The Salesforce MBA: What We Learned with FinancialForce, Twilio, StitchFix (Video + Transcript)

We were very happy to have the Salesforce “Mafia,” consisting of four executives–three who have since moved onto their next ventures–on the Strategy Stage so they could discuss some important lessons learned from being a part of the 19-year-old SaaS powerhouse. Leyla Seka, EVP of Appexchange/Salesforce, Tod Nielsen, President & CEO of FinancialForce; Cathy Polinsky, CTO at Stitch Fix; and George Hu, COO of Twilio, share the mistakes they made, what they loved about Salesforce’s culture, the importance of establishing priorities and V2MOM, and how they’ve applied what they’ve learned to their new companies. And if you haven’t heard: SaaStr Annual is less than one week away,  and we’ve made it bigger and better than ever! Join 10,000 fellow founders, investors and execs for 3 days of unparalleled networking and epic learnings from SaaS legends like Jon MillerDavid SteinbergJennifer Tejada, and Eoghan McCabe. If you
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The Salesforce MBA: What We Learned with FinancialForce, Twilio, StitchFix (Video + Transcript)

We were very happy to have the Salesforce “Mafia,” consisting of four executives–three who have since moved onto their next ventures–on the Strategy Stage so they could discuss some important lessons learned from being a part of the 19-year-old SaaS powerhouse. Leyla Seka, EVP of Appexchange/Salesforce, Tod Nielsen, President & CEO of FinancialForce; Cathy Polinsky, CTO at Stitch Fix; and George Hu, COO of Twilio, share the mistakes they made, what they loved about Salesforce’s culture, the importance of establishing priorities and V2MOM, and how they’ve applied what they’ve learned to their new companies. And if you haven’t heard: SaaStr Annual is less than one week away,  and we’ve made it bigger and better than ever! Join 10,000 fellow founders, investors and execs for 3 days of unparalleled networking and epic learnings from SaaS legends like Jon MillerDavid SteinbergJennifer Tejada, and Eoghan McCabe. If you
Continue reading "The Salesforce MBA: What We Learned with FinancialForce, Twilio, StitchFix (Video + Transcript)"

David Spitz, Managing Director at Pacific Crest Securities: Measure Your Success: Tell Your Story Using SaaS Metrics (Video + Transcript)

SaaS metrics, such as LTV and CAC, are key to telling your story. Unit economics are destiny, however, you need to be careful. Don’t use convenient metrics just so your company looks good on paper; you’ll end up believing your own BS. David Spitz, Managing Director at Pacific Crest Securities, takes the Hypertactical Stage to discuss how to use metrics to better run your business. As someone who’s been involved in many premier SaaS IPOs, he can certainly provide some eye-opening insights. What is considered “good” or acceptable churn? Why should you look at gross churn rather than net churn? What is the Rule of 40% and why is it important? David answers these questions and more. And if you haven’t heard: SaaStr Annual is only one week away,  and we’ve made it bigger and better than ever! Join 10,000 fellow founders, investors and execs for 3 days of unparalleled
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Sales AMA with Mark Roberge: Your Burning Questions Answered (Video + Transcript)

Mark Roberge, Senior Lecturer at Harvard Business School and former CRO at Hubspot, takes the Deep Dive Stage to answer burning questions that we all have about sales and running a successful sales organization. What’s the ideal churn rate for your sales team? How do you deal with the product team blaming the sales team, and vice versa, when you don’t hit your numbers? Why should you consider account-based marketing? What’s the benefit of choosing coachability over experience when hiring salespeople? Mark answers all these questions and more in this insightful and eye-opening talk. And if you haven’t heard: SaaStr Annual is only two weeks away,  and we’ve made it bigger and better than ever! Join 10,000 fellow founders, investors and execs for 3 days of unparalleled networking and epic learnings from SaaS legends like Jon MillerDavid SteinbergJennifer Tejada, and Eoghan McCabe. If you don’t
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Demystifying AppExchange: 5 Insider Tips for Success (Video + Transcript)

If you’re a SaaS CEO and/or founder, you know what the AppExchange is and how important it is for certain companies to be on it. But it’s not enough to simply get your application on Salesforce’s business app marketplace and hope you make a bunch of sales. Ian Dunckel, Senior Product VP at Salesforce, leads this session with Gadi Shamia, COO at Talkdesk; Amanda Kahlow, Founder and CEO of 6Sense; and Ray Hein, Founder and CEO at Propel, to discuss how to ensure a successful partnership with Salesforce AppExchange. How can you get those early customer reviews on the AppExchange and build off that? What effect does integrating into the AppExchange have on salespeople and their workflow? Watch until the end to discover how the panelists look to the future about how they’ll invest in the platform further to get the most out of it down the road. And if Continue reading "Demystifying AppExchange: 5 Insider Tips for Success (Video + Transcript)"

