The Official SaaStr Podcast: SaaS | Founders | Investors
Episodes
SaaStr 257: How To Scale Sales Culture Successfully and Sustainably, The Leading Indicators of Burnout and What To Do & The 2 Inflection Points In SaaS Growth Where Things Start To Break with Justin Welsh, Former SVP Sales @ PatientPop
12 Aug 2019
Contributed by Lukas
Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that's HIPAA-compliant and is...
SaaStr 256: Google Cloud VP of Engineering Eyal Manor and Zenoss CMO Megan Lueders
08 Aug 2019
Contributed by Lukas
As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to ma...
SaaStr 255: Why Enablement Must Be An Early Investment and How To Structure It, Why The SaaS Incumbents of Today Are Not As Strong As We Think & How To Build A Sales Culture of Confidence Without Arrogance with Vikas Bhambri, SVP Sales and Customer Experi
05 Aug 2019
Contributed by Lukas
Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichan...
SaaStr 254: HubSpot CEO Brian Halligan on The Funnel is Dead, Long Live the Flywheel.
01 Aug 2019
Contributed by Lukas
The age-old sales funnel has worked fine for decades…until now. Flaws are being exposed, and a new model is imminent. Why is the sales funnel alone ...
SaaStr 253: TaskRabbit Founder Leah Busque on Lessons Learned from a Product Reboot
25 Jul 2019
Contributed by Lukas
Leah Busque is currently a General Partner at Fuel Capital, an early stage venture fund located in Silicon Valley. She likes to invest across consumer...
SaaStr 252: How To Make The Transition From Founder Led Sales To Sales Team, The Truth About Raising a Series A Round As a Non-Bay Area Company and Why Employee 50 Is Such a Big Turning Point
22 Jul 2019
Contributed by Lukas
Eric Christopher is the Founder and CEO @ Zylo, the software management system built for the cloud pioneering a new standard in software management. T...
SaaStr 251: Y Combinator Michael Seibel on a Decade of Learnings from Y Combinator
18 Jul 2019
Contributed by Lukas
Michael Seibel is CEO and a partner at Y Combinator and co-founder of two startups – Justin.tv and Socialcam. He has been a partner at Y Combinator ...
SaaStr 250: Why Enterprise Is Hard Again, Why To Be Successful in SaaS Today You Have To Find The Crumbs Falling From Incumbent Mouths and Why Large Orgs Are So Dysfunctional and How To Poach Talent From Them
15 Jul 2019
Contributed by Lukas
Peter Yared is the Founder & CEO @ InCountry, the startup that allows you to operate globally with data residency as a service meaning they store your...
SaaStr 249: New Relic CRO Erica Ruliffson-Schultz on Five Critical Steps to Scaling Enterprise
11 Jul 2019
Contributed by Lukas
CRO Erica Ruliffson-Schultz has led New Relic through massive growth, scaling the company's enterprise business 10x since she joined the business pre-...
SaaStr 248: What Early Stage SaaS Companies Can Learn Most From Late Stage SaaS Co's, How Marketing Functions Change In SaaS Co's With Scale & Why The Most Powerful Mentorship Is Mentorship From Below with Joe Chernov, VP of Marketing @ Pendo
08 Jul 2019
Contributed by Lukas
Joe Chernov is the VP Marketing @ Pendo, the startup that understands and guides your users allowing you to create products they cannot live without. ...
SaaStr 247: Hired CEO Mehul Patel on How to Move from Transactional to Recurring Revenue
04 Jul 2019
Contributed by Lukas
Hear from Hired's CEO Mehul Patel on how to move from transactional to recurring revenue. Hired is a marketplace that matches tech talent with innovat...
SaaStr 246: Dropbox CCO Yamini Rangan on 5 Myths That Stop SaaS Companies From Moving Upmarket
27 Jun 2019
Contributed by Lukas
Dropbox Chief Customer Officer Yamini Rangan draws on 20 years of experience to challenge five common misconceptions about SaaS success. From beating ...
SaaStr 245: The Ultimate Guide To ACVs; When and How To Increase Them, Revenue Optimisation Per Lead & What It Means To Truly Be An ARR First Company
24 Jun 2019
Contributed by Lukas
David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Softwa...
SaaStr 244: Flexport CEO Ryan Petersen on How to Build a Truly Global Business from Day One
19 Jun 2019
Contributed by Lukas
Flexport CEO Ryan Petersen will share what he has learned about scaling culture, expanding globally, raising venture capital (or not), and using techn...
SaaStr 243: Twilio CMO Sara Varni on The 1 Question That Must Be Top Of Mind For All Marketers, The Truth About Enablement and How It Can Be Used Effectively & The Marketing Playbook, When To Use It vs Throw It Out Of The Window
17 Jun 2019
Contributed by Lukas
Sara Varni is the CMO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, Wh...
SaaStr 242: Namely CEO Elisa Steele on How to Win the Talent War
13 Jun 2019
Contributed by Lukas
It's the employees' market. There are more jobs than there are qualified people to do them. SaaS companies face sustained headwinds in the attracting,...
SaaStr 241: Dave Kellogg on The BIggest Takeaways From Being In The Room For Sequoia's "RIP Good Times", Why Founders Should Raise As Much As Possible But Spend According To Plan & The Right Way To Think About Effective Quota Construction
10 Jun 2019
Contributed by Lukas
Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. In his most recent role, Dave was the CEO @ Host...
SaaStr 240: SaaStr 240: Brex Founder and CEO Henrique Dubugras on Lessons From a Second-Time Founder: How Brex Went From 0 - $1B in Under 2 Years
06 Jun 2019
Contributed by Lukas
Brex Co-Founder and CEO Henrique Dubugras will talk about what he's learned building the fastest-growing B2B company. Henrique started his first compa...
SaaStr 239: How To Raise Prices and Still Leave Money On The Table, How To Analyse The Pros and Cons of Monthly vs Annual Deals & The Leading Indicators That Your Sales Machine Is Working with Amit Bendov, Founder & CEO @ Gong.io
03 Jun 2019
Contributed by Lukas
Amit Bendov is the Founder and CEO @ Gong.io, the startup that provides you with powerful visibility into your customer conversations with conversatio...
SaaStr 238: Salesforce Mobile EVP Leyla Seka and Sr. Director of Global Equality Programs Molly Ford on How They Did It: Gender Equality, Equal Pay and Racial Equality
30 May 2019
Contributed by Lukas
Join Molly Ford, Salesforce Global Equality Programs Senior Director, and Leyla Seka, Salesforce VP of Mobile for actionable advice they have applied ...
SaaStr 237: Rippling's Parker Conrad on How To Clear The Bar of "Not Another System" Thinking in SaaS, Why Your Engineers Should Be Doing Support For As Long As Possible & Why Remote Teams Is The Worst Way To Build A Company, Apart From Every Other Way
27 May 2019
Contributed by Lukas
Parker Conrad is the Founder & CEO @ Rippling, the startup that gives you back your time from payroll to employee computers, Rippling makes it unbelie...
SaaStr 236: Logikcull CEO Andy Wilson on $0 to $10M in 19 Months: The How, When & Why + 10 Mistakes Along the Way
23 May 2019
Contributed by Lukas
Join Logikcull's CEO and Co-Founder Andy Wilson as he takes you through the mistakes made going from $0 to $10M in 19 months. Missed the session? H...
SaaStr 235: Scaling To 3,000+ Customers Without A Single Sales Rep, The Most Important Trait To Look For In Your First Sales Hire & How To Make Your Customers Your Best Investors with Andrew Filev, Founder and CEO @ Wrike
20 May 2019
Contributed by Lukas
Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. In ...
SaaStr 234: PagerDuty CEO Jennifer Tejada and Duo Security CEO Dug Song on The Top Things No One Really Tells You About Scaling
16 May 2019
Contributed by Lukas
Duo Security Co-Founder and CEO Dug Song and PagerDuty CEO Jennifer Tejada discuss building, enabling, and leading great teams through 10K+ customers,...
SaaStr 233: G2 Founder & CEO, Godard Abel on How To Set Ambitious But Achievable Sales Rep Quotas & The Lessons From 2 Successful Exits on The Breaking Points In The Scaling of SaaS Orgs
13 May 2019
Contributed by Lukas
Godard Abel is the Founder & CEO @ G2, the company helping millions of business make better product buying decisions every month. To date, Godard has ...
SaaStr 232: Fmr. Host Analytics CEO Dave Kellogg on The Top 5 Questions Every CEO Wrestles With
09 May 2019
Contributed by Lukas
Dave Kellogg is CEO of Host Analytics and prolific blogger. Join him as he takes you through lessons learned from Host Analytics on the top questions ...
SaaStr 231: Why SQLs and MQLs Are Redundant, Why You Have To Eliminate Hand Offs Between Go-To-Market Teams & Why One North Star For The Whole Company Can Be Damaging with Jason Reichl, Founder & CEO @ GoNimbly
06 May 2019
Contributed by Lukas
Jason Reichl is the Founder & CEO @ GoNimbly, the first SaaS consultancy to focus on revenue operations. Currently growing 100% year over year, workin...
SaaStr 230: SaaStr 230: AWS VP Sandy Carter on Customer Success at Scale
02 May 2019
Contributed by Lukas
We live in a Shark Tank world: competition is fierce, talent is better than ever, and we're all striving to come out on top. CEOs everywhere are seeki...
