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 center 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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SaaStr 417: How Sales and Product Really Should Work Together with Javier Molina, VP, Corporate Sales, Americas @ MongoDB and Sahir Azam, Chief Product Officer @ MongoDB
In this episode, Sahir Azam, Chief Product Officer at MongoDB, and Javier Molina, SVP at MongoDB, share their journey to increasing company revenue through their cohesive sales and product relationship. When sales and product work together, amazing things happen. Video and blog post: https://www.saastr.com/how-sales-and-product-really-should-work-together-with-javier-molina-vp-corporate-sales-americas-mongodb-and-sahir-azam-chief-product-officer-mongodb/
SaaStr 416: The Secret Sauce for Scaling to $1B with Sharon Prosser, VP, Global SMB GTM and Business Development @ Zendesk, and Astha Malik, VP, GTM Strategy, Planning and Enablement @ Zendesk
As your company grows, so does the focus on enterprise deals. Learn from Zendesk senior management about how to balance your needs and organization’s focus on enterprise wins to reach $1B in revenue without ever forgetting the importance of catering to your original customer base and extending those learnings into new market segments. Video and blog post: https://www.saastr.com/the-secret-sauce-to-scaling-to-1b-with-zendesk/
SaaStr 415: Fighting Churn with Data featuring, Carl Gold, Chief Data Scientist @ Zuora
Customer churn is the bane of online businesses, and data can help you understand the causes of churn and take action to reduce it. In this podcast, you'll discover powerful customer metrics that help your entire organization. Video and blog post: https://www.saastr.com/fighting-churn-with-data-in-saas/ Sponsors: GuideCX is a client onboarding and project management platform that helps you invite, guide, and engage internal and customer teams in a transparent way that delivers value faster. (Pause) You can start a free fourteen-day GuideCX trial today or take a virtual tour at GuideCX.com. SaaSMQL helps high-ticket SaaS startups generate opportunities and recurring revenue from target accounts. Their Account-Based Marketing approach has proven to be effective at engaging decision-makers from Fortune one thousand companies. SaaSMQL’s clients include Intellimize, Side, Travelbank, Alphonso, Alloy.ai, and many more. Book your intro call at SaaSMQL.com/SaaStr.
SaaStr 414: How to Leverage the Cloud Giants to Scale to 100 Million ARR and Beyond with Snowflake, CrowdStrike, Sumo Logic, and Sapphire Ventures
To help revenue and sales leaders navigate and identify ways to leverage cloud marketplaces, join Sapphire Ventures, Snowflake, Sumo Logic, and Crowdstrike to understand: How to successfully sell enterprise software through the major cloud marketplaces, what investments and alignment you need at your company need to be successful transacting on cloud marketplaces, and how to cultivate and enable a successful co-sell relationship with cloud marketplaces. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike Jabari Norton, VP WW Partner and Alliances, Sumo Logic Rico Mallozzi, Sr. Director of GTM Ops, Sapphire Ventures This episode is an excerpt from a session at SaaStr Scale. You can view the full video here: https://youtu.be/k4KEth7sNzw Transcript: https://www.saastr.com/saastr-podcast-414-how-to-leverage-the-cloud-giants-to-scale-to-100-million-arr-and-beyond/ Visit Dell.com/SaaStr for exclusive savings on Dell products and more information about the Dell for entrepreneurs program. Everything from Dell financial services to Dell rewards, Dell for Entrepreneurs wants to help your business run smarter through technology. Bandwidth makes it easy to add enterprise-grade voice calling, text messaging, and emergency calling to your platform all backed by the power of a fully owned and operated tier-one carrier network that gives you direct to carrier pricing with better quality, control, and insights that other API providers can't. See why the biggest brands in the world rely on bandwidth and sign up for a free trial at bandwidth.com/SaaStr.
