   Claire Hughes Johnson

Dan Reich is the Founder & CEO @ Troops.ai, the startup that is the ultimate slackbot for sales teams. To date, Dan has raised over $17m in VC funding with Troops from many friends of the show including Felicis Ventures, Founder Collective, First Round, Nextview, Susa Ventures and even Slack. As for Dan, he is also the Co-Founder and President of TULA, a private equity backed health and beauty business that has developed the world's first line of probiotic skincare products. Before that, Dan was a Co-Founder of Spinback (acquired by Buddy Media in May 2011, then acquired by Salesforce in June 2012). In Today’s Episode We Discuss: How Dan made his way into the world of SaaS with the founding of Spinback? How that led to his founding of the ultimate slackbot for sales teams in Troops? How the experience with Spinback affected his operating mindset with Troops today? Why does Dan believe that the current modelling of org charts is fundamentally upside down? How does Dan think about when is the right time to insert the first level of managers? What should one look for in those managers? Does Dan believe you have to hire “logo players” from big firms at some point in the journey? Why does Dan believe that your customer success has to be obsessed with asking why? Taking a step back, how does Dan think about when the right time is to hire your first CS rep? How has Dan seen the best companies do post mortem analysis on churn? What can be done to ensure seamless communications between product and customer success teams? Dan has a knack for knowing where the puck is going with large enterprises before anyone else. How? What does this ideation process look like? Once the idea has been created, what does Dan believe is crucial to the success of partnering with the behemoths of Salesforce and Slack? How can startups navigate the internal politics of these mega enterprises? How can they use this exercise to not only understand the politics themselves but also build credibility and trust with the organisations once inside? Where does Dan see most founders going wrong both in introductions to enterprise and then building trust once inside? Dan’s 60 Second SaaStr: What does Dan know now that he wishes he had known at the beginning? What is Dan’s favourite story of hustle? Why that one? Who does Dan believe is killing it in the world of SaaS today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dan Reich  

Steve Newman is the Founder & CEO @ Scalyr, the startup that helps your devops team solve more problems in less time with log monitoring and analysis in seconds. Steve has raised over $27.5m in funding with Scalyr from many friends of the show including Susa Ventures, Bloomberg Beta, Shasta and GV. As for Steve, prior to Scalyr, he was the Founder of Writely which was acquired by Google to become the little known, Google Docs. Before that he founded 2 prior startups, Ann Arbour Softworks (acq by Ashton-Tate) and BitCraft (acquired by Macromedia). If that was not enough, Steve also sat on the Technical Advisory Board at Box for over 3 years.    In Today’s Episode We Discuss: How Steve made his way into the world of startups and SaaS over 30 years ago? What is the founding story with Scalyr and what was that a-ha moment? Why does Steve believe that you should involve customers very early in the process of developing your narrative? Where does Steve see most startups go wrong when it comes to messaging? How does one structure the feedback mechanism? How does one determine between feedback you integrate and feedback you do not? Why does Steve believe that you should not focus too much on numbers in the early days? What makes them deceiving at this stage? If not numbers, what should early stage founders be focusing on and measuring? Why does Steve believe that ARR is not the leading metric? What metrics should early stage SaaS founders really be prioritising? How does Steve respond to PG’s “to scale, you have to do unscalable things”? What challenges and nuance does Steve present that founders must be wary of? How does Steve’s thinking here affect his view towards customisation? Why does manual input not put a cap on scalability? What are the parameters for manual involvement to be scalable?    Steve’s 60 Second SaaStr: What does Steve know now that he wishes he had known at the beginning? Who does Steve believe is crushing it in the world of SaaS today? The hardest element about the move from tech co-founder to CEO? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr  

Joe Chernov is the Chief Marketing Officer at Robin, the startup that simplifies scheduling, visibility and management of meeting rooms, desks and people in your workplace. To date, Robin have raised over £9m in funding from some of our dear friends in the form of BoldStart, Accomplice and FirstMark, just to name a few. As for Joe, prior to Robin he was the CMO @ Insight Squared where he led the transition from an email-driven leads model to an account-based marketing model that's tightly coupled with sales. Before InsightSquared, Joe was Head of Content Marketing at Hubspot where he increased blog traffic by more than 1M visits/month and increased leads by 40%. Finally, pre-Hubspot, Joe held VP of Marketing roles at Kinvey and Eloqua. In Today’s Episode We Discuss: How Joe made his way into the world of startups and SaaS marketing many years ago? What was Joe’s missed founding story and how does that affect his thinking today? Does Joe believe that ABM is a paradigm shift in the way we approach marketing or another word for high ACV target sales? How can founders determine whether they have the right business, pricing and hiring strategy that will align with an ABM strategy? Is it the right decision to focus squarely on ABM? How should it play into your overall marketing portfolio? Why does Joe believe we have seen a massive rise in SaaS conferences? How can a startup determine whether the conference strategy is the right strategy for them? Where does Joe see many startups going wrong when selecting this approach? Why does Joe believe you have to get comfortable with losing money in conferences? What are the determinants or leading indicators of a successful conference? What is the ideal composition in terms of attendance? Why does Joe believe that marketing should be held accountable to a number that is directly tied to revenue? Why does Joe believe that Head of Sales and Head of Marketing should not be separate functions? What is it that leads Joe’s thinking when saying, sales and marketing are overlapping functions?   What are the commonalities of the truly special CMOs? When is the right time to really consider adding the CMO to your exec team? What is the ideal relationship between the CMO and the CEO? What is the one question that will largely determine the strength of a potential CMO? Joe’s 60 Second SaaStr: What does Joe know now that he wishes he had known at the beginning? Who does Joe believe is killing it in SaaS today and why? Advice Joe often hears in the world of SaaS that he actively disagrees with? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Joe Chernov

Michael Katz is the Founder & CEO @ mParticle, the customer data platform that integrates all of your data and orchestrates it across channels, partners and systems. To date, Michael has raised over $75m in funding with mParticle from the likes of Social Capital, Greylock Partner, GV, Battery Ventures and more great names. Prior to founding mParticle, Mike was the Founder & CEO @ Interclick, where he organically grew revenue to over $140m in 5 years. The company went public in 2009 and was acquired by Yahoo in 2012 for $270m, a 50% premium on existing share price. If that was not enough, Michael is also a board member at Adaptly and Brightline. In Today’s Episode We Discuss: How did Michael make his way into the world of SaaS with the founding of Interclick? How did that translate to his founding and running of mParticle today? How does Michael think about building a company and a category at the same time? In terms of resource allocation, if one is required to invest heavily into brand, how can this be done with a seed round? What were the most challenging elements of category creation for Michael with mParticle? When it comes to selling to enterprise, how can startups look to meet and stand out in the sea of startups to the enterprise buyers of today? How can they look to build trust with those buyers? How much of a role do VCs provide in terms of providing legitimacy and validation to a startup? Before Michael has said ‘multi-year deals are not good’, why does he hold this belief contra to most in the ecosystem? In which cases do they work well and is there nuance? How does Michael think about the element of deferred revenue and it’s subsequent effect on potential acquirers? How does Michael think about pilot programs? If mainly selling to one market segment, should pilots within other segments be accepted? What conditions on signing must be set to ensure success on completion of pilot? How should pilot programs change and evolve over time with the company? Michael’s 60 Second SaaStr: What does Michael know now that he wishes he had known at the beginning? Who is crushing it in SaaS right now? Why? Pros and Cons of building SaaS startup in NYC? Motto or quote that Michael most frequently reverts to? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Michael Katz

Kyle Porter is the Founder & CEO @ Salesloft, the leading sales engagement platform delivering a better sales experience. To date, Salesloft have raised over $75m in funding from some of the best in the business including Emergence, Insight Venture Partners, Techstars and even LinkedIn. As for Kyle, he has led the team from 4 employees in 2014 to over 320 today where they have also been awarded Atlanta’s No 1 best place to work. Prior to founding Salesloft, Kyle was the Founder @ B2B camp, a conference focused on B2B revenue generating professionals. Before that he was Vice President of Marketing @ NanoLumens. In Today’s Episode We Discuss: How Kyle made his way into the world of SaaS and came to found Salesloft? Kyle made the decision to pivot the product when it was at $7m in ARR, what was the thinking behind that? How does Kyle think about pivots more broadly? How does one know when it is truly not working? How long did it take Kyle to get the core Salesloft product to $1m in ARR? With the pivot, what were Kyle’s core learnings on migrating from a prior product and platform to a new one? What were his big lessons on seeing the change in buyer persona? What does Kyle mean when he says “selling is hard but buying is even harder”? Does Kyle agree with many CEO’s the most important role of the CEO is “management upscaling”? What elements does he find most challenging? What have been Kyle’s big lessons in the building out of his exec team? What is the fundamental element for a successful exec team to function? Salesloft is in an immensely competitive space, what would Kyle’s advice be in standing out in an intensely competitive space? Where do many go wrong? What are the pros and cons of being in Atlanta and not SF? What advice would Kyle give to founders operating their HQs external to the core hubs? Kyle’s 60 Second SaaStr Is it important to have early champions? How does one get them? How has having kids changed your perspective on work? Tell me a moment in your life that has served as an inflection point and changed the way you think? When I say success in SaaS who is the embodiment of this to you? What does Kyle know now that he wishes he had known at the beginning?  Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:   Jason Lemkin Harry Stebbings SaaStr Kyle Porter

Ed Sim is the Founder & General Partner @ Boldstart Ventures, one of the leading players in early stage SaaS investing. Their MO, to be a first check VC for enterprise founders and they have backed the likes of GoToMeeting (acq by Citrix), LivePerson (IPO, NASDAQ), Divide (acq by Google), Kustomer, Snyk and BigID just to name a few. Ed is also a cofounder of MState, a growth lab for enterprise blockchain in partnership with IBM. Ed is also a board director/observer of Kustomer, Hypr Biometric, Snyk, BigID, Fortress IQ, Wallaroo Labs and Manifold. If that wasn’t enough, Ed is also the writer behind BeyondVC, a must read blog in the world of SaaS. In Today’s Episode You Will Learn: How Ed made his way into the world of VC from one very meaningful high school lecture that changed his life and career path? What does Ed mean when he says “founders should not sell their product to enterprise in the early days”. Starting from the ground up, what can founders do to begin that relationship building process with enterprise buyers and CIOs? What can a startup do to establish that trust in the mind of large buyers? How much of a role does VC backing provide in comforting enterprise buyers? What would Ed advise founders contemplating the debate of going SMB up to enterprise or enterprise to SMB? What role should product play in this decision-making process? What are the leading indicators in testing the product that founders should observe for and guide their direction? Where does Ed most often see founders make mistakes here?   How does Ed think about discounting? Would he agree with a previous guest that “discounting is now table stakes”? Rather than the financial element, what does Ed believe the founder should really be looking to get from the buyer in terms of commitment? How does Ed approach and assess pilots? To what extent should they be free or paid? What can be done to set the benchmarks for success and ensure closing? Ed’s 60 Second SaaStr What does Ed know now that he wishes he had known in the beginning? Quality or quantity of logos? What would Ed most like to change in the world of SaaS? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ed Sim

Craig Walker is the Founder & CEO @ Dialpad, the startup that provides a business phone system for the modern workplace. To date, Craig has raised over $120m in VC funding with Dialpad from some of the best in the business including Iconiq, Andreesen Horowitz, Google Ventures, Felicis and Bill Marris’s Section 32. Prior to Dialpad, Craig was an EiR @ Google Ventures and founded and product managed Google Voice. Before that Craig founded Grand Central Communications, a personal communications startup that was acquired by Google. Finally prior to that, Craig enjoyed roles in the world of VC as General Partner @ Sterling Payot Capital and Founder & Senior Director of Yahoo Voice. In Today’s Episode You Will Learn: How Craig made his way into the world of SaaS following time as both a GP in the world of venture and then as the creator of what would become Google Voice? Why does Craig think go-to-market is the most challenging element of being a CEO? How does Craig think about when is the right time to go large on go-to-market? Where does Craig believe most founders make mistakes here? How does Craig look to balance aggressive scaling of team with the maintaining of early company culture? What are the foundations to doing this successfully? How does Craig approach the element of hiring external talent vs promotion from within? How does Craig think about managing the internal discontent if hiring an external candidate?   How does Craig assess the effectiveness of trials in attracting large enterprises? What are the parameters that must be set for a trial, before it is agreed? What must founders learn to say no to when it comes to trials? How does Craig approach discounting? Why does Craig argue if your client asks for aggressive discounts, you have not explained your core USPs successfully?     Craig’s 60 Second SaaStr What does Craig knows now that he wishes he had known at the beginning? When I say success in SaaS, who does Craig first think to and why? Quality or quantity of logos and why? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Craig Walker

Fouad ElNaggar is the Founder & CEO @ Sapho, the only employee experience portal designed for the digital workforce. To date, Ray has raised over $27m in funding with Sapho from some real favourites of ours including Ray @ Caffeinated, Felicis, Uncork, Bloomberg Beta, Clark Landry and Howard Lindzon @ Social Leverage, just to name a few. Prior to founding Sapho, Fouad was the Chief Strategy Officer at CBS Interactive overseeing strategy, operations, partnerships, and M&A. At CBSi, Fouad structured deals with partners such as Yahoo, IAC, and Twitch and acquired premium brands such as TV Guide and Giant Bomb. Prior to CBSi, Fouad was a VC at Redpoint Ventures overseeing the firm’s LA office and helping establish a dedicated fund in Brazil. Fouad has previously founded three venture-backed companies – Marketing Technology Solutions (acquired), Liquid Light (acquired), and Hark. In Today’s Episode You Will Learn: How Fouad made his way from the world of VC to the world of CBS and media to founding SaaS companies being a serial SaaS founder with his 4th company, Sapho? What does Fouad mean when he says the role of the CEO is to be an “inspirational asshole”? Why is this role so crucial and how is it embodied both in the approach to inspiring a team and driving goals and decision-making? How does Fouad think about structuring decision-making internally? Where do so many go wrong in implementing a decision-making process? Why is Fouad a believer that “it is about coaching and promoting rather than signal hiring”? What does Fouad really interpret as signal hiring? When does signal hiring work well? How does Fouad determine when a stretch VP is a stretch too far? What are the leading indicators? Does Fouad agree with Mariam Naficy that rotation of function is key to internal upscaling? What does Fouad believe are the 2 fundamental benefits of “being old” in SaaS? How would Fouad respond to the suggestion that the rate of decay on experience has never been greater with Moore’s law effect on technology? Applied to hiring, how does Fouad think about the decision to hire a jack of all trades vs a specialist? When is the time to make the transition?   Fouad’s 60 Second SaaStr What does Fouad know now that he wishes he had known at the beginning? A moment in Fouad’s business life that changed the way he thinks? What would Fouad most like to change in the world of SaaS today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Fouad ElNaggar

Christoph Janz is the Managing Partner @ Point Nine Capital, one of Europe’s leading early stage funds with a portfolio that includes the likes of ZenDesk, Algolia, Delivery Hero, Revolut, Contentful and many more incredible companies. Before that, he co-founded two Internet startups (DealPilot.com in 1997 and Pageflakes in 2005). In 2008 he became an angel investor and discovered Zendesk, Clio, FreeAgent – and his love for SaaS. Christoph is also the writer of the phenomenal blog, The Angel VC, a must read for me. In Today’s Episode You Will Learn: How Christoph made his way from serial founder to angel in ZenDesk to today, founding one of Europe’s most successful early stage funds in the form of Point Nine Capital? Product market fit is one of the most used words in the industry, so wtf really is product market fit? What does product market fit look like in terms of metrics across the core disciplines: MRR, churn and conversion from free to paid?   What is the hailed question that all Series A and B investors want to know? What does it take to make the graduation from Seed to Series A today? In terms of scaling, why does pouring fuel on the marketing fire not always equal more leads? How does Christoph view the role of outbound? Why is it such high hanging fruit? What is core to executing outbound successfully? Point Nine did a comprehensive assessment of how founders view the fundraising process, what were the biggest elements founders dislike about the process? From now on, what is the thinking behind the strategy that Point Nine will always do their pro-rata in the Series A? How does this affect reserve allocation?   Christoph’s 60 Second SaaStr What does Christoph know now that he wishes he had known in the beginning? What does it take for European founders to make it big in the US? Most common mistakes CEOs make in the scaling process? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Christoph Janz

Tom Bogan is the CEO of Adaptive Insights, the company that proves a new generation of business planning software for finance and beyond. Prior to their reported $1.55Bn acquisition to WorkDay, Adaptive Insights raised over $175m in VC funding from the likes of Bessemer, Salesforce Ventures, Norwest Venture Partners and many more incredible investors. Prior to Adaptive Insights, Tom was a partner at Greylock Partners where he focused on enterprise software investments. He was also president and COO at Rational Software until its acquisition by IBM. Before Rational, Tom served as CEO at Avatar Technologies and Pacific Data. He began his career as a financial officer in both public and private companies, serving as CFO at SQA and Orange Nassau, Inc., as well as vice president of finance at SCA Services. In Today’s Episode You Will Learn: How Tom made his way into the world of SaaS, came to be a Partner with Greylock and then made the move back into operations with Adaptive Insights? Elad Gil has previously said the role of CEO is to “find product market fit, ensure the company does not run out of money and ensure the team does not implode”, how does Tom define his role as CEO of a $100m+ SaaS company? How does the role of CEo fundamentally change over time? What aspect of the role does Tom find most challenging?   What core role of CEO is constant throughout the lifecycle of the company? From seeing many of the world’s best SaaS CEOs, what are the commonalities in how the very best CEOs hire the very best execs? How does Tom think about the debate of hiring externally or promoting from within? How does Tom look to reduce internal discontent when hiring externally rather than promoting? At $100m Jyoti Bansal said on the show, this stage is about “creating and sustaining operational efficiency”. What have been Tom’s biggest learnings on the creation and maintenance of operational efficiency? What has worked? What has not worked? How does Tom think about internal asset allocation? Why does Tom believe that ultimately, ARR growth is the metric to rule them all? How does Tom think about and prioritise the metric stack in SaaS? How does he approach payback period vs CAC/LTV? In terms of services components of businesses, does Tom believe these should be baked into the CAC? What should the financial targets be for these services businesses?   Tom’s 60 Second SaaStr What does Tom know now that he wishes he had known at the beginning? Tom’s favourite business reading material and why? What would Tom most like to change in the world of SaaS today? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Jonah Goodhart is the CEO @ Moat, the SaaS analytics and intelligence company focused on transforming brand advertising online. Prior to their acquisition by Oracle for a reported $850m Moat raised over $67m in VC funding from the likes of Insight Venture Partners, Founders Fund, Mayfield, Founder Collective, SV Angel and more incredible names. Prior to founding Moat, Jonah was the founding investor and board member at Right Media, acquired by Yahoo for a reported $680m. Jonah was also the founding partner of WGI Group and co-founder of Billions.org. If all of that was not enough, Jonah is also an angel investor including the likes of adroll, Namely and fitmob all in his personal portfolio. In Today’s Episode You Will Learn: How Jonah made his way into SaaS with is founding investor role in Right Media? How did experiencing both bubbles change the way Jonah thinks about operations today? How does Jonah fundamentally define “North Star”? How plastic and flexible does Jonah believe a North Star should be? What was a time where Jonah’s decision was guided in a certain direction by his strong North Star?   Why does Jonah believe that in B2B your roadmap is given to you by your customers? What can founders do to clearly and quickly determine what their customers want from their conversations with them? What questions are crucial to ask? What response suggests real intent to buy from them? How does one prevent this from falling into heavy customisation? How does Jonah approach the element of “brand” in the world of B2B today? What does Jonah believe is the secret to brand? How does this affect how Jonah both onboards, trains and engages with new and existing employees? Was brand core to Moat being able to sell to enterprise so successfully in the early days?   Jonah’s 60 Second SaaStr What does Jonah know now that he wishes he had known at the beginning? Quality or quantity of logos in the early days? How important is it for SaaS founders to be involved in the process? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jonah Goodhart

Sam Blond is Chief Sales Officer @ Brex, the startup that provides corporate cards for startups. To date they have raised over $57m in funding from the likes of Y Combinator, Peter Thiel, Max Levchin, Yuri Milner, Elad Gil and many more incredible names. Prior to Brex, Sam Was Chief Revenue Officer at Rainforest QA. Before Rainforest, Sam saw firsthand the hypergrowth scaling of Zenefits as VP of Sales where he saw the company grow from 18 employees and $1m in ARR to over 1,800 employees and over $70m in ARR. Sam got his start in the SaaS industry with Jason Lemkin @ Echosign as Director of Sales. In Today’s Episode You Will Learn: How Sam made his way into the world of sales and came to join Jason Lemkin with his first role in sales at Echosign? Why does Sam believe that more sales reps does not always equal more revenue? What are the benchmarks that suggest founders really need to add to their sales team? Does Sam agree Founders should be selling up to $1m in ARR? How does Sam assess who is the best person to hire for the role? What have been Sam’s lessons on what it fundamentally takes to attract the best talent? In the early days how does Sam think about both role allocation and whether to hire the young jack of all trades vs the more senior executive? Why does Sam believe that founders need to spend more time on top of funnel? Why does Sam believe that not all opportunities are created equal? How does Sam think about the right structure and time it should take to pass from lead to MQL to SAL to opportunity to deal? Where does this most commonly breakdown? Why does Sam believe the key to success in SaaS sales teams is “urgency”? Literally, how can reps instil a sense of urgency in their current pipeline? Why does Sam disagree with the conventional wisdom and say discounting is a great tool? How does Sam determine the right level of discount to give? How does Sam assess pilots as an alternative approach to getting leads over the line?   Sam’s 60 Second SaaStr What does Sam know now that he wishes he had known at the beginning? Quality or quantity of logos in the early days? Sales rep productivity, what does Sam believe is good? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Sam Blond

Eoghan McCabe is the Co-Founder & CEO @ Intercom, one of the fastest growing saas companies of the day providing a new and better way to acquire, engage and retain customers. Due to their phenomenal growth they have raised over $240m in funding from some of the best in the world including Kleiner Perkins, Social Capital, Bessemer and Index, just to name a few. As for Eoghan, prior to co-founding Intercom, he founded an award-winning software design consultancy called Contrast, and co-founded Exceptional, a developer tool startup acquired in 2011 and now a part of Rackspace. In Today’s Episode You Will Learn: How did Eoghan come to be founder of one of the hottest growing startups in SaaS from founding a software design firm in Ireland? What does Eoghan believe are the core pillars for success in making the move from SME to enterprise? How does one reinvent oneself to make this transition? How has Eoghan seen te org structure and internal decision-making change with the adoption of many more enterprise clients? How does Eoghan determine between the decision to hire the young jack of all trades vs the much more experienced senior exec? Why does Eoghan believe you can never be too early to bring someone more senior than you onto the team? What makes Eoghan say, “we are all learning on the fly”?   How does Eoghan look to create a culture of experimentation and accountability without the fear of failure? What must the leader do to imbue this culture? Where does Eoghan see many going wrong in trying to make this happen? How does Eoghan think about “transparency” with SaaS companies today? Why does he think that not only is it not healthy but also largely not possible? Instead, what is a better, more sustainable solution to transparency?    Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Eoghan McCabe

Steve Lucas is the CEO @ Marketo, the world leader in marketing automation for companies of any size. Prior to their IPO and eventual sale to Vista Equity partners for $1.79Bn they raised over $100m in VC funding from the likes of Battery Ventures, IVP, Mayfield and Lead Edge Capital. As for Steve, prior to joining Marketo, he served in many leadership positions at SAP, Salesforce, Microsoft, BusinessObjects, and Crystal Decisions. If that wasn’t enough Steve also sits on the board of Tivo, SendGrid and The American Diabetes Society. In Today’s Episode You Will Learn: How did Steve make his way into the world of SaaS and come to be CEO @ Marketo? Why does Steve describe his experience at Salesforce to be life-changing? What were the core takeaways for Steve? How has that impacted how he operates today with Marketo? What does Steve mean when he says Marc Benioff is a “master of relevance”? Why does Steve believe the key to success as a CEO is accessibility? How can CEOs be both vulnerable and strong in today’s SaaS world? What are the 2 different types of CEOs and how they engage with their CMOs? What do the best do? What do the worst do? Why does Steve believe that the “CRM” term is incomplete? How does Steve fundamentally believe the way that customers want to be engaged with has changed? How can marketers enact this level of personalisation and engagement with such large customer bases? How does the role of artificial intelligence fit into this mass scale personalisation? How does Steve view the broader martech landscape? Why does Steve strongly believe that we will be entering a period of consolidation in martech? How does Steve view the emergence of new categories such as ABM? How does this impact his overarching view on the next wave for martech?   Steve’s 60 Second SaaStr What does Steve know now that he wishes he had known when he started? Management upgrade is the most important role of CEO, agree? What keeps Steve up at night? How does that influence his running and operations of Marketo? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Steve Lucas

Jerry Jao is the Founder & CEO @ Retention Science, the startup that brings intelligence to your marketing automation through artificial intelligence that delivers a personalized customer experience, at scale. To date, Jerry has raised over $10m in VC funding with Retention Science from great friends of the show in Forerunner Ventures, Upfront Ventures, Clark Landry, Andy Rankin and more fantastic names. Prior to founding Retention Science, Jerry founded two other e-Commerce marketing technologies and served as Strategic Innovation Officer to Clear Channel Radio. Jerry is also a Guest Lecturer at The Kellogg School of Management and sits on the board of Penango. In Today’s Episode You Will Learn: How did Jerry make his way into the world of SaaS with the founding of his first company? What have been the top 3 mistakes that Jerry has made since founding Retention Science? With P&G, Unilever and Olay all as enterprise clients, how did Jerry first sell into them as a small startup? What is required to give these large enterprises confidence in buying from startups? What does the perfect case study look like to convert these mega accounts? In the early days is it a quality or quantity of logos game?   How important is it for the founder to be really actively involved in the sales process to these mega corporations? How does Jerry divide his time now between new and existing customers, as well as team and investor management How does Jerry approach multi-year and prepaid deals with these incumbents? What is the line of reasoning for suggesting prepaid is fair? Retention Science have been profitable since 2018, how does Jerry look to balance the mindset of fast growth and profitability? How does Jerry think about payback period for enterprise sales reps with this profitability mindset? How does this affect his thoughts and views on internal asset allocation? Jerry’s 60 Second SaaStr A moment in Jerry’s life that has changed the way he thinks? When I say success in SaaS who embodies this to Jerry? What does Jerry know now that he wishes he had known at the beginning? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jerry Jao

David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired. In 2001 David joined Matrix Partners, who had backed his last two startups, as a General Partner. David’s successful exits as an investor at Matrix include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius. You can also find David’s amazing blog here! Huge thanks to Hardi Meybaum and Jason Lemkin for the intro to David today. In Today’s Episode You Will Learn: What are the leading indicators that early stage VCs dig deep on to assess the strength of product market fit? What level of traction both in enterprise and SMB would an early stage investor deem exciting enough to pursue? What levels of engagement are sufficient enough to suggest cause for a much larger and increased round? How should founders assess sales rep productivity? What can they do to actively shorten the ramp time? How will early stage investors analyse the ramp time? What suggests repeatability of process? Why does David believe there is no point focusing on CAC/LTV in the early days? What is the single biggest thing that founders can do to show repeatability of process and revenue as fast as possible? What is the most common reason that people miss plan? How must the mindset of the founder switch from extreme frugality to hyper growth scaling? When is the right time for this transition to take place? What are the inherent challenges to this switch? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr David Skok If you’re looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit egnyte.com/SaaStr. MonkeyLearn allows companies to easily analyze text with Machine Learning. Customers like Clearbit and Segment are using MonkeyLearn to turn emails, support tickets, customer feedback, and documents into actionable data. Their platform makes it super easy to classify texts by topic, sentiment or intent or to extract specific data such as keywords, names, and companies. MonkeyLearn makes teams more efficient by automating business processes, getting insights and saving hours of manual text data processing. And if you would like to learn more, head to monkeylearn.com/saastr, that is www. m o n k e y l e a r n .com/saastr. Plus, listeners of the SaaStr podcast will have a very special opportunity to purchase monthly plans for half the price. So, check out MonkeyLearn and start getting more out of your text today.

Dave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M)  and big data leader Aster Data (acquired by Teradata for $325M). In Today’s Episode You Will Learn: Why does Dave believe it is foundational to be an ARR first company? How does Dave think startups can show their ARR first mentality from the first investor meeting? How does this help drive operational efficiency? How does Dave segment ARR into 3 distinct camps? Why does Dave argue that SaaS metrics are not nearly as simple as they seem? Which metrics does Dave believe most founders confuse? What metrics will the best VCs pick apart and dig deep on? How can founders respond with accuracy and confidence? How does Dave respond to multi-year deals? Under what conditions are they acceptable and not acceptable? How must they be reported in accounting? Where do many startups go wrong when considering multi-year deals? How important is it for them to be pre-paid? Why does Dave argue that renewals do not measure customer satisfaction?What is an accurate measurement to determine customer satisfaction? How often should this be conducted? What sample size of customer gives the right amount of data?   How does Dave approach comp with regards to sales team cross-sell and upsell? Why is it not as black and white as boards often portray? Under which circumstances does Dave believe double comp is justified and not justified? How can you communicate this to your board successfully? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dave Kellogg If you’re looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit egnyte.com/SaaStr.

Phil Fernandez is a Silicon Valley veteran, with more than 35 years of experience building and leading breakout technology companies. Phil co-founded Marketo in 2006 and led the company as Chairman and CEO for a decade, overseeing its successful IPO and acquisition by Vista Equity Partners. Prior to Marketo, Phil served as president and COO of Epiphany, an enterprise customer relationship management (CRM) software company. Today, Phil is a Venture Partner with Shasta Ventures, the fund with a portfolio including the likes of Nest, eero, Zuora, Canva and many more incredible companies. In Today’s Episode You Will Learn: When is the right time to hire your first CRO? Where did Phil make a big mistake in who owns what revenue numbers? What are the traits that make the best CROs? How should they look to work with both sales and marketing to drive efficiency internally? Why does Phil believe you must hire the most senior Chief People Officer as soon as you can? What does the role of “Chief People Officer” really embody? How should they look to work with HR internally? Who should they report to? How does this role change with a scaling organisation? How has Phil seen the relationship between average contract value and potential for expansion change? What is the correlation between and ongoing services component and both customer NPS and expansion? Where did Phil go wrong with this at Marketo? How should emerging SaaS startups today be thinking about technical legacy debt? Why does Phil believe it is never to early to have a Head of Research function? How should this function work with the team to build the latest technology into new products? Why did Steve sell Marketo to Vista Equity Partners? What was the thesis and big learnings from that experience? What does Phil mean when he says he did not “watch the clock properly’’? How can founders today be proactively thinking about ramp time for sales reps, new product engagement etc.     Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Phil Fernandez  

Bill Binch is a leader and expert in the SaaS sales industry, currently CRO @ Pendo.io,  the startup that helps you understand and guide your users, creating a product experience they can’t live without. They have raised over $58m in VC funding from some of the best in their space with the likes of Battery Ventures, Spark Capital and Salesforce Ventures, all backing them. As for Bill, prior to Pendo, Bill was the Senior Vice President of Global Sales at Marketo for 8 years. He joined when it was a small venture-backed startup with a mission to reinvent marketing automation. It was his sales leadership and expertise that formed a critical component in building Marketo into one of the fastest-growing enterprise software companies in the world, recognized through his being awarded worldwide VP of sales in 2011. In Today’s Episode You Will Learn: How Bill made his way into the world of SaaS and came to be employee #18 at Marketo before making the transition to today, as CRO @ Pendo? Bill has said before that career paths are for B players. First, what is wrong with the current thinking around career paths? Why does that inherently mean that A players do not align with them? How can one determine when is the right time to step away from the career paths? What characteristics and attributes do those truly special opportunities have? Bill has successfully made the transition from transactional business to enterprise business many times, what have been his core learnings on what it takes to make this transition successfully? What are the biggest challenges in making the transition? How does the internal structure of the team change when making this transition? What does Bill mean when he says you have to “rig the recruiters”? What incentives can be placed in front of them that ensure you will be a priority for them? On the flip side, what incentives do you have to give the recently on boarded employees to encourage grassroots, word of mouth on the company brand? How does the company and sales cycle fundamentally change when moving from $0-1m ARR? What does that mean for the company policy on discounting and pilots? How does the company alter when transitioning from $1-10m in ARR? How can sustainable social validity be built in this stage? How does a company successfully move from $15m-100m in ARR?      60 Second SaaStr? What does Bill know now that he wishes he had known at the beginning? What keeps Bill up at night? What does Bill mean when he says you have to check your ego? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Bill Binch If you’re looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit www.egnyte.com/SaaStr. 

