Cover art for podcast The Official SaaStr Podcast: SaaS | Founders | Investors

The Official SaaStr Podcast: SaaS | Founders | Investors

387 EpisodesProduced by SaaStrWebsite

he 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 f… read more

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SaaStr 389: How To Really Disrupt the Big Guys With Free with Mikael Cho, CEO @ Unsplash and Kinsey Grant, Business Editor and Podcast Host @ Morning Brew

October 22nd, 2020

22:21

Mikael Cho, CEO of Unsplash shares his lessons learned from starting Unsplash as a side project and growing it to a market leader, and disrupting an industry of giants like Shutterstock, Getty, and Adobe Stock with a …

SaaStr 387: Where Product Development is Going in 2021 with Nick Mehta, CEO @ Gainsight and Jason Lemkin, CEO @ SaaStr

October 16th, 2020

23:47

In this CEO to CEO catch up, Nick Mehta and Jason Lemkin discuss how to do product extensions, how to sell a second product, and where product development overall is heading. 

SaaStr 386: How to Win When There are 1000 Players in Your Market with Adam Blitzer, EVP & GM @ Salesforce Digital Marketing Cloud

October 15th, 2020

18:36

How do you compete in a tough marketplace with thousands of other competitors? Join Adam Blitzer as he shares insights from launching a company in an already crowded marketing automation space and zig-zagged the way to …

SaaStr 384: When to Launch a Second Product with Dharmesh Shah CTO and Co-Founder @ Hubspot and Jason Lemkin, CEO @ SaaStr

October 9th, 2020

32:26

We caught up with one of the SaaStr community’s favorite speakers, Dharmesh Shah CTO and co-founder of Hubspot on lessons learnings launching a second product.  Hubspot recently expanded its Sales products and the …

SaaStr 383: Growing Product and Engineering Orgs from Zero to IPO with Nick Caldwell, VP of Engineering @ Twitter, and Tomasz Tunguz, Managing Director @ Redpoint Ventures

October 8th, 2020

20:25

Nick Caldwell has built and grown product and engineering organizations at PowerBI (0 to 300 engineers), Reddit (500M MAU) and Looker ($2.7B sale to Google). Nick will share 5 big lessons he's learned along the way that …

SaaStr 382: What's Next For B2B and Cloud Events in 2021 with Amelia Ibarra, SVP & GM @ SaaStr, and Alon Alroy, Co-Founder & CMO @ Bizzabo

October 2nd, 2020

28:15

In today's SaaStr Insider, SaaStr SVP & GM, Amelia Ibarra, sits down with Alon Alroy, Co-Founder & CMO at Bizzabo on What's Next For the Future of B2B Events. 

SaaStr 381: Churn is dead. Long Live Net Dollar Retention Rate with Dave Kellogg, Principal @ Kellogg Consulting

October 1st, 2020

21:19

There are a lot of problems with calculating churn rates. Moreover, public companies don't generally release churn rates. Learn what they are and how …

SaaStr 379: The Top 10 Mistakes Founders Make When Hiring Their First Sales Team with SaaStr CEO and Founder Jason Lemkin

September 25th, 2020

16:18

From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. 

SaaStr 378: The 5 Things That Kill Startups After Their Seed Rounds and How to Avoid them with Michael Seibel, CEO @ Y Combinator

September 24th, 2020

24:14

Investment can create more problems than it solves and founders may trick themselves into thinking they have product-market fit when they don't. …

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

September 23rd, 2020

29:47

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 …

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)

September 18th, 2020

34:31

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 …

SaaStr 375: What Being a Founder Taught Me About Leadership - Lessons from GitHub’s COO, Erica Brescia

September 17th, 2020

25:59

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 …

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)

September 11th, 2020

30:07

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 …

SaaStr 373: The State of the Cloud 2020, The COVID Beneficiaries Edition with Byron Deeter and Elliott Robinson of Bessemer Venture Partners

September 10th, 2020

24:50

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 …

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

September 8th, 2020

27:55

Latane Conant is the Chief Marketing Officer at 6Sense, the company that allows you to achieve predictable revenue growth by identifying accounts …

SaaStr 371: Learning from the Lows, How Mailchimp Navigated Economic Uncertainty with Ben Chestnut, CEO @ Mailchimp and Jason Lemkin, CEO and Founder @ SaaStr

September 4th, 2020

24:26

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 …

SaaStr 370: Automation, The Digital Transformation Accelerator with Jennifer Tejada, CEO @ PagerDuty

September 4th, 2020

21:07

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 …

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

August 28th, 2020

34:29

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 …

SaaStr 368: 5 Insights for Consumerization of the Enterprise with Scott Belsky, CPO and EVP @ Adobe Creative Cloud

August 27th, 2020

25:46

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.

SaaStr 366: Digital Transformation At Warp Speed with Jason Lemkin, CEO and Founder @ SaaStr, and Aaron Levie, CEO, Co-founder and Chairman @ Box

August 21st, 2020

52:06

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 …

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

August 20th, 2020

21:21

Centralized HQs with all the perks and amenities “under one roof” have traditionally been used as recruiting tools to attract and retain top talent. …

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

August 18th, 2020

38:22

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 …

SaaStr 363: How to Make 1,000,000 Customers Happy with Jason Lemkin, CEO and Founder @ SaaStr, and Loren Padelford, General Manager @ Shopify Plus

August 14th, 2020

49:06

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.

SaaStr 362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight

August 13th, 2020

24:59

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 …

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

August 10th, 2020

31:47

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 …

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

August 7th, 2020

51:53

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 …

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

August 3rd, 2020

36:09

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 …

SaaStr 357: Busting the Myths About Startup Success with Therese Tucker, CEO and Founder of BlackLine

July 30th, 2020

21:32

Therese Tucker breaks through the dogma behind what it takes to build a successful tech company. With stories based on the founding of BlackLine — to …

SaaStr 356: When To Hire Your First Sales Reps, What To Look For In Those Hires, What Good Sales Rep Onboarding Looks Like, Leading Indicators of Sales Rep Success and more with Pete Kazanjy, Co-Founder @ Atrium

July 28th, 2020

41:36

Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Stop asking questions. Start getting answers. Alongside Atrium, Pete is also the …

SaaStr 355: The PPP You Really Need for Raising Capital During a Pandemic with Satya Patel, Partner at Homebrew

July 23rd, 2020

21:50

Despite the global pandemic, seed investing remains hyperactive amongst VCs. Satya Patel of Homebrew shares his expert advice on how to raise seed capital in 2020. 

SaaStr 354: 10 Things I Wish My Board and Investors Had Told Me with Jason Lemkin, CEO, and Founder of SaaStr

July 17th, 2020

19:28

Whether you've just raised your first round or are in hypergrowth mode, here are the 10 things SaaStr CEO and Founder, Jason Lemkin, wishes his board …

SaaStr 353: Unicorns and Decacorns in 2020: What's Changed and What Hasn't with Keith Rabois, General Partner at Founders Fund and Jason Lemkin, CEO, and Founder of SaaStr

July 16th, 2020

28:04

Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. 

SaaStr 352: SaaS Decacorns and The Covid Beneficiaries with SaaStr CEO and Founder Jason Lemkin

July 10th, 2020

14:22

Decacorns ($10B+ valuation) are everywhere in SaaS, despite the downturn.  SaaStr CEO Jason Lemkin discusses what the new landscape of SaaS means for you in 2020. 

SaaStr 351: How to Adjust your Sails to Navigate Today’s Choppy Waters with Chris O'Neill, Partner at Portag3 Ventures

July 9th, 2020

23:15

Chris O'Neill (Google, Evernote) shares his lessons from previous downturns and how to chart a new course for growth in today's changing market.

SaaStr 350: Scaling SaaS To Well Over $1M ARR with No Funding, How Being A Sommelier Helped Neha Break The Glass Ceiling of Business & How to Successfully Scale Remote Teams Efficiently

July 6th, 2020

35:49

Neha Sampat is the Founder and CEO @ Contentstack, a modern content management system bringing business and tech teams together to deliver personalised, omnichannel experiences. Atypical in our world, but Neha scaled …

SaaStr 349: How to Turn Your SaaS Startup Into an Army with David Sacks, General Partner at Craft Ventures

July 2nd, 2020

28:36

Startups can get messy. Especially in growth. David Sacks (Yammer, PayPal) shares how to navigate from 50-500 employees.

SaaStr 348: How To Align Your Pricing To The Success of Your Customers, What Does Great Change Management Look Like and The Right Balance Between Software vs Services Revenue with Kurt Muehmel, Chief Customer Officer @ Dataiku

July 1st, 2020

31:34

Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. To date, the company has raised over $146M …

SaaStr 347: Top 10 Questions to Ask a VP of Sales with SaaStr CEO and Founder, Jason Lemkin

June 26th, 2020

17:38

Ready to hire your first VP Sales?  But haven’t done it before? SaaStr CEO, Jason Lemkin shares his interview checklist. 

SaaStr 346: What Nobody Tells You About Seed Investing, The Inside Scoop with Aileen Lee of Cowboy Ventures and Jason Lemkin of SaaStr

June 25th, 2020

19:25

Aileen Lee is a U.S. seed investor. A venture capital investor, she is the founder of Cowboy Ventures. Lee coined the often-used Silicon Valley term unicorn in a TechCrunch article "Welcome To The Unicorn Club: Learning …

SaaStr 344: 16 Mistakes Founders Make Pitching to VCs with SaaStr CEO and Founder, Jason Lemkin

June 19th, 2020

22:49

Given that so many VC pitches are over Zoom now, we thought it would be worth sharing the things it’s easy to get wrong when pitching investors.

SaaStr 343: Point Nine Capital Managing Partner, Christoph Janz, On Fundraising During a Pandemic

June 18th, 2020

19:00

On today's episode, Christoph shares his five tips for fundraising during a pandemic. 

  1. Have a clear COVID-19 assessment 
  2. Start with an extra-long …

SaaStr 342: Zapier CEO, Wade Foster, and SaaStr CEO, Jason Lemkin, on Distributed Teams and Building a Cloud Product

June 11th, 2020

25:28

On this episode of the SaaStr podcast, our CEO, Jason Lemkin, chats with Zapier CEO, Wade Foster, on Distributed Teams and Building a Cloud Product.

Zapier is a global remote company that allows end-users to integrate …

SaaStr 340: Mark Suster, Managing Partner at Upfront Ventures, on Funding In the Time of Coronavirus

June 4th, 2020

29:04

Mark Suster is a managing partner at Upfront Ventures, the largest venture capital firm in Los Angeles, and a prominent blogger in the startup venture capital world.

