SaaStr Podcasts for the Week with CMX Media and Salesforce — May 22, 2020


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Ep. 335: David Spinks is the Founder @ CMX, the premier network for community professionals. In 2019, CMX was acquired by Bevy, where David now serves as the VP of Community. Bevy is a customer-to-customer community management platform, building products that brands use to build, grow and manage their community event programs, both virtual and IRL for companies like Slack, Twitch, Salesforce, Atlassian, and Duolingo. Prior to CMX, David founded 2 prior startups centred around different forms of community building and before that was Community Manager in the early days of LeWeb the largest tech/startup conference in Europe.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss:
  • How David made his way into the world of SaaS and came to found CMX. Why David believes that community is so central for all SaaS companies today?
  • How does David advise teams on expectation setting around virtual events? How ambitious should they be? What big mistakes does David often see in the early days of the planning? How does this differ if you have an existing cohort of users vs are starting new with no audience?
  • How dependent is the success of the community on the platform it is hosted on? What is the ideal size for Slack, Telegram and Whatsapp communities? Should the host seed the discussion or allow it to be natural? How important is it to establish a handbook of expected actions and behaviors? Should you cull members who are inactive?
  • What does David believe separates good from great when it comes to discussion groups? What innovative strategies has David seen work when it comes to bringing a virtual event to life? What is the right amount of people in that discussion group? What is the core role of the moderator for the group?  

Ep. 336: Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures, shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Adnan Chaudhry, SVP of Sales at Salesforce, then provides actionable takeaways on how to refocus your sales teams, engage with customers, adjust your sales comp and how you can properly forecast in today’s new landscape.

  This podcast is sponsored by Guru. SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Matt and Adnan’s session at SaaStr Summit. You can see the full video here.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Harry Stebbings
David Spinks
Matt Garratt
Adnan Chaudhry Below, we’ve shared the transcript of Harry’s interview with David. Continue reading "SaaStr Podcasts for the Week with CMX Media and Salesforce — May 22, 2020"

5 Examples of How Machine Learning Can Improve your Healthcare SaaS Product


This post is by Deborah Findling from SaaStr


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By Marcelo Lopez, UruIT CEO The global healthcare industry is facing a crisis. While the COVID-19 pandemic is dominating headlines, it has also shed light on just how embattled the system has become, dealing with issues like aging populations, increasing burdens of illness, and rising demand, combined with aging infrastructure and even older, outdated policy. Now more than ever, these past few months have shown us just how vital it is for health systems to be able to meet the demands of the market. When the healthcare system is not able to serve properly, precious lives are lost. Luckily, there is also no shortage of SaaS innovators in the digital health space, dedicated to “curing” the healthcare industry. According to Techcrunch, digital health startups have raised more than $10 billion in funding over nearly 1,000 deals over the past two years. One area to watch here is no doubt artificial Continue reading "5 Examples of How Machine Learning Can Improve your Healthcare SaaS Product"

SaaStr Podcasts for the Week with


This post is by Deborah Findling from SaaStr


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Ep. 333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Tidelift has raised over $40M from some of the best in the business including Foundry Group and General Catalyst. As for Bridget, she has the most incredible track record. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. Prior to SumoLogic, Bridget was VP of Sales @ YesWare where she increased MRR per rep by 450%. Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss:
  • How Bridget made her way into the world of SaaS and Sales and came to be Head of both Sales and Customer Success at Tidelift.
  • Why does Bridget believe the best starting point for customer success is “company culture and value”? How does company culture impact the quality of customer success? In practice, what can one do to improve it? Who has done this well? How does value drive customer success forward?
  • How does Bridget think Maslow’s Hierarchy of Needs drives the roadmap for customer success? What core elements does it change? Where do most teams go wrong in implementing the role out of their CS strategy? When should one hire their first CS rep? What should that hire look like from an experience perspective?
  • How does Bridget advise her CS reps the best ways for them to build trust with their clients? What works? What does not work? Does Bridget believe CS teams should be involved in the upsell process? Does that endanger the element of trust?  

Ep. 334: Hear from Michelle Zatlyn, co-founder and COO of Cloudflare. Michelle started the company during an economic downturn in 2009. In this talk, Michelle will share how she made her business idea come to life and some lessons learned that can help other entrepreneurs—from solving a real, meaningful problem, to communicating in a crisis, prioritizing when there’s a true lack of resources, and more.

This podcast is sponsored by Guru.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Michelle’s session at SaaStr Summit. You can see the full video here.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Harry Stebbings
Bridget Gleason
Michelle Zatlyn Below, we’ve shared the transcript of Harry’s interview with Bridget or you can jump to the transcript of Michelle’s podcast. Continue reading "SaaStr Podcasts for the Week with"

SaaStr’s New New in Venture is Coming! Check Out These Awesome Sessions.


This post is by Deborah Findling from SaaStr


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SaaStr’s New New in Venture Virtual Summit is coming up on May 27th. This will be a 1 day, 2 track event with over 10,000 attendees. (and it’s FREE to attendees). The top VCs in cloud and SaaS will share what’s really going on in venture capital right now if now is a good time to raise a round, and what’s coming next. Check out some of our sessions! Click the title to register for that specific session.

400+ VCs Are Coming to New New in Venture!


This post is by Deborah Findling from SaaStr


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SaaStr’s New New in Venture Virtual Summit is coming up May 27th and here’s why you should join.
  • Register now! It’s FREE!
  • We have 400 VCs+ and 500+ Founder/CEOs looking to connect. We’ll be using a networking tool to help make those connections but be sure to register soon as we do have limited capacity.
  • The great content! Check out our current line up on everything from what’s really going on right now to how to fundraise.
In addition, this time we’re adding priority networking so the top founders can meet with the top VCs before and during the event.  Priority Networking Passes are Only $299, and you’ll be included VIP in the VC-Founder networking app and processes. Check out this list of just a few of the firms in attendance:

SaaStr Podcasts for the Week with Work-Bench and Initialized Capital — May 8, 2020


This post is by Deborah Findling from SaaStr


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Ep. 331: Jessica Lin is a Co-Founder and General Partner @ Work-Bench, one of New York’s leading early-stage enterprise funds with a portfolio including the likes of Cockroach Labs, X.ai, Dialpad, VTS and Catalyst to name a few. Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. Jessica is actively involved with the education and workforce development community in New York City and as chair of the Industry Advisory Board at Opportunities for a Better Tomorrow.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss:
  • How Jessica made her way from learning Swahili into the world of enterprise and into the world of venture with the founding of Work-Bench?
  • How should founders expect to see their new business pipe be impacted by COVID? What does Jessica believe is the right way to do proper pipe reviews? What specific elements does Jessica really double click on in reviews? Where does Jessica find managers and founders do pipe reviews wrong?
  • What does Jessica believe is the right way for sales reps to engage with new customers during this time? What is the right tone to adopt that achieves both empathy and a business objective? How should sales teams and CS respond to requests for discounts? What should be the compromise with discounts?
  • What specific and deliberate things can startups do not just to prevent churn but also to increase usage and upsell? Does Jessica agree with the rule of thumb that in enterprise, on an annual basis, 95% of your customers should retain? What other strategies has Jessica seen work really well for retention?  

Ep. 332: Prepare for the worst, hope for the best. Hear from Garry Tan, co-founder and managing partner at Initialized Capital, about how to protect your business during a crisis. He’ll cover remote work, team management, sales, marketing, product development, and more.

  This podcast is sponsored by Guru. SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Garry’s session at SaaStr Summit.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Harry Stebbings
Jessica Lin
Garry Tan Below, we’ve shared the transcript of Harry’s interview with Jessica. Continue reading "SaaStr Podcasts for the Week with Work-Bench and Initialized Capital — May 8, 2020"

SaaStr Podcasts for the Week with Mayfield and TripActions — May 1, 2020


This post is by Deborah Findling from SaaStr


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Ep. 329: Navin Chaddha is the Managing Director @ Mayfield who just last month announced $750M in new funds split across their core and select funds. As for Navin, under his leadership Mayfield has raised over $2.2Bn in new funds and he has backed some of the best of the last decade including Poshmark, Lyft, Hashicorp, CloudGenix and more. During his career Navin has invested in 50 companies, 17 have gone public, 20 have been acquired. Prior to VC, Navin was an entrepreneur where he co-founded or led 3 startups, all of which had successful exits with one being acquired by Microsoft.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss:
  • How did Navin make his way into the world of venture from successfully founding and exiting 3 businesses? What made him take the jump into investing full-time from being an EiR?
  • How does Navin expect the B2B landscape to be impacted by COVID-19? How does Navin advise B2B founders to think about how renewals will be impacted? How does Navin advise founders to think through how to approach the topic of discounting with their customers? In what situations does Navin agree to provide discounts to customers?
  • How does Navin foresee the B2C landscape to be impacted? How does Navin advise founders to think through the level of aggression with which they pursue traditional marketing channels, now with much lower CACs? Will these CACs remain low priced? How does Navin expect company pricing to change over the next few months?
  • How has Navin seen himself evolve and change as a board member over the last decade? What have been his major moments of learning? What advice would he give to new board members joining their first boards? What can board members do to build a relationship of trust and intimacy with their founders? What works? What does not?  

Ep. 330: The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs – the biggest impact for the business. Join TripActions CMO Meagen Eisenberg at SaaStr Summit as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis.

