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Company Culture, Hiring, Leadership, PodcastsSaaStr Podcast #188: Fouad ElNaggarm Founder & CEO @ Sapho Shares The Benefits of Being Old In SaaS
Welcome to Episode 188! Fouad ElNaggar is the Founder & CEO @ Sapho, the only employee experience portal designed for the digital workforce. To date, Ray has raised over $27m in…
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Early, Fundraising, Leadership, Podcasts, ProductSaaStr Podcast #187: Christoph Janz, Managing Partner @ Point Nine Capital on Making Venture Capital More Human
Welcome to Episode 187! Christoph Janz is the Managing Partner @ Point Nine Capital, one of Europe’s leading early stage funds, with a portfolio that includes the likes of ZenDesk, Algolia,…
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Leadership, Podcasts, SalesSaaStr Podcast #186: Tom Bogan, CEO of Adaptive Insights on How The Best CEOs Hire and Retain Their Best Talent
Welcome to Episode 186! Tom Bogan is the CEO of Adaptive Insights, the company that proves a new generation of business planning software for finance and beyond. Prior to their reported…
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Early, PodcastsSaaStr Podcast #185: Jonah Goodhart, CEO @ Moat on How To Scale A Logo Machine In the Early Days
Welcome to Episode 185! Jonah Goodhart is the CEO @ Moat, the SaaS analytics and intelligence company focused on transforming brand advertising online. Prior to their acquisition by Oracle for a…
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Podcasts, SalesSaaStr Podcast #184: Sam Blond, Chief Sales Officer @ Brex With a Step by Step Guide To Scaling Your Sales Team
Welcome to Episode 184! Sam Blond is Chief Sales Officer @ Brex, the startup that provides corporate cards for startups. To date they have raised over $57m in funding from…
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Company Culture, Hiring, Leadership, Marketing Strategy, PodcastsSaaStr Podcast #183: Eoghan McCabe, Co-Founder & CEO @ Intercom on The Right Way To Structure Your Org Chart
Welcome to Episode 183! Eoghan McCabe is the Co-Founder & CEO @ Intercom, one of the fastest growing SaaS companies of the day, providing a new and better way to acquire,…
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Leadership, Marketing, Marketing Strategy, PodcastsSaaStr Podcast #182: Steve Lucas, CEO @ Marketo on What Makes A Truly Great SaaS CEO Today
Welcome to Episode 182! Steve Lucas is the CEO of Marketo, the world leader in marketing automation for companies of any size. Prior to their IPO and eventual sale to…
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Compensation, Early, Leadership, Podcasts, SalesSaaStr Podcast #181: Jerry Jao, Founder & CEO @ Retention Science Shares How To Gain Enterprise Clients As A Startup
Welcome to Episode 181! Jerry Jao is the Founder & CEO @ Retention Science, the startup that brings intelligence to your marketing automation through artificial intelligence that delivers a personalized customer…
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Early, Fundraising, Leadership, Metrics, Podcasts, SalesSaaStr Podcast #180: David Skok, GP @ Matrix Partners Shares The Right Way To Analyze Sales Rep Productivity
Welcome to Episode 180! David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did…
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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 over…
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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 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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