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 377: Hashicorp CEO Dave McJannet on Scaling Remote Teams; What Breaks and When, How To Successfully Execute Multi-Product Strategies and How Leadership Style Evolves with Company Stage
Dave McJannet is the CEO @ Hashicorp, one of the fastest-growing enterprise companies of our time providing consistent workflows to provision, secure, connect and run any infrastructure for any application. To date, the company has raised $349M in funding from some of the best in the business including Bessemer, Redpoint, True Ventures, IVP, Mayfield, TCV and GGV to name a few. As for David, prior to Hashicorp, he held some incredible roles including VP Marketing at Github and Hortonworks, Senior Director of Product Marketing @ VMWare and then also spent over 5 years at Microsoft. Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-377-with-hashicorp-ceo-dave-mcjannet/ 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 376: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck, CEO @ ZoomInfo and Jason Lemkin, CEO @ SaaStr (Part 2)
In part two, ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like...the good, the bad, and most of all, the ugly. He reflects on where he went wrong, what he would do differently, and how to avoid making the same mistakes he did. This episode is an excerpt from Jason and Henry’s session at SaaStr Annual @ Home. Full video: https://youtu.be/WKODWISCL7A Transcript of this podcast: https://www.saastr.com/saastr-podcast-376-with-zoominfo-ceo-henry-schuck-10-mistakes-the-ceo-of-zoominfo-made-on-his-journey-to-ipo-part-2/ Part 1 of this interview can be found in episode 374.
SaaStr 375: What Being a Founder Taught Me About Leadership - Lessons from GitHub’s COO, Erica Brescia
GitHub’s COO, Erica Brescia, shares her experiences and lessons learned from her former life on the front lines of being a co-founder of her own company, and how those lessons apply to her current position overseeing operations for GitHub. Video and blog post: https://www.saastr.com/5-leadership-lessons-everyone-needs-right-now-from-github-coo-erica-brescia/
SaaStr 374: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck, CEO @ ZoomInfo and Jason Lemkin, CEO @ SaaStr (Part 1)
ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like...the good, the bad, and most of all, the ugly. He reflects on where he went wrong, what he would do differently, and how to avoid making the same mistakes he did. This episode is an excerpt from Jason and Henry’s session at SaaStr Annual @ Home. Full video: https://youtu.be/WKODWISCL7A Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-byron-deeter-elliott-robinson-henry-schuck-and-jason-lemkin/
SaaStr 373: The State of the Cloud 2020, The COVID Beneficiaries Edition with Byron Deeter and Elliott Robinson of Bessemer Venture Partners
Bessemer's 5th Annual State of the Cloud Report returns for a definitive look at the cloud industry today. Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future. This episode is an excerpt from a session at SaaStr Annual @ Home. Full video: https://youtu.be/WrGhD0qaIow Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-byron-deeter-elliott-robinson-henry-schuck-and-jason-lemkin/
SaaStr 372: Sales Kick-Off Week: How To Prepare, How To Structure, How To Organise Content, How To Keep Teams Engaged with Latane Conant, CMO @ 6Sense
Latane Conant is the Chief Marketing Officer at 6Sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritise efforts and then engage the right way. To date, the company has raised $120M in financing from Battery Ventures, Insight, Venrock, Costanoa, Bain Capital and Salesforce Ventures to name a few. As for Latane, before 6Sense she was CMO and sales leader at Appirio where she drove 5X more effective field marketing programs and an increase in inbound leads by 300%. If that was not enough, Latane is also on the Advisory Boards of both Mediafly and Atrium. In Today’s Episode We Discuss: How did Latane make her way into the world of SaaS and come to be the rockstar CMO and ABM thought leader she is today with 6Sense? What does the preparation process look like pre-sales kick off week? What is involved? Who is involved? What needs to be ready? How does Latane feel about putting comp plans as part of the week? How important is a theme to having an engaging week of content? What can teams do to bring their themes to life? How does Latane advise others when it comes to keeping the content fresh and exciting? What is the right way to end the week? What are the right follow up steps to take? Where do many people go wrong here? Latane’s 60 Second SaaStr: Hardest element of Latane’s role today with 6Sense? What would Latane most like to change about the world of SaaS? What does Latane believe that most around her disbelieve? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-372-with-6sense-cmo-latane-conant/ 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 Latane Conant
SaaStr 371: Learning from the Lows, How Mailchimp Navigated Economic Uncertainty with Ben Chestnut, CEO @ Mailchimp and Jason Lemkin, CEO and Founder @ SaaStr
It’s no secret that businesses today are struggling with an unpredictable economy. In this session, Mailchimp Co-founder and CEO Ben Chestnut will share the story of Mailchimp’s founding amidst—and despite—the dot-com bubble burst, and how the company navigated a number of inflection points in the first 10 years of its founding. This episode is an excerpt from Jason and Ben’s session at SaaStr Annual @ Home. Full video: https://youtu.be/LfLZzakn2r0 Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-jennifer-tejada-ben-chestnut-and-jason-lemkin/
