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The Official SaaStr Podcast: SaaS | Founders | Investors

The Official SaaStr Podcast is the latest and greatest from the world of SaaStr, interviewing the most prominent operators and investors to discover their tips, tactics and strategies to attain success in the fiercely competitive world of SaaS. On the side of the operators, we center around getting from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.

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SaaStr 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

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 Aaron’s favourite SaaS reading material? What will it take for Box to be 10x from here? What does Aaron know now that he wishes he had known in the beginning? 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

23mins

27 Feb 2017

Rank #1

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

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: What lesson has Mark learnt recently that changes the way he works? Mark's favourite SaaS resource? 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: Jason Lemkin Harry Stebbings Saastr Mark Geene

26mins

2 Mar 2016

Rank #2

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

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: Which pubic markets SaaS company does Russ most respect? Russ' favourite SaaS resource? 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: Jason Lemkin Harry Stebbings Saastr Russ Fujioka

27mins

21 Mar 2016

Rank #3

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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

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 Biggest advice to SaaS founders? Fave SaaS reading material? 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

21mins

19 Sep 2016

Rank #4

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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

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 What does Chad know now that he wish he had known at the beginning? What is Chad’s favourite reading material? 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

23mins

5 Sep 2016

Rank #5

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

Joining us today on The Official Saastr Podcast is LauraBehrens Wu, Laura is the Founder & CEO @ Shippo, the API anddashboard for all your shipping needs. They have raised from the likes of SoftTech,500Startups, SLow Ventures and many more incredible investors. Intoday's show with Laura we discuss: Whatare API’s and what do they allow us to do? WithAPI’s developer adoption is crucial, what has worked for Laura interms of finding developers, onboarding them and ensuring developerretention? Howmuch of a role does content marketing and education play in acomplex product and tech stack, like Shippo? What strategies havebeen the most successful in educating potentialclients? Whydoes Laura believe transparent pricing is so fundamental? How doesLaura harness the freemium model while attempting to onboard largecorporate clients Whatdo the next 20 years hold for Shippo? What will it take to reachthe milestones? In a round we call the60 Second Saastr,we also hear: Mostchallenging element of building Shippo? Biggest advice to SMB’s on shippingoptions? Thefundraising process: What was it like? If you would like to find outmore about the show and the guests presented you can follow us onTwitter here: JasonLemkin Harry Stebbings Saastr Laura Behrens Wu

21mins

29 Apr 2016

Rank #6

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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

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 How employers can ensure new employees have an amazing first day? What does Josh know now that he wishes he had known when he started? 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

23mins

21 Oct 2016

Rank #7

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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

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 What is Dan’s fave SaaS reading material? What does Dan know now that he wishes he had known at the beginning? 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

25mins

24 Mar 2017

Rank #8

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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

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 What does Dave know now which he wishes he had known at the beginning? What is the 90 day rule? Why is it important? 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

31mins

11 Sep 2017

Rank #9

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

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

46mins

18 Dec 2017

Rank #10

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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

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

28mins

24 Feb 2017

Rank #11

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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

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: What does Sara know now that she wishes she had known at the beginning? Who is crushing it in the world of SaaS marketing today? What is the most common reason for the breakdown of an efficient funnel? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Sara Varni

26mins

17 Jun 2019

Rank #12

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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

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 Greenfield opportunity in SaaS? Biggest advice to startup founders in SaaS? 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

24mins

2 Sep 2016

Rank #13

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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

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 How important is it for SaaS startups to be in SF? What does Alex know now that he wishes he had known when he started? Biggest mentor to Alex and how it came about? 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

17mins

19 Dec 2016

Rank #14

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

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: Hiring Your First VP of Sales: When and What Questions To Ask? Nicolas' favourite SaaS resource? 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: Jason Lemkin Harry Stebbings Saastr Nicolas Dessaigne

21mins

22 Apr 2016

Rank #15

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

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

30mins

28 Mar 2019

Rank #16

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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

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? A moment in Chetan’s life that has changed the way he thinks about the world? Fave SaaS reading material? What does Chetan know now that he wishes he had known at the beginning? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Chetan Puttagunta

26mins

16 Apr 2018

Rank #17

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SaaStr 297: Why Channel Partnerships Can Be The Biggest Accelerant To Your Business, How To Hire for Channel Partnerships and The Biggest Mistakes SaaS Founders Make In The Early Days with Bob Moore, Founder & CEO @ Crossbeam

Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. To date Bob has raised over $15m with Crossbeam from friends of the show including Andy @ Uncork, Matt @ Firstmark, Bill @ First Round and Matt @ Salesforce Ventures, to name a few. Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016.  In Today’s Episode We Discuss: How Bob made his way into the world of SaaS and came to found Crossbeam? As an entrepreneur, Bob has previously said, “no one is coming to save you”. What did he mean by this? What were the core mistakes that he made with RJ Metrics? Is it the responsibility of the board to course correct at this early stage? How does Bob determine whether to be visionary and determined vs realising when something is not working? Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Why is this? What are the drivers of it’s death? How important is it to own the entire customer journey? At what scale does that become impossible? In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it?  How does Bob think about when is the right time to hire a Head of Partnerships? In the early days, partnerships can be a distraction, how does Bob determine between right and wrong when determining whether to engage in a partnership? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves?  Bob’s 60 Second SaaStr: What is the hardest element of Bob’s role with Crossbeam today? What does Bob believe that most around him disbelieve? What does Bob know now that he wishes he had known at the beginning? Read the transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Bob Moore Did you know that if your network goes down it can cost you on average $5,600/minute? What if I also told you, you could have 100% confidence that your business data is secure and allow for  new employees to be on-boarded with ease and offboarded securely in a few short clicks. Your employees automatically have the right applications installed with the right permissions and joy of joys, you never hear about printer issues. Plus it’s all done through a first of its kind IT platform called Electric, delivering enterprise-grade IT support previously not available to small and medium-sized businesses at a fraction of the cost. So whether you have IT in-house or no IT at all, Electric solve it at lightning-fast speed either remotely or sending a certified partner to you. So if you’re interested in deploying world-class IT which keeps your employees productive and data secure visit: www.electric.ai/saastr

35mins

6 Jan 2020

Rank #18

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

David Thompson is CMO at Domo, the company that allows customers to turn data into opportunities. David is a highly accomplished branding expert and recognized leader in demand generation, having served as longtime CMO of WebEx, where he named the company, helped create the cloud-based conferencing category and positioned the company for its IPO and subsequent buyout by Cisco. He also co-founded and served as chief executive officer of Genius.com, a leading SaaS marketing automation company, and he launched the Sales 2.0 Conference. In Today’s Episode You Will Learn: How did David make his way into the world of tech and SaaS pre-bubble? How did the bubble affect how David approached company building going forward? What should all SaaS startups consider pre spending big on marketing? What should their core gating factors be? Is it always right to have an internal marketing team? What are the must haves and the nice to haves in B2B marketing? Why is Facebook a must have or business branding today? How can businesses accurately measure the success of their marketing and branding efforts? Is it all about revenue or is there external reputation metrics to consider? On the whole, would David consider successful B2B branding closer to consumer or closer to enterprise marketing? What do the best in the enterprise class do? 60 Second SaaStr What are David’s favourite marketing tools? If David could recommend one book to SaaS founders what would it be? With the martech explosion: are we entering a world of consolidation? 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 Thompson

23mins

18 Nov 2016

Rank #19

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

Matthew Bellows is the Founder @ Yesware and a specialist in helping sales people close more deals faster. Yesware serves more than 750,000 salespeople at companies like IBM, Groupon, Salesforce, Twilio, Yelp, VMWare, and Zendesk. Prior to Yesware, Matthew was the VP of Sales at Vivox. Before that, he was GM at Floodgate (acquired by Zynga) and Founder/CEO of WGR Media (acquired by CNET Networks). In Today’s Episode with Matthew We Discuss: How Matthew came to be Founder and CEO @ Yesware? What was the a-ha moment for him? Whether sales is an art or a science and what makes Matthew feel this way? Why all founders should do sales until $1m ARR? What were Matt’s personal learnings from scaling the sales team with Yesware? Why a CEO cannot also be a VP of Sales? When is the right time to hire an exec to run the sales team and begin sales specialisation? How Matthew approaches the hiring process? What is the best way to receive high quality candidates? What does his interview process look like? With the array of data on sales activity how can managers balance management with micro-management? What are the inherent problems? 60 Second SaaStr: If Matthew could do the process again, what would he redo? How does Matthew deal with rejection in business and sales? Strategies to optimise email open rates? 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 Matthew Bellows

21mins

22 Aug 2016

Rank #20