All high-growth startups reach a point in scaling their business when their processes and operations start to inhibit their growth. From SendGrid to DigitalOcean, Yancey Spruill is the person these startups brought in when they were ready to graduate to the big leagues. In his presentation, Yancey will discuss the most common mistakes startup founders make and how to overcome hurdles at different stages of growth.
Full video: https://youtu.be/MD_wD5hp7r0
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Panelists:
Katrina Wong, VP Marketing and Demand Generation Segment
Asawari Samant, Head of Marketing, Anyscale
Jeffrey Yoshimura, CMO and Customer Experience Officer, Snyk
Three marketing leaders discuss the importance of community, data, and experimentation, as well as the do's and don'ts of using agencies.
This episode is an abbreviated version of the session. You can see the full session here: https://youtu.be/7wucuUQSQvQ
Blog post: https://www.saastr.com/marketing-secrets-to-hypergrowth-from-building-elastic-zuora-and-segment/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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In this episode, Marilee Bear, SVP North America Enterprise Sales at Zendesk sits down with SaaStr's own VP of Sales, Bryan Elsesser, to talk about the best practices to deploy in motivating and organizing your sales team in Q1.
Talent Acquisition to Talent Access: Building a winning culture with a workforce that is 75% freelancers
Upwork CEO Hayden Brown addresses common myths around working with freelancers, such as, "Freelancers aren't reliable," and, "I can't build my company culture with freelancers."
She'll share how Upwork has scaled by including freelancers in every part of the company and treating them as part of the team rather than outsiders, and how it can benefit every company to have access to the talent it needs, when it needs it, regardless of geography or business ebbs and flows.
Full video: https://youtu.be/APgXDu37UIk
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Joe will share four case studies of companies that have achieved transformational growth using asynchronous communication. You’ll hear how they’ve rebuilt sales processes, won talent wars, delivered best-in-class products, and fully reimagined the employee experience. He’ll also highlight the work principles fueling these initiatives and the opportunities ahead for companies that employ them across their teams.
Full video: https://youtu.be/OAxJvk04JKU
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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SaaS is evolving rapidly. In many ways, we are witnessing the equivalent of the Cambrian Explosion in terms of the number of SaaS companies created each month. And these startups look different than their predecessors. Trends like vertical SaaS, Product-led Growth, and payment make the industry almost unrecognizable compared to the era of the SaaS pioneers more than a decade ago.
Yet many companies are still adopting Customer Success practices - like fixed size-based segmentation and activity-based "check-ins" - that were created in the 2010s.
Modern cloud businesses are rethinking Customer Success in many ways. They are looking at it as a growth engine, shifting focus from purely looking at churn to increasingly emphasizing Net Dollar Retention. They are recognizing the need for CSMs, in some cases, to be deeply technical. And they are, particularly in Product-led Growth companies, integrating Sales and CS motions and organizations tightly together.
In this talk, Gainsight CEO Nick Mehta will cover 10 best practices that represent the cutting edge of Customer Success. Check it out to save your company from becoming a SaaS dinosaur.
Full video: https://youtu.be/PzCnKSL2kx8
Blog post: https://www.saastr.com/10-things-changing-now-in-the-world-of-customer-success-with-gainsight-ceo-nick-mehta-pod-529-video/
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Postman CEO Abhinav Asthana shares how community, product, data can power marketing, customer success, and sales are the key elements for the next generation of SaaS software leaders.
Full video here: https://youtu.be/jK8trhy5i-k
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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A crucial part of any business model is customer acquisition. In order for a company to optimize their customer base, data must be intrinsic to their strategy. Join Gorgias CEO Romain Lapeyre as he discusses how the company acquired 10,000 SMB customers from just data alone. Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Video: https://youtu.be/5OJZM-uH4uE
Blog post: https://www.saastr.com/acquiring-10000-smb-customers-solely-from-data-with-gorgias-ceo-romain-lapeyre-pod-527-video/
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The biggest challenge in building a data infrastructure company over the next decade will be to redefine strategies for awareness, activation, user-centricity, and growth. While all of this is possible in theory, building categories with staying power in the age of the public cloud remains a lofty goal. Emil Eifrem, CEO and co-founder of Neo4j, will discuss the blueprint that’s emerging and some of the lessons he’s learned after launching Neo4j Aura, the company’s fully-managed graph database as a service.
Video: https://youtu.be/6vay3Ny3o0M
Blog post: https://www.saastr.com/modern-infrastructure-companies-in-the-cloud-lessons-learned-building-a-2-billion-database-company-from-scratch-with-neo4js-ceo-emil-eifrem/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Marketing isn't one size fits all, particularly at a hyper-growth company. In this session, Kady Srinivasan, SVP, Global Head of Marketing at marketing automation unicorn, Klaviyo, will pull from her 20+ years of experience and share actionable tips on how you can scale your team, your campaigns and more.
Full video: https://youtu.be/s4WZcgL5fc0
Blog post: https://www.saastr.com/6-steps-to-managing-marketing-hyper-growth-at-scale-with-klayvio-global-head-of-marketing-kady-srinivasan-pod-525-and-video/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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The world of product-led growth is a highly dynamic space. Join this session with Calendly CMO Patrick Moran and Head of Marketing Growth & Demand Gen Garrett Scott to learn more about these changes and how they are reflected in Calendly’s evolution as a SaaS company.