SaaStr 413: How to Build a Unicorn in 8 Simple Steps with Auren Hoffman, CEO @ SafeGraph
Join four-time Founder and CEO Auren Hoffman as he breaks down how businesses can become the right model for explosive growth, emulate their strategy, and join the path to Unicorn potential in eight simple, hand-made steps. This episode is an excerpt of Auren’s session at SaaStr Scale. You can view the full video here: https://youtu.be/d6tnt2a12ZY Transcript: https://www.saastr.com/saastr-podcast-413-with-safegraph-ceo-auren-hoffman-how-to-build-a-unicorn-in-8-simple-steps/ If you don't have a SOC 2 report, you aren't going to be able to sell to major customers. Secureframe helps startups get and maintain SOC 2 compliance in as little as two weeks. Join companies like Stream, Hasura, Benepass, and unlock more sales with Secureframe. SaaStr listeners get 10% off at secureframe.com/SaaStr.
SaaStr 412: The Secrets to Turbocharging Sales in 2021 with Keyfactor, Checkout.com, Contentstack, and Insight Partners
2020 has been a wild ride, but Sales teams are still expected to deliver. Hear from 3 companies on how they delivered in a year riddled with challenges, and what those battle scars have taught them as they plan to turbocharge their sales in 2021. Walk away from this episode with the tactics and tips you and your Sales team need for the upcoming year. Pablo Dominguez, Operating Partner, Insight Partners Ellen Kindley, Chief Transformation Officer, Keyfactor Brooke Treseder, SVP, Revenue Operations, Checkout.com Gordana Vuckovic, EVP Global Sales & Partnerships, Contentstack Video and blog post: https://www.saastr.com/the-secrets-to-turbo-charging-sales-in-2021/
SaaStr 411: Slack Chief Product Officer Tamar Yehoshua on Effective Product Design, Customer Development Processes and Evolving Management Philosophies
Tamar Yehoshua is the Chief Product Officer @ Slack, the company providing a place where people get work done, together. Prior to their direct listing in June 2019, Slack raised over $1.3Bn from the likes of Accel, Thrive, Softbank, Kleiner, IVP, T Rowe, GV, and a16z to name a few. As for Tamar, previously, Tamar was a Vice President at Google, holding product and engineering leadership roles on Google’s most important products, including Search, Identity, and Privacy. Prior to that, she was the Vice President of Advertising Technologies at Amazon’s A9. If that was not enough Tamar is also on the board of 2 public companies in the form of Yext and ServiceNow. In Today’s Episode We Discuss: How Tamar made her way from Google and Amazon into the world of bottoms up SaaS with one of the leading companies of our generation, Slack? What were Tamar’s biggest takeaways from her time with Amazon and Google? How did Jeff Bezos’ approach to “the customer” impact Tamar’s operating mindset? How does Tamar analyse customer responses to product changes? How important a role does the press play in customer’s responses? How does Tamar think about effective product design today? How does Tamar structure the customer development process? What questions does she ask? What is she looking for? Where do many people go wrong with customer discovery? What channels can teams put in place to have this real-time dialogue with their customers? How would Tamar describe her management philosophy today? What have been some of Tamar’s biggest lessons on giving effective feedback? How should it be structured? When should it be given? To what extent does Tamar agree with “radical candour”? Where do many go wrong in giving their feedback? Tamar’s 60 Second SaaStr: The most challenging element of Tamar’s role with Slack? What would Tamar most like to change about the SaaS industry? What moment in Tamar’s life has served as an inflection point and changed the way she thinks? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-411-with-slack-chief-product-officer-tamar-yehoshua/ 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 410: 10x Your Organization's Performance with Todd McKinnon, CEO and Co-Founder @ Okta and Jason Lemkin, CEO @ SaaStr
In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Todd McKinnon, CEO and co-founder of Okta. Together they discuss what it takes to build, maintain and grow a high-performance organization. Video and blog post: https://www.saastr.com/10-learnings-from-talking-with-todd-mckinnon-ceo-of-okta/
SaaStr 409: Lessons in Scaling a Low Code Platform with Howie Liu, Co-Founder, and CEO @ Airtable
As one of the early champions of "low-code”, Howie Liu shares the lessons he's learned building and scaling a company in an entirely new category. He'll discuss how Airtable focuses on solving customers' increasingly complex needs, all with products that are easily adoptable. Video and blog post: https://www.saastr.com/lessons-in-scaling-a-low-code-platform-with-airtable/
SaaStr 408: Going Long and the 20-year Journey of Being a CEO + Founder with Therese Tucker, CEO and Founder @ BlackLine and Jason Lemkin, CEO and Founder @ SaaStr
SaaStr CEO and Founder Jason Lemkin catches up with Therese Tucker, Founder, and CEO at BlackLine about her SaaS journey, going long and surviving black swan events. Video and blog post: https://www.saastr.com/going-long-the-20-year-journey-of-being-a-ceo-founder-with-blackline/
