Catch Up on the The Amazing Sessions from the Summer Social!

Missed the SaaStr Summer Social? Good news: all the sessions are now on-line! We’ve got:
  • The CEOs of red-hot PagerDuty + Algolia, talking about how to scale sales and culture, with customers Small, Medium and Large
  • The co-founder and President of unicorn Medallia with Sequoia Capital + CEO of Clari, on all the lessons learned building an inconic SaaS company
  • The VPs of Sales of newly-minted unicorn Duo Security + LinkedIn/EchoSign/Talkdesk on hiring a Great VP of Sales and more;
  • The CIOs of Uber and Netflix talked about how and why big companies really buy from SaaS startups (you will learn a lot from this one)
  • and more!
These really were great sessions. Check ’em out here:   The post Catch Up on the The Amazing Sessions from the Summer Social! appeared first on SaaStr.

Use These Real-world Assessments to Hire Your Next BDR Manager

Hiring successful BDR managers is no easy feat, but it’s crucial to the long-term success of your sales team – BDR managers own the top of your lead funnel, and often the talent pipeline for your company as well. You task them with hiring junior team members and ramping those new hires quickly on your product, market and sales process. They must handle all of that while facing an extremely high turnover rate, competitive market/comp while likely building training, processes and operations on their own. In my experience, few individuals stay in the front line BDR Manager role for more than a few years. The BDR Manager job is a stepping stone to the next thing – maybe a BDR Director, an AE role, or even managing a full cycles sales team. So you have a choice to make in recruiting: Do you take a risk on a first-time manager
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Don’t Let An “Unlimited” Vacation Policy Kill Your Startup

Most vacation policies lead to burnout and unhappy teams. Here’s another way. Last updated: October 18, 2017 It’s almost silly to say that “hard work is important.” It’s not just important. Relative to just about everything else in success—strategy, tactics, networking—hard work (done smartly) is everything. If you work hard every single day, and apply the right strategies and tactics to that hard work, you will win eventually. If you have the best strategies and tactics in the world, and don’t work very, very hard to execute on them, you will lose. Every. Single. Time. Every successful person that I know—and, I’m willing to bet, that you know—got there only after a lot of hard work. And that’s something that we can all learn from. But something that people who have bought into the religion of hard work—even many who are successful—struggle with is balance. Working hard, but
The Benefits Of Vacation
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Managing Change in Hyper Growth Mode (Video + Transcript)

Managing change when your company is going through hyper-growth is exciting and frightening all at once. There’s no set playbook for it since every company is different and the landscape changes all the time. That being said, we can learn a lot from the experiences of three former Salesforce execs who were with the company from $22 million in revenue past IPO to $5 billion in revenue. Matt Garratt, VP at Salesforce Ventures, sits down with David Obrand, COO at Radius Intelligence; Bill Macaitis, Advisor at Macaitis Advisory; and Kendall Collins, CMO at AppDynamics, to discuss how they helped Salesforce survive and thrive in their respective roles. How did they think about hiring the right people? Building infrastructure? Doing experiments, failing and learning from that? We get an insightful look into how Salesforce has gone through an incredible evolution from its early days until now. And if you haven’t heard: 
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How Patience Powers Long-Term Growth: Optimizing the In Between

More and now. These are two words heavily embedded in the mind of anyone in business. For new companies, it’s “how fast can we get more customers?” and “how fast can we grow now?”. Countless articles and publications praise companies that have been able to grow quickly. Their ability to accomplish more, now, is revered. Rightly so. The problem is that when we focus solely on growth, we tend to overestimate the stability of our infrastructure and underestimate the adaptations needed to support new business. We assume our current team and systems are sufficient (and efficient) because they’ve supported previous demand. We neglect to properly plan ahead. One consistently overlooked area is the state and scalability of our human capital – our employees. When companies grow, added pressure is put on the existing team. Not only must they maintain the same level of performance on their
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What should I know about beginning a startup?

My Top 3:
  • It will take you at least 24 months to really get anywhere. Everyone mentally budgets 10–12 months. It’s never enough. At least, not to get enough paying customers from Code Zero. A little more here:…
  • A co-founder not equally committed will blow up on you, and best case, is a disaster you will have to clean up later. Almost always. Wait and find a co-founder just as committed as you are.
  • Someone else great already has the same idea. Like, always. It’s OK. That’s the way it should be. So ask yourself — why will you win? Answer that instead of worrying about being first.
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Are there any organizations out there that will take an equity stake in a SaaS software business in exchange for providing sales and marketing services?

Oh plenty. But usually – don’t do it. There’s usually just too much of a mismatch on economics. If the contractor is good, they will ask for a ton of equity. You are so early. They will want a lot of the company. You want to give that VP of Sales 0.5% to work for you for free? Well, if you are pre-revenue, it’s just not work it. The math doesn’t pencil out. If the contractor is mediocre, they may not ask for a lot of equity. But that’s a sign right there. View original question on quora The post Are there any organizations out there that will take an equity stake in a SaaS software business in exchange for providing sales and marketing services? appeared first on SaaStr.