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The Official Saastr Podcast

By SaaStr

The Official Saastr Podcast is the latest and greatest from the world of Saastr, interviewing the most prominent operators and investors to discover their tips, tactics, and strategies to attain success in the fiercely competitive world of SaaS. How do you get from $0 to $100m ARR faster? What does it take to scale successfully?

  1. 1.
    SaaStr 387: Where Product Development is Going in 2021 with Nick Mehta, CEO @ Gainsight and Jason Lemkin, CEO @ SaaStr10/16/2020
    23:48
  2. 2.
    SaaStr 386: How to Win When There are 1000 Players in Your Market with Adam Blitzer, EVP & GM @ Salesforce Digital Marketing Cloud10/15/2020
    18:37
  3. 3.
    SaaStr 385: How To Approach Core Product Decisions in SaaS, Why Storytelling is a Lost Art in SaaS & How Product and Marketing Can Work Together Most Efficiently with Paul Rosania, Founder & CEO @ Balsa10/14/2020
    32:38
  4. 4.
    SaaStr 384: When to Launch a Second Product with Dharmesh Shah CTO and Co-Founder @ Hubspot and Jason Lemkin, CEO @ SaaStr10/09/2020
    32:28
  5. 5.
    SaaStr 383: Growing Product and Engineering Orgs from Zero to IPO with Nick Caldwell, VP of Engineering @ Twitter, and Tomasz Tunguz, Managing Director @ Redpoint Ventures10/08/2020
    20:26
  6. 6.
    SaaStr 382: What's Next For B2B and Cloud Events in 2021 with Amelia Ibarra, SVP & GM @ SaaStr, and Alon Alroy, Co-Founder & CMO @ Bizzabo10/02/2020
    28:16
  7. 7.
    SaaStr 381: Churn is dead. Long Live Net Dollar Retention Rate with Dave Kellogg, Principal @ Kellogg Consulting10/01/2020
    21:20
  8. 8.
    SaaStr 380: How To Effectively Sell Into Mid-Market, Why SEO Is The Best Kept Secret In SaaS & How To Show Credibility To Enterprise Customers as a Startup09/29/2020
    23:01
  1. 9.
    SaaStr 379: The Top 10 Mistakes Founders Make When Hiring Their First Sales Team with SaaStr CEO and Founder Jason Lemkin09/25/2020
    16:18
  2. 10.
    SaaStr 378: The 5 Things That Kill Startups After Their Seed Rounds and How to Avoid them with Michael Seibel, CEO @ Y Combinator09/24/2020
    24:15
  3. 11.
    SaaStr 377: Hashicorp CEO Dave McJannet on Scaling Remote Teams; What Breaks and When, How To Successfully Execute Multi-Product Strategies and How Leadership Style Evolves with Company Stage09/23/2020
    29:46
  4. 12.
    SaaStr 376: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck, CEO @ ZoomInfo and Jason Lemkin, CEO @ SaaStr (Part 2)09/18/2020
    34:33
  5. 13.
    SaaStr 375: What Being a Founder Taught Me About Leadership - Lessons from GitHub’s COO, Erica Brescia09/17/2020
    26:00
  6. 14.
    SaaStr 374: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck, CEO @ ZoomInfo and Jason Lemkin, CEO @ SaaStr (Part 1)09/11/2020
    30:09
  7. 15.
    SaaStr 373: The State of the Cloud 2020, The COVID Beneficiaries Edition with Byron Deeter and Elliott Robinson of Bessemer Venture Partners09/10/2020
    24:51
  8. 16.
    SaaStr 372: Sales Kick-Off Week: How To Prepare, How To Structure, How To Organise Content, How To Keep Teams Engaged with Latane Conant, CMO @ 6Sense09/08/2020
    27:54
  9. 17.
    SaaStr 371: Learning from the Lows, How Mailchimp Navigated Economic Uncertainty with Ben Chestnut, CEO @ Mailchimp and Jason Lemkin, CEO and Founder @ SaaStr09/04/2020
    24:27
  10. 18.
