The Official Saastr Podcast: SaaS | Founders | Investors

The Official Saastr Podcast: SaaS | Founders | Investors

www.saastr.com
Getting From $0 to $100m ARR Faster


311: When To Hire Generalists vs Specialists, How To Retain Agility With Scale and Process and How To Always Keep Your Hiring Funnel Full with Karl Sun, Founder & CEO @ Lucidchart
Feb 24 • 31 min
is the Founder & CEO @ , a visual workspace that combines diagramming, data visualization, and collaboration to accelerate understanding and drive innovation. To date, Karl has raised $114M with Lucidchart from some of the best in the business…
310: EZPR Founder Ed Zitron on the Secrets of PR
Feb 20 • 21 min
SaaStr CEO Jason Lemkin and EZPR Founder Ed Zitron sit down to talk about all things PR. Who actually gets into these outlets? Is PR just pitching and getting articles? Take a listen for more.
309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth
Feb 17 • 50 min
is a General Partner @ , 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…
308: RevenueCat CEO Jacob Eiting on Managing Millions in Mobile Subscriptions While Growing 20% a Month
Feb 13 • 25 min
RevenueCat is managing tens of millions of dollars in mobile subscriptions and growing 20% a month. Most of us think a lot about standard b2b and Cloud subscriptions, but we’re still new to the issues, challenges and opportunities in mobile subscriptions.
307: What Gusto Taught Me About How To Build and Maintain Great Culture, The Biggest Problem in B2B Marketing & How To Truly Determine The Effective of Marketing Today with Jaleh Rezaei, Founder & CEO @ Mutiny
Feb 11 • 32 min
is the Founder & CEO @ , the startup that allows you to personalise your website for each and every visitor. Jaleh has raised from some of the best in the early stage business with Mutiny including the likes of Y Combinator, Uncork Capital and…
306: Bessemer Ventures Partner Alex Ferrara on State of the Cloud 2019: Europa Edition
Feb 6 • 22 min
Join Bessemer Venture Partners’ Alex Ferrara as he takes a look at trends and predictions for the cloud industry in 2019. One of the most popular sessions from SaaStr Annual, this presentation will provide an in-depth look at the cloud computing industry…
305: Lessons From Scaling Box From 5 Employees To IPO & The Right Way For Startups To Approach Partnerships with Karen Page, General Partner @ B Capital Group
Feb 3 • 35 min
is a General Partner @ with a portfolio including the likes of Bird, Branch, Icertis, Evidation Health and Ninja Van to name a few. Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an…
304: CircleCI CRO Jane Kim on Scaling up Your Sales Managers: 5 Mistakes New Leaders Make
Jan 30 • 27 min
If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Knowing the common…
303: What It Takes To Build Dev Communities and Early Developer Adoption, How To Structure Trials and Freemium For Optimum Success and The 4 Different Pricing Variables To Consider with Eugenio Pace, Founder & CEO @ Auth0
Jan 27 • 34 min
is the Founder & CEO @ , the startup that allows you to rapidly integrate authentication and authorization for web, mobile, and legacy applications so you can focus on your core business. To date, Eugenio has raised over $213m with Auth0 from some…
302: New Relic CCO Roger Scott on 7 Tips and Tricks to Having Happy Customers at Scale
Jan 23 • 26 min
Customer expectations are at an all-time high, making it more and more difficult for companies to please them. Companies who understand their customers well are the ones who rise to the top over their competitors. New Relic, provider of real-time insights…
301: BigID’s Founder Dimitri Sirota on Raising $105M In The Last 5 Months of 2019, How To Know When To Pour Fuel On The Fire & How Founders Should Think About Runway and If There Is Cash On The Table, Whether You Take It?
Jan 20 • 26 min
is the Founder & CEO @ , the startup that provides advanced data discovery and intelligence for the data centre and cloud. To date Dimitri has raised over $145M for BigID from some of the best in the world of enterprise including Boldstart, Scale…
300: Algolia CTO Julien Lemoine on a Founder’s Guide to Scaling Applications: When to Build, When to Buy and What Breaks
Jan 16 • 25 min
When it comes to seamlessly scaling your applications, a top-notch engineering team will be your foundation. Next comes the decisions to build or buy your infrastructure, DNS, monitoring, and analytics tools. Julian Lemoine, Co-Founder, and CTO of Algolia…
299: Automation Anywhere CIO, Yousuf Khan on The Big Green and Red Flags When Pitching CIOs Today, How To Approach Pricing Discussions with CIOs & How to Make Procurement Processes Successful
Jan 13 • 34 min
is the Chief Information Officer @ , the only web-based and cloud-native RPA platform. To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA to name a few. Prior to Automation…
298: Podium CEO Eric Rea on Scaling Outside Silicon Valley: Going from $0 to $60M ARR in 4 Years
Jan 9 • 23 min
Startup success is not exclusive to Silicon Valley. With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. Podium,…
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
Jan 6 • 35 min
is the Founder & CEO @ , 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 @…
296: Cloudflare Head of Products Jen Taylor on 5 Steps to Launching a Product
Jan 2 • 15 min
The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers. With so many articles, investors, and outside opinions, the…
295: Most Downloaded VC Episode of 2019 with Tom Tunguz, General Partner @ Redpoint Ventures
Dec 30, 2019 • 35 min
This interview originally aired as Episode 213 on February 26, 2019. is General Partner @ , the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. As for Tom, he joined…
294: Egnyte CCO Rajesh Ram on Land, Expand, Explode: How to Win the Long-Game in SaaS
Dec 26, 2019 • 23 min
The SaaS business model has risen to popularity for many reasons - it’s fast-paced, creates residual revenue streams, and well, the multiples are strong. However, while many are flocking to reap the benefits of the SaaS model, truly understanding how it…
293: OpenView Partner Ashley Smith on Using Product Led Growth as an Indicator for Investment
Dec 19, 2019 • 19 min
Congratulations you’ve built a product that’s proven itself in the marketplace! So how can you leverage that product’s success to obtain the valuation and funding you need to scale? Ashley Smith, Venture Partner at OpenView will provide insight on what…
292: Most Downloaded Founder Episode of 2019 with Manny Medina, Founder & CEO @ Outreach
Dec 16, 2019 • 27 min
This interview originally aired as Episode 229 on April 29, 2019. is the Founder & CEO @ , the market leading sales engagement platform that turns your team into a revenue driving machine. To date, Manny has raised over $114m in funding from some…
291: LucidChart CEO Karl Sun on Top Lessons Learned From Our Best and Worst Marketing Experiments
Dec 12, 2019 • 24 min
Experimental marketing brings together the science and art of marketing, allowing for creativity that drives results. It’s an essential skill in the toolkit of the modern marketer, and one that’s easy to get started with, no matter your company scale.
290: How To Sell To CIOs Successfully; Discounting, Freemium, Trials, Multi-Year Contracts, Transparency on Product Roadmap; The Ultimate Guide with Yousuf Khan, Serial CIO, Startup & VC Advisor
Dec 9, 2019 • 36 min
is a serial CIO, start-up and VC advisor. Most recently Yousuf was the CIO & VP of Customer Success @ , the advanced AI built for enterprise providing automatic resolution of IT issues. During his time at the company, they raised over $108m from…
289: Salesloft CEO Kyle Porter, Zoom Head of Sales Ops Hilary Headlee and FireEye VP of WW Commercial SalesChristina Foley on 7 Key Tips & Tricks to Getting More Revenue Per AE
Dec 5, 2019 • 23 min
Salesloft CEO Kyle Porter, Zoom Head of Sales Ops Hilary Headlee and Fireeye VP of WW Sales Christina Foley share the seven tips and tricks to getting more revenue per AE.
288: Why Marketing Is The Gatekeeper of Customer Experience, The Relationship Between Customer Success and Marketing Today & How To Reduce Friction in The Hand-Off From Marketing to Sales with Des Cahill, CMO @ Oracle CX Cloud Suite
Dec 2, 2019 • 36 min
is the Chief Marketing Officer for , an integrated set of marketing, sales, commerce and service solutions that power customer experience for thousands of leading global brands. Prior to Oracle, Des was the CMO @ Kerio Technologies marketing to over…
287: Slack’s Head of NA Sales Kevin Egan and Head of Mid-Market Sales Dannie Herzberg on going From Freemium to Enterprise
Nov 28, 2019 • 22 min
Kevin Egan, Slack’s VP of North American Sales and Dannie Herzberg, Slack’s Director of Sales as discuss their strategies for going from Freemium to Enterprise at Slack.
286: The Biggest Sales Hiring Mistakes and Lessons From Them, How To Win At Hosting B2B Events & How To Apply True Customer Segmentation and Focus To Your Customer Base with Allie Janoch, Founder & CEO @ Mapistry
Nov 25, 2019 • 32 min
is the Founder & CEO @ , the startup that makes environmental compliance simple. As for Allie, prior to founding Mapistry she started her career in MIT’s Lincoln Lab before joining IQ Engines (acquired by Yahoo). Post acquisition, Allie…
285: Adyen CCO Roelant Prins and Felicis Ventures Partner Aydin Senkut on How to Build a $18B+ Success Story Far Far Away from Silicon Valley
Nov 21, 2019 • 21 min
Hear about Adyen’s journey from a Dutch payments startup to a global public company with more than 15 offices around the world working with large global companies like Facebook, Spotify, Uber and Microsoft.
284: Why We Need To Remove The Title of CRO, What Happens If You Apply Customer Success To A Venture Portfolio & Why Net Retention Is The Most Important North Star Metric In SaaS with Travis Bryant, Partner for Founder Experience @ Redpoint…
Nov 18, 2019 • 37 min
is Partner for Founder Experience @ , the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at…
283: SocialChorus Co-Founder Nicole Alvino on What I Learned About Corporate Ethics From Enron
Nov 14, 2019 • 18 min
Nicole Alvino, founder of SocialChorus, shares some ‘truth is crazier than fiction stories’ about her time in structured finance at Enron and how she applied what she learned to build a company that has 10 of the Fortune 50 as customers. In your constant…
282: The Ultimate Guide To Remote Work; All vs Part Remote Teams, How To Maintain Culture Across Teams, Should Compensation Be Location Adjusted, How To Structure Internal Processes with Remote Teams, How Remote Teams Impact Hiring, Sales and…
Nov 11, 2019 • 26 min
Michael Pryor, Co-Founder & CEO @ Trello, now Head of Trello Product with Atlassian following their recent acquisition. is the Founder & CEO @ , the failure as a service startup finds weaknesses in your system before they cause problems….
281: Vista Equity Principal Rene Yang Stewart and Zapproved CEO Monica Enand on From Product Market Fit to Scale
Nov 7, 2019 • 21 min
Rene Yang Stewart, Co-Head and Principal, Vista Equity Partners, and Monica Enand, Founder and CEO, Zapproved discuss growing a company from product market fit to scale. Vista Equity Partners invested in Zapproved in 2017. Hear perspectives from both the…
280: SaaStr CEO Jason Lemkin and Mixmax Head of Revenue Don Erwin on The Secrets to Managing a Successful Sales Team
Nov 4, 2019 • 22 min
How do you manage a sales team when you’re at a company with both Free and Freemium Sales-Driven Segments? What about SMB vs. Enterprise Sales? SaaStr CEO Jason Lemkin sits down with Mixmax’s Head of Revenue Don Erwin to discuss it all.
279: Glassdoor CEO Robert Hohman on Building a $1B Marketplace
Oct 31, 2019 • 20 min
Glassdoor CEO Robert Hohman and Battery Ventures’ Neeraj Agrawal walkthrough Glassdoor’s $1.2 Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Hear about the early days of Glassdoor; tactical lessons on scaling—from…
278: Do You Have To Scale From SMB To Enterprise Customers, How To Make The Transition Successfully, What Changes About Customer Acquisition and Support & Why Continuous Customer Development Is The Most Important Thing You Can Do With Krish…
Oct 28, 2019 • 30 min
is the Founder & CEO @ , the startup that lets you go beyond billing, payments and recurring invoices — to delivering subscription experiences that “wow”. To date, Chargebee have “wowed” some of the world’s leading VCs to the tune of $38m…
277: SaaStr CEO Jason Lemkin and Shopify Plus GM Loren Padleford on Revenue, Ecosystems and The Right Time to Go Upmarket
Oct 25, 2019 • 44 min
When is the right time to go upmarket and how to you serve small, medium and large customers in the same company. SaaStr CEO Jason Lemkin sits down with Shopify Plus GM Loren Padelford to discuss.
276: Airtable’s VP of Customer Engagement Liat Bycel on Why “Hands Off Leadership” Does Not Work, How To Align The Ambitions Of An Individual With The Objectives of The Company & Unpacking The Dilemma of Whether To Go Horizontal Or Vertical…
Oct 21, 2019 • 31 min
is VP of Customer Engagement @ , the startup that works like a spreadsheet but gives you the power to organise anything. To date, Airtable has raised over $170m in funding from some of the best in the business including Thrive, Coatue, Founder…
275: SaaStr CEO Jason Lemkin and Gainsight CEO Nick Mehta on Founder Struggles from Imposter Syndrome to Vulnerabilites
Oct 17, 2019 • 31 min
SaaStr CEO Jason Lemkin sits down with Gainsight CEO Nick Mehta to discuss what it means to be a SaaS leader. What are the day-to-day struggles? The fears and the worries and what it means to be “crushing it” today.
274: Messagebird CEO Robert Vis on Scaling To A $60M Series A, Why You Should Not Try To “Scale” & Why You Need To Build Your Business Like A House
Oct 14, 2019 • 29 min
is the Founder & CEO @ , the company that allows you to talk to your customers via Voice, SMS and Whatsapp. The company raised a monster $60M Series A from Accel and Atomico with only one prior investor being Y Combinator. As for Robert, prior to…
273: Atlanta Tech Village Founder David Cummings on 7 Lessons Helping Start Pardot, SalesLoft, and Calendly
Oct 10, 2019 • 23 min
David Cummings is the co-founder of the Atlanta Tech Village, Pardot which sold to ExactTarget/Salesforce.com, Hannon Hill, Rigor, SalesLoft (raised over $75M in capital), Terminus (raised over $25M in capital), and several more. Hear his lessons learned…
272: Asana’s Head of Marketing Dave King on How We Are Entering The Third Wave of SaaS Marketing, What That Means For SaaS Marketers and Companies Today & What B2B Marketing Can Learn From B2C
Oct 7, 2019 • 29 min
is the Head of Marketing at , the work management platform that teams use to stay focused on the goals that grow their business. To date, Asana has raised over $210m from some of the biggest names in tech including Mark Zuckerberg, Peter Thiel, Marc…
271: Talkdesk SVP of Client Services Gillian Heltai on How to Build a CSM Team that Generates 130% Net Retention
Oct 3, 2019 • 23 min
Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. In this session Gillian will walk you through how to build a high performing CSM Team.
