The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB.

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB.

The Official Saastr Podcast: SaaS | Founders | Investors

SaaStr 318: Doctolib CDO Agnes Bazin on The Secrets to SMB Sales

<a href="https://twitter.com/rachelhepworth">Rachel Hepworth</a> is VP of Marketing @ <a href= "https://pilot.com/">Pilot</a>, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. To date they have raised over $58M from some of the best in the business including Index Ventures, John Collison, Paul English, Drew Houston, Frederic Kerrest, Diane Greene and more incredible names. As for Rachel, prior to joining Pilot, she saw the hyper-growth of Slack firsthand enjoying a couple of different roles including Head of Growth Marketing and then also Head of Self Service and Platform Marketing. Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. Finally, before LinkedIn, Rachel spent close to 3 years at Climate Corporation, prior to their $1Bn exit to Monsanto.   In Today’s Episode We Discuss: <ul> <li style="font-weight: 400;">How Rachel made her way from marketing manager at Climate Corporation to VP of marketing at Pilot today? What were Rachel’s biggest takeaways from her time seeing the hyper-growth at Slack?</li> <li style="font-weight: 400;">How does Rachel think about organic growth and inciting word of mouth today? How does Rachel think they can be more accurately tracked and measured? How does Rachel think about the optimal ratio of paid to organic in growth? Would Rachel agree in paid, your payback period doubles every $5M you spend?</li> <li style="font-weight: 400;">With the rise of product-led growth, are we seeing a fundamental shift in the structure of sales and marketing? How does Rachel see marketing move ever close to the function of customer success today? What is the optimal way for customer success and marketing to work together? </li> <li style="font-weight: 400;">How does Rachel think about the importance of getting in front of your customers? Why does Rachel believe that data tells you the what and customer conversations tell you the why? What is the right way to structure your customer conversations? Where do so many people go wrong here?      </li> </ul> Rachel’s 60 Second SaaStr: <ol> <li style="font-weight: 400;">Hardest element of your role with Pilot today?</li> <li style="font-weight: 400;">If Rachel could change one thing about SaaS today, what would it be?</li> <li style="font-weight: 400;">Who is killing it in SaaS marketing? Why?</li> </ol> If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: <a href="https://twitter.com/jasonlk">Jason Lemkin</a> <a href="https://twitter.com/HarryStebbings">Harry Stebbings</a> <a href="https://twitter.com/saastr">SaaStr</a> <a href="https://twitter.com/rachelhepworth">Rachel Hepworth</a>

Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. To date they have raised over $58M from some of the best in the business including Index Ventures, John Collison, Paul English, Drew Houston, Frederic Kerrest, Diane Greene and more incredible names. As for Rachel, prior to joining Pilot, she saw the hyper-growth of Slack firsthand enjoying a couple of different roles including Head of Growth Marketing and then also Head of Self Service and Platform Marketing. Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. Finally, before LinkedIn, Rachel spent close to 3 years at Climate Corporation, prior to their $1Bn exit to Monsanto.   In Today’s Episode We Discuss: How Rachel made her way from marketing manager at Climate Corporation to VP of marketing at Pilot today? What were Rachel’s biggest takeaways from her time seeing the hyper-growth at Slack? How does Rachel think about organic growth and inciting word of mouth today? How does Rachel think they can be more accurately tracked and measured? How does Rachel think about the optimal ratio of paid to organic in growth? Would Rachel agree in paid, your payback period doubles every $5M you spend? With the rise of product-led growth, are we seeing a fundamental shift in the structure of sales and marketing? How does Rachel see marketing move ever close to the function of customer success today? What is the optimal way for customer success and marketing to work together?  How does Rachel think about the importance of getting in front of your customers? Why does Rachel believe that data tells you the what and customer conversations tell you the why? What is the right way to structure your customer conversations? Where do so many people go wrong here?       Rachel’s 60 Second SaaStr: Hardest element of your role with Pilot today? If Rachel could change one thing about SaaS today, what would it be? Who is killing it in SaaS marketing? Why? 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 Rachel Hepworth

SaaStr 317: How To Encourage, Grow and Track Word of Mouth Marketing, How The Rise of Product-Led Growth Changes The Structure of Sales and Marketing & The Biggest Takeaways on Paid vs Organic Marketing From Seeing The Hyper-Growth @ Slack with Rachel Hep

The startup journey moves in waves—whether you’re ready or not. After finding funding and product/market fit, your next steps as a founder in the hypergrowth phase can determine the future of your company. Harry Stebbings of Stride.VC and Robert Vis of MessageBird will walk through lessons learned to survive hypergrowth and what will make a difference when it comes to scaling. Hear how to navigate fast growth and how to look ahead as you travel forward.

The startup journey moves in waves—whether you’re ready or not. After finding funding and product/market fit, your next steps as a founder in the hypergrowth phase can determine the future of your company. Harry Stebbings of Stride.VC and Robert Vis of MessageBird will walk through lessons learned to survive hypergrowth and what will make a difference when it comes to scaling. Hear how to navigate fast growth and how to look ahead as you travel forward.

SaaStr 316: MessageBird CEO Robert Vis on Early Gains, Early Pains: 5 Lessons for Surviving Hypergrowth

<a href="https://twitter.com/_harryhurst">Harry Hurst</a> is the Co-Founder & Co-CEO @ <a href="https://www.pipe.com/">Pipe</a>, the startup that gives you control of your cash flow by giving you access to the full annual value of your monthly subscriptions, upfront. This month they announced their $6M seed round led by David Saks @ Craft and joined by Fika, Weekend Fund, Naval Ravikant and WorkLife Ventures to name a few. Prior to Pipe, Harry co-founded Skurt raising over $11M in the process before being acquired by Fair.com. Harry has also angel invested in the likes of BreathePod and Try.com.   In Today’s Episode We Discuss: <ul> <li style="font-weight: 400;">How Harry made his way from the UK to founding one of Silicon Valley’s hottest SaaS startups with the founding of Pipe?</li> <li style="font-weight: 400;">How does Harry think about when is the right time for a startup to raise VC funding? How does Harry stress test the alignment between the founder and the VC/ Opposingly, when is the right time for a founder to take non-dilutive capital from Pipe instead?</li> <li style="font-weight: 400;">Pipe’s lending model is so centred around churn prediction, what does their churn analysis look like at Pipe? How does Harry think about the right way to structure churn post mortems? Why does Harry believe investing in customer success is far more important than customer acquisition? </li> <li style="font-weight: 400;">How does Harry think about the importance of brand for enterprise startups today? Do you have to invest in it from Day 1? What mistakes does Harry see many founders make when it comes to investing in their early brand?      </li> </ul> Harry’s 60 Second SaaStr: <ol> <li style="font-weight: 400;">What does Harry know that he wishes he had known at the beginning?</li> <li style="font-weight: 400;">What does Harry believe is the hardest role to hire for today? Why?</li> <li style="font-weight: 400;">What does Harry believe that most around his disbelieve?</li> </ol> If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: <a href="https://twitter.com/jasonlk">Jason Lemkin</a> <a href="https://twitter.com/HarryStebbings">Harry Stebbings</a> <a href="https://twitter.com/saastr">SaaStr</a> <a href="https://twitter.com/_harryhurst">Harry Hurst</a>

