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.
http://www.saastr.com
SaaStr 297: Why Channel Partnerships Can Be The Biggest Accelerant To Your Business, How To Hire for Channel Partnerships and The Biggest Mistakes SaaS Founders Make In The Early Days with Bob Moore, Founder & CEO @ Crossbeam
Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. To date Bob has raised over $15m with Crossbeam from friends of the show including Andy @ Uncork, Matt @ Firstmark, Bill @ First Round and Matt @ Salesforce Ventures, to name a few. Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016. In Today’s Episode We Discuss: How Bob made his way into the world of SaaS and came to found Crossbeam? As an entrepreneur, Bob has previously said, “no one is coming to save you”. What did he mean by this? What were the core mistakes that he made with RJ Metrics? Is it the responsibility of the board to course correct at this early stage? How does Bob determine whether to be visionary and determined vs realising when something is not working? Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Why is this? What are the drivers of it’s death? How important is it to own the entire customer journey? At what scale does that become impossible? In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? How does Bob think about when is the right time to hire a Head of Partnerships? In the early days, partnerships can be a distraction, how does Bob determine between right and wrong when determining whether to engage in a partnership? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? Bob’s 60 Second SaaStr: What is the hardest element of Bob’s role with Crossbeam today? What does Bob believe that most around him disbelieve? What does Bob know now that he wishes he had known at the beginning? Read the transcript on our blog. 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 Bob Moore Did you know that if your network goes down it can cost you on average $5,600/minute? What if I also told you, you could have 100% confidence that your business data is secure and allow for new employees to be on-boarded with ease and offboarded securely in a few short clicks. Your employees automatically have the right applications installed with the right permissions and joy of joys, you never hear about printer issues. Plus it’s all done through a first of its kind IT platform called Electric, delivering enterprise-grade IT support previously not available to small and medium-sized businesses at a fraction of the cost. So whether you have IT in-house or no IT at all, Electric solve it at lightning-fast speed either remotely or sending a certified partner to you. So if you’re interested in deploying world-class IT which keeps your employees productive and data secure visit: www.electric.ai/saastr
SaaStr 296: Cloudflare Head of Products Jen Taylor on 5 Steps to Launching a Product
The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers. With so many articles, investors, and outside opinions, the true, simple tasks of launching can get lost in the noise. In this session, Jen Taylor, Head of Products at Cloudflare, will share her expertise and teach you to forget the noise, stick to the basics, and use 5 easy steps to turn that idea into a reality. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19
SaaStr 295: Most Downloaded VC Episode of 2019 with Tom Tunguz, General Partner @ Redpoint Ventures
This interview originally aired as Episode 213 on February 26, 2019. Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify and Gremlin all prior guests on the show I hasten to add. He is also the co-author of Winning with Data: exploring the cultural changes big data brings to business. Tom has also been named on the Forbes Midas Brink list. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. In Today’s Episode We Discuss: How Tom made his way from creating software with his father in Brazil to being GP and forefront figure in the SaaS investment community as a GP at Redpoint today? Annual contracts: To what extent do annual contracts dominate today? How does this differ when comparing enterprise to SMB? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? What are the dangers there? How does Tom think about calculating churn when it comes to multi-year contracts? What were the findings on what good looks like when it comes to logo retention? How does this differ when comparing SMB to enterprise? What were the commonalities of leading indicators of churn? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? What is the right way to conduct a churn analysis? Assisted vs unassisted: What does Tom believe are the leading benchmarks for both? How does this differ when comparing SMB to enterprise? How does the impact of a salesperson change the conversion rate? What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process? How does Tom think about constructing comp plans the right way today? How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals? Tom’s 60 Second SaaStr: What does Tom know now that he wishes he had known at the beginning? What is Tom’s favourite book and why? What is Tom’s most recent investment and why did he say yes? Read the transcript on our blog. 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 Tom Tunguz
