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Blog Posts, Career Growth & Advice, Leadership, SaaStr Events, Scale, VideosLessons Redefining a Really Big Category with Coupa (Annual Video + Transcript)
Earlier this year at the 2018 Annual, Coupa Software CEO Rob Bernshteyn sat down with our very own Jason Lemkin to chat about what he’s learned while redefining a big category….
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Career Growth & Advice, Growth, SaaStr Events, Sales, Sales Strategy, VideosSales Rep 2.0: How to Make Sales Agile with Heresy (Europa Video + Transcript)
Back in June, Heresy CEO and Co-Founder Dimitar Stanimiroff (formerly EMEA Sales Director at Stack Overflow) spoke to our Europa audience about the impact of high attrition within a SaaS…
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Blog Posts, Customer Success, Growth, Marketing, Marketing Strategy, SaaStr Events, VideosHow to Create a $50M ARR Inbound Revenue Machine with Justyn Howard and Mike Volpe
Last February, former Hubspot CMO Mike Volpe sat down with Sprout Social Founder and CEO at the SaaStr Annual to talk product pricing, delivering individualized value, and creating a $50M…
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Career Growth & Advice, Company Culture, Leadership, SaaStr Events, Scale, VideosBuilding a Real Unicorn: Tears, Sweat, and Teamwork with Meltwater & Creandum (Europa Video + Transcript)
From bootstrapping a business to building a cohesive culture across continents, our SaaStr Europa 2018 session featuring Meltwater Founder and CEO Jorn Lyseggen in conversation with Creandum’s Carl Fritjofsson covered a wide…
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Fundraising, Growth, Leadership, Metrics, SaaStr Events, Videos10 Non-Obvious Things About Scaling SaaS with David Kellogg (Annual Video + Transcript)
Filled with actionable insights and pro tips on how deliver better business metrics to the board, David Kellogg’s session on 10 non-obvious things about scaling SaaS was one of the…
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Company Culture, Growth, Leadership, SaaStr Events, Sales Strategy, VideosLearning to Love the Art of Sales (As a Technical Founder) with Ross Mason, Founder of MuleSoft (Europa Video + Transcript)
At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company…
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VideosCheck Out the Best SaaStr Annual Videos using Algolia’s Talksearch
Algolia has added a super-fast video search product called Talksearch. You can test it out now and search through 80+ of the top sessions from the SaaStr Annual here. It’s…
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Career Growth & Advice, Company Culture, Early, Marketing, SaaStr Events, VideosCareer Advice from Top Female Leaders in SaaS with MongoDB, SiriusDecisions, Engagio and InsideView (Annual Video + Transcript)
Powerhouse CMOs Heidi Bullock, Meagen Eisenberg, and Tracy Eiler sat down with SiriusDecisions’ VP of Research Megan Heuer at this past year’s SaaStr Annual to offer their takes on how…
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Growth, Hiring, International Expansion, Leadership, SaaStr Events, VideosThe First 1000 Employees: Building Truly Great Teams with Zuora (SaaStr Europa Video + Transcript)
Last month, we took Paris by storm when we hosted 1600+ SaaStr fans from around the world at our inaugural SaaStr Europa. One of the event’s most anticipated sessions featured…
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Career Growth & Advice, Growth, Hiring, Leadership, SaaStr Events, VideosBusting the Myths About Startup Success with BlackLine (Video + Transcript)
One of the most popular sessions at Annual 2018, Busting the Myths About Startup Success with BlackLine CEO and Founder Therese Tucker is up at the top of our must-watch…
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Career Growth & Advice, Company Culture, Hiring, Leadership, Scale, VideosSmooth Scaling: 3 Female Tech CEOs. Lessons on How to Scale Faster, Better & Farther. (Video + Transcript)
In the below session from Annual 2018, CEOs Jennifer Tejada (PagerDuty), Michel Feaster (Usermind), and Amy Chang (Accompany) discuss the challenges of scaling culture, their biggest career mistakes, and more…
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Customer Success, Featured Videos, Growth, Marketing, Marketing Strategy, SaaStr Events, VideosBuilding Customer Empathy Through Storytelling and Creativity with MailChimp (Video + Transcript)
In this session from Annual 2018, MailChimp CMO Tom Klein shares his advice for how to build customer empathy by using storytelling and creativity. And in case you haven’t heard,…
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Career Growth & Advice, Company Culture, Early, Featured Videos, Leadership, SaaStr Events, VideosIntercom CEO Eoghan McCabe & Jason Lemkin at SaaStr’s 2018 Soiree (Video)
A few weeks back, we officially unveiled the SaaStr Co-Selling Space in downtown San Francisco during our 2018 Spring Soiree. There were made-to-order grilled cheeses, custom cocktails, and—of course—top-notch content…
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Early, Featured Videos, Sales, VideosWatch The SaaStr Masterclass “From $0 to $10m in ARR” from Algolia in Paris (Video)
After SaaStr Europa, we had a second, more informal event a few days later at the breathtaking headquarters of Algolia. Over 240 founders and execs got together to talk about…
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Career Growth & Advice, Growth, Leadership, Marketing Strategy, SaaStr Events, VideosGrowing and Scaling SaaS Businesses from $1M to $500M in ARR with Intercom (Video + Transcript)
In this session from Annual 2018, Intercom COO Karen Peacock shares success stories, battle scars and practical advice she’s learned from growing scaling SaaS businesses from $1M to $500M in annual recurring…
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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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