    SaaStr 370: Automation, The Digital Transformation Accelerator with Jennifer Tejada, CEO @ PagerDuty09/04/2020
    21:07
  11. 19.
    SaaStr 369: How to Hire an A-Player VP Sales and Scale Your Team with SaaStr CEO and Founder Jason Lemkin and the Co-founder and CEO of HireSweet, Robin Choy08/28/2020
    34:32
  12. 20.
    SaaStr 368: 5 Insights for Consumerization of the Enterprise with Scott Belsky, CPO and EVP @ Adobe Creative Cloud08/27/2020
    25:47
  13. 21.
    SaaStr 367: Zoom's Head of Global Sales Operations on Sales Ops vs Revenue Ops, The Biggest Areas of Operational and Strategic Debt for Sales Teams Today & The Importance of Documentation and The Dangers of Dirty Data08/26/2020
    34:58
  14. 22.
    SaaStr 366: Digital Transformation At Warp Speed with Jason Lemkin, CEO and Founder @ SaaStr, and Aaron Levie, CEO, Co-founder and Chairman @ Box08/21/2020
    52:10
  15. 23.
    SaaStr 365: The Office of the Future, How Everything's Changed and What 2021 Will be Like with Justin Bedecarre, CEO @ HelloOffice and Jen Nguyen, Founding Partner @ TEAMWERC08/20/2020
    21:22
  16. 24.
    SaaStr 364: Figma's Head of Sales, Kyle Parrish on Why Scaling From 0-1 In Sales Is So Damn Hard, The Biggest Lesson From Moving Sales Outside Core HQ & How To Create A Performance Led Culture08/18/2020
    38:21
  17. 25.
    SaaStr 363: How to Make 1,000,000 Customers Happy with Jason Lemkin, CEO and Founder @ SaaStr, and Loren Padelford, General Manager @ Shopify Plus08/14/2020
    49:09
  18. 26.
    SaaStr 362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight08/13/2020
    25:00
  19. 27.
    SaaStr 361: The 4 Phases of Company Growth & What Breaks At Each Stage, How To Instill Process with Scale Without Adding Barriers and What Great Change Management in a COVID World Looks Like with Lara Caimi, Chief Customer and Partner Officer @ ServiceNow08/10/2020
    31:46
  20. 28.
    SaaStr 360: What’s Changed Since March 15 The Cloud at Hyperspeed. The World in Flux with Jason Lemkin, CEO and Founder of SaaStr, and Rob Bernshteyn, CEO and Founder of Coupa08/07/2020
    52:00
  21. 29.
    SaaStr 359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity08/06/2020
    23:54
  22. 30.
    SaaStr 358: Why Ignoring Customer Feedback Can Be Critical To Success, Why Founders Need To Change The Way They Think About LTV and How To Create a Pricing Model That Aligns Your Success To Your Customer's with Chen Amit, Founder & CEO @ Tipalti08/03/2020
    36:08
  23. 31.
    SaaStr 357: Busting the Myths About Startup Success with Therese Tucker, CEO and Founder of BlackLine07/30/2020
    21:33
  24. 32.
    SaaStr 356: When To Hire Your First Sales Reps, What To Look For In Those Hires, What Good Sales Rep Onboarding Looks Like, Leading Indicators of Sales Rep Success and more with Pete Kazanjy, Co-Founder @ Atrium07/28/2020
    41:35
  25. 33.
    SaaStr 355: The PPP You Really Need for Raising Capital During a Pandemic with Satya Patel, Partner at Homebrew07/23/2020
    21:51
  26. 34.
    SaaStr 354: 10 Things I Wish My Board and Investors Had Told Me with Jason Lemkin, CEO, and Founder of SaaStr07/17/2020
    19:28
  27. 35.
    SaaStr 353: Unicorns and Decacorns in 2020: What's Changed and What Hasn't with Keith Rabois, General Partner at Founders Fund and Jason Lemkin, CEO, and Founder of SaaStr07/16/2020
    28:05
  28. 36.
    SaaStr 352: SaaS Decacorns and The Covid Beneficiaries with SaaStr CEO and Founder Jason Lemkin07/10/2020
    14:22
  29. 37.