Kristina Shen is a Partner @ Bessemer Venture Partners, one of the world’s leading venture funds with a portfolio including the likes of Pinterest, Skype, Box, LinkedIn, Yelp and many more incredible companies. As for Kristina, she serves on the boards of DoubleDutch, Glint, Retail Solutions and Zoosk and is also a board observer with RainforestQA, Vidyard, Gainsight and ServiceTitan. Kristina is also one of the best data gurus as the co-author of Bessemer’s State of the Cloud 2016 and 2017 and Bessemer 10 Laws of Cloud, which captures the top trends among leading public and private cloud computing and enterprise mobile companies. Due to Kristina’s success she has been named to both Forbes and Business Insider’s 30 Under 30 in 2014 and 2016, respectively. In Today’s Episode You Will Learn: How Kristina made her way into the world of cloud investing and came to be the data guru for much of the cloud landscape? What does Kristina fundamentally mean when she states the key question is, is there velocity in this SaaS business? Is velocity just about revenue or ARR growth? How can startups present real velocity with their sales funnel? How can startups present further velocity through their SQL process? Why does Kristina believe that “private SaaS multiples are not expensive and we need a new framework”? What makes the existing framework inaccurate? What does this mean for the way Kristina assess ARR multiple and growth rates? How does this framework alter Kristina’s perception of the often hailed “Rule of 40”? How does it change with scaling? What are the core elements Series A SaaS investors focus on today? With regards to revenue benchmarks for the A round, where do they need you to be both on the low and high end? Where do Series A investors expect startups to be for y/y ARR growth? What core metrics are required to successfully raise your Series B in SaaS today? What does Kristina think is the fundamental difference between Series A and B today in SaaS? What can founders do to show repeatability and reliability of revenue streams as they move into the B round?     60 Second SaaStr? What does Kristina know now that he wishes he had known at the beginning? Questions from Jeremy Levine: What would Kristina like her legacy to be as an investor in 20 years time? What keeps Kristina up at night? Is it worse to see an amazing deal and pass on it or to have never seen it at all? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Kristina Shen

Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the likes of Algolia, TalkDesk, MixMax, Rainforest QA and many more incredible companies. In Today’s Episode You Will Learn: How does Jason think founders should approach long sales cycles in the early days? Why does Jason believe that ultimately long sales cycles do not matter? What can the truly great VPs do to impact those long sales cycles? How does Jason think founders can tackle lead optimisation with their team? How can founders determine which leads to send to which AEs? What will the effect of this tailored lead distribution be? When is the right time for the founder to begin to take a step back from sales? Why does Jason believe that the founder must always be involved in the sales process? How does this look at scale when selling to thousands of customers? How does this mean the founder works with the growing scaling team over time? Why does Jason believe that SaaS companies have to raise so much money today? What is the core decision that founders must make when determining how much they need to raise? How should founders approach the topic of cloning? What are the 3 core advantages they have over their clones? What must they be mindful of when being cloned by incumbents?   Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Timo Rein is the Founder & CEO @ Pipedrive, the startup that helps sales people focus on actions that close deals. To date, Timo has raised over $30m from the likes of Atomico, Bessemer Venture Partners, TransferWise Founder Taavet Hinrikus and Andy MCloughlin and has scaled the team to over 330 people across multiple continents. Prior to founding Pipedrive, Timo was a Partner @ Vain & Partners acting in a consultancy role on how to get the best ROI from your sales process and before that was himself a door-to-door salesman with SouthWestern Company selling high ACV products. In Today’s Episode You Will Learn: How Timo made his way into the world of SMB CRM with the founding of Pipedrive from the days of being a door-to-door salesman of high ACV products? Why did Timo choose to go global with Pipedrive from day 1? What are the benefits of founders having this global mindset from the start? What are Timo’s biggest learnings in terms of acquiring customers globally early on? What worked? What did not work? How did Timo think about pricing on an individual country perspective? What are the challenges with this? Having raised from both US and UK VCs, how does fundraising differ when comparing Europe to the US? If Timo had to say the West Coast, East Coast and European VCs each had one area they focus, what would that area be? What are the challenges with these inherent focus points? What advice would Timo have for foreign founders looking to make it big in the US? How does Timo look to manage a team so spread across the globe? What are the core challenges of this? What works? What does not work? What functions can be split up by geography? What must remain in one location? Now at 300 people, how does Pipedrive ensure for the same values fit when hiring at scale? Many VCs say with such low ACV and such high churn, the SMB market is too difficult. How does Timo respond to this? How does Timo think about ensuring the continuous refilling of top of funnel? How does Timo think about acquiring such small customers in a cost efficient manner?     60 Second SaaStr? What does Pipedrive look like at $100m ARR? What keeps Timo up at night? Who is Timo’s favourite angel investor? What does Timo know now that he wishes he had known at the beginning? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Timo Rein

Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the likes of Algolia, TalkDesk, MixMax, Rainforest QA and many more incredible companies. In Today’s Episode You Will Learn: When is the right time to hire your first sales rep? What characteristics must those sales have? Why does Jason believe it is impossible to poach a rockstar from another fast scaling startup? Should you then hire the stretch VP or the more experienced, potentially burnt out exec? How does Jason think about aligning compensation to company objectives? Within the company, which functions serve as the best test areas for variable compensation? What must you be wary of when installing a system of variable compensation? When is a stretch VP a stretch too far? What must a stretch Head of Sales have done to make him ready? What must a VP of Product done before to make him ready? What resources can you build around stretch VPs to provide them with additional support? How does Jason think about the first time you spend to acquire customers? Why does Jason suggest just trying to make $1 for every $1 you spend? Why is it crucial to think of your marketing spend on a blended basis? How can you create alignment between the marketing teams number and the cadence of sales?   Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr    

Jon Lee is the Founder & CEO @ ProsperWorks, the #1 recommended CRM for G Suite. To date, ProsperWorks have raised over $85m in VC funding from the likes of True Ventures, Norwest, GV, Bloomberg Beta and more incredible names. As for Jon, prior to ProsperWorks, he started in investment banking at Merrill Lynch before moving to run a large operations team at Yahoo. Jon then founded Bazaar Advertising Solutions, a business self funded from a Palo Alto apartment that Jon scaled into a highly profitable $47m business in less than 2 years. Jon then sold Bazaar to Epic Media in 2006. Following the acquisition, Jon founded DNA Games, the number one casino simulation game on Facebook with more than 20 million players, ultimately acquired by Zynga in May 2011. In Today’s Episode You Will Learn: How Jon made his way into the world of CRM having successfully founded and sold 2 prior business in the lead gen and gaming space? Why does Jon believe building a SaaS business is very much like building a gaming business? How does on think about the scaling of company culture with the scaling of headcount? Where does Jon see the inflection points where this culture starts to break down? What does Jon mean when he suggests “the importance of a culture of innovation”? Why does Jon believe it is so important to insert a culture of risk into the organisation? How does this risk mindset differ and look across different segments of the business? How does Jon aim to create a culture of risk and ambition without a fear of failure and not hitting targets? Why does Jon think it is always better to start in SMB and move to enterprise? How does this decision change how one thinks about product roadmap? How does this change how one approaches traction building ahead of fundraising? What should one look to learn from rapid iteration and testing before moving to the enterprise market?    60 Second SaaStr? What does Jon know now that he wishes he had known at the beginning? What keeps Jon up at night? What is Jon’s favourite SaaS reading material? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jon Lee

Chetan Puttagunta is a General Partner @ NEA, one of the world’s largest venture capital firms in the world with over $3Bn in their latest fund and a portfolio including the likes of Mulesoft, Jet.com, Uber, Houzz and many more incredible companies. As for Chetan, Chetan focuses on enterprise software and has made investments in MuleSoft, MongoDB, Elastic, Heap, just to name a few. Due to his phenomenal track record, Chetan has been named to GrowthCap’s Top 40 under 40 Growth Investors, Forbes 30 under 30 All-Star Alumni List, and Forbes’ 30 under 30 in Venture Capital.  In Today’s Episode You Will Learn: How Chetan made his from the world of leveraged buyouts to the world of enterprise VC investing with NEA? Why does Chetan have such conviction with regards to open source companies today? Why does he feel the big question of “Can open source product multi-billion dollar companies” has been proven”? How does Chetan think about the underlying business models of open source when comparing the likes of Red Hat with 85% gross margin to Hortonworks at negative gross margins? What does Chetan believe is a healthy ratio between professional services vs closed premium features? Does Chetan believe this is the end for per seat pricing in SaaS? How does Chetan approach market sizing today when evaluating potential enterprise opportunities? Why does Chetan believe there is a mental trap in the VC requirement for large markets? How can founders present the niche market they are attacking, in an exciting enough way to satiate the investor appetite for large market? Chatan has said before, “if you have conviction and vision, you should not be afraid to raise capital and go big”. Does every founder not have conviction and vision in the early days? How does Chetan determine when truly is the right time to pour fuel on the fire and raise that mega war chest?    60 Second SaaStr? A moment in Chetan’s life that has changed the way he thinks about the world? Fave SaaS reading material? What does Chetan know now that he wishes he had known at the beginning? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Chetan Puttagunta

Rob Reid is the Executive Vice President & Managing Director @ Sage Intacct, the undisputed global leader serving finance teams of any size. With over 10,000 employees and and over 3m customers, their financial solutions generate over $2Bn in revenue. As for Rob, prior to Sage Intacct, Rob led Intacct over an incredible 8 year journey culminating in their, reported $850m exit to Sage in 2017. Before that he was CEO and President of LucidEra, a market leader for on-demand business intelligence. Prior to LucidEra Rob was group Vice President of industry leading Siebel CRM for Oracle, managing the SMB sector. Fun fact, over his phenomenal 30 year career, Rob has been involved with 8 startups, 7 of which have had successful exits.   In Today’s Episode You Will Learn: How Rob made his way into the world of SaaS over 30 years ago from wanting to be in advertising and hating computer science? As a multi-time CEO, how has Rob seen his role and understanding of what it takes to be a great CEO changed over the last 30 years? Does Rob agree that “management upscaling is the most important role a CEO can do”? What does Rob mean when he says, “the old school CEO approach is upside down and backward”? How should it be in that case? Why does Rob believe that an executive team is like a boat of oarsman? What are the fundamentals to ensuring your executive team are aligned and working in tandem? Why is transparency across the organisation fundamental to both efficiency and culture? How does Rob think about internal promotion vs external hire when it comes to the exec team? Why is Rob adamant that “cloud companies like never before have to be customer-centric”? What does this mean for thinking about optimising the structure of your organisation? How does one think about such high levels of customer success and touch points when serving the immense SMB landscape? How is this feasible? What have been Rob’s key learnings?   60 Second SaaStr? Following many successful outcomes, what is Rob’s biggest splurge to date? Why does Greg Sands call Rob “The Big Fundamental”? What does Rob know now that he wishes he had known at the beginning of his career? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Rob Reid

Kolton Andrus is the Founder & CEO @ Gremlin, the failure as a service startup finds weaknesses in your system before they cause problems. To date, they have raised over $8m in VC funding from some of the best in the business including the likes of Mike Volpi @ Index Ventures and Mike Dauber @ Amplify Partners. Prior to Gremlin, Kolton was a Chaos Engineer at Netflix improving streaming reliability and operating the Edge services. Fun fact, Kolton also designed and built Netflix’s failure injection service. Before that he improved the performance and reliability of the Amazon Retail website. At both companies he has served as a ‘Call Leader’, managing the resolution of company-wide incidents. In Today’s Episode You Will Learn: How a conversation in the hallway of a conference with a VC gave Kolton the confidence that he could leave the corporate world of Netflix and Amazon and start a startup? What were Kolton’s biggest takeaways from seeing the first hand scaling of behemoths like Amazon and Netflix? How did they fundamentally alter how he views goal setting today? How does Kolton look to achieve the balance of ambitious goal setting without the team losing motivation if they do not hit the goals? Why does Kolton believe that a decentralised workforce is merely an evolution in how we do business? What are the core fundamentals to achieving success in creating and scaling a remote workforce? What have been some of the biggest challenges in structuring the team this way? What is the single biggest tip Kolton has for other founders in ensuring high conversion rates from trials? Where do most founders go wrong with this? Today, is engineering buy in the only necessity to succeed in a bottoms up sales world?   60 Second SaaStr? What does Kolton know now that he wishes he had known at the beginning? If an investor can provide one thing, what is most important for Kolton? What are Kolton’s favourite SaaS reading materials? When is a stretch a stretch too far for a team member? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Kolton Andrus

Ryan Williams is the Founder @ SalesCollider, the organisation that helps technical founders jumpstart sales. Ryan got his start as the first sales manager at Adroll where he grew the team from 3 to 32 reps in just 8 months, a team that was responsible for ARR growing from $4m to $58m in under 2 years. Ryan then became an advisor to the early team at InVision where he coached both CEO and sales reps to close the first dozen enterprise deals. Then his last stop before founding SalesCollider was as VP of Sales at LeadGenius where he grew enterprise sales by over 400% and added clients such as Ebay, IBM and Google, just to name a few. Ryan is also an Entrepreneur in Residence @ 500 Startups and a Mentor with First Round Capital. In Today’s Episode You Will Learn: How Ryan made his way into the world of sales as first sales manager at Adroll and how that led to advising the CEO of InVision on gaining their first enterprise clients? 70% of VPs of Sales fail when they join early stage startups, why is this? How can founders know when is the right time to bring in their first VP of Sales? What can they do to maximise the chances of success when bringing them into the organisation? What is the right profile type for the first VP of Sales? What are the core foundations to assessing the strength of the VP in the interview, especially for engineering minded founders? What is the one question that Ryan loves to ask potential sales candidates? What answer does he look for? Does Ryan agree with a recent guest, “discounting is now table stakes”? Where do most early stage startups go wrong when thinking about discounts? What framework must startups utilise to analyse the right discount to offer? Why must they know the internal value they are providing to their customer in such a detailed way when discounting? 60 Second SaaStr What does Ryan know now that he wishes he had known at the beginning? SDR’s are the most important function in sales, agree or disagree? Sales rep productivity, what is good and what is bad? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ryan Williams

