Metrics that Measure Up artwork

Metrics that Measure Up

150 episodes - English - Latest episode: 10 months ago -

B2B SaaS and Cloud founders, CEOs, and Go-To-Market operating executives share their journey as they scaled their business from $0M ARR to $100M and beyond. The guests share their insights on measurements of success, performance metrics, and benchmarks they use to guide and inform their decision-making and growth journey.Guests include founders and CEOs of amazing success stories such as LinkedIn, DocuSign, Marketo, Gainsight, Salesforce Commerce Cloud, ringDNA, InsightSquared, Cloudera and Gong. Beyond founders and CEOs, we also speak with leading Venture Capitalists, Go-To-Market executives and industry thought leaders who share their experience and insights into customer acquisition, customer retention, and customer expansion best practices.

Management Business b2bsaas b2bcloud metrics benchmarks founders customer acquisition revops revenue operations
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Episodes

Microsoft Product Leader to SaaS Founder - with Anand Subbaraj, Founder and CEO Zuper

June 06, 2023 13:00 - 30 minutes - 17.7 MB

Imagine being a senior product leader at Microsoft for one of the leading "cloud products" in the industry, Azure Data Factory, and deciding to leave the stability, security, and prestige behind to launch your own B2B SaaS company. This is exactly the decision and journey that Anand Subbaraj began five years ago. Anand spent 13 years at Microsoft but was fortunate to be involved with five different product launches (V1) over 13 years, with a primary focus on understanding the market and cus...

Evolving from Excel for SaaS Financial and Metrics Reporting - with Ali Rizvi Founder and CEO, TrueRev

May 24, 2023 19:00 - 28 minutes - 15.5 MB

Excel is the #1 tool B2B SaaS companies use for many financial tasks, including calculating SaaS metrics to surface insights for operating decisions and investor updates. Ali started his career in tech as an auditor at Ernst and Young, with a priority focus on revenue recognition and reporting. While auditing a top tier B2B SaaS company, he was provided multiple spreadsheets with thousands of rows of data, and it even required almost 10 minutes to just open the Excel file, and almost 6 mont...

State of the Cloud 2023 - Top Five Predictions with Janelle Teng, Bessemer Venture Partners (Episode #2)

May 24, 2023 03:00 - 25 minutes - 17.8 MB

State of the Cloud 2023: Top Five Predictions: #1: Efficient Growth Adopt new solutions to gain control of their Cloud and SaaS spend, including the infrastructure cost to deliver SaaS Solutions. Tools include Cloud FinOps tools, SaaS Spend Solutions, and engineering productivity tools to improve R&D processes. One of the areas of focus is on Cloud Spend as a way to manage the Cost of Goods Sold and thus increase Gross Margin which sets the ceiling for Saas profitability. Public SaaS comp...

B2B SaaS Metrics and Prioities with the Alexander Group - Ted Grossman and Davis Giedt

May 24, 2023 03:00 - 38 minutes - 23.9 MB

The Alexander Group works with many of the leading companies in the B2B SaaS industry, and I was recently joined by Ted Grossman, their co-lead of the technology industry practice, and Davis Giedt, Director of Research and Analytics. Based upon Ted and Davis' unique insights and understanding of B2B SaaS due to the discussions and data from over one hundred customers, coupled with their historic Sales Compensation research and benchmarks with has become an industry standard. My first quest...

State of the Cloud 2023 (Episode 1) - with Janelle Teng, Bessemer Venture Partners

May 24, 2023 03:00 - 21 minutes - 13.4 MB

In Episode #1 of this 2-episode conversation, Ray discusses the key findings from the Bessemer Venture Partners (BVP) annual "State of the Cloud" report for 2023 with Janelle Teng, Vice President and co-author of this year's report. Janelle is involved in many different research programs at BVP, including the "State of the Cloud" and the "Scaling to $100M ARR" reports. In this first episode of the "State of the Cloud 2023" report, we focus on the change in B2B Cloud company valuations in 2...

Scale your SaaS - with Matt Wolach, founder of Xsellus and "Scale your SaaS" podcast

April 26, 2023 22:00 - 31 minutes - 20.2 MB

Matt Wolach is the founder of Xsellus and host of the Scale your SaaS podcast. Matt is one of those guests that have taken over a year to be on the Metrics that Measure Up podcast. Matt has hosted over 250 episodes of "Scale your SaaS" and was one of the inspirations for this podcast. The first question I asked Matt was about the common attributes that successful SaaS founders exhibited. By being a podcast host, Matt found he often learned more than he shares. However, one of the common the...

