Cover image of The Official SaaStr Podcast: SaaS | Founders | Investors
(106)
Business
Technology
Investing

The Official SaaStr Podcast: SaaS | Founders | Investors

Updated 2 days ago

Business
Technology
Investing
Read more

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 from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.

Read more

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 from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.

iTunes Ratings

106 Ratings
Average Ratings
87
9
4
2
4

WhoopSaaS, Inc.

By WhoopSaaS Community - May 01 2018
Read more
I don’t podcast often, but when I do, it’s SaaStr and Harry.

Fantastic content

By Steveo939 - Dec 07 2017
Read more
I’m thru the first 100 episodes, this is a must listen for anyone running a Saas business.

iTunes Ratings

106 Ratings
Average Ratings
87
9
4
2
4

WhoopSaaS, Inc.

By WhoopSaaS Community - May 01 2018
Read more
I don’t podcast often, but when I do, it’s SaaStr and Harry.

Fantastic content

By Steveo939 - Dec 07 2017
Read more
I’m thru the first 100 episodes, this is a must listen for anyone running a Saas business.
Cover image of The Official SaaStr Podcast: SaaS | Founders | Investors

The Official SaaStr Podcast: SaaS | Founders | Investors

Latest release on Jun 02, 2020

Read more

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 from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.

Rank #1: 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

Podcast cover
Read more

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 on work.They created Box to provide businesses with an easy way to share, access and manage information with enterprise-grade security, compliance and governance.Eleven years later, Box has been adopted by nearly 65% of the Fortune 500 and has nearly 70,000 paying business customers. The company went public in January 2015, and remains one of the fastest growing enterprise software companies.

In Today’s Episode You Will Learn:

  • How did Aaron with 3 friends from high school come to found one of the fastest growing enterprise software companies in Box?
  • How does Aaron view the convergence of enterprise and consumer products in the coming years? How does this convergence effect IT providers?
  • How does Aaron view transparency within organisations? How does this affect information flow? What must CEO’s consider when contemplating transparency within their organisation?
  • How does Aaron evaluate the inflection points in the growth of Box? What were the challenges in overcoming these hurdles? How did he have to change as a CEO to combat these changes?
  • What does the rise of AI mean for businesses and enterprise? What does the rise of VR allow the enterprise that was not previously possible? How do these emerging technologies affect the product and strategic roadmap at Box?

60 Second SaaStr

  1. Aaron’s favourite SaaS reading material?
  2. What will it take for Box to be 10x from here?
  3. What does Aaron know now that he wishes he had known in the beginning?
  4. What does Aaron spend most his time on that he would like to change?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Aaron Levie

Feb 27 2017

23mins

Play

Rank #2: Saastr 003: Scaling From A 50 to a 500 Person Company with Mark Geene, CEO @ Cloud Elements

Podcast cover
Read more

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 Cloud Elements, Mark has had over 20 years experience in the industry including executive roles with IBM and Oracle and in today's show with we discuss:

  • What was the origin story behind Cloud Elements and how Mark became CEO?
  • What does it take for a company to transition from a 50 person company to a 500 person company?
  • How does Mark apply lean startup methodology to SaaS?
  • When is the right time to really invest in sales and marketing?
  • Does the lack of SaaS exits greater than $500m concern Mark? 
  • Why have we seen the rise of the API economy and what does the future hold?

In a round we call the 60 Second Saastr, we also hear:

  1. What lesson has Mark learnt recently that changes the way he works?
  2. Mark's favourite SaaS resource?
  3. Vertical vs platform SaaS play?

If you would like to find out more about the show and the guests presented you can follow us on Twitter here:

Mar 02 2016

26mins

Play

Rank #3: Saastr 006: Why The Best SaaS Companies Are Founder Led and Taking Adobe From $40m to $1bn with Russell Fujioka, US President @ Xero

Podcast cover
Read more

Joining us today, I am delighted to have Russell Fujioka, US President at Xero, the world's fast growing SaaS company making accounting software beautiful. Prior to joining Xero, Russ was the Global Vice President of Marketing at Dell, EIR at Bessemer Venture Partners and held executive roles at the likes of Adobe. In today's show with Russ we discuss:

  • How Russ came to be US President at the world's fastest growing SaaS company?
  • How has Russ seen the SaaS industry change over his 25 years?
  • Why does Russ believe all the SaaS best companies are founder led?
  • What were the determinants that allowed Adobe to go from 40m to $1bn?
  • How does Russ view the current competitive landscape for accounting software? 
  • What were the main benefits of experiencing the VC industry with Bessemer?

In a round we call the 60 Second Saastr, we also hear:

  1. Which pubic markets SaaS company does Russ most respect?
  2. Russ' favourite SaaS resource?
  3. Is accounting software a winner take all market?

If you would like to find out more about the show and the guests presented you can follow us on Twitter here:

Mar 21 2016

27mins

Play

Rank #4: SaaStr 058: Intercom's Eoghan McCabe on Why There Are No Rules For Building a SaaS Company, How To Turn Every Challenge Into An Opportunity & Why You Will Never Have As Much Empathy For Others As You Do For Yourself

Podcast cover
Read more

Eoghan McCabe is CEO and co-founder of Intercom. The customer communications platform that has taken the saas world by storm in the last few years with 116m in VC funding from truly some of the world’s best including Bessemer, Social Capital and Index Ventures. He previously founded Contrast, an award-winning software design consultancy, and co-founded Exceptional, a developer tool startup acquired in 2011 and now a part of Rackspace.

In Today’s Episode You Will Learn:

  • How did Intercom break out in the early days with seemingly lots of competition and an install before you buy process?
  • In terms of category creation, in the early days how did Eoghan convince people of a product that had previously never existed? At what stage did Eoghan and Des stop selling the product themselves? When is the right time to hire your VP of Sales?
  • How did Eoghan establish a pricing mechanism for Intercom? Why is Eoghan such an advocate for value based pricing?
  • Why it is so important for founders and sales teams to have empathy for the customer? How can you practice empathy? How can you cheat empathy?
  • How does Eoghan manage a distributed workforce so well? What does he do to create links and culture between both the Dublin and SF office?

