SaaStr Podcast #176: Kristina Shen, Partner @ Bessemer Venture Partners On What SaaS Startups Need To Raise A Series A Today

Welcome to Episode 176! 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:

SaaStr Podcast #175: Jason Lemkin, Founder @ SaaStr on How To Approach Long Sales Cycles

Welcome to Episode 175! 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 optimization 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 Continue reading "SaaStr Podcast #175: Jason Lemkin, Founder @ SaaStr on How To Approach Long Sales Cycles"

SaaStr Podcast #174: Timo Rein, Founder & CEO @ Pipedrive Discusses How To Make It Big In The US As A Non-US SaaS Startup

  Welcome to Episode 174! Timo Rein is the Founder & CEO of 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 at 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:

SaaStr Podcast #173: Jason Lemkin, Founder @ SaaStr on What To Look For In Your First Sales Reps

Welcome to Episode 173! 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, RainforestQA, 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?

  • Continue reading "SaaStr Podcast #173: Jason Lemkin, Founder @ SaaStr on What To Look For In Your First Sales Reps"

SaaStr Podcast #172: Jon Lee, Founder & CEO @ ProsperWorks on Why It Is Easier To Start In SMB and Work Your Way Up

Welcome to Episode 172! 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. Prior to ProsperWorks, Jon 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:

SaaStr Podcast #170: Rob Reid, EVP & Managing Director @ Sage Intacct on Scaling Intacct’s Team & Culture To An $850m Exit

New! Prefer to read the transcript? We’ve got you covered! You’ll find this week’s transcript below. Welcome to Episode 170! 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. 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:

SaaStr Podcast #169: Kolton Andrus, Founder & CEO @ Gremlin with the Secret to Ensure High Conversion on Trials

Welcome to Episode 169! Kolton Andrus is the Founder & CEO of 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:

SaaStr Podcast #168: Ryan Williams, Founder @ SalesCollider Shares Why 70% of Startup’s VPs of Sales Fail

Ryan Williams is the Founder of SalesCollider, the organization 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:

SaaStr Podcast #167: PJ Bouten, Founder & CEO @ Showpad On The Biggest Challenges In Scaling From $1-10m in ARR

Welcome to Episode 167! Pieterjan (PJ) Bouten is the Founder & CEO of 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:

SaaStr Podcast #165: Harry Glaser, Founder & CEO @ Periscope Data Shares a Step By Step Guide To Building Truly Diverse Teams

Harry Glaser is the Founder & CEO of 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 at Google. Fun fact about Periscope, it was voted the best small company to work for in 2017. In Today’s Episode You Will Learn: