Everyone’s gone into War Mode of some sort. If you are one of the SaaS companies that is “benefitting” from the current crazy environment, you’re overloaded. If you are one of the SaaS companies that is in one of the hardest-hit categories (travel, events, housing, etc.) you’ve already been through gut-wrenching change. Many of you are in the middle right now — deals slowing down, churn or pre-churn creeping up, etc.
Wherever you are in SaaS, you’ve probably adapted. Founders are really good at this. It’s so hard to start something, you almost fail so many times, that somehow you can deal with almost anything. Even a Black Swan event. Even, somehow, a global pandemic.
I don’t have any profound insights, but perhaps one way I can help a little bit is that little old team SaaStr started going into War Mode earlier. So we might just
Nothing matters but recruiting and using your personal network. Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team.
My name’s Sam Blond. I’m doing The Playbook To Recruiting Your Sales Team.
Before I start, what an awesome event. I attend these types of events periodically and these SaaStr events are just always a cut above. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers. Several of my former bosses, Kathy Lord that was just up here actually started at Intacct right out of college. She was my first VP of Sales. Hi there. Brendan Cassidy, second VP of Sales
Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. How to create boundaries and norms with the sales team, how to find customer advocates, how to build and scale your program, as well as the difference between incentivized vs. reward program. Without considerations and principles Customer Reference Programs can falter.
Want to see more content like this? Join us at SaaStr Annual 2020.Gillian Heltai | SVP, Client Services @ TalkdeskFULL TRANSCRIPT BELOW
Hi, everyone. My name is Gillian Heltai. I’m the senior vice president of client services at Talkdesk. At Talkdesk today, the client services organization is 90 people strong and we are responsible for making sure that our customers both in the pre-sale and the post-sale process are able to design and then achieve their desired outcomes. I’ve been at Talkdesk for a little over two and a half years. In that
If you are feeling a bit overwhelmed as CEO, remember it’s even harder on the team.
I’m no expert here (at all) but a few ideas on what can help:
1. Share your cash runway and quantitatively why the company is OK, and going to be OK.
You might think your team intuitively understands you have enough cash reach, but they probably don’t. In fact, many folks that were pretty cavalier last week about things may be very worried about job security today. Explain to the team, with data, why the company can calmly get through the next 12-18 months, or longer. A bit more here.
2. Calmly re-forecast for the year based on a bottoms-up analysis (e.g., longer sales cycles).
Just “cutting the burn” or freezing hiring isn’t a real, re-forecasted plan. Maybe the sales projection will be cut 30%. So be it. Maybe marketing
Ben Braverman explains how Flexport entered a competitive market with a unique model and continues to grow. Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. Rely on your success, know you are doing something right and scale faster.
Want to see more content like this? Join us at SaaStr Annual 2020.Ben Braverman | CRO @ FlexportFULL TRANSCRIPT BELOW
That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. My name is Ben Braverman. I’m Chief Revenue Officer at Flexport. We do international shipping, so I’m honored to be speaking to people like you that were smart enough to get into high margin businesses. We are in a different business. We move boxes around the world for our
Ep. 313: Today we deep dive into what startups can learn from the large SaaS incumbents of today.
Sarah Varni: CMO @ Twilio on her biggest takeaways from her time at Salesforce.
Erica Schultz: President of Field Operations @ Confluent on her biggest takeaways from her time at Oracle.
Whitney Bouck: COO @ Hellosign on her biggest takeaways from her time at Box.
Leyla Seka: Partner @ Operator Collective on her biggest takeaways from her time at Salesforce.
Ryan Bonicci: CMO @ G2 on his biggest takeaways from his time at Salesforce.
Ryan Barretto: SVP @ Sprout Social on his biggest takeaways from his time at Salesforce
Tien Tzuo: Founder & CEO @ Zuora on his biggest takeaways from his time at Salesforce.
Paul Albright: Board member @ Clarizen on his biggest takeaways from his time at SuccessFactors.
Jaleh Rezai: Founder & CEO @ Mutiny on her biggest takeaways from her time at Gusto.
Eugenio Pace: Founder & CEO @ Auth0 on his biggest takeaways from his time at Microsoft.
Liat Bycel: VP @ Airtable on her biggest takeaways from her time at Twitter.
Mark Goldberg: Partner @ Index on his biggest takeaways from his time at Dropbox.
Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events!
Ep. 314: According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session from Showpad CMO Theresa O’Neil will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.
Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years.
Want to see more content like this? Join us at SaaStr Annual 2020.Brendon Cassidy | Founder @ Cassidy VenturesFULL TRANSCRIPT BELOW
Hey everybody, how you doing? So the title of my presentation is The Playbook To Hiring Your First VP Of Sales And Not Screwing It Up. I do this literally every day with a wide range of clients, sort of helping them in and around hiring a VP of Sales, maybe replacing a VP of Sales. So this is kind of what I do. I’ll toggle sort of between the Continue reading "The Playbook to Hiring Your First VP of Sales and Not Screwing it Up…….with Cassidy Ventures Founder Brendon Cassidy (Video + Transcript)"
Ep. 311: Karl Sun is the Founder & CEO @ Lucidchart, a visual workspace that combines diagramming, data visualization, and collaboration to accelerate understanding and drive innovation. To date, Karl has raised $114M with Lucidchart from some of the best in the business including K9 Ventures, Meritech, Iconiq, GV and Kickstart in Utah. As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. As a result of his success, Karl was recently announced as EY’s Entrepreneur of the Year.
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 Karl made his way into the world of SaaS with the founding of Lucidchart having been Head of Business Development for Google in China and Head of Patents.
How does one know when we need to hire generalists vs specialists? How does this requirement change as the company scales? How does Karl fundamentally think about finding great talent and keeping top of funnel full? How does Karl think about working with recruiters? What works? What does not work?
Karl has been in every interview for every new hire for the first 6 years of the business, why? How does Karl think about doing this at scale? How does Karl structure the hiring process today? Why do they have a hiring committee? What does the process look like? How do they assess and test for culture?
How does Karl think about retaining agility and flexibility with scale? How does Karl maintain employee empowerment with the implementation of process? How does Karl think about the balance between creating accountability without a fear of failure? What are the challenges of this?
Ep. 312: Starting a company can be daunting, exhausting, and expensive, but with the right focus and idea – extremely rewarding; take it from Andrew Filev, Founder and CEO of Wrike. In this session, he will outline the do’s and dont’s that he learned bootstrapping Wrike. Where it makes sense to invest your precious resources when to outsource, and how to save yourself money without cutting corners.
Lexi Reese, Gusto COO uses her 20+ years of experience to provide advice on building high performing teams using authenticity, empathy and logic. Lexi explains the importance of team trust, driver and passenger mindsets, and much more.
Want to see more content like this? Join us at SaaStr Annual 2020.Lexi Reese | COO @ GustoFULL TRANSCRIPT BELOW
So a playbook on scaling high performance organizations in 30 bit minutes. No big deal. Seems important to share where my experiences that I’ll be talking to come from. So I spent five years in nonprofits and public service and 15 years at American Express and Google and the last four years have been at Gusto.
And over that time, let’s say Amex was 150 years, Google was 9 years when I started, and Gusto was about 4 years old when I started. So sort of going from older to more
Jason Lemkin moderates a panel of some greatest-of-all-time SaaStr speakers taking questions from the audience and over Twitter. The panel discussed navigating a future recession, building great office culture, app exhaustion and more.
Want to see more content like this? Join us at SaaStr Annual 2020.Jason Lemkin | CEO and Founder @ SaaStr, Inc.Maria Pergolino | Former CMO @ AnaplanAnthony Kennada | Former CMO @ GainsightAaron Ross | CEO @ Predictable RevenueFULL TRANSCRIPT BELOWJason: We wanted to do an experiment this year of, what if we just brought back some of our most popular speakers from the past, the greatest of all time. So, we’ve got three of them here. Aaron’s going to talk about what in a few minutes?
Aaron: The playbook for reigniting growth.
Jason: All right. So, Aaron and I wrote a book together in 2014 or