SaaStr Podcast #174: Timo Rein, Founder & CEO @ Pipedrive Discusses How To Make It Big In The US As A Non-US SaaS Startup

  Welcome to Episode 174! Timo Rein is the Founder & CEO of Pipedrive, the startup that helps sales people focus on actions that close deals. To date, Timo has raised over $30m from the likes of Atomico, Bessemer Venture Partners, TransferWise Founder Taavet Hinrikus, and Andy MCloughlin, and has scaled the team to over 330 people across multiple continents. Prior to founding Pipedrive, Timo was a Partner at Vain & Partners acting in a consultancy role on how to get the best ROI from your sales process and before that was himself a door-to-door salesman with SouthWestern Company selling high-ACV products. In Today’s Episode You Will Learn:

SaaStr Podcast #168: Ryan Williams, Founder @ SalesCollider Shares Why 70% of Startup’s VPs of Sales Fail

Ryan Williams is the Founder of SalesCollider, the organization that helps technical founders jumpstart sales. Ryan got his start as the first sales manager at Adroll where he grew the team from 3 to 32 reps in just 8 months, a team that was responsible for ARR growing from $4m to $58m in under 2 years. Ryan then became an advisor to the early team at InVision where he coached both CEO and sales reps to close the first dozen enterprise deals. Then his last stop before founding SalesCollider was as VP of Sales at LeadGenius where he grew enterprise sales by over 400% and added clients such as Ebay, IBM, and Google, just to name a few. Ryan is also an Entrepreneur in Residence @ 500 Startups and a Mentor with First Round Capital. In Today’s Episode You Will Learn:

SaaStr Podcast #167: PJ Bouten, Founder & CEO @ Showpad On The Biggest Challenges In Scaling From $1-10m in ARR

Welcome to Episode 167! Pieterjan (PJ) Bouten is the Founder & CEO of Showpad, the world’s leading sales enablement platform that allows for the creation of amazing buyer experiences. To date they have raised over $89m in VC funding from the likes of Insight Venture Partners, Dawn Capital, and Hummingbird. As for PJ, Showpad is the second company he has founded. In 2010, he co-founded the mobile development agency, In The Pocket, and still serves on its board. Prior to In The Pocket, Pieterjan held senior roles at Netlog and Accenture. In Today’s Episode You Will Learn:

SaaStr Podcast #157: Ross Mason, Founder & VP of Product Strategy @ Mulesoft on Why Startups Can No Longer Own The Entire Customer Lifecycle

Welcome to Episode 157! Ross Mason is the Founder & VP of Product Strategy of Mulesoft, one of the world’s leading software platforms making it easy to connect the world’s applications, data, and devices. Following over $250m in VC funding from the likes of Lightspeed, Salesforce Ventures, Sapphire Ventures, and NEA, Mulesoft then went public in March 2017, popping as much as 45% on it’s first day of trading. Prior to MuleSoft, Ross was CEO of SymphonySoft, an EU-based company providing services and support for large-scale integration projects. Previously, Ross was Lead Architect for RaboBank and played a key role in developing one of the first large-scale ESB implementations in 2002. In Today’s Episode You Will Learn:

How to Cope With Long Sales Cycles

Few things will frustrate you more in the early days than long sales cycles on bigger deals.  A great logo will come in … but they’ll talk about maybe deploying at the end of the year.  Maybe.  You’ll feel like you just don’t have the time for a 6, 9 or even 12 month sales cycle when you’re struggling just to put the first few points on the board.  You’ll feel like any customer you can’t close this month, or at least this quarter, is tantamount to a forever. My #1 bit of advice?  Get past it — fast.  You have to think about Going Long even in the very earliest days.  Even when if you’re honest, you’re not even sure you’ll make it another quarter.  Because longer sales cycles are just part-and-parcel of larger checks.  And for most of us,
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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:

SaaStr Podcast #148: Rajeev Batra, Partner @ Mayfield On Why Startups Die of Indigestion Not Starvation

Rajeev Batra is a Partner at Mayfield, a firm that has championed bold entrepreneurs since 1969. Rajeev’s investments at Mayfield include the likes of Crunchbase, SmartRecruiters, Marketo (IPO then taken private by Vista Equity), ServiceMax (acquired by GE Digital), and more incredible companies. Prior to Mayfield, Rajeev was at Mobius (Softbank) Venture Capital and Austin Ventures. Before making the move into VC, Rajeev was on the operational side as an entrepreneur and executive with three of the companies he worked with going public and later being acquired, including the very notable Siebel Systems. In Today’s Episode You Will Learn:

You Know What’s Even Better Than MRR? POGR. Plain Old GAAP Revenue.

There’s a trend that’s accelerated in the past year or so with companies I meet with, advise, track, mentor, have invested in, etc. The trend is that I have no idea what their revenues are ?  What I mean by that is that in an effort to present all different types of revenue as “recurring”, the whole meaning of MRR has been corrupted.  On the one hand, I’ve seen many startups start to include non-recurring revenue in “MRR”.  Hmmm.  Which of course you can’t, since the the second R means Recurring.  On the other hand, I’ve seen companies not give themselves enough credit for all their revenue streams.  And really worst of all, I’ve seen so many startup craft new metrics I simply can’t understand.  XYMRR.  This-AND-ThatMRR. There’s nothing wrong with any of this, as long as you do one key thing:
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SaaStr Podcast #147: Shan Sinha, Founder & CEO @ Highfive On Why Payback Period Is The Critical Metric

Shan Sinha is the Founder & CEO of Highfive, the startup that quite simply makes insanely simple video conferencing. They have raised over $45m in funding from some of the best in the business, including a16z, Lightspeed General Catalyst, and Founder Collective, and then individuals including Aaron Levie, Drew Houston, and Marc Benioff. Prior to Highfive, Shan was the Group Product Manager for Google Apps for Enterprise, which he joined following Google’s 2010 acquisition of his prior company, DocVerse, which later became part of Google Drive. In Today’s Episode You Will Learn: