SaaStr

MAY 31, 2024

1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. He had a friend help him hire an email marketer to send ticket emails to the events. You can listen to the full podcast here. #1:

Drivers/motivators 90

Drivers/motivators B2C Pipeline Follow-up 90

SaaStr

MAY 28, 2024

Mistake #2: A VP of Marketing that Can’t Do Demand Generation Don’t hire a product marketer, a corporate marketer, or a strategist. Jason was talking to a founder at $14M-$15M, and they weren’t sure if their Head of Marketing was working out. What was this Head of Marketing’s previous role? Jason asks.

GTM 99

GTM Pipeline Growth Quota 99

SaaStr

MAY 27, 2024

To IPO, companies need to triple their market share in their core market and have a churn rate of less than 3-4% per month. The market is flooded with capital, leading to higher valuations and unrealistic expectations. There is more capital available to startups than ever before. Startups are staying private longer.

Growth 74

Growth Price Market share Start-ups 74

ClickFunnels

AUGUST 18, 2021

More importantly, how can you — the entrepreneur, marketer, or business owner — use those tactics to spread your message, sell more products, and grow your business? Brand awareness would sit at the very top of this marketing funnel as a part of the “Awareness” stage (go figure). Brand Awareness: What’s The Difference? For example….

Lead generation 245

Lead generation Contact Niche Gaming 245

Martech

JANUARY 26, 2024

ICP is more of a big-picture strategic direction or target market and high-potential accounts, while buyer persona is more of the people behind it and closing deals with specific individuals. Sectors like software development and IT services, fintech, ads and marketing, hardware manufacturing, construction and health care.

B2B 119

B2B Customers Appointment Objectives and Key Results 119

SaaStr

FEBRUARY 20, 2024

If you’re growing, generally, you’re focused on a market or market segment that’s also growing. economy remains strong, the stock market is at all-time highs, AI is fueling Cloud growth, and yet … many folks are cutting their tech budgets, and especially, those that sell to startups are struggling. Not shrinking.

Customers 80

Customers Represent Growth Sell 80

Martech

SEPTEMBER 14, 2023

Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. The companies range from mid-market startups to large public enterprise companies.

GTM 119

GTM Market share Growth Technology 119

Search Engine Land

SEPTEMBER 15, 2023

startup vs. long-lasting name in the space). Startups and their newly-hired staff may need to research their peak seasons. by reading digital marketing studies and reports or using search forecasting tools like SimilarWeb, Semrush or SpyFu). Which one is right for you depends on the maturity of the brand in the space (i.e.

Pharmaceutical 133

Pharmaceutical Retail Hospitality Growth 133

SaaStr

OCTOBER 22, 2023

SaaStr 693: The Secrets to Scaling and Growth in an Unpredictable Market with monday.com’s Co-founder and Co-CEO, Eran Zimman, and SaaStr CEO and Founder, Jason Lemkin     3. SaaStr 692: How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Managing Director Michael Seibel  4.

Pitch 93

Pitch Growth Closing Product 93

SaaStr

NOVEMBER 17, 2023

At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race. So, consider what the innovator’s dilemma is today as you rethink your startup in an AI-first world in a hyper cycle.

GTM 102

GTM Technology Technology Up-sell 102

Sales Hacker

JANUARY 30, 2024

Previously, Amit led marketing efforts at startups like Tact AI (1st AI Assistant for Sales backed by AWS, Microsoft, and Salesforce), HP Inc (next-gen computing) and Spire AI (Human Capital SaaS). What You Will Learn: Challenges of entering crowded markets with large incumbents.

GTM 80

GTM UX Finance Growth 80

SaaStr

OCTOBER 29, 2023

SaaStr 695: How to Close More Deals with Less Budget with Datadog’s CMO Alex Rosemblat   2. SaaStr 693: The Secrets to Scaling and Growth in an Unpredictable Market with monday.com’s Co-founder and Co-CEO, Eran Zimman, and SaaStr CEO and Founder, Jason Lemkin  5. What Happened? Top Podcasts This Week: 1.

GTM 96

GTM Pitch Growth Sales 96

Search Engine Land

NOVEMBER 18, 2022

Unless you’re a brand marketer in a thoroughly recession-proof industry or an agency marketer with a portfolio of clients in recession-proof industries, you’re working against an undercurrent of stress and performance pressure. These emotions may help some marketers achieve hyper-focus. What to do instead.

