Lawrence Coburn is the Founder & CEO @ DoubleDutch, the category leader for event marketing automation. If you are at SaaStr and have the pleasure of using the SaaStr app, yep that is DoubleDutch! They have raised more than $75m in VC funding from some of the best VCs in the world including Index Ventures, Bessemer, Floodgate and Bullpen. As for Lawrence he is a three time entrepreneur, Lawrence also founded RateItAll, a top ten consumer review property, and LocationMeme, a blog about location based services. Lawrence is also the geo-location editor for The Next Web, is a mentor at IO Ventures, a San Francisco based incubator, and on the advisory board for the Enterprise 2.0 conference.
In Today’s Episode You Will Learn:
60 Second SaaStr
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Michael Cardamone is the Managing Director of Acceleprise, a SaaS focused accelerator based in San Francisco and backed by leading operators. He is also an advisor to and angel investor in early stage SaaS companies. Prior to Acceleprise, Michael was one of the first 30 employees at Box in a business development role and then led partnerships at an EdTech company called AcademixDirect.
In Today’s Episode You Will Learn:
60 Second SaaStr
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Eoghan McCabe is CEO and co-founder of Intercom. The customer communications platform that has taken the saas world by storm in the last few years with 116m in VC funding from truly some of the world’s best including Bessemer, Social Capital and Index Ventures. He previously founded Contrast, an award-winning software design consultancy, and co-founded Exceptional, a developer tool startup acquired in 2011 and now a part of Rackspace.
In Today’s Episode You Will Learn:
60 Second SaaStr
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Louis Jonckheere is the Co-Founder & Co-CEO @ Showpad, the company that enables sales teams by making content, findable, presentable and trackable. They have raised from some incredible investors including Dawn Capital, Hummingbird Ventures and Insight Venture Partners who more recently led their Series C $50m fundraise earlier this year. As for Louis, Showpad is his second company. He and his co-founder, Pieterjan, founded the mobile development agency, In The Pocket in 2010, where Louis still serves on the board. Prior to In The Pocket, Louis was a Strategic Partnership Manager at Netlog, where he first met Pieterjan.
In Today’s Episode You Will Learn:
60 Second SaaStr
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Tim Kopp, Tim is a Managing Partner with Hyde Park Venture Partners one of the leading early stage VCs in the Midwest. Prior to joining Hyde Park Venture Partners, Tim was the CMO of ExactTarget for 6+ years, leading a global team of nearly 300 amazing marketing leaders. Tim helped grow ExactTarget from $47M to $400M in revenue, through IPO, and ultimately to a $2.7B sale to Salesforce. He previously spent 10+ years in consumer marketing with P&G and Coca-Cola. You can follow his advice for startup executives and marketing leaders at his newly launched website:www.cmovc.com.
In Today’s Episode You Will Learn:
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Jim Stoneham is VP of Infrastructure Products @ New Relic and Jim joined New Relic when the company acquired Opsmatic, where he was co-founder and CEO. Prior to Opsmatic, Jim was CEO of Payvment, a social commerce platform for SMB sellers that was acquired by Intuit in early 2013. He joined Payvment from Yahoo, where he led Communities (Flickr, Answers, Groups, Delicious) as well as the integrations of Facebook and Twitter into Yahoo products. Prior to that, he spent several years building consumer products at Kodak and Apple. A huge thanks to Cindy Padnos @ Illuminate for making the introduction, without which this interview could not have happened.
In Today’s Episode You Will Learn:
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Chad Arimura is the Founder & CEO @ Iron.io, where he drives the team to build the world's best cloud infrastructure services. Now they do have some pretty sizeable clients including the likes of Google, Zenefits, Twitter, Whole Foods and they have the backing from the likes of Steve Anderson’s Baseline Ventures, Bain Capital, Matt Ocko from Data Collective and our friends at Sapphire Ventures just to name a few and Prior to co-founding Iron.io, Chad was CIO and founder of AllDorm Inc., a collegiate media and marketing company that provided fundraisers and viral marketing campaigns for clients such as Volkswagen, Domino's Pizza, and Visa.
In Today’s Episode You Will Learn:
60 Second SaaStr
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Greg Sands is the Founder and Managing Partner of Costanoa Venture Capital. Prior to founding Costanoa Venture Capital, Greg was a Managing Director at Sutter Hill, where he was an early investor in the likes of Feedburner, AllBusiness, and Return Path just to name a few. Before Sutter Hill, Greg was the first hire at Netscape after its founding engineering team. As Netscape’s 1st Product Manager, Greg wrote the initial business plan, coined the name Netscape, and created the SuiteSpot Business Unit, which he grew from zero to $150m in revenue. He also served as Manager of Business Development at Cisco where he architected a global channel management plan.
In Today’s Episode You Will Learn:
60 Second SaaStr
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Jon Herstein is the Senior Vice President of Customer Success at Box where Jon works to ensure that all of Box's Enterprise and Business customers are phenomenally successful. Jon has worked with some of the biggest names in the tech world, including Accenture, Informatica and most recently NetSuite, where he served as VP of Professional Services for North America and EMEA. Before NetSuite, Jon led the turnaround of Informatica's European consulting practice during a multi-year expatriate assignment, which eventually led to a 65% jump in revenue.
