Byron Deeter, Partner @ Bessemer Venture Partners: 10 Laws of Building a Unicorn (Video + Transcript)

In anticipation of the upcoming SaaStr Annual 2017, we’ll be releasing the full series of transcripts and videos from all the awesome 2016 sessions. As much as we all long for the days when the term unicorn only referred to magical, mythical creatures, you don’t want to miss this session from Byron Deeter, Partner at Bessemer Venture Partners. Having invested in over two dozen companies, a half dozen of which have already gone on to become unicorns, Byron shares his insights into the 10 laws of becoming a unicorn. Beyond the standard advice on hiring diverse teams and concentrating on what you’re truly amazing at, Byron dives deeper into building a product/service that can compete with other cloud companies (Byron says that a top tier $10 million ARR company should be growing 300% year over year) and cultivating it so that it surpasses that $1 billion mark. While it isn’t a walk in the park, it is
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Meagen Eisenberg, CMO at MongoDB: How the Hell Do You Get More Leads? (Video + Transcript)

In anticipation of the upcoming SaaStr Annual 2017, we’ll be releasing the full series of transcripts and videos from all the awesome 2016 sessions.   How the hell do you get more leads? It’s a multi-million dollar question. And despite all the fancy new tools marketers have at their disposal to measure and optimize, there is still never one clear-cut answer. Lucky for us one of the very best in the business, Meagen Eisenberg, CMO at MongoDB and former VP Demand Gen at DocuSign, shares her playbook for optimizing the funnel at every stage and converting leads into real, paying customers. Some of the biggest takeaways from her talk include how marketing can provide support to sales to attract new customers, the importance of optimizing your web properties to reach more people, and the many ways in which you can generate leads on a tight budget. There are not that many
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Lew Cirne – New Relic: Scaling Even Faster The Second Time (Video + Transcript)

In anticipation of the upcoming SaaStr Annual 2017, we’ll be releasing the full series of transcripts and videos from all the awesome 2016 sessions. Founders never sleep. Two years after Lew Cirne sold his first company $375 million, he founded new New Relic. As a second-timer (a popular topic here on SaaStr) Lew shares what he’s doing better, pitfalls he’s avoiding, and how he entered a highly competitive market and came out on top. Lew talks about the advantages of raising small rounds as opposed to tens or hundreds of millions of dollars and how it allowed him and his team to laser focus on the scalability and where to direct scarce investment dollars, shares how New Relic had to evolve the company’s “Canadian” culture and strike back at aggressive competitors, and his journey as a “coding CEO”. And be sure to grab your tickets to the 2017 Annual NOW.

Jessica Mah of InDinero: 20 to 200 Employees in 24 Months (Video + Transcript)

In anticipation of the upcoming SaaStr Annual 2017, we’ll be releasing the full series of transcripts and videos from all the awesome 2016 sessions. In this session, we invited some incredible guests to take the stage. Matt Holleran, Founder of Cloud Apps Capital Partners, introduces Jessica Mah, CEO of inDinero, and Ariel Poler, a prolific angel investor who founded IPRO and Topica. Led by Ariel, an investor in inDinero, the talk delves into various subjects that many SaaS founders and CEOs concern themselves with on a daily basis. True to her signature style, Jessica speaks candidly about inDinero’s rocky journey from YC in Summer 2010 to hitting her stride and growing from 20 to 200 employees in the past 2 years. Jessica shares how she’s successfully challenged the belief that software companies that offer a heavy service component are a bad idea. She also shares her struggles with rapidly growing and managing a
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Buffer COO Leo Widrich: Top 10 Learnings Going to 10 Million (Video + Transcript)

In anticipation of the upcoming SaaStr Annual 2017, we’ll be releasing the full series of transcripts and videos from all the awesome 2016 sessions. BJ Lackland, CEO of Lighter Capital, is joined on the Tactical Theater stage by Leo Widrich, co-founder and COO of Buffer.  In this talk, Leo shares the top 10 lessons that he and the Buffer team have learned from getting to (almost) $10 million in ARR. Among his pieces of advice, he shares how to reap the benefits of storing your company’s data in-house, seek conflicting advice in order to better make decisions, and be more adventurous with your pricing strategies. Don’t let the title fool you, this isn’t the same blah blah “advice” you’ve heard again and again, Leo’s nuggets are tactical and actionable.  A don’t-miss session for any growth stage founder.  (In case you can’t tell, this is one my fav sessions from 2016.) And be sure
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Cornerstone OnDemand’s Kirsten Helvey: Scaling from 30-1,500 in SaaS: Lessons From the Frontlines (Video + Transcript)

In anticipation of the upcoming SaaStr Annual 2017, we’ll be releasing the full series of transcripts and videos from all the awesome 2016 sessions. In this session, Jason Lemkin receives some valuable insight from Kirsten Helvey, COO of Cornerstone OnDemand, a cloud-based learning and talent management solutions provider. Drawing from her 11 years of experience with rising up in the ranks from employee #30 to her current position in the company, which is now 1500-strong, she talks candidly about the importance of customer success, how to create a thriving culture around people, providing individuals with the opportunity to shine in their current and future roles, upsells versus renewals and “topping” your boss. Watch the video or read the full transcript below – and grab a ticket for you and your team to the SaaStr Annual 2017!

Marketo: Winning, IPOing, and Going Upmarket (Video + Transcript)

In anticipation of the upcoming SaaStr Annual 2017, we’ll be releasing the full series of transcripts and videos from all the awesome 2016 sessions. We were super excited to have Phil Fernandez, CEO and co-founder of Marketo, sit down and talk to us about the triumphs (and struggles) leading Marketo from inception to IPO. Phil shares his insights on topics, “How do you react and engage with your competitors in a highly competitive market?”, “Do I need a CFO? What kind should I be hiring and when?”, “What’s the difference between the management team you need at $10m ARR vs $500m ARR? And how do you know who you need when?” and more. Watch the video or read the full transcript below – and grab a ticket for you and your team to the SaaStr Annual 2017!