The Official SaaStr Podcast: SaaS | Founders | Investors

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SaaStr 637: Unveiling the Data Behind Effective Scaling with ICONIQ Growth General Partner Doug Pepper and ICONIQ Growth Partner & Head of Analytics Christine Edmonds Feb 24, 2023

Show notes

In this illuminating session, ICONIQ Growth general partner Doug Pepper and head of analytics Christine Edmonds will share some of the latest insights from ICONIQ's annual "Growth and Efficiency Study" which utilizes aggregated operating data from a large set of enterprise SaaS companies, about half of which have gone on to IPO and/or been named to the Cloud 100 list. From the metrics most indicative of healthy business fundamentals and what top quartile performance looks like across these KPIs, to how those core metrics may be impacted in the current environment and where leaders are focusing in response to the macroeconomic uncertainty of today, Doug and Christine will share what strength looks like at all stages of company growth.

Updated slides: https://www.slideshare.net/saastr/unveiling-the-data-behind-effective-scaling-with-iconiq-growth-253098692

Video: https://youtube.com/live/oRtla9psS_8

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SaaStr 636: Extreme Product Design: Building Things People Actually Use with Stripe CTO David Singleton Feb 22, 2023

Show notes

Stripe CTO David Singleton shares insights from the company's focus on going the extra mile to obtain user feedback and even more extreme lengths to turn that feedback into successful products. He'll show how one simple rule helped the company grow from a single API to a sophisticated platform, and discuss the challenges of managing change, defining product-market fit, and designing infrastructure that can scale.

Video: https://youtube.com/live/N2BPdAk_riU

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Quora Group: https://www.quora.com/q/cloud

Blog post: https://www.saastr.com/cro-confidential-how-customer-first-focus-drives-retention-and-revenue-with-brex-gm-of-startups-lucas-fox-pod-635-video/

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SaaStr 635: CRO Confidential: How Customer-First Focus Drives Retention and Revenue With Brex GM of Startups Lucas Fox Feb 17, 2023

Show notes

While the allure of customer acquisition can pull a founder's attention, it's equally important to dedicate resources to fighting churn and expanding revenue from existing customers. One company that has unlocked the secret to solid retention and revenue expansion is Brex, an easy-to-use corporate cards and spend management software in an integrated global solution.

In this edition of CRO Confidential, Sam Blond (former CRO at Brex and current Partner at Founders Fund) hosts his former colleague Lucas Fox (GM of Brex for Startups). They discuss how Fox helped build a churn-fighting, upselling, and cross-selling machine that continues to generate revenue.

Video: https://youtu.be/_dfDqPJqqFU

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SaaStr 634: Scaling a Product-Led Growth Model with 1Password, Apollo.io, Sentry, and Lightspeed Feb 15, 2023

Show notes

What do some of the most successful PLG companies have in common? How do you build a best-in-class go-to-market model to get to 100mn ARR and beyond?

Iconic PLG companies share how they integrated GTM into their growth strategy to go from single digits to over a billion in ARR. Lightspeed Partner, Anoushka Vaswani, is joined by Raj Sarkar, CMO at 1Password, Kim Walsh, SVP, Sales, Partnerships and Customer Success at Apollo.io, and Chris De Vylder, CRO at Sentry, to pass along key lessons from their growth journey.

Video: https://www.youtube.com/live/4mzgUHp2Dtc?feature=share

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SaaStr 633: Why You Want to Develop Product Painkillers, Not Vitamins with DigitalOcean CPO Gabe Monroy Feb 10, 2023

Show notes

As Chief Product Officer at DigitalOcean and a developer-turned-entrepreneur himself, Gabe Monroy is deeply familiar with some of the pitfalls that founders encounter on the road of product development. In this session, Gabe will discuss how founders can avoid the trap of over-engineering products, as well as why focusing on the must-haves (developing "painkillers" for your customer's problem) will better serve your business versus focusing on the nice-to-haves (developing "vitamins").

Video: https://youtu.be/KwWxIURQVRg

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SaaStr 632: CRO Confidential: How To Adapt Your Sales Strategy To The Current Sales Environment with Sam Blond and Hannah Willson, SVP of Sales at Modern Health Feb 08, 2023

Show notes

Every week, more and more companies are doing big layoffs. As news of layoffs continues, many are left wondering what happened and how to shift course. Many startups missed 2022 revenue goals and are forecasting slower growth for 2023, especially compared to the explosive growth of teams and revenue during the Boom of 2021 and early 2022.

In this week's episode of CRO Confidential, Founders Fund Investor Sam Blond sits down with the SVP of Sales at Modern Health, Hannah Willson, to discuss how companies can adapt to the current sales environment and how to correct course when you don't have a right-sized sales team.

Video: https://youtu.be/24tKS8g_QJg

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SaaStr 631: What Is Going On In Venture Capital in 2023 with SaaStr Founder Jason Lemkin and 20VC Host Harry Stebbings Feb 03, 2023

Show notes

Jason recently joined Harry Stebbings on 20VC to discuss VC in 2023. Hear why you shouldn't wait to raise (if you're fundable), even though the venture landscape will look better by the end of 2023.

This episode is an excerpt of Jason and Harry's discussion. You can watch the full video here: https://youtu.be/dHIWdwljt7Q

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Blog post: https://www.saastr.com/sales-led-vs-product-led-todays-startups-need-both-with-jason-eubanks-cro-at-harness-video/

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SaaStr 630: Sales-led vs. Product-led? Today's Startups Need Both with Jason Eubanks, CRO at Harness Feb 01, 2023

Show notes

What is the right Go-To-Market strategy for a startup getting out of the gate? Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer.

At Harness, Eubanks leads go-to-market. Everything is defined by customer interactions, from how they find Harness to becoming a customer. What's his response to startups figuring out which strategy to begin with, product-led or sales-led? "It doesn't really matter where you start because you'll need to do both," Eubanks said.

Full video with Q&A: https://youtu.be/aJqNJfph4Mw

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Quora Group: https://www.quora.com/q/cloud

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SaaStr 629: CRO Confidential: Sales Recruitment in 2023 For Candidates and Hiring Managers With Flexport's Ben Braverman Jan 27, 2023

Show notes

As the past few years have demonstrated, it's wise to expect the unexpected, especially when it comes to hiring. In particular, hiring for your sales team is critical in an uncertain economic outlook. Additionally, sales professionals looking for a new role should choose their next company wisely.

In this edition of CRO Confidential, Sam Blond, Partner at Founders Fund and former CRO at Brex, discusses the current SaaS sales landscape and tips for hiring in 2023 with guest Ben Braverman, Head of Flexport Fund and former Flexport CRO and CCO.

Video: https://youtu.be/oONsrUYsQtw

Want to join the SaaStr community? We're the 🌎largest community for B2B software.

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