When your sales team is small, everyone has to wear multiple hats. The challenge is recognizing when it’s the right time to specialize while balancing a rapidly growing team. In this panel, Aaron Ross, author of Predictable Revenue and Impossible to Inevitable,...
Everybody wants to propel their business to gargantuan levels of success, but instilling a strong culture of growth that motivates each person in the company requires very deliberate action and a comprehensive strategy. In this session Sean Ellis, Founder and CEO of...
In this session, Ajay Argawal, Managing Partner of Bain Capital Ventures, sits down with Dan Siroker, Founder and CEO of Optimizely, to discuss just how Optimizely was able to grow so quickly and sustainably. Dan shares his passions on clearly defining culture fit...
Jason Green, General Partner at Emergence Capital, sits down with veteran sales leaders Erica Ruliffson-Schultz, EVP Global Sales at New Relic; Dave Berman, President of Zoom Video Communications; and Bill Binch, SVP Global SMB Sales at Marketo to discuss building and...
So what is a pre-nicorn? Though I’m fairly sure Jason randomly made up the word, it is a nice, concise term to describe rocket ship companies on course to cross that $1b mark. Valley babble aside, though, there are some great lessons here as Ben Uretsky, CEO and...
Press can make or break your company; and it good press can be pretty damn hard to come by when hundreds (thousands, really) of companies are vying for the attention of the TechCrunches, Bloombergs, and Forbes of the world. If you want your pitch to get heard, take...
At SaaStr, we love advice from the best of the best in Sales on hiring your first rep to the building your first SDR team. From SMB to enterprise, we love it all. And it’s no secret that closing selling into the enterprise is a different beast that it comes with...
Customer Success is a relatively new function in SaaS and we talk a lot about it at SaaStr. While it’s only been around in it’s current iteration since 2010-ish, leaders have quickly realized Customer Success was is unequivocally integral part of a...
Many folks (present company excluded, of course) don’t find enterprise software especially sexy. And even within our own ranks, there are some companies that make us think, “Ugh, no thanks.” In this session, Aileen Lee of Cowboy Ventures quizzes...
In this talk moderated by Gadi Shamia, COO of Talkdesk, Dan Steinman, Chief Customer Officer at Gainsight, discusses the myriad of ways Sales and Customer Success are intertwined in SaaS companies. As Dan points out, Customer Success is a fairly new role in SaaS...
As a partner at Draper Fisher Jurvetson, Josh Stein has invested in some of the most well-known SaaS companies in the world like Box and Yammer and spent plenty of time with truly remarkable SaaS CEOs. In this session he and Jason Lemkin sit down and dive into what...
Account-based sales development is the hot new thing with promises of finding targeted leads and pushing your sales performance to dramatically greater heights. That all sounds fabulous, but since we all know execution is everything, you need the nitty gritty details...
The first few years of a SaaS startup are all out war. Random short-lived moments of sheer elation while waging the daily battle to beat the odds and live to see another day. A lot of us never get there. And for those that do survive and thrive, the problems they face...
Who wouldn’t want to “take over the world” by expanding globally? As exciting as it can be to have customers and offices across the pond, you have to be mindful of the many differences between countries and the complexities that come along with creating an...
Not many successful SaaS companies have (yet) been built and headquartered in Indianapolis. Scott Dorsey, co-founder and former CEO of ExactTarget, remained true to his roots and turned his Midwestern manners and values in a $1B+ exit – two, to be exact. Whether...
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