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Company Culture, Early, Fundraising, Hiring, Human Resources, Leadership, PodcastsSaaStr Podcast #199: Jon Stein, Founder & CEO @ Betterment on The 3 Key Roles For A SaaS CEO
Welcome to Episode 199! on Stein is the Founder & CEO @ Betterment, the online financial adviser built for people who refuse to settle for average investing. To date, Jon has…
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Early, Marketing, PodcastsSaaStr Podcast #198: Maria Pergolino, CMO @ Anaplan On How To Create True Alignment Between Sales and Marketing
Welcome to Episode 198! Maria Pergolino is the CMO @ Anaplan, the company that allows you to accelerate decision-making with effective planning. Anaplan had a wildly successful IPO earlier this year…
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Marketing, Podcasts, ScaleSaaStr Podcast #197: Cristina Cordova, Biz Dev & Partnerships / Stripe Discusses When Is The Right Time, What is The Right Partnership
Welcome to Episode 197! Cristina Cordova leads the Payments Partnerships and Platform Partnerships teams at Stripe, the new standard in online payments that handles billions of dollars of business every year…
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Company Culture, Hiring, Leadership, Podcasts, ScaleSaaStr 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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Customer Success, Customer Success, Early, Podcasts, ProductSaaStr Podcast 195: Dan Reich, Founder & CEO @ Troops.ai Shares Why Current Org Charts Are Upside Down
Welcome to Episode 195! Dan Reich is the Founder & CEO @ Troops.ai, the startup that is the ultimate slackbot for sales teams. To date, Dan has raised over $17m in…
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Customer Success, Early, Hiring, Leadership, Metrics, PodcastsSaaStr Podcast #194: Steve Newman, Founder & CEO @ Scalyr on How Small Numbers In SaaS Can Deceive You
Steve Newman is the Founder & CEO @ Scalyr, the startup that helps your devops team solve more problems in less time with log monitoring and analysis in seconds. Steve…
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Marketing, Marketing Strategy, PodcastsSaaStr Podcast #193: Joe Chernov, CMO at Robin On What Makes The Truly Special CMOs
Welcome to Episode 193! Joe Chernov is the Chief Marketing Officer at Robin, the startup that simplifies scheduling, visibility and management of meeting rooms, desks and people in your workplace. To…
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Fundraising, Podcasts, SalesSaastr Podcast #192: Michael Katz, Founder & CEO @ mParticle Shares Why Multi-Year Deals Are Not All Good
Welcome to Episode 192! Michael Katz is the Founder & CEO @ mParticle, the customer data platform that integrates all of your data and orchestrates it across channels, partners and systems….
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Company Culture, Growth, Hiring, Human Resources, Leadership, Marketing Strategy, Podcasts, Product, SalesSaaStr Podcast #191: Kyle Porter, Founder & CEO @ Salesloft Discusses Pivoting a Product Generating $7m in ARR
Welcome to Episode 191! Kyle Porter is the Founder & CEO @ Salesloft, the leading sales engagement platform delivering a better sales experience. To date, Salesloft have raised over $75m in…
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Early, Fundraising, Marketing Strategy, Podcasts, Product, SalesSaaStr Podcast #190: Ed Sim, Founder & GP @ Boldstart Ventures on Why SaaS Founders Should Not Sell Their Products in The Early Days
Welcome to Episode 190! Ed Sim is the Founder & General Partner @ Boldstart Ventures, one of the leading players in early stage SaaS investing. Their MO is to be a…
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Company Culture, Hiring, Leadership, Marketing Strategy, Podcasts, ScaleSaaStr Podcast #189: Craig Walker, Founder & CEO @ Dialpad on When to Go Large on Go-To-Market
Welcome to Episode 189! Craig Walker is the Founder & CEO @ Dialpad, the startup that provides a business phone system for the modern workplace. To date, Craig has raised…
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Company Culture, Hiring, Leadership, PodcastsSaaStr Podcast #188: Fouad ElNaggar, 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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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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