SaaStr 370: Automation, The Digital Transformation Accelerator with Jennifer Tejada, CEO @ PagerDuty
As organizations race to achieve relevance and a competitive edge in the digital era, automation is fueling the fight. Join PagerDuty’s CEO, Jennifer Tejada, as she discusses the need for agility and innovation and how automation is aiding adaptability and allowing enterprises to surge ahead. This episode is an excerpt from a session at SaaStr Summit: Enterprise. Full video: https://youtu.be/7mHQotsErWc Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-jennifer-tejada-ben-chestnut-and-jason-lemkin/
SaaStr 369: How to Hire an A-Player VP Sales and Scale Your Team with SaaStr CEO and Founder Jason Lemkin and the Co-founder and CEO of HireSweet, Robin Choy
In today’s SaaStr Insider episode, SaaStr CEO and Founder Jason Lemkin and the Co-founder and CEO of HireSweet, Robin Choy, share their experiences building and scaling their companies. Today's SaaStr insider originally aired on A-Players, a new podcast that teaches you how to hire, retain, and train top performers for your team! You can listen to A-Players on Anchor.fm, Spotify, or wherever you listen to podcasts. Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-scott-belsky-robin-choy-and-jason-lemkin/
SaaStr 368: 5 Insights for Consumerization of the Enterprise with Scott Belsky, CPO and EVP @ Adobe Creative Cloud
Success in the Enterprise means ensuring consumerization is a part of your strategy. Scott Belsky, CPO, EVP of Creative Cloud at Adobe will explore key tactics to focus on the user experience. This episode is an excerpt from a session at SaaStr Summit: Enterprise. Full video: https://youtu.be/FPMKXanghWM Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-scott-belsky-robin-choy-and-jason-lemkin/
SaaStr 367: Zoom's Head of Global Sales Operations on Sales Ops vs Revenue Ops, The Biggest Areas of Operational and Strategic Debt for Sales Teams Today & The Importance of Documentation and The Dangers of Dirty Data
Hilary Headlee is Head of Global Sales Operations and Enablement @ Zoom. Prior to joining Zoom, Hilary was VP of Global Sales Operations and Productivity @ MindBody and before that enjoyed similar roles with Alteryx, Invoca and Lynda.com. At Lynda.com, Hilary grew the support teams from 6 to 60 people and supported more than 60 net new reps in just 3 years. If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. In Today’s Episode We Discuss: How did Hilary make her way into the world of SaaS and come to be the sales leader she is today with the global communications leader, Zoom? When thinking about sales ops vs revenue ops, what are the 4 key points to consider for founders? How does lead management and onboarding alter the question of sales ops vs revenue ops? Where does Hilary see operational debt the most? How does she advise founders on removing it? Given the broad scope of sales ops and engagement, is it not just rebalancing culture, comms and change? As a business scales does there not come a time where it unbundles and scales out of sales vs revenue ops? How do the roles change with time and scale? Where do the breakpoints occur? Why does Hilary believe documentation is so important today? What is the toolset Hilary uses for documentation? How does Hilary train her team around the right strategy to document their processes? Where do many go wrong here? Where can you pick up small wins? Hilary’s 60 Second SaaStr: What is the hardest element of Hilary’s role today with Zoom? What would Hilary most like to change in the world of SaaS today? What does Hilary believe that most around him disbelieve? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-367-with-zoom-head-of-global-sales-operations-and-enablement-hilary-headlee/ 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 366: Digital Transformation At Warp Speed with Jason Lemkin, CEO and Founder @ SaaStr, and Aaron Levie, CEO, Co-founder and Chairman @ Box
The buzz that accompanies digital transformation trends is infinite. Cut through the noise with Aaron Levie, CEO of Box and Jason Lemkin, CEO & Co-founder of SaaStr as they share insights on what will make a lasting impact and what may fail to materialize in the future of work. This episode is an excerpt from Jason and Aaron’s session at SaaStr Summit: Enterprise. Full video: https://youtu.be/vBQR7G6YHFQ Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-justin-bedecarre-jen-nguyen-jason-lemkin-and-aaron-levie/
SaaStr 365: The Office of the Future, How Everything's Changed and What 2021 Will be Like with Justin Bedecarre, CEO @ HelloOffice and Jen Nguyen, Founding Partner @ TEAMWERC
Centralized HQs with all the perks and amenities “under one roof” have traditionally been used as recruiting tools to attract and retain top talent. In this episode, Justin and Jen discuss what the Office of the Future will be like. This episode is an excerpt from a session at SaaStr Summit: Enterprise. Full video: https://youtu.be/dT04zc22ZH4 Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-justin-bedecarre-jen-nguyen-jason-lemkin-and-aaron-levie/
SaaStr 364: Figma's Head of Sales, Kyle Parrish on Why Scaling From 0-1 In Sales Is So Damn Hard, The Biggest Lesson From Moving Sales Outside Core HQ & How To Create A Performance Led Culture
Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP. In Today’s Episode We Discuss: How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma? Kyle was in charge of creating the Austin, Texas sales team @ Dropbox, what were some of his biggest lessons when it comes to moving sales outside of HQ? What worked? What did not work? At what stage does culture and process really start to break? Why is it so hard moving from 0-1 in sales? How does Kyle advise founders when it comes to making your first sales hire? Does Kyle agree that it has to be the founder who develops the sales playbook? How does one create sales targets that are both ambitious but also achievable? What is the balance? What does it take to create a performance led sales culture? Where do many people go wrong here? How is the best way for sales and product to work together? What can one do to proactively make those discussions with sales and product both frequent and productive? Kyle’s 60 Second SaaStr: What is the hardest element of Kyle’s role today with Figma? What would Kyle most like to change in the world of SaaS today? What does Kyle believe that most around him disbelieve? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-364-with-figma-head-of-sales-kyle-parrish/ 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 Kyle Parrish The future of work is here and digital automation is now essential for today’s workforce. Tools have improved, but companies are STILL using outdated and manual processes to conduct business. Enter Pipefy. Pipefy is a workflow management software that makes business processes such as purchasing, onboarding, and recruiting—hassle-free, so requesters, processors and managers are more efficient. Pipefy seamlessly integrates with other tools in your toolchain to ensure a completely automated experience with a low to no code implementation. Dispersed or remote team members? NO PROBLEM! Pipefy can automate your requests from anywhere. Scroll over to pipefy.com/saastr to try it out and get 10% off your first 3 months. Empower your teams everywhere with Pipefy.
SaaStr 363: How to Make 1,000,000 Customers Happy with Jason Lemkin, CEO and Founder @ SaaStr, and Loren Padelford, General Manager @ Shopify Plus
Small, Medium, or Enterprise, SaaStr CEO Jason Lemkin sits down with Shopify Plus GM, Loren Padelford, to discuss how to keep your customers happy at all stages. This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise. Full video: https://youtu.be/kQPjPiVbcqk Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-bernadette-nixon-jay-snyder-nick-mehta-loren-padelford-and-jason-lemkin/
SaaStr 362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight
Customers' expectations are higher than ever with more access to information and options. This dynamic trio of SaaS experts share how to stay customer-centric and set yourself apart in today's rapidly changing environment. This episode is an excerpt from a session at SaaStr Summit: Enterprise. Full video: https://youtu.be/DNMId8gYj80 Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-bernadette-nixon-jay-snyder-nick-mehta-loren-padelford-and-jason-lemkin/
SaaStr 361: The 4 Phases of Company Growth & What Breaks At Each Stage, How To Instill Process with Scale Without Adding Barriers and What Great Change Management in a COVID World Looks Like with Lara Caimi, Chief Customer and Partner Officer @ ServiceNow
Lara Caimi is the Chief Customer and Partner Officer @ ServiceNow, the company that allows you the power to make work, work better. Prior to their IPO, ServiceNow raised funding from some of the best in the business including Sequoia Capital and Greylock. As for Lara, she joined ServiceNow in 2017 and spent 3 years as Chief Strategy Officer before assuming her current role just this month. Before ServiceNow Lara spent an incredible 17 years at Bain & Co across a variety of different projects and roles. In Today’s Episode We Discuss: How Lara made her way into the world of ServiceNow and SaaS having spent an incredible 17 years at Bain & Co? What does the role of Chief Strategy Officer really entail? How did the role change in Lara’s 3 years in the position? What is the optimal relationship between the Chief Strategy Officer and the CEO? How does Lara advise founders on when to hire their Chief Customer Officer? How does Lara see the 4 phases of startup growth? What are the most challenging elements within each? How does one instil process and discipline without losing agility and speed? How does one set targets that are a stretch but also not a stretch too far? What is the right balance? How does Lara think about what great change management looks like today? How does that change in a COVID world? How does Lara approach the right way to address enterprise customer communications? Why has that been made easier in COVID times? Lara’s 60 Second SaaStr: What would Lara most like to change in the world of SaaS today? What is the hardest element of Lara’s role with ServiceNow today? The biggest surprise for Lara internally since the start of COVID? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-361-with-servicenow-chief-customer-and-partner-officer-lara-caimi/ 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 The future of work is here and digital automation is now essential for today’s workforce. Tools have improved, but companies are STILL using outdated and manual processes to conduct business. Enter Pipefy. Pipefy is a workflow management software that makes business processes such as purchasing, onboarding, and recruiting—hassle-free, so requesters, processors and managers are more efficient. Pipefy seamlessly integrates with other tools in your toolchain to ensure a completely automated experience with a low to no code implementation. Dispersed or remote team members? NO PROBLEM! Pipefy can automate your requests from anywhere. Scroll over to pipefy.com/saastr to try it out and get 10% off your first 3 months. Empower your teams everywhere with Pipefy.
