Sitemap - 2016 - Scaling SaaS -- from SaaStr

SaaStr 085: How SaaS Founders Should View Competition, Why You Should Raise Every Round As If It Is Your Last & How To Create An Environment of Growth & Fulfilment with David Hassell, Founder & CEO @ 15Five

SaaStr 084: Why Personalisation Is The Future Of Sales, The Benefits Of An Engineering Led Sales Team & Why Customers Pay A Premium For Predictability with Alex MacCaw, Founder & CEO @ Clearbit

SaaStr 083: Qualtrics' Ryan Smith on Bootstrapping To A $Bn Valuation, Why Radical Transparency Is Fundamental & What Makes The Truly Great CEOs

SaaStr 082: What Really Is SaaS Marketing? What Are The Big Factors Startup Founders Should Consider Before Spending Big On Marketing @ What Are The 'Must Have' Marketing Channels Today in SaaS with David Rodnitzky, Founder & CEO @ 3Q Digital

SaaStr 081: Why It Is Wrong To Have A Sales Led Culture, Why There Should Be Tension Between Your Sales and Finance Orgs & Why Everyone Needs An Executive Coach with Steve Garrity, Co-Founder @ HearSay

SaaStr 080: Segment's Peter Reinhardt on Why The Reality Distortion Field Is Damaging When It Comes To Product Market Fit, How Founders Should Approach Pricing Negotiations with Large Corporates & How Founders Can Truly Determine Product Market Fit?

SaaStr 079: Where To Start With A B2B SaaS Content Plan, How To Encourage The Non-Marketing Team To Create Content & Why NPS Should Be Central To Everything with Seth Besmertnik, Founder & CEO @ Conductor

SaaStr 078: To Get Early Customers You Have To Make People Uncomfortable & Why Customer Success Should be Actively Involved In The Upsell Process with Kathryn Minshew, Founder & CEO @ The Muse

SaaStr 077: WTF Is Net Retention? Why The Best SaaS Companies Focus On It & Why You Do Not Have To Be In SF To Be Successful in SaaS with Michael Sharkey, Founder & CEO @ Autopilot

SaaStr 076: What Metrics Seed Investors Require For Prospective SaaS Investments & What Makes The Best SaaS Investors with Rob Siegel, Partner @ XSeed Capital

SaaStr 075: Domo CMO, David Thompson on Why B2B Branding Is Both Consumer & Enterprise & Why Facebook & SEM Is Crucial For B2B Branding

SaaStr 074: The 4 Step Playbook To Expanding Distribution Outside of Early Adopters & How Humans Really Want To Buy Software With Daniel Saks, Co-Founder & Co-CEO @ AppDirect

SaaStr 073: David Skok Part 2: What Is Negative Churn? How To Get Different ACV's From The Same Product? Should Customer Success Be Involved In The Up Sell Process?

SaaStr 072 Part 1: David Skok, SaaS Legend on How Long Should Your Payback Period Be, How To Assess Sales Rep Productivity & What Is A Good LTV In Relation To CAC

SaaStr 071: 5 Steps To Building A Cohesive Team & How Founders Should Structure Off-Sites with Taro Fukuyama, Founder & CEO @ AnyPerk

SaaStr 070: Whether You Should Have A Missionary or Mercenary Sales Team, Does Culture In Sales Really Matter & How To Make Sales and Engineering Work In Unison with Sequoia Backed Inkling Founder, Matt MacInnis

SaaStr 069: 5 Key Elements Founders Must COnsider Before Embarking On The Sales Process with Whitney Sales, VP of Sales @ TalentIQ

SaaStr 068: Flexport's Ryan Petersen on Why NPS Is The Most Important Metric, How To Structure Internal Compensation Schemes & How To Implement @ Bottoms Up Decision Making Organisation

SaaStr 067: Gusto's Joshua Reeves on How To Optimise The Hiring & Interview Process, How To Build Create An Ownership Culture & Why Every 6 Months A Company Becomes A New Company

SaaStr 066: Why CEO's Should Lead From The Heart, Walk The Sales Floor, Pay The Sales Team Well & Why Sometimes, You Have To Go Slow To Go Fast with Jeff Fernandez, Founder & CEO @ Grovo

SaaStr 065: How To Create An Ownership Culture, When To Hire Your First Customer Success Rep and Why The Funnel Needs To Be Re-Invented with Sangram Vajre, Founder & CMO @ Terminus

SaaStr 064: Why Now Is A Really Good Time For SaaS Startups To Raise, How SaaS Startups Can Innovate Their Business Models & The Biggest Takeaways From Working With John Doerr @ Kleiner Perkins with Matt Murphy, Managing Director @ Menlo Ventures