In this episode of the SaaStr podcast, he shares his …

SaaStr 338: Slack CEO Stewart Butterfield on Taking Care of Your Team and Your Customers

May 28th, 2020

25:17

These are unique times. In some ways, we can use our playbooks, make adjustments, and in other ways, things are very different. What isn’t likely to be very different is that recurring revenue … recurs. This is the …

SaaStr 336: Salesforce Ventures Managing Partner Matthew Garratt and Salesforce SVP of Commercial Sales, Adnan Chaudhry on Shifting Your Sales & GTM Strategy in Uncertain Times

May 21st, 2020

24:22

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today's …

SaaStr 335: How To Plan, Organise and Execute A World Class Virtual Event in a COVID World with David Spinks, Founder @ CMX Media

May 19th, 2020

35:36

David Spinks is the Founder @ CMX, the premier network for community professionals. In 2019, CMX was acquired by Bevy, where David now serves as the VP of Community. Bevy is a customer-to-customer community management …

SaaStr 334: Cloudflare COO Michelle Zatlyn on The Top 10 Lessons Learned Starting Something Big During Tough Times

May 14th, 2020

21:45

Hear from Michelle Zatlyn, co-founder and COO of Cloudflare. Michelle started the company during an economic downturn in 2009. Now, Cloudflare runs one of the world's largest networks that helps make the Internet more …

SaaStr 332: Initialized Capital Co-Founder and Managing Partner Garry Tan on The New Normal

May 7th, 2020

22:40

Prepare for the worst, hope for the best. Hear from Garry Tan, co-founder and managing partner at Initialized Capital, about how to protect your business during a crisis. He'll cover remote work, team management, sales, …

SaaStr 330: TripActions CMO Meagen Eisenberg on Making Trade-Offs In Marketing

April 30th, 2020

32:57

The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs - the biggest …

SaaStr 329: How Renewals and Discounting Will Be Impacted by COVID & How Enterprise Founders Should Approach Capital Allocation & Efficiency Today with Navin Chaddha, Managing Director @ Mayfield

April 29th, 2020

24:06

Navin Chaddha is the Managing Director @ Mayfield who just last month announced $750M in new funds split across their core and select funds. As for Navin, under his leadership Mayfield has raised over $2.2Bn in new …

SaaStr 328: SaaStr CEO Jason Lemkin and Gorgias CEO Romain Lapeyre on What They're Seeing with SMB E-commerce Customers

April 23rd, 2020

22:51

Romain Lapeyre is CEO of Gorgias. Gorgias is the leading help center on the Shopify platform, and that gives them a pulse into a large segment of …

SaaStr 327: Domo's Chief Strategy Officer, John Mellor on Why COVID Will Do More For Digital Transformation Than Any Other C-Level Initiative, What Great Change Management Looks Like In Practice & How To Gain True Bottoms Up Adoption When Also Selling Top

April 21st, 2020

32:02

John Mellor is Chief Strategy Officer @ Domo, the company that allows you to leverage BI at scale to empower your team with data. Prior to their IPO, Domo raised funding from the likes of Benchmark, Founders Fund, a16, …

SaaStr 326: Gusto COO Lexi Reese on The Playbook to Scaling High-Performance Teams

April 16th, 2020

23:50

Gusto's Lexi Reese walks you through scaling high performance teams. Is trust earned or given? How do you communicate for impact?

SaaStr 324: SaaStr CEO Jason Lemkin and Bessemer Venture Partners' Partner Byron Deeter on The Current State of Venture Capital & Cloud

April 9th, 2020

39:46

Join SaaStr CEO Jason Lemkin and Bessemer Venture Partners Partner Byron Deeter for a deep dive on what's going on in Venture Capital and Cloud.

SaaStr 322: ICONIQ Capital General Partner Doug Pepper on Key Lessons from a $5B SaaS Category Leader

April 2nd, 2020

22:14

Many people make the false assumption that the path for a highly successful SaaS company is straight “up and to the right”. Of course, for those …

SaaStr 321: Front CMO Anthony Kennada on Adapting Marketing Playbooks To Changing ACV's and Sales Cycles, The Right Way To Think About Brand Marketing and How To Fundamentally Build a Challenger Brand

March 30th, 2020

30:55

Anthony Kennada is the CMO @ Front, the startup that provides your team with better email so they can treat every customer like your only customer. To date, Front have raised over $138M from some leading names including …

SaaStr 320: SaaStr CEO Jason Lemkin and Gainsight CEO Nick Mehta on What It Was Like in 2008-2009 and What We Can Expect for 2020

March 26th, 2020

33:26

We’re obviously in a very unique situation today. The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up. Today is different from other times but in SaaS. It will probably be like …

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

March 19th, 2020

21:15

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei …

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

March 16th, 2020

33:36

Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. To date they have raised over $58M from some of the best in the business including …

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

March 12th, 2020

22:02

The startup journey moves in waves—whether you’re ready or not. After finding funding and product/market fit, your next steps as a founder in the hypergrowth phase can determine the future of your company. Harry …

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

March 5th, 2020

24:52

According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales …

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

March 2nd, 2020

22:13

Today we deep dive into what startups can learn from the large SaaS incumbents of today. 

Sara Varni: CMO @ Twilio on her biggest takeaways from her …

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

February 27th, 2020

27:46

Starting a company can be daunting, exhausting, and expensive, but with the right focus and idea - extremely rewarding; take it from Andrew Filev, Founder and CEO of Wrike. In this session, he will outline the do's and …

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

February 20th, 2020

21:43

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

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

February 17th, 2020

50:41

David Skok is a General Partner @ Matrix Partners, the firm with a portfolio including the likes of Hubspot, ZenDesk, Quora, CloudBees and more …

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

February 13th, 2020

25:19

RevenueCat is managing tens of millions of dollars in mobile subscriptions and growing 20% a month. Most of us think a lot about standard b2b and …

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

February 11th, 2020

32:36

Jaleh Rezaei is the Founder & CEO @ Mutiny, the startup that allows you to personalise your website for each and every visitor. Jaleh has raised from some of the best in the early stage business with Mutiny …

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

February 6th, 2020

22:39

Join Bessemer Venture Partners' Alex Ferrara as he takes a look at trends and predictions for the cloud industry in 2019. One of the most popular …

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

January 30th, 2020

27:39

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales …

SaaStr 303: What It Takes To Build Dev Communities and Early Developer Adoption, How To Structure Trials and Freemium For Optimum Success and The 4 Different Pricing Variables To Consider with Eugenio Pace, Founder & CEO @ Auth0

January 27th, 2020

34:19

Eugenio Pace is the Founder & CEO @ Auth0, the startup that allows you to rapidly integrate authentication and authorization for web, mobile, and legacy applications so you can focus on your core business. To date, …

SaaStr 302: New Relic CCO Roger Scott on 7 Tips and Tricks to Having Happy Customers at Scale

January 23rd, 2020

26:07

Customer expectations are at an all-time high, making it more and more difficult for companies to please them. Companies who understand their …

SaaStr 301: BigID’s Founder Dimitri Sirota on Raising $105M In The Last 5 Months of 2019, How To Know When To Pour Fuel On The Fire & How Founders Should Think About Runway and If There Is Cash On The Table, Whether You Take It?

January 20th, 2020

26:54

Dimitri Sirota is the Founder & CEO @ BigID, the startup that provides advanced data discovery and intelligence for the data centre and cloud. To date Dimitri has raised over $145M for BigID from some of the best in …

SaaStr 300: Algolia CTO Julien Lemoine on a Founder's Guide to Scaling Applications: When to Build, When to Buy and What Breaks

January 16th, 2020

25:10

When it comes to seamlessly scaling your applications, a top-notch engineering team will be your foundation. Next comes the decisions to build or buy …

SaaStr 299: Automation Anywhere CIO, Yousuf Khan on The Big Green and Red Flags When Pitching CIOs Today, How To Approach Pricing Discussions with CIOs & How to Make Procurement Processes Successful

January 13th, 2020

34:04

Yousuf Khan is the Chief Information Officer @ Automation Anywhere, the only web-based and cloud-native RPA platform. To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, …

SaaStr 298: Podium CEO Eric Rea on Scaling Outside Silicon Valley: Going from $0 to $60M ARR in 4 Years

January 9th, 2020

23:37

Startup success is not exclusive to Silicon Valley. With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining …

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

January 6th, 2020

35:52

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 …

SaaStr 296: Cloudflare Head of Products Jen Taylor on 5 Steps to Launching a Product

January 2nd, 2020

15:57

The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that …

SaaStr 295: Most Downloaded VC Episode of 2019 with Tom Tunguz, General Partner @ Redpoint Ventures

December 30th, 2019

35:02

This interview originally aired as Episode 213 on February 26, 2019.

Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a …

SaaStr 294: Egnyte CCO Rajesh Ram on Land, Expand, Explode: How to Win the Long-Game in SaaS

December 26th, 2019

23:39

The SaaS business model has risen to popularity for many reasons - it’s fast-paced, creates residual revenue streams, and well, the multiples are …

SaaStr 293: OpenView Partner Ashley Smith on Using Product Led Growth as an Indicator for Investment

December 19th, 2019

19:19

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 …

SaaStr 292: Most Downloaded Founder Episode of 2019 with Manny Medina, Founder & CEO @ Outreach

December 16th, 2019

27:06

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 …

SaaStr 291: LucidChart CEO Karl Sun on Top Lessons Learned From Our Best and Worst Marketing Experiments

December 12th, 2019

24:28

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 …

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

December 5th, 2019

23:26

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 …

SaaStr 287: Slack's Head of NA Sales Kevin Egan and Head of Mid-Market Sales Dannie Herzberg on going From Freemium to Enterprise

November 28th, 2019

22:32

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.