Full video: https://youtu.be/ey9aiYOupSg
Blog post: https://www.saastr.com/whats-changed-in-product-led-growth-with-calendly-cmo-patrick-moran/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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We’ve talked a lot on SaaStr about how to hire a Great VP of Sales. And we’ll keep talking about it — so long as 70% of first-time VPs of Sales don’t make it 1 year.
In this episode of the SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin, shares his best advice for all first-time VPs coming into a SaaS startup.
Video: https://youtu.be/_gWZxKwV44w
Blog post: https://www.saastr.com/how-not-to-fail-as-a-first-time-vp-of-sales/
When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization?
Cathy Gao, Partner at Sapphire Ventures, and Anoushka Vaswani, Partner at Lightspeed Venture Partners, moderated a panel with Carlos Delatorre, CRO at TripActions, and Latané Conant, CMO at 6sense to discuss how you can scale your startup from $20 million ARR to $200 million ARR through go-to-market execution, talent, and culture.
Driving peak sales performance is a mission most SaaS companies strive to accomplish. Yet, sales team targets are often set extremely high, with management expecting their teams to miss. This might bring success for the company, but it leads to negative experiences for the sales rep, and your teams may ultimately fail to perform to their fullest potential.
Hootsuite CRO Melissa Murray Bailey shares secrets to running a successful SaaS sales team and reducing employee turnover.
Video: https://youtu.be/wl1Qx4KHqMo
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Every high-growth organization inevitably reaches the point of pivoting its strategy and offerings to capture new audiences—a journey made more complex with the new demands emerging this past year. In this session, Dorian Stone will share lessons learned from Grammarly’s evolution from consumer to SMB to enterprise, address common assumptions and pitfalls in the process of scaling, and reveal must-know strategies to drive efficient growth this year and beyond.
Vimeo went public in May as an $8 billion powerhouse in video software. Better known as the indie version of YouTube for more than a decade, the company has redefined itself from a B2C destination to the B2B solution that empowers any business to create, collaborate and connect with professional-quality video. Join Vimeo CEO Anjali Sud for a conversation with Brent Thill, Financial Analyst @ Jefferies about spotting potential in what is now a $70 billion market, and how operating as a founder within a 16-year old company helped her take bets on a strategy that’s paying off.
Full video: https://youtu.be/9JgkbS4FgjQ
Blog post: https://www.saastr.com/from-b2c-to-billions-how-vimeo-executed-a-b2b-pivot-that-redefined-their-future-with-vimeo-ceo-anjali-sud/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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Building out a marketing channel is like building product. It takes countless iterations and constant market feedback to get right. This session will introduce tactics on how to slowly and methodically test, assess success, and eventually scale a marketing channel until it hits a ceiling and it's time to move to the next one.
When sales teams succeed, the company succeeds. Revenue goes up, productivity increases, and ideally, the team continues to grow. But running a high-performing sales team isn’t an easy task. How can you ensure success within your sales organization in a way that scales with you?
Heather Akuiyibo, VP of Sales at Databricks, shares her four adaptable frameworks for high-performing sales teams and how those frameworks helped Databricks’ sales teams succeed.
Full video: https://youtu.be/9tn-I4f9Va4
Zach joined Canva in 2013 as one of Canva’s earliest employees and has worked across product management, communications and human resources before establishing the global marketing function. Eight years later 50 million people are now using Canva every month and the company recently approached $1 Billion in Revenue. In this podcast, Zach and Jason dive into the initial growth marketing strategies and framework behind Canva’s exponential growth as a start-up, the strategies for targeting and growing into the enterprise, and how to build out a global marketing function.
Full video: https://youtu.be/CEoam_9sHt0
Blog post: https://www.saastr.com/lessons-learned-scaling-canva-to-1-billion-with-zach-kitschke/
No one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and other startup execs) should think about, charter, direct, and support marketing.
Full video: https://youtu.be/ggUwcE600xU
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Quora Group: https://www.quora.com/q/cloud
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Our North American Event: https://bit.ly/2OXeAYh
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Learn more about Box's journey to reaccelerate growth and march toward $1B in SaaS ARR, and their CRO's lessons learned along the way.
Full video: https://youtu.be/RQ6gom-lLxE
Blog post: https://www.saastr.com/reaccelerating-growth-at-scale-with-boxs-cro-mark-wayland-podcast-514-video/
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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Our North American Event: https://bit.ly/2OXeAYh
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Amy Appleyard, SVP Global Sales @ Malwarebytes, Michelle Benfer, VP, Head of North America Sales @ HubSpot Tony Benvenuto, SVP of Sales West @ Seismic, and Anna Baird, CRO @ Outreach share lessons learned when scaling their sales teams, the importance of BDRs, key hires and when to prioritize them, and more.
GitLab started as an open-source project that expanded into a public company with a buyer-based open-core business model. With over 300+ code contributions per month, innovating with the wider community is key to accelerating development efforts. Join GitLab CEO, Sid Sijbrandij, as he discusses GitLab’s journey, choosing the right business model that balances high revenue potential and community contributions, and co-creating the product with the wider community to deliver safer software faster.
In today's SaaStr podcast, SaaStr CEO and Founder, Jason Lemkin shares 5 interesting learnings from Samsara at $500M ARR, growing 72% year-over-year.
Video and episode notes: https://www.saastr.com/5-interesting-learnings-from-samsara-at-500000000-in-arr/