SaaStr 294: Egnyte CCO Rajesh Ram on Land, Expand, Explode: How to Win the Long-Game in SaaS
The SaaS business model has risen to popularity for many reasons - it’s fast-paced, creates residual revenue streams, and well, the multiples are strong. However, while many are flocking to reap the benefits of the SaaS model, truly understanding how it works sustaining success over time is not as easy as some make it look. Rajesh is going to walk you through the key elements of winning the long game in SaaS - how to win customers, how to create long-term relationships, and how to avoid churn. He will also provide insights on the differences between commercial and enterprise customers and the key metrics to keep an eye on as you grow your business. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19
SaaStr 293: OpenView Partner Ashley Smith on Using Product Led Growth as an Indicator for Investment
Congratulations you’ve built a product that’s proven itself in the marketplace! So how can you leverage that product’s success to obtain the valuation and funding you need to scale? Ashley Smith, Venture Partner at OpenView will provide insight on what investors are looking for in product metrics and growth indicators so you can capitalize on your product's story for funding. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19
SaaStr 292: Most Downloaded Founder Episode of 2019 with Manny Medina, Founder & CEO @ Outreach
This interview originally aired as Episode 229 on April 29, 2019. Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. To date, Manny has raised over $114m in funding from some great people including friends of the show in the form of Alex Clayton @ Spark, Mayfield, Trinity Ventures and DFJ Growth, just to name a few. Prior to founding Outreach, Manny spent 7 years with Microsoft where he ran the Latin America and Canada business development group for Microsoft’s emerging mobile division, representing $50M of yearly revenue. Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon's traffic. In Today’s Episode We Discuss: How Manny made his way to found the leader in sales engagement from product management at Amazon and Business Development @ Microsoft. How does Manny fundamentally approach managing top of funnel? What are the 2 big dangers of not managing it aggressively? What can be done to ensure not only full but high quality top of funnel? Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? How does this change if you are creating vs in an existing market? How does Manny think about specialisation within the sales function? Why are SDR’s 99% of the time not able to carry leads to completion? How does Manny think about quota construction today? Does Manny err on the side of setting high to be ambitious or setting low to increase confidence? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? How does Manny think about resource allocation on the individual rep level? What is sufficient? What is excessive? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? What were his biggest lessons from doing this? Why does Manny believe that you should not have a VP before $5m? 60 Second SaaStr: What does Manny know now that he wishes he had known in the beginning? What does the future of sales prospecting look like to Manny? What would Manny like to change about the world of SaaS today? Read the transcript on our blog. 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 Manny Medina
SaaStr 291: LucidChart CEO Karl Sun on Top Lessons Learned From Our Best and Worst Marketing Experiments
Lucidchart has been recognized as one of the most mature Product Lead Growth business models in the market, driving over 700,000 registrations per month, combined with a hyper-efficient B2B business model. It didn’t happen by accident. It happened through experimentation: from extensive A/B testing (with over 500 marketing tests completed in 2018), to testing crazy brand videos (which have garnered over 200 million views and was named the only ad campaign that truly mattered in 2018 by Adweek), to constant iteration and expansion of the business model. Experimental marketing brings together the science and art of marketing, allowing for creativity that drives results. It’s an essential skill in the toolkit of the modern marketer, and one that’s easy to get started with, no matter your company scale. Key Takeaways: - Discover how to start or extend your marketing experimentation. - Learn how marketing experimentation can apply across funnels, brands, and business models. - Get tips on how to build a culture of experimentation that fosters creativity and drives business results. Find the video and full transcript on our blog. Sponsor message: With up to 20 times higher limits, up to 5 million dollars, and huge rewards like 2x back on recurring SaaS spend and 4x back on Brex Travel. The Brex corporate credit card is designed for startups, all with no personal guarantee. Sign up at brex.com and get card fees waived for life with code SaaStr19.
