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Company Culture, Hiring, Leadership, PodcastsSaaStr Podcast #196: Claire Hughes Johnson, COO @ Stripe Discusses How To Hire Quality Teams At Scale
Welcome to Episode 196! Claire Hughes Johnson is the COO @ Stripe, the new standard in online payments that handles billions of dollars of business every year for forward-thinking businesses around…
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Q&AWhat is the biggest sales deal that you made for your company?
The biggest deal I ever closed myself was for $6,000,000. It was about 4 months after we founded my first start-up, and I’d never sold in the industry before or…
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Sponsored PostsWhy Managing Subscriptions in Apple iOS is So Hard
iOS Subscriptions are Hard The unreasonable difficulty of implementing iOS subscriptions Subscriptions provide developers a better way to make money. Building an audience of paying subscribers not only generates more revenue, but…
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Blog Posts, Growth, Sales11 Things That Set The Best Salesteams Apart From The Rest
The best salesteams seem to just do amazing things together. What differentiates them? Well, they do tend to work at some of the best companies, so there is that. But…
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Blog Posts, Company Culture, Early, Growth, Hiring, Human Resources, International Expansion, Leadership, Product, SaaStr Events, Scale, VideosBuild A Culture That Scales: Lessons from Algolia, Glassdoor’s Highest Rated SaaS Company
This fireside chat with, Nicolas Dessaigne, CEO @ Algolia and Edith Harbaugh, Co-Founder & CEO @ Launch Darkly, discusses building a culture that scales. In the early days, Nicolas mentions…
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Early, Featured Posts, SaaStr EventsGet Funded in 2019: Introducing VC Matchmaking at SaaStr Annual 2019
Over the past 5+ years, the SaaS community has blown us away with your energy and passion, and have been the driving force in helping us expand from our humble roots…
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Q&AIs it the entrepreneur who drafts the term sheet, the VC or both? Who should initiate the process?
It depends who is selling and who is buying. In the old days, term sheets only came from VCs. Founders were almost always selling. Well, almost always. But even in…
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Blog Posts, Early, SalesYou Have to Train Reps 3-10. They Won’t Train Themselves.
There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. And 8 others? 10%-40%. What’s happening here? …
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Q&AIs it possible to sell a SaaS product without a well established brand?
Well of course it is 🙂 The question is, how do you get past the brands? Brands are incredibly powerful because they are the default choice. But there’s good news:…
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Early, Growth, Marketing Strategy, Product, SaaStr Events, VideosHow to Outmaneuver the Giants in a Mature Market (Video + Transcript)
At SaaStr Annual 2018 a few months ago, Sam Parr, Co-Founder and CEO of The Hustle, interviews Shan Sinha, Founder and CEO of Highfive. They talk about Shan’s history in…
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Blog Posts, SaaStr Events10+ Amazing New Speakers at SaaStr Annual, from WordPress to Adyen to Shopify to Stripe to Dropbox and More!
We’ve slotted about 50% of the speakers for the huge 2019 SaaStr Annual, and we’ll post the very first draft agenda soon! A quick look at just a handful of…
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Q&AHow/why does a CEO get fired?
Let me answer the question from a venture perspective. Most seed and early-stage investors, the very last thing they want to do is fire a CEO. Even in a struggling…
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Do you know the customer acquisition costs of Slack & Dropbox?
Dropbox is public so we have a general sense — it spends ~28% of each dollar that comes in on sales and marketing: But … averages are misleading. A huge…
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Blog Posts, SaaStr EventsLast Chance to Come To Come to SaaStr Europa 2019 in Paris for only $299 (!)
We’re heads down for the 12,000 person, 6+ stage, sort of crazy SaaStr Annual this February in SF, our 1,000 person Big Holiday Party in SF on 15 November, and even…
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Blog Posts, Growth, SalesYour Product Has to Be Easier to Buy Than to Use
Lately we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. …
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Best Of
The Top 100+ SaaStr Posts to Help You Scale
"SaaStr is the largest community of people who like enterprise software on the planet. It’s a great community of people trying to build companies and learn from one another. It’s pretty amazing to see."
Aaron Levie, CEO and Co-Founder of Box
"SaaStr is the undisputed thought leader in how to build SaaS businesses. Jason is legendary."
Lew Cirne, CEO of NewRelic
"SaaStr has pulled the entire SaaS community together in a powerful way."
Scott Dorsey, CEO of ExactTarget
"SaaStr is my peeps."
Dharmesh Shah, CTO of Hubspot
"SaaStr is definitely the largest collection of people who like enterprise software — on the planet."
Aaron Levie, CEO and Co-Founder of Box
"SaaStr’s all about helping the younger founders be successful."
Phil Fernandez, CEO & Co-Founder of Marketo
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What is the best piece of advice on closing deals for a new, inexperienced salesman?
Add value. Most new salespeople focus a lot on the transaction. What’s your budget? Do you need a discount? How big a discount? Can I give you a bigger discount? What questions do you have? If I give you an even bigger discount, can you sign right now? Your discount...
What is the difference between running a 10 person startup and a 100 person startup?
The biggest structural difference is you have to hire all the VPs by employee 50–100. You won’t be able to scale this far without a full management team — VPs of Sales, Marketing, Product, Engineering, Customer Success at least. But the toughest personal challenge for...
What were aspects of your startup that were easier than you anticipated?
The part I didn’t originally get was how relatively easy is it to grow exising accounts and account size if your customers are happy. We segmented customer retention by Small, Medium and Large accounts after about 24 months and saw a pattern that I now know is fairly...
What should B2B SaaS companies do to ensure the success of their customers and reduce churn?
I know this sounds overly simple, but the answer is: Measure it. Set goals to improve it. Pay people to improve it. Too many start-ups don’t even know their CSAT and NPS. Too many start-ups don’t even visit their customers in person. Too many start-ups don’t know why...
What are some rookie mistakes founders make during VC meetings?
A few that are easy to fix: Not standing (when you present to > 2–3 folks). When you stand, you present better. Period. Standing turns you into the center of the audience, into the owner, the presenter. Sitting is great for a small convo, but sucks all the energy out...
How should I design sales reps compensation plans at $10k MRR?
Figuring out your very first sales comp plan when you don’t have a repeatable process or much revenue is confusing. I was exactly in the place you were (first rep at $10k MRR) and everyone faces some similar challenges: There’s no way this early you can expect a rep...
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