60 Second SaaStr

  1. Biggest advice to SaaS founders?
  2. Fave SaaS reading material?
  3. Most proud moment of Intercom’s journey?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Eoghan McCabe

Sep 19 2016

21mins

Play

Rank #5: 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

Podcast cover
Read more

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, Twitter, Whole Foods and they have the backing from the likes of Steve Anderson’s Baseline Ventures, Bain Capital, Matt Ocko from Data Collective and our friends at Sapphire Ventures just to name a few and Prior to co-founding Iron.io, Chad was CIO and founder of AllDorm Inc., a collegiate media and marketing company that provided fundraisers and viral marketing campaigns for clients such as Volkswagen, Domino's Pizza, and Visa.

In Today’s Episode You Will Learn:

  • How Chad came to found Iron.io ?
  • With a complex product like Iron, how much of a role does education play in the onboarding process for prospective new clients?
  • To what extent does content marketing play the dominant marketing function for Iron both in terms of educating customers and converting potential customers?
  • How does Chad view the balance of much larger ACV clients with long sales cycles compared to SME’s with smaller ticket sizes and shorter sales cycles?
  • What are the challenges when selling to large corporates and CIO’s in the traditional corporates?

60 Second SaaStr

  1. What does Chad know now that he wish he had known at the beginning?
  2. What is Chad’s favourite reading material?
  3. How does Chad deal with stress as a Founder & CEO?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Chad Arimura

Sep 05 2016

23mins

Play

Rank #6: SaaStr 017: Why Fellow Founders Make The Best Advisors & A Transparent Pricing Model Is Fundamental with Laura Behrens Wu, Co-Founder & CEO @ Shippo

Podcast cover
Read more

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, SLow Ventures and many more incredible investors. In
today's show with Laura we discuss:

  • What
    are API’s and what do they allow us to do?
  • With
    API’s developer adoption is crucial, what has worked for Laura in
    terms of finding developers, onboarding them and ensuring developer
    retention?
  • How
    much of a role does content marketing and education play in a
    complex product and tech stack, like Shippo? What strategies have
    been the most successful in educating potential
    clients?
  • Why
    does Laura believe transparent pricing is so fundamental? How does
    Laura harness the freemium model while attempting to onboard large
    corporate clients
  • What
    do the next 20 years hold for Shippo? What will it take to reach
    the milestones?

In a round we call the
60 Second Saastr,
we also hear:

  1. Most
    challenging element of building Shippo?
  2. Biggest advice to SMB’s on shipping
    options?
  3. The
    fundraising process: What was it like?

If you would like to find out
more about the show and the guests presented you can follow us on
Twitter here:

Apr 29 2016

21mins

Play

Rank #7: SaaStr 067: Gusto's Joshua Reeves on How To Optimise The Hiring & Interview Process, How To Build Create An Ownership Culture & Why Every 6 Months A Company Becomes A New Company

Podcast cover
Read more

Josh Reeves is the Founder and CEO @ Gusto. Gusto reimagines payroll, benefits, HR, and personal finance and it is this reimagination that has led to their recent addition to the unicorn club with investors including Google Capital, Kleiner Perkins, Data Collective and General Catalyst, just to name a few. As for Josh, he was selected for the 2012 Forbes 30 Under 30 list. Prior to co-founding Gusto, he was the CEO and co-founder of Unwrap, a SaaS startup which was acquired in 2010, and he began his career as an early employee at Zazzle. I would also like to give a big hand to Jason Lemkin and Phil Libin for the intro to Josh today.

In Today’s Episode You Will Learn:

  • HR and Payroll is not sexy so how did Josh make his way into the industry and what was the a-ha moment for Gusto?
  • Josh has said before ‘he lives and breathes how a company is built.’ How has Josh looked to grow and develop his own internal organisation at Gusto? How does this vary with stage?
  • Josh has hired over 300 people at Gusto, how does he approach the interview process? What is the right way for employers to approach the ‘making offers’ stage?
  • How important does Josh feel it is to have an ownership culture and internal entrepreneurialism? How can this environment be fostered and developed?

60 Second SaaStr

  1. How employers can ensure new employees have an amazing first day?
  2. What does Josh know now that he wishes he had known when he started?
  3. The biggest mistake SaaS companies make with their HR and payroll organisation?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Josh Reeves

Oct 21 2016

23mins

Play

Rank #8: 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

Podcast cover
Read more

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, Canaan Partners and Y Combinator. Prior to Rocketrip, Dan was a VP in Europe for Tremor Video and before that he held several director and managerial level positions at TACODA until TACODA’s sale to AOL.

In Today’s Episode You Will Learn:

  • How did Dan make his way into the world of SaaS and come to found Rocketrip?
  • How important is accountability for the founder and CEO? How do you convey this commitment and responsibility to the team? Are there any downsides?
  • At what stage does Dan believe the generalist transitions to the specialist? How has Dan seen his team evolve from stage to stage? What have been the challenges within each stage?
  • How does Dan approach hiring strategy? How does he look to determine people/company fit? Dan has said before that he ‘would not hire without a track record’, why is this?  
  • How does Dan view internal budgets? What are the fundamentals to cost saving within the business? How does Dan think one can cut cost without lowering morale?

60 Second SaaStr

  1. What is Dan’s fave SaaS reading material?
  2. What does Dan know now that he wishes he had known at the beginning?
  3. Carrot or stick, what does Dan prefer to implement?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Dan Ruch

Mar 24 2017

25mins

Play

Rank #9: SaaStr 333: How To Create and Structure Your Customer Success Strategy, How Customer Success Teams Can Build Relationships of Trust with Customers and How Maslow's Hierarchy of Needs Drives Customer Success Roadmaps with Bridget Gleason, Head of Sales & C

Podcast cover
Read more

Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Tidelift has raised over $40M from some of the best in the business including Foundry Group and General Catalyst. As for Bridget, she has the most incredible track record. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. Prior to SumoLogic, Bridget was VP of Sales @ YesWare where she increased MRR per rep by 450%. Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles.

 In Today’s Episode We Discuss:

  • How Bridget made her way into the world of SaaS and Sales and came to be Head of both Sales and Customer Success at Tidelift?
  • Why does Bridget believe the best starting point for customer success is “company culture and value”? How does company culture impact the quality of customer success? In practice, what can one do to improve it? Who has done this well? How does value drive customer success forward? 
  • How does Bridget think Maslow's Hierarchy of Needs drives the roadmap for customer success? What core elements does it change? Where do most teams go wrong in implementing the role out of their CS strategy? When should one hire their first CS rep? What should that hire look like from an experience perspective?
  • How does Bridget advise her CS reps the best ways for them to build trust with their clients? What works? What does not work? Does Bridget believe CS teams should be involved in the upsell process? Does that endanger the element of trust?

Bridget’s 60 Second SaaStr:

  1. What does Bridget know now that she wishes she had known when she entered the world of SaaS?
  2. What would bridget most like to change about the world of SaaS today?
  3. What is the most challenging element of Bridget’s role with Tidelift?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Bridget Gleason

Lower your burn by leveraging AI to claim R&D tax credits for a flat fee. Cash on hand is more important than ever, CrossBorder Solutions helps you keep more of your money. See why AI is the rational choice, request a demo today. [crossborder.ai/20]

May 11 2020

37mins

Play

Rank #10: 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

Podcast cover
Read more

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 MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M)  and big data leader Aster Data (acquired by Teradata for $325M).

In Today’s Episode You Will Learn:

  • How Dave made his way into the world of SaaS with Salesforce, came to be CMO at Business Objects and now running his own SaaS company as CEO at Host Analytics?
  • What does David believe is the single most important metric in SaaS? How should SaaS companies structure the first four lines of their financial statements? Why is retention and renewal not always an accurate sign of customer satisfaction?
  • How does Dave look to analyse churn? What is the post-mortem? What is more important, logos or expansion? If a startup’s churn is too high, what is the top 3 things they should do? Why must you have a “standard taxonomy” for churn? How can you construct this?
  • How does David think about taking existing customer and up-selling them? How does he view this in contrast to cross-sell? Does Dave agree with David Skok on the need for more than 1 variable pricing mechanism? Why does Dave not encourage usage based pricing?
  • How does Dave analyse the benefits of multi-year contracts paid upfront? How does this distort TCV and inflate the figures? Does upfront payment misalign the provider and the consumer, in terms of care and support? With that in mind, how does David view billing frequency? Contract durations?

60 Second SaaStr

  1. What does Dave know now which he wishes he had known at the beginning?
  2. What is the 90 day rule? Why is it important?
  3. How much ARR should a good sales rep add in relation to comp?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Dave Kellogg

Sep 11 2017

31mins

Play

Rank #11: SaaStr 156: Most Downloaded SaaStr of 2017: David Skok, General Partner @ Matrix Partners

Podcast cover
Read more

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. Three of the companies he founded went public and one was acquired. In 2001 David joined Matrix Partners, who had backed his last two startups, as a General Partner. David’s successful exits as an investor at Matrix include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius. You can also find David’s amazing blog here!

In Today’s Episode You Will Learn:

  • How did David make his way into the world of SaaS? What was it about Matrix that made him want to make the transition from operations to VC?
  • Metrics: Why are metrics so important? What role do they play in an organisation? How do good founders respond to questions on not achieving sales targets? What metrics in SaaS really determine the trajectory of the business?
  • How can founders examine unit economics to determine whether they have a sustainable SaaS business?
  • How does David address sales rep productivity? How much in ARR should they be booking in relation to their annual comp package?
  • Negative Churn: What is negative churn? Why is it fundamental for SaaS startups to have a strong grasp of their negative churn? How does negative churn affect the pricing axis? What can startups do if they have no alternative product to upsell to?
  • Upsell: To what extent should founders be willing to engage in customisation in order to upsell a product? What are the dangers? What should founders be mindful of? To what extent is upsell the responsibility of customer success? Should they have a hand in the sales process? What are the dangers and concerns?
  • How important is it for a startup to track their champion with the customer company? Does it matter if your champion leaves? What should you do if so?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

David Skok

Dec 18 2017

46mins

Play

Rank #12: 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

Podcast cover
Read more

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 and True Venture just to name a few. As for Luke, his role is to develop, execute, and manage demand generation programs assessing the effectiveness of all marketing programs as well as defining goals, metrics and ROI’s for the differing programs.

In Today’s Episode You Will Learn:

  • How did Luke make his way into the world of SaaS and come to found unicorn startup, Namely?
  • What are the 3 practical tests Luke uses to assess demand gen candidates in the hiring process? What are the right questions to ask? Is it right to look for badges on the CV?
  • Once the demand gen team is in place, how do we get the team jump started? Where should the focus be placed?
  • What are the 5 things that have helped drive growth at Duo? How can founders implement these into their demand gen strategy to 3x revenue for 3 years?
  • How should one plan and forecast when it comes to demand gen? How does Luke approach the topic of MQLs? How does this change for the inside sales team?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Feb 24 2017

28mins

Play

Rank #13: 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

Podcast cover
Read more

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 $250m in VC funding from some of the best in venture including USV, Bessemer, Salesforce and Techstars just to name a few. As for Sara, prior to Twilio she spent 10 years with Salesforce in numerous roles including SVP of Marketing for Salesforce’s Sales Cloud and CMO @ Desk.com, among other roles. If that wasn’t enough, Sara is also an advisor @ Anthos Capital.

In Today’s Episode We Discuss:

  • How did Sara made her way into the world of SaaS and came to be one of the industry’s leading CMOs with Twilio today? What were Sara’s biggest takeaways from her 10 years at Salesforce seeing the incredible hyper-growth first hand?
  • What does Sara mean when she says, “you have to have a creative plan to get your message to market”? Does Sara really believe that there is a playbook when it comes to marketing? How does Sara determine when to throw the playbook out of the window? What resounding question do you always have to ask yourself when thinking messaging?
  • Messaging is very dependent on the customer being targeted, how does the messaging need to be different when targeting SMB vs enterprise? How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? Where does Sara see most people go wrong here?   
  • Why does Sara so strongly believe in the power of customer stories? What makes the very best customer stories? What would Sara’s advice be to someone who is wanting to start creating them? Where does Sara see so many people go wrong? What are Sara’s tips for creating this alignment between the marketing team that make the stories and the sales team that sell them? Where are there often points of tension?
  • What does the very commonly used term, “enablement”, really mean to Sara? Does it mean you can hire lower quality candidates and upgrade them? How does Sara distinguish between a stretch VP and a stretch too far? What questions does Sara find most revealing in the interview process?  

60 Second SaaStr:

  1. What does Sara know now that she wishes she had known at the beginning?
  2. Who is crushing it in the world of SaaS marketing today?
  3. What is the most common reason for the breakdown of an efficient funnel?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Sara Varni

Jun 17 2019

26mins

Play

Rank #14: SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth

Podcast cover
Read more

David Skok is a General Partner @ Matrix Partners, the firm with a portfolio including the likes of Hubspot, ZenDesk, Quora, CloudBees and more incredible companies. As for David, he started his first company in 1977 aged just 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public. David then joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world. David is also the author of foreentrepreneurs.com the must read blog in the world of SaaS metrics. 

 In Today’s Episode We Discuss:

  • How David made his way into the world of SaaS at the age of 22? How David went from founding 3 public companies to entering the world of venture with Matrix? Does David agree, “entrepreneurship does not get easier with time, it just gets different”?
  • What does David believe is the crucial step missing in B@B when it comes to finding product market fit? What is the most common mistake B2B companies make in the hunt for PMF? How should founders think about budget and resource allocation in this search for PMF? When is to early to measure unit economics and CAC?
  • How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What content and learnings should you have in place when you make the hire? How does David think about payback period on a per rep basis? What have been his lessons on optimising payback period for sales reps?  
  • What numbers is David looking for when it comes to payback period? Why is 12 months so crucial? How should founders think about sales rep compensation? What have been David’s learnings on how to integrate sales and marketing so tightly? How does marketing and customer success intertwine to be successful?     

David’s 60 Second SaaStr:

  1. Who is the best board member David has sat on a board with? Why?
  2. What advice would David have for me having just joined my first board?
  3. What would David most like to change about the world of tech and SaaS today?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

David Skok

Feb 17 2020

50mins

Play

Rank #15: 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

Podcast cover
Read more

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 Feedburner, AllBusiness, and Return Path just to name a few. Before Sutter Hill, Greg was the first hire at Netscape after its founding engineering team. As Netscape’s 1st Product Manager, Greg wrote the initial business plan, coined the name Netscape, and created the SuiteSpot Business Unit, which he grew from zero to $150m in revenue. He also served as Manager of Business Development at Cisco where he architected a global channel management plan.  

In Today’s Episode You Will Learn:

  • How Greg made his way into the world of VC from Netscape?
  • Why did Greg see the opportunity for an early stage B2B fund like Costanoa? Why did this fund not exist in B2B but was becoming popularised in B2C?
  • To what extent does Greg agree SaaS investing is ‘traction capital’? When investing pre metrics, what are the signs of promise Greg looks for?
  • How does Greg assess product market fit? Why is customer segmentation and customer archetypes so important?
  • What does Greg make of the ‘full stack CEO’? Is it better to be specialised or jack of all trades? When is the right time to specialise?

60 Second SaaStr

  1. Greenfield opportunity in SaaS?
  2. Biggest advice to startup founders in SaaS?
  3. Easier or harder to raise money now than before?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Greg Sands

Sep 02 2016

24mins

Play

Rank #16: 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

Podcast cover
Read more

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. They have backing from some of the best early stage investors including the likes of First Round Capital, SV Angel, Intercom’s Eoghan McCabe, Hubspot’s Dharmesh Shah and many more incredible investors. As for Alex, as well as being a fellow Brit who loves tea, he also worked at the likes of Twitter and Stripe prior to founding Clearbit.

In Today’s Episode You Will Learn:

  • How did Alex make his way into the world of SaaS and came to found Clearbit in SF having grown up in the UK?
  • Should API driven companies have sales teams? Should they do outbound? What’s the most effective way to generate leads?
  • Alex has said before that the trouble is, ‘everyone is treating their customers the same”. What does he mean by this? How do the smart companies differ? How possible is it to address customer specific needs at scale?
  • How does this scalability alter when elements like freemium and self service models are added to the equation? How effective have freemium tools been for Alex as a lead gen to on board new customers?
  • Why did Alex choose the same pricing structure as the likes of Stripe and Twilio? What was the thought process behind this?

60 Second SaaStr

  1. How important is it for SaaS startups to be in SF?
  2. What does Alex know now that he wishes he had known when he started?
  3. Biggest mentor to Alex and how it came about?
  4. Fave SaaS reading material?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Alex MacCaw

Dec 19 2016

17mins

Play

Rank #17: Saastr 015: Nicolas Dessaigne @ Algolia on Prioritising Company Culture and Empowering Your Team To Be Owners

Podcast cover
Read more

Welcome to Episode 15 of The Official Saastr Podcast. Joining me today, I am delighted to welcome, Nicolas Dessaigne. Nicolas is the CEO and Co-Founder of Algolia, Algolia are a brilliant case study for the successful pivot, having started off life as an offline search engine for mobiles but really took off by helping companies deliver an intuitive search-as-you-type experience on their websites and mobile apps. They participated in Y Combinator's Winter 2014 batch and raised $18.3M in May 2015 from the likes of Accel Partners, Point Nine Capital, Storm Ventures and many more incredible investors. and in today's show with Nicolas we discuss:

  • Why is company culture so important and was it fundamental for Nicolas and Julien to have this outlined from the beginning?
  • How did Nicolas implement the vision for the company future when founding the Algolia?
  • How does Nicolas look to balance the scaling of the business with maintenance of company culture?
  • What were Nicolas' biggest takeaways from his time at YC? 
  • How can SaaS startups optimise the fundraising process to also be a source of business development?

In a round we call the 60 Second Saastr, we also hear:

  1. Hiring Your First VP of Sales: When and What Questions To Ask?
  2. Nicolas' favourite SaaS resource?
  3. What would Nicolas do differently if he were to start the journey again?

If you would like to find out more about the show and the guests presented you can follow us on Twitter here:

Apr 22 2016

21mins

Play

Rank #18: SaaStr 171: How To Figure Out Your Pricing Strategy: The Diminishing Role of The Per Seat Model, Why Open Source Is The Only Way To Get In Front of Today's Developers & Why Capital Efficiency Is Always Key with Chetan Puttagunta, General Partner @ NEA

Podcast cover
Read more

Chetan Puttagunta is a General Partner @ NEA, one of the world’s largest venture capital firms in the world with over $3Bn in their latest fund and a portfolio including the likes of Mulesoft, Jet.com, Uber, Houzz and many more incredible companies. As for Chetan, Chetan focuses on enterprise software and has made investments in MuleSoft, MongoDB, Elastic, Heap, just to name a few. Due to his phenomenal track record, Chetan has been named to GrowthCap’s Top 40 under 40 Growth Investors, Forbes 30 under 30 All-Star Alumni List, and Forbes’ 30 under 30 in Venture Capital. 