270: How To Scale Leader While Retaining Humanity and Personality, Why Starting At SMB Actually Makes Culture Easier & How To Make A Part-Remote Team Your New Superpower
Sep 30, 2019 • 31 min
is the Founder & CEO @ , the simple spending solution for your company automating expense reports and simplifying company expenses. To date, Jeppe has raised over $78m in funding for Pleo from some European favourites of mine in the form of…
269: Gorgias CEO Romain Lapeyre on How to Close your First 1000 Customers Based Solely on Data
Sep 26, 2019 • 22 min
Gorgias helps brands automatically respond to basic questions, and track the impact of customer service on sales so support becomes a profit center. Join CEO Romain Lapeyre as he walks you through how to close your first 1000 customers based solely on…
268: G2 CMO, Ryan Bonnici on Lessons Learned From Scaling Marketing Team From 5 to 70, The Most Important Role of The CMO Today and How To Create Alignment Between CRO and CMO
Sep 23, 2019 • 40 min
is the CMO @ , the company that allows you to get the right software and services for your business with over 897,000 user reviews to help you make smarter buying decisions. As for Ryan, prior to G2 he was Senior Director of Global Marketing at…
267: Menlo Ventures Partner Naomi Ionita on 3 Lessons in Monetization - Matching Price to Value
Sep 19, 2019 • 23 min
SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Learn actionable monetization tips from a Product/Growth operator turned VC.
266: Zoom CMO Janine Pelosi on Why MQLs and SQLs Are Not Helpful As Labels, How To Create Alignment Between Sales and Marketing & How The Role of CMO Has Changed So Dramatically Over The Years
Sep 16, 2019 • 22 min
is the CMO @ , the next-generation enterprise phone system. Prior to their very successful IPO, Zoom raised funding from some of the best in the business including Sequoia, Emergence Capital, Horizons Ventures and 2 of my favourites in the form of…
265: WP Engine SVP of Global Sales Matt Schatz on Building a $100M ARR Sales Team - The Second Time Around
Sep 12, 2019 • 24 min
Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers…
264: Gainsight COO Allison Pickens on Why Customer Success and Product Management Are The New Sales and Marketing, How To Approach Building and Scaling “Services” As A Revenue Line & How To Build A CS Team On A Tight Budget
Sep 9, 2019 • 33 min
is the COO @ , the company that provides everything you need to turn your customers into your biggest growth engine. To date Gainsight have raised over $184m from some of the world’s best VCs in the form of Lightspeed, Bessemer, Insight Venture…
263: Eventbrite SVP of Platform Pat Poels on Engineering Your Own Luck - The 3 Key Rules of Building Globally Distributed Teams
Sep 5, 2019 • 24 min
Building a company made up of distributed teams presents a plethora of complex challenges that can derail productivity and impact employee retention. But with it comes immense benefits and competitive advantages such as the diversification of ideas,…
262: Box’s Jon Herstein on How Customer Success Teams Should Structure, Schedule and Execute on Customer Check Ins, Why Delight is Important But Insufficient & Why Customer Success Is Not Responsible For Upsell
Sep 2, 2019 • 36 min
is the Chief Customer Officer at , the company that provides one platform for secure content management, workflow and collaboration. Prior to their IPO, Box had raised funding from some of the best in the business including Andreesen Horowitz,…
261: Workday EVP of the Planning Business Unit Tom Bogan on The Top Lessons Learned in Getting to $100M ARR
Aug 29, 2019 • 21 min
Tom Bogan, CEO of Adaptive Insights, a Workday company, will review the key principles to building a successful SaaS company. From team to vision to metrics to funding and more, these principles provide the framework for high-growth, high performing SaaS…
260: HelloSign COO, Whitney Bouck on How Startups Can Attract The Most Seasoned Execs In SaaS, How To Determine Whether A Seasoned Exec Has True Startup Fabric & What Separates Good From Great When It Comes To COOs
Aug 26, 2019 • 40 min
is the COO @ (now a part of Dropbox). For those that do not know, HelloSign is the company reimagining how you approach your most important business agreements with their award-winning e-Sign solution. As for Whitney, she directly leads the…
259: Pipedrive SVP of Global Sales Tara Bryant on Addressing the Ugly Side of Growth
Aug 22, 2019 • 23 min
We often focus on the positive sides of growth—but what about taking a look at the ugly sides? Even what we could consider “good problems” need preparation, and it starts by understanding your team and your goals, including knowing when and how to recruit…
258: Plaid CEO and Co-Founder Zach Perret on How to Build a Platform that Fuels an Ecosystem
Aug 15, 2019 • 24 min
Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. But how do companies gain secure access to that data in the first…
257: How To Scale Sales Culture Successfully and Sustainably, The Leading Indicators of Burnout and What To Do & The 2 Inflection Points In SaaS Growth Where Things Start To Break with Justin Welsh, Former SVP Sales @ PatientPop
Aug 12, 2019 • 26 min
is the former SVP Sales @ , the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice. During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full…
256: Google Cloud VP of Engineering Eyal Manor and Zenoss CMO Megan Lueders
Aug 8, 2019 • 20 min
As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. Eyal and Megan host a fireside chat between Google Cloud and Zenoss, a leader in software-defined…
255: Why Enablement Must Be An Early Investment and How To Structure It, Why The SaaS Incumbents of Today Are Not As Strong As We Think & How To Build A Sales Culture of Confidence Without Arrogance with Vikas Bhambri, SVP Sales and Customer…
Aug 5, 2019 • 36 min
is SVP Sales and Customer Experience @ , the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. To date they have raised over $113m in…
254: HubSpot CEO Brian Halligan on The Funnel is Dead, Long Live the Flywheel.
Aug 1, 2019 • 22 min
The age-old sales funnel has worked fine for decades…until now. Flaws are being exposed, and a new model is imminent. Why is the sales funnel alone no longer an appropriate way thinking about customers? What will emerge to supplement or replace it?…
253: TaskRabbit Founder Leah Busque on Lessons Learned from a Product Reboot
Jul 25, 2019 • 24 min
Leah is currently a General Partner at Fuel Capital, an early stage venture fund located in Silicon Valley. She likes to invest across consumer, B2B saas, and technology infrastructure companies at the earliest stages. In 2008 Leah founded TaskRabbit, the…
252: How To Make The Transition From Founder Led Sales To Sales Team, The Truth About Raising a Series A Round As a Non-Bay Area Company and Why Employee 50 Is Such a Big Turning Point
Jul 22, 2019 • 28 min
is the Founder and CEO @ , the software management system built for the cloud pioneering a new standard in software management. To date, Eric has raised over $12m for Zylo from some of the best in the business including Byron @ Bessemer, Salesforce,…
251: Y Combinator Michael Seibel on a Decade of Learnings from Y Combinator
Jul 18, 2019 • 22 min
Michael Seibel is CEO and a partner at Y Combinator and co-founder of two startups – Justin.tv and Socialcam. He has been a partner at Y Combinator since 2013, advised hundreds of startups, and has been active in promoting diversity efforts among startup…
250: Why Enterprise Is Hard Again, Why To Be Successful in SaaS Today You Have To Find The Crumbs Falling From Incumbent Mouths and Why Large Orgs Are So Dysfunctional and How To Poach Talent From Them
Jul 15, 2019 • 34 min
is the Founder & CEO @ , the startup that allows you to operate globally with data residency as a service meaning they store your mission-critical data in it’s country of origin, without compliance. To date, Peter has raised $8m for InCountry…
249: New Relic CRO Erica Ruliffson-Schultz on Five Critical Steps to Scaling Enterprise
Jul 11, 2019 • 24 min
Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and…
248: What Early Stage SaaS Companies Can Learn Most From Late Stage SaaS Co’s, How Marketing Functions Change In SaaS Co’s With Scale & Why The Most Powerful Mentorship Is Mentorship From Below with Joe Chernov, VP of Marketing @ Pendo
Jul 8, 2019 • 30 min
is the VP Marketing @ , the startup that understands and guides your users allowing you to create products they cannot live without. To date they have raised over $108m in funding from some of the best in SaaS including Meritech, Salesforce, Battery,…
247: Hired CEO Mehul Patel on How to Move from Transactional to Recurring Revenue
Jul 4, 2019 • 20 min
Hear from Hired’s CEO Mehul Patel on how to move from transactional to recurring revenue. Hired is a marketplace that matches tech talent with innovative companies. Hired combines job matching with unbiased career counseling to help people find a job they…
246: Dropbox CCO Yamini Rangan on 5 Myths That Stop SaaS Companies From Moving Upmarket
Jun 27, 2019 • 23 min
Dropbox Chief Customer Officer Yamini Rangan draws on 20 years of experience to challenge five common misconceptions about SaaS success. From beating the competition to over (or under) relying on Outbound, she offers a practical perspective on the…
245: The Ultimate Guide To ACV’s; When and How To Increase Them, Revenue Optimisation Per Lead & What It Means To Truly Be An ARR First Company
Jun 24, 2019 • 26 min
is a serial entrepreneur turned VC at . 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…
244: Flexport CEO Ryan Petersen on How to Build a Truly Global Business from Day One
Jun 19, 2019 • 23 min
Ryan Petersen will share what he has learned about scaling culture, expanding globally, raising venture capital (or not), and using technology to improve legacy industries.
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
Jun 17, 2019 • 26 min
is the CMO @ , 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…
242: Namely CEO Elisa Steele on How to Win the Talent War
Jun 13, 2019 • 18 min
It’s the employees’ market. There are more jobs than there are qualified people to do them. SaaS companies face sustained headwinds in the attracting, cultivating, driving productivity, and retaining talent. Your market competitors are your adversaries,…
241: Dave Kellogg on The BIggest Takeaways From Being In The Room For Sequoia’s “RIP Good Times”, Why Founders Should Raise As Much As Possible But Spend According To Plan & The Right Way To Think About Effective Quota Construction
Jun 10, 2019 • 34 min
is a leading technology executive, independent board member, advisor and angel investor. In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before…
240: SaaStr 240: Brex Founder and CEO Henrique Dubugras on Lessons From a Second-Time Founder: How Brex Went From 0 - $1B in Under 2 Years
Jun 6, 2019 • 21 min
Brex Co-Founder and CEO Henrique Dubugras will talk about what he’s learned building the fastest-growing B2B company. Henrique started his first company at 16 and has now built two successful companies from nothing. Learn what he did differently the…
239: How To Raise Prices and Still Leave Money On The Table, How To Analyse The Pros and Cons of Monthly vs Annual Deals & The Leading Indicators That Your Sales Machine Is Working with Amit Bendov, Founder & CEO @ Gong.io
Jun 3, 2019 • 31 min
is the Founder and CEO @ , the startup that provides you with powerful visibility into your customer conversations with conversation intelligence. To date, Amit has raised $68m in funding for Gong from the likes of Norwest, Battery Ventures, Cisco…
238: Salesforce Mobile EVP Leyla Seka and Sr. Director of Global Equality Programs Molly Ford on How They Did It: Gender Equality, Equal Pay and Racial Equality
May 30, 2019 • 20 min
Join Molly Ford, Salesforce Global Equality Programs Senior Director, and Leyla Seka, Salesforce VP of Mobile for actionable advice they have applied on their own journey. Here are their lessons learned on driving change in gender equality, equal pay and…
237: Rippling’s Parker Conrad on How To Clear The Bar of “Not Another System” Thinking in SaaS, Why Your Engineers Should Be Doing Support For As Long As Possible & Why Remote Teams Is The Worst Way To Build A Company, Apart From Every Other…
May 27, 2019 • 31 min
is the Founder & CEO @ , the startup that gives you back your time from payroll to employee computers, Rippling makes it unbelievably easy to manage your company’s HR and IT - in one system. To date Parker has raised over $59m in funding from…
236: Logikcull CEO Andy Wilson on $0 to $10M in 19 Months: The How, When & Why + 10 Mistakes Along the Way
May 23, 2019 • 22 min
Join Logikcull’s CEO and Co-Founder Andy Wilson as he takes you through the mistakes made going from $0 to $10M in 19 months. Missed the session? Here’s what Andy talks about: Selling the way your customers want to buy. What you need to know about hiring,…
235: Scaling To 3,000+ Customers Without A Single Sales Rep, The Most Important Trait To Look For In Your First Sales Hire & How To Make Your Customers Your Best Investors with Andrew Filev, Founder and CEO @ Wrike
May 20, 2019 • 29 min
is the Founder & CEO @ , the cloud based collaboration and project management software that scales across teams in any business. In Dec 2008, Vista Equity Partners acquired a majority stake in Wrike for a deal reportedly valuing the company at…
234: PagerDuty CEO Jennifer Tejada and Duo Security CEO Dug Song on The Top Things No One Really Tells You About Scaling
May 16, 2019 • 24 min
Duo Security Co-Founder and CEO Dug Song and PagerDuty CEO Jennifer Tejada discuss building, enabling, and leading great teams through 10K+ customers, $100M+ ARR, $1B+ valuation and beyond - all while earning 4.5+ Glassdoor company ratings and 98%+ CEO…
233: G2 Founder & CEO, Godard Abel on How To Set Ambitious But Achievable Sales Rep Quotas & The Lessons From 2 Successful Exits on The Breaking Points In The Scaling of SaaS Orgs
May 13, 2019 • 29 min
is the Founder & CEO @ G2, the company helping millions of business make better product buying decisions every month. To date, Godard has raised over $100m in funding with G2 from the likes of Accel, IVP, High Alpha, Pritzker Group and Chicago…
232: Fmr. Host Analytics CEO Dave Kellogg on The Top 5 Questions Every CEO Wrestles With
May 9, 2019 • 21 min
Dave Kellogg is CEO of Host Analytics and prolific blogger. Join him as he takes you through lessons learned from Host Analytics on the top questions every SaaS CEO wrestles with. Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR…
231: Why SQLs and MQLs Are Redundant, Why You Have To Eliminate Hand Offs Between Go-To-Market Teams & Why One North Star For The Whole Company Can Be Damaging with Jason Reichl, Founder & CEO @ GoNimbly
May 6, 2019 • 26 min
is the Founder & CEO @ , the first SaaS consultancy to focus on revenue operations. Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market…
230: SaaStr 230: AWS VP Sandy Carter on Customer Success at Scale
May 2, 2019 • 22 min
We live in a Shark Tank world: competition is fierce, talent is better than ever, and we’re all striving to come out on top. CEOs everywhere are seeking to innovate, but 81% say their teams are not equipped to meet the challenges needed to compete in…
229: The 2 Most Important Numbers For Your SaaS Business, Why You Should Not Have VPs Until $5m in Revenue & How To Manage Top Of Funnel Efficiently But Aggressively with Manny Medina, Founder & CEO @ Outreach
Apr 29, 2019 • 27 min
is the Founder & CEO @ , the market leading sales engagement platform that turns your team into a revenue driving machine. To date, Manny has raised over $114m in funding from some great people including friends of the show in the form of Alex…
228: Twilio CEO Jeff Lawson and Glitch CEO Anil Dash on the Secrets to Building a Billion in ARR and Being an Ethical leader.