SaaStr 290: How To Sell To CIOs Successfully; Discounting, Freemium, Trials, Multi-Year Contracts, Transparency on Product Roadmap; The Ultimate Guide with Yousuf Khan, Serial CIO, Startup & VC Advisor
Yousuf Khan is a serial CIO, start-up and VC advisor. Most recently Yousuf was the CIO & VP of Customer Success @ Moveworks, the advanced AI built for enterprise providing automatic resolution of IT issues. During his time at the company, they raised over $108m from Lightspeed, ICONIQ, Kleiner, Sapphire and Bain Capital. Pre Moveworks, Yousuf was CIO @ Pure Storage during their period of hypergrowth both as a private and public company. Finally, before Pure, Yousuf’s first role in the valley was with Qualys again as CIO where he owned the entire global IT budget. In Today’s Episode We Discuss: How Yousuf made his way from the UK to the valley and how that led to his becoming one of the leading CIOs today in the rising prominence of CIOs in enterprise? How open and can transparent can CEOs be with CIOs? Do CIOs know the state of early-stage companies in terms of their cash situation, fundraising etc? Does that ever put them off buying? What is the right tone and temperament to take with those CIOs in the first meetings? How does Yousuf advise founders on quality or quantity of logos in the early days? How does Yousuf advise CEOs approach CIOs when it comes to discounting? Do they make a difference to the buying decision of the CIO really? Should founders offer discounts in exchange for customer testimonials? How can CEOs provide alternative forms of social validity to other CIOs in the ecosystem, other than case studies? How does Yousuf advise founders approach CIOs when it comes to multi-year deals? Does the mindset of the CIO change when the deal is paid upfront? How should the founders position that? When it comes to implementation, how important is time to value in the mind of the CIO? What is the worst thing a founder can do when discussing implementation? Yousuf’s 60 Second SaaStr: What separates good from great when it comes to CIOs? What makes the best board members? What are Yousuf’s biggest strengths and weaknesses? Read the transcript on our blog. 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 Yousuf Khan
SaaStr 289: Salesloft CEO Kyle Porter, Zoom Head of Sales Ops Hilary Headlee and FireEye VP of WW Commercial SalesChristina Foley on 7 Key Tips & Tricks to Getting More Revenue Per AE
Salesloft CEO Kyle Porter, Zoom Head of Sales Ops Hilary Headlee and Fireeye VP of WW Sales Christina Foley share the seven tips and tricks to getting more revenue per AE. This episode is an excerpt of a SaaStr Annual 2019 session. You can see the full video on our YouTube channel.
SaaStr 288: Why Marketing Is The Gatekeeper of Customer Experience, The Relationship Between Customer Success and Marketing Today & How To Reduce Friction in The Hand-Off From Marketing to Sales with Des Cahill, CMO @ Oracle CX Cloud Suite
Des Cahill is the Chief Marketing Officer for Oracle CX Cloud Suite, an integrated set of marketing, sales, commerce and service solutions that power customer experience for thousands of leading global brands. Prior to Oracle, Des was the CMO @ Kerio Technologies marketing to over 60,000 SMB customers and 5,000 channel partners. Before Kerio, Des was the CMO @ Ensighten, where he helped grow the customer base from 10 to 100 and revenues from $2M to $14M. Des has also spent time as CEO having founded and grown Habeas Inc from 0 to 450 customers, $9M in revenue and raising 3 rounds of venture financing. In Today’s Episode We Discuss: How Des made his way into the world of startups and came to be CMO of Oracle’s CX Cloud suite? Why does Des believe customers are more unpredictable now than ever before? How is their behaviour fundamentally changing? What are some great examples of how Des has seen companies amend to the changing consumer demands? How does this change the role of the marketer today? How does this change the prioritisation of customer experience for marketers? What are the challenging elements of this change? How does the role of marketing also integrate with the post-sale and customer success with much of their content being used there? How does Des think about the relationship between marketing and sales teams? What are Des’ biggest tips on how to reduce friction in the handoff from marketing to sales? What works? What does not work? What is the right OKR to measure marketing teams? Does it have to be tied directly to revenue? Des’ 60 Second SaaStr: Biggest breakdown in the working of an efficient funnel? Who is killing it in SaaS marketing today and why? Advice in SaaS you commonly hear but disagree with? Read the full transcript on our blog. 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 Des Cahill
SaaStr 287: Slack's Head of NA Sales Kevin Egan and Head of Mid-Market Sales Dannie Herzberg on going From Freemium to Enterprise
Kevin Egan, Slack's VP of North American Sales and Dannie Herzberg, Slack's Director of Sales as discuss their strategies for going from Freemium to Enterprise at Slack. Find the video and full transcript on our blog.