Harry Hurst is the Co-Founder & Co-CEO @ Pipe, the startup that gives you control of your cash flow by giving you access to the full annual value of your monthly subscriptions, upfront. This month they announced their $6M seed round led by David Saks @ Craft and joined by Fika, Weekend Fund, Naval Ravikant and WorkLife Ventures to name a few. Prior to Pipe, Harry co-founded Skurt raising over $11M in the process before being acquired by Fair.com. Harry has also angel invested in the likes of BreathePod and Try.com.   In Today’s Episode We Discuss: How Harry made his way from the UK to founding one of Silicon Valley’s hottest SaaS startups with the founding of Pipe? How does Harry think about when is the right time for a startup to raise VC funding? How does Harry stress test the alignment between the founder and the VC/ Opposingly, when is the right time for a founder to take non-dilutive capital from Pipe instead? Pipe’s lending model is so centred around churn prediction, what does their churn analysis look like at Pipe? How does Harry think about the right way to structure churn post mortems? Why does Harry believe investing in customer success is far more important than customer acquisition?  How does Harry think about the importance of brand for enterprise startups today? Do you have to invest in it from Day 1? What mistakes does Harry see many founders make when it comes to investing in their early brand?       Harry’s 60 Second SaaStr: What does Harry know that he wishes he had known at the beginning? What does Harry believe is the hardest role to hire for today? Why? What does Harry believe that most around his disbelieve? 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 Harry Hurst

SaaStr 315: Pipe Co-Founder, Harry Hurst on Creating A New Asset Class Securitising Software Contracts, Why Customer Success Is More Important Than Customer Acquisition & How To Think Strategically About Brand Building in SaaS Today

According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.

According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.

SaaStr 314: Showpad CMO Theresa O'Neil on Aligning Sales, Marketing, and CS to Scale Revenue and Retention

Today we deep dive into what startups can learn from the large SaaS incumbents of today.  Sara Varni: CMO @ Twilio on her biggest takeaways from her time at Salesforce. Erica Schultz: President of Field Operations @ Confluent on her biggest takeaways from her time at Oracle. Whitney Bouck: COO @ Hellosign on her biggest takeaways from her time at Box. Leyla Seka: Partner @ Operator Collective on her biggest takeaways from her time at Salesforce. Ryan Bonnici: CMO @ G2 on his biggest takeaways from his time at Salesforce. Ryan Barretto: SVP @ Sprout Social on his biggest takeaways from his time at Salesforce Tien Tzuo: Founder & CEO @ Zuora on his biggest takeaways from his time at Salesforce. Paul Albright: Board member @ Clarizen on his biggest takeaways from his time at SuccessFactors. Jaleh Rezaei: Founder & CEO @ Mutiny on her biggest takeaways from her time at Gusto. Eugenio Pace: Founder & CEO @ Auth0 on his biggest takeaways from his time at Microsoft. Liat Bycel: VP @ Airtable on her biggest takeaways from her time at Twitter. Mark Goldberg: Partner @ Index on his biggest takeaways from his time at Dropbox.   If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: <a href="https://twitter.com/jasonlk">Jason Lemkin</a> <a href="https://twitter.com/HarryStebbings">Harry Stebbings</a> <a href="https://twitter.com/saastr">SaaStr</a>

Today we deep dive into what startups can learn from the large SaaS incumbents of today.  Sara Varni: CMO @ Twilio on her biggest takeaways from her time at Salesforce. Erica Schultz: President of Field Operations @ Confluent on her biggest takeaways from her time at Oracle. Whitney Bouck: COO @ Hellosign on her biggest takeaways from her time at Box. Leyla Seka: Partner @ Operator Collective on her biggest takeaways from her time at Salesforce. Ryan Bonnici: CMO @ G2 on his biggest takeaways from his time at Salesforce. Ryan Barretto: SVP @ Sprout Social on his biggest takeaways from his time at Salesforce Tien Tzuo: Founder & CEO @ Zuora on his biggest takeaways from his time at Salesforce. Paul Albright: Board member @ Clarizen on his biggest takeaways from his time at SuccessFactors. Jaleh Rezaei: Founder & CEO @ Mutiny on her biggest takeaways from her time at Gusto. Eugenio Pace: Founder & CEO @ Auth0 on his biggest takeaways from his time at Microsoft. Liat Bycel: VP @ Airtable on her biggest takeaways from her time at Twitter. Mark Goldberg: Partner @ Index on his biggest takeaways from his time at Dropbox.   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

SaaStr 313: What The World's Largest SaaS Incumbents Taught Me About Founding & Scaling SaaS Businesses

Starting a company can be daunting, exhausting, and expensive, but with the right focus and idea - extremely rewarding; take it from Andrew Filev, Founder and CEO of Wrike. In this session, he will outline the do's and dont's that he learned bootstrapping Wrike. Where it makes sense to invest your precious resources when to outsource, and how to save yourself money without cutting corners.

