SaaStr Podcast #173: Jason Lemkin, Founder @ SaaStr on What To Look For In Your First Sales Reps

Welcome to Episode 173! Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS event, with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the likes of Algolia, TalkDesk, MixMax, RainforestQA, and many more incredible companies. In Today’s Episode You Will Learn:
  • 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?

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5 Traits to Look For When Hiring An Early Marketing Team For Your Startup

hiring-a startup-marketing-team As the CRO at SaaStr, I am doing a lot of hiring these days! A lot. And that means spending countless hours skimming through resumes, taking phone screens, and meeting candidates in person. Quick shameless plug–seriously, I am hiring for a lot of people, so if interested in working at SaaStr–check out our open jobs here. Typically, when I go on a hiring spree, I spend at least 20% of my time screening and interviewing candidates–(if not more time TBH). Because the longer a position goes unfilled the more difficult it becomes to fill, and the more difficult my life becomes because I am trying to do all of these jobs myself. And if I am doing everyone else’s job, it is incredibly difficult to do my own job. Since I do a lot of hiring, I am constantly re-inventing the list of attributes I look for in a new Continue reading "5 Traits to Look For When Hiring An Early Marketing Team For Your Startup"

SaaStr Podcast #166: Clate Mask, Founder & CEO @ InfusionSoft On Why SaaS Startups Do Not Have To Scale To Enterprise

Clate Mask is the CEO of Infusionsoft, the leading cloud-based CRM platform for growth-minded small businesses, with more than 145,000 users worldwide. Under Clate’s leadership, InfusionSoft has grown from a fledgling startup housed in a worn-down strip mall into a 550 person company, raising over $130m in VC funding in the process. If that was not enough, Clate is also an angel investor with the likes of CampusLogic, where he also sits on the board, and is co-author of Conquer the Chaos: How to Grow a Successful Small Business Without Going Crazy.   In Today’s Episode You Will Learn:

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)"

SaaStr Podcast #155: Des Traynor, Co-Founder, Chief Strategy Officer & VP of Marketing at Intercom on Why There Is An Inverse Correlation Between Quality & Market Size

Des Traynor is the Co-Founder, Chief Strategy Officer and VP of Marketing at Intercom, one of the world’s hottest startups that, simply put, makes communicating with customers easy and efficient. They have raised over $115m in funding from some of the world’s leading investors including Social Capital, Index Ventures, Bessemer Venture Partners, and then titans of industry with Mark Zuckerberg, Jack Dorsey, and the Collison brothers at Stripe. Prior to Intercom, Des previously co-founded Exceptional (now a part of Rackspace), and prior was a UX designer for web applications. In Today’s Episode You Will Learn:

SaaStr Podcast #155: Des Traynor, Co-Founder, Chief Strategy Officer & VP of Marketing at Intercom on Why There Is An Inverse Correlation Between Quality & Market Size

Des Traynor is the Co-Founder, Chief Strategy Officer and VP of Marketing at Intercom, one of the world’s hottest startups that, simply put, makes communicating with customers easy and efficient. They have raised over $115m in funding from some of the world’s leading investors including Social Capital, Index Ventures, Bessemer Venture Partners, and then titans of industry with Mark Zuckerberg, Jack Dorsey, and the Collison brothers at Stripe. Prior to Intercom, Des previously co-founded Exceptional (now a part of Rackspace), and prior was a UX designer for web applications. In Today’s Episode You Will Learn:

7 Thoughts on Building Your First Partner Program

Salesforce announced this past quarter that its partners were the #1 source of its new bookings. Wow.

What that exactly means, and how it’s defined is unclear, but the point stands.

Partners are a key part of getting to $100m for most of us, maybe even almost all of us.  But they rarely get us to the first $1m … usually you are too small or nascent for anyone to really want to partner with you.  I’ve seen some companies like Talkdesk get to their first $1m leveraging partnerships, but even there it still takes time.  In any event, partnerships almost always work.  But our expectations of how quickly they deliver, and how they deliver, are almost always not met ?

A few things to think about:

7 Thoughts on Building Your First Partner Program

Salesforce announced this past quarter that its partners were the #1 source of its new bookings. Wow.

What that exactly means, and how it’s defined is unclear, but the point stands.

Partners are a key part of getting to $100m for most of us, maybe even almost all of us.  But they rarely get us to the first $1m … usually you are too small or nascent for anyone to really want to partner with you.  I’ve seen some companies like Talkdesk get to their first $1m leveraging partnerships, but even there it still takes time.  In any event, partnerships almost always work.  But our expectations of how quickly they deliver, and how they deliver, are almost always not met ?

A few things to think about:

SEM for SaaS: The Good, The Bad, The Ugly (Video + Transcript)

SEM, or Search Engine Marketing, is important for many SaaS companies to attract leads and grow their business. How can companies properly execute their SEM strategy to maximize ROI? What should you do and what should you avoid? Loretta Jones, VP of Marketing at Delighted, and David Rodnitzky, CEO at 3Q Digital take the Deep Dive stage to discuss which companies don’t need SEM, the importance of testing ad copy, which metrics you should be looking at, and the difference in SEM for SMBs and enterprise companies. 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 Eric YuanTomasz TunguzChris O’Neill, and Mikkel Svane. If you don’t have tickets, lock in Early Bird pricing today and bring your
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