SaaS Expansion across Europe - with Rick Pizzoli, Sales Force Europe

April 11, 2023 16:00 - 33 minutes - 19.7 MB

In 2023 many SaaS companies are searching for what market(s) are going to drive their next phase of growth - and international markets, especially English-speaking countries are often considered by U.S. B2B SaaS companies. Rick Pizzoli, moved to Europe over 25 years ago to launch the European presence for U.S. based software companies. Based upon that experience, Rick and Sales Force Europe has helped over 500 companies enter and/or expand their presence beyond the United States or a singl...

SaaS Spend Management Trends - with Eric Christopher, Founder and CEO Zylo

March 28, 2023 11:00 - 34 minutes - 20.4 MB

Eric Christopher, the founder, and CEO of Zylo is sitting on top of one of the industry's largest SaaS spend data repositories and thus benchmarks, a key reason I knew I needed to have Eric as a guest on the podcast. What was the catalyst for founding Zylo? It started with Eric's experience as a revenue leader in two social media platform companies. Eric realized that by introducing new solutions directly to the Marketing department, it was becoming difficult for companies to manage and gov...

The Future of SaaS Spend Management - with Ryan Neu, Founder and CEO Vendr

March 28, 2023 11:00 - 33 minutes - 19.9 MB

SaaS Spend Management is an emerging and rapidly evolving category - yet Ryan Neu, Co-Founder, and CEO of Vendr has a unique vision for how the category needs to evolve. Ryan has a background in public accounting, and then transitioned to software sales, including a role in the early days at Hubspot. During his career selling, he realized that selling great products is hard, takes too much time and the distribution is quite inefficient - thus the catalyst to founding Vendr in 2018. Vendr w...

The evolution of forecast management - with Guy Rubin, Founder and CEO ebsta

March 21, 2023 11:00 - 29 minutes - 17.2 MB

If you have ever been frustrated with the forecasting process and accuracy at your company - this episode is for you! Guy Rubin is the founder and CEO of ebsta, a leading provider of Revenue Intelligence - the next generation of forecast management. Guy founded ebsta to automate the logging of sales rep activity directly into their Customer Relationship Management (CRM) like Salesforce and Hubspot. Over 50,000 companies have used ebsta in this environment which is when the breakthrough hap...

Lessons learned from the Silicon Valley Bank collapse - with Todd Gardner, SaaS Advisors

March 14, 2023 12:00 - 32 minutes - 18.6 MB

Friday, March 10th, 2023 - a moment in B2B Technology and Start-Up ecosystem history that many will never forget and hopefully provides a foundation for learning the risks and rewards of venture-backed, early-stage entrepreneurship. Todd Gardner founded SaaS Capital in 2007, the industry's first "recurring revenue credit facility".  Before names like Salesforce, Workday, and Snowflake were well-known names, Todd experienced the financial crisis of 2008 and experienced firsthand the impact o...

When to introduce SaaS Spend Management - with Cledara co-founder and COO, Brad Van Leeuwen

March 07, 2023 12:00 - 28 minutes - 16.2 MB

Over February and March 2023, we spoke with several founders, CEOs, and executives at SaaS Spend Management vendors. In this episode of the Metrics that Measure Up podcast, we discussed the evolution, best practices, and ideas on how to introduce a SaaS Spend Management program with Brad Van Leeuwen, Co-Founder and COO at Cledara. Brad stated that his own experience as an entrepreneur with the challenges associated with SaaS spend was the catalyst to founding Cledara. When a company is sma...

CFO lessons learned in planning and forecasting - with Dan Fletcher, CFO Planful

March 01, 2023 14:00 - 37 minutes - 22.4 MB

Planning in 2020 continues to be chalked full of uncertainty based on the current macroeconomic reality. Assuch, being a finance leader in 2023 is even more challenging, and unpredictable -  but developing an operating plan and budget is an important and critical component of the CFO's job. First, is being "hyper-realistic" is the theme of the year, especially on top-line revenue. Understanding revenue drivers like pipeline generation and conversion is critical to informing the 23' budget a...

