The Official SaaStr Podcast: SaaS | Founders | Investors
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SaaStr 393: 3 Secrets to Selling Up-Market with the Leaders of Fivetran, Stripe, and Docusign
5 november 2020 · 25 min
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. Lees meer
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 FivetranVideo and blog post: https://www.saastr.com/how-to-sell-upmarket-in-saas/
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SaaStr 392: 10 Simple Steps To Help Any Sales Exec Close More with SaaStr CEO and Founder Jason Lemkin
30 oktober 2020 · 17 min
In today's SaaStr insider episode SaaStr CEO Jason Lemkin shares 10 Simple Steps To Help Any Sales Exec Close More. Lees meer
Video and blog post: https://www.saastr.com/10-simple-tips-to-help-any-account-executive-close-more/
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SaaStr 391: The Secrets to Bootstrapping to $5M ARR in Less than a Year with Martha Bitar, CEO @ Flodesk
29 oktober 2020 · 27 min
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. Lees meer
Video and blog post: https://www.saastr.com/how-to-bootstrap-to-5m-arr-in-less-than-a-year/
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SaaStr 390: How To Crush It With Interactive Content, What Type, Where and When To Use It Most Efficiently and Where Many People Make Mistakes with Randy Rayess, Founder @ Outgrow
28 oktober 2020 · 26 min
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. Lees meer
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 Ra…
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SaaStr 389: How To Really Disrupt the Big Guys With Free with Mikael Cho, CEO @ Unsplash and Kinsey Grant, Business Editor and Podcast Host @ Morning Brew
22 oktober 2020 · 22 min
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. Lees meer
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/
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SaaStr 388: Okta CMO, Ryan Carlson on How To Measure Marketing Attribution Effectively, Why People Think About Category Creation Incorrectly Today & How You Have To Think Through The Product vs The Company Story
20 oktober 2020 · 33 min
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. Lees meer
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-carlso…
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SaaStr 387: Where Product Development is Going in 2021 with Nick Mehta, CEO @ Gainsight and Jason Lemkin, CEO @ SaaStr
16 oktober 2020 · 24 min
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. Lees meer
Video and blog post: https://www.saastr.com/saas-customers-have-never-been-happier-a-discussion-with-nick-mehta-ceo-of-gainsight/
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SaaStr 386: How to Win When There are 1000 Players in Your Market with Adam Blitzer, EVP & GM @ Salesforce Digital Marketing Cloud
15 oktober 2020 · 19 min
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. Lees meer
Video and blog post: https://www.saastr.com/how-to-win-with-1000-players-in-your-market/
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SaaStr 385: How To Approach Core Product Decisions in SaaS, Why Storytelling is a Lost Art in SaaS & How Product and Marketing Can Work Together Most Efficiently with Paul Rosania, Founder & CEO @ Balsa
14 oktober 2020 · 33 min
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. Lees meer
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 ab…
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SaaStr 384: When to Launch a Second Product with Dharmesh Shah CTO and Co-Founder @ Hubspot and Jason Lemkin, CEO @ SaaStr
9 oktober 2020 · 32 min
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. Lees meer
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/
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SaaStr 383: Growing Product and Engineering Orgs from Zero to IPO with Nick Caldwell, VP of Engineering @ Twitter, and Tomasz Tunguz, Managing Director @ Redpoint Ventures
8 oktober 2020 · 20 min
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. Lees meer
Video and blog post: https://www.saastr.com/growing-product-and-engineering-orgs-from-zero-to-ipo-with-twitter-and-redpoint-ventures/
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SaaStr 382: What's Next For B2B and Cloud Events in 2021 with Amelia Ibarra, SVP & GM @ SaaStr, and Alon Alroy, Co-Founder & CMO @ Bizzabo
2 oktober 2020 · 28 min
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. Lees meer
Video and blog post: https://www.saastr.com/whats-next-for-b2b-saas-events-2021/
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SaaStr 381: Churn is dead. Long Live Net Dollar Retention Rate with Dave Kellogg, Principal @ Kellogg Consulting
1 oktober 2020 · 21 min
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. Lees meer
Video and blog post: https://www.saastr.com/churn-is-dead/
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SaaStr 380: How To Effectively Sell Into Mid-Market, Why SEO Is The Best Kept Secret In SaaS & How To Show Credibility To Enterprise Customers as a Startup
29 september 2020 · 23 min
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. Lees meer
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
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SaaStr 379: The Top 10 Mistakes Founders Make When Hiring Their First Sales Team with SaaStr CEO and Founder Jason Lemkin
25 september 2020 · 16 min
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. Lees meer
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.
