SaaStr Podcast #226: Survey Monkey CMO Leela Srinivasan on 7 Tips For Using Customer Feedback To Build Rabid Fans and Make More Money


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Leela Srinivasan is the CMO of SurveyMonkey. Join her as she takes you through her seven tips for using customer feedback and building rabid fans. Consistently ramping your ARR is a whole lot harder if your customers don’t stick around. In an age where earning customer loyalty and trust is harder than ever, the road to lifetime value is paved with customer feedback.  This is SaaStr’s Founder’s Favorites Series. Every Thursday we share one of SaaStr Annual’s best of the best sessions that you might have missed. After all, you should be able to be where the cloud meets from wherever you may be listening. Stay tuned for our next Founder’s Favorites episode: April 25. This podcast is an excerpt of Leela’s session at SaaStr Annual 2019. Leela Srivinasan has had a long history in tech. She started off in Sales as an AE and sales manager. Leela started
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SaaStr Podcast #225: Stephen Burton, VP of Smarketing at Harness Discusses How To Create True Alignment Between Marketing and Sales


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Stephen Burton is VP of Smarketing at Harness, the industry’s first continuous delivery as a service platform. To date, Harness has raised $20m in funding from the wonderful Matt Murphy @ Menlo Ventures and BIG Labs. Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Before Glassdoor, Stephen was VP of Product Marketing at AppDynamics where he helped grow B2B revenue from $0 to $100m in a staggering 3 year period, resulting in their $3.9Bn acquisition by Cisco. In Today’s Episode We Discuss:

10 Tough Lessons We Learned Building a Prenicorn Outside of Silicon Valley from Pendo.io (Video + Transcript)


This post is by Faith Storey from SaaStr


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Building a hyper-growth company is hard anywhere, but building one outside the Bay Area comes with its own unique challenges. Learn how Pendo built a product, team, and culture in its Raleigh hometown that could scale coast-to-coast and continent-to-continent. Want to see more content like this session? Join us for SaaStr Annual 2020. FULL TRANSCRIPT BELOW Todd Olson – CEO @ Pendo.io Good afternoon. Welcome. It’s great to be here with all of you. Pendo, my company is headquartered Raleigh, North Carolina. Thank you. Thank you. Can I see a show of hands for those of you that have headquarters outside of the Bay Area, a secondary market? Okay, not surprised. A lot of you. Look, starting companies is really, really hard. Starting companies outside the Bay area is even harder. One, I love the fact that everyone’s trying. That’s really, really positive, but access to capital, access to
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5 Things You Need to Do to Create a Category with Gainsight (Video + Transcript)


This post is by Faith Storey from SaaStr


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Building a company is hard enough, but what if there’s no clear market to launch into? That’s the situation Gainsight CEO Nick Mehta and CMO Anthony Kennada found themselves in when they joined the company that would become Gainsight in 2013. There was no playbook for category creation, so they built their own—and catapulted Gainsight into one of the fastest growing private companies in the world.
Join Nick and Anthony for an open and honest look into their playbook to building the Customer Success category: the needle movers, the mistakes, and everything in between. Want to see more content like this session? Join us for SaaStr Annual 2020. FULL TRANSCRIPT BELOW Nick Mehta – CEO @ Gainsight Anthony Kennada – CMO @ Gainsight Nick Mehta: Hi, I’m Nick. Anthony Kennada: Hi, I’m Anthony. Nick Mehta: And we’re here to talk to you about how category creation isn’t something Continue reading "5 Things You Need to Do to Create a Category with Gainsight (Video + Transcript)"

From Freemium to Explosive Growth in a Crowded Market – 8 Years of Learnings with Zoom (Video + Transcript)


This post is by Faith Storey from SaaStr


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Join Zoom Founder and CEO Eric Yuan and SaaStr COO Mallun Yen as they delve into the secrets of Zoom’s success. Eric talks about the early days of Zoom – how he secured his first investors, employees, and major customers – as well as how Zoom maintains a happiness-oriented culture while achieving skyrocketing growth. Zoom has filed to go public and plans to list on the Nasdaq under ticker symbol $ZM. Quick recap:
  • Keep your pricing simple
  • Have your user conference around $10M ARR or earlier
  • Take advantage of your VCs connections
  • Being an engineer can give you the upper hand as a CEO because you understand the product
Want to see more content like this session? Join us for SaaStr Annual 2020. FULL TRANSCRIPT BELOW Eric Yuan – CEO & Founder @ Zoom Mallun Yen – COO @ SaaStr Eric Yuan: Overall, we want to be very open. Flexible
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SaaStr Podcast #223: Intercom COO Karen Peacock on Scaling from $1MM to $500MM ARR: 5 Strategies to Drive Your Next Wave of Growth with Intercom