    SaaStr 351: How to Adjust your Sails to Navigate Today’s Choppy Waters with Chris O'Neill, Partner at Portag3 Ventures07/09/2020
    23:16
  30. 38.
    SaaStr 350: Scaling SaaS To Well Over $1M ARR with No Funding, How Being A Sommelier Helped Neha Break The Glass Ceiling of Business & How to Successfully Scale Remote Teams Efficiently07/06/2020
    35:48
  31. 39.
    SaaStr 349: How to Turn Your SaaS Startup Into an Army with David Sacks, General Partner at Craft Ventures07/02/2020
    28:38
  32. 40.
    SaaStr 348: How To Align Your Pricing To The Success of Your Customers, What Does Great Change Management Look Like and The Right Balance Between Software vs Services Revenue with Kurt Muehmel, Chief Customer Officer @ Dataiku07/01/2020
    31:33
  33. 41.
    SaaStr 347: Top 10 Questions to Ask a VP of Sales with SaaStr CEO and Founder, Jason Lemkin06/26/2020
    17:39
  34. 42.
    SaaStr 346: What Nobody Tells You About Seed Investing, The Inside Scoop with Aileen Lee of Cowboy Ventures and Jason Lemkin of SaaStr06/25/2020
    19:26
  35. 43.
    SaaStr 345: PagerDuty CMO Julie Herendeen on Attribution and Accountability within Marketing Teams, The Optimal Relationship Between Marketing & Product & Why Customer Success and Marketing Have Never Been Closer06/23/2020
    33:14
  36. 44.
    SaaStr 344: 16 Mistakes Founders Make Pitching to VCs with SaaStr CEO and Founder, Jason Lemkin06/19/2020
    22:50
  37. 45.
    SaaStr 343: Point Nine Capital Managing Partner, Christoph Janz, On Fundraising During a Pandemic06/18/2020
    19:01
  38. 46.
    SaaStr 342: Zapier CEO, Wade Foster, and SaaStr CEO, Jason Lemkin, on Distributed Teams and Building a Cloud Product06/11/2020
    25:30
  39. 47.
    SaaStr 341: Leading Indicators Individuals Can/Can Not Scale with the Company, What Radical Transparency Truly Means and How To Implement It & Enterprise Adoption Of Cloud During COVID Times with David Politis, Founder & CEO @ BetterCloud06/09/2020
    33:43
  40. 48.
    SaaStr 340: Mark Suster, Managing Partner at Upfront Ventures, on Funding In the Time of Coronavirus06/04/2020
    29:05
  41. 49.
    SaaStr 339: Why SaaS Playbooks Are For Suckers, How To Make Sales Data Truly Actionable & The Right Way To Run Sales Meetings with Michael Katz, Founder & CEO @ mParticle06/02/2020
    29:41
  42. 50.
    SaaStr 338: Slack CEO Stewart Butterfield on Taking Care of Your Team and Your Customers05/28/2020
    25:18
  43. 51.
    SaaStr 337: Scaling A SaaS Business Within A Non-SaaS Business, What CIOs Want To See In Pricing Models and What Great Change Management Looks Like with Head of America's for Facebook's Workplace, Christine Trodella05/26/2020
    25:03
  44. 52.
    SaaStr 336: Salesforce Ventures Managing Partner Matthew Garratt and Salesforce SVP of Commercial Sales, Adnan Chaudhry on Shifting Your Sales & GTM Strategy in Uncertain Times05/21/2020
    24:23
  45. 53.
    SaaStr 335: How To Plan, Organise and Execute A World Class Virtual Event in a COVID World with David Spinks, Founder @ CMX Media05/19/2020
    35:35
  46. 54.
    SaaStr 334: Cloudflare COO Michelle Zatlyn on The Top 10 Lessons Learned Starting Something Big During Tough Times05/14/2020
    21:46
  47. 55.
    SaaStr 333: How To Create and Structure Your Customer Success Strategy, How Customer Success Teams Can Build Relationships of Trust with Customers and How Maslow's Hierarchy of Needs Drives Customer Success Roadmaps with Bridget Gleason, Head of Sales & C05/11/2020
    37:31
  48. 56.
    SaaStr 332: Initialized Capital Co-Founder and Managing Partner Garry Tan on The New Normal05/07/2020
    22:41
  49. 57.
    SaaStr 331: The Right Way To Structure Enterprise Pipeline Reviews, How COVID Is Impacting New Enterprise Deals, How SaaS Companies Can Not Only Decrease Churn But Increase Upsell Today with Jessica Lin, Co-Founder @ Work-Bench05/06/2020
    29:25
  50. 58.
    SaaStr 330: TripActions CMO Meagen Eisenberg on Making Trade-Offs In Marketing04/30/2020
    32:59
  51. 59.
    SaaStr 329: How Renewals and Discounting Will Be Impacted by COVID & How Enterprise Founders Should Approach Capital Allocation & Efficiency Today with Navin Chaddha, Managing Director @ Mayfield04/29/2020
    24:05
  52. 60.
    SaaStr 328: SaaStr CEO Jason Lemkin and Gorgias CEO Romain Lapeyre on What They're Seeing with SMB E-commerce Customers04/23/2020
    22:52
  53. 61.
    SaaStr 327: Domo's Chief Strategy Officer, John Mellor on Why COVID Will Do More For Digital Transformation Than Any Other C-Level Initiative, What Great Change Management Looks Like In Practice & How To Gain True Bottoms Up Adoption When Also Selling Top04/21/2020
    32:01
  54. 62.
    SaaStr 326: Gusto COO Lexi Reese on The Playbook to Scaling High-Performance Teams04/16/2020
    23:51
  55. 63.
    SaaStr 325: How Marketing Teams Can Replace The Leads Lost From Events in A COVID World & The Right Tone To Adopt With Clients That Is Caring and Achieves Business Objectives with Carolyn Guss, VP Corporate Marketing @ PagerDuty04/14/2020
    29:26
  56. 64.
    SaaStr 324: SaaStr CEO Jason Lemkin and Bessemer Venture Partners' Partner Byron Deeter on The Current State of Venture Capital & Cloud04/09/2020
    39:48
  57. 65.
    SaaStr 323: The Core Challenges in Moving To Remote Work Overnight, What Does Great Change Management Look Like & The Optimal Position For Customer Success In The Organisation with Bhavin Shah, Founder & CEO @ Moveworks04/06/2020
    31:04
  58. 66.
    SaaStr 322: ICONIQ Capital General Partner Doug Pepper on Key Lessons from a $5B SaaS Category Leader04/02/2020
    22:15
  59. 67.
    SaaStr 321: Front CMO Anthony Kennada on Adapting Marketing Playbooks To Changing ACV's and Sales Cycles, The Right Way To Think About Brand Marketing and How To Fundamentally Build a Challenger Brand03/30/2020
    30:54
  60. 68.
    SaaStr 320: SaaStr CEO Jason Lemkin and Gainsight CEO Nick Mehta on What It Was Like in 2008-2009 and What We Can Expect for 202003/26/2020
    33:28
  61. 69.
    SaaStr 319: How To Think About And Make Pre-Emptive Burn Cuts, Operational Survival In Times Of Uncertainty & Managing Your Psychology As Founder & CEO with May Habib, Founder & CEO @ Qordoba03/23/2020
    31:28
  62. 70.
    SaaStr 318: Doctolib CDO Agnes Bazin on The Secrets to SMB Sales03/19/2020
    21:15
  63. 71.
    SaaStr 317: How To Encourage, Grow and Track Word of Mouth Marketing, How The Rise of Product-Led Growth Changes The Structure of Sales and Marketing & The Biggest Takeaways on Paid vs Organic Marketing From Seeing The Hyper-Growth @ Slack with Rachel Hep03/16/2020
    33:35
  64. 72.
    SaaStr 316: MessageBird CEO Robert Vis on Early Gains, Early Pains: 5 Lessons for Surviving Hypergrowth03/12/2020
    22:03
  65. 73.