SaaStr 407: The Secrets of Market Timing and How to Develop the Right Idea, at the Right Time with Allen Gannett, Author of the Creative Curve
Trends are fleeting and hard to pin down. Or are they? Learn how you can leverage the science of trends and better understand market behavior. This episode is an excerpt of Allen’s session at SaaStr @ Home 2020. You can view the full video here: https://youtu.be/v1c08Ztdrss Podcast transcript: https://www.saastr.com/saastr-podcast-407-with-the-creative-curve-author-allen-gannett-the-secrets-of-market-timing-and-how-to-develop-the-right-idea-at-the-right-time/ Visit dell.com/saastr for exclusive savings on Dell products and more information about the Dell for entrepreneurs program. Everything from Dell financial services to Dell rewards, Dell for Entrepreneurs wants to help your business run smarter through technology. Bandwidth makes it easy to add enterprise-grade voice calling, text messaging and emergency calling to your platform, all backed by the power of a fully owned and operated, tier-one carrier network that gives you direct to carrier pricing with better quality, control, and insights that other API providers can't. See why the biggest brands in the world rely on Bandwidth and sign up for a free trial at bandwidth.com/saastr.
SaaStr 406: Notion's Head of Customer Experience, Kate Taylor on How To Approach Delegation at Scale, How Leaders Can Truly Empower Their Team Members & The Role of Sales in a World of Product-Led Growth
Kate Taylor is Head of Customer Experience at Notion, one of the fastest-growing startups of the last 5 years with over $68M in funding from some of the best in the business including Index, Daniel Gross, Elad Gil, Lachy Groom, Josh Kopelman and Aydin Senkut to name a few. As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. Before Notion, Kate spent 2 years at Salesforce in the corporate sales and enterprise business units. In Today’s Episode We Discuss: How Kate made her way into the world of SaaS with Salesforce, how that led to her 8 year tenure at Dropbox before joining the breakout, Notion? Why does Kate not believe that in startups you can “do it all”? How to discover the problems people care about? How to think through prioritisation of problems at the early stage? Where do many people make mistakes here? How does Kate approach delegation at scale? When is the right time to start? How can founders let go and entrust others to do the role they have been doing? How can leaders build trust with the people they work with? How can leaders empower employees with act with conviction and invest in them? What is the role of sales in a product-led growth organisation? How can sales and product work effectively well together? Where do many mistakes happen in sales and product? How can product and marketing also collaborate productively? What can one do to shorten the feedback cycles as much as possible? Kate’s 60 Second SaaStr: Most challenging element of Kate’s role with Notion? What would Kate like to change about the world of SaaS? What does Kate know now that she wishes she had known from the beginning? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-406-with-notion-head-of-customer-experience-kate-taylor/ 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 405: 6 Learnings on Scaling to $100M ARR with Bernadette Nixon, CEO @ Algolia and Jason Lemkin, CEO @ SaaStr
In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Bernadette Nixon CEO at Algolia and together they share 6 learnings on scaling to $100M ARR and what it really takes selling to customers small, medium and large. Video and blog post: https://www.saastr.com/6-learnings-from-algolia-on-the-way-to-100000000-arr/
SaaStr 404: The Secrets To Managing in All Directions with Arquay Harris, Sr. Director Engineering @ Slack
The benefits of managing upwards and downwards are frequent management topics. However, managing sideways and inward are also important skills for a successful leader. Learn new ways to build strong teams by managing in all directions from Arquay Harris at Slack. This episode is an excerpt of Arquay’s session at SaaStr @ Home 2020. You can view the full video here: https://youtu.be/q40RWMgZgIo Podcast transcript: https://www.saastr.com/saastr-podcast-404-with-slack-sr-director-engineering-arquay-harris-the-secrets-to-managing-in-all-directions/ Visit dell.com/saastr for exclusive savings on Dell products and more information about the Dell for Entrepreneurs program. Everything from Dell financial services to Dell rewards, Dell for Entrepreneurs wants to help your business run smarter through technology. Bandwidth makes it easy to add enterprise-grade voice calling, text messaging and emergency calling to your platform, all backed by the power of a fully owned and operated Tier 1 carrier network that gives you direct-to-carrier pricing with better quality, control, and insights that other API providers can't. See why the biggest brands in the world rely on Bandwidth and sign up for a free trial at bandwidth.com/saastr.
