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

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

CSS Speaker Series 005: Sameer Dholakia/SendGrid + Ajay Agarwal/Bain Capital Ventures (Video + Transcript)

Our fifth event in the SaaStr CoSelling Speaker Series featured Sameer Dholakia, CEO of SendGrid, and Ajay Agarwal, Managing Director at Bain Capital Ventures. If you missed fun and informative hour (or just couldn’t take in all the great advice and need a replay), we’ve got you covered. By the way, did you know that CSS members get free access to Speaker Series events? That’s just one of the many benefits of working at the CoSelling Space. See more and apply here. Transcript Jason:  I think this is the fifth event we’ve done here, plus one in New York. I think what I’ve learned is the secret sauce to them is when the speakers know each other well. I think these guys know each other pretty well. Sameer and Ajay were kind enough to both speak at the SaaStr Annual 2016, and it was a pretty popular session. Ajay Continue reading "CSS Speaker Series 005: Sameer Dholakia/SendGrid + Ajay Agarwal/Bain Capital Ventures (Video + Transcript)"

5 Ways to Be a Great Manager: What I Learned at Box and BetterWorks

  For the last six years, Google has snagged the coveted number one spot on Fortune’s “Best Companies to Work For” list, but even with free food, gyms, laundry services and every other perk you can think of, the highest rated company in the world can’t seem to escape one problem: bad managers. One Glassdoor review for Google even says: “People are promoted into management positions not because they actually know how to lead/manage, but because there is no other path to grow into. So, there [are] horrible managers [but] no value system to actually do anything about that.” Google isn’t alone: 3 out of 4 employees say their manager is the worst and most stressful part of their job, and 65% say they’d take a new manager over a pay raise. A study from Gallup shows that companies fail to choose the candidate with the right talent
Continue reading "5 Ways to Be a Great Manager: What I Learned at Box and BetterWorks"

5 Ways to Be a Great Manager: What I Learned at Box and BetterWorks

  For the last six years, Google has snagged the coveted number one spot on Fortune’s “Best Companies to Work For” list, but even with free food, gyms, laundry services and every other perk you can think of, the highest rated company in the world can’t seem to escape one problem: bad managers. One Glassdoor review for Google even says: “People are promoted into management positions not because they actually know how to lead/manage, but because there is no other path to grow into. So, there [are] horrible managers [but] no value system to actually do anything about that.” Google isn’t alone: 3 out of 4 employees say their manager is the worst and most stressful part of their job, and 65% say they’d take a new manager over a pay raise. A study from Gallup shows that companies fail to choose the candidate with the right talent
Continue reading "5 Ways to Be a Great Manager: What I Learned at Box and BetterWorks"

SaaStr Podcast #131: Jens Nylander, Founder and CEO @ Automile Shares The Secret To Selling To SMBs

Welcome to Episode 131! Jens Nylander is the Founder and CEO of Automile, the startup that makes fleet and asset management much much easier. They have backing from some of the best in the business, including the Godfather of SaaS himself, Jason Lemkin, the wonderful team at Point Nine, Justin Kan and Dawn Capital in London. As for Jens, he really is a serial entrepreneur with past endeavors including creating Sweden’s largest music player and founding Jays, the manufacturer and developer of innovative headphones that went public and is listed on the NASDAQ.

In Today’s Episode You Will Learn:

* How did Jens make his way into the world of SaaS and come to found Automile?

* How does Jens look to build a repeatable scalable sales process with Automile? What are the core infrastructure requirements needed to make the process as automated as possible?

* How does Jens evaluate selling Continue reading "SaaStr Podcast #131: Jens Nylander, Founder and CEO @ Automile Shares The Secret To Selling To SMBs"