Starting a company can be daunting, exhausting, and expensive, but with the right focus and idea - extremely rewarding; take it from Andrew Filev, Founder and CEO of Wrike. In this session, he will outline the do's and dont's that he learned bootstrapping Wrike. Where it makes sense to invest your precious resources when to outsource, and how to save yourself money without cutting corners.

SaaStr 312: Wrike CEO Andrew Filev on 5 Do's and Don'ts From My Bootstrapping Days

<a href="https://twitter.com/karlxsun">Karl Sun</a> is the Founder & CEO @ <a href= "https://www.lucidchart.com/pages/">Lucidchart</a>, a visual workspace that combines diagramming, data visualization, and collaboration to accelerate understanding and drive innovation. To date, Karl has raised $114M with Lucidchart from some of the best in the business including K9 Ventures, Meritech, Iconiq, GV and Kickstart in Utah. As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. As a result of his success, Karl was recently announced as EY’s Entrepreneur of the Year.   In Today’s Episode We Discuss: <ul> <li style="font-weight: 400;">How Karl made his way into the world of SaaS with the founding of Lucidchart having been Head of Business Development for Google in China and Head of Patents?</li> <li style="font-weight: 400;">How does one know when we need to hire generalists vs specialists? How does this requirement change as the company scales? How does Karl fundamentally think about finding great talent and keeping top of funnel full? How does Karl think about working with recruiters? What works? What does not work?</li> <li style="font-weight: 400;">Karl has been in every interview for every new hire for the first 6 years of the business, why? How does Karl think about doing this at scale? How does Karl structure the hiring process today? Why do they have a hiring committee? What does the process look like? How do they assess and test for culture?  </li> <li style="font-weight: 400;">How does Karl think about retaining agility and flexibility with scale? How does Karl maintain employee empowerment with the implementation of process? How does Karl think about the balance between creating accountability without a fear of failure? What are the challenges of this?     </li> </ul> Karl’s 60 Second SaaStr: <ol> <li style="font-weight: 400;">What is the hardest role to hire for today? Why?</li> <li style="font-weight: 400;">Hardest element of karl’s role as CEO today? Why?</li> <li style="font-weight: 400;">What does Karl know now that he wishes he had known at the founding of the company?</li> </ol> If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: <a href="https://twitter.com/jasonlk">Jason Lemkin</a> <a href="https://twitter.com/HarryStebbings">Harry Stebbings</a> <a href="https://twitter.com/saastr">SaaStr</a> <a href="https://twitter.com/karlxsun">Karl Sun</a>

Karl Sun is the Founder & CEO @ Lucidchart, a visual workspace that combines diagramming, data visualization, and collaboration to accelerate understanding and drive innovation. To date, Karl has raised $114M with Lucidchart from some of the best in the business including K9 Ventures, Meritech, Iconiq, GV and Kickstart in Utah. As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. As a result of his success, Karl was recently announced as EY’s Entrepreneur of the Year.   In Today’s Episode We Discuss: How Karl made his way into the world of SaaS with the founding of Lucidchart having been Head of Business Development for Google in China and Head of Patents? How does one know when we need to hire generalists vs specialists? How does this requirement change as the company scales? How does Karl fundamentally think about finding great talent and keeping top of funnel full? How does Karl think about working with recruiters? What works? What does not work? Karl has been in every interview for every new hire for the first 6 years of the business, why? How does Karl think about doing this at scale? How does Karl structure the hiring process today? Why do they have a hiring committee? What does the process look like? How do they assess and test for culture?   How does Karl think about retaining agility and flexibility with scale? How does Karl maintain employee empowerment with the implementation of process? How does Karl think about the balance between creating accountability without a fear of failure? What are the challenges of this?      Karl’s 60 Second SaaStr: What is the hardest role to hire for today? Why? Hardest element of karl’s role as CEO today? Why? What does Karl know now that he wishes he had known at the founding of the company? 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 Karl Sun