Apr 25, 2019 • 24 min
Join Glitch CEO Anil Dash and Twilio CEO Jeff Lawson for a discussion about the ethical implications of technology in today’s society. Jeff and Anil discuss how social media and AI are changing the way we think about the impact of technology on society as…
227: Why Deal Size In The Early Days Does Not Matter, Why TAM In The Traditional Sense Barely Matters & Why You Have To Invest In Customer Success Before You Think You Need It with Alexandr Wang, Founder & CEO @ Scale
Apr 22, 2019 • 27 min
is the Founder & CEO @ , the startup providing high quality training and validation data for AI applications. To date, Alexandr has raised over $23m with Scale from some of the best in the business including Index, Accel, Y Combinator, Dropbox’s…
226: Survey Monkey CMO Leela Srinivasan on 7 Tips For Using Customer Feedback To Build Rabid Fans and Make More Money
Apr 18, 2019 • 22 min
Leela Srinivasan is the CMO of SurveyMonkey. Join her as she takes you through her seven tips for using customer feedback and building rabid fans. Consistently ramping your ARR is a whole lot harder if your customers don’t stick around. In an age where…
225: Biggest Lessons From The AppDynamics and GlassDoor Scaling, 3 Elements Marketing Team Comp Has To Be Tied To & How To Create True Alignment Between Marketing and Sales with Stephen Burton, VP of Smarketing at Harness.io
Apr 15, 2019 • 28 min
is VP of Smarketing at , the industry’s first continuous delivery as a service platform. To date, Harness has raised $20m in funding from the wonderful Matt Murphy @ Menlo Ventures and BIG Labs. Prior to Harness, Stephen was VP of Marketing at…
224: Zendesk CEO Mikkel Svane on Lessons from Zendesk Beyond $1B ARR
Apr 11, 2019 • 21 min
Mikkel Svane is the CEO of Zendesk. Join him as he takes you through his lessons taking Zendesk beyond a billion in ARR. Missed the session? Here’s what Mikkel talks about: The future of the cloud The rise of the public cloud and re-platforming of the…
223: Intercom COO Karen Peacock on Scaling from $1MM to $500MM ARR: 5 Strategies to Drive Your Next Wave of Growth with Intercom
Apr 4, 2019 • 22 min
Karen Peacock is COO of Intercom, one of the fastest growing SaaS businesses of all time. She has led businesses of all sizes through massive growth. Listen to her top 5 lessons learned building and scaling SaaS businesses from $1M to $500M in ARR…
222: Flexport CRO Ben Braverman on Why It Is Total Horseshit That The Best Sellers Don’t Make Good Managers, Why Specialisation Does Not Lead To The Best Customer Experience & Scaling Revenue From $18k MRR in 2014 to a $472m Year In 2018
Apr 3, 2019 • 39 min
is the CRO @ , one of the world’s fastest growing startups combining technology, infrastructure and expertise, to build the operating system for global trade. To date they have $1.35Bn in funding from some of the biggest and best in the business…
221: HBS Sr. Lecturer and Former Hubspot CRO Mark Roberge on His Step by Step Guide to Revenue Growth
Mar 28, 2019 • 30 min
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…
220: Salesforce Mobile’s EVP, Leyla Seka on Her Biggest Lessons Seeing Salesforce Scale From $500m to $16Bn, What Needs To Be In Place For Hyper-Scale & How Leaders Build Trust In Their Organisation
Mar 25, 2019 • 33 min
is the executive vice president of the experience. Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. In Leyla’s role today, she leads the…
219: Atlassian President Jay Simons on How to Scale an Open Culture
Mar 21, 2019 • 21 min
At Atlassian, openness is core to everything the company does: employees can access most information on Confluence; “open company, no bullshit” is one of the company’s five values. But it can be risky. Atlassians knew the company was going public four…
218: Twilio Founder, Jeff Lawson & SendGrid CEO, Sameer Dholakia on Why Developer First Is A Maturation In The Supply Chain Of Software & Why With Software Innovation Costs Being Lower Than Ever, Operators Must Maximise The Number of “At Bat”…
Mar 18, 2019 • 38 min
is the Founder & CEO @ , 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…
217: Stripe COO Claire Hughes Johnson on The Trapdoor Decisions to Avoid When Scaling
Mar 14, 2019 • 25 min
Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she’s helped guide the online payments firm through rapid growth. Stripe today has more than 1,400 employees and processes billions of dollars for…
216: Why Your Sales Team Is Not Working Together The Way You Think It Is, What Is Account Based Collaboration, How Can You Integrate It Into Your Organisation To Drive Conversion And Account Management & How To Prevent Silos Forming Within…
Mar 11, 2019 • 28 min
is the Founder & CEO @ , the startup that is the ultimate slackbot for sales teams. To date, Dan has raised over $17m in VC funding with Troops from many friends of the show including Felicis Ventures, Founder Collective, First Round, Nextview,…
215: Qualtrics Co-Founder and CEO Ryan Smith on The Things Nobody Tells You About an $8 Billion Acquisition
Mar 7, 2019 • 20 min
Qualtrics Co-Founder and CEO Ryan Smith sits down with SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker’s acquisition by SAP this year. The company was acquired this November in an $8B deal ahead of its planned IPO. This…
214: New Relic CRO Erica Schultz on What It Takes To Successfully Scale Into Enterprise & How The Very Best Reps Build Relationships With Their Leads
Mar 5, 2019 • 32 min
is Chief Revenue Officer @ , the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including…
213: Redpoint’s Tom Tunguz on What Makes The Most Effective Free Trial, What Makes Good vs Great When It Comes To Benchmarks for Assisted vs Unassisted Conversion & Why Scoring Leads May Actually Be Dangerous
Feb 26, 2019 • 35 min
is General Partner @ , the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker,…
212: Who Must Fundamentally Own Renewals Within Your Organisation, Why Burying Customer Success Under Sales Does Not Work & The Biggest Truisms On Talent That Are False and So Dangerous with Nick Mehta, CEO @ Gainsight
Feb 19, 2019 • 38 min
is the CEO @ , the #1 customer success platform for corporate services, turning your customers into your best growth engine. To date Gainsight have raised over $156m from some of the world’s best VCs in the form of Lightspeed, Bessemer, Insight…
211: The Ultimate Guide To SaaS Pricing From Investors @ Benchmark, Matrix, Upfront Ventures & Operators @ Figma, Snyk and Kustomer
Feb 11, 2019 • 26 min
In Today’s Episode We Discuss: David Skok: General Partner @ Matrix Partners: Why does David believe that all good products have at least one variable pricing axis? How can founders determine which variable they should choose for their product?…
210: Why The Best Sales Reps Are Not Outgoing and Extroverted, Why Sales Reps Are Fundamentally Not Coin Operated and The Right Way To Structure Both Comp Plans and Sales Training with Bridget Gleason, VP of Sales @ Logz.io
Feb 4, 2019 • 32 min
is VP of Sales @ , the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. To date, Logz have raised over $45m in funding from the likes of Openview, 83North and Vintage just to name a few….
209: The 3 Components To Successful SaaS Pricing, Lessons From Seeing Zendesk Scale From 12 to 2,000 and How To Ensure Successful Cross-Functional Communication with Amanda Kleha, Chief Customer Officer @ Figma
Jan 28, 2019 • 37 min
is the Chief Customer Officer @ , the startup that allows you to turn ideas into products faster through design, prototyping and feedback gathering, all in one place. To date, Figma have raised over $42m in VC funding from some of the best in the…
208: SendGrid Board Member, Anne Raimondi on Why We Have To See Innovation In SaaS Pricing, Why Everyone in SaaS Orgs Has To Be Product People & Why Humans Can’t Scale More Than 100% YoY & What That Means For Scaling Orgs
Jan 21, 2019 • 36 min
has more than 20 years experience driving growth at startups and building them into nationally recognized brands. She has served as a leader and executive for technology innovators including Zendesk, Survey Monkey, Blue Nile, and eBay. Anne is also a…
207: 13 Years To 20 People; 3 Years Later 350 People and $50m ARR, Why Thinking There Is A Price Point You Need For A Rep Is BS & Why SMB First Works And You Must Not Design For Enterprise
Jan 15, 2019 • 30 min
is the Founder and CEO of , a sales and marketing automation platform that enables small businesses around the world to meaningfully connect and engage with their customers. Jason founded the company in 2003 and under Jason’s leadership,…
206: 4 Core Considerations Startup Founders Must Recognise When Pricing Their Product, Why Being Good At Sales Won’t Make You A Great Sales Leader and Why Boring Is Better Than Sexy When It Comes To Winning Your Market with Ryan Barretto, SVP…
Jan 7, 2019 • 27 min
is the SVP of Global Sales at , a leading provider of social media engagement, advocacy and analytics solutions for business. To date they have raised over $111m in funding from the likes of NEA, Goldman Sachs and their very recently announced $40m…
205: The Secret To Building A Truly Successful Freemium Product | The 3 Classes of Product & How To Think About Feature Prioritisation | A Framework For Building Strong Cross-Functional Communication Across Locations with Guy Podjarny,…
Dec 17, 2018 • 37 min
is the Founder & CEO @ , the developer-first solution that automates finding and fixing vulnerabilities in your dependencies. To date, Guy has raised over $32m in VC funding from Snyk from some of the great of venture including Accel, GV, our…
204: 2018’s Most Downloaded Episode, Claire Hughes Johnson, COO @ Stripe
Dec 10, 2018 • 33 min
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…
203: Why Every Startup Should Bootstrap At Some Stage, Why Transparency In Pricing Is Not Always Optimal & Why We Have To Embrace That Service Is An Essential Part of SaaS Today with Krish Subramanian, Founder & CEO @ Chargebee
Dec 3, 2018 • 29 min
is the Founder & CEO @ , the startup that lets you go beyond billing, payments and recurring invoices — to delivering subscription experiences that “wow”. To date, Chargebee have “wowed” some of the world’s leading VCs to the tune of $24m…
202: Intercom COO Karen Peacock on Lessons Learned Running A $2.2Bn Line of Business at Intuit, The Most Important Metric You Probably Aren’t Tracking & Why, When and How To Hire Your COO
Nov 26, 2018 • 36 min
is the COO @ Intercom, the company that provides a new and better way to acquire, engage and retain customers. To date, Intercom have raised over $240m in VC funding from some of the very best in VC including GV, Kleiner Perkins, Bessemer, ICONIQ and…
201: How To Prioritise Your Sales Pipeline, Why You Should Spend Your Time on the 10% Least Likely Leads & Why The Secret To Success In Sales Is “Calls Between The Calls” with Hannah Willson, VP Sales @ Rainforest QA
Nov 19, 2018 • 28 min
Hannah Willson is the VP of Sales @ , the on-demand QA solution that allows companies to discover problems that affect the customer experience before the code hits production. To date, Rainforest have raised over $40m in funding from some of the very…
200: Should SaaS Startups Start At SMB and Scale To Enterprise or Vice Versa, What It Takes To Make The Transition From CTO To CEO & The Right Way To Think About SaaS Pricing Today With Brad Birnbaum, Founder & CEO @ Kustomer
Nov 12, 2018 • 34 min
is the Founder & CEO @ , the first intelligent platform for customer experience that enables you to know everything about every customer. To date Brad has raised over $38m in funding for Kustomer from some of the very best in the SaaS business…
199: Betterment Founder, Jon Stein on The 3 Key Roles For A SaaS CEO, How To Retain Startup Culture As You Scale Past Startup Stage & The Most Telling Questions In Candidate Interviews To Stress Test Culture-Fit
Nov 5, 2018 • 27 min
is the Founder & CEO @ , the online financial advisor built for people who refuse to settle for average investing. To date, Jon has raised $275m in VC funding with Betterment from the likes of Bessemer Ventures Partners, Menlo Ventures, Kinnevik…
198: Decision-Making in B2B Marketing; Instinct or Data-Driven, How To Create True Alignment Between Sales and Marketing & Why Sometimes You Have To Throw The Marketing Playbook Out The Window with Maria Pergolino, CMO @ Anaplan
Oct 29, 2018 • 33 min
is the CMO @ , the company that allows you to accelerate decision-making with effective planning. To date, Anaplan have raised over $299m in funding from the likes of Meritech, Salesforce Ventures, Shasta, DFJ Growth and more incredible names. As for…
197: Partnerships: When Is The Right Time, What is The Right Partnership, How To Determine Between An Individual That Can Scale with The Company vs One That Cannot & How To Make Fast Decisions When You Don’t Have Data To Lean on with Cristina…
Oct 22, 2018 • 33 min
leads the Payments Partnerships and Platform Partnerships teams at , 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…
196: Stripe COO Claire Hughes Johnson on How The Best Leaders Inspire with Confidence and Stability, The Key To Successful Decision-Making & How To Hire Quality Teams At Scale
Oct 15, 2018 • 30 min
is the COO @ , 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…
195: How To Truly Understand The Politics of Selling to Enterprise, Why Current Org Charts Are Upside Down and What Your Customer Success Team Has To Be Obsessed with Doing with Dan Reich, Founder & CEO @ Troops.ai
Oct 1, 2018 • 30 min
is the Founder & CEO @ , the startup that is the ultimate slackbot for sales teams. To date, Dan has raised over $17m in VC funding with Troops from many friends of the show including Felicis Ventures, Founder Collective, First Round, Nextview,…
194: ARR Is A Lagging Not A Leading Indicator, The Metrics You Need to Focus On, The Secret To Success In Selling To Developers, Why You Should Delay The Buildout of Customer Success Teams & How Small Numbers In SaaS Can Deceive You with…
Sep 24, 2018 • 32 min
is the Founder & CEO @ , the startup that helps your devops team solve more problems in less time with log monitoring and analysis in seconds. Steve has raised over $27.5m in funding with Scalyr from many friends of the show including Susa…
193: When Does ABM Make Sense and How To Execute The Strategy Effectively, Why Marketing Must Be Held Accountable To A Number Tied Directly To Revenue and What Makes The Truly Special CMOs with Joe Chernov, CMO @ Robin Powered
