Cover image of The Official SaaStr Podcast: SaaS | Founders | Investors
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Rank #178 in Investing category

Business
Technology
Investing

The Official SaaStr Podcast: SaaS | Founders | Investors

Updated 10 days ago

Rank #178 in Investing category

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

105 Ratings
Average Ratings
87
9
3
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

105 Ratings
Average Ratings
87
9
3
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 May 28, 2020

The Best Episodes Ranked Using User Listens

Updated by OwlTail 10 days ago

Rank #1: 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

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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 in, with clients including Dropbox, Box, Marketo, Twilio and many more, John has amassed a wealth of knowledge and experience allowing him to provide the most proactive sales tips and strategies to optimise the sales process. If you have not checked out his blog, that really is a must and can be found here.

In Today’s Episode You Will Learn:

  • How did John make his way into the world of SaaS and more specifically sales optimisation?
  • What are the key points all reps must cover in their first calls with new leads? Why is expectation setting so crucial?
  • Why does John believe the best client to rep relationships are those that are equal? How can reps continue to provide value with every interaction?
  • In the case of leads going dark, how can sales reps engage with the lead to ensure conversion? What words must be avoided and how should this conversation be structured?
  • How can sales reps perfect the balance of being direct and being rude? How important is a summary email? What is the optimal structure and how should sales reps follow up on summary emails?

60 Second SaaStr

  1. The most common question asked to John by VPs of Sales?
  2. What are the benefits of Top Down prospecting?
  3. Do execs need structure?

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 Barrows

Jan 09 2017

30mins

Play

Rank #2: SaaStr 043: Why You Should Focus More On Upsell Than Customer Acquisition & Forget The MBA, Take A Psychology Degree with Kirsten Helvey, COO @ Cornerstone On Demand

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Today we bring you one of the highlights from SaaStr Annual 2016 with Jason Lemkin talking to Kirsten Helvey,  COO of Cornerstone Ondemand, a cloud-based learning and talent management solutions provider. in the episode Kirsten discusses her 11 years of experience with rising up in the ranks from employee #30 to her current position in the company, which is now 1500-strong, it is a phenomenal scaling story and so many insights nuggets of wisdom from Kirsten here.

In Today’s Episode You Will Learn:

Why you should always be thinking about building, no matter the scale?

Why we should all stop talking about company culture?

Why you should forget the MBA and take a psychology degree?

How to give direct and consistent feedback with employees in order to get the most out of them?

Why we should focus more on upsell and less on customer acquisition?

How to build, integrate and scale a customer success team into a 1,500 person organisation?

You can follow us on Twitter here:

Jul 29 2016

29mins

Play

Rank #3: Saastr 003: Scaling From A 50 to a 500 Person Company with Mark Geene, CEO @ Cloud Elements

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

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

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

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Ryan Fyfe is the Founder & CEO @ Humanity, the employee scheduling software that allows you to value your employees. Ryan has built Humanity to serve more than half a million users across 87 countries, with a team exceeding 100 people and continually growing across 3 continents. They have raised funding from our friends at Point Nine and a huge thank you to Christoph @ Point Nine for making the introduction today.

In Today’s Episode with Ryan We Discuss:

  • How did Ryan come to be founder and CEO at Humainty?
  • How does Ryan and Humanity use data to affect the marketing decisions they make with regards to customer acquisition?
  • How does Ryan look to integrate customer success into the pre-purchase period to facilitate adoption?
  • How does Ryan view free trials with Humanity? How do they A/B test free trials to optimise for conversion?
  • How can startups ensure efficient time to value in a trial period and what is the role of customer success in this?

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

Aug 19 2016

21mins

Play

Rank #7: SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth

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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 #8: 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

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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, ProfitLogic, to Oracle. At ProfitLogic, Scott saw the immense scaling of the company from its initial three founders to a 300 person global software and solutions business serving the retail industry. As a result, in 2005, Scott was named a winner of the Ernst & Young “Entrepreneur of the Year Award”.  Following the acquisition, Scott was Chairman of the Executive Advisory Board and VP of Marketing and Science for Oracle Retail.

In Today’s Episode You Will Learn:

  • How did Scott make the transition from building a 300 man SaaS startup, ProfitLogic to being a VC with Bain Capital Ventures?
  • What are the 3 fundamental ways SaaS has changed over the last decade? What does this mean for SaaS founders and investors today?
  • What is the single most important metric for Scott when evaluating a SaaS investment opportunity? Why is this and how has that thought process changed?
  • How can startups optimise for sales efficiency? Where does Scott see most startups make mistakes in this field?
  • When is the right time to hire your first customer success rep? Does it have to be embedded within the founding team? How can startups look to scale this and analyse risk over time?

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

Scott Friend

Apr 03 2017

20mins

Play

Rank #9: SaaStr 330: TripActions CMO Meagen Eisenberg on Making Trade-Offs In Marketing

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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

Rank #10: SaaStr 133: 3 Fundamentals SaaS Founders Have To Nail To Get To $30m+ ARR & What First Time SaaS Founders Can Do To Increase Their Chances of Product Market Fit

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Ashu Garg is a General Partner @ Foundation Capital whose portfolio includes the likes of Uber, Lending Club, Adroll and Netflix, just to name a few. As for Ashu, at Foundation he has led investments and naming just a few of them here, in the likes of Conviva, Localytics and TubeMogul, later going public in 2014. Prior to Foundation, Ashu was the General Manager for Microsoft’s online advertising business.

In Today’s Episode You Will Learn:

  • How Ashu made his way from completing to the Rubik's cube as a kid in 25 seconds to being a leading SaaS VC?
  • How does Ashu really define scaling a SaaS company? What does product market fit really look like with regards to ARR growth?
  • What are the 3 fundamentals that SaaS founders have to nail if they are to scale to $30m+ ARR? Why does Ashu believe it is so important to have a single insertion point? What does this mean for SaaS founders?
  • What does Ashu advise first time founders making their first foray into the world of SaaS? How should they think about obtaining and building an ecosystem of mentors? How should they manage weaknesses within their own skill sets? Does Ashu believe with Aaron Levie @ Box, “anyone can learn to be a great CEO”?
  • Where do technical founders most often struggle? What can be done to help them go from 0-1 on customer acquisition? Where do business led founders most often struggle? How must they think of the engineering element as a core part of the founding team?

60 Second SaaStr

  1. What does Ashu know now that he wishes he had known at the beginning?
  2. Chats: Fad in the enterprise or here to stay?
  3. Biggest inflection points and breaking points in SaaS company growth?

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

Ashu Garg

Jul 10 2017

24mins

Play

Rank #11: 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

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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 #12: 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

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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, Krux, MindMeld, Minted, Smartling, Tempered Networks, and Uplift. He also led IDG Ventures’ investments in multiple companies including Appboy, Datanyze, Indiegogo, Nuzzel, The League and many more incredible companies. Previously, he was a General Partner at Sprout Group, where he was head of the Internet and Software group. Huge thanks to the team @ Sapphire Ventures for the intro to Alex today.

In Today’s Episode You Will Learn:

  • How did Alex make his way into the world of SaaS investing and come to be Managing Director @ IDG?
  • SaaS businesses can be massively affected by changes in a few very small data points. So what would you say is one of the single most important metric points?
  • What is a booking?  How should we break it down into the 3 different MRRs? What element of those metrics do you want to see growing?
  • How important a role does unit economics play? What are the couple of forms: customer + sales person? How much ARR should a good sales rep add to in ARR in relation to comp?
  • What is negative churn? How can you take a customer you have already sold and make more money from them? Upsell or cross-sell? What does this to the pricing axis? Why do you want more than 1 axis?

60 Second SaaStr

  1. What does Alex know now that he wishes he had known in the beginning?
  2. What are the greenfield opportunities in SaaS for Alex?
  3. What is Alex’s 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 Rosen

Mar 20 2017

32mins

Play

Rank #13: 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

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

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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, Accel and Insight Venture Partners having raised a $150m Series B in 2014. As for Ryan, there are many awesome things, first, he has built Qualtrics from Utah allowing him to gain perspective outside of the traditional tech bubbles, second, he held off on attain VC funding for many years despite the common belief that it is necessary for unicorn growth and finally he has the most incredible work life balance I have seen and if you have not already you must check out this piece on him in Forbes, it really is a must.

In Today’s Episode You Will Learn:

1.) How Ryan made his way into startups and came to found Qualtrics?

2.) Sequoia’s Bryan Schreier states that Ryan’s success is due to running the company on ‘first business principles’. What does he mean by this? How does this affect the way Ryan runs Qualtrics?

3.) Why did Ryan decide to bootstrap the company for such a long time with the likes of Accel and Sequoia looking to invest? What are the benefits of retaining such control? What are the financial requirements to do so?

4.) What makes the best CEO’s? How do they view the internal structure of the company? How do they perceive their role? How do they manage their day and optimise their time?

5.) How does Ryan look to instill ‘radical transparency’ in the organisation? What are the benefits of doing so? Can an organisation ever be too transparent? What are the challenges of such transparency?

Dec 16 2016

26mins

Play

Rank #15: Saastr 015: Nicolas Dessaigne @ Algolia on Prioritising Company Culture and Empowering Your Team To Be Owners

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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 #16: 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

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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 including our friends and former guests of The Twenty Minute VC including Pejman Nozad, Alexis and Garry @ Initialized, Josh Reeves at Gusto, Redpoint and more incredible investors. As for Matin, prior to Heap Matin was a product manager at Facebook and spent time at both Google and Mozilla. I would like to say a big thank you to Jason Lemkin for the intro today.

In Today’s Episode You Will Learn:

  • How did Matin make his way into the world of SaaS having been at Facebook and Google?
  • What were Matin’s biggest takeaways from seeing how Facebook operate? What were the pros and cons of their operations? How has this influenced how he builds Heap today?
  • Why does Matin believe that you should always sell your product before it is done being built? What benefits does this have in terms of pricing and iteration? What are the dangers of asking for payment upfront?
  • Why does Matin think it is crucial to hire your customer success team before your sales team? How do customer success drive customer acquisition?
  • What does Matin mean when he says that “product organisation fit” is so important? How can startups determine the fit? What can be done to optimise this?

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

Matin Movasatte

Mar 10 2017

22mins

Play

Rank #17: 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

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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

Rank #18: SaaStr 132: Why The 1 Metric You Have To Know Is "Magic Number", Why Measuring The "Time To Money Is Crucial" & Why You Must Switch From Metrics to KPIs with Kurt Bilafer, CRO @ WePay

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Kurt Bilafer is the CRO @ WePay, the most complete payments solution for platforms. To date, they have raised close to $75m in VC funding from some of the best in the business including Max Levchin and August Capital just to name a few. As for Kurt himself, prior to WePay he has had experience both in startups and large corporations with his founding of Pilot Software, sold to SAP in 2007, where he spent a further 7 years holding titles such as a Global Vice President of Sales and Director of Strategic Accounts.

In Today’s Episode You Will Learn:

  • How did Kurt make his way into the world of SaaS? What were Kurt’s big takeaways from seeing the internal machinations of SAP?
  • What is the one metric that guides Kurt’s thinking? How can you calculate your “magic number” for your business? Why must SaaS founders switch from activity based metrics to KPI’s?
  • How does Kurt assess scalability and repeatability of revenues? What is a reasonable ratio for sales and marketing expense to revenue?
  • Why should SaaS founders focus on the LPI of “time to money”. How can they look to optimize this? How has Kurt seen the enterprise sales cycles change since his time with SAP?
  • How does Kurt assess conflict within the sales and marketing teams and customer success and product teams? How can managers look to implement an element of prioritization into what sales teams submit to product teams?