SaaStr 311: When To Hire Generalists vs Specialists, How To Retain Agility With Scale and Process and How To Always Keep Your Hiring Funnel Full with Karl Sun, Founder & CEO @ Lucidchart

SaaStr CEO Jason Lemkin and EZPR Founder Ed Zitron sit down to talk about all things PR. Who actually gets into these outlets? Is PR just pitching and getting articles? Take a listen for more.

SaaStr CEO Jason Lemkin and EZPR Founder Ed Zitron sit down to talk about all things PR. Who actually gets into these outlets? Is PR just pitching and getting articles? Take a listen for more.

SaaStr 310: EZPR Founder Ed Zitron on the Secrets of PR

<a href="https://twitter.com/bostonvc">David Skok</a> is a General Partner @ <a href= "https://www.matrixpartners.com/">Matrix Partners</a>, the firm with a portfolio including the likes of Hubspot, ZenDesk, Quora, CloudBees and more incredible companies. As for David, he started his first company in 1977 aged just 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public. David then joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world. David is also the author of foreentrepreneurs.com the must read blog in the world of SaaS metrics.   In Today’s Episode We Discuss: <ul> <li style="font-weight: 400;">How David made his way into the world of SaaS at the age of 22? How David went from founding 3 public companies to entering the world of venture with Matrix? Does David agree, “entrepreneurship does not get easier with time, it just gets different”?</li> <li style="font-weight: 400;">What does David believe is the crucial step missing in B@B when it comes to finding product market fit? What is the most common mistake B2B companies make in the hunt for PMF? How should founders think about budget and resource allocation in this search for PMF? When is to early to measure unit economics and CAC?</li> <li style="font-weight: 400;">How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What content and learnings should you have in place when you make the hire? How does David think about payback period on a per rep basis? What have been his lessons on optimising payback period for sales reps?  </li> <li style="font-weight: 400;">What numbers is David looking for when it comes to payback period? Why is 12 months so crucial? How should founders think about sales rep compensation? What have been David’s learnings on how to integrate sales and marketing so tightly? How does marketing and customer success intertwine to be successful?     </li> </ul> David’s 60 Second SaaStr: <ol> <li style="font-weight: 400;">Who is the best board member David has sat on a board with? Why?</li> <li style="font-weight: 400;">What advice would David have for me having just joined my first board?</li> <li style="font-weight: 400;">What would David most like to change about the world of tech and SaaS today?</li> </ol> If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: <a href="https://twitter.com/jasonlk">Jason Lemkin</a> <a href="https://twitter.com/HarryStebbings">Harry Stebbings</a> <a href="https://twitter.com/saastr">SaaStr</a> <a href="https://twitter.com/bostonvc">David Skok</a>

David Skok is a General Partner @ Matrix Partners, the firm with a portfolio including the likes of Hubspot, ZenDesk, Quora, CloudBees and more incredible companies. As for David, he started his first company in 1977 aged just 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public. David then joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world. David is also the author of foreentrepreneurs.com the must read blog in the world of SaaS metrics.   In Today’s Episode We Discuss: How David made his way into the world of SaaS at the age of 22? How David went from founding 3 public companies to entering the world of venture with Matrix? Does David agree, “entrepreneurship does not get easier with time, it just gets different”? What does David believe is the crucial step missing in B@B when it comes to finding product market fit? What is the most common mistake B2B companies make in the hunt for PMF? How should founders think about budget and resource allocation in this search for PMF? When is to early to measure unit economics and CAC? How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What content and learnings should you have in place when you make the hire? How does David think about payback period on a per rep basis? What have been his lessons on optimising payback period for sales reps?   What numbers is David looking for when it comes to payback period? Why is 12 months so crucial? How should founders think about sales rep compensation? What have been David’s learnings on how to integrate sales and marketing so tightly? How does marketing and customer success intertwine to be successful?      David’s 60 Second SaaStr: Who is the best board member David has sat on a board with? Why? What advice would David have for me having just joined my first board? What would David most like to change about the world of tech and SaaS today? 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 David Skok

SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth

RevenueCat is managing tens of millions of dollars in mobile subscriptions and growing 20% a month. Most of us think a lot about standard b2b and Cloud subscriptions, but we’re still new to the issues, challenges and opportunities in mobile subscriptions.

RevenueCat is managing tens of millions of dollars in mobile subscriptions and growing 20% a month. Most of us think a lot about standard b2b and Cloud subscriptions, but we’re still new to the issues, challenges and opportunities in mobile subscriptions.

SaaStr 308: RevenueCat CEO Jacob Eiting on Managing Millions in Mobile Subscriptions While Growing 20% a Month

<a href="https://twitter.com/jalehr">Jaleh Rezaei</a> is the Founder & CEO @ <a href= "https://www.mutinyhq.com/">Mutiny</a>, the startup that allows you to personalise your website for each and every visitor. Jaleh has raised from some of the best in the early stage business with Mutiny including the likes of Y Combinator, Uncork Capital and Cowboy Ventures on the fund side and then Mathilde @ Front, Henrique @ Brex and Shan-Lyn Ma @ Zola on the operator side. Prior to founding Mutiny, Jaleh spent an incredible 4 years at Gusto seeing their hypergrowth first hand as one of the first 10 employees. If that was not enough, Jaleh has also enjoyed advisory roles at both Google and Y Combinator.  In Today’s Episode We Discuss: <ul> <li style="font-weight: 400;">How Jaleh made her way into the world of SaaS as one of the first team members at Gusto and how that led to her founding Mutiny most recently? </li> <li style="font-weight: 400;">What were Jaleh’s biggest takeaways from her time at Gusto? How did that time impact her operating mentality with Mutiny today? How did her time at Gusto teach her about the right way to build company culture? Where do so many go wrong with this?</li> <li style="font-weight: 400;">What does Jaleh believe is the biggest problem in SaaS marketing today? How does Jaleh specifically use ABM to acquire customers and leads effectively? What price points is required for an ABM strategy to be viable?  </li> <li style="font-weight: 400;">How does Jaleh approach the issue of determining the success of marketing? Should marketing be held accountable to a number tied directly to revenue? How does brand marketing play into this? Where are the nuances here?     </li> </ul> Jaleh’s 60 Second SaaStr: <ol> <li style="font-weight: 400;">What is the hardest role to hire for today?</li> <li style="font-weight: 400;">Hardest element for Jaleh of her role with Mutiny today?</li> <li style="font-weight: 400;">What does Jaleh know now that she wishes she had known when she entered the world of SaaS?</li> </ol> If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: <a href="https://twitter.com/jasonlk">Jason Lemkin</a> <a href="https://twitter.com/HarryStebbings">Harry Stebbings</a> <a href="https://twitter.com/saastr">SaaStr</a> <a href="https://twitter.com/jalehr">Jaleh Rezaei</a>

