Tailoring your tactics: why understanding the motivations of your different markets is critical to sales success

On this edition of The Predictable Revenue Podcast, we welcome Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales. The post Tailoring your tactics: why understanding the motivations of your different markets is critical to sales success appeared first on Predictable Revenue.

10 Software Experts Weigh in on Managing Through Change

If you tuned into the first season of OpenView’s BUILD podcast (hosted by yours truly), you know we focused on what happens in the first 100 days after implementing or undergoing a huge change. From starting as a brand new CEO to changing up product pricing to introducing a new product, we’ve heard stories this season from some of the leading operators in SaaS. (If you haven’t been following along, you can catch up here. Once you’re all caught up, make sure to ). So, whether you’re brand new to BUILD or just want a refresher on all the great lessons we learned in season 1, look no further – a recap of the best pieces of advice here:

Building a New Team

“Nothing else matters if you haven’t hired the right people. It’s one of the biggest challenges that we all face.” Liz Cain, Partner, OpenView
When Liz Cain,
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What is the biggest failure you’ve had in your career? What steps have you taken to make sure something like that doesn’t happen again?

I’ve had many almost failures and the #1 thing I’ve learned from them is never quit. The others will quit. They will give up when it’s hard. They will give up when you finally have customers, but not enough of them. They will give up when the market size looks too small. They will give up when it’s Month 12 and no one has a paycheck. Giving up after a certain amount of time is rational. But don’t give up, ever, if you have something. __ My failures are more subtle but painful. The first “failure” was my first start-up job, where we sold to a recently IPO’d startup instead of Amazon “just” for a higher price. But the quality of that compensation was lower. I lost that $12m in paper money just a few months later. We should have sold to Amazon for all cash. While that’s only somewhat Continue reading "What is the biggest failure you’ve had in your career? What steps have you taken to make sure something like that doesn’t happen again?"

What is the average ratio of support staff to customer counts in a SaaS model?

Typically support consumes about perhaps 5%-7% of your revenue at scale (excluding customer success) in most SaaS models. It could be more or less, but that’s a rough way to think about it. So at $100m in ARR, you might be spending $5m-$7m on your support team. As you can see, that puts a lot of pressure on costs. But spend a lot more in the early days for sure. Happy customers beget more happy customers. Make sure the phone is picked up by ring #3. Make sure every Intercom chat is answered in 60 seconds of less. Have instant support while you can. It’s your top marketing and customer retention investment. View original question on quora The post What is the average ratio of support staff to customer counts in a SaaS model? appeared first on SaaStr.

Do you think Elon Musk takes up too many new ventures simultaneously preventing effective execution of the current ones?

I think he, like many successful founders, see things almost getting done that could be great … and at some point feels he no choice but to intervene or a company or initiative will fail. So he takes them over himself, reluctantly. And the better a founder you are, the more often you can do this, and it’s easy to take on way too much. Elon Musk did not plan to be CEO of Tesla. He just wanted to be its largest early investor. But after burning through most of the cash, and cycling through several CEOs, and with a product that looked like it might never get to market … he decided he had to jump in as CEO to make it work. The Solarcity story is different, but again perhaps there is a similar thread. He did not want to be CEO or run it, he just wanted
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Fireside Chat with Anurag Gupta and Paul Hsiao (Video + Transcript)

In this Fireside Chat from Annual 2018, Anurag Gupta (VP, Amazon Web Services) and Paul Hsiao (General Partner, Canvas Ventures) discuss the current proliferation and importance of customer data, trust issues that come with obtaining that data, and what businesses can do to be more thoughtful around data collection in general. And if you haven’t heard, we’re building a completely immersive experience for SaaStr Annual 2019! With 3 full days of content sessions, featuring over 300 speakers from the best SaaS companies around the world, SaaStr Annual is filled with actionable thought leadership to help grow your business from $0 to $100M ARR. Use this link to get your tickets to the SaaS show everyone will be talking about. [TRANSCRIPT] Fireside Chat with Anurag Gupta and Paul Hsiao Announcer: Please welcome Paul Hsiao, Partner at Canvas Ventures, and Anurag Gupta, VP at Amazon Web Services. [music] Paul Hsiao: Continue reading "Fireside Chat with Anurag Gupta and Paul Hsiao (Video + Transcript)"

Fireside Chat with Anurag Gupta and Paul Hsiao (Video + Transcript)

In this Fireside Chat from Annual 2018, Anurag Gupta (VP, Amazon Web Services) and Paul Hsiao (General Partner, Canvas Ventures) discuss the current proliferation and importance of customer data, trust issues that come with obtaining that data, and what businesses can do to be more thoughtful around data collection in general. And if you haven’t heard, we’re building a completely immersive experience for SaaStr Annual 2019! With 3 full days of content sessions, featuring over 300 speakers from the best SaaS companies around the world, SaaStr Annual is filled with actionable thought leadership to help grow your business from $0 to $100M ARR. Use this link to get your tickets to the SaaS show everyone will be talking about. [TRANSCRIPT] Fireside Chat with Anurag Gupta and Paul Hsiao Announcer: Please welcome Paul Hsiao, Partner at Canvas Ventures, and Anurag Gupta, VP at Amazon Web Services. [music] Paul Hsiao: Continue reading "Fireside Chat with Anurag Gupta and Paul Hsiao (Video + Transcript)"

Sales & Marketing Spend: How Lucidchart Scaled to 10M Users with Zero Burn [Podcast]

Sales and marketing spend is and should be top of mind for sales leaders. On the BUILD podcast, Liz Cain, Partner at OpenView, discusses how and why companies waste resources. Later on we chat with Dave Grow, President & COO at Lucidchart, to learn from his experience scaling the company to 10M users with few wasted resources. Prefer to listen on iTunes? Access the episode here.  
The post Sales & Marketing Spend: How Lucidchart Scaled to 10M Users with Zero Burn [Podcast] appeared first on OpenView Labs.

Going Global: The Push for Global Marketing Resources

Editor’s Note: This post is part one of a three part series covering global marketing expansion. As a company grows, most marketing teams expand from a centralized corporate office to placing marketers in country or at least on different continents to support growing sales organizations. The timing, goals, and implementation of this program is critical for success. In this series, we’ll examine the pressures on marketing leadership to “go global”, the key tipping points to make the shift, and some ideas on how to be successful with this move.

Global Marketing from a Central Location

The reality is that for most high velocity, inbound sales models, marketing teams are already going global from day one. While search engine marketing, advertising and email open rates can show some differences based on time zones, a highly functioning marketing team can make significant progress in global marketing from a central location. English reach
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What are some good questions for the first sales person you are going to hire for your B2B SaaS startup?

The #1 most important criterion for your first 2 reps is: would you buy from her? Leads are too precious in the early days, your brand is non-existent, and everything is quirky and undocumented. Later, this is the wrong criterion. Later, you’ll need all sort of reps, and beyond that, you’ll have so many customers and so many different types of customers that what you would buy isn’t representative of the sales process anymore. But in the early days, it is. So forget the perfect LinkedIn. You do want at least 18–24 months of on-point selling experience at close to your price point. Not having that is very risky. Because those 18–24 months train them in a way you can’t. Beyond that, the best question is a little role playing. Pretend you are the rep, and ask the candidate, “How can I help you improve your business with [our product]? Continue reading "What are some good questions for the first sales person you are going to hire for your B2B SaaS startup?"