In Today’s Episode You Will Learn:

  • How Chetan made his from the world of leveraged buyouts to the world of enterprise VC investing with NEA?
  • Why does Chetan have such conviction with regards to open source companies today? Why does he feel the big question of “Can open source product multi-billion dollar companies” has been proven”?
  • How does Chetan think about the underlying business models of open source when comparing the likes of Red Hat with 85% gross margin to Hortonworks at negative gross margins? What does Chetan believe is a healthy ratio between professional services vs closed premium features? Does Chetan believe this is the end for per seat pricing in SaaS?
  • How does Chetan approach market sizing today when evaluating potential enterprise opportunities? Why does Chetan believe there is a mental trap in the VC requirement for large markets? How can founders present the niche market they are attacking, in an exciting enough way to satiate the investor appetite for large market?
  • Chatan has said before, “if you have conviction and vision, you should not be afraid to raise capital and go big”. Does every founder not have conviction and vision in the early days? How does Chetan determine when truly is the right time to pour fuel on the fire and raise that mega war chest?   

60 Second SaaStr?

  1. A moment in Chetan’s life that has changed the way he thinks about the world?
  2. Fave SaaS reading material?
  3. What does Chetan know now that he wishes he had known at the beginning?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Chetan Puttagunta

Apr 16 2018

26mins

Play

Rank #19: SaaStr 221: HBS Sr. Lecturer and Former Hubspot CRO Mark Roberge on His Step by Step Guide to Revenue Growth

Podcast cover
Read more

Mark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.

Missed the session? Here’s what Mark talks about:

  • An in-depth guide to driving revenue growth by company stage
  • When to scale and how fast
  • Product market fit, go-to market fit during the experiment stages

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

SaaStr

Mark Roberge

Mar 28 2019

30mins

Play

Rank #20: 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

Podcast cover
Read more

Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. To date Bob has raised over $15m with Crossbeam from friends of the show including Andy @ Uncork, Matt @ Firstmark, Bill @ First Round and Matt @ Salesforce Ventures, to name a few. Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016. 

In Today’s Episode We Discuss:

  • How Bob made his way into the world of SaaS and came to found Crossbeam?
  • As an entrepreneur, Bob has previously said, “no one is coming to save you”. What did he mean by this? What were the core mistakes that he made with RJ Metrics? Is it the responsibility of the board to course correct at this early stage? How does Bob determine whether to be visionary and determined vs realising when something is not working?
  • Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Why is this? What are the drivers of it’s death? How important is it to own the entire customer journey? At what scale does that become impossible? In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? 
  • How does Bob think about when is the right time to hire a Head of Partnerships? In the early days, partnerships can be a distraction, how does Bob determine between right and wrong when determining whether to engage in a partnership? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? 

Bob’s 60 Second SaaStr:

  1. What is the hardest element of Bob’s role with Crossbeam today?
  2. What does Bob believe that most around him disbelieve?
  3. What does Bob know now that he wishes he had known at the beginning?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Bob Moore

Did you know that if your network goes down it can cost you on average $5,600/minute? What if I also told you, you could have 100% confidence that your business data is secure and allow for  new employees to be on-boarded with ease and offboarded securely in a few short clicks. Your employees automatically have the right applications installed with the right permissions and joy of joys, you never hear about printer issues. Plus it’s all done through a first of its kind IT platform called Electric, delivering enterprise-grade IT support previously not available to small and medium-sized businesses at a fraction of the cost. So whether you have IT in-house or no IT at all, Electric solve it at lightning-fast speed either remotely or sending a certified partner to you. So if you’re interested in deploying world-class IT which keeps your employees productive and data secure visit: www.electric.ai/saastr

Jan 06 2020

35mins

Play

SaaStr 339: Why SaaS Playbooks Are For Suckers, How To Make Sales Data Truly Actionable & The Right Way To Run Sales Meetings with Michael Katz, Founder & CEO @ mParticle

Podcast cover
Read more

Michael Katz is the Founder & CEO @ mParticle, the customer data platform for brands leading the customer data revolution with clients from Airbnb to Spotify to Postmates. To date Michael has raised over $120m in funding with mParticle from GV, Social Capital, Greylock, Bain Capital Ventures and a friend of the show in Zach Coelius. Prior to founding mParticle, Mike was the Founder & CEO @ Interclick, where he organically grew revenue to over $140m in 5 years. The company went public in 2009 and was acquired by Yahoo in 2012 for $270m, a 50% premium on existing share price. If that was not enough, Michael is also on the board of Brightline and a mentor with Techstars.

 In Today’s Episode We Discuss:

  • How Michael made his way into the world of SaaS and enterprise SaaS having founded and IPO’d an adtech business previously?
  • Why did Michael make the move to CRO 8 months ago? How does Mike think about when is the right time to hire your first CRO? How does this hire correlate to your hiring in sales enablement? What are the different CRO profiles Mike has seen? How does Mike advise founders on those that work best for early-stage?
  • Why does Mike believe that playbooks are for suckers? What is the reasoning for the reductionism towards the power of the playbook? How does Mike think about the relationship between playbooks and predictability? 
  • How does Mike make sales data really actionable within the company? What is the right way for founders to do post-mortems on won and lost deals? What is the right way to structure their sales pipeline? Who should be involved in analysing this data? What can be done to incentivize sales to be accurate in their sales data?
  • Why does Michael believe that most sales meetings are unproductive? What is the right way to structure your sales meeting? Who should be brought into the meeting other than the sales team? How does Michael advise sales reps to maintain customer relationships post-sale? Where do many go wrong here? 

Michael’s 60 Second SaaStr:

  1. What would Michael most like to change about the world of SaaS?
  2. What is the hardest element of Michael’s role today with mParticle?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Michael Katz

Jun 02 2020

29mins

Play

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

Podcast cover
Read more

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 bedrock of SaaS.

Hear how Slack CEO, Stewart Butterfield, is adapting to change and his advice on how to take care of your team and customers. 