SaaStr 286: The Biggest Sales Hiring Mistakes and Lessons From Them, How To Win At Hosting B2B Events & How To Apply True Customer Segmentation and Focus To Your Customer Base with Allie Janoch, Founder & CEO @ Mapistry
Allie Janoch is the Founder & CEO @ Mapistry, the startup that makes environmental compliance simple. As for Allie, prior to founding Mapistry she started her career in MIT’s Lincoln Lab before joining IQ Engines (acquired by Yahoo). Post acquisition, Allie integrated the technology built at IQ Engines into Flickr search. In Today’s Episode We Discuss: How Allie made her way from the world of Yahoo to founding the game changer of environmental compliance in Mapistry? Having had both big company, small startup and founding experience, what would Allie advise new graduates entering the workforce today? What were the biggest mistakes that Allie made when it comes to sales hiring? What were the learnings from those mistakes? How does Allie advise other founders on scaling sales teams? How does Allie think about sales rep payback period? How can one determine the effectiveness of a sales rep when they are engaging in 9-12 month sales cycles? How does Allie think about the importance of focus applied to customer segmentation today? How does Allie measure true customer success? NPS? Churn? Product analytics? How does Allie explain the macro market size to VCs when they initially see the small customer segment? Why did Allie start doing their own events with Mapistry? How should startups think about whether events are the right strategy for them or not? How should founders think about resource allocation and budget when it comes to events? How does Allie measure the ROI of events? Allie’s 60 Second SaaStr: What does Allie know now that she wishes she had known at the beginning? What would Allie most like to change about the world of tech and Silicon Valley? What is the biggest challenge for Allie today with Mapistry? Read the transcript on our blog. 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 Allie Janoch
SaaStr 285: Adyen CCO Roelant Prins and Felicis Ventures Partner Aydin Senkut on How to Build a $18B+ Success Story Far Far Away from Silicon Valley
Hear about Adyen’s journey from a Dutch payments startup to a global public company with more than 15 offices around the world working with large global companies like Facebook, Spotify, Uber, and Microsoft. CCO Roelant Prins shares lessons from the company’s own global growth path and will be giving practical tips for companies who are thinking about expanding their business globally. Roelant is joined by Felicis Ventures Founder, Aydin Senkut, who shares the commonalities he sees in successful companies...starting with culture. Find the video and full transcript on our blog.
SaaStr 284: Why We Need To Remove The Title of CRO, What Happens If You Apply Customer Success To A Venture Portfolio & Why Net Retention Is The Most Important North Star Metric In SaaS with Travis Bryant, Partner for Founder Experience @ Redpoint Venture
Travis Bryant is Partner for Founder Experience @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. During his time at Optimizely, the company grew from from $7 to >$90M in ARR and from 40 to 400 people. Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. In Today’s Episode We Discuss: How Travis made his way into the world of venture as the first ever Partner for founder experience at Redpoint? What were the 2 biggest lessons Travis took from Salesforce? How transformational is the 12 quarter year for Salesforce? Why does Travis believe we need to abolish the title of CRO? Why does it suggest misalignment between customer and vendor from Day 1? What aspects of CRO’s roles is Travis in favour of? What elements is he not in favour of? What does Travis advise founders when it comes to uniting customer facing teams? Why does Travis believe that SaaS has upended the economic model but not the engagement model? How does the engagement model with customer need to shift? What does this do to the structure of the conventional funnel? Why does Travis believe net retention must always be the guiding North Star? How does Travis think about the different steps to customer qualification today and what makes the best SDR’s? What does Travis advise founders when it comes to churn analysis? What questions must you ask? What metrics must you look for? Travis’ 60 Second SaaStr: What motto or quote do Travis frequently revert back to? What is the most challenging element of Travis’ role with Redpoint? How should startup operators coming out of larger organizations determine which startup to join? Read the transcript on our blog. 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 Travis Bryant
SaaStr 283: SocialChorus Co-Founder Nicole Alvino on What I Learned About Corporate Ethics From Enron
Nicole Alvino, founder of SocialChorus, shares some ‘truth is crazier than fiction stories’ about her time in structured finance at Enron and how she applied what she learned to build a company that has 10 of the Fortune 50 as customers. In your constant effort to grow and win, you’ll get the 5 most important lessons on how to push the envelope just far enough - while keeping your ethics in check.
