Whitney Sales is the VP of Sales at TalentIQ, has been involved in bringing products to market and managing high growth sales teams for over a decade. She is the creator of the Sales Method, a strategic framework for launching products, which she used to help three companies earn a place on the Inc 5000 fastest growing companies list. Prior to joining TalentIQ, Whitney held executive positions at Wanelo and SpringAhead and currently serves as a mentor at StartX, Alchemist, and previous guest Acceleprise and a huge thanks to Michael Cardamone @ Acceleprise for the intro to Whitney today.

In Today’s Episode You Will Learn:

• How did Whitney make her way into the world of SaaS and more specifically sales?
• What are the 5 key criteria that founders need to consider before embarking on the sales process?
• How specific and targeted should a customer profile be? How many profiles can they have? What are the best questions to determine the optimal customer segment?
• How can founders identify which buyers are innovators? What tools are best for this? Once discovered, how should founders approach these innovators?
• Founders learn about gaps in customer information from selling. So how close should the integration of content marketing and selling be in the early days?

60 Second SaaStr

1. What are Whitney’s preferred tools for her tech stack?
2. What does Whitney know now that she wishes she had known at the beginning?
3. Does the proliferation of sales tools make it harder or easier?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Whitney Sales

Ryan Petersen is the Founder and CEO of Flexport, the freight forwarder for the internet age. Flexport recently raised a phenomenal $65m Series B from the likes of Founders Fund, First Round, Felicis, Bloomberg Beta, Yuri Milner, Susa Ventures and more incredible investors. With none other than YC founder Paul Graham stating ‘Ryan has the rare ability to not just satisfy the market but grow it’. Prior to Flexport, Ryan was Founder and CEO of ImportGenius.com, the largest provider of business intelligence to the import-export industry. A huge hand to Chad Byers @ Susa and Jason Lemkin for the intro

In Today’s Episode You Will Learn:

• How did Ryan make her way into the world of SaaS and come to found Flexport?
• How does Ryan view NPS? Why is he so bullish? Why is it the most important metric? What are the downsides to relying on NPS?
• What is the optimal method to structure internal compensation structures? Why is compensation based on NPS and Net not effective and what are the dangers of this?
• How can founders look to implement bottoms up decision making in their organisation? What are the benefits of this and what are the challenges to it’s implementation?
• Ryan is hiring his first VP of Marketing? What should founders look for in their VP of Marketing? Why is now the right time and what challenges has Ryan faced in the process?

60 Second SaaStr

1. Fave SaaS reading material?
2. What does Ryan know now that he wishes he had known when he started?
3. What has been his biggest learning throughout the Flexport journey?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Ryan Petersen

Josh Reeves is the Founder and CEO @ Gusto. Gusto reimagines payroll, benefits, HR, and personal finance and it is this reimagination that has led to their recent addition to the unicorn club with investors including Google Capital, Kleiner Perkins, Data Collective and General Catalyst, just to name a few. As for Josh, he was selected for the 2012 Forbes 30 Under 30 list. Prior to co-founding Gusto, he was the CEO and co-founder of Unwrap, a SaaS startup which was acquired in 2010, and he began his career as an early employee at Zazzle. I would also like to give a big hand to Jason Lemkin and Phil Libin for the intro to Josh today.

In Today’s Episode You Will Learn:

• HR and Payroll is not sexy so how did Josh make his way into the industry and what was the a-ha moment for Gusto?
• Josh has said before ‘he lives and breathes how a company is built.’ How has Josh looked to grow and develop his own internal organisation at Gusto? How does this vary with stage?
• Josh has hired over 300 people at Gusto, how does he approach the interview process? What is the right way for employers to approach the ‘making offers’ stage?
• How important does Josh feel it is to have an ownership culture and internal entrepreneurialism? How can this environment be fostered and developed?

60 Second SaaStr

1. How employers can ensure new employees have an amazing first day?
2. What does Josh know now that he wishes he had known when he started?
3. The biggest mistake SaaS companies make with their HR and payroll organisation?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Josh Reeves

Jeff Fernandez is the Co-Founder & CEO @ Grovo, the enterprise learning solution that allows you to educate and empower your employees. At Grovo, Jeff oversees sales, investor relations, and the building of Grovo’s award-winning culture. Prior to founding Grovo in 2010, Jeff served as product manager at Clickable (acquired by Syncapse). From 2006 until 2009, he led business development and sales for Doostang (acquired by Universum Global), an online career networking community. Jeff is also a bit of a rockstar off the field getting the highest honours from Harvard penning his thesis on human performance and then playing semi pro football for the New York Rebels in 2008. I would also like to say a massive thank you to Greg Sands @ Costanoa Venture Capital for the intro to Jeff today.

