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:

A Deep Dive on Pricing with DataStax, CircleCi, and Fastly @ Heavybit

The other day our great friends at Heavybit invited me to moderate a pricing session at their terrific Pricing Strategy conference. It was a very honest discussion on the learnings of how to get discounting to work, how to roll out additional products, how to align a sales team on the company’s goal, and much more.  DataStax, CircleCi and Fastly are all pretty impressive companies in eight figures of ARR we can all learn a lot from their founders/CEOs. It’s a good one and definitely worth a watch, click below! [p.s. yes i know it was a manel.  there are some other great, and more diverse sessions, to check out as well.  click below for more!] The post A Deep Dive on Pricing with DataStax, CircleCi, and Fastly @ Heavybit appeared first on SaaStr.

10 Ways to Get 110% Out of Your Dev Engineering Teams (Video + Transcript)

In this session, Sean Wester, VP Product Marketing at Salesloft, moderates an in-depth discussion with Rob Forman, Co-founder at Salesloft, and David Cancel, CEO at Drift, about how you can get the absolute most out of your engineering team. As the leader of your team, it all starts with your “why,” which will motivate you and guide all your actions. The panel delves into the push vs. pull approach, what culture really means (hint: it’s not free food and ping pong tables), how autonomy and accountability should go hand in hand, and surprisingly, whether or not setting dates on projects is actually beneficial or not. 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 Jon MillerDavid SteinbergJennifer Tejada
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Lucid Software: How 10 Million Freemium Users Built Our Enterprise Sales (Video + Transcript)

How do you successfully transition from a freemium model to serving enterprise clients? For Karl Sun, CEO of Lucid Chart, and Dan Cook, VP Sales of Lucid Chart, they had to build an extremely successful freemium business (with 10 million users!) first as it provided the foundation for the shift to selling to the enterprise. Karl and Dan discuss why they chose a freemium model, how they got to 10 million users, and the different evolutions the company experienced as they moved into enterprise sales. The first evolution was migrating from support to sales. The second was evolving from a digital marketing focus to one that was demand or lead gen. The third was an evolution from end user support to a customer success organization. The fourth was going from an end user product focus to an enterprise product focus. If you want to know more about Lucid Chart’s Continue reading "Lucid Software: How 10 Million Freemium Users Built Our Enterprise Sales (Video + Transcript)"

SaaStr Podcast #154: Greg Sands, Founder & Managing Partner @ Costanoa Ventures on Why Every First Hire In A Function Must Be A Swiss Army Knife

Greg Sands is the Founder & Managing Partner @ Costanoa Ventures, one of the leading early stage enterprise funds on the West Coast, with their latest $175m fund raised earlier this year. At Costanoa, Greg has made investments in the likes of Intacct (acquired by Sage for $800m), Quizlet, DemandBase, and previous guest, Grovo, just to name a few. Prior to founding Costanoa, Greg was a Managing Director at Sutter Hill, where he was an early investor in the likes of Feedburner, AllBusiness, and Return Path. Before Sutter Hill, Greg was on the other side of the table as the first hire at Netscape after its founding engineering team. As Netscape’s 1st Product Manager, Greg wrote the initial business plan, coined the name Netscape, and created the SuiteSpot Business Unit, which he grew from zero to $150m in revenue. He also served as Manager of Business Development at Cisco where
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Nutanix: Going from 0 to $4B (Video + Transcript)

Arif Janmohamed, Partner at Lightspeed Venture Partners, is joined by Sudheesh Nair, President at Nutanix, on the Strategy Stage to talk about the incredible journey of going from $0 to $4 billion in such a short amount of time. From starting out as a few lines of code written at a Starbucks to becoming the fastest growing public enterprise cloud company of the last couple of decades, there’s so much to learn from Nutanix’s growth. Sudheesh talks about growing and shifting from one gear the next, selling to “misfits” and why they’re beneficial at in the early stages, the best way to support salespeople and how they bring an Amazon-like experience inside the data center. 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
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How To: NPS 75 With 40K Customers (Video + Transcript)

NPS, or Net Promoter Score, for SaaS businesses is an important metric to measure how satisfied your customers are and one indicator of the health of the relationships you have with them. That being said, it shouldn’t actually be a metric to manage your business to, according to Lexi Reese, CXO of Gusto. Lexi joins Joshua Reeves, CEO of Gusto, on the Tactical stage where they both discuss how you should actually think about NPS and what it takes to run a truly customer-driven organization. You need to think about which customers your business is designed for and who it’s bad for. What kind of talent should you try to attract? How do you decide where to make hard tradeoffs? There are many things to think about when it comes to making your customers successful and happy, but it all starts with an inherent desire to serve, something that cannot
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SaaStr Podcast #153: Spenser Skates, Founder/CEO @ Amplitude Discusses How To Build and Scale Sales Teams As A Technical Founder

Spenser Skates is the Founder & CEO of Amplitude, the only analytics solution built for modern product teams that helps you understand user behavior and ship the right solutions fast. They have raised over 55m in VC funding from many friends of SaaStr and 20VC, including Eric Vishria @ Benchmark, Neeraj Agrawal @ Battery Ventures, the teams at IVP, Data Collective, Box Group, and SV Angel, just to name a few of their incredible investors. Prior to Amplitude, Spenser founded Sonalight, an app that allowed users to text while they drive, backed by the likes of Y Combinator. In Today’s Episode You Will Learn:

Top 5 Things That Change at $50m ARR (Video + Transcript)

You’ve done it; you’ve reached $50 million in ARR. When you’re at 0 working towards your first million, that number almost feels like an impossible milestone to reach. But when you get there, perspectives and realities change once again. Now you’re trying to hit $60 million and eventually $100 million. In this panel, Tien Tzuo, Founder & CEO of Zuora; Aaron Skonnard, CEO at Pluralsight; Nitsa Zuppas, CMO at Veeva Systems; and Scott Dorsey, Managing Partner at High Alpha, discuss the big changes that companies face as the hit that $50 million mark and how to navigate them. They talk about the importance of having people on your team who have gone past your current phase to help you scale. Not only that, but pricing isn’t really about cost, it should be determined by the value you can communicate to your customers. The bigger you get, the harder it is Continue reading "Top 5 Things That Change at $50m ARR (Video + Transcript)"