Jaleh Rezaei is the Founder & CEO @ Mutiny, the startup that allows you to personalise your website for each and every visitor. Jaleh has raised from some of the best in the early stage business with Mutiny including the likes of Y Combinator, Uncork Capital and Cowboy Ventures on the fund side and then Mathilde @ Front, Henrique @ Brex and Shan-Lyn Ma @ Zola on the operator side. Prior to founding Mutiny, Jaleh spent an incredible 4 years at Gusto seeing their hypergrowth first hand as one of the first 10 employees. If that was not enough, Jaleh has also enjoyed advisory roles at both Google and Y Combinator.  In Today’s Episode We Discuss: How Jaleh made her way into the world of SaaS as one of the first team members at Gusto and how that led to her founding Mutiny most recently?  What were Jaleh’s biggest takeaways from her time at Gusto? How did that time impact her operating mentality with Mutiny today? How did her time at Gusto teach her about the right way to build company culture? Where do so many go wrong with this? What does Jaleh believe is the biggest problem in SaaS marketing today? How does Jaleh specifically use ABM to acquire customers and leads effectively? What price points is required for an ABM strategy to be viable?   How does Jaleh approach the issue of determining the success of marketing? Should marketing be held accountable to a number tied directly to revenue? How does brand marketing play into this? Where are the nuances here?      Jaleh’s 60 Second SaaStr: What is the hardest role to hire for today? Hardest element for Jaleh of her role with Mutiny today? What does Jaleh know now that she wishes she had known when she entered the world of SaaS? 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 Jaleh Rezaei

SaaStr 307: What Gusto Taught Me About How To Build and Maintain Great Culture, The Biggest Problem in B2B Marketing & How To Truly Determine The Effective of Marketing Today with Jaleh Rezaei, Founder & CEO @ Mutiny

Join Bessemer Venture Partners' Alex Ferrara as he takes a look at trends and predictions for the cloud industry in 2019. One of the most popular sessions from SaaStr Annual, this presentation will provide an in-depth look at the cloud computing industry across Europe and globally.

Join Bessemer Venture Partners' Alex Ferrara as he takes a look at trends and predictions for the cloud industry in 2019. One of the most popular sessions from SaaStr Annual, this presentation will provide an in-depth look at the cloud computing industry across Europe and globally.

SaaStr 306: Bessemer Ventures Partner Alex Ferrara on State of the Cloud 2019: Europa Edition

<a href="https://twitter.com/karenappleton">Karen Page</a> is a General Partner @ <a href="https://www.bcapgroup.com/">B Capital Group</a> with a portfolio including the likes of Bird, Branch, Icertis, Evidation Health and Ninja Van to name a few. Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box's Industry GTM strategy. Plus, from 2007 until 2013, Karen ran all of Box's business development, partnership, and strategic alliance activities. If that was not enough, Karen is also on the board of some incredible companies including Deputy and Plastiq.  In Today’s Episode We Discuss: <ul> <li style="font-weight: 400;">How Karen made her way into the world of SaaS as one of the first employees at Box and then how that led to her transition to the world of investing with B Capital? </li> <li style="font-weight: 400;">What were Karen's biggest takeaways from seeing the hyper-scaling at Box? How did helping Aaron raise the Series B and onwards inform her view of what it takes to raise funding from the best SaaS investors? How does Karen think her mindset will shift when making the move from angel to now institutionally investing with B Capital?</li> <li style="font-weight: 400;">When does Karen think is the right time for startups to think about partnerships? What questions should they ask in the “dating” phase of a potential partnership? What are the red flags? Does Karen agree that signing a massive partner too early can be dangerous? What does Karen recommend in terms of getting in front of the best CIOs? </li> <li style="font-weight: 400;">Is Karen concerned by the compression of fundraising timelines? How does Karen meet entrepreneurs before they go out to raise? How does Karen advise founders when it comes to the question of whether they should always be raising or not?     </li> </ul> Karen’s 60 Second SaaStr: <ol> <li style="font-weight: 400;">What does Karen know now that she wishes she had known entering the SaaS industry?</li> <li style="font-weight: 400;">What is Karen’s favourite book? Why?</li> <li style="font-weight: 400;">Can a partnership be too big too early for a startup?</li> </ol> If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: <a href="https://twitter.com/jasonlk">Jason Lemkin</a> <a href="https://twitter.com/HarryStebbings">Harry Stebbings</a> <a href="https://twitter.com/saastr">SaaStr</a> <a href="https://twitter.com/karenappleton">Karen Page </a> You need to try <a href= "zohocrm.com/saastr">Zoho CRM</a>, catering to businesses of all sizes, guaranteeing shorter sales cycles and higher customer retention rates. Who does not love that? Plus, the software gives you complete visibility and control over your customer's life cycle and equips you to connect with your customers across every channel. It also offers integrations with over 300 of the most popular apps on the market. While change is inevitable, it can be comfortable with Zoho CRM. Sign up with Zoho CRM in 2 easy steps! First, visit zohocrm.com/saastr, and then hit the “get started” button. It's as simple as it sounds! Start your FREE trial button by clicking the button on the same page. You'll also be happy to know that Zoho CRM offers a version that's completely FREE! Sign up with Zoho - The worlds favourite CRM!