SaaStr 229: The 2 Most Important Numbers For Your SaaS Business, Why You Should Not Have VPs Until $5m in Revenue & How To Manage Top Of Funnel Efficiently But Aggressively with Manny Medina, Founder & CEO @ Outreach
29 Apr 2019
Contributed by Lukas
Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. To dat...
SaaStr 228: Twilio CEO Jeff Lawson and Glitch CEO Anil Dash on the Secrets to Building a Billion in ARR and Being an Ethical leader.
25 Apr 2019
Contributed by Lukas
Join Glitch CEO Anil Dash and Twilio CEO Jeff Lawson for a discussion about the ethical implications of technology in today's society. Jeff and Anil d...
SaaStr 227: Why Deal Size In The Early Days Does Not Matter, Why TAM In The Traditional Sense Barely Matters & Why You Have To Invest In Customer Success Before You Think You Need It with Alexandr Wang, Founder & CEO @ Scale
22 Apr 2019
Contributed by Lukas
Alexandr Wang is the Founder & CEO @ Scale, the startup providing high quality training and validation data for AI applications. To date, Alexandr has...
SaaStr 226: Survey Monkey CMO Leela Srinivasan on 7 Tips For Using Customer Feedback To Build Rabid Fans and Make More Money
18 Apr 2019
Contributed by Lukas
Leela Srinivasan is the CMO of SurveyMonkey. Join her as she takes you through her seven tips for using customer feedback and building rabid fans. Con...
SaaStr 225: Biggest Lessons From The AppDynamics and GlassDoor Scaling, 3 Elements Marketing Team Comp Has To Be Tied To & How To Create True Alignment Between Marketing and Sales with Stephen Burton, VP of Smarketing at Harness.io
15 Apr 2019
Contributed by Lukas
Stephen Burton is VP of Smarketing at Harness, the industry's first continuous delivery as a service platform. To date, Harness has raised $20m in fun...
SaaStr 224: Zendesk CEO Mikkel Svane on Lessons from Zendesk Beyond $1B ARR
11 Apr 2019
Contributed by Lukas
Mikkel Svane is the CEO of Zendesk and author of "Startupland". Join him as he takes you through his lessons taking Zendesk beyond a billion in ARR. M...
SaaStr 223: Intercom COO Karen Peacock on Scaling from $1MM to $500MM ARR: 5 Strategies to Drive Your Next Wave of Growth with Intercom
04 Apr 2019
Contributed by Lukas
Karen Peacock is COO of Intercom, one of the fastest growing SaaS businesses of all time. She has led businesses of all sizes through massive growth. ...
SaaStr 222: Flexport CRO Ben Braverman on Why It Is Total Horseshit That The Best Sellers Don't Make Good Managers, Why Specialisation Does Not Lead To The Best Customer Experience & Scaling Revenue From $18k MRR in 2014 to a $472m Year In 2018
03 Apr 2019
Contributed by Lukas
Ben Braverman is the CRO @ Flexport, one of the world's fastest growing startups combining technology, infrastructure and expertise, to build the oper...
SaaStr 221: HBS Sr. Lecturer and Former Hubspot CRO Mark Roberge on His Step by Step Guide to Revenue Growth
28 Mar 2019
Contributed by Lukas
Mark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller "The Sales Acceleration Formula". J...
SaaStr 220: Salesforce Mobile's EVP, Leyla Seka on Her Biggest Lessons Seeing Salesforce Scale From $500m to $16Bn, What Needs To Be In Place For Hyper-Scale & How Leaders Build Trust In Their Organisation
25 Mar 2019
Contributed by Lukas
Leyla Seka is the executive vice president of the Salesforce Mobile platform experience. Over Leyla's incredible 11 year journey with Salesforce she h...
SaaStr 219: Atlassian President Jay Simons on How to Scale an Open Culture
21 Mar 2019
Contributed by Lukas
At Atlassian, openness is core to everything the company does: employees can access most information on Confluence; "open company, no bullshit" is one...
SaaStr 218: Twilio Founder, Jeff Lawson & SendGrid CEO, Sameer Dholakia on Why Developer First Is A Maturation In The Supply Chain Of Software & Why With Software Innovation Costs Being Lower Than Ever, Operators Must Maximise The Number of "At Bat" Oppor
18 Mar 2019
Contributed by Lukas
Jeff Lawson is the Founder & CEO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voi...
SaaStr 217: Stripe COO Claire Hughes Johnson on The Trapdoor Decisions to Avoid When Scaling
14 Mar 2019
Contributed by Lukas
Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she's helped guide the online payments firm ...