In Today’s Episode You Will Learn:

• How Jeff came to found Grovo? What was the a-ha moment for him?
• Jeff is renowned to ‘lead from the heart’. What are the advantages of this as a CEO? How does this affect the company, the culture? What are the inherent challenges?
• Question from Greg Sands: Jeff likes to ‘work the sales floor’, how does that work? What does Jeff actually do? What have been Jeff’s observations having seen the sales floor up close?
• How does Jeff look to structure the compensation for his sales team? How does this vary with time and stage?
• What does Jeff mean when he says ‘sometimes you have to go slow to go fast’? How does that play out in his management style?

60 Second SaaStr

1. Jeff’s biggest productivity tips?
2. Biggest challenge for Jeff in being CEO @ Grovo?
3. What does Jeff know now that he wishes he had known at the beginning?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Jeff Fernandez

Sangram Vajre is the Co-Founder & CMO at Terminus, the leading account-based marketing platform. Prior to Terminus, Sangram was the Head of Marketing @ Pardo, prior to it’s acquisition by Salesforce. Sangram is also the brains behind the marvel that is Flip My Funnel which challenges the status quo of traditional B2B marketing practices and transform how B2B marketers approached driving revenue in their organization. You might remember in a recent episode Tim Kopp @ Hyde Park Ventures cited Sangram and his revolutionary approach with Flip My Funnel as one to watch. If that was not enough, Sangram is also the author of "Account-Based Marketing For Dummies".

In Today’s Episode You Will Learn:

• How Sangram came to found Flip My Funnel and Terminus? What was the a-ha moment and origin story for Sangram?
• Why does Sangram believe the funnel needs to be reinvented? Where are the inefficiencies? What can be done to optimise the funnel and what are the steps to do so?
• How did Sangram establish such a strong brand in the B2B space on a shoe-string budget in such a short space of time? What tactics can be done to exert your authority over a domain?
• How does Sangram look to create an ownership culture of internal entrepreneurs at Terminus? Why is it so important to try and hire people who know more than you?
• Why did Sangram decide to hire a customer success rep before any other function? What did he look for in his first CS person? What does Sangram thinks is fundamental to being successful at CS?

60 Second SaaStr

1. Biggest learning from founding and scaling Terminus?
2. Sangram’s Favourite SaaS reading material?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Sangram Vajre

Matt Murphy is a Managing Director @ Menlo Ventures where he focuses on multi-stage investments across cloud infrastructure and AI-first SaaS applications. Since joining Menlo, Matt has led investments in Heap Analytics, Usermind, and Veriflow. Previously, Matt was a General Partner at Kleiner Perkins for over 15 years.  Matt was also an observer at Google (from initial investment to IPO), launched the iFund in ’08 (a collaborative initiative with Apple to build the defining applications on the iOS platform), and led KPCB’s investments in AutoNavi (Nasdaq: AMAP, 2010) and Aerohive Networks (Nasdaq: HIVE, 2014). Before joining KPCB, Matt worked at semiconductor startup Netboost (acquired by Intel) and prior to that at Sun Microsystems.

In Today’s Episode You Will Learn:

• How Matt made his way into the world of VC and enterprise investing? What were his biggest takeaways from working alongside John Doerr @ Kleiner Perkins?
• How is the enterprise investing landscape changing? What fundamental shifts have we seen and what have been the dominant repercussions of this?
• Nakul Mandan stated that ‘we would see the 2nd wave of consumerisation of enterprise through business model’. Does Matt agree with this and what key trends is Matt most excited about in SaaS?
• How does Matt look to evaluate early stage SaaS valuations? What are people fundamentally misvaluing and how should the topic be approached?
• Is it harder now for SaaS companies to raise than ever before? What metrics does Matt look for in a Series A investment opportunity?  

60 Second SaaStr

1. Matt's Fave SaaS reading material?
2. What are the greenfield opportunities in SaaS today?
3. What was Matt's biggest takeaway from working with John Doerr @ Kleiner Perkins?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Matt Murphy

Brandon Bruce is the Co-Founder and COO @ Cirrus Insight, the plugin for Gmail and Outlook that automatically updates Salesforce as you work. Cirrus is a bootstrapped startup with triple-digit yearly growth since it's founding 4 years ago and has grown from 2 co-founders in 2011 to a team of 55 people today. And I have to say a huge thanks to Aaron Ross, Author @ Predictable Revenue for the intro to Brandon today. Likewise, if you want to join me and Jason for mojitos at SaaStr Annual 2017 and also want an incredible 20% off ticket prices, then all you have to do is click here!

In Today’s Episode You Will Learn:

• How did Brandon make his way into the world of SaaS and come to found Cirrus Insight?
• What does Brandon mean he says he likes to take the road less travelled in Sales? What have been his learnings from his interactions on the front line of sales? How has it changed how he approaches sales?
• How are Cirrus so efficient at events in terms of getting more leads, meeting and sales? What is the strategy going into events? How can we optimise this?
• Speaking of events in general there, how does Brandon look to define prospect and buyer personas? How important is this for events? How narrow and specific do these personas have to be?
• Brandon has stated before in the importance of learning and doing manual before automatic with the future in mind. What do he mean by this and how does it affect his roadmap and thought process to the future going forward?

60 Second SaaStr

1. Favourite SaaS reading material?
2. What does Brandon know now that he wish he had known at the beginning?
3. The biggest challenge of running Cirrus and how Brandon looks to combat it?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Brandon Bruce

John Barrows is essentially the Godfather of Sales. We often have VPs of Sales from tech titans on the show but who trains those VPs and sales reps to be the best in the world at sales? That is where John Barrows comes in, with clients including Dropbox, Box, Marketo, Twilio and many more, John has amassed a wealth of knowledge and experience allowing him to provide the most proactive sales tips and strategies to optimise the sales process. If you have not checked out his blog, that really is a must and can be found here.

In Today’s Episode You Will Learn:

• How did John make his way into the world of SaaS and more specifically sales optimisation?
• How has John seen the sales landscape evolve? What has been the effect of the segmentation of roles pioneered by Salesforce?
• What will be the catalyst that causes teams to shift from current sales methods and teams to AI replacing the sales team? What does this depend on?
• How does John view the integration of sales and marketing? How does the rise of ABM change this?
• How can sales reps perfect the balance of being direct and being rude? How important is a summary email? What is the optimal structure and how should sales reps follow up on summary emails?

60 Second SaaStr

1. The most common question asked to John by VPs of Sales?
2. What are the benefits of Top Down prospecting?
3. Do execs need structure?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

John Barrows

John Gleeson is VP of Customer Success @ Affinio where John was employee #1. 2 years and a half years later, John is the VP of Customer Success following their Series A and has seen the team expand to over 40 people and have offices in New York, Toronto, Halifax and Ireland. John has written a special blog post just for SaaStr listeners today outlining his ultimate guide to customer success reading, it is my go to guide for customer success.

In Today’s Episode You Will Learn:

• How did John make his way into the world of SaaS and more specifically customer success?
• John has previously described customer success as ‘The Analogue of Sales’, what does he mean by this? How does it affect the way he views customer success
• How does John view the role of sales vs customer success in large accounts? How do they partner to drive expansion?
• How customer success managers be truly productive at the enterprise level? How can they measure their success with this productivity increase?
• Moving downstream, why does John believe the $2m benchmark per CSM is the hardest phase? What skills do you need to be successful at this stage? With so many accounts, is it possible to be proactive?

60 Second SaaStr

1. The biggest mistake most companies make when it comes to customer success?
2. Most common questions asked by CSM leaders?
3. Measuring customer success?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

John Gleeson

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:

• How did Lawrence made his way into SaaS and then came to found DoubleDutch, the category leader for mobile social events?
• How does Lawrence look to use SDR as a growth engine and does he think it is important to invest in this early to build the machine?
• How has Lawrence found the transition in terms of moving upmarket from SMB to Enterprise? How does Lawrence look to differentiate himself in such a crowded market?
• How has Lawrence seen the evolution of the team? Does he agree there are different people for different phases of the growth cycle?
• How does Lawrence look to use customer success as a bridge to cover gaps in product?

60 Second SaaStr

1. Fave SaaS resource?
2. What does Lawrence know now that he wish he had known at the beginning?
3. What is the biggest challenge Lawrence faces to this day?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Lawrence Coburn

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:

• How did Michael make his way into the world of SaaS and then start Acceleprise in SF?
• How can founders know when is the right time to ship product? Does Michael agree with Reid Hoffman, ‘if you are not embarrassed by your V1, it is too late’? How should startups look to establish a pricing mechanism at such an early stage?
• What are Mike’s thoughts on freemium? Before Mike has said founders can charge more than they think. Why does he think this and how can founders know when they have reached their price ceiling?
• Do founders need to sell their own product? How should founders approach the sales learning process? What questions should they be asking
• How important is it for a startup to have an ideal customer profile? Should founders be looking for influential customers early or just getting as many dollars in as possible? How impactful can big brands and companies be as customers to early stage companies?