SaaStr 403: Loom's VP Sales, Sam Taylor on Sales' Role in a Product-Led-Growth Organisation, How Sales Can Most Effectively Work With Marketing & When To Hire Your First Reps When Selling Bottoms Up
Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. To date, they have raised over $73M from some of the best in the business including Sequoia, Kleiner Perkins, General Catalyst and Point Nine to name a few. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader. Before Quip, Sam spent an incredible 3 years at Dropbox where he was the first enterprise sales rep in the entire company. In Today’s Episode We Discuss: How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom? What was Sam’s biggest lesson from scaling the sales team at Dropbox? How did his 4 years at Salesforce change his operating mentality? Thinking of Dropbox, how does Sam justify the role of sales in a world of product-led growth? How do product and sales work together most efficiently? What can one do to structure that relationship? Does Sam agree that the founder is the one who has to create the sales playbook? When is the right time to hire the first sales rep? Should you hire 2 at a time? What does one look for in their first sales hire? What measurements should be used to determine their success? How does this change when selling to SMBs vs enterprise? How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? How should the success of marketing be measured? Does it have to be tied to a number related to revenue? Sam’s 60 Second SaaStr: Biggest challenge of Sam’s role with Loom today? What would Sam most like to change in the world of SaaS? What is Sam’s biggest weakness as a sales leader? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-403-with-loom-vp-of-sales-sam-taylor/ 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 402: Customers Want Value + Simplicity: The Must Haves to Deliver with Marten Mickos, CEO @ HackerOne
Marten Mickos, CEO of HackerOne, explains their innovative approach of packaging customer value derived from a variety of activities into an annually recurring subscription offering that delivers outstanding value to customers while simplifying the buying process and the customer journey. This episode is an excerpt of Mårten’s session at SaaStr @ Home 2020. You can view the full video here: https://youtu.be/GAw4vKbMevk Full transcript: https://www.saastr.com/saastr-podcast-402-with-hackerone-ceo-marten-mickos-customers-want-value-simplicity-the-must-haves-to-deliver/ Want to see why Adobe, Salesforce, and Marketo use Outgrow? Try building quizzes, ROI calculators, and assessments on Outgrow. Find out how you can build these tools with Outgrow's powerful builder, learn more at outgrow.co/saas. If you don't have a SOC 2 report, you aren't going to be able to sell to major customers. Secureframe helps startups get and maintain software compliance in as little as two weeks. Join companies like Stream, Hasura, Benepass, and unlock more sales with Secureframe. SaaStr listeners get 10% off at secureframe.com/saastr.
SaaStr 401: The Secrets To Doing Freemium and Sales-Driven Sales at the Same Time with MixMax CEO, Olof Mathe
In this session, you will learn how to make the Freemium model work while also incorporating the traditional sales-driven strategy. Olof Mathe will share how the two strategies can blend together and specific lessons he has learned from his experience. Full video: https://youtu.be/9dIaJpuBCU4 Transcript: https://www.saastr.com/saastr-podcast-401-with-mixmax-ceo-olof-mathe-the-secrets-to-doing-freemium-and-sales-driven-sales-at-the-same-time/ Bandwidth makes it easy to add enterprise-grade voice calling, text messaging, and emergency calling to your platform, all backed by the power of a fully owned and operated tier-one carrier network that gives you direct-to-carrier pricing with better quality control and insights that other API providers can't. See why the biggest brands in the world rely on Bandwidth, and sign up for a free trial at bandwidth.com/SaaStr. Dell for Entrepreneurs is here to help your business scale faster through technology. Reach out to startups@dell.com for a free IT consultation. From laptops, desktops to servers and cloud, Dell Technologies is there for you.