SaaStr 063: The Sales Script That Increases Conversion By 80%, How To Optimise Events Increasing Leads & Demos & How Bootstrapped Startups Can Scale Teams Alongside Revenue with Brandon Bruce, Founder & COO @ Cirrus Insight

SaaStr 062: Why Unprofitable Customers Must Be Fired, Segmentation in Sales Breeds Laziness & The Future of Sales in an AI Driven World with John Barrows, Godfather of Sales

SaaStr 061: The Optimal Relationship Between Customer Success & Sales, Why CS Is Not A Playbook Function & Why The Best CSMs Are Like Good Parents with John Gleeson, VP Customer Success @ Affinio

SaaStr 060: How To Use SDR As A Growth Engine a & Customer Success As A Bridge For Gaps In Product with Lawrence Coburn, Founder & CEO @ DoubleDutch

SaaStr 059: How To Measure Sales Team Success, Test New Pricing, Build Culture From Day 1 & The Biggest Learnings From Watching Box Scale Into Hypergrowth with Michael Cardamone, Managing Director @ Acceleprise

SaaStr 058: Intercom's Eoghan McCabe on Why There Are No Rules For Building a SaaS Company, How To Turn Every Challenge Into An Opportunity & Why You Will Never Have As Much Empathy For Others As You Do For Yourself

SaaStr 057: Building & Scaling Your Core Execs from VPs of Sales to CSMs with Louis Jonckheere, Co-Founder & Co-CEO @ Showpad

SaaStr 056: What SaaS CEO's Are Doing Wrong With Their Marketing, What Questions They Should Be Asking & Why B2C Marketers Make The Best B2B Hires with Tim Kopp, General Partner @ Hyde Park Venture Partners

SaaStr 055: New Relic's Jim Stoneham on Why Your Core Exec Team Should Be Senior Experienced Individuals & When Is The Right Time To Bring On Younger Less Experienced Candidates

SaaStr 054: Why You Should Hire A Product Leader From Day 1 & How To Navigate 12-18 Month Sales Cycles With Only 18 Months Runway

SaaStr 053: Assessing Product Market Fit, Why Customer Segmentation Is Crucial & The Rise Of The Full Stack CEO with Greg Sands, Founding Partner @ Costanoa Venture Capital

SaaStr 052: Building & Scaling Box's Customer Success Team with Jon Herstein, SVP Customer Success @ Box

SaaStr 051: Hire Slow & Fire Fast & Why scaling Product Is All About Consistency with Kristen Koh Goldstein @ HireAthena

SaaStr 050: Why All Founders Should Do Sales Until $1m ARR, When Is The Right Team To Hire Your VP of Sales & How To Approach The Hiring Process with Matthew Bellows, Founder @ Yesware

SaaStr 049: It's All About Facilitating Adoption & Short Time To Value with Ryan Fyfe, Founder & CEO @ Humanity

SaaStr 048: Vidyard's Michael Litt on Building An Internal Sales Organisation & How To Assess Value Based Pricing

SaaStr 047: How To Increase Leads & Conversion Through Optimising Your Marketing Funnel with Meagen Eisenberg, CMO @ MongoDB

SaaStr 046: Predictable Revenue’s Aaron Ross on The Importance of Sales Specialisation and How Companies Scale Into Hyper-Growth mode?

SaaStr 045: Atlassian President, Jay Simons on The Inside Story Behind Atlassian's $5bn IPO

SaaStr 044: Mattermark's Andy Sparks on How To Hire, Train & Incentivise Your Sales Team

SaaStr 043: Why You Should Focus More On Upsell Than Customer Acquisition & Forget The MBA, Take A Psychology Degree with Kirsten Helvey, COO @ Cornerstone On Demand

SaaStr 042: Why Now Is The Time For Aggressive Growth & Monetisation Models Are The Most Exciting Element Of The Consumerisation Of SaaS with David Yuan, General Partner @ TCV

SaaStr 041: Hubspot's Dharmesh Shah on

SaaStr 040: Gainsight's Allison Pickens on Scaling Your Customer Success Team, Managing Churn and Segmenting Your Customer Base

SaaStr 039: The Unwavering Power of Predictable Revenue and Why We Will See Further Consolidation in SaaS with Cindy Padnos, Founder and Managing Partner @ Illuminate Ventures

SaaStr 038: Rainforest QA's Fred Stevens-Smith on Firing Fast, The Transition From Founder To CEO & Why You Should Spend The Most Time with Your Highest Performers

SaaStr 037: Why The Whole SaaS Pricing Model Is Going To Change with Quang Hoang, Co-Founder @ Birdly

SaaStr 036: Point Nine's Christoph Janz on The War For Talent, When To Move To The US & The Importance Of Local Investors