Pieterjan (PJ) Bouten is the Founder & CEO @ Showpad, the world’s leading sales enablement platform that allows for the creation of amazing buyer experiences. To date they have raised over $89m in VC funding from the likes of Insight Venture Partners, Dawn Capital and Hummingbird. As for PJ, Showpad is the second company he has founded. In 2010 he co-founded the mobile development agency, In The Pocket and still serves on its board. Prior to In The Pocket, Pieterjan held senior roles at Netlog and Accenture. In Today’s Episode You Will Learn: How PJ made his way from the world of Accenture to founding the world’s leading sales enablement platform in Showpad? What was the most challenging element for PJ and Showpad in scaling from $1m-10m in ARR? How does the go-to-market change with this scaling? How does the team structure and composition alter? How does the branding and positioning change? PJ has said before that you must “reiterate value at every touchpoint”, what does he mean by this? How can one look to build a structure and framework to ensure one is effective with this? How  does one scale this when serving thousands of SMBs? What were PJs biggest lessons from their experiences of discounting? What advice would PJ give to founders on when and how much to discount? How does PJ think about the use of pilots and trials? How can one ensure optimal efficiency of conversion with both methods? 60 Second SaaStr Does the role of CEO ever get easier? What does PJ know now that he wishes he had known at the beginning? What keeps PJ up at night? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Pieterjan Bouten

Clate Mask is the CEO of Infusionsoft, the leading cloud-based CRM platform for growth-minded small businesses with more than 145,000 users worldwide. Under Clate’s leadership, InfusionSoft has grown from a fledgling startup housed in a worn-down strip mall into a 550 person company, raising over $130m in VC funding in the process. If that was not enough, Clate is also an angel investor with the likes of CampusLogic, where he also sits on the board and is co-author of Conquer the Chaos: How to Grow a Successful Small Business Without Going Crazy.   In Today’s Episode You Will Learn: How Clate made his way into the world of SaaS and came to found the leading CRM for small businesses? Enterprise vs SMB: Why does Clate fundamentally believe that not everyone has to move to enterprise with time? Why do so many founders believe they need to? Why is it such a preference for investors? How does the decision to remain in SMB change the future structure of the team and product roadmap? What was the hardest challenge for Clate about staying in SMB? The Metrics Stack: What is the core metric that founders must observe to analyse the state of their business? How does this core metric affect every other metric? How does Clate view the significance of payback period, what is good to him? How does sales rep productivity change when serving SMB vs enterprise? What is good sales rep productivity? Why does Clate fundamentally believe CAC/LTV is the mothership? What is it solely driven by? Partnerships 101: How can a founder know whether they have the right model and product for a partnerships model? How do partnership models change both the service and sales process of your company? What are the biggest risks to implementing a full-scale partnerships model? What have been the biggest challenges for Clate of scaling this partnerships model? 60 Second SaaStr What does Clate know now that he wishes he had known at the beginning? What is the most important element an investor can provide? A moment in Clate’s life that has changed the way he thinks and sees the world? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Clate Mask    

Harry Glaser is the Founder & CEO @ Periscope Data, the startup that allows you to transform your business with the fastest, most powerful analytics platform. To date, Periscope have raised over $34m in funding from some of the very best in the business including Bessemer, SV Angel, DFJ, Susa Ventures and Data Collective, just to name a few. With this funding they now serve over 975 customers including Adobe, Flexport, Tinder, NewRelic and more. Prior to founding Periscope, Harry was a Product Manager @ Google. Fun fact about Periscope, it was voted the best small company to work for in 2017.   In Today’s Episode You Will Learn: How Harry made his way from being a PM at Google to convincing his co-founder Tom to leave his comfortable corporate job in Seattle to chase the startup dream in the valley? Diverse Teams: There a a lot of all white male teams in SaaS, what should they do to create a more diverse, well-rounded team? What is the first step? What is the framework for achieving this hiring ambition? What are the biggest challenges? Where does Harry see founders most often making mistakes in building diverse teams? Data Teams: Why does Harry believe that founding teams must have data professionals within them from Day 1? Why does Harry believe this makes those startups more successful? What are the fundamental benefits? How does this data-centricity change the decision-making of the organisation? What are the core challenges in scaling this data team? Moving Upmarket: Why does Harry believe that it is better to do SMB to enterprise than enterprise to SMB? How does the product fundamentally change when addressing the enterprise market? How does the structure of the team change with the move? How does the messaging of the company alter with the move to a more enterprise focus? 60 Second SaaStr What does Harry know now that he wishes he had known at the beginning? Harry recently tweeted “you don’t choose the kind of CEO you are”, what kind of CEO are you then? A moment in Harry’s life that has served as an inflection point and changed the way he thinks? What can a founder do today to instantly make a better workplace culture? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Harry Glaser

Mark Godley is the President of LeadGenius, the startup that provides the power of human intelligence with the scale of machine learning. To date they have raised $16m in funding from the likes of a16z, Initialized Capital, Scott and Cyan Banister and SV angel just to name a few. As for Mark, he most recently served as Chief Revenue Officer for HG Data and before that was VP of Market Development for ConnectandSell. If that was not enough, mark also holds advisory roles in the salestech and martech space, including Omniquo, ZenIQ.io and The Big Willow. In Today’s Episode You Will Learn: How Mark made his way into the world of SaaS over 25 years ago? How has he seen the industry change so remarkably over that time? Why does Mark believe that many startups today are created with the wrong intentions? Who is ultimately to blame for this, the founders or the investors who back them? Why does Mark believe that SaaS founders should “ignore fundraising and sign customers”? What are the unidentified consequences to Mark of taking external money? How does Mark view the function played by discounting in onboarding your first few key customers? What does Mark think of pilots? How willing should founders be to engage with unpaid pilots? How can enterprise founders solve the 2 big problems today of. A.) Standing out in the sea of enterprise startups? Gain trust from enterprise CIOs when they are still a small team with little brand or track record? What does Mark believe is the secret to selling to enterprise effectively? Why must founders be both credible and vulnerable when selling? What is the difference between helping someone buy and selling them a product? 60 Second SaaStr What does Mark know now that he wishes he had known at the beginning? Why are data vendors their own worst enemy? What would Mark like to change about the world of VC and startups? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Mark Godley If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the Product Analytics Playbook from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just click here to download.   User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY

Wade Foster is the Founder & CEO @ Zapier, the startup that moves information between your web apps automatically, so you can focus on your most important work. A couple of incredible achievements from Zapier, they have scaled to a phenomenal $35m in ARR, they have built a time of over 130 people, all without a central office and they have done this with just $1.2m in early stage funding from the likes of Bessemer, Y Combinator and DFJ.   In Today’s Episode You Will Learn: How Wade made his way into the world of SaaS and came to found Zapier? Why does Wade believe that founders need to put in place traditional management sooner than they normally do? What should this structure look like? When is the optimal time to start considering it and then implementing it? Wade has said before that most startups should “ignore fundraising”, why does he believe this? How has bootstrapping Zapier influenced how he manages and scales the company? What lessons has he taken from VC backed founders that he has applied to the growth of Zapier? Zapier is a completely remote team, what is the secret to seamless communication and company culture when building a team to 130 with no central office? What are the core benefits? What are the fundamental challenges? 60 Second SaaStr What does Wade know now that he wishes he had known at the beginning? Why should everyone on the team do support? How does Wade look to scale himself as CEO? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Wade Foster If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the Product Analytics Playbook from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just click here to download.   User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY

Olof Mathé is the Founder & CEO @ Mixmax, the startup that allows you to be a sales pro, providing powerful analytics, automation and enhancements for your outbound communication and a product that has achieved almost the impossible in SaaS, true viral growth and a $0 CAC. As for Olof, prior to Mixmax he led the team that built Inkling Habitat, now adopted by the world’s largest publishers and before that he was an entrepreneur and worked at Skype and McKinsey. In Today’s Episode You Will Learn: How Olof made his way to the bay and how he made his way into the world of SaaS with the founding of Mixmax? Why does Olof believe that customer success is the new marketing? What does this mean for the right time to hire your first customer success rep? What are the other subsequent advantages of instilling an early customer success team? Why does Olof believe that every company must have some haters? What does this suggest about your product? How should startup founders react to this? Is there a method of damage limitation with these segments Why does Olof think it is ok if they come from your core user base? With regards to growth, how important does Olof view the differing forms of metrics? How many should founders be focussed on? How does this approach affect your internal decision-making? How does it affect product roadmap? How does Olof break down the structure of Mixmax into 3 subsequent parts? Why does Olof not like employees in SF working from home? What are the drawbacks to this? What is the right way to recruit remote employees? Why is not all inbound poor quality? 60 Second SaaStr What does Olof know now that he wishes he had known at the beginning? How to cost effectively deal with inbound hiring applications? What is the least discussed but most worthy topic in SaaS? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Olof Mathé If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the Product Analytics Playbook from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just click here to download. User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY  

Brad Feld is one of the world’s leading VCs having Co-Founded Foundry Group, Brad has made investments in the likes of Zynga, Makerbot and Fitbit, just to name a few. Brad is also Co-Founder of Techstars, one of the world’s most prominent startup accelerators, whose portfolio companies have raised over $1.3bn in funding. If that wasn’t enough Brad is also a best selling author having co-authoured Venture Deals: Be Smarter Than Your Lawyer and VC and Startup Communities: Building An Entrepreneurial Ecosystem In Your Community. In Today’s Episode You Will Learn: How Brad made his way into the world of VC and came to found Foundry Group? Brad has previously stated that companies can be segmented into 3 different core components? What does he mean by this? How can startups be structured internally for scalability? Why does Brad hate the word culture? How should culture be viewed and approach internally within startups? How has Brad seen his personal development with regards to being a board member? What has he got better at? What does he believe makes a great board member? Why is CAC the easiest metric to game in SaaS? How should the CAC/LTV ratio be approached? How can entrepreneurs use this to attract VC investment? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Brad Feld If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the Product Analytics Playbook from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just click here to download.   User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY

Mark Mader is the CEO @ Smartsheet, the company that allows firms the best way to plan, track, automate and report on work. To date, they have raised over $105m in funding from some of the best in the business including Insight Venture Partners. Prior to Smartsheet, Mark served as senior vice president of global services for Onyx Software, leading the consulting and customer operations teams in the Americas, Europe, and Asia. Due to this success, in 2015, he was recognized as Ernst & Young Entrepreneur of the Year in Technology for the Pacific Northwest. In Today’s Episode You Will Learn: Why Mark’s being disrupted by Salesforce led to his entry into the world of SaaS and how he came to be CEO @ Smartsheet? How does Mark think that startups should approach hiring across market cycles? What have been some core lessons Mark has learnt in frothy markets and the war to win “hot talent”? How does Mark think about “paying up” for certain candidates? How flexible should startup founders be on moving their compensation bands?   Why does Mark believe that too many people over index culture fit? How does Mark look to balance between raw IQ and culture fit? How does Mark look to really stress test someone’s ability to perform a role, pre-hire? Where do most startups go wrong in their early hiring processes? How does Mark think about creating a structured framework for giving employee feedback? Why do people overestimate the importance of the feedback itself? What else should they be focusing on? In terms of providing that feedback, how does Mark assess the importance of output? How does Mark look to balance the complicated elements of output vs input? Is it really all about activity? 60 Second SaaStr What does Mark know now that he wishes he had known at the beginning? Management upscaling is the most important role of CEO? When is a stretch VP a stretch too far? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Mark Mader

Fred Shilmover is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space. Throughout the InsightSquared journey, Fred has raised over $25m in VC funding from the likes of DFJ, Bessemer, Salesforce and Atlas Venture. Prior to founding InsightSquared, Fred was a corporate development associate with Salesforce Ventures and before that he held several key roles at Bessemer Venture Partners including associate and Director of IT. He is also a board member of TUGG, an organization that brings together tech entrepreneurs with social enterprises that support at-risk youth.   In Today’s Episode You Will Learn: How Fred made his way into the world of SaaS, hustled his way to being a VC with Bessemer and then came to found InsightSquared from Boston? Why does Fred strongly argue that it is easier to start with SMB and move to enterprise than enterprise down? What are both the technical and personnel considerations of the decision? Why is it the product manager’s job to lose complexity as slowly as possible? Why does Fred disagree and state that CAC/LTV is not the guiding metric for SaaS startups? What are the core problems of CAC/LTV? What alternatives should founders consider as their guiding metrics? Where does Fred believe most founders go wrong when assessing their metrics? What metric keeps Fred up at night? What does Fred believe are the fundamentals to successfully building an inside sales team from scratch? What is the lowest ACV that an inside sales team can justify? How does Fred look to create a culture of accountability and responsibility without the element of fear of not hitting quota? Why does Fred go against conventional wisdom and suggest that customer success is the responsibility of the entire organisation? Why is this advantageous compared to a dedicated CS team? How does this mean both time and teams are allocated towards customer success? 60 Second SaaStr What does Fred know now that he wishes he had known at the beginning? What is the least discussed but most worthy topic in SaaS? What would Fred’s biggest advice to emerging SaaS founders be? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Fred Shilmover    

Mike McDerment is co-founder and CEO of FreshBooks, the #1 cloud-based accounting software designed exclusively for service-based small business owners. Starting from his parent’s basement, Mike has grown Freshbooks to more than 10m users worldwide and raising over $75m in VC funding from the likes of Accomplice and Georgian Partners. Mike is also the co-author of Breaking the Time Barrier, downloaded more than 250,000 downloads since its release. In Today’s Episode You Will Learn: How Mike came to enter the world of SaaS with the founding of Freshbooks from his parent’s basement? Why does Mike disagree with the common notion of the “pivot”? How does Mike balance between realism when something is not working and vision? From Mike’s conversation with USV’s Fred Wilson, what does he believe are the 3 most important roles of the CEO? Why is the No 1 rule in SaaS, you do not replatform your software? What are the inherent dangers? How does it affect your ability to drive revenue? Where do most SaaS startups make big mistakes when replatforming? Where are the inflection points in SaaS team scaling? What is the biggest challenge at 20 people? How does collaboration change when your team hits 40 people? How can one maintain seamless communication when one hits 80 people? 60 Second SaaStr Why is Mike so bullish on SaaS outside of Silicon Valley? How does being outside the Valley affect his ability to hire? What does Mike know now that he wishes he had known at the beginning? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Mike McDerment

Ross Mason is the Founder & VP of Product Strategy @ MuleSoft, one of the world’s leading software platforms making it easy to connect the world’s applications, data and devices. Following over $250m in VC funding from the likes of Lightspeed, Salesforce Ventures, Sapphire Ventures and NEA, MuleSoft then went public in March 2017, popping as much as 45% on it’s first day of trading. As for Ross, prior to MuleSoft, he was CEO of SymphonySoft, an EU-based company providing services and support for large-scale integration projects. Previously, Ross was Lead Architect for RaboBank and played a key role in developing one of the first large-scale ESB implementations in 2002. In Today’s Episode You Will Learn: How Ross made his way into the world of SaaS with the founding of MuleSoft? Why did Ross decide to move full time to the West Coast having started the company in Europe? What were the biggest challenges about the move to the US? What advice would Ross give to prospective entrepreneurs, looking to make the move? Where does Europe exceed the US and vice versa? What does it really mean to be a SaaS platform? What 3 elements of a company benefit when a product unbundles into a SaaS platform? How does unbundling change the process for building products and services? How does unbundling change the ability to drive new revenue streams? How does unbundling change core operational elements of the business? What does Ross mean when he says we are shifting from verticals into value chains? Does Ross believe it is even possible to own the entire customer lifecycle today, from start to finish? 60 Second SaaStr What does Ross know now which he wishes he had known at the beginning? How did it feel the day MuleSoft went public? What advice does Ross commonly hear being given that he most disagrees with? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ross Mason