SaaStr 360: What’s Changed Since March 15 The Cloud at Hyperspeed. The World in Flux with Jason Lemkin, CEO and Founder of SaaStr, and Rob Bernshteyn, CEO and Founder of Coupa
Digital transformation marks a radical rethinking of how companies use tech, people, and operations to fundamentally change their business performance. Coupa CEO, Rob Bernshteyn, and SaaStr CEO, Jason Lemkin, will discuss how the Cloud has changed in 2020. This episode is an excerpt from Jason and Rob’s session at SaaStr Summit: Enterprise. Full video: https://youtu.be/t9sSY6owgTo Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-matt-garratt-trisha-price-david-schmaier-rob-bernshteyn-and-jason-lemkin/
SaaStr 359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity
From strategies in recruitment and team building to sales tactics, these leaders from Salesforce, nCino, and Vlocity, will discuss the top tips for moving beyond horizontal SaaS and building a billion-dollar SaaS company. Matt Garratt, SVP, Managing Partner, Salesforce Ventures Trisha Price, Chief Product Officer, nCino David Schmaier, CEO & Founder, Vlocity This episode is an excerpt from a session at SaaStr Summit: Enterprise. Full video: https://youtu.be/ZxmCVOTW1lQ Podcast transcript: https://www.saastr.com/saastr-podcasts-for-the-week-with-matt-garratt-trisha-price-david-schmaier-rob-bernshteyn-and-jason-lemkin/
SaaStr 358: Why Ignoring Customer Feedback Can Be Critical To Success, Why Founders Need To Change The Way They Think About LTV and How To Create a Pricing Model That Aligns Your Success To Your Customer's with Chen Amit, Founder & CEO @ Tipalti
Chen Amit is the Founder & CEO @ Tipalti, the only global payable automation platform that scales with you and now remitting $5Bn annually across 3M suppliers. To date, Chen has raised over $146M with Tipalti from the likes of Oren Zeev, Dan Rose, Mike Chalfen and then Greenspring, Truebridge and 01 Advisors to name a few. Previously, Chen was CEO of Atrica, acquired by Nokia-Siemens. He also was co-founder and CEO of Verix. At ECI Telecom, Chen founded its ADSL business unit and led it from inception to $100 million in annual sales. In Today’s Episode We Discuss: How Chen made his way into the world of SaaS and came to found the leader in account payables with Tipalti? Why does Chen believe so much of his success is derived from saying no to customers? How does Chen determine which customer feedback to ingest vs to reject? If rejected, how can startups do this in a polite and respectful way? How can startups give the appearance of a large company to enterprises? Given the infinite supply of capital, how does Chen think about unit economics? How does Chen think the right way to calculate LTV is? Where do many go wrong? What can we learn from Amazon when it comes to LTV? How does Chen advise founders to think about annual dollar churn? How does Chen think about optimising pricing models today? How can SaaS companies have variable pricing mechanisms without disincentivizing usage? How does Chen think about aligning revenue scale to your customers? How can this be done? What are the benefits? Chen’s 60 Second SaaStr: What is the hardest element of Chen’s role today with Tipalti? What would Chen most like to change in the world of SaaS today? What does Chen believe that most around him disbelieve? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-358-with-tipalti-founder-ceo-chen-amit/ 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 The future of work is here and digital automation is now essential for today’s workforce. Tools have improved, but companies are STILL using outdated and manual processes to conduct business. Enter Pipefy. Pipefy is a workflow management software that makes business processes such as purchasing, onboarding, and recruiting—hassle-free, so requesters, processors and managers are more efficient. Pipefy seamlessly integrates with other tools in your toolchain to ensure a completely automated experience with a low to no code implementation. Dispersed or remote team members? NO PROBLEM! Pipefy can automate your requests from anywhere. Scroll over to pipefy.com/saastr to try it out and get 10% off your first 3 months. Empower your teams everywhere with Pipefy.
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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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