SaaStr 216: Why Your Sales Team Is Not Working Together The Way You Think It Is, What Is Account Based Collaboration, How Can You Integrate It Into Your Organisation To Drive Conversion And Account Management & How To Prevent Silos Forming Within Your Tea
11 Mar 2019
Contributed by Lukas
Dan Reich is the Founder & CEO @ Troops.ai, the startup that is the ultimate slackbot for sales teams. To date, Dan has raised over $17m in VC funding...
SaaStr 215: Qualtrics Co-Founder and CEO Ryan Smith on The Things Nobody Tells You About an $8 Billion Acquisition
07 Mar 2019
Contributed by Lukas
Qualtrics Co-Founder and CEO Ryan Smith sits down with SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker's acquisition...
SaaStr 214: New Relic CRO Erica Schultz on What It Takes To Successfully Scale Into Enterprise & How The Very Best Reps Build Relationships With Their Leads
05 Mar 2019
Contributed by Lukas
Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate...
SaaStr 213: Redpoint's Tom Tunguz on What Makes The Most Effective Free Trial, What Makes Good vs Great When It Comes To Benchmarks for Assisted vs Unassisted Conversion & Why Scoring Leads May Actually Be Dangerous
26 Feb 2019
Contributed by Lukas
Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juni...
SaaStr 212: Who Must Fundamentally Own Renewals Within Your Organisation, Why Burying Customer Success Under Sales Does Not Work & The Biggest Truisms On Talent That Are False and So Dangerous with Nick Mehta, CEO @ Gainsight
19 Feb 2019
Contributed by Lukas
Nick Mehta is the CEO @ Gainsight, the #1 customer success platform for corporate services, turning your customers into your best growth engine. To da...
SaaStr 211: The Ultimate Guide To SaaS Pricing From Investors @ Benchmark, Matrix, Upfront Ventures & Operators @ Figma, Snyk and Kustomer
11 Feb 2019
Contributed by Lukas
In Today's Episode We Discuss: David Skok: General Partner @ Matrix Partners: Why does David believe that all good products have at least one variabl...
SaaStr 210: Why The Best Sales Reps Are Not Outgoing and Extroverted, Why Sales Reps Are Fundamentally Not Coin Operated and The Right Way To Structure Both Comp Plans and Sales Training with Bridget Gleason, VP of Sales @ Logz.io
04 Feb 2019
Contributed by Lukas
Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and s...
SaaStr 209: The 3 Components To Successful SaaS Pricing, Lessons From Seeing Zendesk Scale From 12 to 2,000 and How To Ensure Successful Cross-Functional Communication with Amanda Kleha, Chief Customer Officer @ Figma
28 Jan 2019
Contributed by Lukas
Amanda Kleha is the Chief Customer Officer @ Figma, the startup that allows you to turn ideas into products faster through design, prototyping and fee...
SaaStr 208: SendGrid Board Member, Anne Raimondi on Why We Have To See Innovation In SaaS Pricing, Why Everyone in SaaS Orgs Has To Be Product People & Why Humans Can't Scale More Than 100% YoY & What That Means For Scaling Orgs
21 Jan 2019
Contributed by Lukas
Anne Raimondi has more than 20 years experience driving growth at startups and building them into nationally recognized brands. She has served as a le...
SaaStr 207: 13 Years To 20 People; 3 Years Later 350 People and $50m ARR, Why Thinking There Is A Price Point You Need For A Rep Is BS & Why SMB First Works And You Must Not Design For Enterprise
15 Jan 2019
Contributed by Lukas
Jason VandeBoom is the Founder and CEO of ActiveCampaign, a sales and marketing automation platform that enables small businesses around the world to ...
SaaStr 206: 4 Core Considerations Startup Founders Must Recognise When Pricing Their Product, Why Being Good At Sales Won't Make You A Great Sales Leader and Why Boring Is Better Than Sexy When It Comes To Winning Your Market with Ryan Barretto, SVP of Gl
07 Jan 2019
Contributed by Lukas
Ryan Barretto is the SVP of Global Sales at Sprout Social, a leading provider of social media engagement, advocacy and analytics solutions for busines...
SaaStr 205: The Secret To Building A Truly Successful Freemium Product | The 3 Classes of Product & How To Think About Feature Prioritisation | A Framework For Building Strong Cross-Functional Communication Across Locations with Guy Podjarny, Founder & CE
17 Dec 2018
Contributed by Lukas
Guy Podjarny is the Founder & CEO @ Snyk, the developer-first solution that automates finding and fixing vulnerabilities in your dependencies. To date...
SaaStr 204: 2018's Most Downloaded Episode, Claire Hughes Johnson, COO @ Stripe
10 Dec 2018
Contributed by Lukas
Claire Hughes Johnson, COO @ Stripe the new standard in online payments that handles billions of dollars of business every year for forward thinking b...