Sep 17, 2018 • 32 min
is the Chief Marketing Officer at , the startup that simplifies scheduling, visibility and management of meeting rooms, desks and people in your workplace. To date, Robin have raised over £9m in funding from some of our dear friends in the form of…
192: Why Multi-Year Deals Are Not All Good, What Whatever Funding You Think You Will Need Double It & The Challenges of Building A Company and A Category Simultaneously with Michael Katz @ mParticle
Sep 10, 2018 • 29 min
is the Founder & CEO @ , the customer data platform that integrates all of your data and orchestrates it across channels, partners and systems. To date, Michael has raised over $75m in funding with mParticle from the likes of Social Capital,…
191: Salesloft Founder Kyle Porter on Scaling A SaaS Business to $40m ARR Outside of Silicon Valley, Pivoting a Product Generating $7m in ARR & How To Fundamentally Create Cohesion In A Leadership Team
Sep 4, 2018 • 32 min
Kyle Porter is the Founder & CEO @ Salesloft, the leading sales engagement platform delivering a better sales experience. To date, Salesloft have raised over $75m in funding from some of the best in the business including Emergence, Insight…
190: Why SaaS Founders Should Not Sell Their Products in The Early Days, How Founders Can Build Relationships with Enterprise CIOs and The Right Way To Think About Discounting and Pilots with Ed Sim, Founding Partner @ Boldstart Ventures
Aug 27, 2018 • 31 min
is the Founder & General Partner @ , one of the leading players in early stage SaaS investing. Their MO, to be a first check VC for enterprise founders and they have backed the likes of GoToMeeting (acq by Citrix), LivePerson (IPO, NASDAQ), Divide…
189: When to Go Large on Go-To-Market, How To Scale Company Culture with Your Team & Why Discounting is Evidence of Not Communicating Your USPs Successfully with Craig Walker, Founder & CEO @ Dialpad
Aug 20, 2018 • 28 min
is the Founder & CEO @ , the startup that provides a business phone system for the modern workplace. To date, Craig has raised over $120m in VC funding with Dialpad from some of the best in the business including Iconiq, Andreesen Horowitz, Google…
188: Why The Best CEOs Are Inspirational Assholes, How To Optimise Decision-Making within Your Organisation & The Benefits of Being Old In SaaS with Fouad ElNaggar, Founder & CEO @ Sapho
Aug 13, 2018 • 40 min
is the Founder & CEO @ , the only employee experience portal designed for the digital workforce. To date, Ray has raised over $27m in funding with Sapho from some real favourites of ours including Ray @ Caffeinated, Felicis, Uncork, Bloomberg…
187: Point Nine’s Christoph Janz on Making Venture Capital More Human, WTF Really Is Product Market Fit & The Leading Indicators of Scaling and Repeatable Customer Acquisition Channels
Aug 6, 2018 • 37 min
is the Managing Partner @ , one of Europe’s leading early stage funds with a portfolio that includes the likes of ZenDesk, Algolia, Delivery Hero, Revolut, Contentful and many more incredible companies. Before that, he co-founded two Internet…
186: From Greylock To $1.55Bn Acquisition, Adaptive Insights CEO, Tom Bogan on How The Best CEOs Hire and Retain Their Best Talent, How To Think About Gross Margin with Scale & The One Metric All SaaS Founders Must Ultimately Focus On
Jul 30, 2018 • 30 min
is the CEO of , the company that proves a new generation of business planning software for finance and beyond. Prior to their reported $1.55Bn acquisition to WorkDay, Adaptive Insights raised over $175m in VC funding from the likes of Bessemer,…
185: Moat CEO, Jonah Goodhart on How To Scale A Logo Machine In the Early Days & Why Brand and North Star Should Drive All Decision Making
Jul 23, 2018 • 33 min
is the CEO @ , the SaaS analytics and intelligence company focused on transforming brand advertising online. Prior to their acquisition by Oracle for a reported $850m Moat raised over $67m in VC funding from the likes of Insight Venture Partners,…
184: Step by Step Guide To Scaling Your Sales Team, Why Founders Need To Spend More Time On Top of Funnel & Why Discounting Is A Great Tool with Sam Blond, Chief Sales Officer @ Brex
Jul 16, 2018 • 30 min
is Chief Sales Officer @ Brex, the startup that provides corporate cards for startups. To date they have raised over $57m in funding from the likes of Y Combinator, Peter Thiel, Max Levchin, Yuri Milner, Elad Gil and many more incredible names. Prior…
183: Intercom CEO, Eoghan McCabe on The Right Way To Structure Your Org Chart, The Secret To Scaling From SME To Enterprise Successfully & How To Create A Culture of Experimentation Without Fear
Jul 9, 2018 • 48 min
is the Co-Founder & CEO @ , one of the fastest growing saas companies of the day providing a new and better way to acquire, engage and retain customers. Due to their phenomenal growth they have raised over $240m in funding from some of the best in…
182: Marketo CEO, Steve Lucas on What Makes A Truly Great SaaS CEO Today, The Top Considerations You Must make Before Going To Enterprise & Why The Way We Sell Has To Fundamentally Change
Jul 2, 2018 • 31 min
is the CEO @ , the world leader in marketing automation for companies of any size. Prior to their IPO and eventual sale to Vista Equity partners for $1.79Bn they raised over $100m in VC funding from the likes of Battery Ventures, IVP, Mayfield and…
181: How To Gain Enterprise Clients As A Startup, How To Approach Multi-Year and Prepaid Deals with Those Mega Companies & How To Balance Fast Growth Expectations with Profitability with Jerry Jao, Founder & CEO @ Retention Science
Jun 25, 2018 • 31 min
is the Founder & CEO @ , the startup that brings intelligence to your marketing automation through artificial intelligence that delivers a personalized customer experience, at scale. To date, Jerry has raised over $10m in VC funding with Retention…
180: David Skok on Why You Should Not Focus On CAC/LTV In The Early Days, What Is The Right Way To Analyse Sales Rep Productivity & The Leading Indicators Early Stage VCs Use to Assess Product Market Fit
Jun 18, 2018 • 30 min
is a serial entrepreneur turned VC at . 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…
179: What It Means To Be An ARR First SaaS Company, The Most Commonly Misunderstood SaaS Metrics & Why Renewals Does Not Mean Happy Customers with Dave Kellogg, CEO @ Host Analytics
Jun 11, 2018 • 30 min
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…
178: 10 Key Lessons From Scaling Marketo to IPO with Phil Fernandez, Former Marketo CEO & Venture Partner @ Shasta Ventures
Jun 4, 2018 • 28 min
is a Silicon Valley veteran, with more than 35 years of experience building and leading breakout technology companies. Phil co-founded Marketo in 2006 and led the company as Chairman and CEO for a decade, overseeing its successful IPO and acquisition…
177: Why Career Paths Are For B Players in Sales, How To “Rig The Recruiters” To Ensure The Best Talent Pipeline & Successfully Moving From Transactional To Enterprise with Bill Binch, CRO @ Pendo.io
May 29, 2018 • 34 min
is a leader and expert in the SaaS sales industry, currently CRO @ , the startup that helps you understand and guide your users, creating a product experience they can’t live without. They have raised over $58m in VC funding from some of the…
176: What SaaS Startups Need To Raise A Series A Today, Why We Need A New Framework To Think About SaaS Multiples and How “The Rule of 40” Changes with Scale with Kristina Shen, Partner @ Bessemer Venture Partners
May 21, 2018 • 23 min
is a Partner @ , one of the world’s leading venture funds with a portfolio including the likes of Pinterest, Skype, Box, LinkedIn, Yelp and many more incredible companies. As for Kristina, she serves on the boards of DoubleDutch, Glint, Retail…
175: Lemkin’s Lesson on How To Approach Long Sales Cycles, When Is The Right Time For A Founder To Take A Step Back From Selling & How To Deal With Being Cloned with Jason Lemkin, Founder @ SaaStr
May 14, 2018 • 18 min
is the Founder @ , the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the likes of Algolia,…
174: How To Make It Big In The US As A Non-US SaaS Startup, How To Manage Distributed Teams Effectively At Scale & How East Coast, West Coast and European VCs Fundamentally Differ In Mentality with Timo Rein, Founder & CEO @ Pipedrive
May 8, 2018 • 27 min
is the Founder & CEO @ , the startup that helps sales people focus on actions that close deals. To date, Timo has raised over $30m from the likes of Atomico, Bessemer Venture Partners, TransferWise Founder Taavet Hinrikus and Andy MCloughlin and…
173: Lemkin’s Lesson on What To Look For In Your First Sales Reps, How to Approach Variable Compensation, The Right Way To Acquire Customers When Starting Paid Marketing and more with Jason Lemkin, Founder @ SaaStr
Apr 30, 2018 • 16 min
is the Founder @ , the world’s largest SaaS event with over 20,000 of the world’s best SaaS founders and investors attending every year. Jason also invests from SaaStr’s debut $70m fund and has made prior investments in the likes of Algolia,…
172: Why It Is Easier To Start In SMB and Work Your Way Up, How To Encourage A Risk Mindset Into Your Culture & How To Separate Ego From Decision-Making with Jon Lee, Founder & CEO @ ProsperWorks
Apr 23, 2018 • 24 min
is the Founder & CEO @ , the #1 recommended CRM for G Suite. To date, ProsperWorks have raised over $85m in VC funding from the likes of True Ventures, Norwest, GV, Bloomberg Beta and more incredible names. As for Jon, prior to ProsperWorks, he…
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 @…
Apr 16, 2018 • 26 min
is a General Partner @ , 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,…
170: Intacct’s Rob Reid on Scaling Intacct’s Team & Culture To An $850m Exit, Why You Must Attack The Process Not The People & Why The Old School CEO Approach Is Upside Down and Backward
Apr 9, 2018 • 29 min
is the Executive Vice President & Managing Director @ , the undisputed global leader serving finance teams of any size. With over 10,000 employees and and over 3m customers, their financial solutions generate over $2Bn in revenue. As for Rob,…
169: The Secret To Ensure High Conversion On Trials, How To Start and Scale A Remote Team Successfully & Lessons From Amazon and Netflix on A Culture of Achievement and Goal-setting with Kolton Andrus, Founder & CEO @ Gremlin
Apr 2, 2018 • 24 min
is the Founder & CEO @ , the failure as a service startup finds weaknesses in your system before they cause problems. To date, they have raised over $8m in VC funding from some of the best in the business including the likes of Mike Volpi @ Index…
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
Mar 26, 2018 • 29 min
is the Founder @ , 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…
167: The Biggest Challenges In Scaling From $1-10m in ARR, How To Navigate Enterprise Sales Negotiations Successfully & Why You Must Reiterate Value At Every Touchpoint with PJ Bouten, Founder & CEO @ Showpad
Mar 19, 2018 • 29 min
is the Founder & CEO @ , the world’s leading sales enablement platform that allows for the creation of amazing buyer experiences. To date they have raised over $89m in VC funding from the likes of Insight Venture Partners, Dawn Capital and…
166: Why SaaS Startups Do Not Have To Scale To Enterprise, Why Usage Is The Key Metric When Serving SMBs & How To Optimise The Partnership Model In SaaS with Clate Mask, Founder & CEO @ InfusionSoft
Mar 12, 2018 • 26 min
is the CEO of , the leading cloud-based CRM platform for growth-minded small businesses with more than 145,000 users worldwide. Under Clate’s leadership, InfusionSoft has grown from a fledgling startup housed in a worn-down strip mall into a 550…
165: Step By Step Guide To Building Truly Diverse Teams, Why Data Professionals Must Be At The Core of Your Company & How To Move Upmarket Effectively with Harry Glaser, Founder & CEO @ Periscope Data
Mar 5, 2018 • 29 min
is the Founder & CEO @ , the startup that allows you to transform your business with the fastest, most powerful analytics platform. To date, Periscope have raised over $34m in funding from some of the very best in the business including Bessemer,…
164: The Right Way To Sell To Enterprise Buyers, Why Sales Ops Will Be A C-Suite Role in the Next 10 Years and Whether Or Not To Engage With Pilots and Discounting with Mark Godley, President @ LeadGenius
Feb 26, 2018 • 31 min
is the President of LeadGenius, the startup that provides the power of human intelligence with the scale of machine learning. To date they have raised $16m in funding from the likes of a16z, Initialized Capital, Scott and Cyan Banister and SV angel…
163: Scaling Zapier to $35m in ARR with Just $1.3m in Funding &Why Most Founders Should Ignore Fundraising & How To Harness The Power of Completely Remote Teams with Wade Foster, Founder & CEO @ Zapier
Feb 19, 2018 • 26 min
is the Founder & CEO @ , the startup that moves information between your web apps automatically, so you can focus on your most important work. A couple of incredible achievements from Zapier, they have scaled to a phenomenal $35m in ARR, they have…
162: How To Achieve True Virality in SaaS with $0 CAC, Why Customer Success Is The New Marketing & How To Optimise Remote and Contract Workers with Olof Mathé, Founder & CEO @ Mixmax
Feb 12, 2018 • 28 min
is the Founder & CEO @ , the startup that allows you to be a sales pro, providing powerful analytics, automation and enhancements for your outbound communication and a product that has achieved almost the impossible in SaaS, true viral growth and…
161: Brad Feld on Structuring Your SaaS Startup For Scalability, How The Role Of CEO Should Adjust To The Growth Of The Organisation & What Makes The Most Effective Board Members
Feb 5, 2018 • 32 min
is one of the world’s leading VCs having Co-Founded , Brad has made investments in the likes of , and , just to name a few. Brad is also Co-Founder of , one of the world’s most prominent startup accelerators, whose portfolio companies have raised…
160: Why People Over Index Culture Fit, How To Hire Through Market Cycles & How To Balance The Assessment of Output vs Input with Mark Mader, CEO @ Smartsheet
Jan 29, 2018 • 29 min
is the CEO @ , the company that allows firms the best way to plan, track, automate and report on work. To date, they have raised over $105m in funding from some of the best in the business including Insight Venture Partners. Prior to Smartsheet, Mark…