In Today’s Episode You Will Learn:
60 Second SaaStr:
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Kristen Koh Goldstein is the Co-Founder @ HireAthena, the on demand workforce specialising in accounting, HR and payroll. Prior to Hire Athena, Kristen was the Co-Founder @ Scalus, where she raised millions of dollars in venture capital from top VCs including Google Ventures and Sherpa Capital. Before that Kristen was the Co-Founder @ BackOps, the world’s fastest growing back office solution. If you enjoy the show with Kristen today and would like to join Jason and I @ SaaStr Annual 2017 next year, then all you have to do is checkout SaaStr and buy your tickets for SaaStr Annual 2017.
In Today’s Episode Kristin Discusses:
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Matthew Bellows is the Founder @ Yesware and a specialist in helping sales people close more deals faster. Yesware serves more than 750,000 salespeople at companies like IBM, Groupon, Salesforce, Twilio, Yelp, VMWare, and Zendesk. Prior to Yesware, Matthew was the VP of Sales at Vivox. Before that, he was GM at Floodgate (acquired by Zynga) and Founder/CEO of WGR Media (acquired by CNET Networks).
In Today’s Episode with Matthew We Discuss:
60 Second SaaStr:
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Ryan Fyfe is the Founder & CEO @ Humanity, the employee scheduling software that allows you to value your employees. Ryan has built Humanity to serve more than half a million users across 87 countries, with a team exceeding 100 people and continually growing across 3 continents. They have raised funding from our friends at Point Nine and a huge thank you to Christoph @ Point Nine for making the introduction today.
In Today’s Episode with Ryan We Discuss:
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Michael Litt is the Founder & CEO @ Vidyard the video intelligence platform that allows you to create, measure and strengthen engagement of your video content. Vidyard are based in Canada and have raised over $60m in VC funding from the likes of Battery Ventures, Bessemer, SoftTech, Salesforce Ventures, some incredible names there and the list goes on but I would like to say a huge thanks to Matt Garrett @ Salesforce Ventures for making the intro.
In Today's Show with Michael We Discuss
In a round we call the 60 Second Saastr, we also hear:
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Today’s episode is taken from SaaStr Annual 2016, featuring Meagen Eisenberg, CMO at MongoDB and former VP Demand Gen at DocuSign, sharing her playbook for optimizing the funnel at every stage and converting leads into real, paying customers. If you want to join me and Jason @ SaaStr 2017 then head to saastr.com where you can buy tickets.
In Today’s Episode You Will Learn:
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Aaron Ross is the author of the best selling book, Predictable Revenue, providing the framework for the outbound process & sales team Aaron created for Salesforce.com. During his time at Salesforce as Director of Corporate Development and Acquisitions, he added an extra $100 million in revenue in just a few years. In today’s show we discuss his and Jason Lemkin’s fantastic new book, From Impossible To Inevitable, which outlines how hyper growth companies create predictable revenue? If you are a founder asking why aren’t we growing faster, how do we go into hyper-growth mode and then how do you sustain growth then this book really is for you.
In Today’s Episode with Aaron You Will Learn:
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As VP of Sales and Marketing at Atlassian for three years before becoming President, Jay Simons has a broad perspective on what it takes to build a successful company. Sometimes, ignoring conventional wisdom is what will differentiate you from the competition. Bootstrapping from day one, launching and supporting multiple products, and doing it all without traditional Sales team - Atlassian's approach (and wild success) has always been a curious anomaly in SaaS. After 13 years of being an exception to every rule, Atlassian went public in late 2015 with a total market capitalization of $4.37B at the time of the IPO.
In this session, Jay answers our burning questions:
1.) Why does Jay believe in most cases the best run companies are public companies? What does being public bring to the organizational structure of a firm?
2.) How important is it for early stage startups to have board members and outside perspectives? How should they select those inputs?
3.) How important a role does customer support and success play in the conversion of customers from trial to paid versions?
4.) How does Jay focus on 4 products with such a differentiated suite of products? Does this not contradict the often cited fundamental, focus.
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Andy Sparks is the Co-Founder and Head of Sales @ Mattermark. He was previously the Technology Editor at Referly before the company pivoted to become Mattermark. Andy joined the Referly team via an acqui-hire of his company, LaunchGram, by Referly in February of 2013. Now I am going to leave the bio there as Andy does a much better job of it in the show than I do!
In Today’s Episode You Will Learn:
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Today we bring you one of the highlights from SaaStr Annual 2016 with Jason Lemkin talking to Kirsten Helvey, COO of Cornerstone Ondemand, a cloud-based learning and talent management solutions provider. in the episode Kirsten discusses her 11 years of experience with rising up in the ranks from employee #30 to her current position in the company, which is now 1500-strong, it is a phenomenal scaling story and so many insights nuggets of wisdom from Kirsten here.
In Today’s Episode You Will Learn:
Why you should always be thinking about building, no matter the scale?