This post is by Deborah Findling from SaaStr


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Karen Peacock is COO of Intercom, one of the fastest growing SaaS businesses of all time. She has led businesses of all sizes through massive growth.  Listen to her top 5 lessons learned building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and hiring to drive breakthrough customer experiences and business growth.  This is SaaStr’s Founder’s Favorites Series. Every Thursday we share one of SaaStr Annual’s best of the best sessions that you might have missed. After all, you should be able to be where the cloud meets from wherever you may be listening. Stay tuned for our next Founder’s Favorites episode: April 11. This podcast is an excerpt of Karen’s session at SaaStr Annual 2019. Missed the session? Here’s what Karen talks about:

Beyond Logos, Fonts, and Colors: The Importance of Building an Impactful Brand


This post is by Amanda Nielsen from Openview Labs


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When you think of a brand, what do you think of? Maybe you think of the bright, golden arches of McDonald’s. The Nike swoosh. The sleek, minimalist designs that make up the Apple brand. Whatever you thought of, it probably involved simple, easily-recognizable visuals. There’s a common misconception that branding is composed of only logos, fonts and colors. Although those ascetic components are important, the anatomy of a successful brand goes much deeper. In the B2B industry especially, many marketers have forgotten about branding in an effort to become more data-driven. Marketing strategies are guided primarily by things that are tangible, measurable and easy to understand. Plus, the industry, full of need-based products and services like manufacturing and medical technology, isn’t exactly glamorous — and figuring out how to build an impactful brand around these kinds of things can be tricky. As a result, many of today’s B2B brands
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Want Leads? We Got ‘Em


This post is by Jason Lemkin from SaaStr


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If you sell to B2B companies in particular and want leads — we got ’em. SaaStrEuropa is coming up FAST on 12-13 June.  We’ll have 2,500 founders and execs right in the Left Bank of Paris. SaaStrAnnual is in March of 2020 at San Jose Convetion Center again and will be monster.  30% of the booths are GONE from renewals so pick now.  Pick by March and get the renewal rate (2018) instead of the 2019 rate and the best location.  Reserve now and get a prime location right next to the Cantina in SaaStropolis — the center of the entire monster event! SaaStrScale.com is NEW in September 2019 in SF for 1000+ alums only.  It’s a new and amazing way to access CEOs in particular as $3m-$100m phase.  It’s only for alums of previous events, and only sponsors of previous events Continue reading "Want Leads? We Got ‘Em"

Scaling Revenue via Indirect Channels and Platform Ecosystems with Stripe, Box and Slack (Video + Transcript)


This post is by Faith Storey from SaaStr


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Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. They talk about how to get started building your ecosystem, measuring the value of that ecosystem and trapdoors to avoid when building your platform. Want to see more content like this session? Join us for SaaStr Annual 2020. FULL TRANSCRIPT BELOW Vicki Lin –  Head of Ecosystem @ Stripe Niall Wall – SVP of BD, Channels & Emerging Businesses @ Box Ceci Stallsmith – Director of Platform Marketing @ Slack Ceci Stallsmith: Hello everyone. How’s SaaStr going? All right, that was quiet. Well we wanted this to be a really intimate and interactive session, so in order for us to do that we wanted to poll the audience. We can’t really see you very well, so
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A Step by Step Guide to Revenue Growth with Mark Roberge (Video + Transcript)


This post is by Faith Storey from SaaStr


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Mark Roberge is a senior lecturer at Harvard Business School and the former CRO at Hubspot. His session was our highest-rated session at SaaStr Annual 2019 and you’re about to see why. He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Regardless of what stage you are in, he provides a framework to systematically approach this stage and what you should focus on to get to scale faster. Here’s a quick overview of what to focus on during each stage: Want to see more content like this session? Join us for SaaStr Annual 2020. FULL TRANSCRIPT BELOW Mark Roberge–  Senior Lecturer at Harvard Business School; Former CRO at Hubspot SaaStr, good morning. What are you doing up so early? Alright, we’ve got a fun journey
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