Demystifying AppExchange: 5 Insider Tips for Success (Video + Transcript)

If you’re a SaaS CEO and/or founder, you know what the AppExchange is and how important it is for certain companies to be on it. But it’s not enough to simply get your application on Salesforce’s business app marketplace and hope you make a bunch of sales. Ian Dunckel, Senior Product VP at Salesforce, leads this session with Gadi Shamia, COO at Talkdesk; Amanda Kahlow, Founder and CEO of 6Sense; and Ray Hein, Founder and CEO at Propel, to discuss how to ensure a successful partnership with Salesforce AppExchange. How can you get those early customer reviews on the AppExchange and build off that? What effect does integrating into the AppExchange have on salespeople and their workflow? Watch until the end to discover how the panelists look to the future about how they’ll invest in the platform further to get the most out of it down the road. And if Continue reading "Demystifying AppExchange: 5 Insider Tips for Success (Video + Transcript)"

Aaref Hilaly, Sequoia Capital: How to Manage Up Have Happy a Board, Even When You Miss a Quarter (Video + Transcript)

No matter how great of a company you have, no matter how successful you could potentially become, you will miss a quarter or two…or more. Aaref Hilaly, Partner at Sequoia Capital, knows the gut-wrenching feeling of missing quarters, sometimes even horribly. That being said, he’s been able to come out of it on top and built amazing companies. And at Sequoia Capital, he works with a lot of SaaS companies who’ve gone through the same. Aaref discusses best practices for managing your board of directors and how to be proactive in communicating when things go wrong. For starters, don’t manage your board (even though that’s in the title of this talk), engage with them. The board meeting is there for you, the entrepreneur, not the investors. And contrary to what we often talk about at SaaStr, always focus on product over metrics. Remember, the important thing isn’t the fact that
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Secrets to Closing Your First 6 Figure Deal (Video + Transcript)

Your company has found success with SMBs making up your customer base. The processes are in place and you’re comfortable maintaining relationships with them. But moving to large enterprises is a whole different ball game. How should you think about their sales cycles and cultivating those relationships to ensure these enterprise customers stay with you for many years down the road? For many founders and CEOs, it starts with the emotional decision and willingness to just go for it, even though the company’s infrastructure and processes may not be 100% “ready” yet. Should you tell your first enterprise customer that they are the biggest customer to date? How do you tread the murky waters of sales contracts? How should you think about pricing? And how do you determine if a prospect is the right first enterprise customer? And if you haven’t heard: SaaStr Annual will be back in 2018,
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Infrastructure for Non Devs: What CEOs Really Need to Know (Video + Transcript)

Your infrastructure choice is your destiny. It’s the single most determinative decision and will have profound implications across your go-to-market strategy and your organization. Buying SaaS requires a greater upfront investment, but it buys your team focus so they can work on what matters: your product. And in the long-term, you’ll be thankful for it. Adam Gross, SVP at Heroku (Salesforce), and Russell Smith, CTO at Rainforest, take the Hypertactical Stage to share five super important trends in infrastructure, like continuous delivery and how to take advantage of that. They also discuss why it’s important to embrace more heterogeneity into your architecture, microservices vs. a monolithic stack and more. And if you haven’t heard: SaaStr Annual will be back in 2018, bigger and better than ever! Join 10,000 fellow founders, investors and execs for 3 days of unparalleled networking and epic learnings from SaaS legends like Jon MillerDavid
Continue reading "Infrastructure for Non Devs: What CEOs Really Need to Know (Video + Transcript)"

Infrastructure for Non Devs: What CEOs Really Need to Know (Video + Transcript)

Your infrastructure choice is your destiny. It’s the single most determinative decision and will have profound implications across your go-to-market strategy and your organization. Buying SaaS requires a greater upfront investment, but it buys your team focus so they can work on what matters: your product. And in the long-term, you’ll be thankful for it. Adam Gross, SVP at Heroku (Salesforce), and Russell Smith, CTO at Rainforest, take the Hypertactical Stage to share five super important trends in infrastructure, like continuous delivery and how to take advantage of that. They also discuss why it’s important to embrace more heterogeneity into your architecture, microservices vs. a monolithic stack and more. And if you haven’t heard: SaaStr Annual will be back in 2018, bigger and better than ever! Join 10,000 fellow founders, investors and execs for 3 days of unparalleled networking and epic learnings from SaaS legends like Jon MillerDavid
Continue reading "Infrastructure for Non Devs: What CEOs Really Need to Know (Video + Transcript)"