    SaaStr 315: Pipe Co-Founder, Harry Hurst on Creating A New Asset Class Securitising Software Contracts, Why Customer Success Is More Important Than Customer Acquisition & How To Think Strategically About Brand Building in SaaS Today03/09/2020
    23:21
  66. 74.
    SaaStr 314: Showpad CMO Theresa O'Neil on Aligning Sales, Marketing, and CS to Scale Revenue and Retention03/05/2020
    24:53
  67. 75.
    SaaStr 313: What The World's Largest SaaS Incumbents Taught Me About Founding & Scaling SaaS Businesses03/02/2020
    22:12
  68. 76.
    SaaStr 312: Wrike CEO Andrew Filev on 5 Do's and Don'ts From My Bootstrapping Days02/27/2020
    27:47
  69. 77.
    SaaStr 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 @ Lucidchart02/24/2020
    31:55
  70. 78.
    SaaStr 310: EZPR Founder Ed Zitron on the Secrets of PR02/20/2020
    21:44
  71. 79.
    SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth02/17/2020
    50:40
  72. 80.
    SaaStr 308: RevenueCat CEO Jacob Eiting on Managing Millions in Mobile Subscriptions While Growing 20% a Month02/13/2020
    25:20
  73. 81.
    SaaStr 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 @ Mutiny02/11/2020
    32:35
  74. 82.
    SaaStr 306: Bessemer Ventures Partner Alex Ferrara on State of the Cloud 2019: Europa Edition02/06/2020
    22:40
  75. 83.
    SaaStr 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 Group02/03/2020
    35:32
  76. 84.
    SaaStr 304: CircleCI CRO Jane Kim on Scaling up Your Sales Managers: 5 Mistakes New Leaders Make01/30/2020
    27:40
  77. 85.
    SaaStr 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 @ Auth001/27/2020
    34:18
  78. 86.
    SaaStr 302: New Relic CCO Roger Scott on 7 Tips and Tricks to Having Happy Customers at Scale01/23/2020
    26:08
  79. 87.
    SaaStr 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?01/20/2020
    26:53
  80. 88.
    SaaStr 300: Algolia CTO Julien Lemoine on a Founder's Guide to Scaling Applications: When to Build, When to Buy and What Breaks01/16/2020
    25:11
  81. 89.
    SaaStr 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 Successful01/13/2020
    34:03
  82. 90.
    SaaStr 298: Podium CEO Eric Rea on Scaling Outside Silicon Valley: Going from $0 to $60M ARR in 4 Years01/09/2020
    23:38
  83. 91.
    SaaStr 297: Why Channel Partnerships Can Be The Biggest Accelerant To Your Business, How To Hire for Channel Partnerships and The Biggest Mistakes SaaS Founders Make In The Early Days with Bob Moore, Founder & CEO @ Crossbeam01/06/2020
    35:51
  84. 92.
    SaaStr 296: Cloudflare Head of Products Jen Taylor on 5 Steps to Launching a Product01/02/2020
    15:57
  85. 93.
    SaaStr 295: Most Downloaded VC Episode of 2019 with Tom Tunguz, General Partner @ Redpoint Ventures12/30/2019
    35:01
  86. 94.
    SaaStr 294: Egnyte CCO Rajesh Ram on Land, Expand, Explode: How to Win the Long-Game in SaaS12/26/2019
    23:40
  87. 95.
    SaaStr 293: OpenView Partner Ashley Smith on Using Product Led Growth as an Indicator for Investment12/19/2019
    19:20
  88. 96.
    SaaStr 292: Most Downloaded Founder Episode of 2019 with Manny Medina, Founder & CEO @ Outreach12/16/2019
    27:05
  89. 97.
    SaaStr 291: LucidChart CEO Karl Sun on Top Lessons Learned From Our Best and Worst Marketing Experiments12/12/2019
    24:29
  90. 98.
    SaaStr 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 Advisor12/09/2019
    36:30
  91. 99.
    SaaStr 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 AE12/05/2019
    23:27
  92. 100.
    SaaStr 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 Suite12/02/2019
    36:33
  93. 101.
    SaaStr 287: Slack's Head of NA Sales Kevin Egan and Head of Mid-Market Sales Dannie Herzberg on going From Freemium to Enterprise11/28/2019
    22:33
  94. 102.
    SaaStr 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 @ Mapistry11/25/2019
    32:41
  95. 103.
    SaaStr 285: Adyen CCO Roelant Prins and Felicis Ventures Partner Aydin Senkut on How to Build a $18B+ Success Story Far Far Away from Silicon Valley11/21/2019
    21:35
  96. 104.
    SaaStr 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 Venture11/18/2019
    37:35
  97. 105.
    SaaStr 283: SocialChorus Co-Founder Nicole Alvino on What I Learned About Corporate Ethics From Enron11/14/2019
    18:15
  98. 106.
    SaaStr 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 Fundr11/11/2019
    26:56
  99. 107.
    SaaStr 281: Vista Equity Principal Rene Yang Stewart and Zapproved CEO Monica Enand on From Product Market Fit to Scale11/07/2019
    21:25
  100. 108.
    SaaStr 280: SaaStr CEO Jason Lemkin and Mixmax Head of Revenue Don Erwin on The Secrets to Managing a Successful Sales Team11/04/2019
    22:44
  101. 109.
    SaaStr 279: Glassdoor CEO Robert Hohman on Building a $1B Marketplace10/31/2019
    20:50
  102. 110.
    SaaStr 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 Subrama10/28/2019
    30:27
  103. 111.
    SaaStr 277: SaaStr CEO Jason Lemkin and Shopify Plus GM Loren Padleford on Revenue, Ecosystems and The Right Time to Go Upmarket10/25/2019
    44:56
  104. 112.
    SaaStr 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 When It10/21/2019
    31:16
  105. 113.
    SaaStr 275: SaaStr CEO Jason Lemkin and Gainsight CEO Nick Mehta on Founder Struggles from Imposter Syndrome to Vulnerabilites10/17/2019
    31:09
  106. 114.
    SaaStr 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 House10/14/2019
    29:49
  107. 115.
    SaaStr 273: Atlanta Tech Village Founder David Cummings on 7 Lessons Helping Start Pardot, SalesLoft, and Calendly10/10/2019
    23:49
  108. 116.
    SaaStr 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 B2C10/07/2019
    29:06
  109. 117.
    SaaStr 271: Talkdesk SVP of Client Services Gillian Heltai on How to Build a CSM Team that Generates 130% Net Retention10/03/2019
    23:57
  110. 118.
    SaaStr 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 Superpower09/30/2019
    31:27
  111. 119.
    SaaStr 269: Gorgias CEO Romain Lapeyre on How to Close your First 1000 Customers Based Solely on Data09/26/2019
    22:27
  112. 120.
    SaaStr 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 CMO09/23/2019
    40:50
  113. 121.
    SaaStr 267: Menlo Ventures Partner Naomi Ionita on 3 Lessons in Monetization - Matching Price to Value09/19/2019
    23:47
  114. 122.
    SaaStr 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 Years09/16/2019
    22:51
  115. 123.
    SaaStr 265: WP Engine SVP of Global Sales Matt Schatz on Building a $100M ARR Sales Team - The Second Time Around09/12/2019
    24:10
  116. 124.
    SaaStr 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 Budget09/09/2019
    33:08
  117. 125.
    SaaStr 263: Eventbrite SVP of Platform Pat Poels on Engineering Your Own Luck - The 3 Key Rules of Building Globally Distributed Teams09/05/2019
    24:52
  118. 126.
    SaaStr 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 Upsell09/02/2019
    36:52
  119. 127.
    SaaStr 261: Workday EVP of the Planning Business Unit Tom Bogan on The Top Lessons Learned in Getting to $100M ARR08/29/2019
    21:44
  120. 128.
    SaaStr 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 COOs08/26/2019
    40:07
  121. 129.
    SaaStr 259: Pipedrive SVP of Global Sales Tara Bryant on Addressing the Ugly Side of Growth08/22/2019
    23:26
  122. 130.
    SaaStr 258: Plaid CEO and Co-Founder Zach Perret on How to Build a Platform that Fuels an Ecosystem08/15/2019
    24:32
  123. 131.
