Zendesk just hired three former Microsoft, Salesforce and Adobe execs


This post is by Ron Miller from SaaS – TechCrunch


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Today, Zendesk announced it has hired three new executives — Elisabeth Zornes, former general manager of global support for Microsoft Office, as Zendesk’s first chief customer officer; former Adobe executive Colleen Berube as chief information officer and former Salesforce executive Shawna Wolverton as senior vice president, product.

The company emphasized that the hirings were about expanding the executive suite and bringing in top people to help the company grow and move into larger enterprise organizations.

From left to right: Shawna Wolverton, Colleen Berube and Elizabeth Zornes

Zornes comes to Zendesk with 20 years of experience at Microsoft working in a variety of roles around Microsoft Office. She says that what attracted her to Zendesk was its focus on the customer. “When I look at businesses today, no matter what size, what type or what geography, they can agree on one thing: customer experience is the rocket fuel to drive success. Continue reading "Zendesk just hired three former Microsoft, Salesforce and Adobe execs"

6 Things To Look for When Reviewing New Account Exec Resumes


This post is by Jason Lemkin from SaaStr


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Here’s what I look for to try to get a sense if they’ll perform:

  • Do they call out top performance with metricsThe best reps are often quite precise. E.g., hit 152% of Quota last year, 143% year before, etc. Maybe they are exaggerating, that’s besides the point. The question is, do they love to win and have a history of it? Metrics are a good indicator here.
  • Have they sold at your core price point? This may be a little work, but look at where they worked and see if it’s a fit for your price point. If not, maybe move on.
  • Are their LinkedIn recommendations solid? Yes, of course these can be gamed a bit. But I don’t mind that. That’s part of sales. Most top reps and top leaders have 3+ glowing LinkedIn recs. I just want to see them there. Tablestakes.

SaaStr Podcast #210: Bridget Gleason, VP of Sales @ Logz.io On Why The Best Sales Reps Are Not Outgoing and Extroverted


This post is by Harry Stebbings from SaaStr


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Welcome to Episode 210! Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. To date, Logz have raised over $45m in funding from the likes of Openview, 83North and Vintage just to name a few. As for Bridget, she has the most incredible track record. Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. Prior to SumoLogic, Bridget was VP of Sales @ YesWare where she increased MRR per rep by 450%. Finally before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over course of 3+ year tenure, in 3 key leadership roles. In Today’s Episode We Discuss:

SaaStr Podcast #209: Amanda Kleha, Chief Customer Officer @ Figma Discusses How To Ensure Successful Cross-Functional Communication


This post is by Harry Stebbings from SaaStr


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Welcome to Episode 209! Amanda Kleha is the Chief Customer Officer @ Figma, the startup that allows you to turn ideas into products faster through design, prototyping and feedback gathering, all in one place. To date, Figma have raised over $42m in VC funding from some of the best in the business including Index Ventures, Kleiner Perkins, Greylock Partners and former guests on 20VC, Daniel Gross and Adam Nash. Prior to Figma, Amanda held numerous roles at Zendesk including SVP of Marketing and Sales Strategy. Amanda joined Zendesk as the first marketing hire and over the next 7 years Zendesk grew to over 2,000 employees. Before Zendesk, Amanda worked on the marketing team for Google’s Enterprise SaaS businesses. If that was not enough Amanda is also an advisor at Airtable and Smartling. In Today’s Episode We Discuss:

SaaStr Podcast #208: SendGrid Board Member Anne Raimondi on Why We Have To See Innovation In SaaS Pricing


This post is by Harry Stebbings from SaaStr


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Welcome to Episode 208! Anne Raimondi has more than 20 years experience driving growth at startups and building them into nationally recognized brands. She has served as a leader and executive for technology innovators including Zendesk, Survey Monkey, Blue Nile, and eBay. Anne is also a Lecturer in Management at Stanford Graduate School of Business, teaching two popular courses, “Startup Garage” and “POWer: Building the Entrepreneurial Mindset.” She currently serves on the board of directors for SendGrid (NYSE: SEND) and MyHealthTeams. If that was not enough, Anne is also an active angel investor with an incredible portfolio including the likes of Canva, ipsy, and Minted just to name a few. In Today’s Episode We Discuss:

The Risky Business of Raising Series B with Adara Ventures and UserZoom (Video + Transcript)


