Blog Posts, Growth, Human Resources, Leadership
The time comes for every growing SaaS company when you need to hire your first managers. Not VPs, but Directors and managers under them. Some rough rules: You need one…
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Blog Posts, Career Growth & Advice, Growth, Hiring, Leadership, SaaStr Events, Videos
In the run-up to 2021 SaaStr Annual, we’re looking back at some of the top all-time sessions. One of the most popular sessions at SaaStr Annual, Busting the Myths About…
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Blog Posts, Growth, Marketing, Sales
Q: What are the most common challenges of a VP of marketing transitioning into a Chief Revenue officer CRO role? I’ve almost never seen this work. But I see more…
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Blog Posts, Growth, Hiring, Q&A, Sales
You can back into it. First, figure out how much revenue you need to close in the next twelve months. Because that’s more than now. Second, calculate a reasonable attainable…
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Blog Posts, Customer Success, Growth, Marketing, Q&A
Q: Dear SaaStr: What Percent of My Revenue Should Come from Referrals and Word of Mouth? Ultimately, almost all top software companies end up getting 20-50% or so of their…
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Blog Posts, Customer Success, Growth
Nick Mehta, CEO of Customer Success leader Gainsight, recently did a short post above on his Top 7 takeaways talking with customer success leader for the first time in-person in…
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Blog Posts, Growth
First time since 3/20 in the SF office at @ICONIQGrowth – feels surprisingly normal and refreshing pic.twitter.com/eERuwZp9yX — Doug Pepper (@dougpepper) July 15, 2021 What will the office world look…
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Blog Posts, Customer Success, Customer Success, Growth
And, the one thing better than exceptional support, is exceptional support that's included free in your subscription. Not many people know this, but that's a secret HubSpot moat. Something the…
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Growth, Hiring, Human Resources, Metrics, Q&A
Q: At what stage should SaaS founders fully stop being individual contributors? I’ve come up with 2 rough rules here to avoid stalling out: Try to have a complete 1.0…
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Blog Posts, Growth, Leadership
Q: What are the most important lessons you’ve learned in your career? My list: Slow down big decisions, speed up the rest. I’m not the first to say this, but…
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Growth, Hiring, Q&A, Sales
I’ve written a lot about this, but for most start-ups, you can boil it down to two criteria any first VP of Sales just has to meet: Has she built…
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Blog Posts, Growth, Scale
Protocol and Pitchbook partnered to do a comparison to see what’s happening in Private Equity and enterprise deals so far in 2021, and the data is a bit jaw-dropping: Just…
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Blog Posts, Growth, Sales, Sales
We’re coming up on the quarter (we always are, really). Some of you are going to beat the plan! Most of you maybe, even. I hope. But not all. All…
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Blog Posts, Growth, Sales
I recently put together a list on Quora of 6 things sales reps recently said to me as a buyer of SaaS products myself that killed the deal: “You are…
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Blog Posts, Fundraising, Growth, Leadership
Over the past few weeks, I’ve been fortunate enough to catch up with several Unicorn++ founders who, relatively speaking, had not raised that much vs their peers. We talked about…
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