Karen Page is a General Partner @ B Capital Group with a portfolio including the likes of Bird, Branch, Icertis, Evidation Health and Ninja Van to name a few. Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box's Industry GTM strategy. Plus, from 2007 until 2013, Karen ran all of Box's business development, partnership, and strategic alliance activities. If that was not enough, Karen is also on the board of some incredible companies including Deputy and Plastiq.  In Today’s Episode We Discuss: How Karen made her way into the world of SaaS as one of the first employees at Box and then how that led to her transition to the world of investing with B Capital?  What were Karen's biggest takeaways from seeing the hyper-scaling at Box? How did helping Aaron raise the Series B and onwards inform her view of what it takes to raise funding from the best SaaS investors? How does Karen think her mindset will shift when making the move from angel to now institutionally investing with B Capital? When does Karen think is the right time for startups to think about partnerships? What questions should they ask in the “dating” phase of a potential partnership? What are the red flags? Does Karen agree that signing a massive partner too early can be dangerous? What does Karen recommend in terms of getting in front of the best CIOs?  Is Karen concerned by the compression of fundraising timelines? How does Karen meet entrepreneurs before they go out to raise? How does Karen advise founders when it comes to the question of whether they should always be raising or not?      Karen’s 60 Second SaaStr: What does Karen know now that she wishes she had known entering the SaaS industry? What is Karen’s favourite book? Why? Can a partnership be too big too early for a startup? 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 Karen Page  You need to try Zoho CRM, catering to businesses of all sizes, guaranteeing shorter sales cycles and higher customer retention rates. Who does not love that? Plus, the software gives you complete visibility and control over your customer's life cycle and equips you to connect with your customers across every channel. It also offers integrations with over 300 of the most popular apps on the market. While change is inevitable, it can be comfortable with Zoho CRM. Sign up with Zoho CRM in 2 easy steps! First, visit zohocrm.com/saastr, and then hit the “get started” button. It's as simple as it sounds! Start your FREE trial button by clicking the button on the same page. You'll also be happy to know that Zoho CRM offers a version that's completely FREE! Sign up with Zoho - The worlds favourite CRM!

SaaStr 305: Lessons From Scaling Box From 5 Employees To IPO & The Right Way For Startups To Approach Partnerships with Karen Page, General Partner @ B Capital Group

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Knowing the common pitfalls won’t stop you or your team from making them, but it will help build the most important skill any manager can have: resiliency. Come and learn how to build great leaders so you can grow your team, and ultimately, your business.

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Knowing the common pitfalls won’t stop you or your team from making them, but it will help build the most important skill any manager can have: resiliency. Come and learn how to build great leaders so you can grow your team, and ultimately, your business.

SaaStr 304: CircleCI CRO Jane Kim on Scaling up Your Sales Managers: 5 Mistakes New Leaders Make

The Official Saastr Podcast is the latest and greatest from the world of Saastr, interviewing the most prominent operators and investors to discover their tips, tactics and strategies to attain success in the fiercely competitive world of SaaS. On the side of the operators, we centre around getting from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.

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The Official Saastr Podcast: SaaS | Founders | Investors

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