David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired. In 2001 David joined Matrix Partners, who had backed his last two startups, as a General Partner. David’s successful exits as an investor at Matrix include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius. You can also find David’s amazing blog here! In Today’s Episode You Will Learn: How did David make his way into the world of SaaS? What was it about Matrix that made him want to make the transition from operations to VC? Metrics: Why are metrics so important? What role do they play in an organisation? How do good founders respond to questions on not achieving sales targets? What metrics in SaaS really determine the trajectory of the business? How can founders examine unit economics to determine whether they have a sustainable SaaS business? How does David address sales rep productivity? How much in ARR should they be booking in relation to their annual comp package? Negative Churn: What is negative churn? Why is it fundamental for SaaS startups to have a strong grasp of their negative churn? How does negative churn affect the pricing axis? What can startups do if they have no alternative product to upsell to? Upsell: To what extent should founders be willing to engage in customisation in order to upsell a product? What are the dangers? What should founders be mindful of? To what extent is upsell the responsibility of customer success? Should they have a hand in the sales process? What are the dangers and concerns? How important is it for a startup to track their champion with the customer company? Does it matter if your champion leaves? What should you do if so? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr David Skok

Des Traynor is the Co-Founder, Chief Strategy Officer and VP of Marketing at Intercom, one of the world’s hottest startups that simply put, makes communicating with customers easy and efficient. They have raised over $115m in funding from some of the world’s leading investors including Social Capital, Index Ventures, Bessemer Venture Partners and then titans of industry with Mark Zuckerberg, Jack Dorsey and the Collison brothers at Stripe. Prior to Intercom, Des previously co-founded Exceptional (now a part of Rackspace), and prior was a UX designer for web applications. In Today’s Episode You Will Learn: How Des made his way from founding consultancy web design businesses in Ireland to founding SaaS superstar, Intercom, with Eoghan and moving to San Francisco? Why does Des believe that “brand is the most overlooked element for new startups”? How must founders think differently when constructing their brand for a single product vs multi-product company? What is the right way to think about this brand architecture? How involved should customers be in the development of product roadmap? Where are the nuances and challenges to this? When is the right time to start thinking about releasing a second product? What is the right and the wrong way for this to be marketed? What does Des mean when he says, “there is an inverse correlation between quality and market size”? How should founders think about selling to both SMB and enterprise? How do their buying psychology and implementation process differ? 60 Second SaaStr When I say success, who is the first person that comes to Des’ mind? Where do most startups go wrong with their branding? What does Des know now that he wishes he had known at the beginning? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Des Traynor

Greg Sands is the Founder & Managing Partner @ Costanoa Ventures, one of the leading early stage enterprise funds on the West Coast with their latest $175m fund, raised earlier this year. At Costanoa, Greg has made investments in the likes of Intacct (acquired by Sage for $800m), Quizlet, DemandBase and previous guest, Grovo, just to name a few. Prior to founding Costanoa, Greg was a Managing Director at Sutter Hill, where he was an early investor in the likes of Feedburner, AllBusiness, and Return Path. Before Sutter Hill, Greg was on the other side of the table as the first hire at Netscape after its founding engineering team. As Netscape’s 1st Product Manager, Greg wrote the initial business plan, coined the name Netscape, and created the SuiteSpot Business Unit, which he grew from zero to $150m in revenue. He also served as Manager of Business Development at Cisco where he architected a global channel management plan. In Today’s Episode You Will Learn: How did Greg make his way into the world of SaaS as the first non-engineering hire at Netscape and then make his way into the world of SaaS investing, subsequently?   Why does Greg completely disagree with the hailed notion of, “The Rule of 40”? Why does Greg believe it has achieved such status and recognition in market today? Where are the large nuances? If not the rule of 40, what metrics and benchmarks should early stage SaaS founders be focussing on? If we disregard “The Rule of 40”, how does that impact the emphasis that should be placed on profitability? Tom Tunguz stated on the show, ““growth is the largest determinant of value at IPO, not profitability”. What are Greg’s thoughts on this? In that scaling process, Greg has said to me before, “the first hire in every function should be a Swiss army knife hire and most people go wrong”. What does Greg mean when he says a Swiss Army Knife, how does that change in marketing vs sales? Where do most people go wrong within this? How does Greg define the different phases of product market fit? Why does Greg advocate that all founders approach product market fit with a “crawl, walk, run” approach? What examples does Greg have where this has worked and what specifically about this allowed it to work so well? 60 Second SaaStr Logos or expansion? Pros and cons of usage based pricing? What does Greg know now that he wishes he had known in the beginning? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Greg Sands

Spenser Skates is the Founder & CEO @ Amplitude, the only analytics solution built for modern product teams that helps you understand user behaviour and ship the right solutions fast. They have raised over 55m in VC funding from many friends of SaaStr and 20VC including Eric Vishria @ Benchmark, Neeraj Agrawal @ Battery Ventures, the teams at IVP, Data Collective, Box Group and SV angel, just to name a few of their incredible investors. Prior to Amplitude, Spenser founded Sonalight, an app that allowed users to text while they drive, backed by the likes of Y Combinator. In Today’s Episode You Will Learn: How did Spenser make his way into the world of SaaS and come to found Amplitude?   How did Spenser look to build and scale his sales team, as an engineering focussed founder? Where does Spenser see most engineering founders go wrong in their approach to sales? What were the stumbling blocks that Spenser found hard in this learning process? What is his biggest advice to technical founders to scale the learning curve fast? How does Spenser view the importance of a customer’s willingness to pay? Does that suggest a correlated amount of value? How should this propensity to pay, change with the stage of the provider? How does Spenser suggest founders mitigate discounting? What have been Spenser’s core learnings in creating an incentivised sales team? What are the core drivers that yield the behaviour desired? How does Spenser look to align this with engineering teams, traditionally disgruntled with sales’ compensation packages? 60 Second SaaStr What does Spenser know now that he wishes he had known at the beginning of Amplitude? What is Spenser’s fave SaaS reading material? How does that vary according to stage of business? How does Spenser view discounting? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Spenser Skates

Lars Nilsson is the VP of Global Inside Sales for Cloudera and with over twenty-five years of sales and operations experience, Lars Nilsson is a global leader in enterprise software and selling solutions. One of Lars many incredible achievements was he and his team at Cloudera built the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Prior to Cloudera, Lars founded SalesSource, a business services consulting firm specializing in CRM customization and sales process development. Lars has also served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). As Special Advisor at True Ventures, Lars helps True portfolio companies develop sales compensation plans from the ground up, implement best-of-breed sales technologies, and rapidly scale sales teams to meet demand. In Today’s Episode You Will Learn: How did Lars make his way into the world of enterprise sales back in 1995? How has Lars seen the industry change so significantly over the last 22 years?   Why does Lars believe that SDRs are the most important role in sales? How does their role of ensuring a full pipe compare to the role of demand gen and marketing? How does Lars think about setting a quota that ensures a desired behaviour beyond pure revenue chasing? What is his framework for setting and optimising the right quota? Why does Lars believe that ales is all about activities? What activities is Lars most eager to measure and test? What is Lars’ biggest advice to someone looking to build out their SDR team from the ground up? What core characteristics should one look for in those initial SDR hires? What is and has been Lars’ biggest challenge in building out his SDR team? Why is building SDR teams in the bay so hard? How does Lars think about setting ideal customer profiles? How big a TAM is large enough to be excited, yet narrow enough  to be achievable and solve a true and inherent customer need? 60 Second SaaStr What does Lars know now that he wishes he had known at the beginning? What is Lars favourite piece of SaaS reading material? Sales rep productivity, what does Lars believe is the scale from exceptional to poor? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Lars Nilsson

Jyoti Bansal is the former Founder & CEO @ AppDynamics, backed by the likes of Lightspeed, Greylock and Kleiner Perkins just to name a few before it’s ultimate acquisition by Cisco for $3.7Bn. Today, Jyoti is the Founder and CEO @ BIG Labs essentially a laboratory for creating, developing and launching innovative ideas. The first of these ideas being turned into companies being, Harness.io the industry’s first continuous delivery as a service platform, where Jyoti is the Founder & CEO. As a result of his tremendous success, Jyoti has been a recipient of many leadership awards including, "Best Cloud Computing CEO to Work For", "Best CEO" by San Francisco Business Times. In Today’s Episode You Will Learn: How Jyoti made his way from selling agricultural machinery with his father in India to creating one of the fastest growing enterprise companies with AppDynamics?   $0-3m ARR: What is the key goal and objective for startups scaling through this phase? How can startups look to accurately determine what their North Star in this stage? To what extent should the founder involve the customer in product roadmap and development? $10-15m ARR: What are the core objectives for the business in this stage of the cycle? How should founders view competition through this phase? What does Jyoti mean when he says about “go-to-market strategy fit”? How can this be determined most accurately? $60-80m: What should be front and centre of the mind of the entrepreneur at this stage? Why does Jyoti believe it is here that it is crucial to get sales execution right? WHere are the breaking points that occur in the team scaling at this phase? How does the role CEO change here? Pre-IPO: Why is operational efficiency so crucial in this stage of the business? What did AppDynamics do best at this stage of the business? Where would Jyoti say AppDynamics could have done better in the progression through this stage? 60 Second SaaStr What does Jyoti know now that he wishes he had known at the beginning of Appdynamics? What is Jyoti’s must read SaaS material? Payback period is the most important metric? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jyoti Bansal

Paul Albright is one of the valley’s most experienced SaaS execs with extensive operational and capital management experience, including 3 IPOs. Most recently Paul was the Founder & CEO @ Captora, the marketing acceleration software solution that raised over $25m in VC funding from the likes of NEA and Bain Capital Ventures. Prior to Captora, Paul was Chief Revenue Officer at Marketo where he drove the overall revenue strategy across sales and marketing that delivered global revenue growth over 100% year-over-year, from $14m to $58m. In a similar position at SuccessFactors, he grew revenues to more than $200m and over 80% year-over-year growth. Previously, Paul led worldwide marketing at NetApp and at Informatica, which he joined pre-revenue through their successful IPO. If that was not enough he has also served as an entrepreneur-in-residence at Greylock. In Today’s Episode You Will Learn: How Paul made his way into the world with the likes of SuccessFactors and Marketo? What were his big lessons from seeing both companies scale into hyper-growth mode?   Does Paul agree with Dave Kellogg in stating, “CAC/LTV is the single most important metric for SaaS startups? What other metrics must all VPs of Demand Gen and Sales be watching constantly? What does an efficient sales and marketing engine look like? What are the core components to build that? What are the requirements to both run this engine and scale it quickly? How does the growth of this engine affect hiring in other parts of the business? Why does Paul believe that it is much harder to go SMB up than enterprise down? What are the changes that are required on both ends? For this in “no man’s land of pricing” what does an efficient sales process timeline look like from lead to conversion? 60 Second SaaStr How does Paul think about picking the investors he works with? Is customisation always wrong? What is “good sales rep productivity” to Paul? What does Paul know now that he wishes he had known at the beginning? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Paul Albright

Jack Altman is the Founder & CEO of Lattice, the #1 performance management solution for growing companies.They have raised close to $10m in funding from some of our favourites in industry including the likes of Miles Grimshaw @ Thrive, Khosla Ventures, Elad Gil, Alexis Ohanian and YC’s Daniel Gross. Prior to founding Lattice, Jack was the Head of Business Development @ Teespring where he saw the firm move into hyper scaling. Jack has also build an incredible angel portfolio including the likes of Gusto, OpenDoor, Instacart, Zenefits and Soylent. In Today’s Episode You Will Learn: How Jack made his way from seeing the hypergrowth of Teespring to starting Lattice? What does Jack identify as the 2 core challenges to rapid scaling in SaaS? Does Jack agree with Chris Caren in stating you have to hire for 3-4 years ahead of the role? How does Jack see the role and structure of communication change with the scaling of a firm? How did the early days of selling look with Lattice? How did Jack incorporate the team into his learnings and development within the world of SaaS? What should founders look for in the first sales hire? How does that profile change with the scaling? Why does Jack believe that each and every department should have their own North Star as well as a company North Star? Does Jack concur with Eric Ries’ believe that every department must also have their own budget? In terms of metrics, how does Jack prioritise within the metric stack? What is most important for Jack to focus on? How has Jack seen this change with time? Does Jack agree with Shan Sinha @ Highfive that it is “always about payback”? 60 Second SaaStr Jack’s Favourite SaaS reading material? What does Jack know now that he wishes he had known at the beginning? How much time does Jack spend talking to customers? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jack Altman

Rajeev Batra is a Partner at Mayfield, a firm that has championed bold entrepreneurs since 1969. Rajeev’s investments at Mayfield include the likes of Crunchbase, SmartRecruiters, Marketo (IPO then taken private by Vista Equity), ServiceMax (acquired by GE Digital) and more incredible companies. Prior to Mayfield, Rajeev was at Mobius (Softbank) Venture Capital and Austin Ventures. Before making the move into VC, Rajeev was on the operational side as an entrepreneur and executive with three of the companies he worked with going public and later being acquired, including the very notable Siebel Systems. In Today’s Episode You Will Learn: How Rajeev made the transition from successful operator with 3 IPOs under his belt to investing in the next generation of enterprise companies with Mayfield? What does Rajeev mean when he says “startups do not die of starvation, they die of indigestion”? How does this realisation affect Rajeev’s approach to customer profiling and segmenting customers? Why does Rajeev believe that “early product market fit can be misleading”? How does Rajeev look to provide context and action from numbers and analytics in the early days? How does Rajeev feel that founders should approach gross margin from the early days? How should this relationship and thought process towards gross margin change over time? Why does Rajeev believe that retention is the number 1 metric for SaaS founders to focus on? In the stack of metrics, how does this compare to gross margin, CAC/LTV and payback period? 60 Second SaaStr Enterprise investing is spreadsheet investing: True or false? How does Mayfield use an internal budget to align themselves to entrepreneurs? What does Rajeev mean when he says “I look for 2 act opportunities”? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Rajeev Batra

Shan Sinha is the Founder & CEO @ Highfive, the startup that quite simply makes insanely simple video conferencing. They have raised over $45m in funding from some of the best in the business including a16z, Lightspeed General Catalyst and Founder Collective and then individuals including Aaron Levie, Drew Houston and Marc Benioff. Prior to Highfive, Shan was the Group Product Manager for Google Apps for Enterprise, which he joined following Google’s 2010 acquisition of his prior company, DocVerse, which later became part of Google Drive. In Today’s Episode You Will Learn: How Shan made his way from being one of the foundations of Google Drive to changing the world of video conferencing with Highfive? As a successful second time founder, how has Shan’s thesis around customer success changed? When is the right time to hire your first CS personnel? What profile should those first CS hires have? How does this vary to differing profiles in the scaling journey? Logos or expansion? What does Shan believe is crucial in the early days of SaaS scaling? What metric is the true determinant of whether a customer is attaining consistent value from your product? Why does Shan believe that not everything has to scale from Day 1? What are the benefits of implementing a model that is unable to scale? What does this show and teach the startup? How does Shan think about capturing the perfect customer experience? Why does Shan believe that payback period is the single most important metric for SaaS startups? How does Shan think about payback and margins when selling to the traditionally smaller ACV marker of SMB? What are the challenges in doing so? 60 Second SaaStr When is a stretch VP a stretch too far? What does Shan know now that he wishes had known when he started Highfive? Challenges of doing both hardware and software simultaneously? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Shan Sinha