SaaStr 282: The Ultimate Guide To Remote Work; All vs Part Remote Teams, How To Maintain Culture Across Teams, Should Compensation Be Location Adjusted, How To Structure Internal Processes with Remote Teams, How Remote Teams Impact Hiring, Sales and Fundr
Michael Pryor, Co-Founder & CEO @ Trello, now Head of Trello Product with Atlassian following their recent acquisition. Kolton Andrus is the Founder & CEO @ Gremlin, the failure as a service startup finds weaknesses in your system before they cause problems. Dylan Serota, Co-Founder and Chief Strategy Officer @ Terminal, the startup that helps you create world-class technical teams through remote operations as a service. Rachel Carlson, Co-Founder and CEO @ Guild Education, the leader in education benefits offering the single most scalable solution for preparing the workforce of today for the jobs of tomorrow. Sid Sijbrandi, Founder & CEO @ Gitlab, a single application for the entire software development lifecycle. Jeppe Rindom is the Founder & CEO @ Pleo, the simple spending solution for your company automating expense reports and simplifying company expenses. In Today’s Episode We Discuss: How should founders think about the debate between all remote vs part remote teams? How does life and operations change with each? What are the pros and cons? Is it possible to move between the two overtime? What can one do to maintain culture with remote teams? What processes need to be in place to ensure a cohesive and streamlined communication process? What technical architecture needs to be in place? Where are the breakpoints when it comes to communication? How often does one need to do in person off-sites? How does being remote or part remote impact fundraising? How do VCs think about this new structure of operations? What is the right way to present it? How does being outside a core tech hub impact one’s ability to raise? How should one run a fundraising process if outside a core hub? How important is it for your team to be near your customers? How does this change according to sector and customer base? How important is it for your team to be near your investors? Does having an exec and sales team in one place and the rest of the team elsewhere work? Jason Lemkin Harry Stebbings SaaStr Read the full transcript on our blog.
SaaStr 281: Vista Equity Principal Rene Yang Stewart and Zapproved CEO Monica Enand on From Product Market Fit to Scale
Rene Yang Stewart, Co-Head and Principal, Vista Equity Partners, and Monica Enand, Founder and CEO, Zapproved discuss growing a company from product market fit to scale. Vista Equity Partners invested in Zapproved in 2017. Hear perspectives from both the investor and founder on growth to scale. Find the video and full transcript on our blog. Sponsor message: Remote and hybrid teams aren't the future of work-- they're the present. Owl Labs is embracing this revolution, and is here to provide remote workers with a virtual seat at the table with the Meeting Owl. Their 360° smart video conferencing camera can recognize and highlight any speaker at the table using an array of 8 microphones. Check it out for yourself at owllabs.com!
SaaStr 280: SaaStr CEO Jason Lemkin and Mixmax Head of Revenue Don Erwin on The Secrets to Managing a Successful Sales Team
How do you manage a sales team when you're at a company with both Free and Freemium Sales-Driven Segments? What about SMB vs. Enterprise Sales? SaaStr CEO Jason Lemkin sits down with Mixmax's Head of Revenue Don Erwin to discuss it all. Find notes for this episode on our blog.
SaaStr 279: Glassdoor CEO Robert Hohman on Building a $1B Marketplace
Glassdoor CEO Robert Hohman and Battery Ventures' Neeraj Agrawal walkthrough Glassdoor's $1.2 Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn why Glassdoor’s $1.2 Billion acquisition is just one milestone in the early innings of the company’s story. Follow SaaStr and our guests on Twitter: Jason Lemkin SaaStr Robert Hohman Neeraj Agrawal Sponsor message: Remote and hybrid teams aren't the future of work-- they're the present. Owl Labs is embracing this revolution, and is here to provide remote workers with a virtual seat at the table with the Meeting Owl. Their 360° smart video conferencing camera can recognize and highlight any speaker at the table using an array of 8 microphones. Check it out for yourself at owllabs.com!
SaaStr 278: Do You Have To Scale From SMB To Enterprise Customers, How To Make The Transition Successfully, What Changes About Customer Acquisition and Support & Why Continuous Customer Development Is The Most Important Thing You Can Do With Krish Subrama
Krish Subramanian is the Founder & CEO @ Chargebee, the startup that lets you go beyond billing, payments and recurring invoices — to delivering subscription experiences that "wow". To date, Chargebee have “wowed” some of the world’s leading VCs to the tune of $38m including the likes of Insight Venture Partners, Tiger Global, Steadview and Accel Partners. As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. In Today’s Episode We Discuss: How Krish made his way into the world of SaaS and came to found one of India’s fastest growing SaaS companies in Chargebee? What does Krish mean when he says, “in SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to move to enterprise? Does one have to expand the product line to retain customers? How does he think about the mortality rate of SMBs? First, what is continuous customer development? Second, why does Krish believe it is one of the most important things any company must do? What is the process to do it efficiently? Does it have to be in person? What questions reveal the most? How should this data feedback into your product roadmap and pipeline? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? What are the biggest challenges in making this transition? How does your customer success and customer support functions change with the move to enterprise? Krish’s 60 Second SaaStr: Biggest lessons from working with Lee Fixel? How does one know when is the right time to introduce a new product? What does Krish know now that he wishes he had known at the beginning? Read the transcript on our blog. 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 Krish Subramanian
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