This post is by Faith Storey from SaaStr


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Raising Series B is no easy feat for any startup. Liz Fleming at Adara Ventures talks about the current state of Series B and interviews CEO at UserZoom, Alfonso de la Nuez, on his journey. UserZoom bootstrapped to 12M ARR and later raised a $34M round in 2015. Hear his story and some lessons he has learned along the way. Also, if you didn’t attend SaaStr Europa, we’re doing it bigger and better in June 2019.  Grab your tickets! 🙂 Transcript Liz Fleming – Principal at Adara Ventures
Alfonso de la Nuez – Co-Founder & CEO at UserZoom Liz Fleming: So we’re going to talk about the hardest round to raise the risky business of a Series B. And so this is actually how difficult it is to raise a Series B this is data particularly looking at Europe. So less than 10 percent of deals done in Europe Continue reading "The Risky Business of Raising Series B with Adara Ventures and UserZoom (Video + Transcript)"

The Journey to the Billion Dollar Exit with ServiceMax and Emergence Capital (Video + Transcript)


This post is by Faith Storey from SaaStr


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Hear how Dave Yarnold, CEO of ServiceMax, in partnership with Jason Green, General Partner and Founder at Emergence Capital, navigated the challenges that every CEO faces when building a billion dollar business. Also, don’t miss out on SaaStr Annual happening in less than one month!.   FULL TRANSCRIPT BELOW Dave Yarnold–  CEO of ServiceMax Jason Green – General Partner and Founder at Emergence Capital Jason Green: Hi. Dave Yarnold: Wow. Jason Green: This is … I feel like I have my own talk show. This is awesome. Dave Yarnold: This looks like one of your Emergence portfolio events, all these SaaS people here. Jason Green: This is my crowd. Hi everybody. I’m Jason Green, founding partner of Emergence Capital. We were early into the SaaS space, and got very lucky and fortunate to back some incredible founders and entrepreneurs, Dave being one of them. Originally at Success Factors Continue reading "The Journey to the Billion Dollar Exit with ServiceMax and Emergence Capital (Video + Transcript)"

Why Culture is a Key Criterion for Raising Capital and Driving Growth with Idinvest partners (Video + Transcript)


This post is by Faith Storey from SaaStr


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What are you doing to build and maintain the culture in your startup? Or has culture been put on the backburner as you have scaled? Well, it’s time to put culture at the forefront of your startup if you are looking for more funding in 2019. Jonathan Userovici, VC at Idinvest Partners, talks about culture being a key criterion for raising capital. He uses the 5 Ps when it comes to culture.
  1. Priority – Shift your priority to be on culture from day 1
  2. Pen – Grab a pen and write it clearly. Hubspot is a great example.
  3. Proclaim – Implement your culture in every element of your business (recruiting, onboarding, etc.)
  4. People analytics – While not available in the past, it is available in many SaaS products today. Jonathan recommends using people analytics tools so you can know if your culture is starting to break from employee feedback.
  5. Continue reading "Why Culture is a Key Criterion for Raising Capital and Driving Growth with Idinvest partners (Video + Transcript)"

Fireside Chat: Jyoti Bansal of harness.io & Dev Ittycheria of MongoDB (Video + Transcript)


This post is by Faith Storey from SaaStr


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Jyoti Bansal, Founder and CEO of harness.io and Dev Ittycheria, President and CEO of MongoDB held a fireside chat at SaaStr Annual. They talk about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. A great listen for those who are in the early days. Also, don’t miss out on SaaStr Annual happening in less than one month!.   FULL TRANSCRIPT BELOW Jyoti Bansal – Founder and CEO of harness.io Dev Ittycheria – President and CEO of MongoDB. Jyoti Bansal: All right, let’s get started here. And I feel like a talk show host in this kind of set up. So I’ve known Dev for a long time, when I was the founder and CEO of AppDynamics, Dev was in our board and I worked with them long time. I still remember the very first time I met Dev back Continue reading "Fireside Chat: Jyoti Bansal of harness.io & Dev Ittycheria of MongoDB (Video + Transcript)"

SaaStr Podcast #206: Ryan Barretto, SVP of Global Sales at Sprout Social With 4 Core Considerations Startup Founders Must Recognize When Pricing Their Product


This post is by Harry Stebbings from SaaStr


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Welcome to Episode 206! Ryan Barretto is the SVP of Global Sales at Sprout Social, a leading provider of social media engagement, advocacy and analytics solutions for business. To date they have raised over $111m in funding from the likes of NEA, Goldman Sachs, and their very recently announced $40m Series D led by Future Fund.  At Sprout Social Ryan oversees both the Sales and Customer Success organizations. Prior to Sprout, he was the VP of Global Sales at Pardot–a Salesforce company. At Pardot, Ryan’s team tripled revenue growth in two years, making Pardot one of Salesforce’s fastest growing businesses and during his 10 year tenure at Salesforce he saw the company grow from $180m to $7.5Bn. In Today’s Episode We Discuss: