The Official SaaStr Podcast: SaaS | Founders | Investors

Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. To date, they have raised over $73M from some of the best in the business including Sequoia, Kleiner Perkins, General Catalyst and Point Nine to name a few. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader. Before Quip, Sam spent an incredible 3 years at Dropbox where he was the first enterprise sales rep in the entire company. In Today's Episode We Discuss: How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom? What was Sam's biggest lesson from scaling the sales team at Dropbox? How did his 4 years at Salesforce change his operating mentality? Thinking of Dropbox, how does Sam justify the role of sales in a world of product-led growth? How do product and sales work together most efficiently? What can one do to structure that relationship? Does Sam agree that the founder is the one who has to create the sales playbook? When is the right time to hire the first sales rep? Should you hire 2 at a time? What does one look for in their first sales hire? What measurements should be used to determine their success? How does this change when selling to SMBs vs enterprise? How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? How should the success of marketing be measured? Does it have to be tied to a number related to revenue? Sam's 60 Second SaaStr: Biggest challenge of Sam's role with Loom today? What would Sam most like to change in the world of SaaS? What is Sam's biggest weakness as a sales leader? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-403-with-loom-vp-of-sales-sam-taylor/ 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

Marten Mickos, CEO of HackerOne, explains their innovative approach of packaging customer value derived from a variety of activities into an annually recurring subscription offering that delivers outstanding value to customers while simplifying the buying process and the customer journey. This episode is an excerpt of Mårten's session at SaaStr @ Home 2020. You can view the full video here: https://youtu.be/GAw4vKbMevk Full transcript: https://www.saastr.com/saastr-podcast-402-with-hackerone-ceo-marten-mickos-customers-want-value-simplicity-the-must-haves-to-deliver/ Want to see why Adobe, Salesforce, and Marketo use Outgrow? Try building quizzes, ROI calculators, and assessments on Outgrow. Find out how you can build these tools with Outgrow's powerful builder, learn more at outgrow.co/saas. If you don't have a SOC 2 report, you aren't going to be able to sell to major customers. Secureframe helps startups get and maintain software compliance in as little as two weeks. Join companies like Stream, Hasura, Benepass, and unlock more sales with Secureframe. SaaStr listeners get 10% off at secureframe.com/saastr.

In this session, you will learn how to make the Freemium model work while also incorporating the traditional sales-driven strategy. Olof Mathe will share how the two strategies can blend together and specific lessons he has learned from his experience. Full video: https://youtu.be/9dIaJpuBCU4 Transcript: https://www.saastr.com/saastr-podcast-401-with-mixmax-ceo-olof-mathe-the-secrets-to-doing-freemium-and-sales-driven-sales-at-the-same-time/ Bandwidth makes it easy to add enterprise-grade voice calling, text messaging, and emergency calling to your platform, all backed by the power of a fully owned and operated tier-one carrier network that gives you direct-to-carrier pricing with better quality control and insights that other API providers can't. See why the biggest brands in the world rely on Bandwidth, and sign up for a free trial at bandwidth.com/SaaStr. Dell for Entrepreneurs is here to help your business scale faster through technology. Reach out to startups@dell.com for a free IT consultation. From laptops, desktops to servers and cloud, Dell Technologies is there for you.

In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Ben Hindman, Co-Founder & CEO at Splash to talk about the future of digital events. This interview was part of Splash's Boom, a video series about the innovation explosion in events and the tech stack. Podcast transcript: https://www.saastr.com/saastr-podcast-400-with-splash-ceo-ben-hindman-and-saastr-ceo-jason-lemkin-the-future-of-digital-events/

Building the world's largest and most trusted software developer and technologist community and going from 0 to 120 million users happened rapidly for Stack Overflow. Hear four steps from its CEO, Prashanth Chandrasekar, on how your product-led startup can grow its community and its revenue. Video and blog post: https://www.saastr.com/four-steps-to-scaling-to-250m-from-stack-overflow/

Rob Gonzalez, Co-founder and CMO of Salsify, shares insights from his journey in the SaaS world, emphasizing the importance of timing and experience for founders. He discusses how to navigate customer segmentation and identifies when to turn down clients. Rob delves into effective pricing strategies that promote upselling and expansion, highlighting the need for a frictionless initial experience. Additionally, he talks about the right ways to implement and onboard partner programs, and the crucial elements of successful change management in e-commerce.

In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Michael Pryor, the Co-Founder of Trello to talk about going upmarket, and how things have changed in the last decade as Trello crosses 50M+ users. Video and blog post: https://www.saastr.com/going-upmarket-and-how-things-have-changed-in-a-decade-at-trello-with-founder-michael-pryor/

As digital business and collaboration models have been permanently accelerated by the events of 2020, our panel of SaaS experts discuss who's buying in the Enterprise, and how to drive conversions across multiple business functions. Video and blog post: https://www.saastr.com/buying-patterns-in-the-enterprise/

Andy MacMillan is the CEO @ UserTesting, the company that provides real-time feedback, from real customers, wherever you work. To date, they have raised over $200M in funding from the likes of Accel, Greenspring, Openview and Insight to name a few. As for Andy, prior to UserTesting, he was the Chairman and CEO @ Act On Software and before that held several positions at Salesforce, including COO - Products Group. Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management. In Today's Episode We Discuss: How did Andy make his way into the world of SaaS? How did he come to be CEO at the market leader, UserTesting? Why does Andy think the seat-based pricing model in SaaS will die? What are the downsides of it? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? How does Andy think about discounting? How does Andy view the importance of offering trials? What does it take to scale a sales team successfully? How can one determine a closer in the interview process? Should one hire sales reps 2x2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? How does Andy think about payback period? How does Andy structure the pipeline meetings? Who is invited? How are the meetings structured? How does Andy advise on the right segmentation of pipe? How does Andy evaluate the closability of the pipe? Where do many people go wrong in pipeline meetings? What have been his biggest lessons on running them successfully? Andy's 60 Second SaaStr: The hardest element of Andy's role with UserTesting? What Andy would most like to change about the world of SaaS? The hardest role to hire for today and why? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-395-with-usertesting-ceo-andy-macmillan/ 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 Andy MacMillan

Where is Venture Capital today? And how do you hack it? SaaStr CEO and Founder, Jason Lemkin, sits down with Sunil Dhaliwal, General Partner at Amplify Partners to discuss. Full video: https://youtu.be/8w6K7slhLX4 Podcast transcript: https://www.saastr.com/saastr-podcast-394-with-sunil-dhaliwal-and-jason-lemkin/