SaaStr 203: Why Every Startup Should Bootstrap At Some Stage, Why Transparency In Pricing Is Not Always Optimal & Why We Have To Embrace That Service Is An Essential Part of SaaS Today with Krish Subramanian, Founder & CEO @ Chargebee
03 Dec 2018
Contributed by Lukas
Krish Subramanian is the Founder & CEO @ Chargebee, the startup that lets you go beyond billing, payments and recurring invoices — to delivering sub...
SaaStr 202: Intercom COO Karen Peacock on Lessons Learned Running A $2.2Bn Line of Business at Intuit, The Most Important Metric You Probably Aren't Tracking & Why, When and How To Hire Your COO
26 Nov 2018
Contributed by Lukas
Karen Peacock is the COO @ Intercom, the company that provides a new and better way to acquire, engage and retain customers. To date, Intercom have ra...
SaaStr 201: How To Prioritise Your Sales Pipeline, Why You Should Spend Your Time on the 10% Least Likely Leads & Why The Secret To Success In Sales Is "Calls Between The Calls" with Hannah Willson, VP Sales @ Rainforest QA
19 Nov 2018
Contributed by Lukas
Hannah Willson is the VP of Sales @ Rainforest QA, the on-demand QA solution that allows companies to discover problems that affect the customer exper...
SaaStr 200: Should SaaS Startups Start At SMB and Scale To Enterprise or Vice Versa, What It Takes To Make The Transition From CTO To CEO & The Right Way To Think About SaaS Pricing Today With Brad Birnbaum, Founder & CEO @ Kustomer
12 Nov 2018
Contributed by Lukas
Brad Birnbaum is the Founder & CEO @ Kustomer, the first intelligent platform for customer experience that enables you to know everything about every ...
SaaStr 199: Betterment Founder, Jon Stein on The 3 Key Roles For A SaaS CEO, How To Retain Startup Culture As You Scale Past Startup Stage & The Most Telling Questions In Candidate Interviews To Stress Test Culture-Fit
05 Nov 2018
Contributed by Lukas
Jon Stein is the Founder & CEO @ Betterment, the online financial advisor built for people who refuse to settle for average investing. To date, Jon ha...
SaaStr 198: Decision-Making in B2B Marketing; Instinct or Data-Driven, How To Create True Alignment Between Sales and Marketing & Why Sometimes You Have To Throw The Marketing Playbook Out The Window with Maria Pergolino, CMO @ Anaplan
29 Oct 2018
Contributed by Lukas
Maria Pergolino is the CMO @ Anaplan, the company that allows you to accelerate decision-making with effective planning. To date, Anaplan have raised ...
SaaStr 197: Partnerships: When Is The Right Time, What is The Right Partnership, How To Determine Between An Individual That Can Scale with The Company vs One That Cannot & How To Make Fast Decisions When You Don't Have Data To Lean on with Cristina Cordo
22 Oct 2018
Contributed by Lukas
Cristina Cordova leads the Payments Partnerships and Platform Partnerships teams at Stripe, the new standard in online payments that handles billions ...
SaaStr 196: Stripe COO Claire Hughes Johnson on How The Best Leaders Inspire with Confidence and Stability, The Key To Successful Decision-Making & How To Hire Quality Teams At Scale
15 Oct 2018
Contributed by Lukas
Claire Hughes Johnson is the COO @ Stripe, the new standard in online payments that handles billions of dollars of business every year for forward-thi...
SaaStr 195: How To Truly Understand The Politics of Selling to Enterprise, Why Current Org Charts Are Upside Down and What Your Customer Success Team Has To Be Obsessed with Doing with Dan Reich, Founder & CEO @ Troops.ai
01 Oct 2018
Contributed by Lukas
Dan Reich is the Founder & CEO @ Troops.ai, the startup that is the ultimate slackbot for sales teams. To date, Dan has raised over $17m in VC funding...
SaaStr 194: ARR Is A Lagging Not A Leading Indicator, The Metrics You Need to Focus On, The Secret To Success In Selling To Developers, Why You Should Delay The Buildout of Customer Success Teams & How Small Numbers In SaaS Can Deceive You with Steve Newm
24 Sep 2018
Contributed by Lukas
Steve Newman is the Founder & CEO @ Scalyr, the startup that helps your devops team solve more problems in less time with log monitoring and analysis ...
SaaStr 193: When Does ABM Make Sense and How To Execute The Strategy Effectively, Why Marketing Must Be Held Accountable To A Number Tied Directly To Revenue and What Makes The Truly Special CMOs with Joe Chernov, CMO @ Robin Powered
17 Sep 2018
Contributed by Lukas
Joe Chernov is the Chief Marketing Officer at Robin, the startup that simplifies scheduling, visibility and management of meeting rooms, desks and peo...