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

November 21st, 2019

21:34

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. Roelant …

SaaStr 283: SocialChorus Co-Founder Nicole Alvino on What I Learned About Corporate Ethics From Enron

November 14th, 2019

18:14

Nicole Alvino, founder of SocialChorus, shares some ‘truth is crazier than fiction stories’ about her time in structured finance at Enron and how she …

SaaStr 281: Vista Equity Principal Rene Yang Stewart and Zapproved CEO Monica Enand on From Product Market Fit to Scale

November 7th, 2019

21:24

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 …

SaaStr 280: SaaStr CEO Jason Lemkin and Mixmax Head of Revenue Don Erwin on The Secrets to Managing a Successful Sales Team

November 4th, 2019

22:43

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 …

SaaStr 279: Glassdoor CEO Robert Hohman on Building a $1B Marketplace

October 31st, 2019

20:50

Glassdoor CEO Robert Hohman and Battery Ventures' Neeraj Agrawal  walkthrough Glassdoor's $1.2 Billion story from its launch in 2008 to its 2018 …

SaaStr 277: SaaStr CEO Jason Lemkin and Shopify Plus GM Loren Padleford on Revenue, Ecosystems and The Right Time to Go Upmarket

October 25th, 2019

44:53

When is the right time to go upmarket and how do you serve small, medium and large customers in the same company. SaaStr CEO Jason Lemkin sits down with Shopify Plus GM Loren Padelford to discuss.

SaaStr 276: Airtable's VP of Customer Engagement Liat Bycel on Why "Hands Off Leadership" Does Not Work, How To Align The Ambitions Of An Individual With The Objectives of The Company & Unpacking The Dilemma of Whether To Go Horizontal Or Vertical When It

October 21st, 2019

31:17

Liat Bycel is VP of Customer Engagement @ Airtable, the startup that works like a spreadsheet but gives you the power to organise anything. To date, Airtable has raised over $170m in funding from some of the best in the …

SaaStr 275: SaaStr CEO Jason Lemkin and Gainsight CEO Nick Mehta on Founder Struggles from Imposter Syndrome to Vulnerabilites

October 17th, 2019

31:06

SaaStr CEO Jason Lemkin sits down with Gainsight CEO Nick Mehta to discuss what it means to be a SaaS leader. What are the day-to-day struggles? The fears and the worries and what it means to be "crushing it" today.

If …

SaaStr 274: Messagebird CEO Robert Vis on Scaling To A $60M Series A, Why You Should Not Try To "Scale" & Why You Need To Build Your Business Like A House

October 14th, 2019

29:50

Robert Vis is the Founder & CEO @ MessageBird, the company that allows you to talk to your customers via Voice, SMS and Whatsapp. The company raised a monster $60M Series A from Accel and Atomico with only one prior …

SaaStr 273: Atlanta Tech Village Founder David Cummings on 7 Lessons Helping Start Pardot, SalesLoft, and Calendly

October 10th, 2019

23:48

David Cummings is the co-founder of the Atlanta Tech Village, Pardot which sold to ExactTarget/Salesforce.com, Hannon Hill,  Rigor, SalesLoft (raised …

SaaStr 272: Asana's Head of Marketing Dave King on How We Are Entering The Third Wave of SaaS Marketing, What That Means For SaaS Marketers and Companies Today & What B2B Marketing Can Learn From B2C

October 7th, 2019

29:07

Dave King is the Head of Marketing at Asana, the work management platform that teams use to stay focused on the goals that grow their business. To date, Asana has raised over $210m from some of the biggest names in tech …

SaaStr 271: Talkdesk SVP of Client Services Gillian Heltai on How to Build a CSM Team that Generates 130% Net Retention

October 3rd, 2019

23:56

Gillian oversees Talkdesk's Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. In this session Gillian will walk you through how to build a high performing CSM …

SaaStr 269: Gorgias CEO Romain Lapeyre on How to Close your First 1000 Customers Based Solely on Data

September 26th, 2019

22:26

Gorgias helps brands automatically respond to basic questions, and track the impact of customer service on sales so support becomes a profit center. Join CEO Romain Lapeyre as he walks you through how to close your …

SaaStr 268: G2 CMO, Ryan Bonnici on Lessons Learned From Scaling Marketing Team From 5 to 70, The Most Important Role of The CMO Today and How To Create Alignment Between CRO and CMO

September 23rd, 2019

40:51

Ryan Bonnici is the CMO @ G2, the company that allows you to get the right software and services for your business with over 897,000 user reviews to help you make smarter buying decisions. As for Ryan, prior to G2 he …

SaaStr 267: Menlo Ventures Partner Naomi Ionita on 3 Lessons in Monetization - Matching Price to Value

September 19th, 2019

23:45

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Learn actionable monetization tips from a Product/Growth operator turned VC.

 

Missed the …

SaaStr 265: WP Engine SVP of Global Sales Matt Schatz on Building a $100M ARR Sales Team - The Second Time Around

September 12th, 2019

24:08

Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for …

SaaStr 264: Gainsight COO Allison Pickens on Why Customer Success and Product Management Are The New Sales and Marketing, How To Approach Building and Scaling "Services" As A Revenue Line & How To Build A CS Team On A Tight Budget

September 9th, 2019

33:09

Allison Pickens is the COO @ Gainsight, the company that provides everything you need to turn your customers into your biggest growth engine. To date Gainsight have raised over $184m from some of the world’s best VCs in …

SaaStr 263: Eventbrite SVP of Platform Pat Poels on Engineering Your Own Luck - The 3 Key Rules of Building Globally Distributed Teams

September 5th, 2019

24:51

Building a company made up of distributed teams presents a plethora of complex challenges that can derail productivity and impact employee retention. But with it comes immense benefits and competitive advantages such as …

SaaStr 261: Workday EVP of the Planning Business Unit Tom Bogan on The Top Lessons Learned in Getting to $100M ARR

August 29th, 2019

21:43

Tom Bogan, CEO of Adaptive Insights, a Workday company, will review the key principles to building a successful SaaS company. From team to vision to …

SaaStr 260: HelloSign COO, Whitney Bouck on How Startups Can Attract The Most Seasoned Execs In SaaS, How To Determine Whether A Seasoned Exec Has True Startup Fabric & What Separates Good From Great When It Comes To COOs

August 26th, 2019

40:08

Whitney Bouck is the COO @ HelloSign (now a part of Dropbox). For those that do not know, HelloSign is the company reimagining how you approach your most important business agreements with their award-winning e-Sign …

SaaStr 259: Pipedrive SVP of Global Sales Tara Bryant on Addressing the Ugly Side of Growth

August 22nd, 2019

23:25

Globalization opens up a world of opportunities for sales growth. We often focus on the positive sides of growth—but what about taking a look at the …

SaaStr 258: Plaid CEO and Co-Founder Zach Perret on How to Build a Platform that Fuels an Ecosystem

August 15th, 2019

24:31

Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. But how do companies gain secure …

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

August 12th, 2019

26:01

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 proven to grow your practice. During his 5 years at PatientPop, …

SaaStr 256: Google Cloud VP of Engineering Eyal Manor and Zenoss CMO Megan Lueders

August 8th, 2019

20:24

As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to …

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

August 5th, 2019

36:01

Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual …

SaaStr 254: HubSpot CEO Brian Halligan on The Funnel is Dead, Long Live the Flywheel.

August 1st, 2019

22:29

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

July 25th, 2019

24:23

Leah is currently a General Partner at Fuel Capital, an early stage venture fund located in Silicon Valley. She likes to invest across consumer, B2B …

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

July 22nd, 2019

28:21

Eric Christopher is the Founder and CEO @ Zylo, the software management system built for the cloud pioneering a new standard in software management. To date, Eric has raised over $12m for Zylo from some of the best in …

SaaStr 251: Y Combinator Michael Seibel on a Decade of Learnings from Y Combinator

July 18th, 2019

22:40

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 since 2013, advised hundreds of startups, and has been active in …

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

July 15th, 2019

34:44

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 mission-critical data in it’s country of origin, without …

SaaStr 249: New Relic CRO Erica Ruliffson-Schultz on Five Critical Steps to Scaling Enterprise

July 11th, 2019

24:35

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Growing a company’s revenues, customer base, team, process, and product doesn’t just …

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

July 8th, 2019

30:00

Joe Chernov is the VP Marketing @ Pendo, the startup that understands and guides your users allowing you to create products they cannot live without. To date they have raised over $108m in funding from some of the best …

SaaStr 247: Hired CEO Mehul Patel on How to Move from Transactional to Recurring Revenue

July 4th, 2019

20:47

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 …

SaaStr 246: Dropbox CCO Yamini Rangan on 5 Myths That Stop SaaS Companies From Moving Upmarket

June 27th, 2019

23:48

Dropbox Chief Customer Officer Yamini Rangan draws on 20 years of experience to challenge five common misconceptions about SaaS success. From beating the competition to over (or under) relying on Outbound, she offers a …

SaaStr 245: The Ultimate Guide To ACV's; When and How To Increase Them, Revenue Optimisation Per Lead & What It Means To Truly Be An ARR First Company

June 24th, 2019

26:17

David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. …

SaaStr 244: Flexport CEO Ryan Petersen on How to Build a Truly Global Business from Day One

June 19th, 2019

23:44

Ryan Petersen will share what he has learned about scaling culture, expanding globally, raising venture capital (or not), and using technology to …

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

June 17th, 2019

26:42

Sara Varni is the CMO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, WhatsApp or Video. Prior to their IPO in 2016, Twilio had raised over …

SaaStr 242: Namely CEO Elisa Steele on How to Win the Talent War

June 13th, 2019

18:53

It’s the employees’ market. There are more jobs than there are qualified people to do them. SaaS companies face sustained headwinds in the …

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

June 6th, 2019

21:28

Brex Co-Founder and CEO Henrique Dubugras will talk about what he's learned building the fastest-growing B2B company. Henrique started his first …

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

May 30th, 2019

20:16

Join Molly Ford, Salesforce Global Equality Programs Senior Director, and Leyla Seka, Salesforce VP of Mobile for actionable advice they have applied …

SaaStr 236: Logikcull CEO Andy Wilson on $0 to $10M in 19 Months: The How, When & Why + 10 Mistakes Along the Way

May 23rd, 2019

22:56

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? …

SaaStr 234: PagerDuty CEO Jennifer Tejada and Duo Security CEO Dug Song on The Top Things No One Really Tells You About Scaling

May 16th, 2019

24:49

Duo Security Co-Founder and CEO Dug Song and PagerDuty CEO Jennifer Tejada discuss building, enabling, and leading great teams through 10K+ customers, $100M+ ARR, $1B+ valuation and beyond - all while earning 4.5+ …

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

May 13th, 2019

29:30

Godard Abel is the Founder & CEO @ G2, the company helping millions of business make better product buying decisions every month. To date, Godard has raised over $100m in funding with G2 from the likes of Accel, …

SaaStr 232: Fmr. Host Analytics CEO Dave Kellogg on The Top 5 Questions Every CEO Wrestles With

May 9th, 2019

21:16

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 230: SaaStr 230: AWS VP Sandy Carter on Customer Success at Scale

May 2nd, 2019

22:33

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 seeking to innovate, but 81% say their teams are not equipped to meet the …

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

April 29th, 2019

27:29

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 …

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.

