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Compensation, Customer Success, Leadership, Metrics, Podcasts, SalesSaaStr Podcast #179: Dave Kellogg, CEO @ Host Analytics On The Most Commonly Misunderstood SaaS Metrics
Welcome to Episode 179! Dave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO…
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Exit Strategy, Hiring, Leadership, PodcastsSaaStr Podcast #178: Phil Fernandez, Former Marketo CEO & VP @ Shasta Ventures with 10 Key Lessons From Scaling Marketo to IPO
Phil Fernandez is a Silicon Valley veteran, with more than 35 years of experience building and leading breakout technology companies. Phil co-founded Marketo in 2006 and led the company as…
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Career Growth & Advice, Growth, Podcasts, Sales, Sales StrategySaaStr Podcast #177: Bill Binch, CRO @ Pendo.io On Why Career Paths Are For B Players in Sales
Welcome to Episode 177! Bill Binch is a leader and expert in the SaaS sales industry, currently CRO @ Pendo.io, the startup that helps you understand and guide your users, creating…
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Career Growth & Advice, Early, Fundraising, Leadership, PodcastsSaaStr Podcast #176: Kristina Shen, Partner @ Bessemer Venture Partners On What SaaS Startups Need To Raise A Series A Today
Welcome to Episode 176! Kristina Shen is a Partner @ Bessemer Venture Partners, one of the world’s leading venture funds with a portfolio including the likes of Pinterest, Skype, Box,…
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Career Growth & Advice, Fundraising, Growth, Leadership, Podcasts, Sales StrategySaaStr Podcast #175: Jason Lemkin, Founder @ SaaStr on How To Approach Long Sales Cycles
Welcome to Episode 175! Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year….
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Career Growth & Advice, Featured Podcasts, Growth, International Expansion, Leadership, PodcastsSaaStr Podcast #174: Timo Rein, Founder & CEO @ Pipedrive Discusses How To Make It Big In The US As A Non-US SaaS Startup
Welcome to Episode 174! Timo Rein is the Founder & CEO of Pipedrive, the startup that helps sales people focus on actions that close deals. To date, Timo has raised…
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Career Growth & Advice, Compensation, Growth, Leadership, Podcasts, Sales StrategySaaStr Podcast #173: Jason Lemkin, Founder @ SaaStr on What To Look For In Your First Sales Reps
Welcome to Episode 173! Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS event, with over 20,000 of the world’s best SaaS founders and investors attending every year….
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Career Growth & Advice, Featured Podcasts, Growth, Leadership, PodcastsSaaStr Podcast #172: Jon Lee, Founder & CEO @ ProsperWorks on Why It Is Easier To Start In SMB and Work Your Way Up
Welcome to Episode 172! Jon Lee is the Founder & CEO @ ProsperWorks, the #1 recommended CRM for G Suite. To date, ProsperWorks have raised over $85m in VC funding from…
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Career Growth & Advice, Fundraising, Growth, Leadership, PodcastsSaaStr Podcast #171: Chetan Puttagunta, General Partner @ NEA on Why Open Source Is The Only Way To Get In Front of Today’s Developers
Welcome to Episode 171! Chetan Puttagunta is a General Partner @ NEA, one of the world’s largest venture capital firms in the world, with over $3Bn in their latest fund and…
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Career Growth & Advice, Company Culture, Leadership, Podcasts, ScaleSaaStr Podcast #170: Rob Reid, EVP & Managing Director @ Sage Intacct on Scaling Intacct’s Team & Culture To An $850m Exit
New! Prefer to read the transcript? We’ve got you covered! You’ll find this week’s transcript below. Welcome to Episode 170! Rob Reid is the Executive Vice President & Managing Director @…
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Career Growth & Advice, Leadership, Podcasts, ScaleSaaStr Podcast #169: Kolton Andrus, Founder & CEO @ Gremlin with the Secret to Ensure High Conversion on Trials
Welcome to Episode 169! Kolton Andrus is the Founder & CEO of Gremlin, the failure as a service startup finds weaknesses in your system before they cause problems. To date,…
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Career Growth & Advice, Featured Podcasts, Growth, Podcasts, Sales, Sales StrategySaaStr Podcast #168: Ryan Williams, Founder @ SalesCollider Shares Why 70% of Startup’s VPs of Sales Fail
Ryan Williams is the Founder of SalesCollider, the organization that helps technical founders jumpstart sales. Ryan got his start as the first sales manager at Adroll where he grew the…
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Career Growth & Advice, Growth, Leadership, PodcastsSaaStr Podcast #167: PJ Bouten, Founder & CEO @ Showpad On The Biggest Challenges In Scaling From $1-10m in ARR
Welcome to Episode 167! Pieterjan (PJ) Bouten is the Founder & CEO of Showpad, the world’s leading sales enablement platform that allows for the creation of amazing buyer experiences. To…
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Career Growth & Advice, Growth, Leadership, Metrics, PodcastsSaaStr Podcast #166: Clate Mask, Founder & CEO @ InfusionSoft On Why SaaS Startups Do Not Have To Scale To Enterprise
Welcome to Episode 166! Clate Mask is the CEO of Infusionsoft, the leading cloud-based CRM platform for growth-minded small businesses, with more than 145,000 users worldwide. Under Clate’s leadership, InfusionSoft…
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Career Growth & Advice, Company Culture, Diversity & Inclusion, Growth, Leadership, PodcastsSaaStr Podcast #165: Harry Glaser, Founder & CEO @ Periscope Data Shares a Step By Step Guide To Building Truly Diverse Teams
Welcome to Episode 165! Harry Glaser is the Founder & CEO of Periscope Data, the startup that allows you to transform your business with the fastest, most powerful analytics platform….
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Popular Q&A
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 for my SaaS company at $10kMRR?
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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