The Official SaaStr Podcast: SaaS | Founders | Investors

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

Blog post: https://www.saastr.com/saastr-cro-confidential-founders-fund-partner-sam-blond-rippling-vp-sales-matt-plank-pod-617-video/

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SaaStr 617: SaaStr CRO Confidential Presents: Rippling VP of Sales Matt Plank on How to Ramp Up Sales in the Early Days. Hosted by Founders Fund Partner Sam Blond Dec 16, 2022

Show notes

In today's CRO Confidential, Sam chats with Rippling VP of Sales Matt Plank. Matt was employee #5 and the first sales hire at Rippling. In this episode, he shares how he built and scaled Rippling's sales team.

Video: https://youtu.be/yAloXeNI1Qw

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

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SaaStr 616: Secrets to SMB at Scale with Hubspot CEO Yamini Rangan and SaaStr Founder & CEO Jason Lemkin Dec 14, 2022

Show notes

There are so many interesting things everyone selling to SMBs can learn from HubSpot. Don't miss this talk with Hubspot's and SaaStr's CEOs Yamini Rangan and Jason Lemkin where they'll dig into how HubSpot is growing a stunning 41% year-over-year at $1.7 Billion in ARR.

Yamini and Jason discuss:

-why Hubspot chose to "take a step backward" by moving from sales-led to product-led -why focusing on free makes your product better -the importance of having multiple products -why NRR should be a North Star metric for SaaS businesses -working with partners -international expansion and localization: why less is more

Full video: https://youtu.be/sNU4h7LpHOI

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

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

Our North American Event: https://bit.ly/2OXeAYh

Our European Event: https://bit.ly/2OZTad8

SaaStr 615: Where Venture Capital Really is Right Now, With Accel, Iconiq Growth, and Salesforce Ventures at G2 Reach Dec 09, 2022

Show notes

SaaStr CEO Jason Lemkin recently moderated a session with 3 of the best investing in SaaS: Doug Pepper, GP at Iconiq, Arun Mathew, GP at Accel, and Alex Kayyal, VP and head of all of Salesforce Ventures. The four deep-dive on the real state of venture capital today and into 2023.

This podcast was recorded live during G2's digital reach event. Check out the rest of the sessions over at Reach.G2.com

This episode is an excerpt from the session. Watch the full video: https://youtu.be/hTvNqr395nY

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

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

Our North American Event: https://bit.ly/2OXeAYh

Our European Event: https://bit.ly/2OZTad8

SaaStr 614: CRO Confidential Presents: Gong SVP of Sales Jameson Yung on Creating a Category. Hosted by Founders Fund Partner Sam Blond and SaaStr CEO Jason Lemkin. Dec 07, 2022

Show notes

Sam, Jason, and Jameson discuss:

Category creation: what Gong did well and what didn't go so well
The importance of content marketing, especially in very early stages
maintaining team morale in the current economy
the importance of messaging and customer relationships

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

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

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SaaStr 613: How Top CMOs Drive Growth in the Age of the Self-Serve Buyer with Klaviyo SVP of Marketing Kady Srinivasan, Talkdesk CMO Kathie Johnson, SmartBear CMO Cynthia Gumbert and TrustRadius Founder and CEO Vinay Bhagat Dec 04, 2022

Show notes

To scale your business customers need to be at the center of all you do. The reason for your business is to solve their largest problems and be mission-critical to their success. If your customers succeed your business will too. However, what if you can't find or engage your target buyers? The way technology is bought and sold today has dramatically changed. The buyer's journey is not linear but something they want to control. According to Bain and Co study, 94% of prospective buyers are well informed about a product before ever engaging with a sales team. From our research at TrustRadius, virtually 100% of buyers want to self-serve, 58% of buyers say word-of-mouth is a top source for discovery and evaluation. We'll evaluate these buyer trends and provide strategies to find and win these new-age customers now and in the future.

Full video: https://youtu.be/eGL9ndS3Kmk

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

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SaaStr 612: How to Manage 100+ SDRs Across 4 Continents with Snowflake VP, Global Sales Development Lars Nilsson Nov 30, 2022

Show notes

SDRs are the most efficient channel for predictable B2B pipeline generation, but successfully scaling a team isn't easy. This session will cover the pillars of effectively recruiting, training, aligning, and empowering SDRs from the early stages of revenue through a global operation. Lars Nilsson has designed and built 25+ SDR operations at B2B SaaS software companies, and currently leads Snowflake's 200+ SDRs. Come have a listen to what all the buzz in SDR-Land is about!

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

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

Our North American Event: https://bit.ly/2OXeAYh

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SaaStr 611: How to Scale a Platform and Ecosystem to $10B with Atlassian CRO Cameron Deatsch Nov 28, 2022

Show notes

Building a flexible platform for your products and a strategic ecosystem around them is the key to fueling sustained growth. But when you're in the throes of putting it together, it's challenging to track the countless workstreams, investments, and partnerships involved – not to mention bringing all these pieces into alignment. Join Atlassian's Chief Revenue Officer, Cameron Deatsch, to learn how to invest in an ecosystem, how to optimize your platform for innovation, and why long-term thinking is crucial to becoming a $10 billion company.

Full video: https://youtu.be/eVDucwrUgq8

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

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

Our North American Event: https://bit.ly/2OXeAYh

Our European Event: https://bit.ly/2OZTad8

SaaStr 610: The Playbook to Achieving CEO/CRO Harmony with Algolia CEO Bernadette Nixon and CRO Michelle Adams Nov 23, 2022

Show notes

Keeping a Saas unicorn on the track of profitable, responsible growth requires clear alignment across the leadership team, and a purposeful approach to making decisions that drive the corporate mission. In this session, Algolia's Bernadette Nixon and Michelle Adams will discuss the dynamics of building a highly effective, open, direct and empathetic relationship between the critical CEO and CRO roles on the leadership team.

Full video: https://youtu.be/tJAPaW5GoxU

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

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

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SaaStr 609: SaaStr CRO Confidential Presents How to Survive in a Competitive Market with Divvy CRO Sterling Snow. Hosted by Founders Fund Partner Sam Blond. Nov 18, 2022

Show notes

The two biggest mistakes business leaders can make in a competitive space are thinking their competitors are too smart or, alternately, too dumb. The game on the field has shifted dramatically over the past 12 months, and what matters to a startup today is much different from a couple of years ago.

In the second installment of CRO Confidential, Founders Fund Partner Sam Blond, previous CRO at Brex, goes head-to-head with the CRO at Divvy, Sterling Snow, previously bitter rivals turned curious comrades. Snow and Blond dive deep into competition — how to position yourself against competitors and make the most of that competition.

Brex and Divvy are adversaries in the corporate card space, with many deals going up against each other. There has always been a ton of respect there and a bit of animosity, too, because of how competitive the businesses were.

This poses the question: Does staunch competition lend itself to better business? Psst… the answer is yes! Let's see what Snow and Blond have to say about competition.

Full video: https://youtu.be/7LTyMpxy9LQ

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

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