April 25th, 2019

24:34

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 …

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

April 22nd, 2019

27:03

Alexandr Wang is the Founder & CEO @ Scale, the startup providing high quality training and validation data for AI applications. To date, Alexandr has raised over $23m with Scale from some of the best in the …

SaaStr 226: Survey Monkey CMO Leela Srinivasan on 7 Tips For Using Customer Feedback To Build Rabid Fans and Make More Money

April 18th, 2019

22:53

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. …

SaaStr 224: Zendesk CEO Mikkel Svane on Lessons from Zendesk Beyond $1B ARR

April 11th, 2019

21:30

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. Mikkel founded Zendesk in Copenhagen, Denmark in 2007 before moving …

SaaStr 223: Intercom COO Karen Peacock on Scaling from $1MM to $500MM ARR: 5 Strategies to Drive Your Next Wave of Growth with Intercom

April 4th, 2019

22:49

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.  Listen to her top 5 lessons learned building and scaling SaaS …

SaaStr 221: HBS Sr. Lecturer and Former Hubspot CRO Mark Roberge on His Step by Step Guide to Revenue Growth

March 28th, 2019

30:00

Mark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller "The Sales Acceleration Formula". …

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

March 25th, 2019

33:37

Leyla Seka is the executive vice president of the Salesforce Mobile platform experience. Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale …

SaaStr 219: Atlassian President Jay Simons on How to Scale an Open Culture

March 21st, 2019

21:17

At Atlassian, openness is core to everything the company does: employees can access most information on Confluence; "open company, no bullshit" is …

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

March 18th, 2019

38:28

Jeff Lawson is the Founder & CEO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, WhatsApp or Video. Prior to their IPO in 2016, Twilio …

SaaStr 217: Stripe COO Claire Hughes Johnson on The Trapdoor Decisions to Avoid When Scaling

March 14th, 2019

25:04

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 through rapid growth. Stripe today has more than 1,400 employees and …

SaaStr 215: Qualtrics Co-Founder and CEO Ryan Smith on The Things Nobody Tells You About an $8 Billion Acquisition

March 7th, 2019

20:34

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 by SAP this year. The company was acquired this November in an $8B …

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

February 19th, 2019

38:33

Nick Mehta is the CEO @ Gainsight, the #1 customer success platform for corporate services, turning your customers into your best growth engine. To date Gainsight have raised over $156m from some of the world’s best VCs …

SaaStr 211: The Ultimate Guide To SaaS Pricing From Investors @ Benchmark, Matrix, Upfront Ventures & Operators @ Figma, Snyk and Kustomer

February 11th, 2019

26:20

In Today’s Episode We Discuss:

  • David Skok: General Partner @ Matrix Partners: Why does David believe that all good products have at least one …

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

February 4th, 2019

32:02

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. To date, Logz have raised over $45m in funding from the …

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

January 28th, 2019

37:30

Amanda Kleha is the Chief Customer Officer @ Figma, the startup that allows you to turn ideas into products faster through design, prototyping and feedback gathering, all in one place. To date, Figma have raised over …

SaaStr 204: 2018's Most Downloaded Episode, Claire Hughes Johnson, COO @ Stripe

December 10th, 2018

33:04

Claire Hughes Johnson, COO @ Stripe the new standard in online payments that handles billions of dollars of business every year for forward thinking …

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

December 3rd, 2018

29:11

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” …

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

November 26th, 2018

36:57

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 raised over $240m in VC funding from some of the very best in VC …

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

November 12th, 2018

34:45

Brad Birnbaum is the Founder & CEO @ Kustomer, the first intelligent platform for customer experience that enables you to know everything about every customer. To date Brad has raised over $38m in funding for …

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

November 5th, 2018

27:26

Jon Stein is the Founder & CEO @ Betterment, the online financial advisor built for people who refuse to settle for average investing. To date, Jon has raised $275m in VC funding with Betterment from the likes of …

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

September 10th, 2018

29:51

Michael Katz is the Founder & CEO @ mParticle, the customer data platform that integrates all of your data and orchestrates it across channels, partners and systems. To date, Michael has raised over $75m in funding …

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

September 4th, 2018

32:14

Kyle Porter is the Founder & CEO @ Salesloft, the leading sales engagement platform delivering a better sales experience. To date, Salesloft have raised over $75m in funding from some of the best in the business …

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

August 20th, 2018

28:28

Craig Walker is the Founder & CEO @ Dialpad, the startup that provides a business phone system for the modern workplace. To date, Craig has raised over $120m in VC funding with Dialpad from some of the best in the …

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

August 13th, 2018

40:38

Fouad ElNaggar is the Founder & CEO @ Sapho, the only employee experience portal designed for the digital workforce. To date, Ray has raised over $27m in funding with Sapho from some real favourites of ours …

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

July 30th, 2018

30:37

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 their reported $1.55Bn acquisition to WorkDay, Adaptive Insights raised …

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

July 23rd, 2018

33:58

Jonah Goodhart is the CEO @ Moat, the SaaS analytics and intelligence company focused on transforming brand advertising online. Prior to their acquisition by Oracle for a reported $850m Moat raised over $67m in VC …

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

July 16th, 2018

30:43

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 the likes of Y Combinator, Peter Thiel, Max Levchin, Yuri Milner, Elad …

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

July 9th, 2018

48:58

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, engage and retain customers. Due to their phenomenal growth they have …

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

July 2nd, 2018

31:31

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 Equity partners for $1.79Bn they raised over $100m in VC funding from …

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

June 25th, 2018

31:20

Jerry Jao is the Founder & CEO @ Retention Science, the startup that brings intelligence to your marketing automation through artificial intelligence that delivers a personalized customer experience, at scale. To …

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

June 18th, 2018

30:58

David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. …

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

June 11th, 2018

30:05

Dave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider …

SaaStr 178: 10 Key Lessons From Scaling Marketo to IPO with Phil Fernandez, Former Marketo CEO & Venture Partner @ Shasta Ventures

June 4th, 2018

28:55

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

May 29th, 2018

34:14

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, creating a product experience they can’t live without. They have …

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

May 14th, 2018

18:28

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 year. Jason also invests from SaaStr’s debut $70m fund and has made …

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

May 8th, 2018

27:09

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 from the likes of Atomico, Bessemer Venture Partners, …

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

April 30th, 2018

16:12

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 year. Jason also invests from SaaStr’s debut $70m fund and has made …

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

April 23rd, 2018

24:09

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 likes of True Ventures, Norwest, GV, Bloomberg Beta and more …

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

April 9th, 2018

29:24

Rob Reid is the Executive Vice President & Managing Director @ Sage Intacct, the undisputed global leader serving finance teams of any size. With over 10,000 employees and and over 3m customers, their financial …

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

March 19th, 2018

29:53

Pieterjan (PJ) Bouten is the Founder & CEO @ Showpad, the world’s leading sales enablement platform that allows for the creation of amazing buyer experiences. To date they have raised over $89m in VC funding from …

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

March 12th, 2018

26:31

Clate Mask is the CEO of Infusionsoft, the leading cloud-based CRM platform for growth-minded small businesses with more than 145,000 users worldwide. Under Clate’s leadership, InfusionSoft has grown from a fledgling …

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

February 26th, 2018

31:03

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 have raised $16m in funding from the likes of a16z, Initialized …

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

February 19th, 2018

26:34

Wade Foster is the Founder & CEO @ Zapier, the startup that moves information between your web apps automatically, so you can focus on your most important work. A couple of incredible achievements from Zapier, they …

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

January 29th, 2018

29:35

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 over $105m in funding from some of the best in the business including …

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

January 22nd, 2018

28:58

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. Throughout the InsightSquared journey, Fred has raised over $25m in VC …

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

January 15th, 2018

30:30

Mike McDerment is co-founder and CEO of FreshBooks, the #1 cloud-based accounting software designed exclusively for service-based small business owners. Starting from his parent’s basement, Mike has grown Freshbooks to …

SaaStr 156: Most Downloaded SaaStr of 2017: David Skok, General Partner @ Matrix Partners

December 18th, 2017

46:12

David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. …

SaaStr 155: Intercom Co-Founder, Des Traynor on Constructing The Right Brand Architecture, The Right Way To Integrate Customer Feedback Into Product Roadmap & Why There Is An Inverse Correlation Between Quality & Market Size

December 11th, 2017

30:05

Des Traynor is the Co-Founder, Chief Strategy Officer and VP of Marketing at Intercom, one of the world’s hottest startups that simply put, makes communicating with customers easy and efficient. They have raised over …

SaaStr 154: Why The Rule of 40 Is Wrong, Why Growth Does Matter More Than Profitability & Why Every First Hire In A Function Must Be A Swiss Army Knife with Greg Sands, Founder & Managing Partner @ Costanoa Ventures

December 4th, 2017

28:55

Greg Sands is the Founder & Managing Partner @ Costanoa Ventures, one of the leading early stage enterprise funds on the West Coast with their latest $175m fund, raised earlier this year. At Costanoa, Greg has made …

SaaStr 147: Why Payback Period Is The Critical Metric, Why There Is No "No Man's Land In SaaS Pricing" & When Is A Stretch VP, A Stretch Too Far with Shan Sinha, Founder & CEO @ Highfive

October 16th, 2017

29:13

Shan Sinha is the Founder & CEO @ Highfive, the startup that quite simply makes insanely simple video conferencing. They have raised over $45m in funding from some of the best in the business including a16z, …

SaaStr 145: Mulesoft CEO, Greg Schott on The Challenges & Lessons of Scaling from 20 to 1,000 People & Where Most Companies Go Wrong In The Hiring Process

October 2nd, 2017

27:45

Greg Schott is the Chairman and CEO @ Mulesoft, provider of the leading platform for building application networks. They have raised over $250m in …

SaaStr 144: 7 Steps To Land $100K+ "Whale" Clients with Sequoia Backed, Andy Byrne, Founder & CEO @ Clari

September 25th, 2017

25:36

Andy Byrne is the Co-Founder & CEO @ Clari, the startup that helps sales teams drive more revenue and increase forecast accuracy through improved deal execution and predictive analysis. They have raised over $30m in …

SaaStr 143: DigitalOcean CEO, Ben Uretsky on Scaling To 1m Customers with No Sales Team, Key Learnings From Raising $123m & Why It Is Not Just About Culture Fit

