The Official SaaStr Podcast: SaaS | Founders | Investors

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: What is the hardest element of Bhavin's role with Moveworks today? Hardest role to hire for today? Why? If Bhavin could change one thing in the world of SaaS today, what would it be? Read the full transcript on our blog: https://www.saastr.com/saastr-podcasts-for-the-week-with-moveworks-and-bessemer-venture-partners-april-10-2020/ 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

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. This podcast is an excerpt from Doug's session at SaaStr Europa. You can find the full video and transcript on our blog.

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

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. This podcast is an excerpt from Jason and Nick's webinar "What We're Doing Now. And How We Got Through '08-'09." You can find the full replay here.

May Habib is the Founder & CEO @ Qordoba, the platform that helps everyone at your company write with the same style, terminology and voice. To date, May has raised over $21M in funding with Qordoba from the likes of Upfront Ventures, Aspect Ventures, Bonfire Ventures and Michael Stoppelman to name a few. Before entering the world of SaaS, May was a vice president at one of the world's largest sovereign wealth funds, where she was the first employee on the technology investment team, building a portfolio now worth over $20B. Before that, May started her career in the New York Office of Lehman Brothers raising capital for software companies. In Today's Episode We Discuss: How May made her way into the world of startups and SaaS from being a VP at one of the world's largest sovereign wealth funds in the Middle East? How does May think about and assess operational survival in times of such uncertainty? Why does this downturn feel so different to prior downturns? Operationally, what needs to fundamentally change about your processes? How does May think about when is the right time to engage with pre-emptive burn cuts? Where does one look first in the organisation when making these cuts? How does one structure those discussions? What is the right way to do it? What is the right way to communicate the cuts to the team, customers and investors? How does one keep the existing teams spirits high when they have just seen many of their friends be released? What is the right way to manage those discussions? What can founders do to build unity in their team now everyone is WFH? What has worked well for the Qordoba team? Where do many go wrong here? May's 60 Second SaaStr: What is the most challenging element of May's role with Qordoba today? What does May know now that she wishes she had known at the beginning? If May could change one thing about the world of SaaS, what would it be and why? 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 May Habib

The first step in success with SMB clients is to recognize that it's not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin, CDO of Doctolib, on how to create a targeted and effective sales process tailor-made for SMB. This podcast is an excerpt from a session at SaaStr Europa 2019. You can find the full video and transcript on our blog.

Rachel Hepworth, VP of Marketing at Pilot with a background at Slack and LinkedIn, shares her insights on driving word-of-mouth marketing and tracking its effectiveness. She discusses the impact of product-led growth on sales and marketing structures. Rachel emphasizes the balance between paid and organic strategies, examining the payback period for investment in growth. With experiences from the hyper-growth phase at Slack, she offers valuable takeaways on creating customer satisfaction and nurturing relationships for sustained success.

The startup journey moves in waves—whether you're ready or not. After finding funding and product/market fit, your next steps as a founder in the hypergrowth phase can determine the future of your company. Harry Stebbings of Stride.VC and Robert Vis of MessageBird will walk through lessons learned to survive hypergrowth and what will make a difference when it comes to scaling. Hear how to navigate fast growth and how to look ahead as you travel forward. This podcast is from Harry and Robert's SaaStr Europa 2019 session. You can find the full video and transcript on our blog.

Harry Hurst is the Co-Founder & Co-CEO @ Pipe, the startup that gives you control of your cash flow by giving you access to the full annual value of your monthly subscriptions, upfront. This month they announced their $6M seed round led by David Saks @ Craft and joined by Fika, Weekend Fund, Naval Ravikant and WorkLife Ventures to name a few. Prior to Pipe, Harry co-founded Skurt raising over $11M in the process before being acquired by Fair.com. Harry has also angel invested in the likes of BreathePod and Try.com. In Today's Episode We Discuss: How Harry made his way from the UK to founding one of Silicon Valley's hottest SaaS startups with the founding of Pipe? How does Harry think about when is the right time for a startup to raise VC funding? How does Harry stress test the alignment between the founder and the VC/ Opposingly, when is the right time for a founder to take non-dilutive capital from Pipe instead? Pipe's lending model is so centred around churn prediction, what does their churn analysis look like at Pipe? How does Harry think about the right way to structure churn post mortems? Why does Harry believe investing in customer success is far more important than customer acquisition? How does Harry think about the importance of brand for enterprise startups today? Do you have to invest in it from Day 1? What mistakes does Harry see many founders make when it comes to investing in their early brand? Harry's 60 Second SaaStr: What does Harry know that he wishes he had known at the beginning? What does Harry believe is the hardest role to hire for today? Why? What does Harry believe that most around his disbelieve? 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 Harry Hurst

According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers' high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success. This podcast is an excerpt from Theresa's session at SaaStr Europa 2019. You can see the full video on our YouTube channel.