May 28 2020

25mins

Play

SaaStr 337: Scaling A SaaS Business Within A Non-SaaS Business, What CIOs Want To See In Pricing Models and What Great Change Management Looks Like with Head of America's for Facebook's Workplace, Christine Trodella

Podcast cover
Read more

Christine Trodella is Head of Americas for Facebook’s Workplace product, the communication tool that connects everyone in your company, through Groups, Chat, Rooms and Live video broadcasting. Prior to Workplace, Christine was Head of America’s for Facebook’s Audience Network and before that spent 5 years as a Group Director across multiple different sales and account teams within Facebook’s mid-market channel. Before Facebook, Christine was an Executive Director @ WebMD and before that spent close to 3 years in media sales at Yahoo. 

 In Today’s Episode We Discuss:

  • How Christine made her way into the world of SaaS as part of a non-SaaS company and how that led to her leading Americas for Workplace by Facebook?
  • What have been the biggest benefits of scaling a SaaS company within a non-SaaS company? What are the biggest challenges or misalignments of scaling Workplace within Facebook? What have been some of the core and early mistakes the team made in their strategy to build out the Workplace sales and marketing machine? 
  • What have been Christine’s biggest lessons on what it takes to sell really effectively to some of the largest enterprises in the world? What do CIOs most want in pricing? How does Christine think about the pricing problem of having a variable pricing mechanism without disincentivizing usage? How does Christine think about and approach discounting?
  • Does Christine believe remote is the new normal? What really interesting data have Christine and the Workplace team seen since the world has move to work from home? How has behaviour changed on the platform with the rise of remote work? 

Christine’s 60 Second SaaStr:

  1. What would Christine most like to change in the world of SaaS?
  2. When I say success, who is the first person that comes to Christine’s mind?
  3. What is the biggest challenge of Christine’s role within FB today?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Christine Trodella

Lower your burn by leveraging AI to claim R&D tax credits for a flat fee. Cash on hand is more important than ever, CrossBorder Solutions helps you keep more of your money. See why AI is the rational choice, request a demo today. [crossborder.ai/20]

May 26 2020

25mins

Play

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

Podcast cover
Read more

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 uncertain times. Adnan Chaudhry, SVP of Sales at Salesforce then provides actionable takeaways on how to refocus your sales teams, engage with customers, adjust your sales comp and how you can properly forecast in today's new landscape.

May 21 2020

24mins

Play

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

Podcast cover
Read more

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 platform, building products that brands use to build, grow and manage their community event programs, both virtual and IRL for companies like Slack, Twitch, Salesforce, Atlassian, and Duolingo. Prior to CMX, David founded 2 prior startups centred around different forms of community building and before that was Community Manager in the early days of LeWeb the largest tech/startup conference in Europe.

 In Today’s Episode We Discuss:

  • How David made his way into the world of SaaS and came to found CMX? Why David believes that community is so central for all SaaS companies today?
  • How does David advise teams on expectation setting around virtual events? How ambitious should they be? What big mistakes does David often see in the early days of the planning? How does this differ if you have an existing cohort of users vs are starting new with no audience?  
  • How dependent is the success of the community on the platform it is hosted on? What is the ideal size for Slack, Telegram and Whatsapp communities? Should the host seed the discussion or allow it to be natural? How important is it to establish a handbook of expected actions and behaviours? Should you cull members who are inactive? 
  • What does David believe separates good from great when it comes to discussion groups? What innovative strategies has David seen work when it comes to bringing a virtual event to life? What is the right amount of people in that discussion group? What is the core role of the moderator for the group?

David’s 60 Second SaaStr:

  1. Biggest misconception around virtual events?
  2. Virtual events: Permanent tide change or purely in the COVID world?
  3. What has been David’s favourite virtual event? Why?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

David Spinks

Lower your burn by leveraging AI to claim R&D tax credits for a flat fee. Cash on hand is more important than ever, CrossBorder Solutions helps you keep more of your money. See why AI is the rational choice, request a demo today. [crossborder.ai/20]

May 19 2020

35mins

Play

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

Podcast cover
Read more

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 secure, fast, and reliable, with a market cap of more than $6B. Despite the challenges of uncertainty, money not flowing, and a generally dark mood, she was able to do it and learned a lot along the way. In this talk, Michelle will share how she made her business idea come to life and some lessons learned that can help other entrepreneurs—from solving a real, meaningful problem, to communicating in a crisis, prioritizing when there's a true lack of resources, and more.

May 14 2020

21mins

Play

SaaStr 333: How To Create and Structure Your Customer Success Strategy, How Customer Success Teams Can Build Relationships of Trust with Customers and How Maslow's Hierarchy of Needs Drives Customer Success Roadmaps with Bridget Gleason, Head of Sales & C

Podcast cover
Read more

Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Tidelift has raised over $40M from some of the best in the business including Foundry Group and General Catalyst. As for Bridget, she has the most incredible track record. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. Prior to SumoLogic, Bridget was VP of Sales @ YesWare where she increased MRR per rep by 450%. Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles.

 In Today’s Episode We Discuss:

  • How Bridget made her way into the world of SaaS and Sales and came to be Head of both Sales and Customer Success at Tidelift?
  • Why does Bridget believe the best starting point for customer success is “company culture and value”? How does company culture impact the quality of customer success? In practice, what can one do to improve it? Who has done this well? How does value drive customer success forward? 
  • How does Bridget think Maslow's Hierarchy of Needs drives the roadmap for customer success? What core elements does it change? Where do most teams go wrong in implementing the role out of their CS strategy? When should one hire their first CS rep? What should that hire look like from an experience perspective?
  • How does Bridget advise her CS reps the best ways for them to build trust with their clients? What works? What does not work? Does Bridget believe CS teams should be involved in the upsell process? Does that endanger the element of trust?

Bridget’s 60 Second SaaStr:

  1. What does Bridget know now that she wishes she had known when she entered the world of SaaS?
  2. What would bridget most like to change about the world of SaaS today?
  3. What is the most challenging element of Bridget’s role with Tidelift?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Bridget Gleason

Lower your burn by leveraging AI to claim R&D tax credits for a flat fee. Cash on hand is more important than ever, CrossBorder Solutions helps you keep more of your money. See why AI is the rational choice, request a demo today. [crossborder.ai/20]

May 11 2020

37mins

Play

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

Podcast cover
Read more

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, marketing, product development and more.