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SaaStr 378: The 5 Things That Kill Startups After Their Seed Rounds and How to Avoid them with Michael Seibel, CEO @ Y Combinator
24 september 2020 · 24 min
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. Lees meer
Video and blog post: https://www.saastr.com/5-things-that-kill-startups-with-y-combinator/
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SaaStr 377: Hashicorp CEO Dave McJannet on Scaling Remote Teams; What Breaks and When, How To Successfully Execute Multi-Product Strategies and How Leadership Style Evolves with Company Stage
24 september 2020 · 30 min
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. Lees meer
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
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SaaStr 376: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck, CEO @ ZoomInfo and Jason Lemkin, CEO @ SaaStr (Part 2)
18 september 2020 · 35 min
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. Lees meer
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.
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SaaStr 375: What Being a Founder Taught Me About Leadership - Lessons from GitHub's COO, Erica Brescia
17 september 2020 · 26 min
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. Lees meer
Video and blog post: https://www.saastr.com/5-leadership-lessons-everyone-needs-right-now-from-github-coo-erica-brescia/
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SaaStr 374: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck, CEO @ ZoomInfo and Jason Lemkin, CEO @ SaaStr (Part 1)
11 september 2020 · 30 min
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. Lees meer
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/
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SaaStr 373: The State of the Cloud 2020, The COVID Beneficiaries Edition with Byron Deeter and Elliott Robinson of Bessemer Venture Partners
10 september 2020 · 25 min
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. Lees meer
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/
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SaaStr 372: Sales Kick-Off Week: How To Prepare, How To Structure, How To Organise Content, How To Keep Teams Engaged with Latane Conant, CMO @ 6Sense
8 september 2020 · 28 min
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. Lees meer
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
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SaaStr 371: Learning from the Lows, How Mailchimp Navigated Economic Uncertainty with Ben Chestnut, CEO @ Mailchimp and Jason Lemkin, CEO and Founder @ SaaStr
4 september 2020 · 24 min
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. Lees meer
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/
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SaaStr 370: Automation, The Digital Transformation Accelerator with Jennifer Tejada, CEO @ PagerDuty
4 september 2020 · 21 min
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. Lees meer
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/
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SaaStr 369: How to Hire an A-Player VP Sales and Scale Your Team with SaaStr CEO and Founder Jason Lemkin and the Co-founder and CEO of HireSweet, Robin Choy
28 augustus 2020 · 34 min
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. Lees meer
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/
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SaaStr 368: 5 Insights for Consumerization of the Enterprise with Scott Belsky, CPO and EVP @ Adobe Creative Cloud
27 augustus 2020 · 26 min
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. Lees meer
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/
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SaaStr 367: Zoom's Head of Global Sales Operations on Sales Ops vs Revenue Ops, The Biggest Areas of Operational and Strategic Debt for Sales Teams Today & The Importance of Documentation and The Dangers of Dirty Data
26 augustus 2020 · 35 min
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. Lees meer
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 St…
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SaaStr 366: Digital Transformation At Warp Speed with Jason Lemkin, CEO and Founder @ SaaStr, and Aaron Levie, CEO, Co-founder and Chairman @ Box
22 augustus 2020 · 52 min
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. Lees meer
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/
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SaaStr 365: The Office of the Future, How Everything's Changed and What 2021 Will be Like with Justin Bedecarre, CEO @ HelloOffice and Jen Nguyen, Founding Partner @ TEAMWERC
20 augustus 2020 · 21 min
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. Lees meer
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/
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SaaStr 364: Figma's Head of Sales, Kyle Parrish on Why Scaling From 0-1 In Sales Is So Damn Hard, The Biggest Lesson From Moving Sales Outside Core HQ & How To Create A Performance Led Culture
18 augustus 2020 · 38 min
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. Lees meer
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 p…
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SaaStr 363: How to Make 1,000,000 Customers Happy with Jason Lemkin, CEO and Founder @ SaaStr, and Loren Padelford, General Manager @ Shopify Plus
14 augustus 2020 · 49 min
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. Lees meer
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/
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SaaStr 362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight
13 augustus 2020 · 25 min
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. Lees meer
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/
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SaaStr 361: The 4 Phases of Company Growth & What Breaks At Each Stage, How To Instill Process with Scale Without Adding Barriers and What Great Change Management in a COVID World Looks Like with Lara Caimi, Chief Customer and Partner Officer @ ServiceNow
10 augustus 2020 · 32 min
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. Lees meer
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 h…
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SaaStr 360: What's Changed Since March 15 The Cloud at Hyperspeed. The World in Flux with Jason Lemkin, CEO and Founder of SaaStr, and Rob Bernshteyn, CEO and Founder of Coupa
7 augustus 2020 · 52 min
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. Lees meer
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/
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SaaStr 359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity
6 augustus 2020 · 24 min
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. Lees meer
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/
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SaaStr 358: Why Ignoring Customer Feedback Can Be Critical To Success, Why Founders Need To Change The Way They Think About LTV and How To Create a Pricing Model That Aligns Your Success To Your Customer's with Chen Amit, Founder & CEO @ Tipalti
3 augustus 2020 · 36 min
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. Lees meer
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…
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SaaStr 357: Busting the Myths About Startup Success with Therese Tucker, CEO and Founder of BlackLine
30 juli 2020 · 22 min
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. Lees meer
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/
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SaaStr 356: When To Hire Your First Sales Reps, What To Look For In Those Hires, What Good Sales Rep Onboarding Looks Like, Leading Indicators of Sales Rep Success and more with Pete Kazanjy, Co-Founder @ Atrium
28 juli 2020 · 42 min
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. Lees meer
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.saast…
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SaaStr 355: The PPP You Really Need for Raising Capital During a Pandemic with Satya Patel, Partner at Homebrew
23 juli 2020 · 22 min
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. Lees meer
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/
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SaaStr 354: 10 Things I Wish My Board and Investors Had Told Me with Jason Lemkin, CEO, and Founder of SaaStr
17 juli 2020 · 19 min
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. Lees meer
Video and blog post: https://www.saastr.com/10-things-wish-board-vcs-told/
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SaaStr 353: Unicorns and Decacorns in 2020: What's Changed and What Hasn't with Keith Rabois, General Partner at Founders Fund and Jason Lemkin, CEO, and Founder of SaaStr
16 juli 2020 · 28 min
Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. Lees meer
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/
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SaaStr 352: SaaS Decacorns and The Covid Beneficiaries with SaaStr CEO and Founder Jason Lemkin
10 juli 2020 · 14 min
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. Lees meer
Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-chris-oneill-and-jason-lemkin/
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SaaStr 351: How to Adjust your Sails to Navigate Today's Choppy Waters with Chris O'Neill, Partner at Portag3 Ventures
9 juli 2020 · 23 min
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. Lees meer
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/
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SaaStr 350: Scaling SaaS To Well Over $1M ARR with No Funding, How Being A Sommelier Helped Neha Break The Glass Ceiling of Business & How to Successfully Scale Remote Teams Efficiently
6 juli 2020 · 36 min
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. Lees meer
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 Stebbing…
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SaaStr 349: How to Turn Your SaaS Startup Into an Army with David Sacks, General Partner at Craft Ventures
2 juli 2020 · 29 min
Startups can get messy. Especially in growth. David Sacks (Yammer, PayPal) shares how to navigate from 50-500 employees. Lees meer
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/
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SaaStr 348: How To Align Your Pricing To The Success of Your Customers, What Does Great Change Management Look Like and The Right Balance Between Software vs Services Revenue with Kurt Muehmel, Chief Customer Officer @ Dataiku
1 juli 2020 · 32 min
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. Lees meer
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-c…
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SaaStr 347: Top 10 Questions to Ask a VP of Sales with SaaStr CEO and Founder, Jason Lemkin
26 juni 2020 · 18 min
Ready to hire your first VP Sales? But haven't done it before? SaaStr CEO, Jason Lemkin shares his interview checklist. Lees meer
Video and blog post: https://www.saastr.com/10-great-questions-to-ask-a-vp-sales-during-an-interview-2/
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SaaStr 346: What Nobody Tells You About Seed Investing, The Inside Scoop with Aileen Lee of Cowboy Ventures and Jason Lemkin of SaaStr
25 juni 2020 · 19 min
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." Lees meer
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/
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SaaStr 345: PagerDuty CMO Julie Herendeen on Attribution and Accountability within Marketing Teams, The Optimal Relationship Between Marketing & Product & Why Customer Success and Marketing Have Never Been Closer
23 juni 2020 · 33 min
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. Lees meer
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?
Wh…
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SaaStr 344: 16 Mistakes Founders Make Pitching to VCs with SaaStr CEO and Founder, Jason Lemkin
19 juni 2020 · 23 min
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. Lees meer
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/