Chris Caren is the CEO @ Turnitin, the company revolutionising the experience of writing to learn with backing from the likes of IVP, Norwest Venture Partners and GIC. Chris has scaled the company to serve over 25m students and 2m teachers across 15,000 institutions. Prior to joining Turnitin in 2009, Chris spent 4 years with Microsoft as a General Manager and before that 3 years at Business Objects as a VP of Product Marketing. In Today’s Episode You Will Learn: How Chris made his way into the world of SaaS and came to be CEO @ Turnitin? What were Chris’ biggest takeaways from watching both Business Objects and Microsoft as they scaled into hyper growth mode? What were his big lessons in management from Bernard Liautaud? What marketing takeaways did he have from working with Dave Kellogg? Why does Chris believe management team upgrade is the most important role a CEO can perform? What are the core characteristics that upgrade candidates must have for them to be an attractive hire? What culture must be built into the fibre of the leadership team? How does Chris look to manage internal discontent when bringing in external managers? How does Chris look to involve internal candidates for the role in the search for their next boss? What are the benefits of this?    When is a stretch VP a stretch too far? What are the signs of potential strain? How does the team convey this? Once identified, what is the right post-mortem chain to take place? 60 Second SaaStr What should founders consider before selling their company? What does Chris know now that he wishes he had known at the beginning? What is Chris’ favourite SaaS reading material and why? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Greg Schott is the Chairman and CEO @ Mulesoft, provider of the leading platform for building application networks. They have raised over $250m in funding from some of the best investors in the world including NEA and Lightspeed and then some of the largest companies of the day in Cisco, Salesforce and SAP. Greg joined Mulesoft in 2009 when the company only had 20 employees, over the last 8 years Greg has scaled the team to over 1,000 today in 18 countries. A real software industry veteran with over 20 years of experience building and leading high growth technology companies from early stage through IPO. In Today’s Episode You Will Learn: How Greg made his way into the world of SaaS and came to be CEO @ Mulesoft? Greg has seen Mulesoft scale from 20 to 1,000 employees today, what have been the biggest challenges in scaling the team? Where are the breaking points? What are the signs of those impending breaking points? How does that show through the team behaviour? Where do most companies go wrong in the hiring process? What is the right and wrong way to respond when a bad hire has been made? How long is long enough to determine whether a bad hire is a bad hire? Does Greg agree with the hire fast, fire fast thesis? If Greg could go back to 2009 when he joined the firm with 20 employees, what would Greg change about the way he approached hiring? What hiring advice would Greg give to an early stage SaaS company?    How does Greg think about scaling sales teams? How does Greg view specialisation in the scaling of sales? When is the right time? What should CEO’s look for in their sales leaders? How does that alter at different points in the journey? 60 Second SaaStr How have things changed since IPO? When is the right time to expand product line and enter new segments? Biggest challenge with Mulesoft today? Which SaaS CEO does Greg most admire and why? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Greg Schott

Andy Byrne is the Co-Founder & CEO @ Clari, the startup that helps sales teams drive more revenue and increase forecast accuracy through improved deal execution and predictive analysis. They have raised over $30m in venture funding from some of the best in the business including Sequoia and Bain Capital Ventures. Prior to Clari, Andy was part of the founding executive team at Clearwell Systems—Gartner's highest ranking e-discovery company—which he helped grow from pre-product & pre-revenue in 2005 to $100 million run rate until its acquisition by Symantec (SYMC) in Q2 2011. Prior to joining Clearwell, Andy co-founded Timestock, Inc., acquired by Computer Associates (CA) via the acquisition of Wily Technology. In Today’s Episode You Will Learn: How Andy made his way into the world of SaaS and came to found Clari? What were the key takeaways from his two prior successful founding experiences? Why is it important for startups to look larger than life to potential “whale” customer? What is the methodology that startups can use to gain this appearance? What role does the website play in this? Why is it important for startups to understand the risk the buyer is undertaking at large corporates when becoming a customer? How does this mean that startups should convey the product roadmap? How can startups sell the product vision and the instant value add simultaneously? How can startups look to “create theatre” with their product? What does this really mean? How can startups do this when the product is in MVP stage? Why is it so important for the startup to make the switch from vendor to partner? How can startups use execution time as the key way to achieve this? 60 Second SaaStr What hires does Andy wish he had made earlier with Clari? Recruiting in the valley, how hard and top tips? What is the most challenging element in the day to day running of Clari? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Andy Byrne

Ben Uretsky is the Co-Founder & CEO @ Digital Ocean. Under Ben’s leadership, DigitalOcean has risen from a cloud startup for developers to the second largest and fastest growing cloud computing platform. To date, more than 1m developers have deployed more than 50 million cloud servers, and the company has expanded its worldwide infrastructure footprint with multiple datacenter locations around the globe. The company has raised $123 million in funding from Andreessen Horowitz, Access Industries, IA Ventures, CrunchFund, and Techstars. Prior to DigitalOcean, he co-founded and built a managed hosting provider that supported some of the top websites online and generated million-dollar annual revenues. In Today’s Episode You Will Learn: How Ben made the move from co-founding a bootstrapped startup competing with Rackspace to co-founding DigitalOcean and competing with Amazon? What have been Ben’s big learnings in raising $123m for DigitalOcean? How does Ben suggest building a trusted relationship with VCs? How have DigitalOcean scaled to over 1m customers without a sales team? What are the core tenets that have made this possible? How does the team prioritise customer acquisition channels at DigitalOcean? How does Ben say is the right way to build a community? Sean Rad has said before the hardest part is scaling with the firm. How has been seen his scaling as CEO with the firm? How has his personal relationship to the company changed with the scaling? Hear an inflection point in the scaling of DigitalOcean and how Ben’s leadership changed as a result? 60 Second SaaStr What hire des Ben wish he had made earlier? What does Ben know now that he wishes he had known earlier? What are the key inflection points in SaaS businesses? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ben Uretsky

Dave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M)  and big data leader Aster Data (acquired by Teradata for $325M). In Today’s Episode You Will Learn: How Dave made his way into the world of SaaS with Salesforce, came to be CMO at Business Objects and now running his own SaaS company as CEO at Host Analytics? What does David believe is the single most important metric in SaaS? How should SaaS companies structure the first four lines of their financial statements? Why is retention and renewal not always an accurate sign of customer satisfaction? How does Dave look to analyse churn? What is the post-mortem? What is more important, logos or expansion? If a startup’s churn is too high, what is the top 3 things they should do? Why must you have a “standard taxonomy” for churn? How can you construct this? How does David think about taking existing customer and up-selling them? How does he view this in contrast to cross-sell? Does Dave agree with David Skok on the need for more than 1 variable pricing mechanism? Why does Dave not encourage usage based pricing? How does Dave analyse the benefits of multi-year contracts paid upfront? How does this distort TCV and inflate the figures? Does upfront payment misalign the provider and the consumer, in terms of care and support? With that in mind, how does David view billing frequency? Contract durations? 60 Second SaaStr What does Dave know now which he wishes he had known at the beginning? What is the 90 day rule? Why is it important? How much ARR should a good sales rep add in relation to comp? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dave Kellogg

Scot Chisholm is the Founder & CEO @ Classy, the world's leading  fundraising platform for nonprofit organizations As a result they have raised close to $50m in VC funding from the likes of Salesforce Ventures, our friends at BullPen Capital, Mithril Capital and many more great investors. With support and funding like this, since 2011, Classy has helped more than 3,000 nonprofits and social enterprises raise hundreds of millions of dollars and be named to "The World's Most Innovative Companies in Social Good" and to the "100 Brilliant Companies" by Entrepreneur Magazine. As for Scot, he is also a prolific angel investor, investing out of a fund called Mixture that includes investments in Change.org, inDinero, Iodine, Casetext and more. In Today’s Episode You Will Learn: How Scot made his way into the world of SaaS and how a “pub crawl” came to be the founding story for Classy? What have been the key learnings for Scot in raising $50m for Classy, in an industry that is maybe not so sexy for investors? Why did Scot choose to raise both the seed and A round from angels? What advice would Scot give to aspiring founders, looking to raise? How has Scot seen the evolution of his sales team? What are the key inflection points in the scaling when elements tend to break? How important is it to segment the sales team? When should this be done? At what speed is optimal? How does Scot evaluate startups looking to move upmarket? How does the decision to move upmarket change the internal decision-making with regards to product roadmap and strategy? How does it change the role of CEO in the organisation?    How does Scot look to balance the attainment of short term objectives with holding the vision for the future? How far is too far to plan ahead? How should founders think about investing in areas of the business ahead of time? 60 Second SaaStr What does Scot know now that he wishes he had known when he started? Challenges as a first time CEO/entrepreneur? The key challenges of building a SaaS company in San Diego? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Scot Chisholm

Mark Organ, Founder & CEO at Influitive. Influitive helps B2B companies mobilize their army of advocates for more rapid and profitable revenue growth. They have raised close to $50m in VC funding from some of the best in the business including the likes of Lightspeed, First Round Capital, prior guest Cindy Padnos @ Illuminate and Nick Mehta @ Gainsight, just to name a few. Prior to Influitive, Mark was the founding CEO of Eloqua, growing the business to over 150 people, hundreds of clients and a major presence around the world in 7 years. Eloqua was eventually bought by Oracle in 2012 for a reported $810m. In Today’s Episode You Will Learn: How Mark made his way into the world of SaaS, came to found Eloqua and then what the catalyst was for the founding of Influitive? How did Mark make the decision to make profitability a goal? How did Mark communicate his desire to focus on profitability and unit economics over aggressive growth to his investors? What type of SaaS startups should consider this route more? To what extent is “landing whales” crucial to getting to cash flow positive? What are some of Mark’s big learnings in how to attain those “whales”, having done it so successfully before with Eloqua? Where do most founders go wrong and how should they approach pricing whales? Why does Mark believe paying sales reps on signing misaligns incentives? Why does he believe it is optimal to pay half on signing and half on cash being received? How do you communicate that to your sales team?    To what extent should SaaS startups consider debt financing as a respectable and appropriate form of company financing? What type and stage of SaaS company does debt make perfect sense for? When is it wrong in the lifecycle to take debt? 60 Second SaaStr What hire does Mark wish he had made earlier? What does Mark know now that he wishes he had known at the beginning? Pros and cons of running a SaaS startup not in Silicon Valley? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Mark Organ

Mike Dauber is a General Partner @ Amplify Partners, the fund that backs technical founders, building technical products for technical buyers. Their portfolio consists of the likes of DataDog, Fastly, Engagio and many more incredible companies. As for Mike, prior to joining Amplify he spent more than six years at Battery Ventures, where he lead early-stage enterprise investments on the West Coast. While at Battery, he was on the Boards of Cask, Duetto, Interana, and Platfora (acquired WDAY). Mike also lead Battery’s investment in Vera, which is also in Amplify’s portfolio. He also previously invested in Splunk (SPLK) and RelateIQ (acquired CRM). As a result of this success, Mike was named to Forbes’ Midas Brink List in 2014. In Today’s Episode You Will Learn: How Mike made his way into the world of early stage enterprise investing with Battery and came to be a GP with Amplify? What does Mike mean when he says he looks for “practitioner founders”? What are the benefits of these types of founders? Why do they find product market fit faster? Does this tunnel vision not sometimes mean a lack of naivete, which can be good? Why does Mike believe that hiring sales people is like being thirsty? How can founders discover the optimal cadence for expanding the sales team? Why must founders differentiate between customers and money? Why does Mike believe that everyone needs to find their Hobbesian advisor? What characteristics should this person have? How can you find this advisor? What should their incentives be?   Why does Mike believe that founders need to set the hook for VCs in the first meeting? How does this compare to how founders traditionally pitch? What should they look for in those early VC meetings? 60 Second SaaStr Why does Mike disagree with deal attribution in VC? Cyber investing: Should you invest if not a domain expert? Is enterprise investing spreadsheet investing? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Mike Dauber

Vineet Jain is the Founder & CEO @ Egnyte, the startup that delivers smart content collaboration in the cloud or on-premises. They have raised over $60m in VC funding from the likes of Kleiner Perkins, Google Ventures and one of our favourites here, Mike Maples @ Floodgate. Prior to Egnyte, Vineet founded and successfully built Valdero, a supply chain software solution provider, funded by KPCB, MDV and Trinity Ventures. Before that, Vineet held a variety of senior operational positions at KPMG and Bechtel. In Today’s Episode You Will Learn: How Vineet made his way into the world of SaaS and came to found his second startup in Egnyte? Vineet states that it is not all about top line growth, how does he look to satiate VC appetitie for growth with this mentality? Why does he think that we should discuss EBITDA margins more often within business models in Silicon Valley? Considering this conservative approach, how does Vineet determine when is the right time to put the “pedal to the metal” and raise a large round of funding and really look to gain the market? What metrics suggest product market fit to this extent? Why does Vineet argue that land and expand is all wrong? What alternative does Vineet offer for those looking to sell to enterprise? How does Vineet evaluate “The Rule of 40% For A Healthy SaaS Company”? What are the inherent flaws in this model? How can this model be gamed by posting enormous growth figures? What figures should startups input into this ratio? 60 Second SaaStr What does Vineet know now that he wishes he had known earlier? How long is long enough to give someone who is not performing? What hire does Vineet wish he had made earlier? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Vineet Jain

Max Yoder is the Founder & CEO @ Lessonly, the modern learning software used by teams to translate important work knowledge into Lessons that accelerate productivity. They have raised funding from the likes of former ExactTarget CMO Tim Kopp, OpenView Ventures and New York Times Bestseller Jay Baer just to name a few of the impressive figures involved. Fun tact; they are based in Indianapolis and so Max brings a fantastic perspective on scaling and operating a growing SaaS business outside Silicon Valley. In Today’s Episode You Will Learn: How Max made his way into the world of startups and came to found Lessonly, one of the hottest SaaS startups outside of Silicon Valley? Max has previously stated that ‘SaaS scaling happens in 3 stages’. What are those stages? What is the most challenging stage? How does the CEO need to transition with each stage? How does Max view the scaling of the team? Why does Max think it is bad to give large and often inflated titles in the early days? How can CEOs most effectively look to place people in the right place to ensure the most productive of scaling? What does Max most look for in potential Lessonly employees? Why is it so fundamental that candidates have experienced some form of professional hardship before? How does Max view the role of the board in the scaling of a SaaS organisation? What are the components that make the best boards? What are the components that make the best board members? 60 Second SaaStr What one hire does Max wish he had made sooner? What SaaS reading material can Max not live without? Pros and Cons of running a SaaS startup outside the valley? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Max Yoder

Stacey Epstein is the CEO @ Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing including the likes of Jason Green @ Emergence, CRV with George Zachary and GE Ventures. Prior to Zinc, Stacey was CMO at Banjo. Before Banjo, Stacey was CMO at ServiceMax where she helped fuel 5 consecutive years of triple-digit growth. Finally, before ServiceMax, Stacey was the Vice President of Global Marketing Communications at SuccessFactors. During her tenure with SuccessFactors, Stacey pioneered the marketing function in 2005, and was instrumental in the company’s successful IPO in 2007, which led to a $3.4B acquisition by SAP in 2010. In Today’s Episode You Will Learn: How Stacey made her way from Executive Assistant working for another Executive Assistant before moving to CMO and today as CEO? What were the fundamental lessons Stacey took from her career as CMO to now being CEO/ What were some of the hardest elements of the transition? What role should the CEO play in the marketing strategy and execution? What do CEO’s most often get wrong about CMO’s?What is the optimal and most efficient working relationship between CEO and CMO? How does Stacey create alignment and strong and successful communication between the traditionally conflicting sales and marketing? How does transparency help drive better business results? How can one look to instill these values and communication standards on inherited organisations they they did not found? Are there any drawbacks to transparency and communication? 60 Second SaaStr What hires does Stacey wish she had made earlier? What can females do to master the art of negotiating? Recruiting in the valley today, how tough and top tips? When is the right time to hire your CMO? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Stacey Epstein