159: Why CAC/LTV Is Not The Guiding Metric In SaaS, How To Build An Inside Sales Team From Scratch & Why SMB Up Is The Right Way with Fred Shilmover, Founder & CEO @ InsightSquared
Jan 22, 2018 • 28 min
is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space. Throughout the InsightSquared journey, Fred has raised over $25m in VC funding from the likes of DFJ, Bessemer,…
158: 3 Core Skills of The Best Performing SaaS CEOs & The Inflection Points In The Scaling of SaaS Teams & How To Mitigate Them with Mike McDerment, Founder & CEO @ Freshbooks
Jan 15, 2018 • 30 min
is co-founder and CEO of , the #1 cloud-based accounting software designed exclusively for service-based small business owners. Starting from his parent’s basement, Mike has grown Freshbooks to more than 10m users worldwide and raising over $75m in…
157: MuleSoft Founder, Ross Mason on How Unbundling to A SaaS Platform Alters Revenue, Org Structure and Product Roadmap, Why Moving To Silicon Valley Was Fundamental For Mulesoft &Why Startups Can No Longer Own The Entire Customer Lifecycle
Jan 8, 2018 • 26 min
is the Founder & VP of Product Strategy @ MuleSoft, one of the world’s leading software platforms making it easy to connect the world’s applications, data and devices. Following over $250m in VC funding from the likes of Lightspeed, Salesforce…
156: Most Downloaded SaaStr of 2017: David Skok, General Partner @ Matrix Partners
Dec 18, 2017 • 46 min
is a serial entrepreneur turned VC at . 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…
155: Intercom Co-Founder, Des Traynor on Constructing The Right Brand Architecture, The Right Way To Integrate Customer Feedback Into Product Roadmap & Why There Is An Inverse Correlation Between Quality & Market Size
Dec 11, 2017 • 30 min
is the Co-Founder, Chief Strategy Officer and VP of Marketing at , one of the world’s hottest startups that simply put, makes communicating with customers easy and efficient. They have raised over $115m in funding from some of the world’s leading…
154: Why The Rule of 40 Is Wrong, Why Growth Does Matter More Than Profitability & Why Every First Hire In A Function Must Be A Swiss Army Knife with Greg Sands, Founder & Managing Partner @ Costanoa Ventures
Dec 4, 2017 • 28 min
is the Founder & Managing Partner @ Costanoa Ventures, one of the leading early stage enterprise funds on the West Coast with their latest $175m fund, raised earlier this year. At Costanoa, Greg has made investments in the likes of Intacct…
153: How To Build and Scale Sales Teams As A Technical Founder, How To Scale The Sales Learning Curve & Why No One Actually Cares About Your Product with Spenser Skates, Founder & CEO @ Amplitude
Nov 27, 2017 • 27 min
is the Founder & CEO @ Amplitude, the only analytics solution built for modern product teams that helps you understand user behaviour and ship the right solutions fast. They have raised over 55m in VC funding from many friends of SaaStr and 20VC…
152: Cloudera’s Lars Nilsson on Why SDRs Are The Most Important Role In The Sales Function, How To Build An SDR Team From Nothing & How To Construct A Compensation Plan That Drives A Behaviour You Want Other Than Just Revenue
Nov 20, 2017 • 30 min
is the VP of Global Inside Sales for Cloudera and with over twenty-five years of sales and operations experience, Lars Nilsson is a global leader in enterprise software and selling solutions. One of Lars many incredible achievements was he and his…
151: AppDynamics Founder, Jyoti Bansal on The Requirements To Proceed Through The Scaling Stages in SaaS To Build One Of The Fastest Growing Enterprise Companies And Achieve a $3.7Bn Exit
Nov 13, 2017 • 23 min
is the former Founder & CEO @ , backed by the likes of Lightspeed, Greylock and Kleiner Perkins just to name a few before it’s ultimate acquisition by Cisco for $3.7Bn. Today, Jyoti is the Founder and CEO @ BIG Labs essentially a laboratory for…
150: Why New Qualified Leads Divided By Win Rate Is The Metric in SaaS, Why It Is Harder To Go Enterprise Down Than SMB Up & How To Create Engines of Growth Within Your Organisation with Paul Albright, Former CRO @ Marketo
Nov 6, 2017 • 29 min
is one of the valley’s most experienced SaaS execs with extensive operational and capital management experience, including 3 IPOs. Most recently Paul was the Founder & CEO @ , the marketing acceleration software solution that raised over $25m in…
149: 2 Fundamental Challenges To Rapid Scaling in SaaS, The Importance of Short Qualification Periods & Why Departments Must Also Have North Stars with Jack Altman, Founder & CEO @ Lattice
Oct 30, 2017 • 27 min
is the Founder & CEO of , the #1 performance management solution for growing companies.They have raised close to $10m in funding from some of our favourites in industry including the likes of Miles Grimshaw @ Thrive, Khosla Ventures, Elad Gil,…
148: Why Startups Die of Indigestion Not Starvation, Why Early Product Market Fit Can Be Misleading & Why Gross Margin Is So Crucial For SaaS Businesses From Day 1 with Rajeev Batra, Partner @ Mayfield
Oct 23, 2017 • 27 min
is a Partner at , a firm that has championed bold entrepreneurs since 1969. Rajeev’s investments at Mayfield include the likes of Crunchbase, SmartRecruiters, Marketo (IPO then taken private by Vista Equity), ServiceMax (acquired by GE Digital) and…
147: Why Payback Period Is The Critical Metric, Why There Is No “No Man’s Land In SaaS Pricing” & When Is A Stretch VP, A Stretch Too Far with Shan Sinha, Founder & CEO @ Highfive
Oct 16, 2017 • 29 min
is the Founder & CEO @ , the startup that quite simply makes insanely simple video conferencing. They have raised over $45m in funding from some of the best in the business including a16z, Lightspeed General Catalyst and Founder Collective and…
146: Why Management Upgrade Is The Most Important Thing A CEO Can Do, Why You Must Hire More Generalists with Scale & How To Hire People with 3-4 Years Runway with Chris Caren, CEO @ Turnitin
Oct 9, 2017 • 21 min
is the CEO @ , the company revolutionising the experience of writing to learn with backing from the likes of IVP, Norwest Venture Partners and GIC. Chris has scaled the company to serve over 25m students and 2m teachers across 15,000 institutions….
145: Mulesoft CEO, Greg Schott on The Challenges & Lessons of Scaling from 20 to 1,000 People & Where Most Companies Go Wrong In The Hiring Process
Oct 2, 2017 • 27 min
is the Chairman and CEO @ , provider of the leading platform for building application networks. They have raised over $250m in funding from some of the best investors in the world including NEA and Lightspeed and then some of the largest companies of…
144: 7 Steps To Land $100K+ “Whale” Clients with Sequoia Backed, Andy Byrne, Founder & CEO @ Clari
Sep 25, 2017 • 25 min
is the Co-Founder & CEO @ , the startup that helps sales teams drive more revenue and increase forecast accuracy through improved deal execution and predictive analysis. They have raised over $30m in venture funding from some of the best in the…
143: DigitalOcean CEO, Ben Uretsky on Scaling To 1m Customers with No Sales Team, Key Learnings From Raising $123m & Why It Is Not Just About Culture Fit
Sep 18, 2017 • 29 min
is the Co-Founder & CEO @ . Under Ben’s leadership, DigitalOcean has risen from a cloud startup for developers to the second largest and fastest growing cloud computing platform. To date, more than 1m developers have deployed more than 50…
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
Sep 11, 2017 • 31 min
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…
141: How To Scale & Segment Your Sales Team Efficiently, How To Move Upmarket With Speed & How To Raise Over $50m in an “Unsexy” Industry with Classy Founder, Scot Chisholm
Sep 5, 2017 • 28 min
is the Founder & CEO @ , the world’s leading fundraising platform for nonprofit organizations As a result they have raised close to $50m in VC funding from the likes of Salesforce Ventures, our friends at BullPen Capital, Mithril Capital and…
140: Key Requirement To A Cash Flow Positive SaaS Business, How To Land Your First “Whale” & How To Incentivise Your Sales Team Aligned To The Company Mission with Mark Organ, Founder & CEO @ Influitive
Aug 28, 2017 • 28 min
, Founder & CEO at . Influitive helps B2B companies mobilize their army of advocates for more rapid and profitable revenue growth. They have raised close to $50m in VC funding from some of the best in the business including the likes of…
139: Why Hiring Sales People Is Like Being Thirsty, Why You Have to Separate Between Customers and Money & Why Time Kills More Companies Than Dollars with Mike Dauber, General Partner @ Amplify Partners
Aug 21, 2017 • 26 min
is a General Partner @ , the fund that backs technical founders, building technical products for technical buyers. Their portfolio consists of the likes of DataDog, Fastly, Engagio and many more incredible companies. As for Mike, prior to joining…
138: The Rule of 40% For A Healthy SaaS Company, Why It Is Not All About Top Line Growth In Enterprise & Why Land & Expand Is Wrong with Vineet Jain, Founder & CEO @ Egnyte
Aug 14, 2017 • 26 min
is the Founder & CEO @ , the startup that delivers smart content collaboration in the cloud or on-premises. They have raised over $60m in VC funding from the likes of Kleiner Perkins, Google Ventures and one of our favourites here, Mike Maples @…
137: How To Scale A Sales Org The Right Way, What Makes A Truly Effective SaaS Board & Why SaaS Leaders Need To Be Vulnerable with Max Yoder, Founder & CEO @ Lessonly
Aug 7, 2017 • 25 min
is the Founder & CEO @ , the modern learning software used by teams to translate important work knowledge into Lessons that accelerate productivity. They have raised funding from the likes of former ExactTarget CMO Tim Kopp, OpenView Ventures and…
136: What Role Should The CEO Play With The Marketing Strategy, What Do CEOs Most Often Get Wrong About CMOs & What Makes The Optimal CEO-CMO Relationship with Stacey Epstein, CEO @ Zinc
Jul 31, 2017 • 24 min
is the CEO @ Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing including the likes of Jason Green @ Emergence, CRV with George Zachary and GE Ventures….
135: Auren Hoffman on Why Raising Prices Is Not A Good Idea, How Fewer Employees Can Mean Fast Growth & Why The CEO Must Never Delegate HR
Jul 24, 2017 • 25 min
is the Founder & CEO @ , the startup that is unlocking the world’s most powerful data so that machines and humans can answer society’s toughest questions. They have backing from likes of Naval Ravikant and prior guests of the show including…
134: The Crucial Difference Between Mentorship & Advocacy, Why You Have To Practice Upward Empathy & How To Make The Successful Transition from Services Based Business to SaaS Based Business with TapInfluence CEO, Promise Phelon
Jul 17, 2017 • 30 min
is the CEO @ , bringing the first ever influencer marketing platform to the Fortune 1000. Under Promise’s leadership the company has enjoyed a 300% increase in revenue in 2015 alone, they made the successful transition from a services to a SaaS…
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
Jul 10, 2017 • 24 min
is a General Partner @ 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…
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
Jul 3, 2017 • 28 min
is the CRO @ , 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…
131: The Secret To Selling To SMBs & Creating A Sales Model That Scales with Jens Nylander, Founder & CEO @ Automile
Jun 26, 2017 • 22 min
is the Founder and CEO @ , the startup that makes fleet and asset management much much easier. They have backing from some of the best in the business including Godfather of SaaS himself Jason Lemkin, the wonderful team at Point Nine, Justin Kan and…
130: Accel’s Steve Loughlin on Founding RelateIQ & Lessons From Working with Marc Benioff, How Founders Can Determine Which Is The Right Market For Them & Evolutions in The Enterprise AI/ML Landscape
Jun 19, 2017 • 27 min
is a Partner @ in San Francisco, one of the leading funds with prior investments in the likes of Facebook, Dropbox, Atlassian, Slack and many more incredible companies. Prior to Accel, Steve was the CEO and co-founder of RelateIQ, later named…
129: How To Quadruple MRR Growth With SDR Training, The Right Way To Scale Prospect Search & Why Startups Can Immediately Be In The Enterprise Market with May Habib, Founder & CEO @ Qordoba
Jun 16, 2017 • 27 min
is the Founder & CEO @ , the best platform for building truly localized products across apps, websites and marketing content. It is the fastest, most scalable way to grow from one market to many. We do also want to say a big congratulations to May…
128: Algolia’s Nicolas Dessaigne on The Journey To $10m in ARR, Why You Must Separate The Work You Do From The Culture You Build & How To Successfully Create A Developer Community
Jun 12, 2017 • 20 min
is the Founder & CEO @ , the most reliable platform for building search into your business. Just last week they raised $53m in funding led by Accel with participation from Jason Lemkin @ SaaStr, Point Nine Capital, AppDynamic’s Jyoti Bansal,…
127: Why $1-2m ARR Is Not The Hardest Phase Of A SaaS Startup, Why Your Developer Talent Pipeline Is Broken & How To Approach Regrettable and Non-Regrettable Churn with Ryan Carson, Founder & CEO @ Treehouse
Jun 5, 2017 • 24 min
is the Founder & CEO @ the startup that teaches you to code and learn the skills needed to launch a new career. They have backing from some of the best investors in the business including the likes of Social Capital, Greylock Partners and then…
126: Box’s Chief Strategy Officer on How To Build High Performing Teams & Why You Must Only Monetise To 30% of Your Value
May 29, 2017 • 29 min
is Senior Vice President of Platform and Chief Strategy Officer of where he leads the Box Platform organization, driving the strategy of the platform business and developer relations. He also oversees the corporate strategy and development…
125: Why You Should Always Be Premium? Why You Have To Create An Outbound Sales Culture As Early As Possible & Why There Are Only 2 Real Ways To Hire with Laura Bilazarian, Founder & CEO @ Teamable
May 26, 2017 • 28 min
is the Founder & CEO @ , the startup that allows you to recruit the best talent from your network. They have raised funding from some stellar investors including the likes of True Ventures and SaaStr. As for Laura, she started out her career on…
124: Upfront’s Mark Suster on The One Thing That Kills Sales, Why You Have To Price High and Discount & Why Sales People Are Either Farmers or Hunters?
May 22, 2017 • 29 min
is Managing Partner at which he joined in 2007, having previously worked with Upfront for nearly 8 years as a two-time entrepreneur. Before joining Upfront Mark was Vice President, Product Management at Salesforce.com following its , where Mark was…
123: Top 10 VP of Sales Lessons In Scaling To $100m in ARR with DFJ, TalkDesk and Predictable Revenue’s, Aaron Ross
May 19, 2017 • 21 min
Today’s show is centred around The Top 10 VP of Sales Lessons Learned In Scaling To $100M ARR. Leading this conversation is Aaron Ross, author of best selling book, Predictable Revenue, providing the framework for the outbound process & sales…
122: How To Successfully Scale The 1-10 Customer Phase Of Any SaaS Business, The True Signs Of A Great Sales Person & How To Analyse NPS Effectively with Edith Harbaugh, Founder & CEO @ LaunchDarkly
May 15, 2017 • 25 min
is the Founder & CEO @ , the startup that allows you to fearlessly and swiftly release software by separating feature rollout from code deployment. They have raised over $10m in funding from many previous guests of The Twenty Minute VC including…
121: Box’s VP Marketing on Why ARR Pipeline Is Not Just The Responsibility of The Sales Team, Why Lead Nurturing Does Not Stop At Email & Why Lead Segmentation is Key To Success with Lauren Vaccarello
May 12, 2017 • 25 min
is VP of Marketing @ Box, one of the leading enterprise B2B brands today. At Box, Lauren leads a 50 person team that involves demand generation, global campaigns, events and more. Prior to Box, Lauren was VP of Marketing @ Adroll, where she built and…
120: Sequoia Partner, Aaref Hilaly on How To Manage Up Your Board & Keep The Happy Even In Hard Times
May 8, 2017 • 17 min
is a Partner @ , one of the world’s most successful VC funds with investments in the likes of Apple, Google, Paypal, Whatsapp and LinkedIn just to name a few. As for Aaref he came to the valley with 2 suitcases and the ambition to start a company….
119: The Sales Mistakes That Can Kill Your Startup & How To Avoid Them with Mark Roberge, Former CRO @ Hubspot & Michele Law, Former COO @ OpenDNS
May 5, 2017 • 22 min
is a Senior Lecturer @ Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark was the Chief Revenue Officer @ Hubspot where he increased revenue over 6,000% and expanded the team from 1 to 450…
118: Why Tension Has Shifted From Sales vs Marketing To Customer Success vs Product & Why You Have To Hire For Ahead Of Where You Are Now with Todd Olson, Founder & CEO @ Pendo.io
May 1, 2017 • 25 min
is the Founder & CEO @ , the startup that allows you to capture all user behaviour, gather feedback and then provide contextual support. They have raised over $30m in VC funding from some of the very best in the business including Neeraj @…
117: How, Why & When To Launch A Second SaaS Product & Is There A No Man’s Land In SaaS ACV’s with Amit Agarwal, Chief Product Officer @ Datadog
Apr 28, 2017 • 22 min
is the Chief Product Officer @ , the startup that provides cloud scale monitoring that tracks your dynamic infrastructure and applications. They have raised over $140m in VC funding from some of the best in the business including Index Ventures, IA…
116: The Most Important Metric For Your Startup, When To Ship Your Second Product & How To Structure Your Sales Team For 7 Figure Deals
Apr 24, 2017 • 26 min
is the CEO @ at , the industry’s first distributed security system that provides application-aware micro-segmentation. Tim joined vArmour as CEO in October, 2013. Prior to that, he was the CEO at Silver Tail Systems until the company was acquired by…
115: Why Not All Companies Should Invest in SEM? Why No Demand Channel Is An Island & How To Ensure For Dollar Efficiency with SEM with David Rodnitzky, Founder @ 3Q Digital and Loretta Jones, VP of Marketing @ Delighted
Apr 21, 2017 • 21 min
is founder and CEO of , a leading digital agency that was acquired by Harte Hanks in 2015. Prior to 3Q Digital, he held senior marketing roles at several Internet companies, including Rentals.com (2000-2001), FindLaw (2001-2004), Adteractive…
114: Redpoint’s Tom Tunguz on The Rise of Machine Learning In Enterprise SaaS & How Existing SaaS Startups Can Incorporate ML Into Their Offering?
Apr 17, 2017 • 20 min
is a Partner at and one of the pre-eminent thought leaders in the rise of SaaS. Tom has made investments in the likes of Demio, Axial, Chorus.ai and more incredible companies. Tomasz is also the co-author of which explores the cultural changes big…
113: The Most Important Metrics To Assess The State Of A SaaS Startup, Why Customer Payback Period Is Crucial & The Right KPI To Measure Customer Success On with Dan Adika, Founder & CEO @ Walkme
Apr 14, 2017 • 23 min
is the Founder and CEO @ , the cloud-based service designed to help professionals guide and engage prospects and customers, and complete online tasks. They have raised over $90m in VC funding from some of the greats of the industry such as Rory…
112: Brad Feld on Structuring Your SaaS Startup For Scalability, How The Role Of CEO Should Adjust To The Growth Of The Organisation & What Makes The Most Effective Board Members
Apr 10, 2017 • 31 min
is one of the world’s leading VCs having Co-Founded , Brad has made investments in the likes of , and , just to name a few. Brad is also Co-Founder of , one of the world’s most prominent startup accelerators, whose portfolio companies have raised…
111: How To Build & Scale A Customer Success Team & Why You Must Hire Full Stack Engineers with Dan Burkhart, Founder & CEO @ Recurly
Apr 7, 2017 • 25 min
is the Founder & CEO @ , the startup powering much of the subscription success, trusted by the likes of Twitch, CBS Interactive and Hubspot just to name a few. They have raised over $20m in VC funding from leading investors including Greycroft,…
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
Apr 3, 2017 • 20 min
is a Managing Director @ 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…
109: Scaling SaaS Teams With Startup Hyper-Growth & When Is The Right Time To Hire A COO with Mat Ellis, Founder & CEO @ Cloudability
Mar 31, 2017 • 19 min
is the Founder & CEO @ , the startup that provides cloud cost efficiency at scale and they have raised close to $40m in VC funding including from our good friends at Foundry Group and Data Collective. As for Mat, prior to Cloudability, Mat held…
108: Growing To $500m In ARR & How To Hit 7 Figure Sales with Veeva Systems Founder, Peter Gassner
Mar 27, 2017 • 22 min
is the Founder & CEO @ , the industry cloud for life science systems. With just $4m in capital raised, Peter has taken Veeva to almost $500m in ARR and a prominent force in the rising tide of enterprise SaaS. As for Peter, prior to Veeva, Peter…
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
Mar 24, 2017 • 25 min
is the Founder and CEO @ , 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,…
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
Mar 20, 2017 • 32 min
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 , , , , , , and . He also led IDG Ventures’…
105: Why Marketing Is Eating Sales, How To Make Data-Driven Marketing Decisions & Why Companies Need To Have A Strong Point of View About The World with Nadim Hossain, Founder & CEO @ BrightFunnel
Mar 17, 2017 • 22 min
is the Founder and CEO @ , the startup that shows marketing true impact on revenue. They are backed by many past guests of the show including Matt Garratt @ Salesforce Ventures, Tim Kopp, and James Cham @ Bloomberg Beta. As for Nadim, prior to…
104: Trello Founder, Michael Pryor on The 3 Key Elements That Make A Great CEO, The Fundamentals To Make A Pivot Successfully & The Secrets To Building The Most Efficient Workforce
Mar 13, 2017 • 27 min
is Co-Founder & CEO @ , now Head of Product with Trello at Atlassian following their . For those that do not know, Trello lets you work more collaboratively and get more done. Prior to the acquisition they raised from some of the best in the…
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
Mar 10, 2017 • 22 min
is the Founder and CEO @ . 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…
102: Why You Should Not Pay Your Sales Team Commission, Why There Is Such Little Innovation In Go-To-Market Strategy & Why Adaptability Is Key Not Efficiency with Didier Elzinga, Founder & CEO @ Culture Amp
Mar 6, 2017 • 30 min
is the Founder & CEO @ , the world’s most powerful employee feedback and analytics platform. They have raised funding from some of the best in the business including the likes of Index Ventures, our friends at Felicis Ventures and Blackbird…
101: How To Scale From Early Adopter To Mass Market, Why Organisations Are Not A Good Way To Get Work Done & How To Perfect Upsell Mechanics with Fayez Mohamood, Founder & CEO @ Bluecore
Mar 3, 2017 • 23 min
is the Founder and CEO @ , the company that is transforming the way eCommerce marketers use data and automation to communicate with customers. They have raised nearly $30m in funding from some of the best in the business and past guests of the show…
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
Feb 27, 2017 • 23 min
co-founded 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…
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
Feb 24, 2017 • 28 min
Luke Retterath is the Director of Demand Generation @ , 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…
097: Zendesk’s Douglas Hanna on How To Build A Platform? How To Scale A Platform? How To Measure The Success Of A Platform?
Feb 17, 2017 • 25 min
Douglas Hanna is the GM of the Developer Platform @ Zendesk, one of the world’s fastest growing SaaS startups. Before joining Zendesk, Douglas was the Founder & CEO @ Help.com where he grew the business from 1 to 16. Prior to Help, Douglas was…
096: How To Sell SaaS To Fortune 500s, What Drives Decision-Making In Large Corporates & Why Enterprise Is Middle Up Not Top Down with Jonathan Lehr, Co-Founder @ WorkBench
Feb 14, 2017 • 27 min
Jonathan Lehr is the Co-Founder and Managing Director of Work-Bench, where he focuses on early stage enterprise technology investments in areas including big data analytics, machine learning, data-defined security and more. Prior to Work-Bench, Jon…
095: Trello’s JD Peterson on Why Now Is The Best But Hardest Time To Be A Marketer, How To Unify The Sales & Marketing Team & How The Role Of Data Effects Marketers Today
Feb 3, 2017 • 32 min
is CMO of Trello where he heads the company’s marketing and customer service teams. A true child of Silicon Valley, J.D. has been helping startups for nearly 20 years. Before Trello, he held positions as the CRO and interim CEO at…
094: The $100m Question All SaaS Founders Must Ask, Learnings From Working with Marc Benioff at Salesforce & Scaling Zuora To A $Bn Valuation with Tien Tzuo, Founder & CEO @ Zuora
Jan 30, 2017 • 27 min
is the Founder and CEO @ Zuora, one of the fastest growing SaaS companies that has been at the forefront of the rise of subscription business models. They have funding from some of the best in the business including the likes of Benchmark, Sequoia,…
093: Why You Cannot Be Excellent For Anyone If You Are Not Willing To Be Ok For Someone & How To Manage NPS Effectively With Scaling with Lexi Reese, Chief Customer Experience Officer @ Gusto
Jan 27, 2017 • 28 min
Lexi Reese is the Chief Customer Experience Officer at unicorn startup, Gusto and is one of the top female executives in Silicon Valley. Lexi’s passion for serving customers was sparked by her early career in microfinance as a public policy advocate…
092: Raising $100m From Sequoia & Why Sustainable Growth Is Fundamental with Zoom’s Eric Yuan
Jan 23, 2017 • 21 min
is the Founder & CEO @ Zoom, the video and web conferencing service that just last week raised $100m in venture funding from Sequoia Capital. Prior to founding Zoom, Eric was Corporate Vice President of Engineering at Cisco, where he was…
091: Jason Lemkin on Why Hire Fast Fire Fast is BS, Why He Never Invests In Quarterly MRR & Why The Key Is Successful Reinvention
Jan 20, 2017 • 15 min
is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, Greenhouse.io, , , , , , and more. He is also an…
090: SaaStr’s Own Jason Lemkin on The Specific Characteristics Jason Looks For In Founders? What Levels Of ACV Suggest The Potential For A Unicorn? Why Founders Always Undersell & How You Should Hire Your First Sales Reps?
Jan 16, 2017 • 24 min
Jason Lemkin is the Founder and VC @ SaaStr, or more accurately put Jason is a 2x founder, 1x VC, and constant SaaS enthusiast. He led or sourced the first VC investments in many leading enterprise/SaaS start-ups, Greenhouse.io, , , , , , and more. He…
089: Buffer’s Leo Widrich on The Top 10 Learnings in Growing to 10m ARR.
Jan 13, 2017 • 28 min
is the Founder & COO @ Buffer, the Simple and powerful social media scheduling, publishing & analytics. They have raised funding from some of the best including Scott and Cyan Banister, Hubspot’s Dharmesh Shah, Hiten Shah and Eric Ries just…
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
Jan 9, 2017 • 30 min
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,…
087: Successful SaaS Startups Do 1 Of Two Things & Why Specialisation Is Key To Success In SaaS with Michael Driscoll, Founder @ CEO @ Metamarkets
Jan 6, 2017 • 23 min
is the Co-Founder and CEO @ , the startup that provide interactive analytics for programmatic marketing. They have raised over $38m in VC funding from our good friends at Data Collective, Founder Collective, IA Ventures and more incredible investors….
086: Why You Have To Focus On A Tiny Market & How to Sell That Market To VCs with Auren Hoffman, Founder @ Safegraph & LiveRamp
Jan 2, 2017 • 21 min
is best known for being the former CEO and Founder @ LiveRamp, the leading data onboarder that was acquired by Acxiom for $310m. Today’s talk focuses on the 5 core lessons Auren took from that incredible journey with LiveRamp. Auren was also an…
085: How SaaS Founders Should View Competition, Why You Should Raise Every Round As If It Is Your Last & How To Create An Environment of Growth & Fulfilment with David Hassell, Founder & CEO @ 15Five
Dec 23, 2016 • 27 min
is the founder and CEO of , the leading web-based employee feedback and alignment solution that is transforming the way employees and managers communicate. They have backing from the likes of Matrix Partners, Point Nine Capital and many more leading…
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
Dec 19, 2016 • 17 min
is the Founder & CEO @ , 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…
083: Qualtrics’ Ryan Smith on Bootstrapping To A $Bn Valuation, Why Radical Transparency Is Fundamental & What Makes The Truly Great CEOs
Dec 16, 2016 • 26 min
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…
082: What Really Is SaaS Marketing? What Are The Big Factors Startup Founders Should Consider Before Spending Big On Marketing @ What Are The ‘Must Have’ Marketing Channels Today in SaaS with David Rodnitzky, Founder & CEO @ 3Q Digital
Dec 12, 2016 • 21 min
is founder and CEO of , a leading digital agency that was acquired by Harte Hanks in 2015. Prior to 3Q Digital, he held senior marketing roles at several Internet companies, including Rentals.com (2000-2001), FindLaw (2001-2004), Adteractive…
081: Why It Is Wrong To Have A Sales Led Culture, Why There Should Be Tension Between Your Sales and Finance Orgs & Why Everyone Needs An Executive Coach with Steve Garrity, Co-Founder @ HearSay
Dec 9, 2016 • 25 min
is COO and founder of the leading advisor-client engagement solution for the financial services industry. Hearsay have backing from the likes of Sequoia, NEA, Kleiner Perkins Partner, Mike Abbott and Path Founder, Dave Morin. Before founding Hearsay,…
080: Segment’s Peter Reinhardt on Why The Reality Distortion Field Is Damaging When It Comes To Product Market Fit, How Founders Should Approach Pricing Negotiations with Large Corporates & How Founders Can Truly Determine Product Market Fit?
Dec 5, 2016 • 25 min
is the Founder and CEO @ , the startup that allows you to collect all of your customer data and send it anywhere and they count some of the biggest and best companies in the world as customers including the likes of Reuters, HotelTonight, New Relic…
079: Where To Start With A B2B SaaS Content Plan, How To Encourage The Non-Marketing Team To Create Content & Why NPS Should Be Central To Everything with Seth Besmertnik, Founder & CEO @ Conductor
Dec 2, 2016 • 22 min
is the Co-Founder & CEO @ , the company that boasts the biggest customer list in their category including more than 500 Fortune and Internet Retailer 500 brands like Under Armour, Citi and FedEx with their web presence management and SEO. With…
078: To Get Early Customers You Have To Make People Uncomfortable & Why Customer Success Should be Actively Involved In The Upsell Process with Kathryn Minshew, Founder & CEO @ The Muse
Nov 28, 2016 • 28 min
is the Founder & CEO @ , named to Forbes’ 30 Under 30 in Media and Inc.’s 15 Women to Watch in Tech. Before founding The Muse, Kathryn worked on vaccines in Rwanda and Malawi with the Clinton Health Access Initiative and was previously at…
077: WTF Is Net Retention? Why The Best SaaS Companies Focus On It & Why You Do Not Have To Be In SF To Be Successful in SaaS with Michael Sharkey, Founder & CEO @ Autopilot
Nov 25, 2016 • 26 min
Michael Sharkey is CEO & Co-Founder of Autopilot, the startup that allows you to automate customer journeys as simply as drawing on a whiteboard. Autopilot has funding from some of the best investors both in Australia and in SaaS with backing from…
076: What Metrics Seed Investors Require For Prospective SaaS Investments & What Makes The Best SaaS Investors with Rob Siegel, Partner @ XSeed Capital
Nov 21, 2016 • 27 min
Robert Siegel is a Partner at XSeed Capital, one of the leading seed funds in the valley. At XSeed, Rob specialises on, you guessed it, all things from the wonderful world of SaaS and he sits on the Board of Directors of and . Robert is currently on…
075: Domo CMO, David Thompson on Why B2B Branding Is Both Consumer & Enterprise & Why Facebook & SEM Is Crucial For B2B Branding
Nov 18, 2016 • 23 min
is CMO at , 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…
074: The 4 Step Playbook To Expanding Distribution Outside of Early Adopters & How Humans Really Want To Buy Software With Daniel Saks, Co-Founder & Co-CEO @ AppDirect
Nov 14, 2016 • 28 min
Daniel Saks is the Co-CEO of AppDirect, which he founded in 2009. AppDirect is the leading commerce platform for selling cloud services and at the firm, Daniel plays a key role in the growth and development of AppDirect, from attracting a leading…
073: David Skok Part 2: What Is Negative Churn? How To Get Different ACV’s From The Same Product? Should Customer Success Be Involved In The Up Sell Process?
Nov 11, 2016 • 15 min
Part 2 with , now David is a serial entrepreneur turned VC at . 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…
072 Part 1: David Skok, SaaS Legend on How Long Should Your Payback Period Be, How To Assess Sales Rep Productivity & What Is A Good LTV In Relation To CAC
Nov 7, 2016 • 29 min
is a serial entrepreneur turned VC at . 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…
071: 5 Steps To Building A Cohesive Team & How Founders Should Structure Off-Sites with Taro Fukuyama, Founder & CEO @ AnyPerk
Nov 4, 2016 • 22 min
is Founder & CEO @ AnyPerk. Born and raised in Tokyo, Taro is a Y Combinator graduate with AnyPerk and part of the first Japanese team ever to be admitted to YC. He was also named one of Fun fact, Taro co-founded AnyPerk in a Taco Bell car park!…
070: Whether You Should Have A Missionary or Mercenary Sales Team, Does Culture In Sales Really Matter & How To Make Sales and Engineering Work In Unison with Sequoia Backed Inkling Founder, Matt MacInnis
Oct 31, 2016 • 25 min
is the Founder & CEO @ Inkling, the company that brings policies and procedures to life for your desktop workers. The company has backing from some of the best investors in the world with the likes of Sequoia, Felicis and Kapor Capital behind…
069: 5 Key Elements Founders Must COnsider Before Embarking On The Sales Process with Whitney Sales, VP of Sales @ TalentIQ
Oct 28, 2016 • 26 min
is the VP of Sales at TalentIQ, has been involved in bringing products to market and managing high growth sales teams for over a decade. She is the creator of the Sales Method, a strategic framework for launching products, which she used to help three…
068: Flexport’s Ryan Petersen on Why NPS Is The Most Important Metric, How To Structure Internal Compensation Schemes & How To Implement @ Bottoms Up Decision Making Organisation
Oct 24, 2016 • 22 min
is the Founder and CEO of , the freight forwarder for the internet age. Flexport recently raised a phenomenal $65m Series B from the likes of Founders Fund, First Round, Felicis, Bloomberg Beta, Yuri Milner, Susa Ventures and more incredible…
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
Oct 21, 2016 • 23 min
is the Founder and CEO @ . Gusto reimagines payroll, benefits, HR, and personal finance and it is this reimagination that has led to their with investors including Google Capital, Kleiner Perkins, Data Collective and General Catalyst, just to name a…
066: Why CEO’s Should Lead From The Heart, Walk The Sales Floor, Pay The Sales Team Well & Why Sometimes, You Have To Go Slow To Go Fast with Jeff Fernandez, Founder & CEO @ Grovo
Oct 17, 2016 • 22 min
is the Co-Founder & CEO @ , the enterprise learning solution that allows you to educate and empower your employees. At Grovo, Jeff oversees sales, investor relations, and the building of Grovo’s award-winning culture. Prior to founding Grovo in…
065: How To Create An Ownership Culture, When To Hire Your First Customer Success Rep and Why The Funnel Needs To Be Re-Invented with Sangram Vajre, Founder & CMO @ Terminus
Oct 14, 2016 • 28 min
is the Co-Founder & CMO at Terminus, the leading account-based marketing platform. Prior to Terminus, Sangram was the Head of Marketing @ Pardo, prior to it’s acquisition by Salesforce. Sangram is also the brains behind the marvel that is Flip…
064: Why Now Is A Really Good Time For SaaS Startups To Raise, How SaaS Startups Can Innovate Their Business Models & The Biggest Takeaways From Working With John Doerr @ Kleiner Perkins with Matt Murphy, Managing Director @ Menlo Ventures
Oct 10, 2016 • 23 min
is a Managing Director @ Menlo Ventures where he focuses on multi-stage investments across cloud infrastructure and AI-first SaaS applications. Since joining Menlo, Matt has led investments in Heap Analytics, Usermind, and Veriflow. Previously, Matt…
063: The Sales Script That Increases Conversion By 80%, How To Optimise Events Increasing Leads & Demos & How Bootstrapped Startups Can Scale Teams Alongside Revenue with Brandon Bruce, Founder & COO @ Cirrus Insight
Oct 7, 2016 • 29 min
is the Co-Founder and COO @ , the plugin for Gmail and Outlook that automatically updates Salesforce as you work. Cirrus is a bootstrapped startup with triple-digit yearly growth since it’s founding 4 years ago and has grown from 2 co-founders in 2011…
062: Why Unprofitable Customers Must Be Fired, Segmentation in Sales Breeds Laziness & The Future of Sales in an AI Driven World with John Barrows, Godfather of Sales
Oct 3, 2016 • 30 min
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,…
061: The Optimal Relationship Between Customer Success & Sales, Why CS Is Not A Playbook Function & Why The Best CSMs Are Like Good Parents with John Gleeson, VP Customer Success @ Affinio
Sep 30, 2016 • 28 min
is VP of Customer Success @ where John was employee #1. 2 years and a half years later, John is the VP of Customer Success following their Series A and has seen the team expand to over 40 people and have offices in New York, Toronto, Halifax and…
060: How To Use SDR As A Growth Engine a & Customer Success As A Bridge For Gaps In Product with Lawrence Coburn, Founder & CEO @ DoubleDutch
Sep 26, 2016 • 30 min
is the Founder & CEO @ , the category leader for event marketing automation. If you are at SaaStr and have the pleasure of using the SaaStr app, yep that is DoubleDutch! They have raised more than $75m in VC funding from some of the best VCs in…
059: How To Measure Sales Team Success, Test New Pricing, Build Culture From Day 1 & The Biggest Learnings From Watching Box Scale Into Hypergrowth with Michael Cardamone, Managing Director @ Acceleprise
Sep 23, 2016 • 24 min
is the Managing Director of , a SaaS focused accelerator based in San Francisco and backed by leading operators. He is also an advisor to and angel investor in early stage SaaS companies. Prior to Acceleprise, Michael was one of the first 30 employees…
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
Sep 19, 2016 • 21 min
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….
057: Building & Scaling Your Core Execs from VPs of Sales to CSMs with Louis Jonckheere, Co-Founder & Co-CEO @ Showpad
Sep 16, 2016 • 25 min
is the Co-Founder & Co-CEO @ , the company that enables sales teams by making content, findable, presentable and trackable. They have raised from some incredible investors including Dawn Capital, Hummingbird Ventures and Insight Venture Partners…
056: What SaaS CEO’s Are Doing Wrong With Their Marketing, What Questions They Should Be Asking & Why B2C Marketers Make The Best B2B Hires with Tim Kopp, General Partner @ Hyde Park Venture Partners
Sep 12, 2016 • 24 min
, Tim is a Managing Partner with one of the leading early stage VCs in the Midwest. Prior to joining Hyde Park Venture Partners, Tim was the CMO of ExactTarget for 6+ years, leading a global team of nearly 300 amazing marketing leaders. Tim helped…
055: New Relic’s Jim Stoneham on Why Your Core Exec Team Should Be Senior Experienced Individuals & When Is The Right Time To Bring On Younger Less Experienced Candidates
Sep 9, 2016 • 24 min
is VP of Infrastructure Products @ New Relic and Jim joined New Relic when the company acquired Opsmatic, where he was co-founder and CEO. Prior to Opsmatic, Jim was CEO of Payvment, a social commerce platform for SMB sellers that was acquired by…
054: Why You Should Hire A Product Leader From Day 1 & How To Navigate 12-18 Month Sales Cycles With Only 18 Months Runway
Sep 5, 2016 • 23 min
is the Founder & CEO @ , 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…
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
Sep 2, 2016 • 24 min
is the Founder and Managing Partner of . 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…
052: Building & Scaling Box’s Customer Success Team with Jon Herstein, SVP Customer Success @ Box
Aug 29, 2016 • 25 min
is the Senior Vice President of Customer Success at where Jon works to ensure that all of Box’s Enterprise and Business customers are phenomenally successful. Jon has worked with some of the biggest names in the tech world, including Accenture,…
051: Hire Slow & Fire Fast & Why scaling Product Is All About Consistency with Kristen Koh Goldstein @ HireAthena
Aug 26, 2016 • 25 min
is the Co-Founder @ , the on demand workforce specialising in accounting, HR and payroll. Prior to Hire Athena, Kristen was the Co-Founder @ Scalus, where she raised millions of dollars in venture capital from top VCs including Google Ventures and…
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
Aug 22, 2016 • 21 min
is the Founder @ 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…
049: It’s All About Facilitating Adoption & Short Time To Value with Ryan Fyfe, Founder & CEO @ Humanity
Aug 19, 2016 • 21 min
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…
048: Vidyard’s Michael Litt on Building An Internal Sales Organisation & How To Assess Value Based Pricing
Aug 15, 2016 • 29 min
is the Founder & CEO @ the video intelligence platform that allows you to create, measure and strengthen engagement of your video content. Vidyard are based in Canada and have raised over $60m in VC funding from the likes of Battery Ventures,…
047: How To Increase Leads & Conversion Through Optimising Your Marketing Funnel with Meagen Eisenberg, CMO @ MongoDB
Aug 12, 2016 • 31 min
Today’s episode is taken from SaaStr Annual 2016, featuring , CMO at MongoDB and former VP Demand Gen at DocuSign, sharing her playbook for optimizing the funnel at every stage and converting leads into real, paying customers. If you want to join me…
046: Predictable Revenue’s Aaron Ross on The Importance of Sales Specialisation and How Companies Scale Into Hyper-Growth mode?