September 18th, 2017

29:30

Ben Uretsky is the Co-Founder & CEO @ Digital Ocean. Under Ben’s leadership, DigitalOcean has risen from a cloud startup for developers to the second largest and fastest growing cloud computing platform. To date, …

SaaStr 142: Why CAC/LTV Is The Most Important Metric In SaaS, How To Analyse Churn Correctly & Why Bookings Are Inaccurate and Easy To Manipulate with Dave Kellogg, CEO @ Host Analytics

September 11th, 2017

31:31

Dave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider …

SaaStr 140: Key Requirement To A Cash Flow Positive SaaS Business, How To Land Your First "Whale" & How To Incentivise Your Sales Team Aligned To The Company Mission with Mark Organ, Founder & CEO @ Influitive

August 28th, 2017

28:19

Mark Organ, Founder & CEO at Influitive. Influitive helps B2B companies mobilize their army of advocates for more rapid and profitable revenue growth. They have raised close to $50m in VC funding from some of the …

SaaStr 137: How To Scale A Sales Org The Right Way, What Makes A Truly Effective SaaS Board & Why SaaS Leaders Need To Be Vulnerable with Max Yoder, Founder & CEO @ Lessonly

August 7th, 2017

25:00

Max Yoder is the Founder & CEO @ Lessonly, the modern learning software used by teams to translate important work knowledge into Lessons that accelerate productivity. They have raised funding from the likes of …

SaaStr 136: What Role Should The CEO Play With The Marketing Strategy, What Do CEOs Most Often Get Wrong About CMOs & What Makes The Optimal CEO-CMO Relationship with Stacey Epstein, CEO @ Zinc

July 31st, 2017

24:51

Stacey Epstein is the CEO @ Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing including the likes of Jason Green @ …

SaaStr 134: The Crucial Difference Between Mentorship & Advocacy, Why You Have To Practice Upward Empathy & How To Make The Successful Transition from Services Based Business to SaaS Based Business with TapInfluence CEO, Promise Phelon

July 17th, 2017

30:11

Promise Phelon is the CEO @ TapInfluence, bringing the first ever influencer marketing platform to the Fortune 1000. Under Promise’s leadership the company has enjoyed a 300% increase in revenue in 2015 alone, they made …

SaaStr 131: The Secret To Selling To SMBs & Creating A Sales Model That Scales with Jens Nylander, Founder & CEO @ Automile

June 26th, 2017

22:22

Jens Nylander is the Founder and CEO @ Automile, the startup that makes fleet and asset management much much easier. They have backing from some of the best in the business including Godfather of SaaS himself Jason …

SaaStr 130: Accel's Steve Loughlin on Founding RelateIQ & Lessons From Working with Marc Benioff, How Founders Can Determine Which Is The Right Market For Them & Evolutions in The Enterprise AI/ML Landscape

June 19th, 2017

27:39

Steve Loughlin is a Partner @ Accel in San Francisco, one of the leading funds with prior investments in the likes of Facebook, Dropbox, Atlassian, Slack and many more incredible companies. Prior to Accel, Steve was the …

SaaStr 127: Why $1-2m ARR Is Not The Hardest Phase Of A SaaS Startup, Why Your Developer Talent Pipeline Is Broken & How To Approach Regrettable and Non-Regrettable Churn with Ryan Carson, Founder & CEO @ Treehouse

June 5th, 2017

24:17

Ryan Carson is the Founder & CEO @ Treehouse the startup that teaches you to code and learn the skills needed to launch a new career. They have backing from some of the best investors in the business including the …

SaaStr 126: Box's Chief Strategy Officer on How To Build High Performing Teams & Why You Must Only Monetise To 30% of Your Value

May 29th, 2017

29:47

Jeetu Patel is Senior Vice President of Platform and Chief Strategy Officer of Box where he leads the Box Platform organization, driving the strategy of the platform business and developer relations. He also oversees …

SaaStr 125: Why You Should Always Be Premium? Why You Have To Create An Outbound Sales Culture As Early As Possible & Why There Are Only 2 Real Ways To Hire with Laura Bilazarian, Founder & CEO @ Teamable

May 26th, 2017

28:03

Laura Bilazarian is the Founder & CEO @ Teamable, the startup that allows you to recruit the best talent from your network. They have raised funding from some stellar investors including the likes of True Ventures …

SaaStr 124: Upfront's Mark Suster on The One Thing That Kills Sales, Why You Have To Price High and Discount & Why Sales People Are Either Farmers or Hunters?

May 22nd, 2017

29:54

Mark Suster is Managing Partner at Upfront Ventures which he joined in 2007, having previously worked with Upfront for nearly 8 years as a two-time entrepreneur. Before joining Upfront Mark was Vice President, Product …

SaaStr 123: Top 10 VP of Sales Lessons In Scaling To $100m in ARR with DFJ, TalkDesk and Predictable Revenue's, Aaron Ross

May 19th, 2017

21:41

Today’s show is centred around The Top 10 VP of Sales Lessons Learned In Scaling To $100M ARR. Leading this conversation is Aaron Ross, author of best selling book, Predictable Revenue, providing the framework for the …

SaaStr 120: Sequoia Partner, Aaref Hilaly on How To Manage Up Your Board & Keep The Happy Even In Hard Times

May 8th, 2017

17:56

Aaref Hilaly is a Partner @ Sequoia Capital, one of the world’s most successful VC funds with investments in the likes of Apple, Google, Paypal, …

SaaStr 119: The Sales Mistakes That Can Kill Your Startup & How To Avoid Them with Mark Roberge, Former CRO @ Hubspot & Michele Law, Former COO @ OpenDNS

May 5th, 2017

22:15

Mark Roberge is a Senior Lecturer @ Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark …

SaaStr 117: How, Why & When To Launch A Second SaaS Product & Is There A No Man's Land In SaaS ACV's with Amit Agarwal, Chief Product Officer @ Datadog

April 28th, 2017

22:57

Amit Agarwal is the Chief Product Officer @ Datadog, the startup that provides cloud scale monitoring that tracks your dynamic infrastructure and applications. They have raised over $140m in VC funding from some of the …

SaaStr 116: The Most Important Metric For Your Startup, When To Ship Your Second Product & How To Structure Your Sales Team For 7 Figure Deals

April 24th, 2017

26:02

Tim Eades is the CEO @ at vArmour, the industry's first distributed security system that provides application-aware micro-segmentation. Tim joined vArmour as CEO in October, 2013. Prior to that, he was the CEO at Silver …

SaaStr 114: Redpoint's Tom Tunguz on The Rise of Machine Learning In Enterprise SaaS & How Existing SaaS Startups Can Incorporate ML Into Their Offering?

April 17th, 2017

20:38

Tom Tunguz is a Partner at Redpoint Ventures and one of the pre-eminent thought leaders in the rise of SaaS. Tom has made investments in the likes of Demio, Axial, Chorus.ai and more incredible companies. Tomasz is also …

SaaStr 113: The Most Important Metrics To Assess The State Of A SaaS Startup, Why Customer Payback Period Is Crucial & The Right KPI To Measure Customer Success On with Dan Adika, Founder & CEO @ Walkme

April 14th, 2017

23:22

Dan Adika is the Founder and CEO @ Walkme, the cloud-based service designed to help professionals guide and engage prospects and customers, and complete online tasks. They have raised over $90m in VC funding from some …

SaaStr 111: How To Build & Scale A Customer Success Team & Why You Must Hire Full Stack Engineers with Dan Burkhart, Founder & CEO @ Recurly

April 7th, 2017

25:19

Dan Burkhart is the Founder & CEO @ Recurly, the startup powering much of the subscription success, trusted by the likes of Twitch, CBS Interactive and Hubspot just to name a few. They have raised over $20m in VC …

SaaStr 110: Why Payback Period Is The Single Most Important Metric, How To Optimise Sales Efficiency & 3 Fundamental Developments In SaaS with Scott Friend, Managing Director @ Bain Capital Ventures

April 3rd, 2017

20:37

Scott Friend is a Managing Director @ Bain Capital Ventures where he has made investments in the likes of Jet and Rent The Runway. Scott joined Bain Capital Ventures in 2006 after selling the company he co-founded, …

SaaStr 109: Scaling SaaS Teams With Startup Hyper-Growth & When Is The Right Time To Hire A COO with Mat Ellis, Founder & CEO @ Cloudability

March 31st, 2017

19:36

Mat Ellis is the Founder & CEO @ Cloudability, the startup that provides cloud cost efficiency at scale and they have raised close to $40m in VC funding including from our good friends at Foundry Group and Data …

SaaStr 108: Growing To $500m In ARR & How To Hit 7 Figure Sales with Veeva Systems Founder, Peter Gassner

March 27th, 2017

22:43

Peter Gassner is the Founder & CEO @ Veeva Systems, the industry cloud for life science systems. With just $4m in capital raised, Peter has taken Veeva to almost $500m in ARR and a prominent force in the rising tide …

SaaStr 107: How Hiring Is Just Like Being A VC, Why You Have To Pay Up For Great Talent & Why Multi-Tasking Is Not Always Wrong with Daniel Ruch, Founder & CEO @ Rocketrip

March 24th, 2017

25:15

Daniel Ruch is the Founder and CEO @ Rocketrip, the startup that reduces travel spend by rewarding employees to save. They have backing from some incredible investors including the likes of Bessemer Venture Partners, …

SaaStr 106: Why Early Stage SaaS Metrics Do Not Matter, The 5 Things To Look For In Early Stage SaaS Companies & How To Negotiate A Term Sheet The Right Way with Alex Rosen, Managing Director @ IDG Ventures

March 20th, 2017

32:47

Alex Rosen is a Managing Director with IDG Ventures where he focuses on investments in cloud infrastructure, SaaS applications, ad tech, and consumer marketplaces. Alex currently serves as board director at Chubbies,

SaaStr 105: Why Marketing Is Eating Sales, How To Make Data-Driven Marketing Decisions & Why Companies Need To Have A Strong Point of View About The World with Nadim Hossain, Founder & CEO @ BrightFunnel

March 17th, 2017

22:58

Nadim Hossain is the Founder and CEO @ BrightFunnel, the startup that shows marketing true impact on revenue. They are backed by many past guests of the show including Matt Garratt @ Salesforce Ventures, Tim Kopp, and …

SaaStr 103: Why You Must Sell Your Product Before It's Done Being Built, Why Product-Organisation Fit Is Key & Why The Best Sales Process Is The Customer Success Process with Matin Movassate, Founder & CEO @ Heap

March 10th, 2017

22:15

Matin Movasatte is the Founder and CEO @ Heap. the startup that provides analytics infrastructure to automate away the annoying parts of user analytics. They have raised funding from some of the best in the business …

SaaStr 101: How To Scale From Early Adopter To Mass Market, Why Organisations Are Not A Good Way To Get Work Done & How To Perfect Upsell Mechanics with Fayez Mohamood, Founder & CEO @ Bluecore

March 3rd, 2017

23:41

Fayez Mohamood is the Founder and CEO @ Bluecore, the company that is transforming the way eCommerce marketers use data and automation to communicate with customers. They have raised nearly $30m in funding from some of …

SaaStr 100: Box's Aaron Levie on The 3 Stages of Company Scaling, Why Most Enterprise Software Is 'Dumb' & The Future For Enterprise Software with Artificial Intelligence

February 27th, 2017

23:44

Aaron Levie co-founded Box with three high school friends in 2005 when they discovered there wasn’t a modern solution for sharing and collaborating …

SaaStr 099: How To Hire & Assess The Best Demand Gen Candidates & Where To Put Focus In The Demand Gen Process with Luke Retterath, Head of Demand Generation @ Duo Security

February 24th, 2017

28:40

Luke Retterath is the Director of Demand Generation @ Duo Security, the most loved company in security. They have the backing of some of the best investors in the business including Benchmark, Redpoint, Google Ventures …

SaaStr 097: Zendesk's Douglas Hanna on How To Build A Platform? How To Scale A Platform? How To Measure The Success Of A Platform?