    SaaStr 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 @ PatientPop08/12/2019
    26:00
  124. 132.
    SaaStr 256: Google Cloud VP of Engineering Eyal Manor and Zenoss CMO Megan Lueders08/08/2019
    20:25
  125. 133.
    SaaStr 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 Experi08/05/2019
    36:00
  126. 134.
    SaaStr 254: HubSpot CEO Brian Halligan on The Funnel is Dead, Long Live the Flywheel.08/01/2019
    22:30
  127. 135.
    SaaStr 253: TaskRabbit Founder Leah Busque on Lessons Learned from a Product Reboot07/25/2019
    24:25
  128. 136.
    SaaStr 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 Point07/22/2019
    28:19
  129. 137.
    SaaStr 251: Y Combinator Michael Seibel on a Decade of Learnings from Y Combinator07/18/2019
    22:41
  130. 138.
    SaaStr 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 Them07/15/2019
    34:43
  131. 139.
    SaaStr 249: New Relic CRO Erica Ruliffson-Schultz on Five Critical Steps to Scaling Enterprise07/11/2019
    24:36
  132. 140.
    SaaStr 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 @ Pendo07/08/2019
    29:59
  133. 141.
    SaaStr 247: Hired CEO Mehul Patel on How to Move from Transactional to Recurring Revenue07/04/2019
    20:48
  134. 142.
    SaaStr 246: Dropbox CCO Yamini Rangan on 5 Myths That Stop SaaS Companies From Moving Upmarket06/27/2019
    23:50
  135. 143.
    SaaStr 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 Company06/24/2019
    26:16
  136. 144.
    SaaStr 244: Flexport CEO Ryan Petersen on How to Build a Truly Global Business from Day One06/19/2019
    23:46
  137. 145.
    SaaStr 243: Twilio CMO Sara Varni on The 1 Question That Must Be Top Of Mind For All Marketers, The Truth About Enablement and How It Can Be Used Effectively & The Marketing Playbook, When To Use It vs Throw It Out Of The Window06/17/2019
    26:41
  138. 146.
    SaaStr 242: Namely CEO Elisa Steele on How to Win the Talent War06/13/2019
    18:54
  139. 147.
    SaaStr 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 Construction06/10/2019
    34:22
  140. 148.
    SaaStr 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 Years06/06/2019
    21:28
  141. 149.
    SaaStr 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.io06/03/2019
    31:13
  142. 150.
    SaaStr 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 Equality05/30/2019
    20:17
  143. 151.
    SaaStr 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 Way05/27/2019
    31:56
  144. 152.
    SaaStr 236: Logikcull CEO Andy Wilson on $0 to $10M in 19 Months: The How, When & Why + 10 Mistakes Along the Way05/23/2019
    22:57
  145. 153.
    SaaStr 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 @ Wrike05/20/2019
    29:23
  146. 154.
    SaaStr 234: PagerDuty CEO Jennifer Tejada and Duo Security CEO Dug Song on The Top Things No One Really Tells You About Scaling05/16/2019
    24:50
  147. 155.
    SaaStr 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 Orgs05/13/2019
    29:29
  148. 156.
    SaaStr 232: Fmr. Host Analytics CEO Dave Kellogg on The Top 5 Questions Every CEO Wrestles With05/09/2019
    21:17
  149. 157.
    SaaStr 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 @ GoNimbly05/06/2019
    26:53
  150. 158.
    SaaStr 230: SaaStr 230: AWS VP Sandy Carter on Customer Success at Scale05/02/2019
    22:34
  151. 159.
    SaaStr 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 @ Outreach04/29/2019
    27:27
  152. 160.
    SaaStr 228: Twilio CEO Jeff Lawson and Glitch CEO Anil Dash on the Secrets to Building a Billion in ARR and Being an Ethical leader.04/25/2019
    24:36
  153. 161.
    SaaStr 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 @ Scale04/22/2019
    27:02
  154. 162.
    SaaStr 226: Survey Monkey CMO Leela Srinivasan on 7 Tips For Using Customer Feedback To Build Rabid Fans and Make More Money04/18/2019
    22:55
  155. 163.
