If it’s time to hire the first sales rep for your company you are probably nervous and excited. As you should be. Find the right person, and you’ve accomplished a big step that can help propel your company’s growth. Hire the wrong person and you’ve wasted a lot of time and energy and probably stalled […]
SaaS Management Best Practices
Read, listen and watch SaaS management best practices for founders and leaders of growing technology companies. Join SaaS co-founders and operators Justin and Anna Talerico for capital-efficient sales, marketing, customer success, culture and liquidity guidance.
Growing a SaaS company at >50% YOY (at scale) is hard. If it was easy, everyone would do it. One of the big reasons it’s so hard is that you’re constantly trading off between short-term results and long-term scalability. This is true in technology, where there’s constant angst around amassing tech debt in the name […]
You can scale your SaaS customer success organization in a fairly predictable manner. The trick is to scale just slightly ahead of revenue, and to get creative to solve your most pressing problems. Here are some considerations and a few sample org charts to show you how. The 1st example is the most simple approach […]
The first time I did quota and commission planning I shared it with my team in a Monday morning meeting. One of the reps said innocuously, “When are you sending us our annual comp letters?”. I had no clue what they meant, but I nodded my head and told them to expect it any day. […]
I’ve been interviewing a lot of candidates for Director of Sales lately, and there is one question I always ask. “What will you focus on in your first 90 days?”. Of course, the obvious answer is “results”, but there is a lot more to it than that. There isn’t one right answer to this question. […]
Agile is great, but we need to continuously process and ingest what we learn. Here’s how. Agile management across the majority of a SaaS organization provides the framework for rapid, innovation, iteration and improvement. Ultimately, the efficiency of that improvement comes down to how well we ingest and distribute what’s being learned — our SaaS […]
I get a lot of questions from startup founders, as well as new sales team leaders, about how to organize the SaaS sales team, and what roles are needed to fill at key stages. The answer is surprisingly simple and pretty ‘textbook’. Maybe not so surprising is how few SaaS sales teams follow that textbook […]
I think sometimes that founders and leaders of growing SaaS companies forget what’s really important. I’ve seen this recently with some of our clients, and it’s been a good reminder for me on the opportunity cost of making unimportant things important. As the heads on the beast, we decide what’s important. Yes, of course, we […]
I’ve been known to make up some words. One of the made up words I love most is complexicate. It’s just the combination of complicate and complex, but I love it because it draws attention to a very real business problem that impacts many SaaS scalability. I often railed against complexicating things — especially in […]
Hiring the best sales reps for your SaaS company starts with a repeatable process. Here’s a quick overview of how to get started.