February 17th, 2017

25:01

Douglas Hanna is the GM of the Developer Platform @ Zendesk, one of the world’s fastest growing SaaS startups. Before joining Zendesk, Douglas was the Founder & CEO @ Help.com where he grew the business from 1 to …

SaaStr 096: How To Sell SaaS To Fortune 500s, What Drives Decision-Making In Large Corporates & Why Enterprise Is Middle Up Not Top Down with Jonathan Lehr, Co-Founder @ WorkBench

February 14th, 2017

27:32

Jonathan Lehr is the Co-Founder and Managing Director of Work-Bench, where he focuses on early stage enterprise technology investments in areas …

SaaStr 095: Trello's JD Peterson on Why Now Is The Best But Hardest Time To Be A Marketer, How To Unify The Sales & Marketing Team & How The Role Of Data Effects Marketers Today

February 3rd, 2017

32:05

JD Peterson is CMO of Trello where he heads the company's marketing and customer service teams. A true child of Silicon Valley, J.D. has been helping startups for nearly 20 years.  Before Trello, he held positions as …

SaaStr 094: The $100m Question All SaaS Founders Must Ask, Learnings From Working with Marc Benioff at Salesforce & Scaling Zuora To A $Bn Valuation with Tien Tzuo, Founder & CEO @ Zuora

January 30th, 2017

27:42

Tien Tzuo is the Founder and CEO @ Zuora, one of the fastest growing SaaS companies that has been at the forefront of the rise of subscription business models. They have funding from some of the best in the business …

SaaStr 093: Why You Cannot Be Excellent For Anyone If You Are Not Willing To Be Ok For Someone & How To Manage NPS Effectively With Scaling with Lexi Reese, Chief Customer Experience Officer @ Gusto

January 27th, 2017

28:58

Lexi Reese is the Chief Customer Experience Officer at unicorn startup, Gusto and is one of the top female executives in Silicon Valley. Lexi’s passion for serving customers was sparked by her early career in …

SaaStr 092: Raising $100m From Sequoia & Why Sustainable Growth Is Fundamental with Zoom's Eric Yuan

January 23rd, 2017

21:32

Eric Yuan is the Founder & CEO @ Zoom, the video and web conferencing service that just last week raised $100m in venture funding from Sequoia Capital. Prior to founding Zoom, Eric was Corporate Vice President of …

SaaStr 091: Jason Lemkin on Why Hire Fast Fire Fast is BS, Why He Never Invests In Quarterly MRR & Why The Key Is Successful Reinvention

January 20th, 2017

15:28

Jason Lemkin is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, …

SaaStr 090: SaaStr's Own Jason Lemkin on The Specific Characteristics Jason Looks For In Founders? What Levels Of ACV Suggest The Potential For A Unicorn? Why Founders Always Undersell & How You Should Hire Your First Sales Reps?

January 16th, 2017

24:29

Jason Lemkin is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, …

SaaStr 089: Buffer's Leo Widrich on The Top 10 Learnings in Growing to 10m ARR.

January 13th, 2017

28:25

Leo Widrich is the Founder & COO @ Buffer, the Simple and powerful social media scheduling, publishing & analytics. They have raised funding …

SaaStr 088: How To React When A Lead Goes Dark? How Sales Reps Can Be Polite Not Rude? Why Summary Emails Are Fundamental After All Client Interactions with John Barrows, Godfather of Sales

January 9th, 2017

30:24

John Barrows is essentially the Godfather of Sales. We often have VPs of Sales from tech titans on the show but who trains those VPs and sales reps to be the best in the world at sales? That is where John Barrows comes …

SaaStr 086: Why You Have To Focus On A Tiny Market & How to Sell That Market To VCs with Auren Hoffman, Founder @ Safegraph & LiveRamp

January 2nd, 2017

21:38

Auren Hoffman is best known for being the former CEO and Founder @ LiveRamp, the leading data onboarder that was acquired by Acxiom for $310m. Today’s talk focuses on the 5 core lessons Auren took from that incredible …

SaaStr 084: Why Personalisation Is The Future Of Sales, The Benefits Of An Engineering Led Sales Team & Why Customers Pay A Premium For Predictability with Alex MacCaw, Founder & CEO @ Clearbit

December 19th, 2016

17:31

Alex MacCaw is the Founder & CEO @ Clearbit, the startup that is building a suite of business intelligence APIs to help companies find more information on their customers in order to increase sales and reduce fraud. …

SaaStr 083: Qualtrics' Ryan Smith on Bootstrapping To A $Bn Valuation, Why Radical Transparency Is Fundamental & What Makes The Truly Great CEOs

December 16th, 2016

26:42

Ryan Smith is the Founder & CEO @ Qualtrics, an online survey company with 1,200 employees and a valuation of more than $1bn. They have backing from some of the world’s best investors including the likes of Sequoia, …

SaaStr 079: Where To Start With A B2B SaaS Content Plan, How To Encourage The Non-Marketing Team To Create Content & Why NPS Should Be Central To Everything with Seth Besmertnik, Founder & CEO @ Conductor

December 2nd, 2016

22:58

Seth Besmertnik is the Co-Founder & CEO @ Conductor, the company that boasts the biggest customer list in their category including more than 500 Fortune and Internet Retailer 500 brands like Under Armour, Citi and …

SaaStr 078: To Get Early Customers You Have To Make People Uncomfortable & Why Customer Success Should be Actively Involved In The Upsell Process with Kathryn Minshew, Founder & CEO @ The Muse

November 28th, 2016

28:21

Kathryn Minshew is the Founder & CEO @ The Muse, named to Forbes’ 30 Under 30 in Media and Inc.’s 15 Women to Watch in Tech. Before founding The Muse, Kathryn worked on vaccines in Rwanda and Malawi with the Clinton …

SaaStr 077: WTF Is Net Retention? Why The Best SaaS Companies Focus On It & Why You Do Not Have To Be In SF To Be Successful in SaaS with Michael Sharkey, Founder & CEO @ Autopilot

November 25th, 2016

26:11

Michael Sharkey is CEO & Co-Founder of Autopilot, the startup that allows you to automate customer journeys as simply as drawing on a whiteboard. Autopilot has funding from some of the best investors both in …

SaaStr 076: What Metrics Seed Investors Require For Prospective SaaS Investments & What Makes The Best SaaS Investors with Rob Siegel, Partner @ XSeed Capital

November 21st, 2016

27:30

Robert Siegel is a Partner at XSeed Capital, one of the leading seed funds in the valley. At XSeed, Rob specialises on, you guessed it, all things …

SaaStr 075: Domo CMO, David Thompson on Why B2B Branding Is Both Consumer & Enterprise & Why Facebook & SEM Is Crucial For B2B Branding

November 18th, 2016

23:03

David Thompson is CMO at Domo, the company that allows customers to turn data into opportunities. David is a highly accomplished branding expert and recognized leader in demand generation, having served as longtime CMO …

SaaStr 074: The 4 Step Playbook To Expanding Distribution Outside of Early Adopters & How Humans Really Want To Buy Software With Daniel Saks, Co-Founder & Co-CEO @ AppDirect

November 14th, 2016

28:43

Daniel Saks is the Co-CEO of AppDirect, which he founded in 2009. AppDirect is the leading commerce platform for selling cloud services and at the …

SaaStr 073: David Skok Part 2: What Is Negative Churn? How To Get Different ACV's From The Same Product? Should Customer Success Be Involved In The Up Sell Process?

November 11th, 2016

15:46

Part 2 with David Skok, now David is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one …

SaaStr 072 Part 1: David Skok, SaaS Legend on How Long Should Your Payback Period Be, How To Assess Sales Rep Productivity & What Is A Good LTV In Relation To CAC

November 7th, 2016

29:16

David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. …

SaaStr 071: 5 Steps To Building A Cohesive Team & How Founders Should Structure Off-Sites with Taro Fukuyama, Founder & CEO @ AnyPerk

November 4th, 2016

22:55

Taro Fukuyama is Founder & CEO @ AnyPerk. Born and raised in Tokyo, Taro is a Y Combinator graduate with AnyPerk and part of the first Japanese team ever to be admitted to YC. He was also named one of Business …

SaaStr 069: 5 Key Elements Founders Must COnsider Before Embarking On The Sales Process with Whitney Sales, VP of Sales @ TalentIQ

October 28th, 2016

26:13

Whitney Sales is the VP of Sales at TalentIQ, has been involved in bringing products to market and managing high growth sales teams for over a …

SaaStr 068: Flexport's Ryan Petersen on Why NPS Is The Most Important Metric, How To Structure Internal Compensation Schemes & How To Implement @ Bottoms Up Decision Making Organisation

October 24th, 2016

22:21

Ryan Petersen is the Founder and CEO of Flexport, the freight forwarder for the internet age. Flexport recently raised a phenomenal $65m Series B from the likes of Founders Fund, First Round, Felicis, Bloomberg Beta, …

SaaStr 065: How To Create An Ownership Culture, When To Hire Your First Customer Success Rep and Why The Funnel Needs To Be Re-Invented with Sangram Vajre, Founder & CMO @ Terminus