SaaStr 035: Matt Garratt on The Strategy Behind Salesforce Ventures

SaaStr 034: How To Master The Freemium Model, Learnings From Being The 1st Sales Hire @ Box & Dropbox & The Integration of Sales and Engineering with Front's New Head of Sales, Cailen D'sa

SaaStr 033: The Fundamental Challenges of SaaS M&A with Villi Iltchev, Partner @ August Capital

SaaStr 032: Scaling Operations From 10 to 130 In A Year & The Fundamentals of What Makes A Great SaaS Business Opportunity with Luke Kervin, Co-Founder @ PatientPop

SaaStr 031: Is Product Market Fit & Customer Value Binary & The Importance of Product-Led Growth with Blake Bartlett @ OpenView

SaaStr 030: Building & Training a Non-Technical Sales Team & Why A Heavy Inbound Model Is Like 'Driving A Racecar' with Harry Glaser, Co-Founder @ Periscope Data

SaaStr 029: Having Jason Lemkin As An Investor & Selling Sexy SaaS To The Legal Space with Andy Wilson, Founder & CEO @ Logikcull

SaaStr 028: Eloqua & Influitive's Mark Organ on Scaling Eloqua Into A Global Business & Why Customer Success Is The Bed Rock For All SaaS Businesses

SaaStr 027: The Benefits of Bootstrapping Your SaaS Startup with Laura Roeder, Founder & CEO @ Edgar

SaaStr 026: How To Hire & Motivate The Best Sales Team with Bill Binch, Former SVP of Sales @ Marketo

SaaStr 025: How Every Startup Can Build Their Brand Through Events with Anthony Kennada, VP of Marketing @ Gainsight

SaaStr 024: Nick Mehta, CEO @ Gainsight on Why Customer Success Is The New Sales

SaaStr 023: What It Takes To Make It From Seed To Series A in SaaS with Nakul Mandan, Partner @ Lightspeed Venture Partners

SaaStr 022: What Makes A Great Sales Leader & How To Detect BS in Sales Reps with Russ Hearl @ Datahug

SaaStr 021: Crossing The Chasm: From B2C To B2B with Johnny Chin, Founder & CEO @ Bannerman

SaaStr 020: What Do Salesforce Look For In Potential Investments with John Somorjai, Executive Vice President of Corporate Development & Salesforce Ventures

SaaStr 019: David Cancel on Hiring People Not Skills, The Importance Of Investing In Relationships and Being Scrappy

SaaStr 018: The Benefits Of Account Based Marketing & The Biggest Takeaways From Co-Founding Marketo with Jon Miller @ Engagio

SaaStr 017: Why Fellow Founders Make The Best Advisors & A Transparent Pricing Model Is Fundamental with Laura Behrens Wu, Co-Founder & CEO @ Shippo

Saastr 015: Nicolas Dessaigne @ Algolia on Prioritising Company Culture and Empowering Your Team To Be Owners

SaaStr 014: 'It's The Whole Enchilada', Why Data Is Crucial To Effective Content Marketing & How To Use It To Decrease Customer Acquisition Cost & Increase Basket Size

Saastr 013: How New CEOs Can Make Their Mark and What It Takes To Raise Later Stage Funding In Today's Environment with Mark Woodward, CEO @ Invoca

Saastr 012: Optimising Your Talent Acquisition Strategy with Daniel Chait, Founder & CEO @ Greenhouse

Saastr 011: 4 Questions To Determine Whether You Have Product Market Fit with Ajay Agarwal @ Bain Capital Ventures

Saastr 010: Mathilde Collin on The Evolution of Content Marketing and Life As A Young Enterprise Founder

Saastr 009: What Makes A Truly Great SaaS CEO with Josh Stein @ DFJ

Saastr 008: Hiring 101 with Keith Rabois @ OpenDoor & Khosla Ventures

Saastr 007: What It Takes To Get Series A Investor Interested and Guidelines To Manage Your Burn Rate with Doug Pepper, Partner @ Shasta Ventures

Saastr 006: Why The Best SaaS Companies Are Founder Led and Taking Adobe From $40m to $1bn with Russell Fujioka, US President @ Xero

Saastr 005: Social Capital's Mamoon Hamid on Changing The Way We Work and The Rise of The Bottoms Up Sales Strategy

Saastr 004: Index's Shardul Shah on Why Reducing Time Distance To Value Is So Important and How To Sell To CSO's Effectively

Saastr 003: Scaling From A 50 to a 500 Person Company with Mark Geene, CEO @ Cloud Elements

Saastr 002: Behind The Scenes At The World's Fastest Growing SaaS Company with Andy Lark, CMO @ Xero

Saastr 001: How We Achieved $3m in Sales without $1 on Marketing with Tiago Paiva, Founder @ TalkDesk