CTR 125

CTR Campaign CRM B2B 125

Sell Or Die

MAY 28, 2024

Ryan Has taught over 800 CROs, VPs, or Leaders his proprietary Enterprise Sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, Uber, etc. How do you Leverage ChatGPT and AI to explode your SAAS sales and marketing growth?

Referrals 52

Referrals Growth Contact Technology 52

Hubspot

MAY 29, 2024

Did you know that a disagreement between founders can lead to an entire startup business failing? In fact, 65% of startups fail due to founder conflict (Noam Wasserman, author of The Founder's Dilemmas ). Table of Contents What is startup due diligence? Pro Tip: Have these items to have ready during this step.

Legal 52

Legal Contract Growth Negotiate 52

SaaStr

JUNE 17, 2023

In the ever-evolving landscape of SaaS, Venture Capital, Bootstrapping, and Valuations – understanding market trends and investment patterns is critical. We’ll explain Jason’s take on the recent market fluctuations, highlighting major deals that shaped investment patterns and their effects on valuation trends.

Growth 87

Growth E-commerce Profit margin Strategize 87

Sales Hacker

OCTOBER 17, 2023

Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey.

GTM 105

GTM B2B CRM Launch 105

SaaStr

APRIL 7, 2024

Instead of rushing to hire a VP early in the startup phase, wait until you have established a repeatable sales process and witnessed success with initial sales reps hitting quota. Not to figure out product-market fit, or to literally be the first seller. #3. Hire a VP of Sales to help you scale from three sales reps to 300 reps.

Sales 98

Sales Quota Closing Up-sell 98

SaaStr

MARCH 6, 2024

Salesforce and Marc Benioff at first said the core market, security identity, was too small of a market. They are overall benefitting here from the growth in Cloud and security budgets, even if smaller companies and startups and scaleups are struggling more. Way, way too many startups focus 100% on direct sales.

Contract 87

Contract Engineering B2B Growth 87

SaaStr

MARCH 20, 2024

We were coming off an environment where startup funding was as fruitful as ever. There was so much budget flowing into B2B that it seemed like there could be 1,000 unicorns, even if 800 of those turned out to be junk. When recruiting, that first VP of Sales, Marketing, CS, and Product has to carry a bag for real.

Quota 102

Quota Finance Drivers/motivators GTM 102

SaaStr

JANUARY 28, 2024

Dear SaaStr: Is There Any “Con” In Giving Our Sales Tool For Free to Early-Stage Startups? But for most of us without a truly viral app, my #1 bit of advice is: don’t confuse Free with a marketing strategy. Sales reps and SDRs really have almost no budget. Marketing may see it as a distraction.

Trust 88

Trust Product Sales Customers 88

Martech

MAY 9, 2022

As a startup founder in the martech industry, I’m routinely asked by other founders what should be in their marketing stack. It would be nice to respond with “acquire these ten products, and then you’ll be all set,” but unfortunately, that’s not how marketing works. Marketing objectives.

Technology 79

Technology Technology CRM Territory 79

SaaStr

AUGUST 26, 2021

You need startup folks to succeed at a startup. Many startup folks have no idea how to work at scale. It’s a reminder the same is true of SaaS startups. Folks that know startups, and what it takes to put those initial points on the board. How to do marketing without a team of 20. You’ll see.

Start-ups 119

Start-ups Customers Growth Sales 119

SaaStr

SEPTEMBER 3, 2022

Dear SaaStr: What Are The Top Things to Know Before Starting a SaaS Startup? A mediocre “business guy” that can’t really marketing and sales won’t really get you those key early customers. Venture capital is a niche type of funding and 99% of startups will never be able to raise venture capital. You can’t settle here.

Niche 105

Niche Growth Customers Product 105

SaaStr

DECEMBER 19, 2022

Back them Help them Get them budget Join the calls Get on the Zooms Build together Have their back. So there’s a moment in time I’ve gotten pretty darn good at spotting in SaaS startups. A few tells: Blaming marketing, especially for not enough leads. Blaming a lack of product-market fit. Do more marketing.

