Sales AMA with Mark Roberge: Your Burning Questions Answered (Video + Transcript)

Mark Roberge, Senior Lecturer at Harvard Business School and former CRO at Hubspot, takes the Deep Dive Stage to answer burning questions that we all have about sales and running a successful sales organization. What’s the ideal churn rate for your sales team? How do you deal with the product team blaming the sales team, and vice versa, when you don’t hit your numbers? Why should you consider account-based marketing? What’s the benefit of choosing coachability over experience when hiring salespeople? Mark answers all these questions and more in this insightful and eye-opening talk. And if you haven’t heard: SaaStr Annual is only two weeks away,  and we’ve made it 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, and Eoghan McCabe. If you don’t
Continue reading "Sales AMA with Mark Roberge: Your Burning Questions Answered (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)"

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)"

Aaref Hilaly, Sequoia Capital: How to Manage Up Have Happy a Board, Even When You Miss a Quarter (Video + Transcript)

No matter how great of a company you have, no matter how successful you could potentially become, you will miss a quarter or two…or more. Aaref Hilaly, Partner at Sequoia Capital, knows the gut-wrenching feeling of missing quarters, sometimes even horribly. That being said, he’s been able to come out of it on top and built amazing companies. And at Sequoia Capital, he works with a lot of SaaS companies who’ve gone through the same. Aaref discusses best practices for managing your board of directors and how to be proactive in communicating when things go wrong. For starters, don’t manage your board (even though that’s in the title of this talk), engage with them. The board meeting is there for you, the entrepreneur, not the investors. And contrary to what we often talk about at SaaStr, always focus on product over metrics. Remember, the important thing isn’t the fact that
Continue reading "Aaref Hilaly, Sequoia Capital: How to Manage Up Have Happy a Board, Even When You Miss a Quarter (Video + Transcript)"

David Barrett (CEO of Expensify): Good Intentions, Bad Advice: How to Keep Your Board Aligned with Your Vision (Video + Transcript)

If you want to know about dynamics between members on your board and how to get through the “valley of death,” aka getting from 0 to $1 million in ARR, then you should hear what David Barrett, CEO of Expensify, has to say. Expensify started as what was viewed as a horrible idea and turned into a successful company whose product is used by companies big and small. That was in no small part due to having a board that was aligned with David’s vision. The key to running an effective board is embracing the fact that there are many different perspectives on your board and understanding what drives each person that’s on it. For example, you should understand how a VC actually makes their money – the reality may surprise you. But despite all this talk of boards, you have to remember that while they’re important, nothing of interest
Continue reading "David Barrett (CEO of Expensify): Good Intentions, Bad Advice: How to Keep Your Board Aligned with Your Vision (Video + Transcript)"

Secrets to Closing Your First 6 Figure Deal (Video + Transcript)

Your company has found success with SMBs making up your customer base. The processes are in place and you’re comfortable maintaining relationships with them. But moving to large enterprises is a whole different ball game. How should you think about their sales cycles and cultivating those relationships to ensure these enterprise customers stay with you for many years down the road? For many founders and CEOs, it starts with the emotional decision and willingness to just go for it, even though the company’s infrastructure and processes may not be 100% “ready” yet. Should you tell your first enterprise customer that they are the biggest customer to date? How do you tread the murky waters of sales contracts? How should you think about pricing? And how do you determine if a prospect is the right first enterprise customer? And if you haven’t heard: SaaStr Annual will be back in 2018,
Continue reading "Secrets to Closing Your First 6 Figure Deal (Video + Transcript)"

Infrastructure for Non Devs: What CEOs Really Need to Know (Video + Transcript)

Your infrastructure choice is your destiny. It’s the single most determinative decision and will have profound implications across your go-to-market strategy and your organization. Buying SaaS requires a greater upfront investment, but it buys your team focus so they can work on what matters: your product. And in the long-term, you’ll be thankful for it. Adam Gross, SVP at Heroku (Salesforce), and Russell Smith, CTO at Rainforest, take the Hypertactical Stage to share five super important trends in infrastructure, like continuous delivery and how to take advantage of that. They also discuss why it’s important to embrace more heterogeneity into your architecture, microservices vs. a monolithic stack and more. 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
Continue reading "Infrastructure for Non Devs: What CEOs Really Need to Know (Video + Transcript)"

Infrastructure for Non Devs: What CEOs Really Need to Know (Video + Transcript)

Your infrastructure choice is your destiny. It’s the single most determinative decision and will have profound implications across your go-to-market strategy and your organization. Buying SaaS requires a greater upfront investment, but it buys your team focus so they can work on what matters: your product. And in the long-term, you’ll be thankful for it. Adam Gross, SVP at Heroku (Salesforce), and Russell Smith, CTO at Rainforest, take the Hypertactical Stage to share five super important trends in infrastructure, like continuous delivery and how to take advantage of that. They also discuss why it’s important to embrace more heterogeneity into your architecture, microservices vs. a monolithic stack and more. 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
Continue reading "Infrastructure for Non Devs: What CEOs Really Need to Know (Video + Transcript)"

TalkDesk: Top 10 VP of Sales Lessons Learned Scaling to $100m+ ARR (Video + Transcript)

Aaron Ross of Predictable Revenue hosts a panel on something we CEOs and founders all want to do: scaling the sales to $100m in ARR. He’s joined on the Hypertactical stage with Andrew Bothwell, VP of Inside Sales at TalkDesk, Aaron Schilke, VP of Enterprise Sales at TalkDesk, and Josh Stein, Partner at DFJ Venture Capital to talk about how to achieve that milestone and the often painful transformations a company has to go through to get there. What got to $1m in ARR probably won’t get you to 10, and it certainly won’t get you to 100. How do you let go of people that were great for one stage, but aren’t fit for the next? How should you think about building out your sales process? What do you need to keep in mind when communicating and making your board happy? Why should you start up your outbound marketing Continue reading "TalkDesk: Top 10 VP of Sales Lessons Learned Scaling to $100m+ ARR (Video + Transcript)"

The Cavalry Finally Came: Breaking Through the $5-$6m ARR Wall (Video + Transcript)

Scaling from $0 to a few million is already tough enough as it is, but many companies face the seemingly impossible hurdle of breaking through that $5-$6 million ARR wall. Laura Bilazarian, CEO at Teamable, leads this session with Louis Jonckheere, Co-CEO at Showpad, and Fred Stevens Smith, CEO at Rainforest QA, to discuss how they scaled past that milestone and the mistakes and triumphs they experienced during their journey in getting there. They get into detail about hiring the right people. For example, the problem with hiring SDRs in the Valley, why you should over-hire for customer success, and why bringing on an HR leader can be a game changer for your business. If you’re trying to break through the wall, you’ll also want to know how to communicate with your board and bringing on board members that understand what it’s like being a founder. One of the toughest Continue reading "The Cavalry Finally Came: Breaking Through the $5-$6m ARR Wall (Video + Transcript)"