Why we should all stop talking about company culture?
Why you should forget the MBA and take a psychology degree?
How to give direct and consistent feedback with employees in order to get the most out of them?
Why we should focus more on upsell and less on customer acquisition?
How to build, integrate and scale a customer success team into a 1,500 person organisation?
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David Yuan is a General Partner at Technology Crossover Ventures, where he has enjoyed no less than 4 IPOs and 5 acquisitions. Some of David’s investments include the likes of Facebook, Linkedin, Exact Target (acq by Salesforce), Splunk and many more incredible companies. He also sits on the board at Act On, App Nexus, Merkle and Site Minder and is an advisor to Pinterest. Pior to TCV, David had stints at JP Morgan and Bain & Company.
In Today’s Episode with David You Will Learn:
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Today we bring you a highlight from SaaStr Annual 2016 featuring a conversation between Hubspot's Dharmesh Shah and SaaStr's own Jason Lemkin. Prior to founding HubSpot in 2006, Dharmesh was founder and CEO of Pyramid Digital Solutions, which was acquired by SunGard Data Systems in 2005. In addition to co-authoring “Inbound Marketing: Get Found Using Google, Social Media and Blogs”,Dharmesh published HubSpot’s Culture Code, which has garnered over 2.5 million views on SlideShare. Named an Inc. Founders 40 in 2016, he is an active member of the Boston-area entrepreneurial community, an angel investor in over 60 startups, and a frequent speaker on startups and inbound marketing.
In Today's Episode wth Dharmesh You Will Learn:
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Allison Pickens carries the customer success torch as the VP of Customer Success & Business Operations at the category leaders, Gainsight. Allison’s organization @ Gainsight includes all post-sales functions: CSMs, Support, Onboarding, Services, and Operations. Prior to Gainsight, she started her career in management consulting for Fortune 500 companies while at Boston Consulting Group and later worked in private equity investing at Bain Capital. Allison decided that she couldn’t pass up the opportunity to work at Gainsight when Bain Capital led the Series B.
In Today’s Episode With Allison You Will Learn:
1.) So let’s start with managing customer churn and I think the first and most important thing is assessing what is regrettable vs non-regrettable. How do you approach this?
2.) To do the above we need to have a great customer success team so iw ant to talk about the process of building this out and with CS being a new category this is an aspect a lot of founders are addressing at this time. So starting with the obvious?
60 Second Saastr produced by Nick Mehta:
What surprises you most about customer success now vs a year ago?
Importance of fast iterating team?
Fave SaaS material, book, blog, podcast?
What element of the journey have you found most challenging?
Carrying the CS torch? What is it like do you feel the pressure?
3.) Now I want to finish today by discussing the segmentation of your customer base, so at what point in the company's life do you begin segmenting the customers?
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Cindy Padnos is the Founder and Managing Partner at Illuminate Ventures where she focuses on all things Enterprise/B2B cloud and mobile computing sectors. Prior to founding Illuminate in 2009, she was one of three investment professionals at Outlook Ventures responsible for committing the firm’s $140 million fund. Cindy also has extensive experience in the world of operations, where she founded and sold one of SaaS’ first on demand startups in the form of Vivant.
In Today’s Episode with Cindy We Discuss:
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Fred Stevens-Smith is the Co-Founder & CEO @ Rainforest QA, which if you listened to 20VC with Byron Deeter, you will remember he discussed them and their amazing trajectory. So for QA first, it is essentially QA as a service making it fast and easy to test your webapp in multiple browsers and they are backed by some of the best as we said there Byron Deeter @ Bessemer, our own Jason Lemkin, Y Combinator, previous guest Kris Duggan @ Betterworks and Marc Benioff just to name a few. As for Fred he is the man at the helm as Co-Founder & CEO and absolutely smashing it I might add. In the show Fred mentions his favourite reading material to be Jason Lemkin and Aaron Ross’s new book From Impossible to Inevitable: How Hypergrowth Companies Create Predictable Revenue and if you have not read that, that is a must and can be found here!
In Our Discussion with Fred You Will Learn:
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Quang Hoang is the Co- Founder @ Birdly, Birdly are convinced by the power of messaging within organizations, they decided to build a broader service that connects your favorite business softwares to messaging apps. It is this vision that has led to them being named one of the hottest startups from YC Winter 2016 batch and has led to funding from some of the best in the industry including our own Jason lemkin, Slack, previous guest Nicolas Dessaigne and prestigious french investors Alven Capital and Partech Ventures.
In Today’s Episode with Quang We Discuss:
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Christoph Janz is the Co-Founder and the Managing Partner @ Point Nine Capital, one of Europe’s best early stage venture funds and Christoph himself specializes in all things SaaS at Point Nine and has made more than 20 SaaS startup investments. Prior to Point Nine, Christoph co-founded two Internet startups and in 2008, became an angel investor and discovered Zendesk, which was his first angel investment. Also if you would like to congratulate Jason for the raising of the incredible new SaaStr Fund then you can click here to send him a congratulations tweet.
In Today’s Episode with Christoph We Discuss:
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