May 07 2020

22mins

Play

SaaStr 331: The Right Way To Structure Enterprise Pipeline Reviews, How COVID Is Impacting New Enterprise Deals, How SaaS Companies Can Not Only Decrease Churn But Increase Upsell Today with Jessica Lin, Co-Founder @ Work-Bench

Podcast cover
Read more

Jessica Lin is a Co-Founder and General Partner @ Work-Bench, one of New York’s leading early-stage enterprise funds with a portfolio including the likes of Cockroach Labs, X.ai, Dialpad, VTS and Catalyst to name a few. Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. Jessica is actively involved with the education and workforce development community in New York City and as chair of the Industry Advisory Board at Opportunities for a Better Tomorrow.

 In Today’s Episode We Discuss:

  • How Jessica made her way from learning Swahili into the world of enterprise and into the world of venture with the founding of Work-Bench?
  • How should founders expect to see their new business pipe be impacted by COVID? What does Jessica believe is the right way to do proper pipe reviews? What specific elements does Jessica really double click on in reviews? Where does Jessica find managers and founders do pipe reviews wrong?
  • What does Jessica believe is the right way for sales reps to engage with new customers during this time? What is the right tone to adopt that achieves both empathy and a business objective? How should sales teams and CS respond to requests for discounts? What should be the compromise with discounts? 
  • What specific and deliberate things can startups do not just to prevent churn but also to increase usage and upsell? Does Jessica agree with the rule of thumb that in enterprise, on an annual basis, 95% of your customers should retain? What other strategies has Jessica seen work really well for retention?

Jessica’s 60 Second SaaStr:

  1. What would Jessica most like to change about the world of SaaS?
  2. What is the hardest element of Jessica’s role today with Work-Bench?
  3. The NYC ecosystem, pros and cons?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Jessica Lin 

Lower your burn by leveraging AI to claim R&D tax credits for a flat fee. Cash on hand is more important than ever, CrossBorder Solutions helps you keep more of your money. See why AI is the rational choice, request a demo today. [crossborder.ai/20]

May 06 2020

29mins

Play

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

Podcast cover
Read more

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 impact for the business. Join TripActions CMO Meagen Eisenberg at SaaStr Summit as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis.

Apr 30 2020

32mins

Play

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

Podcast cover
Read more

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 funds and he has backed some of the best of the last decade including Poshmark, Lyft, Hashicorp, CloudGenix and more. During his career Navin has invested in 50 companies, 17 have gone public, 20 have been acquired. Prior to VC, Navin was an entrepreneur where he co-founded or led 3 startups, all of which had successful exits with one being acquired by Microsoft. 

 In Today’s Episode We Discuss:

  • How did Navin make his way into the world of venture from successfully founding and exiting 3 businesses? What made him take the jump into investing full-time from being an EiR?
  • How does Navin expect the B2B landscape to be impacted by COVID-19? How does Navin advise B2B founders to think about how renewals will be impacted? How does Navin advise founders to think through how to approach the topic of discounting with their customers? In what situations does Navin agree to provide discounts to customers?
  • How does Navin foresee the B2C landscape to be impacted? How does Navin advise founders to think through the level of aggression with which they pursue traditional marketing channels, now with much lower CACs? Will these CACs remain low priced? How does Navin expect company pricing to change over the next few months?
  • How has Navin seen himself evolve and change as a board member over the last decade? What have been his major moments of learning? What advice would he give to new board members joining their first boards? What can board members do to build a relationship of trust and intimacy with their founders? What works? What does not?

Navin’s 60 Second SaaStr:

  1. What does Navin know now that he wishes he had known when he entered the world of venture with Mayfield in 2004?
  2. What is the hardest element of Navin’s role with Mayfield today?
  3. What would Navin most like to change about the world of venture? Why?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Navin Chaddha

Apr 29 2020

24mins

Play

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

Podcast cover
Read more

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 SMBs in particular. They have almost 2,500 customers in segments both struggling (fashion, luxury), and growing (electronics, etc.). They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough.

Apr 23 2020

22mins

Play

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

Podcast cover
Read more

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, Greylock and IVP to name a few. As for John, prior to Domo he served as vice president for strategy and business operations for Adobe’s Digital Experience business, driving more than $3 billion in annual revenue. John joined Adobe through the company’s acquisition of Omniture in 2009, where he served as executive vice president of marketing, driving all marketing efforts to strategically advance the industry’s largest standalone web analytics business.

 In Today’s Episode We Discuss:

  • How did John make his way into the world of SaaS over 2 decades ago and how did that lead to his running a $3Bn ARR business line at Adobe and lead to his joining Domo? What were John’s biggest takeaways from his decade at Adobe?
  • Why does John believe that COVID will be a bigger accelerant than any other C-level led initiative? For vendors going through that digital transformation with their customers, what is the right tone to adopt that is both empathetic and achieves business objectives? Is digital transformation a technology challenge or a behavioural challenge?
  • How will a 100% virtual event environment impact physical events when and if they do come back? What were John’s biggest takeaways from running Domo’s annual event virtually? What worked? What did not work? On a conversion basis, how did it compare to in-person events? How should we structure content for these virtual events?
  • How does John think about the role of leadership in a crisis such as this? What is the right tone for the leader to adopt? Where does John believe many leadership teams go wrong in times such as this? How can leadership teams ensure that a crisis is not self-fulfilling and how can one prevent that mindset?      

John’s 60 Second SaaStr:

  1. What does John know now that he wishes he had known when he entered the world of SaaS?
  2. What is the optimal relationship between the CEO and Chief Strategy Officer?
  3. What would John most like to change about the world of SaaS 

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

John Mellor

Apr 21 2020

32mins

Play

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

Podcast cover
Read more

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

Apr 16 2020

23mins

Play

SaaStr 325: How Marketing Teams Can Replace The Leads Lost From Events in A COVID World & The Right Tone To Adopt With Clients That Is Caring and Achieves Business Objectives with Carolyn Guss, VP Corporate Marketing @ PagerDuty

Podcast cover
Read more

Carolyn Guss is VP of Corporate Marketing @ PagerDuty, the company keeping your digital operations running perfectly with their real-time operations platform. Prior to their IPO in April 2019, PagerDuty had raised funding from some of the best in the business including a16, Bessemer, Meritech, Harrison Metal and Elad Gil to name a few. As for Carolyn, prior to joining PagerDuty she spent 5 years as the GM of Method Communications San Francisco Office and before that spent time on the other side of the pond with a close to 7-year stint at Orange as Head of Corporate PR and Head of US Communications.