October 14th, 2016

28:21

Sangram Vajre is the Co-Founder & CMO at Terminus, the leading account-based marketing platform. Prior to Terminus, Sangram was the Head of Marketing @ Pardo, prior to it’s acquisition by Salesforce. Sangram is also …

SaaStr 063: The Sales Script That Increases Conversion By 80%, How To Optimise Events Increasing Leads & Demos & How Bootstrapped Startups Can Scale Teams Alongside Revenue with Brandon Bruce, Founder & COO @ Cirrus Insight

October 7th, 2016

29:17

Brandon Bruce is the Co-Founder and COO @ Cirrus Insight, the plugin for Gmail and Outlook that automatically updates Salesforce as you work. Cirrus is a bootstrapped startup with triple-digit yearly growth since it's …

SaaStr 062: Why Unprofitable Customers Must Be Fired, Segmentation in Sales Breeds Laziness & The Future of Sales in an AI Driven World with John Barrows, Godfather of Sales

October 3rd, 2016

30:55

John Barrows is essentially the Godfather of Sales. We often have VPs of Sales from tech titans on the show but who trains those VPs and sales reps to be the best in the world at sales? That is where John Barrows comes …

SaaStr 060: How To Use SDR As A Growth Engine a & Customer Success As A Bridge For Gaps In Product with Lawrence Coburn, Founder & CEO @ DoubleDutch

September 26th, 2016

30:51

Lawrence Coburn is the Founder & CEO @ DoubleDutch, the category leader for event marketing automation. If you are at SaaStr and have the pleasure of using the SaaStr app, yep that is DoubleDutch! They have raised …

SaaStr 059: How To Measure Sales Team Success, Test New Pricing, Build Culture From Day 1 & The Biggest Learnings From Watching Box Scale Into Hypergrowth with Michael Cardamone, Managing Director @ Acceleprise

September 23rd, 2016

24:32

Michael Cardamone is the Managing Director of Acceleprise, a SaaS focused accelerator based in San Francisco and backed by leading operators. He is also an advisor to and angel investor in early stage SaaS companies. …

SaaStr 057: Building & Scaling Your Core Execs from VPs of Sales to CSMs with Louis Jonckheere, Co-Founder & Co-CEO @ Showpad

September 16th, 2016

25:27

Louis Jonckheere is the Co-Founder & Co-CEO @ Showpad, the company that enables sales teams by making content, findable, presentable and trackable. They have raised from some incredible investors including Dawn …

SaaStr 056: What SaaS CEO's Are Doing Wrong With Their Marketing, What Questions They Should Be Asking & Why B2C Marketers Make The Best B2B Hires with Tim Kopp, General Partner @ Hyde Park Venture Partners

September 12th, 2016

24:33

Tim Kopp, Tim is a Managing Partner with Hyde Park Venture Partners one of the leading early stage VCs in the Midwest. Prior to joining Hyde Park Venture Partners, Tim was the CMO of ExactTarget for 6+ years, leading a …

SaaStr 055: New Relic's Jim Stoneham on Why Your Core Exec Team Should Be Senior Experienced Individuals & When Is The Right Time To Bring On Younger Less Experienced Candidates

September 9th, 2016

24:09

Jim Stoneham is VP of Infrastructure Products @ New Relic and Jim joined New Relic when the company acquired Opsmatic, where he was co-founder and CEO. Prior to Opsmatic, Jim was CEO of Payvment, a social commerce …

SaaStr 054: Why You Should Hire A Product Leader From Day 1 & How To Navigate 12-18 Month Sales Cycles With Only 18 Months Runway

September 5th, 2016

23:14

Chad Arimura is the Founder & CEO @ Iron.io, where he drives the team to build the world's best cloud infrastructure services. Now they do have some pretty sizeable clients including the likes of Google, Zenefits, …

SaaStr 053: Assessing Product Market Fit, Why Customer Segmentation Is Crucial & The Rise Of The Full Stack CEO with Greg Sands, Founding Partner @ Costanoa Venture Capital

September 2nd, 2016

24:02

Greg Sands is the Founder and Managing Partner of Costanoa Venture Capital. Prior to founding Costanoa Venture Capital, Greg was a Managing Director at Sutter Hill, where he was an early investor in the likes of …

SaaStr 052: Building & Scaling Box's Customer Success Team with Jon Herstein, SVP Customer Success @ Box

August 29th, 2016

25:37

Jon Herstein is the Senior Vice President of Customer Success at Box where Jon works to ensure that all of Box's Enterprise and Business customers …

SaaStr 051: Hire Slow & Fire Fast & Why scaling Product Is All About Consistency with Kristen Koh Goldstein @ HireAthena

August 26th, 2016

25:07

Kristen Koh Goldstein is the Co-Founder @ HireAthena, the on demand workforce specialising in accounting, HR and payroll. Prior to Hire Athena, …

SaaStr 050: Why All Founders Should Do Sales Until $1m ARR, When Is The Right Team To Hire Your VP of Sales & How To Approach The Hiring Process with Matthew Bellows, Founder @ Yesware

August 22nd, 2016

21:26

Matthew Bellows is the Founder @ Yesware and a specialist in helping sales people close more deals faster. Yesware serves more than 750,000 salespeople at companies like IBM, Groupon, Salesforce, Twilio, Yelp, VMWare, …

SaaStr 049: It's All About Facilitating Adoption & Short Time To Value with Ryan Fyfe, Founder & CEO @ Humanity

August 19th, 2016

21:51

Ryan Fyfe is the Founder & CEO @ Humanity, the employee scheduling software that allows you to value your employees. Ryan has built Humanity to …

SaaStr 048: Vidyard's Michael Litt on Building An Internal Sales Organisation & How To Assess Value Based Pricing

August 15th, 2016

29:21

Michael Litt is the Founder & CEO @ Vidyard the video intelligence platform that allows you to create, measure and strengthen engagement of your video content. Vidyard are based in Canada and have raised over $60m …

SaaStr 047: How To Increase Leads & Conversion Through Optimising Your Marketing Funnel with Meagen Eisenberg, CMO @ MongoDB

August 12th, 2016

31:38

Today’s episode is taken from SaaStr Annual 2016, featuring Meagen Eisenberg, CMO at MongoDB and former VP Demand Gen at DocuSign, sharing her playbook for optimizing the funnel at every stage and converting leads into …

SaaStr 046: Predictable Revenue’s Aaron Ross on The Importance of Sales Specialisation and How Companies Scale Into Hyper-Growth mode?

August 8th, 2016

23:55

Aaron Ross is the author of the best selling book, Predictable Revenue, providing the framework for the outbound process & sales team Aaron created for Salesforce.com. During his time at Salesforce as Director of …

SaaStr 045: Atlassian President, Jay Simons on The Inside Story Behind Atlassian's $5bn IPO

August 5th, 2016

29:56

As VP of Sales and Marketing at Atlassian for three years before becoming President, Jay Simons has a broad perspective on what it takes to build a …

SaaStr 044: Mattermark's Andy Sparks on How To Hire, Train & Incentivise Your Sales Team

August 1st, 2016

26:32

Andy Sparks is the Co-Founder and Head of Sales @ Mattermark. He was previously the Technology Editor at Referly before the company pivoted to …

SaaStr 041: Hubspot's Dharmesh Shah on

July 22nd, 2016

29:04

Today we bring you a highlight from SaaStr Annual 2016 featuring a conversation between Hubspot's Dharmesh Shah and SaaStr's own Jason Lemkin. Prior to founding HubSpot in 2006, Dharmesh was founder and CEO of Pyramid …

SaaStr 040: Gainsight's Allison Pickens on Scaling Your Customer Success Team, Managing Churn and Segmenting Your Customer Base

July 18th, 2016

23:52

Allison Pickens carries the customer success torch as the VP of Customer Success & Business Operations at the category leaders, Gainsight. Allison’s organization @ Gainsight includes all post-sales functions: CSMs, …

SaaStr 039: The Unwavering Power of Predictable Revenue and Why We Will See Further Consolidation in SaaS with Cindy Padnos, Founder and Managing Partner @ Illuminate Ventures

July 15th, 2016

30:21

Cindy Padnos is the Founder and Managing Partner at Illuminate Ventures where she focuses on all things Enterprise/B2B cloud and mobile computing sectors. Prior to founding Illuminate in 2009, she was one of three …

SaaStr 038: Rainforest QA's Fred Stevens-Smith on Firing Fast, The Transition From Founder To CEO & Why You Should Spend The Most Time with Your Highest Performers

July 11th, 2016

30:46

Fred Stevens-Smith is the Co-Founder & CEO @ Rainforest QA, which if you listened to 20VC with Byron Deeter, you will remember he discussed them and their amazing trajectory. So for QA first, it is essentially QA as …

SaaStr 037: Why The Whole SaaS Pricing Model Is Going To Change with Quang Hoang, Co-Founder @ Birdly

July 8th, 2016

21:53

Quang Hoang is the Co- Founder @ Birdly, Birdly are convinced by the power of messaging within organizations, they decided to build a broader service that connects your favorite business softwares to messaging apps. It …

SaaStr 036: Point Nine's Christoph Janz on The War For Talent, When To Move To The US & The Importance Of Local Investors

July 4th, 2016

27:55

Christoph Janz is the Co-Founder and the Managing Partner @ Point Nine Capital, one of Europe’s best early stage venture funds and Christoph himself specializes in all things SaaS at Point Nine and has made more than 20 …

SaaStr 035: Matt Garratt on The Strategy Behind Salesforce Ventures

July 1st, 2016

22:54

Matt Garratt currently runs Salesforce Ventures with the mandate to build out salesforce’s ecosystem of partners with equity investments. Matt has led key strategic investments at Salesforce in companies such as former …

SaaStr 034: How To Master The Freemium Model, Learnings From Being The 1st Sales Hire @ Box & Dropbox & The Integration of Sales and Engineering with Front's New Head of Sales, Cailen D'sa

June 27th, 2016

26:05

I am delighted to welcome the new Head of Sales @ Front App, Cailen D’sa, to The Official SaaStr Podcast today. Cailen might just be the Head of Sales every SaaS startup founder is dreaming of having previously been the …

SaaStr 033: The Fundamental Challenges of SaaS M&A with Villi Iltchev, Partner @ August Capital

June 24th, 2016

24:50

Villi Iltchev is a Partner @ August Capital and prior to joining August Villi was a member of the leadership teams at Box and Lifelock. Before that Villi was a Vice President @ Salesforce where he led the strategy and …

