SaaStr Podcast #147: Shan Sinha, Founder & CEO @ Highfive On Why Payback Period Is The Critical Metric

Shan Sinha is the Founder & CEO of Highfive, the startup that quite simply makes insanely simple video conferencing. They have raised over $45m in funding from some of the best in the business, including a16z, Lightspeed General Catalyst, and Founder Collective, and then individuals including Aaron Levie, Drew Houston, and Marc Benioff. Prior to Highfive, Shan was the Group Product Manager for Google Apps for Enterprise, which he joined following Google’s 2010 acquisition of his prior company, DocVerse, which later became part of Google Drive. In Today’s Episode You Will Learn:

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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SaaStr Podcast #136: Stacey Epstein, CEO @ Zinc Shares What CEOs Most Often Get Wrong About CMOs

  Welcome to Episode 136! Stacey Epstein is the CEO of Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing, including the likes of Jason Green at Emergence, CRV with George Zachary, and GE Ventures. Prior to Zinc, Stacey was CMO at Banjo. Before Banjo, Stacey was CMO at ServiceMax where she helped fuel 5 consecutive years of triple-digit growth. Finally, before ServiceMax, Stacey was the Vice President of Global Marketing Communications at SuccessFactors. During her tenure with SuccessFactors, Stacey pioneered the marketing function in 2005, and was instrumental in the company’s successful IPO in 2007, which led to a $3.4B acquisition by SAP in 2010. In Today’s Episode You Will Learn:

SaaStr Podcast #136: Stacey Epstein, CEO @ Zinc Shares What CEOs Most Often Get Wrong About CMOs

  Welcome to Episode 136! Stacey Epstein is the CEO of Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing, including the likes of Jason Green at Emergence, CRV with George Zachary, and GE Ventures. Prior to Zinc, Stacey was CMO at Banjo. Before Banjo, Stacey was CMO at ServiceMax where she helped fuel 5 consecutive years of triple-digit growth. Finally, before ServiceMax, Stacey was the Vice President of Global Marketing Communications at SuccessFactors. During her tenure with SuccessFactors, Stacey pioneered the marketing function in 2005, and was instrumental in the company’s successful IPO in 2007, which led to a $3.4B acquisition by SAP in 2010. In Today’s Episode You Will Learn:

Josh James, Domo/Omniture: DoubleUnicorns – How Things Are Different Now And Things That Never Change (Video + Transcript)

For many CEOs and founders, taking their company to unicorn status might seem like a pipe dream. Now try to imagine having two unicorn SaaS companies under your belt. As someone who has achieved just that, Josh James, CEO and Founder of Domo, can teach us some of the things he learned the second time around. One thing’s for sure, there’s a lot more pressure to be successful. He has a unique and quirky approach to many things. When recruiting, he likes to make potential hires really uncomfortable as a way to test them. The way he goes about building comp plans and incentives will make salespeople drool as well. He even talks about some fun ways, though they may only be short term solutions, to get focused on closing a lead or retaining a customer. Josh is in a unique position to shed some light on the mistakes and
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SaaStr Podcast #135: Auren Hoffman, Founder & CEO @ Safegraph on Why Raising Prices Is Not A Good Idea

Welcome to Episode 135! Auren Hoffman is the Founder & CEO of Safegraph, the startup that is unlocking the world’s most powerful data so that machines and humans can answer society’s toughest questions. They have backing from likes of Naval Ravikant and prior guests of the show including SignalFire, IDG Ventures, and David Rodnitzky, just to name a few. Prior to Safegraph, Auren has an astonishing 5 successful exits under his belt with one being, LiveRamp (sold to Acxiom for $310m in 2014). If that was not enough, Auren is also a prolific angel investor with a portfolio including the likes of ThumbTack, Rainforest QA, Brightroll, and Groupon. In Today’s Episode You Will Learn:

Michele Law (Castlight Health, OpenDNS) + Mark Roberge (HBS, Hubspot): Sales Mistakes that Can Kill Your SaaS Business How to Avoid Them (Video + Transcript)

Building a well-oiled sales machine in SaaS is no easy feat. Mark Roberge, Senior Lecturer at Harvard Business School and former CRO at Hubspot, and Michele Law, former CRO at Castlight Health and former COO at OpenDNS, take the stage to talk about the top four sales mistakes that could ruin your SaaS business. But what’s more important than understanding what these mistakes are? Knowing how to rectify them, or even better, avoiding them altogether. One of the mistakes that Mike and Michele made was growing too fast. We can all agree that growing too fast can potentially destroy a business, as ironic as it may be. It’s not just about hiring as many sales reps as possible so your revenue balloons uncontrollably, but understanding the stages going into growth, when and who to hire, and more. Check out the video and full transcript to learn more about the other
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