Auren Hoffman is the Founder & CEO @ Safegraph, the startup that is unlocking the world’s most powerful data so that machines and humans can answer society's toughest questions. They have backing from likes of Naval Ravikant and prior guests of the show including SignalFire, IDG Ventures and David Rodnitzky just to name a few. Prior to Safegraph, Auren has an astonishing 5 successful exits under his belt with one being, LiveRamp (sold to Acxiom for $310m in 2014). If that was not enough, Auren is also a prolific angel investor with a portfolio including the likes of ThumbTack, Rainforest QA, Brightroll and Groupon. In Today’s Episode You Will Learn: How Auren made his way into the world of SaaS and came to found his 6th SaaS startup in Safegraph? Auren has said before there are two types of successful sales people, what are these two types and what are their character profiles? What type of company should have each different profile? How does each profile interact differently with the rest of the company? Why does Auren take the contrarian view and saying that highering your price is not always the right answer? In what markets is it right to higher or lower your price? When is it the wrong time? What percentage of revenue should sales and marketing be at a healthy SaaS startup? Why does Auren believe that you can actually grow faster by having fewer employees? In what situation and start does this work and when does it not? ? Why does Auren believe that the CEO should never delegate HR? What does Auren mean when he says the best HR professionals are real capital allocators? 60 Second SaaStr If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Auren Hoffman

Promise Phelon is the CEO @ TapInfluence, bringing the first ever influencer marketing platform to the Fortune 1000. Under Promise’s leadership the company has enjoyed a 300% increase in revenue in 2015 alone, they made the successful transition from a services to a SaaS model and were successful in raising a fantastic $14m Series B. Prior to TapInfluence, Promise was the Founder and CEO at 2 startups, one of which, The Phelon Group, grew to 8 figure revenues and was successfully acquired in 2009. Before that, Promise got her start at BEA systems. In Today’s Episode You Will Learn: How Promise made her way into the world of SaaS and came to be at BEA systems, one of the most exciting companies in the valley at the time? How does Promise view the importance of building long lasting relationships with colleagues? How does Promise suggest is the right way to leave a job and sustain the best communication and relationship with former employers and colleagues? What does Promise mean when she states the importance of upward empathy? What are the benefits of installing this in your organisation? What is the right way to breed a culture of upward empathy? How does Promise differentiate between ‘advocate’ and ‘mentor’? What is the right way to attain each of these? At what point in one’s career is the right time to have each of these? What does Promise believe is the formula for making the successful transition from a services based business to a SaaS business? How can one make the change without significant customer churn and revenue loss? 60 Second SaaStr What does Promise know now that she wishes she had known at the beginning? How does motivating people differ when outside of the valley? Should customer success be able to upsell? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Promise Phelon

Ashu Garg is a General Partner @ Foundation Capital whose portfolio includes the likes of Uber, Lending Club, Adroll and Netflix, just to name a few. As for Ashu, at Foundation he has led investments and naming just a few of them here, in the likes of Conviva, Localytics and TubeMogul, later going public in 2014. Prior to Foundation, Ashu was the General Manager for Microsoft’s online advertising business. In Today’s Episode You Will Learn: How Ashu made his way from completing to the Rubik's cube as a kid in 25 seconds to being a leading SaaS VC? How does Ashu really define scaling a SaaS company? What does product market fit really look like with regards to ARR growth? What are the 3 fundamentals that SaaS founders have to nail if they are to scale to $30m+ ARR? Why does Ashu believe it is so important to have a single insertion point? What does this mean for SaaS founders? What does Ashu advise first time founders making their first foray into the world of SaaS? How should they think about obtaining and building an ecosystem of mentors? How should they manage weaknesses within their own skill sets? Does Ashu believe with Aaron Levie @ Box, “anyone can learn to be a great CEO”? Where do technical founders most often struggle? What can be done to help them go from 0-1 on customer acquisition? Where do business led founders most often struggle? How must they think of the engineering element as a core part of the founding team? 60 Second SaaStr What does Ashu know now that he wishes he had known at the beginning? Chats: Fad in the enterprise or here to stay? Biggest inflection points and breaking points in SaaS company growth? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ashu Garg

Kurt Bilafer is the CRO @ WePay, the most complete payments solution for platforms. To date, they have raised close to $75m in VC funding from some of the best in the business including Max Levchin and August Capital just to name a few. As for Kurt himself, prior to WePay he has had experience both in startups and large corporations with his founding of Pilot Software, sold to SAP in 2007, where he spent a further 7 years holding titles such as a Global Vice President of Sales and Director of Strategic Accounts. In Today’s Episode You Will Learn: How did Kurt make his way into the world of SaaS? What were Kurt’s big takeaways from seeing the internal machinations of SAP? What is the one metric that guides Kurt’s thinking? How can you calculate your “magic number” for your business? Why must SaaS founders switch from activity based metrics to KPI’s? How does Kurt assess scalability and repeatability of revenues? What is a reasonable ratio for sales and marketing expense to revenue? Why should SaaS founders focus on the LPI of “time to money”. How can they look to optimize this? How has Kurt seen the enterprise sales cycles change since his time with SAP? How does Kurt assess conflict within the sales and marketing teams and customer success and product teams? How can managers look to implement an element of prioritization into what sales teams submit to product teams? 60 Second SaaStr What does Kurt know now that he wishes he had known at the beginning? What is the worst piece of SaaS advice that Kurt commonly hears being given out? What should one look for in their VP of Sales? What mistake does Kurt see most in the world of SaaS? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Kurt Bilafer

Jens Nylander is the Founder and CEO @ Automile, the startup that makes fleet and asset management much much easier. They have backing from some of the best in the business including Godfather of SaaS himself Jason Lemkin, the wonderful team at Point Nine, Justin Kan and Dawn Capital in London. As for Jens, he really is a serial entrepreneur with past endeavours including creating Sweden’s largest music player and founding Jays, the manufacturer and developer of innovative headphones that went public and is listed on the NASDAQ. In Today’s Episode You Will Learn: How did Jens make his way into the world of SaaS and come to found Automile? How does Jens look to build a repeatable scalable sales process with Automile? What are the core infrastructure requirements needed to make the process as automated as possible? How does Jens evaluate selling into the SMB market? How does Jens look to optimise the onboarding process to maximise conversion? How does Jens look to minimise churn with a market as potentially unstable as SMB’s? Why does Jens prefer technology minded sales teams? What benefits do they bring in terms of process to the sales cycle? What should founders look for in potential new engineering led sales teams?   Jens is increasing transparent, posting numerous figures on Twitter, what are the benefits of such transparency? How does that help the team to achieve the wider goal? Are there any cases, such as fundraising or exits, where transparency has negative consequences? 60 Second SaaStr What was the hardest element of leaving Europe to go big in the US? What does Jens know now that he wishes he had known at the beginning? What hires does Jens wish he had made earlier? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jens Nylander

Steve Loughlin is a Partner @ Accel in San Francisco, one of the leading funds with prior investments in the likes of Facebook, Dropbox, Atlassian, Slack and many more incredible companies. Prior to Accel, Steve was the CEO and co-founder of RelateIQ, later named SalesforceIQ following the acquisition of the company by Salesforce in 2014 for $390 million. Steve was also president and CEO of Affinity Circles, a professional social network that connected more than 18 million professionals. Steve has also advised or invested in the likes of Palantir Technologies, Addepar, and Roam Analytics. In Today’s Episode You Will Learn: How Steve made his way into the world of SaaS with the founding of RelateIQ and then came to be a Partner at Accel on the other side of the table? Why does Steve believe the hardest balance a founder has to consider is the balance between building for the future and building for the present? How can this short to long term dichotomy be considered effectively by the team? RelateIQ was early to the AI/ML landscape, what does Steve think they did so right with RelateIQ? Does Steve agree that for an enterprise ML play to be interesting it must fundamentally change the go to market strategy? What were the key learnings from working so closely with Marc Benioff on the Salesforce exec team? What is it about the internal structure and operations of Salesforce that make it the massively profitable behemoth that it is today?   Having been a founder himself and now a VC, how does Steve look to help founders specifically? Where has Steve found that early stage founders need the most help? Where do VCs proclaim to help the most but really do not at all?  60 Second SaaStr What is the worst advice Steve often hears being given? What is something that Steve has changed his mind radically on over the last few years? What is Steve’s favourite SaaS reading material? What does Steve know now that he wishes he had known at the beginning? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Steve Loughlin

May Habib is the Founder & CEO @ Qordoba, the best platform for building truly localized products across apps, websites and marketing content. It is the fastest, most scalable way to grow from one market to many. We do also want to say a big congratulations to May for recently raising a fantastic Series with the likes of Upfront Ventures and Rincon Partners leading the round. Prior to founding Qordoba, May was Director of M&A at Mubadala and an investment banker at Lehmann Brothers and Barclays in New York. May has also been named to the 30 Under 30 and CEO of the Year award. In Today’s Episode You Will Learn: How May made her way from North Lebanon to founding one of the hottest early stage SaaS companies on the West Coast? May has quadrupled her MRR growth since last year through ‘turning her SDR’s into the smartest people in the space’. What does this mean? How can this be done and replicated? What “SDR best practices did May follow that damaged her? May has a unique approach to scaling prospect search, how does this play out Does May agree with Mark Suster with regards to always calling high on customer outbound? Why does May think there is only value in outbound to seriously qualified leads? Why does May believe that startups are wrong to think that they have to start at SMB and then move up to enterprise? How can startups immediately start with enterprise? What advice does May have in terms of asking for those big ACV’s as a small startup? What advice did May receive during her fundraising that she found particularly jarring? What other than funds does May believe fundraising can be particularly good for?  60 Second SaaStr What does May know now that she wishes she had known at the beginning? What is May’s favourite SaaS reading material? Hardest moment in the journey with Qordoba? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr May Habib

Nicolas Dessaigne is the Founder & CEO @ Algolia, the most reliable platform for building search into your business. Just last week they raised $53m in funding led by Accel with participation from Jason Lemkin @ SaaStr, Point Nine Capital, AppDynamic’s Jyoti Bansal, Intercom’s Des Traynor and InVision’s Clark Valberg and more incredible investors. In Today’s Episode You Will Learn: How Nicolas made his way to YC and came to found Algolia? What are the key things that change when you cross the 10m in ARR milestone? What have been the fundamental learnings in the march to $10m in ARR? Jason Lemkin has said before that ‘the first 10 unaffiliated customers you get is the first sign of pre-success’. Does Nicolas agree with him here? When are the first signs of pre-success for Nicolas? Does Nicolas agree with Jason that $1m-$2m in ARR is always the hardest for a scaling SaaS startup? Which element did Nicolas find most challenging? How has Nicolas seen himself change and develop as a leader with these inflection points? What are the fundamental to building a successful developer community? What have Algolia done to do this so successfully? What mistakes do other startups normally make in their pursuit of this?  60 Second SaaStr What hires does Nicolas wish he had made earlier? What does success look like for Nicolas with Algolia? What does Nicolas know now that he wishes he had known at the beginning? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Nicolas Dessaigne

Ryan Carson is the Founder & CEO @ Treehouse the startup that teaches you to code and learn the skills needed to launch a new career. They have backing from some of the best investors in the business including the likes of Social Capital, Greylock Partners and then notable individuals such as Reid Hoffman, Josh Elman and Mark Suster just to name a few. As for Ryan, prior to Treehouse he was the creator of famous The Future of Web Apps Conference, showing his unparalleled access to the top tier of West Coast founders. Due to the success of the conference, Ryan later sold the event to another events company. In Today’s Episode You Will Learn: How Ryan made his way into the world of startups and came to found Treehouse? How does Ryan think all founders can build a truly diversified pipeline for developer talent? How does Ryan detect the seeds of potential in young engineers? How does he nurture them to grow and fit the desired role? How does Ryan approach regrettable and non-regrettable churn? What is the dunning process? Why is it so important to instantly increase retention and reduce churn? Does Ryan agree with Jason Lemkin that the hardest element of SaaS scaling is the $1-2m phase? Does Ryan agree with Jason in suggesting that your first 10 unaffiliated customers is the first sign of product market fit? Ryan has previously said, ‘as a founder, there is one thing you need, otherwise you will quit’. What is the one thing? Why is it so important? 60 Second SaaStr Why does Ryan know now that he wishes he had known when he started? What is Ryan’s favourite SaaS reading material? Freemium in SaaS: What are the pros and cons? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ryan Carson

Jeetu Patel is Senior Vice President of Platform and Chief Strategy Officer of Box where he leads the Box Platform organization, driving the strategy of the platform business and developer relations. He also oversees the corporate strategy and development organization for Box. Before joining the company, Patel was General Manager and Chief Executive of EMC's Syncplicity business unit. Prior to EMC, Patel was president of Doculabs, a research and advisory firm focused on collaboration and content management across a range of industries. In Today’s Episode You Will Learn: How Jeetu made his way into the world of SaaS and came to be one of the key executives at Box? What are Jeetu’s 3 tips to startup founders looking to build high performing teams? Why does Jeetu believe that team sizes must always remain small? What are the inflection points in team size when dynamics change? What does Jeetu argue that founders must pursue really hard problems? What are the benefits of this when hiring new people to the team? How does Jeetu balance between visionary hard problems and unrealistic? What does Jeetu mean when he says, ‘do things that do not scale so you can do things that sustainably scale? What are some examples of how this has been done effectively? Where do most startups go wrong in scaling sustainably? 60 Second SaaStr What does Jeetu believe that most around him do not? Fave SaaS reading material? Why businesses will find the rules of the future very different to the rules of the past? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Jeetu Patel

Laura Bilazarian is the Founder & CEO @ Teamable, the startup that allows you to recruit the best talent from your network. They have raised funding from some stellar investors including the likes of True Ventures and SaaStr. As for Laura, she started out her career on Wall St before making forays into the world of Vietnamese hotel building and being a National Rugby Champion. Laura has also spent time with the likes of Fairmount Partners where she worked on dozens of M&A transactions to large public companies. In Today’s Episode You Will Learn: How did Laura make her way from Wall St to rugby captain to founder of SaaS startup, Teamable? Why does Laura believe that “you should always be premium”? What are the benefits to this? How does this affect how Laura views both freemium versions of products and free trials? Why does Laura believe that you have to “create an outbound sales culture as early as possible”? Why is this? Does this change according to the differing customer profiles? How can SaaS businesses aid in the closing of their clients? What can they do to make this process as seamless and easy as possible? What are the requirements for this process? Why does Laura believe there are only ‘2 ways to hire’? What are those 2 ways? What methods of inbound applications must be ignored? How can founders ensure continued quality when hiring at scale? 60 Second SaaStr What does Laura know now that she wishes she had known at the beginning? What is Laura’s fave SaaS reading materials? Competitive advantages of being a female CEO? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Laura Bilazarian

Mark Suster is Managing Partner at Upfront Ventures which he joined in 2007, having previously worked with Upfront for nearly 8 years as a two-time entrepreneur. Before joining Upfront Mark was Vice President, Product Management at Salesforce.com following its acquisition of Koral, where Mark was Founder and CEO. Prior to Koral, Mark was Founder and CEO of BuildOnline, a European SaaS company that was acquired by SWORD Group. Mark is also the writer of one of my favourite VC blogs, Both Sides Of The Table which is a centre piece to the whole VC community and is a must read for all interested in entrepreneurship and VC. In Today’s Episode You Will Learn: How Mark made his way into the world of startups and came to invest in SaaS with Upfront today? What are 4 reasons why startups should prioritise professional services in the early days? Why do most VCs disagree with this? How did Salesforce do this right in their period of hyper-growth? How should early stage startups approach the topic of pricing? How can they evaluate whether to call high or low? What are the pros and cons of doing both? Mark has previously discussed the importance of finding your champion in the buying process. How can startups determine whether your champion is a decision-maker? What questions can you ask to find this out? What changes as a SaaS business scales? What are the key inflection points of company development? How does Mark view the amount B2B startups are raising today? How does Mark evaluate responsible and right spend? 60 Second SaaStr What should your first sales reps be really good at? How has Mark seen early stage SaaS startups go wrong most often? IPO markets, frothy or fantastic? What does Mark know now that he wishes he had known before? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Mark Suster