    SaaStr 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.io04/15/2019
    28:52
  156. 164.
    SaaStr 224: Zendesk CEO Mikkel Svane on Lessons from Zendesk Beyond $1B ARR04/11/2019
    21:31
  157. 165.
    SaaStr 223: Intercom COO Karen Peacock on Scaling from $1MM to $500MM ARR: 5 Strategies to Drive Your Next Wave of Growth with Intercom04/04/2019
    22:50
  158. 166.
    SaaStr 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 201804/03/2019
    38:59
  159. 167.
    SaaStr 221: HBS Sr. Lecturer and Former Hubspot CRO Mark Roberge on His Step by Step Guide to Revenue Growth03/28/2019
    30:02
  160. 168.
    SaaStr 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 Organisation03/25/2019
    33:36
  161. 169.
    SaaStr 219: Atlassian President Jay Simons on How to Scale an Open Culture03/21/2019
    21:18
  162. 170.
    SaaStr 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" Oppor03/18/2019
    38:27
  163. 171.
    SaaStr 217: Stripe COO Claire Hughes Johnson on The Trapdoor Decisions to Avoid When Scaling03/14/2019
    25:05
  164. 172.
    SaaStr 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 Your Tea03/11/2019
    28:58
  165. 173.
    SaaStr 215: Qualtrics Co-Founder and CEO Ryan Smith on The Things Nobody Tells You About an $8 Billion Acquisition03/07/2019
    20:34
  166. 174.
    SaaStr 214: New Relic CRO Erica Schultz on What It Takes To Successfully Scale Into Enterprise & How The Very Best Reps Build Relationships With Their Leads03/05/2019
    32:40
  167. 175.
    SaaStr 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 Dangerous02/26/2019
    35:39
  168. 176.
    SaaStr 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 @ Gainsight02/19/2019
    38:32
  169. 177.
    SaaStr 211: The Ultimate Guide To SaaS Pricing From Investors @ Benchmark, Matrix, Upfront Ventures & Operators @ Figma, Snyk and Kustomer02/11/2019
    26:19
  170. 178.
    SaaStr 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.io02/04/2019
    32:01
  171. 179.
    SaaStr 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 @ Figma01/28/2019
    37:29
  172. 180.
    SaaStr 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 Orgs01/21/2019
    35:59
  173. 181.
    SaaStr 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 Enterprise01/15/2019
    30:56
  174. 182.
    SaaStr 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 of Gl01/07/2019
    27:44
  175. 183.
    SaaStr 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, Founder & CE12/17/2018
    37:52
  176. 184.
    SaaStr 204: 2018's Most Downloaded Episode, Claire Hughes Johnson, COO @ Stripe12/10/2018
    33:03
  177. 185.
    SaaStr 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 @ Chargebee12/03/2018
    29:10
  178. 186.
    SaaStr 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 COO11/26/2018
    36:56
  179. 187.
    SaaStr 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 QA11/19/2018
    28:02
  180. 188.
    SaaStr 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 @ Kustomer11/12/2018
    34:44
  181. 189.
    SaaStr 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-Fit11/05/2018
    27:25
  182. 190.
    SaaStr 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 @ Anaplan10/29/2018
    33:40
  183. 191.
    SaaStr 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 Cordo10/22/2018
    33:30
  184. 192.
    SaaStr 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 Scale10/15/2018
    30:01
  185. 193.
    SaaStr 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.ai10/01/2018
    30:15
  186. 194.
    SaaStr 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 Steve Newm09/24/2018
    32:26
  187. 195.
    SaaStr 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 Powered09/17/2018
    32:28
  188. 196.
    SaaStr 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 @ mParticle09/10/2018
    29:50
  189. 197.
    SaaStr 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 Team09/04/2018
    32:13
  190. 198.
    SaaStr 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 Ventures08/27/2018
    31:31
  191. 199.
    SaaStr 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 @ Dialpad08/20/2018
    28:27
  192. 200.
    SaaStr 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 @ Sapho08/13/2018
    40:37

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