Aug 8, 2016 • 23 min
is the author of the best selling book, Predictable Revenue, providing the framework for the outbound process & sales team Aaron created for Salesforce.com. During his time at Salesforce as Director of Corporate Development and Acquisitions, he…
045: Atlassian President, Jay Simons on The Inside Story Behind Atlassian’s $5bn IPO
Aug 5, 2016 • 29 min
As VP of Sales and Marketing at Atlassian for three years before becoming President, Jay Simons has a broad perspective on what it takes to build a successful company. Sometimes, ignoring conventional wisdom is what will differentiate you from the…
044: Mattermark’s Andy Sparks on How To Hire, Train & Incentivise Your Sales Team
Aug 1, 2016 • 26 min
is the Co-Founder and Head of Sales @ . He was previously the Technology Editor at Referly before the company pivoted to become Mattermark. Andy joined the Referly team via an acqui-hire of his company, LaunchGram, by Referly in February of 2013. Now…
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
Jul 29, 2016 • 29 min
Today we bring you one of the highlights from SaaStr Annual 2016 with Jason Lemkin talking to , COO of Cornerstone Ondemand, a cloud-based learning and talent management solutions provider. in the episode Kirsten discusses her 11 years of…
042: Why Now Is The Time For Aggressive Growth & Monetisation Models Are The Most Exciting Element Of The Consumerisation Of SaaS with David Yuan, General Partner @ TCV
Jul 25, 2016 • 25 min
is a General Partner at , where he has enjoyed no less than 4 IPOs and 5 acquisitions. Some of David’s investments include the likes of Facebook, Linkedin, Exact Target (acq by Salesforce), Splunk and many more incredible companies. He also sits on…
041: Hubspot’s Dharmesh Shah on
Jul 22, 2016 • 29 min
Today we bring you a highlight from SaaStr Annual 2016 featuring a conversation between Hubspot’s Shah and SaaStr’s own Lemkin. Prior to founding HubSpot in 2006, Dharmesh was founder and CEO of Pyramid Digital Solutions, which was acquired by…
040: Gainsight’s Allison Pickens on Scaling Your Customer Success Team, Managing Churn and Segmenting Your Customer Base
Jul 18, 2016 • 23 min
carries the customer success torch as the VP of Customer Success & Business Operations at the category leaders, . Allison’s organization @ Gainsight includes all post-sales functions: CSMs, Support, Onboarding, Services, and Operations. Prior to…
039: The Unwavering Power of Predictable Revenue and Why We Will See Further Consolidation in SaaS with Cindy Padnos, Founder and Managing Partner @ Illuminate Ventures
Jul 15, 2016 • 30 min
is the Founder and Managing Partner at where she focuses on all things Enterprise/B2B cloud and mobile computing sectors. Prior to founding Illuminate in 2009, she was one of three investment professionals at Outlook Ventures responsible for…
038: Rainforest QA’s Fred Stevens-Smith on Firing Fast, The Transition From Founder To CEO & Why You Should Spend The Most Time with Your Highest Performers
Jul 11, 2016 • 30 min
is the Co-Founder & CEO @ , which if you listened to 20VC with Byron Deeter, you will remember he discussed them and their amazing trajectory. So for QA first, it is essentially QA as a service making it fast and easy to test your webapp in…
037: Why The Whole SaaS Pricing Model Is Going To Change with Quang Hoang, Co-Founder @ Birdly
Jul 8, 2016 • 21 min
is the Co- Founder @ , Birdly are convinced by the power of messaging within organizations, they decided to build a broader service that connects your favorite business softwares to messaging apps. It is this vision that has led to them being named…
036: Point Nine’s Christoph Janz on The War For Talent, When To Move To The US & The Importance Of Local Investors
Jul 4, 2016 • 27 min
is the Co-Founder and the Managing Partner @ , one of Europe’s best early stage venture funds and Christoph himself specializes in all things SaaS at Point Nine and has made more than 20 SaaS startup investments. Prior to Point Nine, Christoph…
035: Matt Garratt on The Strategy Behind Salesforce Ventures
Jul 1, 2016 • 22 min
currently runs Salesforce Ventures with the mandate to build out salesforce’s ecosystem of partners with equity investments. Matt has led key strategic investments at Salesforce in companies such as former guests Gainsight, and Invoca as well as…
034: How To Master The Freemium Model, Learnings From Being The 1st Sales Hire @ Box & Dropbox & The Integration of Sales and Engineering with Front’s New Head of Sales, Cailen D’sa
Jun 27, 2016 • 26 min
I am delighted to welcome the new Head of Sales @ , , to The Official SaaStr Podcast today. Cailen might just be the Head of Sales every SaaS startup founder is dreaming of having previously been the first sales hire @ Dropbox where he launched…
033: The Fundamental Challenges of SaaS M&A with Villi Iltchev, Partner @ August Capital
Jun 24, 2016 • 24 min
is a Partner @ August Capital and prior to joining August Villi was a member of the leadership teams at Box and Lifelock. Before that Villi was a Vice President @ Salesforce where he led the strategy and acquisitions teams; being directly responsible…
032: Scaling Operations From 10 to 130 In A Year & The Fundamentals of What Makes A Great SaaS Business Opportunity with Luke Kervin, Co-Founder @ PatientPop
Jun 20, 2016 • 22 min
Luke Kervin is the Co-Founder & Co-CEO @ PatientPop, where he has scaled the team from 10 to over 130 in just 12 months. As a result, PatientPop recently raised their Series A led by Toba Capital, allowing them to further ramp up their customer…
031: Is Product Market Fit & Customer Value Binary & The Importance of Product-Led Growth with Blake Bartlett @ OpenView
Jun 17, 2016 • 25 min
is a Partner @ where he helps identify value and lead investments in product-led businesses driving market dislocation. Prior to joining OpenView, he was a Vice President at Battery Ventures, where he focused on growth-stage software and Internet…
030: Building & Training a Non-Technical Sales Team & Why A Heavy Inbound Model Is Like ‘Driving A Racecar’ with Harry Glaser, Co-Founder @ Periscope Data
Jun 13, 2016 • 24 min
I am delighted to welcome my first ever Harry to the show today in the form of Co-Founder & CEO @ Periscope Data, the worlds fast analysis suite providing data analysts with the tools they need to improve their analysis by over 150X and an…
029: Having Jason Lemkin As An Investor & Selling Sexy SaaS To The Legal Space with Andy Wilson, Founder & CEO @ Logikcull
Jun 10, 2016 • 24 min
is the Co-Founder and CEO @ , where he really is the visionary behind Logikcull’s product and marketing strategy focusing on simplifying and democratizing the discovery process into three simple steps: upload > search > download. Andy leads…
028: Eloqua & Influitive’s Mark Organ on Scaling Eloqua Into A Global Business & Why Customer Success Is The Bed Rock For All SaaS Businesses
Jun 6, 2016 • 24 min
Super excited to welcome a heavy weight of the SaaS industry today as we have , Founder & CEO at Influitive. Influitive helps B2B companies mobilize their army of advocates for more rapid and profitable revenue growth. Prior to Influitive, Mark…
027: The Benefits of Bootstrapping Your SaaS Startup with Laura Roeder, Founder & CEO @ Edgar
Jun 3, 2016 • 23 min
is the Founder & CEO @ , the social media automation tool that essentially allows your social media queue to fill itself up. Now Edgar is not the usual startup story we are all familiar with as Edgar has taken some unusual steps, they have…
026: How To Hire & Motivate The Best Sales Team with Bill Binch, Former SVP of Sales @ Marketo
May 30, 2016 • 27 min
Bill Binch is a leader and expert in the SaaS sales industry. Bill was the senior vice president of worldwide sales at marketo for 8 years and he joined when it was a small venture backed startup with a mission to reinvent marketing automation, it was…
025: How Every Startup Can Build Their Brand Through Events with Anthony Kennada, VP of Marketing @ Gainsight
May 27, 2016 • 29 min
I am delighted to present Part 2 of our feature of Gainsight. Joining me today I have , the founding VP Marketing at Gainsight where he is responsible for managing the company’s global marketing strategy, from demand generation to brand marketing,…
024: Nick Mehta, CEO @ Gainsight on Why Customer Success Is The New Sales
May 23, 2016 • 28 min
This week on SaaStr we are celebrating the rise of GainSight with a special feature week dedicated to Gainsight and joining me today we have Gainsight CEO, . Since Nick has been at the helm of Gainsight, it has experienced a meteoric rise to the top…
023: What It Takes To Make It From Seed To Series A in SaaS with Nakul Mandan, Partner @ Lightspeed Venture Partners
May 20, 2016 • 25 min
Joining us today on The Official Saastr Podcast is Nakul Mandan, Partner @ Lightspeed Venture Partners, where he focuses on early stage SaaS investments. At Lightspeed, Nakul led the firm’s investments in Gainsight and Reflektive. Previously, Nakul…
022: What Makes A Great Sales Leader & How To Detect BS in Sales Reps with Russ Hearl @ Datahug
May 16, 2016 • 24 min
I am so excited to welcome Russ Hearl, Head of Sales @ Datahug. Datahug is a pipeline management and forecasting solution within Salesforce and backed by the likes of DFJ and Salesforce Ventures. Prior to Datahug, Russ was the VP of Sales at…
021: Crossing The Chasm: From B2C To B2B with Johnny Chin, Founder & CEO @ Bannerman
May 13, 2016 • 26 min
I am so excited to welcome , Founder & CEO @ to The Official SaaStr Podcast today. Bannerman is the company that provides on demand security staff and bouncers to some of the world’s biggest companies including Spotify, Y Combinator, Weebly,…
020: What Do Salesforce Look For In Potential Investments with John Somorjai, Executive Vice President of Corporate Development & Salesforce Ventures
May 9, 2016 • 27 min
To Commemorate the 3 month anniversary of the best conference ever, SaaStr Annual 2016. We thought we would take a trip back to the conference with one of our favourite discussions featuring , Founder @ SaaStr and , Executive Vice President of…
019: David Cancel on Hiring People Not Skills, The Importance Of Investing In Relationships and Being Scrappy
May 6, 2016 • 24 min
Following our meeting at SaaStr Annual 2016, I am thrilled to welcome . Now David really is a serial entrepreneur having founded 5 companies, with the last, Performable, being acquired by Hubspot, resulting in his taking up the position as Chief…
018: The Benefits Of Account Based Marketing & The Biggest Takeaways From Co-Founding Marketo with Jon Miller @ Engagio
May 2, 2016 • 23 min
Delighted to welcome Jon Miller to The Official SaastrPodcast today. John is the Founder & CEO @ Engagio, the all inone account based marketing platform that allows you to accelerateyour move to account based marketing, streamline account…
017: Why Fellow Founders Make The Best Advisors & A Transparent Pricing Model Is Fundamental with Laura Behrens Wu, Co-Founder & CEO @ Shippo
Apr 29, 2016 • 21 min
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…
015: Nicolas Dessaigne @ Algolia on Prioritising Company Culture and Empowering Your Team To Be Owners
Apr 22, 2016 • 21 min
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…
014: ‘It’s The Whole Enchilada’, Why Data Is Crucial To Effective Content Marketing & How To Use It To Decrease Customer Acquisition Cost & Increase Basket Size
Apr 18, 2016 • 28 min
On the show today I am thrilled to welcome Russell Glass, Head of Products For LinkedIn Marketing Solutions. Formerly founder, president and CEO of Bizo, a B2B audience marketing and data platform which he, from founding in 2008 to $50mm+…
013: How New CEOs Can Make Their Mark and What It Takes To Raise Later Stage Funding In Today’s Environment with Mark Woodward, CEO @ Invoca
Apr 15, 2016 • 25 min
Joining us today, I am delighted to welcome Mark Woodward CEO @ Invoca - software that helps marketers drive revenue with call intelligence. Invoca has built a platform that addresses the top concern for enterprise CMOs today — delivering…
012: Optimising Your Talent Acquisition Strategy with Daniel Chait, Founder & CEO @ Greenhouse
Apr 11, 2016 • 22 min
Joining us today, I am delighted to have Daniel Chait, Founder & CEO @ - software that gives people the power to build great companies. Greenhouse automates and simplifies the best practices for recruiting top talent, continuously…
011: 4 Questions To Determine Whether You Have Product Market Fit with Ajay Agarwal @ Bain Capital Ventures
Apr 8, 2016 • 21 min
I am thrilled to welcome, , Managing Director @ , where he focuses on early stage application software and SaaS investing. Included in his immense portfolio are the likes of Optimizely, SendGrid and GainSight, just to name a few and prior to crushing…
010: Mathilde Collin on The Evolution of Content Marketing and Life As A Young Enterprise Founder
Apr 4, 2016 • 21 min
Welcome to Episode 10 of The Official Saastr Podcast. To celebrate this milestone, we have a very special guest: Mathilde Collin. Mathilde is the CEO and Co-Founder of , one of the world’s most innovative young SaaS startups working in…
009: What Makes A Truly Great SaaS CEO with Josh Stein @ DFJ
Apr 1, 2016 • 17 min
This episode was recorded at Saastr Annual 2016 featuring Jason Lemkin, Founder @ Saastr and , Partner @ DFJ. For those that do not know, Josh is arguably one of the most successful investors in the SaaS space having backed the likes of Box,…
008: Hiring 101 with Keith Rabois @ OpenDoor & Khosla Ventures
Mar 28, 2016 • 33 min
This episode was recorded at Saastr Annual 2016 and it is an incredible conversation whereby Jason Lemkin deep dives into the career and wisdom of Keith Rabois. For those that do not know, Keith is a legend of the tech industry having helped build…
007: What It Takes To Get Series A Investor Interested and Guidelines To Manage Your Burn Rate with Doug Pepper, Partner @ Shasta Ventures
Mar 25, 2016 • 24 min
I am thrilled to welcome, Doug Pepper, Partner @ Shasta Ventures to the show today. Doug is a master when it comes to SaaS investments with his companies generating over $500m in revenue in 2015, having funded the likes of Marketo,…
006: Why The Best SaaS Companies Are Founder Led and Taking Adobe From $40m to $1bn with Russell Fujioka, US President @ Xero
Mar 21, 2016 • 27 min
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…
005: Social Capital’s Mamoon Hamid on Changing The Way We Work and The Rise of The Bottoms Up Sales Strategy
Mar 18, 2016 • 19 min
It is a huge honour to welcome, Mamoon Hamid, Partner @ Social Capital. One of the world’s best performing funds with investments in the likes of Slack, Box, Intercom, Yammer and many more incredible companies. Prior to joining Social Mamoon…
004: Index’s Shardul Shah on Why Reducing Time Distance To Value Is So Important and How To Sell To CSO’s Effectively
Mar 15, 2016 • 21 min
I am thrilled to welcome, Shardul Shah, Partner @ Index Ventures to the show today. Shardul is the sole member of the Index team to have worked in all Index’s offices around the world in Geneva, London and SF. Now in SF, Shardul focuses on…
003: Scaling From A 50 to a 500 Person Company with Mark Geene, CEO @ Cloud Elements
Mar 2, 2016 • 26 min
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…
002: Behind The Scenes At The World’s Fastest Growing SaaS Company with Andy Lark, CMO @ Xero
Mar 2, 2016 • 27 min
Joining us today, I am thrilled to welcome, Andy Lark, CMO at Xero, the world’s fast growing SaaS company making accounting software beautiful. Prior to joining Xero, Andy work with the likes of Dell, Sun Microsystems and The…
001: How We Achieved $3m in Sales without $1 on Marketing with Tiago Paiva, Founder @ TalkDesk
Mar 2, 2016 • 24 min
Welcome to Episode 1 of The Official Saastr Podcast, the show will delve behind the scenes of the latest and greatest SaaS rocketships talking to the founders and operators themselves. We will also be chatting with the investors and VCs funding…