Today’s show is centred around The Top 10 VP of Sales Lessons Learned In Scaling To $100M ARR. Leading this conversation is Aaron Ross, author of best selling book, Predictable Revenue, providing the framework for the outbound process & sales team Aaron created for Salesforce.com. During his time at Salesforce as Director of Corporate Development and Acquisitions, Aaron added an extra $100 million in revenue in just a few years. Joining Aaron from the sales perspective we have Andrew Bothwell, VP of Sales @ TalkDesk and Aaron Schilke, VP Enterprise Sales @ Talkdesk, one of the fastest growing SaaS startups today. Providing insight from the other side of the table we have Josh Stein, Partner @ DFJ where his current board responsibilities include Box (NYSE: BOX), Chartbeat, LaunchDarkly, LendKey, SugarCRM, and previous guest with me on SaaStr in Talkdesk. But enough from me so without further ado I am going to hand over the reigns to Aaron Ross. In Today’s Episode You Will Learn: What does Josh Stein believe is the toughest growth stage in SaaS? Which stage separates the men from the boys? Why is growing to 100 a case of simple maths? How does this maths affect how you should think about your sales hiring pipeline? How does this maths affect your view of forecasting? How do TalkDesk look to build a repeatable and scalable sales process? What have been their major learnings? Where do most startups make mistakes and falter? How should VPs of sales approach feedback with their reps? Why has a VP failed if a rep is blindsided by a particular piece of feedback?   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Edith Harbaugh is the Founder & CEO @ LaunchDarkly, the startup that allows you to fearlessly and swiftly release software by separating feature rollout from code deployment. They have raised over $10m in funding from many previous guests of The Twenty Minute VC including Andy McLoughlin @ SoftTech, Josh Stein @ DFJ and the wonderful team at Bloomberg Beta. As for Edith, prior to LaunchDarkly, she was a Director of Product @ Tripit and Concur. Edith also holds two patents in deployment from her time in engineering at Vignette. In Today’s Episode You Will Learn: How Edith made her way into the world of SaaS and came to found LaunchDarkly? Does Edith agree with Jason Lemkin that the hardest element is the 1-10 customer phase? How has Edith navigated this process with her differing companies? How does Edith look to structure her sales team to successfully close Fortune 500 deals? What is the fundamental difference in selling to enterprise rather than SMB? What can founders do to make NPS a more intelligent metric? How can NPS be analysed effectively to tell you more about the state of your business? What are the signs of a truly great sales person? How do they aid not only their company but the customer they are serving? What is their required knowledge base? 60 Second SaaStr What is Edith’s fave SaaS resource? What does Edith know now that she wishes she had known before? Oakland Office: Why not SF? What are the benefits? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Edith Harbaugh  

Lauren Vacarrello is VP of Marketing @ Box, one of the leading enterprise B2B brands today. At Box, Lauren leads a 50 person team that involves demand generation, global campaigns, events and more. Prior to Box, Lauren was VP of Marketing @ Adroll, where she built and scaled a 25 person global marketing team from the ground up. If that was not enough, Lauren is also the Co-Author of “The Retargeting Playbook” and “Complete B2B Online Marketing”.    In Today’s Episode You Will Learn: How does Lauren view the relationship between sales and marketing? Why does Lauren believe the ARR pipeline is not just the responsibility of the sales team? Why is lead nurturing not just about email? What are the other core components to ensure successful progression of leads through the funnel? How does Lauren view successful lead segmentation? Why does Lauren like to segment leads into 3 distinct buckets? How does this strategy play out at different ends of the market? What is the role of marketing post-purchase? How has Lauren seen this change since the early days of her career? How does this differ when comparing SMB to enterprise? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Lauren Vaccarello

Aaref Hilaly is a Partner @ Sequoia Capital, one of the world’s most successful VC funds with investments in the likes of Apple, Google, Paypal, Whatsapp and LinkedIn just to name a few. As for Aaref he came to the valley with 2 suitcases and the ambition to start a company. That he did and had 2 companies that were Sequoia backed, first CenterRun and then ClearWell Systems where Aaref was instrumental in the company’s growth from 0 to a $100m revenue run rate in just 4 years, prior to their $410m acquisition by Symantec. Today Aaref draws on this incredible operational success to illustrate how to manage up and have a very happy board. In Today’s Episode You Will Learn: Why does Aaref advocate for founders not to manage the board but to engage them? How can this be done effectively? What does Aaref state are the dangers of focussing on metrics with your board? Why should you focus on product instead? How does this shift change the dialogue with the board? When things do go wrong and the company misses a quarter, how should the founder react? Why does Aaref suggest that founders need to own the miss? How should they structure these conversations? What should they not do when they miss a quarter? How can founders most effectively put their board to work? How should this be communicated and then followed up on by the founder? Where has Aaref found the board can provide the most value? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Aaref Hilaly

Mark Roberge is a Senior Lecturer @ Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark was the Chief Revenue Officer @ Hubspot where he increased revenue over 6,000% and expanded the team from 1 to 450 employees. As a result, Mark has been named Forbes' Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year by MIT. Michele Law is an investor and advisor specialising in building and executing on go to market strategies, creating new revenue models and the operations to support them. Michelle has sat on both sides of the table having been a Principal at Greylock for 8 years before moving to be COO at OpenDNS where she led the sales and customer success team growing enterprise revenue from $0 to $20M ARR in 4 years, prior to the company’s acquisition by Cisco for $635m. Michele then moved to Castlight Health where she grew revenue from $13 to $75m. In Today’s Episode You Will Learn: Why it is fundamentally dangerous to prematurely focus on growth? How can founders know when is the right time to focus on growth? What does the path to growth phase look like? How should founders assess and structure the core components: customer success, unit economics and growth? In which order should they be prioritised? What does the funnel look like? What should the profile of your first sales hire be? How can founders understand who and when to hire? From Hubspot days, when has Mark seen the transition from generalist to specialist? What should your sales compensation plan look like in the early days of the company? Why does Mark believe that churn is rooted in the sales compensation plan? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Todd Olson is the Founder & CEO @ Pendo, the startup that allows you to capture all user behaviour, gather feedback and then provide contextual support.  They have raised over $30m in VC funding from some of the very best in the business including Neeraj @ Battery Ventures, Megan @ Spark and Matt @ Salesforce Ventures just to name a few. As for Todd, prior to Pendo he held various different roles in product as well as co-founding 2 prior startups. In Today’s Episode You Will Learn: How did Todd make his way into the world of SaaS and come to found Pendo? Why does Todd believe that there is inherent tension between customer success and product teams? How has this changed from sales and marketing team tension? What does Todd suggest to mitigate this tension? How does Todd evaluate his hiring process? At what stage does one become a specialist vs a jack of all trades? Why does Todd always believe that you should hire ahead of where you are? Todd has previously said that ‘money is not all the same’. How does Todd look to select his investors? What value adds are most desired for Todd? What do the best investors do that make them so? 60 Second SaaStr What does Todd know now that he wishes he had known in the beginning? What is Todd’s favourite SaaS reading material: Mattermark Daily, Tom Tunguz Creating a startup culture for adults? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Todd Olson

Amit Agarwal is the Chief Product Officer @ Datadog, the startup that provides cloud scale monitoring that tracks your dynamic infrastructure and applications. They have raised over $140m in VC funding from some of the best in the business including Index Ventures, IA Ventures, OpenView and RRE just to name a few. As for Amit, before Datadog, Amit was the Director of Product Management at Quest Software (now Dell), where he led the team responsible for application performance monitoring. Previously, Amit held product management roles at Datamirror (now IBM) and Embarcadero Technologies. In Today’s Episode You Will Learn: How did Amit make his way into the world of SaaS and come to be Chief Product Officer @ Datadog? Why did Datadog not have a marketing strategy for the early days? What would Amit advise early stage founders with regards to optimising their marketing in the early days? Obviously a multi-product line is crucial for a SaaS startup to be successful, what is Amit’s take on how, when and why to launch a second product? What have been his big learnings on this from Datadog? Amit has said before that it is tough to sell to large enterprises in the early days, does that mean startups should always start with SME’s? At what price point does it become a challenge? Does Amit agree that if you are between 25K-100K you are in the valley of death price wise? 60 Second SaaStr What does Amit know now that he wishes he had known in the beginning? What is Amit’s favourite SaaS reading material? When is the right time to hire a CPO and why? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Amit Agarwal

Tim Eades is the CEO @ at vArmour, the industry's first distributed security system that provides application-aware micro-segmentation. Tim joined vArmour as CEO in October, 2013. Prior to that, he was the CEO at Silver Tail Systems until the company was acquired by RSA, the security division of EMC in late 2012. Prior to leading Silver Tail Systems, Tim was CEO of Everyone.net, an SMB focused SaaS company that was acquired by Proofpoint. Tim has also held sales and marketing executive leadership positions at BEA Systems, Sana Security, Phoenix Technologies and IBM. In Today’s Episode You Will Learn: How did Tim make his way from punk rock fan in the UK to leading Silicon Valley CEO? Why does Tim believe Incremental Account Opportunity (IAO) is one of the most important metrics for a growing startup? Why does Tim believe that most founders are far too late to ship their second product? How can they identify adjacent markets? When exactly is the right time to know when to ship your second product? What does it take in terms of sales team structure to successfully orchestrate the 7 figure deals that Tim does? What does that look like in terms of sales team compensation? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Tim Eades

David Rodnitzky is founder and CEO of 3Q Digital, a leading digital agency that was acquired by Harte Hanks in 2015. Prior to 3Q Digital, he held senior marketing roles at several Internet companies, including Rentals.com (2000-2001), FindLaw (2001-2004), Adteractive (2004-2006), and Mercantila (2007-2008). David currently serves on advisory boards for several companies, including Marin Software, MediaBoost, Mediacause, and a stealth travel start-up. Loretta Jones is the vice president of marketing at Delighted, the fastest way to gather customer feedback and put it into the hands of those who can act on it.  Prior to Delighted, Loretta's marketing programs grew Insightly, a CRM for small business, from 100,000 users to over 1.2 million users. Prior to Insightly, Loretta worked at Adobe Sign (formerly Adobe EchoSign) and grew the EchoSign brand to $25 million. In Today’s Episode You Will Learn: Should all companies invest in SEM? How does SEM differ for SaaS SMB businesses vs enterprise SaaS businesses? How much of a role should iterating and testing play with regards to SEM? What are the strategies that can be used to ensure for maximal dollar efficiency? David has said before that ‘no demand channel is an island’. How does SEM work together with the other channels (SEO, display ads etc) to form a cohesive marketing strategy? As LTV takes a considerable time to figure out and can be inaccurate, should startups focus on their CPA (cost per acquisition) more than any other metric? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr David Rodnitzsky

Tom Tunguz is a Partner at Redpoint Ventures and one of the pre-eminent thought leaders in the rise of SaaS. Tom has made investments in the likes of Demio, Axial, Chorus.ai and more incredible companies. Tomasz is also the co-author of Winning with Data: which explores the cultural changes big data brings to business, and shows you how to adapt your organization to leverage data to maximum effect. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. If you have not checked out Tom’s blog that is a must and can be found here. In Today’s Episode You Will Learn: What are the 4 dominant ways startups are incorporating machine learning into their feature set? Why does Tom not believe in AI and discuss prefers to discuss machine learning? What 3 things have caused the rise of machine learning? Why now will machine learning happen in core categories in SaaS? What role does deep learning play in this rise? What are the 5 precepts of the type of companies that Tom wants to invest in using ML in SaaS? Why should startups discuss their value proposition over their technology? How does Tom advise startups can gain access to proprietary datasets? How would Tom like to see data access change in the coming years? How does Tom approach the aspect of building out a team of experts in machine learning for your startup? What should founders look for? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Tomasz Tunguz

Dan Adika is the Founder and CEO @ Walkme, the cloud-based service designed to help professionals guide and engage prospects and customers, and complete online tasks. They have raised over $90m in VC funding from some of the greats of the industry such as Rory O’Driscoll @ Scale Venture Partners and the team at Insight Venture Partners. As for Dan, prior to Walkme, he spent time at HP as a software engineer and before that spent 5 years in The Israeli Army’s elite computing unit. In Today’s Episode You Will Learn: How did Dan made his way from the elite computing unit of the Israeli army to San Francisco to found Walkme? What does Dan believe are the most important metrics to assess the growth and potential of a SaaS startup? What does Dan believe is a good customer payback period? What does Dan consider a good retention rate? How does Dan calculate sales rep productivity? What metric would suggest a successful rep and at what level should one be concerned? What is the KPI that Dan uses to measure customer success? When is the right time to hear your first CS rep? 60 Second SaaStr What does Dan know now that he wishes he had known at the beginning? Fave SaaS reading material? When is the right time for startups to look to acquire other startups? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dan Adika

Brad Feld is one of the world’s leading VCs having Co-Founded Foundry Group, Brad has made investments in the likes of Zynga, Makerbot and Fitbit, just to name a few. Brad is also Co-Founder of Techstars, one of the world’s most prominent startup accelerators, whose portfolio companies have raised over $1.3bn in funding. If that wasn’t enough Brad is also a best selling author having co-authoured Venture Deals: Be Smarter Than Your Lawyer and VC and Startup Communities: Building An Entrepreneurial Ecosystem In Your Community. In Today’s Episode You Will Learn: How Brad made his way into the world of VC and came to found Foundry Group? Brad has previously stated that companies can be segmented into 3 different core components? What does he mean by this? How can startups be structured internally for scalability? Why does Brad hate the word culture? How should culture be viewed and approach internally within startups? How has Brad seen his personal development with regards to being a board member? What has he got better at? What does he believe makes a great board member? Why is CAC the easiest metric to game in SaaS? How should the CAC/LTV ratio be approached? How can entrepreneurs use this to attract VC investment? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Brad Feld

Dan Burkhart is the Founder & CEO @ Recurly, the startup powering much of the subscription success, trusted by the likes of Twitch, CBS Interactive and Hubspot just to name a few. They have raised over $20m in VC funding from leading investors including Greycroft, Freestyle, Harrison Metal and more. As for Dan, his background spans 14 years with the likes of eBay and NBC Internet in the marketing, business development and strategic partnership realm. In Today’s Episode You Will Learn: How did Dan make his way into the world of SaaS and come to found Recurly? How does Dan perceive a good CAC/LTV ratio? Does he agree with the hallowed 3:1 often cited by founders and investors? How does Dan manage and measure customer churn? How does he approach regrettable and non-regrettable customer churn? What is the post-mortem analysis of customer churn? How does Dan insert an element of accountability without creating a sense of churn? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Dan Burkhart

Scott Friend is a Managing Director @ Bain Capital Ventures where he has made investments in the likes of Jet and Rent The Runway. Scott joined Bain Capital Ventures in 2006 after selling the company he co-founded, ProfitLogic, to Oracle. At ProfitLogic, Scott saw the immense scaling of the company from its initial three founders to a 300 person global software and solutions business serving the retail industry. As a result, in 2005, Scott was named a winner of the Ernst & Young “Entrepreneur of the Year Award”.  Following the acquisition, Scott was Chairman of the Executive Advisory Board and VP of Marketing and Science for Oracle Retail. In Today’s Episode You Will Learn: How did Scott make the transition from building a 300 man SaaS startup, ProfitLogic to being a VC with Bain Capital Ventures? What are the 3 fundamental ways SaaS has changed over the last decade? What does this mean for SaaS founders and investors today? What is the single most important metric for Scott when evaluating a SaaS investment opportunity? Why is this and how has that thought process changed? How can startups optimise for sales efficiency? Where does Scott see most startups make mistakes in this field? When is the right time to hire your first customer success rep? Does it have to be embedded within the founding team? How can startups look to scale this and analyse risk over time? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Scott Friend