60 Second SaaStr

1. Scrappiness: good or not as it just simply isn’t scalable?
2. Most common challenge for Mike’s companies?
3. Fave SaaS reading material?
4. Entrepreneur optimism: Let it run or be wary?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Michael Cardamone

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:

• How did Intercom break out in the early days with seemingly lots of competition and an install before you buy process?
• In terms of category creation, in the early days how did Eoghan convince people of a product that had previously never existed? At what stage did Eoghan and Des stop selling the product themselves? When is the right time to hire your VP of Sales?
• How did Eoghan establish a pricing mechanism for Intercom? Why is Eoghan such an advocate for value based pricing?
• Why it is so important for founders and sales teams to have empathy for the customer? How can you practice empathy? How can you cheat empathy?
• How does Eoghan manage a distributed workforce so well? What does he do to create links and culture between both the Dublin and SF office?

60 Second SaaStr

1. Biggest advice to SaaS founders?
2. Fave SaaS reading material?
3. Most proud moment of Intercom’s journey?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Eoghan McCabe

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:

• How did Louis come to found Showpad? What was the a-ha moment for him?
• How did Louis look to build out the core executive team? What have been the big lessons learnt? What have been the big mistakes and how has Louis changed his approach since?
• How did Louis look to scale the customer success team? At what stage did Louis hire his first CSM? Is $2m ARR the right benchmark? Do customer success teams need to be product specialists?
• How has Louis looked to build a scalable and repeatable sales process with Showpad? At what point did Louis decide to hire sales reps for the first time? What benchmark was this? Did Louis hire the first 2 reps at the same time?

60 Second SaaStr

1. Louis’ Fave SaaS resource?
2. Louis’s biggest advice to SaaS founders?
3. What does Louis know today that he wishes he had known at the start?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Louis Jonckheere

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:

• How Tim made his way into the world of B2B marketing and then made the transition into the world of venture?
• Why does Tim believe marketing in B2B is unbuilt and uninspired? What would Tim like to see change?
• What are SaaS CEO’s doing wrong with regards to organisation and scaling of their marketing team? What questions should they be asking?
• Why does the best B2B marketers come from the world of B2C? What makes them more effective than current B2B marketers?
• Why is ABM the most revolutionary thing to happen to marketing for the last decade? How can startups and CEOs integrate ABM into their current marketing forecasts?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Tim Kopp

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:

• How Jim came to found Opsmatic and why he decided to sell to New Relic over other acquirers?
• Why does Jim have a preference toward hiring senior experienced individuals over young talent to the founding team?
• At what stage should startups look to bring on fresh, inexperienced candidates who are passionate for the job but in need of mentoring and guidance?
• Question From Cindy Padnos: John is a master of employee onboarding, so how does John look to onboard new employees in the most effective and fast manner?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Jim Stoneham

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:

• How Chad came to found Iron.io ?
• With a complex product like Iron, how much of a role does education play in the onboarding process for prospective new clients?
• To what extent does content marketing play the dominant marketing function for Iron both in terms of educating customers and converting potential customers?
• How does Chad view the balance of much larger ACV clients with long sales cycles compared to SME’s with smaller ticket sizes and shorter sales cycles?
• What are the challenges when selling to large corporates and CIO’s in the traditional corporates?

60 Second SaaStr

1. What does Chad know now that he wish he had known at the beginning?
2. What is Chad’s favourite reading material?
3. How does Chad deal with stress as a Founder & CEO?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Chad Arimura

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:

• How Greg made his way into the world of VC from Netscape?
• Why did Greg see the opportunity for an early stage B2B fund like Costanoa? Why did this fund not exist in B2B but was becoming popularised in B2C?
• To what extent does Greg agree SaaS investing is ‘traction capital’? When investing pre metrics, what are the signs of promise Greg looks for?
• How does Greg assess product market fit? Why is customer segmentation and customer archetypes so important?
• What does Greg make of the ‘full stack CEO’? Is it better to be specialised or jack of all trades? When is the right time to specialise?

60 Second SaaStr

1. Greenfield opportunity in SaaS?
2. Biggest advice to startup founders in SaaS?
3. Easier or harder to raise money now than before?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Greg Sands

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:

• How Jon made his way into the newly created category of customer success?
• How does Box define customer success and how does that impact their view and approach to the SaaS industry?
• Box has gone through the definition of private hypergrowth and is now in the next phase as a public company - how has that affected the CSM strategy?
• Box now have some very large accounts, how do you distinguish between the role of sales vs CS in large accounts? How do they partner to drive expansion?
• Jon is renowned for prioritizing career paths for his team, how does he accomplish this and balance this with wider operational and strategic goals of box?

