The Playbook to Running Growth Experiments at Scale with Growth Ex Machina Founder Guillaume Cabane (Video + Transcript)


This post is by Louise Lee from SaaStr


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Founder Guillaume Cabane provides information on when and how to run a growth team and provides multiple examples of growth models. Use these tools to determine how to run growth experiments at your organization. Want to see more content like this? Join us at SaaStr Annual 2020.   Guillaume Cabane | Founder @ Growth Ex Machina FULL TRANSCRIPT BELOW I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. The first thing that I want to put out immediately for growth people and for founders is that I want to trash out all the KPIs and we’re going to focus just on revenue. That seems obvious because, see most companies don’t do that. But before I go into the dough here, who am I, what have I done, very quickly, I worked at a few of those recognizable companies, most notably lately
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The Playbook to Recruiting Your Sales Team with Brex Chief Sales Officer Sam Blond (Video + Transcript)


This post is by Louise Lee from SaaStr


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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.

Want to see more content like this? Join us at SaaStr Annual 2020.

 

Sam Blond | Chief Sales Officer @ Brex

FULL TRANSCRIPT BELOW

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

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SaaStr Podcasts for the Week with Pilot and Doctolib — March 20, 2020


This post is by Deborah Findling from SaaStr


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Ep. 317: Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. To date they have raised over $58M from some of the best in the business including Index Ventures, John Collison, Paul English, Drew Houston, Frederic Kerrest, Diane Greene and more incredible names. As for Rachel, prior to joining Pilot, she saw the hyper-growth of Slack firsthand enjoying a couple of different roles including Head of Growth Marketing and then also Head of Self Service and Platform Marketing. Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. Finally, before LinkedIn, Rachel spent close to 3 years at Climate Corporation, prior to their $1Bn exit to Monsanto.

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 Rachel made her way from marketing manager at Climate Corporation to VP of marketing at Pilot today? What were Rachel’s biggest takeaways from her time seeing the hyper-growth at Slack?
  • How does Rachel think about organic growth and inciting word of mouth today? How does Rachel think they can be more accurately tracked and measured? How does Rachel think about the optimal ratio of paid to organic in growth? Would Rachel agree in paid, your payback period doubles every $5M you spend?
  • With the rise of product-led growth, are we seeing a fundamental shift in the structure of sales and marketing? How does Rachel see marketing move ever close to the function of customer success today? What is the optimal way for customer success and marketing to work together?
  • How does Rachel think about the importance of getting in front of your customers? Why does Rachel believe that data tells you the what and customer conversations tell you the why? What is the right way to structure your customer conversations? Where do so many people go wrong here?  
Ep. 318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Accel Partner Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. 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 Agnes’s session at SaaStr Europa 2019.   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
Rachel Hepworth
Agnes Bazin Below, we’ve shared the transcript of Harry’s interview with Rachel. Continue reading "SaaStr Podcasts for the Week with Pilot and Doctolib — March 20, 2020"

The Playbook to Building a Customer Reference Program with Talkdesk SVP of Client Services Gillian Heltai (Video + Transcript)


This post is by Louise Lee from SaaStr


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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 @ Talkdesk FULL 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
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The Virtues and Opportunities in Being #2


This post is by Jason Lemkin from SaaStr


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Screen Shot 2013-03-06 at 1.12.28 PMI used to hate the idea of “power laws”. That the advantages of being #1 compound over time. It seemed to turn all startups into just numbers on a graph. But has time has gone on, I’ve learned it’s often right. Just look at Zoom’s incredible run to dominate an existing category. Being #1 in a category often takes 80%-90% of the value and benefits. Except … except when it doesn’t:
  • Except, e.g., where Squarespace and Wix are both billion+ companies. Doing sort of kind of the same thing.
  • Except with Salesloft and Outreach both are winning in the same space, each with dominant market share.
  • Except when Mailchimp can do $1b in ARR, but you turn around and Klaviyo is doing $100m. When in a large space, segments alone can be huge.
And in fact, in turns out in some cases, there are some advantages to
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SaaStr Podcasts for the Week: Lessons from the Best in Tech — March 6, 2020


This post is by Deborah Findling from SaaStr


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        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 đź—Ł 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.

  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 Theresa’s session at SaaStr Europa 2019.   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
Sara Varni
Whitney Bouck
Leyla Seka
Ryan Bonicci
Ryan Barretto
Tien Tzuo
Paul Albright
Jaleh Rezai
Eugenio Pace
Liat Bycel
Mark Goldberg
Theresa O’Neil Below, we’ve shared the transcript of episode 313. Continue reading "SaaStr Podcasts for the Week: Lessons from the Best in Tech — March 6, 2020"

SaaStr Podcasts for the Week with Matrix Partners and EZPR — February 21, 2020


This post is by Deborah Findling from SaaStr


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Ep. 309: David Skok is a General Partner @ Matrix Partners, the firm with a portfolio including the likes of Hubspot, ZenDesk, Quora, CloudBees and more incredible companies. As for David, he started his first company in 1977 aged just 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public. David then joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world. David is also the author of foreentrepreneurs.com the must read blog in the world of SaaS metrics.

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 at the age of 22. How David went from founding 3 public companies to entering the world of venture with Matrix. Does David agree, “entrepreneurship does not get easier with time, it just gets different”?
  • What does David believe is the crucial step missing in B2B when it comes to finding product market fit? What is the most common mistake B2B companies make in the hunt for PMF? How should founders think about budget and resource allocation in this search for PMF? When is to early to measure unit economics and CAC?
  • How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What content and learnings should you have in place when you make the hire? How does David think about payback period on a per rep basis? What have been his lessons on optimizing payback period for sales reps?
  • What numbers are David looking for when it comes to payback period? Why is 12 months so crucial? How should founders think about sales rep compensation? What have been David’s learnings on how to integrate sales and marketing so tightly? How does marketing and customer success intertwine to be successful?
You can find the graphics David references here.  

Ep. 310: SaaStr CEO Jason Lemkin and EZPR Founder Ed Zitron sit down to talk about all things PR. Who actually gets into these outlets? Is PR just pitching and getting articles? Take a listen for more.

This episode is sponsored by Owl Labs.   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 Skok
EZPR Below, we’ve shared the full transcript of Harry’s interview with David Skok or you can jump to the transcript of Jason’s interview with Ed. Continue reading "SaaStr Podcasts for the Week with Matrix Partners and EZPR — February 21, 2020"

The Playbook to 10 Things a CEO Should and Should Not Expect From the CMO (Video + Transcript)


This post is by Louise Lee from SaaStr


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Maria and Anthony present the CEO and CMO playbook of how the CEO and CMO can partner with other members of the team to grow sales and marketing. In this Best of Times in Cloud and Saas, learn the questions to ask to hire the CMO expert and create a strong CEO and CMO partnership. Want to see more content like this? Join us at SaaStr Annual 2020.   Maria Pergolino | frmr. CMO @ Anaplan Anthony Kennada | EIR @ Battery Ventures   FULL TRANSCRIPT BELOW Anthony: Well, last time we were on a stage together, we were filming B2B Creatives, which thank you so much for being a part of that. It was a blast. I learned so much from you, from, we talked about category creation, why brand matters in B2B. And I think this was just right after you guys took Anaplan public, which congratulations.
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SaaStr Podcasts for the Week with Mutiny and RevenueCat — February 14, 2020


This post is by Deborah Findling from SaaStr


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Ep. 307: Jaleh Rezaei is the Founder & CEO @ Mutiny, the startup that allows you to personalize your website for each and every visitor. Jaleh has raised from some of the best in the early stage business with Mutiny including the likes of Y Combinator, Uncork Capital and Cowboy Ventures on the fund side and then Mathilde @ Front, Henrique @ Brex and Shan-Lyn Ma @ Zola on the operator side. Prior to founding Mutiny, Jaleh spent an incredible 4 years at Gusto seeing their hypergrowth first hand as one of the first 10 employees. If that was not enough, Jaleh has also enjoyed advisory roles at both Google and Y Combinator.

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 Jaleh made her way into the world of SaaS as one of the first team members at Gusto and how that led to her founding Mutiny most recently?
  • What were Jaleh’s biggest takeaways from her time at Gusto? How did that time impact her operating mentality with Mutiny today? How did her time at Gusto teach her about the right way to build company culture? Where do so many go wrong with this?
  • What does Jaleh believe is the biggest problem in SaaS marketing today? How does Jaleh specifically use ABM to acquire customers and leads effectively? What price points is required for an ABM strategy to be viable?
  • How does Jaleh approach the issue of determining the success of marketing? Should marketing be held accountable to a number tied directly to revenue? How does brand marketing play into this? Where are the nuances here?  
Ep. 308: RevenueCat is managing tens of millions of dollars in mobile subscriptions and growing 20% a month. Most of us think a lot about standard b2b and Cloud subscriptions, but we’re still new to the issues, challenges and opportunities in mobile subscriptions. in this episode, RevenueCat CEO Jacob Eiting discusses managing millions in mobile subscriptions while growing 20% a month. This episode is sponsored by Owl Labs.   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 Jacob’s session at SaaStr Annual 2019.   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
Jaleh Rezaei
Jacob Eiting Below, we’ve shared the transcript of Harry’s interview with Jaleh. Continue reading "SaaStr Podcasts for the Week with Mutiny and RevenueCat — February 14, 2020"

SaaStr Podcasts for the Week with B Capital Group and Bessemer Venture Partners — February 7, 2020


This post is by Deborah Findling from SaaStr


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Ep 305: Karen Page is a General Partner @ B Capital Group with a portfolio including the likes of Bird, Branch, Icertis, Evidation Health and Ninja Van to name a few. Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. Plus, from 2007 until 2013, Karen ran all of Box’s business development, partnership, and strategic alliance activities. If that was not enough, Karen is also on the board of some incredible companies including Deputy and Plastiq.

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 Karen made her way into the world of SaaS as one of the first employees at Box and then how that led to her transition to the world of investing with B Capital.
  • What were Karen’s biggest takeaways from seeing the hyper-scaling at Box? How did helping Aaron raise the Series B and onwards inform her view of what it takes to raise funding from the best SaaS investors? How does Karen think her mindset will shift when making the move from angel to now institutionally investing with B Capital?
  • When does Karen think is the right time for startups to think about partnerships? What questions should they ask in the “dating” phase of a potential partnership? What are the red flags? Does Karen agree that signing a massive partner too early can be dangerous? What does Karen recommend in terms of getting in front of the best CIOs?
  • Is Karen concerned by the compression of fundraising timelines? How does Karen meet entrepreneurs before they go out to raise? How does Karen advise founders when it comes to the question of whether they should always be raising or not?  

Ep 306: Join Bessemer Venture Partners’ Alex Ferrara as he takes a look at trends and predictions for the cloud industry in 2019. One of the most popular sessions from SaaStr Annual, this presentation will provide an in-depth look at the cloud computing industry across Europe and globally.

This episode is sponsored by Owl Labs.   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 Alex’s session at SaaStr Europa 2019.   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
Karen Page
Alex Ferrara Below, we’ve shared the transcript of Harry’s interview with Karen. Continue reading "SaaStr Podcasts for the Week with B Capital Group and Bessemer Venture Partners — February 7, 2020"