 In Today’s Episode We Discuss:

  • How Carolyn made her way across the pond from Head of US Communications at Orange to GM of Method in SF to then playing a key role in the marketing team at PagerDuty?
  • How does Carolyn think startups and larger companies can replace the leads that are lost from having no events in a COVID world? How are PagerDuty shifting their strategy? How does PagerDuty think about brand marketing? Does it have to be tied to a number directly tied to revenue? What are the challenges with brand marketing?
  • What does Carolyn believe is the right tone to approach customers within this time? How can one be supportive but also drive towards business objectives? In terms of tone, what is the right tone to approach the broader team with? How does PagerDuty gain a sense of company morale at scale? What tools do they use?   
  • How does Carolyn think about the benefits of transparency both with employees and with customers? Is there an extent to the benefits of transparency? Can one ever been too transparent? How does one think about this in a very corporate perspective with PagerDuty now being a public company?      

Carolyn’s 60 Second SaaStr:

  1. What does Carolyn know now that she wishes she had known at the beginning of her time in marketing?
  2. Hardest element of her role with PagerDuty today?
  3. Who is killing it in the world of SaaS marketing? Why? 

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Carolyn Guss

Apr 14 2020

29mins

Play

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

Podcast cover
Read more

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.

Apr 09 2020

39mins

Play

SaaStr 323: The Core Challenges in Moving To Remote Work Overnight, What Does Great Change Management Look Like & The Optimal Position For Customer Success In The Organisation with Bhavin Shah, Founder & CEO @ Moveworks

Podcast cover
Read more

Bhavin Shah is the Founder & CEO @ Moveworks, the cloud-based AI platform, purpose-built for large enterprises, that resolves employees' IT support issues⁠—instantly and automatically. To date Bhavin has raised over $108M with Moveworks from the likes of Mamoon Hamid @ Kleiner Perkins, Arij Janmohamed @ Lightspeed, Bain Capital, Sapphire Ventures and ICONIQ. Prior to Moveworks, Bhavin was the Founder and CEO @ Refresh which was later acquired by LinkedIn and then before that founded Gazillion Entertainment, a company he scaled to over 200 employees. 

 In Today’s Episode We Discuss:

  • How Bhavin made his way into the wonderful world of SaaS and came to found Moveworks?
  • What are the core challenges IT teams are facing as a result of the move to remote work? Where do many make mistakes here? What can one do from a structural perspective to set them up for success when moving to remote? 
  • What does great change management look like in Bhavin’s mind today? Where do so many go wrong here? How does this change in the world of remote? Who should be involved in executing on the change management plan?  
  • How does Bhavin think about the role of customer success today? Why does Bhavin believe that customer success and product should be in one org? How does Bhavin think about the interplay of marketing and customer success? Is marketing moving closer and closer to customer success with their content?      

Bhavin’s 60 Second SaaStr:

  1. What is the hardest element of Bhavin’s role with Moveworks today?
  2. Hardest role to hire for today? Why? 
  3. If Bhavin could change one thing in the world of SaaS today, what would it be?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Bhavin Shah

Apr 06 2020

31mins

Play

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

Podcast cover
Read more

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 involved, the reality of the journey is characterized by a series of obstacles that must be navigated. Fmr. Shasta Ventures Doug Pepper will share the key challenges that were overcome to allow Marketo to become a $5B SaaS Category Leader in Marketing Automation.

Apr 02 2020

22mins

Play

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

Podcast cover
Read more

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 Sequoia, Eric Yuan @ Zoom, Ryan and Jared Smith @ Qualtrics, Michael Cannon-Brookes and Jay Simmons @ Atlassian and Frederic Kerrest @ Okta to name a few. As for Anthony, prior to Front Anthony was the founding CMO at Gainsight where he and his team are credited with creating the Customer Success category. At Gainsight Anthony and the team developed a new playbook for B2B marketing that fueled the company’s growth from $0 to over $100M of ARR. If that was not enough, Anthony is also the author of Category Creation: How to Build a Brand that Customers, Employees, and Investors Will Love. The book debuted as a number one new release on Amazon.

In Today’s Episode We Discuss:

  • How Anthony made his way into the world of SaaS starting in the sales team at Box and how that led to his entering the world of marketing and creating the customer success category?
  • How does Anthony marketing playbook change when making the move from Gainsight with higher ACV’s and longer sales cycles to Front with lowers ACV’s and much higher volume? How does Anthony think about ABM today with Front given the lower ACVs? At what ticket size does ABM make sense?
  • How does Anthony feel about brand marketing? Why did Anthony and Front decide now was the right time to engage with billboards? How does Anthony think about data and tracking for brand marketing? Does Anthony believe that all marketing has to be tied to a number directly related to revenue?  
  • How does Anthony seeing a changing relationship between customer success and marketing? How is marketing being pushed further into the realms of CS? What is the optimal relationship between CS and marketing? How does this compare to the relationship of sales and marketing more traditionally?       

Anthony’s 60 Second SaaStr:

  1. What does Anthony know now that he wishes he had known at the beginning of his time in marketing?
  2. What is the hardest element of Anthony’s role with Front today?
  3. Who does Anthony think is killing it in the world of marketing today?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Anthony Kennada

Mar 30 2020

30mins

Play

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

Podcast cover
Read more

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 ’08-’09 downturn — just faster. Join Jason Lemkin, CEO and Founder of SaaStr, and Nick Mehta, CEO of Gainsight, as they take a look back at what happened to them as a SaaS vendor in ’08-’09, and what learnings you can leverage.

Mar 26 2020

33mins

Play

iTunes Ratings

106 Ratings
Average Ratings
87
9
4
2
4

WhoopSaaS, Inc.

By WhoopSaaS Community - May 01 2018
Read more
I don’t podcast often, but when I do, it’s SaaStr and Harry.

Fantastic content

By Steveo939 - Dec 07 2017
Read more
I’m thru the first 100 episodes, this is a must listen for anyone running a Saas business.