This episode is sponsored by TaxJar.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Megan’s session at SaaStr Summit. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Harry Stebbings
Navin Chaddha
Meagen Eisenberg Below, we’ve shared the transcript of Harry’s interview with Navin. Continue reading "SaaStr Podcasts for the Week with Mayfield and TripActions — May 1, 2020"

SaaStr Podcasts for the Week with Domo and Gorgias — April 24, 2020


This post is by Deborah Findling from SaaStr


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Ep. 327: John Mellor is Chief Strategy Officer @ Domo, the company that allows you to leverage BI at scale to empower your team with data. Prior to their IPO, Domo raised funding from the likes of Benchmark, Founders Fund, a16, Greylock and IVP to name a few. As for John, prior to Domo he served as vice president for strategy and business operations for Adobe’s Digital Experience business, driving more than $3 billion in annual revenue. John joined Adobe through the company’s acquisition of Omniture in 2009, where he served as executive vice president of marketing, driving all marketing efforts to strategically advance the industry’s largest standalone web analytics business.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss:
  • How did John make his way into the world of SaaS over 2 decades ago and how did that lead to his running a $3Bn ARR business line at Adobe and lead to his joining Domo? What were John’s biggest takeaways from his decade at Adobe?
  • Why does John believe that COVID will be a bigger accelerant than any other C-level led initiative? For vendors going through that digital transformation with their customers, what is the right tone to adopt that is both empathetic and achieves business objectives? Is digital transformation a technology challenge or a behavioral challenge?
  • How will a 100% virtual event environment impact physical events when and if they do come back? What were John’s biggest takeaways from running Domo’s annual event virtually? What worked? What did not work? On a conversion basis, how did it compare to in-person events? How should we structure content for these virtual events?
  • How does John think about the role of leadership in a crisis such as this? What is the right tone for the leader to adopt? Where does John believe many leadership teams go wrong in times such as this? How can leadership teams ensure that a crisis is not self-fulfilling and how can one prevent that mindset?  

Ep. 328: Romain Lapeyre is CEO of Gorgias. Gorgias is the leading help center on the Shopify platform, and that gives them a pulse into a large segment of SMBs in particular. They have almost 2,500 customers in segments both struggling (fashion, luxury), and growing (electronics, etc.). They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough.

This episode is sponsored by TaxJar.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Jason’s discussion with Romain. You can watch the full video here.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Harry Stebbings
John Mellor
Romain Lapeyre Below, we’ve shared the transcript of Harry’s interview with John. Continue reading "SaaStr Podcasts for the Week with Domo and Gorgias — April 24, 2020"

SaaStr Podcasts for the Week with PagerDuty and Gusto — April 17, 2020


This post is by Deborah Findling from SaaStr


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Ep. 325: Carolyn Guss is VP of Corporate Marketing @ PagerDuty, the company keeping your digital operations running perfectly with their real-time operations platform. Prior to their IPO in April 2019, PagerDuty had raised funding from some of the best in the business including a16, Bessemer, Meritech, Harrison Metal and Elad Gil to name a few. As for Carolyn, prior to joining PagerDuty she spent 5 years as the GM of Method Communications San Francisco Office and before that spent time on the other side of the pond with a close to 7-year stint at Orange as Head of Corporate PR and Head of US Communications.

Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! In Today’s Episode We Discuss:
  • How Carolyn made her way across the pond from Head of US Communications at Orange to GM of Method in SF to then playing a key role in the marketing team at PagerDuty?
  • How does Carolyn think startups and larger companies can replace the leads that are lost from having no events in a COVID-19 world? How are PagerDuty shifting their strategy? How does PagerDuty think about brand marketing? Does it have to be tied to a number directly tied to revenue? What are the challenges with brand marketing?
  • What does Carolyn believe is the right tone to approach customers within this time? How can one be supportive but also drive towards business objectives? In terms of tone, what is the right tone to approach the broader team with? How does PagerDuty gain a sense of company morale at scale? What tools do they use?
  • How does Carolyn think about the benefits of transparency both with employees and with customers? Is there an extent to the benefits of transparency? Can one ever been too transparent? How does one think about this in a very corporate perspective with PagerDuty now being a public company?  

Ep. 326: Gusto’s Lexi Reese walks you through scaling high performance teams. Is trust earned or given? How do you communicate for impact?

This episode is sponsored by TaxJar.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Lexi’s session at SaaStr Scale.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin
SaaStr
Harry Stebbings
Carolyn Guss
Lexi Reese Below, we’ve shared the transcript of Harry’s interview with Carolyn. Continue reading "SaaStr Podcasts for the Week with PagerDuty and Gusto — April 17, 2020"