SaaStr Podcast #162: Olof Mathé, Founder & CEO @ Mixmax Shares How To Achieve True Virality in SaaS with $0 CAC

Welcome to Episode 162! Olof Mathé is the Founder & CEO @ Mixmax, the startup that allows you to be a sales pro, providing powerful analytics, automation and enhancements for your outbound communication and a product that has achieved almost the impossible in SaaS, true viral growth and a $0 CAC. As for Olof, prior to Mixmax he led the team that built Inkling Habitat, now adopted by the world’s largest publishers and before that he was an entrepreneur and worked at Skype and McKinsey. In Today’s Episode You Will Learn:

SaaStr Podcast #159: Fred Shilmover, Founder & CEO @ InsightSquared Discusses Why CAC/LTV Is Not The Guiding Metric In SaaS

Welcome to Episode 159! Fred Shilmover is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space. Throughout the InsightSquared journey, Fred has raised over $25m in VC funding from the likes of DFJ, Bessemer, Salesforce, and Atlas Venture. Prior to founding InsightSquared, Fred was a corporate development associate with Salesforce Ventures, and before that he held several key roles at Bessemer Venture Partners, including associate and Director of IT. He is also a board member of TUGG, an organization that brings together tech entrepreneurs with social enterprises that support at-risk youth.   In Today’s Episode You Will Learn:

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
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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,
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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)"

SaaStr Podcast #156: Most Downloaded SaaStr of 2017: David Skok, General Partner @ Matrix Partners

Welcome to Episode 156! David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired. In 2001 David joined Matrix Partners, who had backed his last two startups, as a General Partner. David’s successful exits as an investor at Matrix include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius. You can also find David’s amazing blog here! Huge thanks to Hardi Meybaum and Jason Lemkin for the intro to David today.david_skok In today’s episode you will learn:
How did David make his way into the world of SaaS? What was it about Matrix that made him want to Continue reading "SaaStr Podcast #156: Most Downloaded SaaStr of 2017: David Skok, General Partner @ Matrix Partners"