he 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. On the side of the operators, we center around getting from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.
SaaStr 400: The Future of Digital Events with Ben Hindman, Co-Founder & CEO @ Splash and Jason Lemkin, CEO @ SaaStr
In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Ben Hindman, Co-Founder & CEO at Splash to talk about the future of digital events.
SaaStr 399: Four Steps to Scaling to $250M, While Keeping Community at Your Center with Prashanth Chandrasekar, CEO @ Stack Overflow
Building the world's largest and most trusted software developer and technologist community and going from 0 to 120 million users happened rapidly for Stack Overflow. Hear four steps from its CEO, Prashanth Chandrasekar, on how your product-led startup can grow its community and its revenue.
SaaStr 398: How To Price To Maximise For Upsell and Expansion, Why and When To Engage with Partner Programs & How To Correctly Segment Customer Profiles Most Efficiently with Rob Gonzalez, Founder & CMO @ Salsify
Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. To date, Salsify has raised over $250M in funding from the likes of Venrock, Underscore, Warburg Pincus, Matrix Partners & Greenspring to name a few. As for Rob, prior to founding Salsify, he was the first-ever product manager at Cambridge Semantics and before that was a Senior Product Manager @ Endeca helping grow the company to it’s $Bn exit.
In Today’s Episode We Discuss:
How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago? How does Rob think about the bundled vs unbundled thesis within SaaS? When is it right for SaaS companies to turn down potential customers? How can they do that the right way? What is the right way to think about customer segmentation? How should startups decide which customer segment to focus on? How should startups think about implementing partnerships? When is the right time? What is the right way to onboard them? How can they be trained in implementation efficiently? What does great change management look like to Rob? What does Rob believe are the biggest misconceptions around change management? How does Rob think through pricing today in a way that encourages land and expand? What can you do to make the land as frictionless as possible? What does it take to expand effectively? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? Rob’s 60 Second SaaStr:
Most challenging element of Rob’s role with Salsify? What would Rob most like to change in the world of SaaS today? What does Rob know now that he wishes he had known at the beginning? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:
SaaStr 397: Going Upmarket and How Things Have Changed in a Decade, @ Trello, with Co-Founder Michael Pryor and Jason Lemkin, CEO @ SaaStr
In today's SaaStr insider episode SaaStr CEO and Founder Jason Lemkin catches up with Michael Pryor, the Co-Founder of Trello to talk about going upmarket, and how things have changed in the last decade as Trello crosses 50M+ users.
SaaStr 396: Buying patterns in the Enterprise: CEOs and More- Who's Really Buying & Why with Godard Abel, Co-founder & CEO @ G2, Mike Weir, Chief Revenue Officer @ G2 and Samantha DeStefano, Vice President, Enterprise Sales @ UpWork
As digital business and collaboration models have been permanently accelerated by the events of 2020, our panel of SaaS experts discuss who's buying in the Enterprise, and how to drive conversions across multiple business functions.
SaaStr 395: Why Seat Based pricing Will Die and Volume Based Pricing Is Optimal, How To Structure Pipeline Meetings Most Effectively & How To Think Through Demand Gen Strategically with UserTesting CEO Andy MacMillan
Andy MacMillan is the CEO @ UserTesting, the company that provides real-time feedback, from real customers, wherever you work. To date, they have raised over $200M in funding from the likes of Accel, Greenspring, Openview and Insight to name a few. As for Andy, prior to UserTesting, he was the Chairman and CEO @ Act On Software and before that held several positions at Salesforce, including COO - Products Group. Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management.
In Today’s Episode We Discuss:
How did Andy make his way into the world of SaaS? How did he come to be CEO at the market leader, UserTesting? Why does Andy think the seat-based pricing model in SaaS will die? What are the downsides of it? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? How does Andy think about discounting? How does Andy view the importance of offering trials? What does it take to scale a sales team successfully? How can one determine a closer in the interview process? Should one hire sales reps 2x2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? How does Andy think about payback period? How does Andy structure the pipeline meetings? Who is invited? How are the meetings structured? How does Andy advise on the right segmentation of pipe? How does Andy evaluate the closability of the pipe? Where do many people go wrong in pipeline meetings? What have been his biggest lessons on running them successfully? Andy’s 60 Second SaaStr:
The hardest element of Andy’s role with UserTesting? What Andy would most like to change about the world of SaaS? The hardest role to hire for today and why? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: