5 Leadership Lessons Everyone Needs Right Now From Github COO Erica Brescia


This post is by Amelia Ibarra from SaaStr


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One of our top sessions from our recent Annual at Home event was from Github’s COO, Erica Brescia. For those unfamiliar with her background, Brescia started off as the founder and COO of Bitnami, a 75 person startup. Just over a year ago, she sold to VMware and the company has since doubled in size. In her session, Erica shares her hard-earned leadership lessons–  from selling her company to what she’s learned at Github, we’ll share her most essential leadership principles for any stage of business. #1 Build a Support Staff Early The truth is, founders are frugal. You want to lead by example and get everything done with your own two hands. But that “do it all” mindset, is actually harming your ability to execute. In fact, every task you do that is not actively building your business is distractive of the work truly adding to reaching your goals. Time Continue reading "5 Leadership Lessons Everyone Needs Right Now From Github COO Erica Brescia"

SaaStr Podcasts for the Week with Byron Deeter, Elliott Robinson, Henry Schuck, and Jason Lemkin


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Ep. 373: Bessemer’s 5th Annual State of the Cloud Report returns for a definitive look at the cloud industry today. Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future.

  This episode is sponsored by Linode.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This episode is an excerpt from a session at SaaStr Annual @ Home. You can read the podcast transcript below.  

Ep. 374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. He reflects on where he went wrong, what he would do differently, and how to avoid making the same mistakes he did.

  This episode is sponsored by Outgrow.   This episode is an excerpt from Jason and Henry’s session at SaaStr Annual @ Home. You can read the podcast transcript below.   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
Byron Deeter
Elliott Robinson
Henry Schuck We’ve shared the transcript of episode 373 below. You can also jump down to the transcript of episode 374. Continue reading "SaaStr Podcasts for the Week with Byron Deeter, Elliott Robinson, Henry Schuck, and Jason Lemkin"

SaaStr Podcast #372 with 6sense CMO Latané Conant


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Ep. 372: Latané Conant is the Chief Marketing Officer at 6sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritize efforts and then engage the right way. To date, the company has raised $120M in financing from Battery Ventures, Insight, Venrock, Costanoa, Bain Capital, and Salesforce Ventures to name a few. As for Latané, before 6sense she was CMO and sales leader at Appirio where she drove 5X more effective field marketing programs and an increase in inbound leads by 300%. If that was not enough, Latané is also on the Advisory Boards of both Mediafly and Atrium.

In Today’s Episode We Discuss:
  • How did Latané make her way into the world of SaaS and come to be the rockstar CMO and ABM thought leader she is today with 6sense?
  • What does the preparation process look like pre-sales kick off week? What is involved? Who is involved? What needs to be ready? How does Latané feel about putting comp plans as part of the week?
  • How important is a theme to having an engaging week of content? What can teams do to bring their themes to life? How does Latané advise others when it comes to keeping the content fresh and exciting?
  • What is the right way to end the week? What are the right follow up steps to take? Where do many people go wrong 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
Latané Conant Below, we’ve shared the transcript of Harry’s interview with Latané. Continue reading "SaaStr Podcast #372 with 6sense CMO Latané Conant"

SaaStr Podcasts for the Week with Jennifer Tejada, Ben Chestnut, and Jason Lemkin


This post is by Amelia Ibarra from SaaStr


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Ep. 370: As organizations race to achieve relevance and a competitive edge in the digital era, automation is fueling the fight. Join PagerDuty’s CEO, Jennifer Tejada, as she discusses the need for agility and innovation and how automation is aiding adaptability and allowing enterprises to surge ahead.

  This episode is sponsored by Linode.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This episode is an excerpt from a session at SaaStr Summit: Enterprise. You can see the full video here, and read the podcast transcript below.  

Ep. 371: It’s no secret that businesses today are struggling with an unpredictable economy. In this session, Mailchimp Co-founder and CEO Ben Chestnut will share the story of Mailchimp’s founding amidst—and despite—the dot-com bubble burst, and how the company navigated a number of inflection points in the first 10 years of its founding.

  This episode is sponsored by Outgrow.   This episode is an excerpt from Jason and Ben’s session at SaaStr Annual @ Home. You can read the podcast transcript below.   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
Jennifer Tejada
Ben Chestnut We’ve shared the transcript of episode 370 below. You can also jump down to the transcript of episode 371. Continue reading "SaaStr Podcasts for the Week with Jennifer Tejada, Ben Chestnut, and Jason Lemkin"

Edtech is the new SaaS


This post is by Alex Wilhelm from SaaS – TechCrunch


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Hello and welcome back to Equity, TechCrunch’s venture capital-focused podcast (now on Twitter!), where we unpack the numbers behind the headlines. The whole crew was back, with Natasha Mascarenhas and Danny Crichton and myself chattering, with Chris Gates behind the scenes making it all work. An extra shout-out to Natasha this week as we spent a lot of time talking about edtech, a category that she spearheads for us and has brought to the show. It’s a big deal!
We’re on YouTube now, don’t forget, and with that, let’s get into the news:

SaaStr Podcast #367 with Zoom Head of Global Sales Operations and Enablement Hilary Headlee


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Ep. 367: Hilary Headlee is Head of Global Sales Operations and Enablement @ Zoom. Prior to joining Zoom, Hilary was VP of Global Sales Operations and Productivity @ MindBody and before that enjoyed similar roles with Alteryx, Invoca and Lynda.com. At Lynda.com, Hilary grew the support teams from 6 to 60 people and supported more than 60 net new reps in just 3 years. If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market.

In Today’s Episode We Discuss:
  • How did Hilary make her way into the world of SaaS and come to be the sales leader she is today with the global communications leader, Zoom?
  • When thinking about sales ops vs revenue ops, what are the 4 key points to consider for founders? How does lead management and onboarding alter the question of sales ops vs revenue ops? Where does Hilary see operational debt the most? How does she advise founders on removing it?
  • Given the broad scope of sales ops and engagement, is it not just rebalancing culture, comms, and change? As a business scales does there not come a time where it unbundles and scales out of sales vs revenue ops? How do the roles change with time and scale? Where do the breakpoints occur?
  • Why does Hilary believe documentation is so important today? What is the toolset Hilary uses for documentation? How does Hilary train her team around the right strategy to document their processes? Where do many go wrong here? Where can you pick up small wins?  
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
Zoom Below, we’ve shared the transcript of Harry’s interview with Hilary. Continue reading "SaaStr Podcast #367 with Zoom Head of Global Sales Operations and Enablement Hilary Headlee"

SaaStr Podcasts for the Week with Justin Bedecarre, Jen Nguyen, Jason Lemkin, and Aaron Levie


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Ep. 365: The Office of the Future, How Everything’s Changed and What 2021 Will be Like with Justin Bedecarre, CEO @ HelloOffice and Jen Nguyen, Founding Partner @ TEAMWERC

Centralized HQs with all the perks and amenities “under one roof” have traditionally been used as recruiting tools to attract and retain top talent. In this episode, Justin and Jen discuss what the Office of the Future will be like.

  This episode is sponsored by Linode.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This episode is an excerpt from a session at SaaStr Summit: Enterprise. You can see the full video here, and read the podcast transcript below.  

Ep. 366: The buzz that accompanies digital transformation trends is infinite. Cut through the noise with Aaron Levie, CEO of Box and Jason Lemkin, CEO & Co-founder of SaaStr as they share insights on what will make a lasting impact and what may fail to materialize in the future of work.

This episode is sponsored by Guideline.   This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise. You can see the full video here, and read the podcast transcript below.   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
Justin Bedecarre
Aaron Levie We’ve shared the transcript of episode 365 below. You can also jump down to the transcript of episode 366. Continue reading "SaaStr Podcasts for the Week with Justin Bedecarre, Jen Nguyen, Jason Lemkin, and Aaron Levie"

SaaStr Podcast #364 with Figma Head of Sales Kyle Parrish


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Ep. 343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

In Today’s Episode We Discuss:
  • How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma.
  • Kyle was in charge of creating the Austin, Texas sales team @ Dropbox, what were some of his biggest lessons when it comes to moving sales outside of HQ? What worked? What did not work? At what stage does culture and process really start to break?
  • Why is it so hard moving from 0-1 in sales? How does Kyle advise founders when it comes to making your first sales hire? Does Kyle agree that it has to be the founder who develops the sales playbook? How does one create sales targets that are both ambitious but also achievable? What is the balance?
  • What does it take to create a performance led sales culture? Where do many people go wrong here? How is the best way for sales and product to work together? What can one do to proactively make those discussions with sales and product both frequent and productive?  
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
Kyle Parrish Below, we’ve shared the transcript of Harry’s interview with Kyle. Continue reading "SaaStr Podcast #364 with Figma Head of Sales Kyle Parrish"

SaaStr Podcasts for the Week with Bernadette Nixon, Jay Snyder, Nick Mehta, Loren Padelford, and Jason Lemkin


This post is by Amelia Ibarra from SaaStr


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Ep. 362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Customers’ expectations are higher than ever with more access to information and options. This dynamic trio of SaaS experts share how to stay customer-centric and set yourself apart in today’s rapidly changing environment.

  This episode is sponsored by Linode.   SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This episode is an excerpt from a session at SaaStr Summit: Enterprise. You can see the full video here, and read the podcast transcript below.  

Ep. 363: Small, Medium, or Enterprise, SaaStr CEO Jason Lemkin sits down with Shopify Plus GM, Loren Padelford, to discuss how to keep your customers happy at all stages.

This episode is sponsored by Guideline.   This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise. You can see the full video here, and read the podcast transcript below.   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
Bernadette Nixon
Jay Snyder
Nick Mehta
Loren Padelford We’ve shared the transcript of episode 362 below. You can also jump down to the transcript of episode 363. Continue reading "SaaStr Podcasts for the Week with Bernadette Nixon, Jay Snyder, Nick Mehta, Loren Padelford, and Jason Lemkin"

SaaStr Podcast #361 with ServiceNow Chief Customer and Partner Officer Lara Caimi


This post is by Amelia Ibarra from SaaStr


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Ep. 361: Lara Caimi is the Chief Customer and Partner Officer @ ServiceNow, the company that allows you the power to make work, work better. Prior to their IPO, ServiceNow raised funding from some of the best in the business, including Sequoia Capital and Greylock. As for Lara, she joined ServiceNow in 2017 and spent 3 years as Chief Strategy Officer before assuming her current role just this month. Before ServiceNow Lara spent an incredible 17 years at Bain & Co across a variety of different projects and roles.

In Today’s Episode We Discuss:
  • How Lara made her way into the world of ServiceNow and SaaS having spent an incredible 17 years at Bain & Co.
  • What does the role of Chief Strategy Officer really entail? How did the role change in Lara’s 3 years in the position? What is the optimal relationship between the Chief Strategy Officer and the CEO? How does Lara advise founders on when to hire their Chief Customer Officer?
  • How does Lara see the 4 phases of startup growth? What are the most challenging elements within each? How does one instill process and discipline without losing agility and speed? How does one set targets that are a stretch but also not a stretch too far? What is the right balance?
  • How does Lara think about what great change management looks like today? How does that change in a COVID world? How does Lara approach the right way to address enterprise customer communications? Why has that been made easier in COVID times?  
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
ServiceNow Below, we’ve shared the transcript of Harry’s interview with Lara. Continue reading "SaaStr Podcast #361 with ServiceNow Chief Customer and Partner Officer Lara Caimi"