- Make a firm rule: No Excuses. This is probably the rookie error most first-time managers make, and many second and third-timers as well. Excuses actually work fairly well in Big Companies, because it’s often not exactly clear who is responsible for many things in large organizations. But the #1 reason a VP is hired in a start-up is Continue reading "7 Simple Tips to Being a (Much) Better First Time Manager"
- 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?
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:
- How Jon made his way into the world of CRM, having Continue reading "SaaStr Podcast #172: Jon Lee, Founder & CEO @ ProsperWorks on Why It Is Easier To Start In SMB and Work Your Way Up"
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:
- How a conversation in the hallway of a conference with a VC gave Kolton the confidence that he could leave the corporate world of Continue reading "SaaStr Podcast #169: Kolton Andrus, Founder & CEO @ Gremlin with the Secret to Ensure High Conversion on Trials"
- How Ryan made his way into the world Continue reading "SaaStr Podcast #168: Ryan Williams, Founder @ SalesCollider Shares Why 70% of Startup’s VPs of Sales Fail"
- How Clate made his way into the world of SaaS and came to found the leading CRM for small businesses.
Enterprise vs SMB: Why does Clate fundamentally believe that not everyone has to move to enterprise with time? Why do so many founders believe they need to? Why is Continue reading "SaaStr Podcast #166: Clate Mask, Founder & CEO @ InfusionSoft On Why SaaS Startups Do Not Have To Scale To Enterprise"
- How Harry made his way from being a PM at Google to convincing his co-founder Tom to leave his comfortable corporate job in Seattle to chase the startup dream in the valley.
Diverse Teams: There are a lot of all Continue reading "SaaStr Podcast #165: Harry Glaser, Founder & CEO @ Periscope Data Shares a Step By Step Guide To Building Truly Diverse Teams"
Silicon Valley / SF has gotten incredibly expensive. Rents, salaries, and perhaps most importantly, turnover. I’ve invested in 5 French start-ups. SF costs 2x Paris, fully burdened. It’s crazy.And sales teams have gotten particularly expensive, because they don’t quite scale the same way engineers do. You can pay great engineers a ton, eventually, because 1000s of folks can use the same software. But you really do need Y reps for every $X00K of new bookings. Sales gets more expensive as you add customers. Engineering generally goes the other way, if you are doing it right. Why have sales teams gotten so exepnsive in SF? It’s not just salaries and bonuses. Those actually haven’t grown 2x in the past 5 years. But the fully burdened cost probably has grown 2x, because:
- Effective Quota Attainment is falling. As the competition for reps Continue reading "Can You Scale Sales in the Bay Area? $30k ACV is Probably The Cut-Off"