SaaStr 032: Scaling Operations From 10 to 130 In A Year & The Fundamentals of What Makes A Great SaaS Business Opportunity with Luke Kervin, Co-Founder @ PatientPop

June 20th, 2016

22:21

Luke Kervin is the Co-Founder & Co-CEO @ PatientPop, where he has scaled the team from 10 to over 130 in just 12 months. As a result, PatientPop …

SaaStr 031: Is Product Market Fit & Customer Value Binary & The Importance of Product-Led Growth with Blake Bartlett @ OpenView

June 17th, 2016

25:31

Blake Bartlett is a Partner @ Openview Ventures where he helps identify value and lead investments in product-led businesses driving market dislocation. Prior to joining OpenView, he was a Vice President at Battery …

SaaStr 030: Building & Training a Non-Technical Sales Team & Why A Heavy Inbound Model Is Like 'Driving A Racecar' with Harry Glaser, Co-Founder @ Periscope Data

June 13th, 2016

24:35

I am delighted to welcome my first ever Harry to the show today in the form of Harry Glaser, Co-Founder & CEO @ Periscope Data, the worlds fast …

SaaStr 029: Having Jason Lemkin As An Investor & Selling Sexy SaaS To The Legal Space with Andy Wilson, Founder & CEO @ Logikcull

June 10th, 2016

24:29

Andy Wilson is the Co-Founder and CEO @ Logikcull, where he really is the visionary behind Logikcull’s product and marketing strategy focusing on …

SaaStr 028: Eloqua & Influitive's Mark Organ on Scaling Eloqua Into A Global Business & Why Customer Success Is The Bed Rock For All SaaS Businesses

June 6th, 2016

24:03

Super excited to welcome a heavy weight of the SaaS industry today as we have Mark Organ, Founder & CEO at Influitive. Influitive helps B2B companies mobilize their army of advocates for more rapid and profitable …

SaaStr 027: The Benefits of Bootstrapping Your SaaS Startup with Laura Roeder, Founder & CEO @ Edgar

June 3rd, 2016

23:07

Laura Roeder is the Founder & CEO @ Edgar, the social media automation tool that essentially allows your social media queue to fill itself up. …

SaaStr 026: How To Hire & Motivate The Best Sales Team with Bill Binch, Former SVP of Sales @ Marketo

May 30th, 2016

27:36

Bill Binch is a leader and expert in the SaaS sales industry. Bill was the senior vice president of worldwide sales at marketo for 8 years and he joined when it was a small venture backed startup with a mission to …

SaaStr 025: How Every Startup Can Build Their Brand Through Events with Anthony Kennada, VP of Marketing @ Gainsight

May 27th, 2016

29:29

I am delighted to present Part 2 of our feature of Gainsight. Joining me today I have Anthony Kennada, the founding VP Marketing at Gainsight where he is responsible for managing the company’s global marketing strategy, …

SaaStr 024: Nick Mehta, CEO @ Gainsight on Why Customer Success Is The New Sales

May 23rd, 2016

28:03

This week on SaaStr we are celebrating the rise of GainSight with a special feature week dedicated to Gainsight and joining me today we have Gainsight CEO, Nick Mehta. Since Nick has been at the helm of Gainsight, it …

SaaStr 023: What It Takes To Make It From Seed To Series A in SaaS with Nakul Mandan, Partner @ Lightspeed Venture Partners

May 20th, 2016

25:07

Joining us today on The Official Saastr Podcast is Nakul Mandan, Partner @ Lightspeed Venture Partners, where he focuses on early stage SaaS …

SaaStr 022: What Makes A Great Sales Leader & How To Detect BS in Sales Reps with Russ Hearl @ Datahug

May 16th, 2016

24:38

I am so excited to welcome Russ Hearl, Head of Sales @ Datahug. Datahug is a pipeline management and forecasting solution within Salesforce and …

SaaStr 021: Crossing The Chasm: From B2C To B2B with Johnny Chin, Founder & CEO @ Bannerman

May 13th, 2016

26:57

I am so excited to welcome Johnny Chin, Founder & CEO @ Bannerman to The Official SaaStr Podcast today. Bannerman is the company that provides on demand security staff and bouncers to some of the world’s biggest …

SaaStr 020: What Do Salesforce Look For In Potential Investments with John Somorjai, Executive Vice President of Corporate Development & Salesforce Ventures

May 9th, 2016

27:43

To Commemorate the 3 month anniversary of the best conference ever, SaaStr Annual 2016. We thought we would take a trip back to the conference with …

SaaStr 019: David Cancel on Hiring People Not Skills, The Importance Of Investing In Relationships and Being Scrappy

May 6th, 2016

24:20

Following our meeting at SaaStr Annual 2016, I am thrilled to welcome David Cancel. Now David really is a serial entrepreneur having founded 5 …

SaaStr 018: The Benefits Of Account Based Marketing & The Biggest Takeaways From Co-Founding Marketo with Jon Miller @ Engagio

May 2nd, 2016

23:56

Delighted to welcome Jon Miller to The Official SaastrPodcast today. John is the Founder & CEO @ Engagio, the all inone account based marketing platform that allows you to accelerateyour move to account based …

SaaStr 017: Why Fellow Founders Make The Best Advisors & A Transparent Pricing Model Is Fundamental with Laura Behrens Wu, Co-Founder & CEO @ Shippo

April 29th, 2016

21:56

Joining us today on The Official Saastr Podcast is Laura Behrens Wu, Laura is the Founder & CEO @ Shippo, the API and dashboard for all your shipping needs. They have raised from the likes of SoftTech, 500Startups, …

Saastr 015: Nicolas Dessaigne @ Algolia on Prioritising Company Culture and Empowering Your Team To Be Owners

April 22nd, 2016

21:38

Welcome to Episode 15 of The Official Saastr Podcast. Joining me today, I am delighted to welcome, Nicolas Dessaigne. Nicolas is the CEO and …

SaaStr 014: 'It's The Whole Enchilada', Why Data Is Crucial To Effective Content Marketing & How To Use It To Decrease Customer Acquisition Cost & Increase Basket Size

April 18th, 2016

28:15

On the show today I am thrilled to welcome Russell Glass, Head of Products For LinkedIn Marketing Solutions. Formerly founder, president and CEO of …

Saastr 013: How New CEOs Can Make Their Mark and What It Takes To Raise Later Stage Funding In Today's Environment with Mark Woodward, CEO @ Invoca

April 15th, 2016

25:31

Joining us today, I am delighted to welcome Mark Woodward CEO @ Invoca - software that helps marketers drive revenue with call intelligence. Invoca has built a platform that addresses the top concern for enterprise CMOs …

Saastr 012: Optimising Your Talent Acquisition Strategy with Daniel Chait, Founder & CEO @ Greenhouse

April 11th, 2016

22:45

Joining us today, I am delighted to have Daniel Chait, Founder & CEO @ Greenhouse - software that gives people the power to build great companies. Greenhouse automates and simplifies the best practices for …

Saastr 011: 4 Questions To Determine Whether You Have Product Market Fit with Ajay Agarwal @ Bain Capital Ventures

April 8th, 2016

21:57

I am thrilled to welcome, Ajay Agarwal, Managing Director @ Bain Capital Ventures, where he focuses on early stage application software and SaaS …

Saastr 010: Mathilde Collin on The Evolution of Content Marketing and Life As A Young Enterprise Founder

April 4th, 2016

21:08

Welcome to Episode 10 of The Official Saastr Podcast. To celebrate this milestone, we have a very special guest: Mathilde Collin. Mathilde is the CEO …

Saastr 009: What Makes A Truly Great SaaS CEO with Josh Stein @ DFJ

April 1st, 2016

17:22

This episode was recorded at Saastr Annual 2016 featuring Jason Lemkin, Founder @ Saastr and Josh Stein, Partner @ DFJ. For those that do not know, …

Saastr 008: Hiring 101 with Keith Rabois @ OpenDoor & Khosla Ventures

March 28th, 2016

33:01

This episode was recorded at Saastr Annual 2016 and it is an incredible conversation whereby Jason Lemkin deep dives into the career and wisdom of Keith Rabois. For those that do not know, Keith is a legend of the tech …

Saastr 007: What It Takes To Get Series A Investor Interested and Guidelines To Manage Your Burn Rate with Doug Pepper, Partner @ Shasta Ventures

March 25th, 2016

24:42

I am thrilled to welcome, Doug Pepper, Partner @ Shasta Ventures to the show today. Doug is a master when it comes to SaaS investments with his companies generating over $500m in revenue in 2015, having funded the likes …

Saastr 006: Why The Best SaaS Companies Are Founder Led and Taking Adobe From $40m to $1bn with Russell Fujioka, US President @ Xero

March 21st, 2016

27:36

Joining us today, I am delighted to have Russell Fujioka, US President at Xero, the world's fast growing SaaS company making accounting software …

Saastr 005: Social Capital's Mamoon Hamid on Changing The Way We Work and The Rise of The Bottoms Up Sales Strategy

March 18th, 2016

19:36

It is a huge honour to welcome, Mamoon Hamid, Partner @ Social Capital. One of the world's best performing funds with investments in the likes of Slack, Box, Intercom, Yammer and many more incredible companies. Prior to …

Saastr 004: Index's Shardul Shah on Why Reducing Time Distance To Value Is So Important and How To Sell To CSO's Effectively

March 15th, 2016

21:53

I am thrilled to welcome, Shardul Shah, Partner @ Index Ventures to the show today. Shardul is the sole member of the Index team to have worked in …

Saastr 003: Scaling From A 50 to a 500 Person Company with Mark Geene, CEO @ Cloud Elements

March 2nd, 2016

26:35

Joining us today, I am thrilled to welcome, Mark Geene, CEO @ Cloud Elements the cloud API integration service that uses uniform APIs to connect your application with entire categories of services. Prior to joining …

Saastr 002: Behind The Scenes At The World's Fastest Growing SaaS Company with Andy Lark, CMO @ Xero

March 2nd, 2016

27:57

Joining us today, I am thrilled to welcome, Andy Lark, CMO at Xero, the world's fast growing SaaS company making accounting software beautiful. Prior …

Saastr 001: How We Achieved $3m in Sales without $1 on Marketing with Tiago Paiva, Founder @ TalkDesk

March 2nd, 2016

24:02

Welcome to Episode 1 of The Official Saastr Podcast, the show will delve behind the scenes of the latest and greatest SaaS rocketships talking to the founders and operators themselves. We will also be chatting with the …

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