60 Second SaaStr:

1. What's the most common question Jon hears from CSM leaders?
2. What's one innovative idea Jon has tested that might be shared with the audience, vis-a-vis Customer Success?
3. What do you know now that you wish you had know when you started?
4. The biggest mistake current saas companies are enacting with their CS process?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Jon Herstein

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:

• Why it is that the faster you hire, the longer it takes to build your business? How to make the transition from a family to a village with your team?
• Why it is imperative to hire slowly and fire fast? How to communicate new hires to the existing team to ease onboarding friction?
• Why hiring outside of your circle is full of risks? What you can do to mitigate those risks?
• What happens when you wake up one day and realise you are the problem in your own business?
• What really is scaling with regards to the product? How important is product consistency in the scaling process?

If you would like to find out more about the show and the guests presented you can follow us on Twitter here:

• Jason Lemkin
• Harry Stebbings
• Saastr
• Kristen Koh Goldstein

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:

• How Matthew came to be Founder and CEO @ Yesware? What was the a-ha moment for him?
• Whether sales is an art or a science and what makes Matthew feel this way?
• Why all founders should do sales until $1m ARR? What were Matt’s personal learnings from scaling the sales team with Yesware?
• Why a CEO cannot also be a VP of Sales? When is the right time to hire an exec to run the sales team and begin sales specialisation?
• How Matthew approaches the hiring process? What is the best way to receive high quality candidates? What does his interview process look like?
• With the array of data on sales activity how can managers balance management with micro-management? What are the inherent problems?

60 Second SaaStr:

1. If Matthew could do the process again, what would he redo?
2. How does Matthew deal with rejection in business and sales?
3. Strategies to optimise email open rates?

If you would like to find out more about the show and the guests presented you can follow us on Twitter here:

• Jason Lemkin
• Harry Stebbings
• Saastr
• Matthew Bellows

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:

• How did Ryan come to be founder and CEO at Humainty?

• How does Ryan and Humanity use data to affect the marketing decisions they make with regards to customer acquisition?

• How does Ryan look to integrate customer success into the pre-purchase period to facilitate adoption?

• How does Ryan view free trials with Humanity? How do they A/B test free trials to optimise for conversion?

• How can startups ensure efficient time to value in a trial period and what is the role of customer success in this?

If you would like to find out more about the show and the guests presented you can follow us on Twitter here:

• Jason Lemkin
• Harry Stebbings
• Saastr
• Ryan Fyfe

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

• How did Michael come to found Vidyard, as Paul Graham described, ‘The Google For Business’?

• How does Michael assess value based pricing and how has his views transition with the growth of Vidyard?

• What does Vidyard’s internal sales organisation look like? How does Michael look to optimise this structure?

• How does Michael view the utility of the freemium model? What are the inherent advantages and disadvantages that need to be considered?

In a round we call the 60 Second Saastr, we also hear:

1. Productivity tips and tricks?
2. Cool hobbies, what are they?
3. Fave SaaS material?

If you would like to find out more about the show and the guests presented you can follow us on Twitter here:

• Jason Lemkin
• Harry Stebbings
• Saastr
• Michael Litt

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:

• Why you need to think about more than just pipeline? What are the other elements of the funnel you should focus on?

• How to optimise your forms for data capture to allow your sales team to follow up successfully?

• How marketing can provide support to sales to attract new customers?

• How does nurturing align the buyer with your sales team?

• How do you accurately measure success within email marketing?

• How can startups on a tight budget maximise exposure through content and social media?

If you would like to find out more about the show and the guests presented you can follow us on Twitter here:

• Jason Lemkin
• Harry Stebbings
• Saastr
• Meagen Eisenberg

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:

1. How did Aaron enter the world of SaaS and come to be a Senior Director @ Salesforce? What were his biggest takeaways from seeing Salesforce scale into hypergrowth mode?
2. WHat does Aaron mean by saying ‘nail a niche’? Does this mean go small? How much of a role does iteration play in this process?
3. How does Aaron assess product market fit? How do you really know when you have that focus? Are there any clear signs that suggest you have achieved product market fit?
4. Aaron has said before “people at the company will always be busy. they just might not be busy on the right things”? How important is sales specialisation? At what point does the original generalist sales team fragment into specialised elements?
5. What are Aaron’s thoughts on ownership and how you ensure that a sense of ownership is instilled upon the team to enhance productivity? I have never heard a Founder on the show before saying ‘my team is just achieving too much!’.

If you would like to find out more about the show and the guests presented you can follow us on Twitter here:

• Jason Lemkin
• Harry Stebbings
• Saastr
• Aaron Ross

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.

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin
Harry Stebbings
SaaStr