SaaStr 400: The Future of Digital Events with Ben Hindman, Co-Founder & CEO @ Splash and Jason Lemkin, CEO @ SaaStr
In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Ben Hindman, Co-Founder & CEO at Splash to talk about the future of digital events. This interview was part of Splash’s Boom, a video series about the innovation explosion in events and the tech stack. Podcast transcript: https://www.saastr.com/saastr-podcast-400-with-splash-ceo-ben-hindman-and-saastr-ceo-jason-lemkin-the-future-of-digital-events/
SaaStr 399: Four Steps to Scaling to $250M, While Keeping Community at Your Center with Prashanth Chandrasekar, CEO @ Stack Overflow
Building the world's largest and most trusted software developer and technologist community and going from 0 to 120 million users happened rapidly for Stack Overflow. Hear four steps from its CEO, Prashanth Chandrasekar, on how your product-led startup can grow its community and its revenue. Video and blog post: https://www.saastr.com/four-steps-to-scaling-to-250m-from-stack-overflow/
SaaStr 398: How To Price To Maximise For Upsell and Expansion, Why and When To Engage with Partner Programs & How To Correctly Segment Customer Profiles Most Efficiently with Rob Gonzalez, Founder & CMO @ Salsify
Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. To date, Salsify has raised over $250M in funding from the likes of Venrock, Underscore, Warburg Pincus, Matrix Partners & Greenspring to name a few. As for Rob, prior to founding Salsify, he was the first-ever product manager at Cambridge Semantics and before that was a Senior Product Manager @ Endeca helping grow the company to it’s $Bn exit. In Today’s Episode We Discuss: How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago? How does Rob think about the bundled vs unbundled thesis within SaaS? When is it right for SaaS companies to turn down potential customers? How can they do that the right way? What is the right way to think about customer segmentation? How should startups decide which customer segment to focus on? How should startups think about implementing partnerships? When is the right time? What is the right way to onboard them? How can they be trained in implementation efficiently? What does great change management look like to Rob? What does Rob believe are the biggest misconceptions around change management? How does Rob think through pricing today in a way that encourages land and expand? What can you do to make the land as frictionless as possible? What does it take to expand effectively? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? Rob’s 60 Second SaaStr: Most challenging element of Rob’s role with Salsify? What would Rob most like to change in the world of SaaS today? What does Rob know now that he wishes he had known at the beginning? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-398-with-salsify-co-founder-cmo-rob-gonzalez/ 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 Rob Gonzalez
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株式会社はてな創業者であり現在もITの第一線で働く近藤淳也が、京都の宿UNKNOWN KYOTOにやって来る「好きなことを仕事にしている人」を深堀りすることで、世の中の多様な仕事やキャリア、生き方・働き方を「リアルな実例」として紐解いていきます。 . 【ホスト：近藤淳也】 株式会社OND代表取締役社長、株式会社はてな取締役、UNKNOWN KYOTO支配人、NPO法人滋賀一周トレイル代表理事、トレイルランナー。 2001年に「はてなブログ」「はてなブックマーク」などを運営する株式会社はてなを創業、2011年にマザーズにて上場。その後2017年に株式会社ONDを設立し、現在もITの第一線で働く。 株式会社OND: https://ond-inc.com/ . 【UNKNOWN KYOTO】 築100年を超える元遊郭建築を改装し、仕事もできて暮らせる宿に。コワーキングやオフィスを併設することで、宿泊として来られる方と京都を拠点に働く方が交わる場所になっています。 1泊の観光目的の利用だけではなく、中長期滞在される方にも好評いただいています。 web: https://unknown.kyoto/ . こちらから本文を読んだりコメントが書けます！ https://listen.style/p/unknownradio
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