Quota 98

Quota Sales Closing Up-sell 98

SaaStr

JULY 18, 2022

Startups: THIS IS THE WORSE RECESSION SINCE THAT TULIP THING I READ ABOUT IN SCHOOL pic.twitter.com/qGKuXLchFQ. That’s a lot of budget for you to go take! And on a related note, CMO marketing budgets are still up across the board. Gartner: businesses will spend $100,000,000,000 more on software in 2023 than 2022.

Growth 132

Growth Price 132

SaaStr

AUGUST 28, 2023

Many SaaS leaders in sales and marketing spaces saw growth go from 100% to 10%, from 50% to 0%. VCs stopped pushing, pushing, pushing for ever higher growth, and basically left startups alone that weren’t burning much. Net net, every VC-backed startup with mediocre growth but a low burn and a long runway got a pass in 2023.

E-commerce 88

E-commerce Hospitality Growth Gaming 88

Search Engine Land

SEPTEMBER 15, 2023

Being a one-person marketing team can be both exciting and stressful. But you’re responsible for building and executing a company’s entire marketing strategy, which can feel overwhelming given the sheer amount of effort it takes to be present in the right places at the right times. Speaks to your target audiences.

Objectives and Key Results 139

Objectives and Key Results Campaign Launch Follow-up 139

SaaStr

FEBRUARY 26, 2022

No, this SaaS Crash is so tough on VCs and public market investors because the market was just so, so high for Cloud stocks from mid-2020 to late 2021: You can see above in the BVP Nasdaq Cloud Index that while these are still Great Times in SaaS, they aren’t the crazy days that peaked around Thanksgiving 2021. Especially now.

Price 145

Price Start-ups Customers 145

Martech

NOVEMBER 4, 2022

How incredible would it be if every marketing activity you pursued and invested in, delivered exactly the results you hoped for and more? Nothing in marketing is certain — and it constantly changes — which can make it hard to project and predict the outcomes of our efforts. Here’s how to guarantee your marketing wins every time.

Gambling 122

Gambling Launch Campaign Negotiate 122

SaaStr

AUGUST 20, 2021

What are the differences between these 2 seemingly similar SaaS startups selling to SMBs? Each of these two startups measures CLTV value differently. The reality is the answer is a CAC that fits your revenue plan and your burn rate budget. But it also spent a ton on marketing, up to a point. One is cash-flow positive.

Drivers/motivators 110

Drivers/motivators Up-sell Pipeline Gaming 110

SaaStr

JULY 18, 2023

Hypergrowth in today’s highly competitive and budget-constrained SaaS world may be less frequent now, but Vanta, the software tool empowering security companies to achieve compliance and manage risk, has defied the odds. For instance,the number one reason that startups fail is because they have no market need.

Strategic planning 89

Strategic planning Trust Growth Strategize 89

Heinz Marketing

JANUARY 28, 2023

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. What Does Product-Market Fit Feel Like? Read to learn how you know when to invest in a go-to-market motion. Read on for some solutions.

B2B 111

B2B Customers Strategize Contact 111

SaaStr

AUGUST 4, 2021

There is a lot to do in marketing. But a new VP of Marketing will really only do 3 things. I’ve interviewed 100s of VP of marketing candidates over the past years and I can tell you one think — it’s easy to spot the ones that won’t work out. How do you think sales and marketing should work together?

Pipeline 141

Pipeline Education Closing Up-sell 141

SaaStr

FEBRUARY 21, 2024

In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. Salesloft, partner marketing, customer marketing, and more. Sydney pulled someone from Salesloft with a product marketing background who understands operations, running programs, and being strategic.

Cross-sell 83

Cross-sell Strategize Campaign Education 83

SaaStr

FEBRUARY 3, 2023

So, what exactly is happening in the venture capital world, and what do startup founders need to know? For example, one B2B SaaS company might target SMBs, while a competitor targets the enterprise segment of the market. Customer Patterns, Sales & Marketing, and Leadership Roles So how are consumer habits in 2023?

Conversion 80

Conversion Angle Healthcare Strategize 80

Heinz Marketing

MARCH 28, 2024

By Lisa Heay , Director of Business Operations at Heinz Marketing What platforms come to mind when you think of marketing automation? And in my earlier consultant roles with Heinz Marketing, I was acquainted with the other major players like HubSpot, Pardot, and Eloqua through various projects and engagements.

E-commerce 70

E-commerce Niche Real Estate Healthcare 70