60 Second SaaStr

  1. What does Kurt know now that he wishes he had known at the beginning?
  2. What is the worst piece of SaaS advice that Kurt commonly hears being given out?
  3. What should one look for in their VP of Sales?
  4. What mistake does Kurt see most in 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

Kurt Bilafer

Jul 03 2017

28mins

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Rank #19: SaaStr 204: 2018's Most Downloaded Episode, Claire Hughes Johnson, COO @ Stripe

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Claire Hughes Johnson, COO @ Stripe the new standard in online payments that handles billions of dollars of business every year for forward thinking businesses around the world. To date, Stripe has raised over $680m in funding from some of the very best in the business including Sequoia, Founders Fund, General Catalyst, Thrive, CapitalG, Kleiner Perkins and Tiger Global. As for Claire, prior to Stripe she spent over 10 years at Google in a range of different roles from VP of Google's self-driving car division to VP of Global Online Sales to VP of Google Offers. At Stripe, Claire has helped take Stripe global in February 2016 with the launch of Atlas, a toolkit that enables any business, anywhere in the world, to incorporate in the United States. If that was not enough, Claire is also a Board Member @ Hallmark Cards.

In Today’s Episode We Discuss:

  • How Claire made her way into the world of SaaS with Stripe following her leading of Google’s self-driving car division?
  • What does Claire mean when she discusses “founding documents”? What is the right way to go about creating them? What element do they need to contain? How can one optimise internal decision-making process with these documents? What question must one always try and ask when making big decisions?
  • How does Claire define a truly special COO? What does that truly great look like? When is the right time for founders to hire that COO? Where do the majority of people go wrong in their assessment of when and what they need in a COO? What is the optimal relationship one can have between CEO and COO?
  • How does Claire think about what Stripe have done right to hire so effectively at scale? What does it take in terms of benchmarks and standards to do so? What does Claire mean when she says you have to step function up your capabilities with scale? What are the core challenges in hiring at scale?  

Claire’s 60 Second SaaStr:

  1. What would Claire say are her biggest strengths and weaknesses?
  2. What does Claire know now that she wishes she had known at the beginning?
  3. A moment in Claire’s life that has served as an inflection point and changed the way she thinks?

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

Claire Hughes Johnson

Dec 10 2018

33mins

Play

Rank #20: SaaStr 168: Why 70% of Startup's VPs of Sales Fail, How and When To Hire Your First VP of Sales & The One Question That You Must Always Ask VP of Sales Candidates with Ryan Williams, Founder @ SalesCollider

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Ryan Williams is the Founder @ SalesCollider, the organisation that helps technical founders jumpstart sales. Ryan got his start as the first sales manager at Adroll where he grew the team from 3 to 32 reps in just 8 months, a team that was responsible for ARR growing from $4m to $58m in under 2 years. Ryan then became an advisor to the early team at InVision where he coached both CEO and sales reps to close the first dozen enterprise deals. Then his last stop before founding SalesCollider was as VP of Sales at LeadGenius where he grew enterprise sales by over 400% and added clients such as Ebay, IBM and Google, just to name a few. Ryan is also an Entrepreneur in Residence @ 500 Startups and a Mentor with First Round Capital.

In Today’s Episode You Will Learn:

  • How Ryan made his way into the world of sales as first sales manager at Adroll and how that led to advising the CEO of InVision on gaining their first enterprise clients?
  • 70% of VPs of Sales fail when they join early stage startups, why is this? How can founders know when is the right time to bring in their first VP of Sales? What can they do to maximise the chances of success when bringing them into the organisation?
  • What is the right profile type for the first VP of Sales? What are the core foundations to assessing the strength of the VP in the interview, especially for engineering minded founders? What is the one question that Ryan loves to ask potential sales candidates? What answer does he look for?
  • Does Ryan agree with a recent guest, “discounting is now table stakes”? Where do most early stage startups go wrong when thinking about discounts? What framework must startups utilise to analyse the right discount to offer? Why must they know the internal value they are providing to their customer in such a detailed way when discounting?

60 Second SaaStr

  1. What does Ryan know now that he wishes he had known at the beginning?
  2. SDR’s are the most important function in sales, agree or disagree?
  3. Sales rep productivity, what is good and what is bad?

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

Ryan Williams

Mar 26 2018

29mins

Play