SaaStr 192: Why Multi-Year Deals Are Not All Good, What Whatever Funding You Think You Will Need Double It & The Challenges of Building A Company and A Category Simultaneously with Michael Katz @ mParticle
10 Sep 2018
Contributed by Lukas
Michael Katz is the Founder & CEO @ mParticle, the customer data platform that integrates all of your data and orchestrates it across channels, partne...
SaaStr 191: Salesloft Founder Kyle Porter on Scaling A SaaS Business to $40m ARR Outside of Silicon Valley, Pivoting a Product Generating $7m in ARR & How To Fundamentally Create Cohesion In A Leadership Team
04 Sep 2018
Contributed by Lukas
Kyle Porter is the Founder & CEO @ Salesloft, the leading sales engagement platform delivering a better sales experience. To date, Salesloft have rais...
SaaStr 190: Why SaaS Founders Should Not Sell Their Products in The Early Days, How Founders Can Build Relationships with Enterprise CIOs and The Right Way To Think About Discounting and Pilots with Ed Sim, Founding Partner @ Boldstart Ventures
27 Aug 2018
Contributed by Lukas
Ed Sim is the Founder & General Partner @ Boldstart Ventures, one of the leading players in early stage SaaS investing. Their MO, to be a first check ...
SaaStr 189: When to Go Large on Go-To-Market, How To Scale Company Culture with Your Team & Why Discounting is Evidence of Not Communicating Your USPs Successfully with Craig Walker, Founder & CEO @ Dialpad
20 Aug 2018
Contributed by Lukas
Craig Walker is the Founder & CEO @ Dialpad, the startup that provides a business phone system for the modern workplace. To date, Craig has raised ove...
SaaStr 188: Why The Best CEOs Are Inspirational Assholes, How To Optimise Decision-Making within Your Organisation & The Benefits of Being Old In SaaS with Fouad ElNaggar, Founder & CEO @ Sapho
13 Aug 2018
Contributed by Lukas
Fouad ElNaggar is the Founder & CEO @ Sapho, the only employee experience portal designed for the digital workforce. To date, Ray has raised over $27m...
SaaStr 187: Point Nine's Christoph Janz on Making Venture Capital More Human, WTF Really Is Product Market Fit & The Leading Indicators of Scaling and Repeatable Customer Acquisition Channels
06 Aug 2018
Contributed by Lukas
Christoph Janz is the Managing Partner @ Point Nine Capital, one of Europe's leading early stage funds with a portfolio that includes the likes of Zen...
SaaStr 186: From Greylock To $1.55Bn Acquisition, Adaptive Insights CEO, Tom Bogan on How The Best CEOs Hire and Retain Their Best Talent, How To Think About Gross Margin with Scale & The One Metric All SaaS Founders Must Ultimately Focus On
30 Jul 2018
Contributed by Lukas
Tom Bogan is the CEO of Adaptive Insights, the company that proves a new generation of business planning software for finance and beyond. Prior to the...
SaaStr 185: Moat CEO, Jonah Goodhart on How To Scale A Logo Machine In the Early Days & Why Brand and North Star Should Drive All Decision Making
23 Jul 2018
Contributed by Lukas
Jonah Goodhart is the CEO @ Moat, the SaaS analytics and intelligence company focused on transforming brand advertising online. Prior to their acquisi...
SaaStr 184: Step by Step Guide To Scaling Your Sales Team, Why Founders Need To Spend More Time On Top of Funnel & Why Discounting Is A Great Tool with Sam Blond, Chief Sales Officer @ Brex
16 Jul 2018
Contributed by Lukas
Sam Blond is Chief Sales Officer @ Brex, the startup that provides corporate cards for startups. To date they have raised over $57m in funding from th...
SaaStr 183: Intercom CEO, Eoghan McCabe on The Right Way To Structure Your Org Chart, The Secret To Scaling From SME To Enterprise Successfully & How To Create A Culture of Experimentation Without Fear
09 Jul 2018
Contributed by Lukas
Eoghan McCabe is the Co-Founder & CEO @ Intercom, one of the fastest growing saas companies of the day providing a new and better way to acquire, enga...
SaaStr 182: Marketo CEO, Steve Lucas on What Makes A Truly Great SaaS CEO Today, The Top Considerations You Must make Before Going To Enterprise & Why The Way We Sell Has To Fundamentally Change
02 Jul 2018
Contributed by Lukas
Steve Lucas is the CEO @ Marketo, the world leader in marketing automation for companies of any size. Prior to their IPO and eventual sale to Vista Eq...
SaaStr 181: How To Gain Enterprise Clients As A Startup, How To Approach Multi-Year and Prepaid Deals with Those Mega Companies & How To Balance Fast Growth Expectations with Profitability with Jerry Jao, Founder & CEO @ Retention Science
25 Jun 2018
Contributed by Lukas
Jerry Jao is the Founder & CEO @ Retention Science, the startup that brings intelligence to your marketing automation through artificial intelligence ...
SaaStr 180: David Skok on Why You Should Not Focus On CAC/LTV In The Early Days, What Is The Right Way To Analyse Sales Rep Productivity & The Leading Indicators Early Stage VCs Use to Assess Product Market Fit
18 Jun 2018
Contributed by Lukas
David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Softwa...
SaaStr 179: What It Means To Be An ARR First SaaS Company, The Most Commonly Misunderstood SaaS Metrics & Why Renewals Does Not Mean Happy Customers with Dave Kellogg, CEO @ Host Analytics
11 Jun 2018
Contributed by Lukas
Dave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cl...
SaaStr 178: 10 Key Lessons From Scaling Marketo to IPO with Phil Fernandez, Former Marketo CEO & Venture Partner @ Shasta Ventures
04 Jun 2018
Contributed by Lukas
Phil Fernandez is a Silicon Valley veteran, with more than 35 years of experience building and leading breakout technology companies. Phil co-founded ...
SaaStr 177: Why Career Paths Are For B Players in Sales, How To "Rig The Recruiters" To Ensure The Best Talent Pipeline & Successfully Moving From Transactional To Enterprise with Bill Binch, CRO @ Pendo.io
29 May 2018
Contributed by Lukas
Bill Binch is a leader and expert in the SaaS sales industry, currently CRO @ Pendo.io, the startup that helps you understand and guide your users, ...
SaaStr 176: What SaaS Startups Need To Raise A Series A Today, Why We Need A New Framework To Think About SaaS Multiples and How "The Rule of 40" Changes with Scale with Kristina Shen, Partner @ Bessemer Venture Partners
21 May 2018
Contributed by Lukas
Kristina Shen is a Partner @ Bessemer Venture Partners, one of the world's leading venture funds with a portfolio including the likes of Pinterest, Sk...
SaaStr 175: Lemkin's Lesson on How To Approach Long Sales Cycles, When Is The Right Time For A Founder To Take A Step Back From Selling & How To Deal With Being Cloned with Jason Lemkin, Founder @ SaaStr
14 May 2018
Contributed by Lukas
Jason Lemkin is the Founder @ SaaStr, the world's largest SaaS event with over 20,000 of the world's best SaaS founders and investors attending every ...
SaaStr 174: How To Make It Big In The US As A Non-US SaaS Startup, How To Manage Distributed Teams Effectively At Scale & How East Coast, West Coast and European VCs Fundamentally Differ In Mentality with Timo Rein, Founder & CEO @ Pipedrive
08 May 2018
Contributed by Lukas
Timo Rein is the Founder & CEO @ Pipedrive, the startup that helps sales people focus on actions that close deals. To date, Timo has raised over $30m ...
SaaStr 173: Lemkin's Lesson on What To Look For In Your First Sales Reps, How to Approach Variable Compensation, The Right Way To Acquire Customers When Starting Paid Marketing and more with Jason Lemkin, Founder @ SaaStr
30 Apr 2018
Contributed by Lukas
Jason Lemkin is the Founder @ SaaStr, the world's largest SaaS event with over 20,000 of the world's best SaaS founders and investors attending every ...
SaaStr 172: Why It Is Easier To Start In SMB and Work Your Way Up, How To Encourage A Risk Mindset Into Your Culture & How To Separate Ego From Decision-Making with Jon Lee, Founder & CEO @ ProsperWorks
23 Apr 2018
Contributed by Lukas
Jon Lee is the Founder & CEO @ ProsperWorks, the #1 recommended CRM for G Suite. To date, ProsperWorks have raised over $85m in VC funding from the li...
SaaStr 171: How To Figure Out Your Pricing Strategy: The Diminishing Role of The Per Seat Model, Why Open Source Is The Only Way To Get In Front of Today's Developers & Why Capital Efficiency Is Always Key with Chetan Puttagunta, General Partner @ NEA
16 Apr 2018
Contributed by Lukas
Chetan Puttagunta is a General Partner @ NEA, one of the world's largest venture capital firms in the world with over $3Bn in their latest fund and a ...
SaaStr 170: Intacct's Rob Reid on Scaling Intacct's Team & Culture To An $850m Exit, Why You Must Attack The Process Not The People & Why The Old School CEO Approach Is Upside Down and Backward
09 Apr 2018
Contributed by Lukas
Rob Reid is the Executive Vice President & Managing Director @ Sage Intacct, the undisputed global leader serving finance teams of any size. With over...
SaaStr 169: The Secret To Ensure High Conversion On Trials, How To Start and Scale A Remote Team Successfully & Lessons From Amazon and Netflix on A Culture of Achievement and Goal-setting with Kolton Andrus, Founder & CEO @ Gremlin
02 Apr 2018
Contributed by Lukas
Kolton Andrus is the Founder & CEO @ Gremlin, the failure as a service startup finds weaknesses in your system before they cause problems. To date, th...
SaaStr 168: Why 70% of Startup's VPs of Sales Fail, How and When To Hire Your First VP of Sales & The One Question That You Must Always Ask VP of Sales Candidates with Ryan Williams, Founder @ SalesCollider
26 Mar 2018
Contributed by Lukas
Ryan Williams is the Founder @ SalesCollider, the organisation that helps technical founders jumpstart sales. Ryan got his start as the first sales ma...
SaaStr 167: The Biggest Challenges In Scaling From $1-10m in ARR, How To Navigate Enterprise Sales Negotiations Successfully & Why You Must Reiterate Value At Every Touchpoint with PJ Bouten, Founder & CEO @ Showpad
19 Mar 2018
Contributed by Lukas
Pieterjan (PJ) Bouten is the Founder & CEO @ Showpad, the world's leading sales enablement platform that allows for the creation of amazing buyer expe...
SaaStr 166: Why SaaS Startups Do Not Have To Scale To Enterprise, Why Usage Is The Key Metric When Serving SMBs & How To Optimise The Partnership Model In SaaS with Clate Mask, Founder & CEO @ InfusionSoft
12 Mar 2018
Contributed by Lukas
Clate Mask is the CEO of Infusionsoft, the leading cloud-based CRM platform for growth-minded small businesses with more than 145,000 users worldwid...
SaaStr 165: Step By Step Guide To Building Truly Diverse Teams, Why Data Professionals Must Be At The Core of Your Company & How To Move Upmarket Effectively with Harry Glaser, Founder & CEO @ Periscope Data
05 Mar 2018
Contributed by Lukas
Harry Glaser is the Founder & CEO @ Periscope Data, the startup that allows you to transform your business with the fastest, most powerful analytics p...
SaaStr 164: The Right Way To Sell To Enterprise Buyers, Why Sales Ops Will Be A C-Suite Role in the Next 10 Years and Whether Or Not To Engage With Pilots and Discounting with Mark Godley, President @ LeadGenius
26 Feb 2018
Contributed by Lukas
Mark Godley is the President of LeadGenius, the startup that provides the power of human intelligence with the scale of machine learning. To date they...
SaaStr 163: Scaling Zapier to $35m in ARR with Just $1.3m in Funding &Why Most Founders Should Ignore Fundraising & How To Harness The Power of Completely Remote Teams with Wade Foster, Founder & CEO @ Zapier
19 Feb 2018
Contributed by Lukas
Wade Foster is the Founder & CEO @ Zapier, the startup that moves information between your web apps automatically, so you can focus on your most impor...
SaaStr 162: How To Achieve True Virality in SaaS with $0 CAC, Why Customer Success Is The New Marketing & How To Optimise Remote and Contract Workers with Olof Mathé, Founder & CEO @ Mixmax
12 Feb 2018
Contributed by Lukas
Olof Mathé is the Founder & CEO @ Mixmax, the startup that allows you to be a sales pro, providing powerful analytics, automation and enhancements fo...
SaaStr 161: Brad Feld on Structuring Your SaaS Startup For Scalability, How The Role Of CEO Should Adjust To The Growth Of The Organisation & What Makes The Most Effective Board Members
05 Feb 2018
Contributed by Lukas
Brad Feld is one of the world's leading VCs having Co-Founded Foundry Group, Brad has made investments in the likes of Zynga, Makerbot and Fitbit, ju...
SaaStr 160: Why People Over Index Culture Fit, How To Hire Through Market Cycles & How To Balance The Assessment of Output vs Input with Mark Mader, CEO @ Smartsheet
29 Jan 2018
Contributed by Lukas
Mark Mader is the CEO @ Smartsheet, the company that allows firms the best way to plan, track, automate and report on work. To date, they have raised ...
SaaStr 159: Why CAC/LTV Is Not The Guiding Metric In SaaS, How To Build An Inside Sales Team From Scratch & Why SMB Up Is The Right Way with Fred Shilmover, Founder & CEO @ InsightSquared
22 Jan 2018
Contributed by Lukas
Fred Shilmover is the CEO and co-founder of InsightSquared, one of Boston's premiere tech startups paving the way in the sales intelligence space. Thr...
SaaStr 158: 3 Core Skills of The Best Performing SaaS CEOs & The Inflection Points In The Scaling of SaaS Teams & How To Mitigate Them with Mike McDerment, Founder & CEO @ Freshbooks
15 Jan 2018
Contributed by Lukas
Mike McDerment is co-founder and CEO of FreshBooks, the #1 cloud-based accounting software designed exclusively for service-based small business owner...