SaaS Spend Management - with David Campbell, Founder and CEO Tropic.ai

February 21, 2023 21:00 - 37 minutes - 21.7 MB

How does writing a 400-page novel lead to founding a SaaS Spend Management company? It was the start of David Campbell's journey which including breaking into B2B technology sales where he saw the challenges companies of all sizes have with buying technology. What is the definition of "SaaS Spend Management" according to David? David defines it as "spend management for the most important asset category in business today and tomorrow". Most companies are becoming software companies, and thus...

Corporate Spend Management - with Oded Zehavi, Founder and CEO Mesh Payments

February 14, 2023 19:00 - 29 minutes - 16.3 MB

Oded Zehavi has global payment experience from his time as an executive at leaders including PayPal and Payoneer. With Spend Management, especially SaaS Spend Management, becoming such a hot topic in 2023 - we wanted to start our conversation with Oded to understand his definition of "Spend Management"? Oded defines spend management as enabling finance teams to automate, control, and increase visibility into non-payroll spending. Spend Management has been around for 20+ years - why is it t...

Full Funnel Conversion Optimization - With Guy Yalif, Founder and CEO - Intellimize

February 07, 2023 12:00 - 33 minutes - 19.6 MB

Have you ever met someone in their "early career" that you just knew was going to be successful? That was my feeling when I first met Guy Yalif, Founder and CEO of Intellimize almost 20 years ago! Guy has been both a Marketing and Product leader, which led to his creation of a company focused on optimizing full funnel conversion. Guy's vision is to personalize each website visit at the moment to create high-converting websites to optimize conversion and revenue.  1:1 web personalization ha...

No Forms - No SPAM - No Cold Calls - with Latane Conant, Chief Market Officer 6sense

January 31, 2023 14:00 - 39 minutes - 23.8 MB

How many times have you visited a B2B website and cringed at being asked to provide your contact information, including your email just to download a white paper or watch a video? Why is this a reality in 2023 on most B2B SaaS websites? Because "leads" are still a primary measurement of Marketing success and marketers have not yet invested in the processes and instrumentation to focus on both the "pre-opportunity process" and then the ultimate outcomes of pipeline and revenue. One of the f...

Building a media asset inside a B2B SaaS company - with Patrick Campbell, Founder and CEO ProfitWell (Paddle)

January 25, 2023 13:00 - 41 minutes - 24.3 MB

Media-Led Growth (MLG) is a term first introduced here on the Metrics that Measure Up podcast and the central theme of this episode. Who better to discuss this topic than Patrick Campbell, Founder, and CEO of ProfitWell, recently purchased by Paddle for an unofficial $180M+ Patrick was a pioneer in building brand media assets inside a B2B SaaS company at ProfitWell - what led to the decision to invest in media properties? ProfitWell was facing a common challenge that most B2B SaaS compani...

Product Analytics and Metrics that Matter - with Todd Olson, Founder and CEO Pendo

January 17, 2023 14:00 - 31 minutes - 17.3 MB

Product-Led Growth is one of the hottest topics and trends in the B2B SaaS industry. Heading into 2023, most company will be evaluating their usage of every SaaS tool, and as a vendor understanding how customers are using your product is foundational to understanding and forecast customer retention metrics. Todd Olso founded Pendo, the leading Product Analytics solution provider, over 9 years ago. His vision was to combine product analytics and product utilization to enhance the user experi...

The Power of Go-to-Market Experience + Capital - with Mark Roberge, Stage 2 Capital

January 11, 2023 13:00 - 38 minutes - 24.5 MB

Mark Roberge is the founder and Managing Director of Stage 2 Capital and previously was the Chief Revenue Officer at HubSpot from 2007 to 2016.  Mark is also the author of the best-selling book "The Sales Acceleration Formula". The lessons learned over his nine years leading revenue at HubSpot have led to several new endeavors including creating a Sales curriculum being taught at Harvard Business School and founding Stage 2 Capital.  We started the podcast by discussing "The Sales Accelera...

A Chief Revenue Officer's learnings from $0 - $100M+ ARR - with Mark Kosoglow, CRO Catalyst and SVP Sales, Outreach

January 04, 2023 14:00 - 38 minutes - 23.4 MB

Imagine having your founder and CEO working weekends to develop leads and a calling list for the VP Sales in an early-stage B2B SaaS company.  That was Mark Kosoglow's experience when he first joined Manny Medina, the founder, and CEO at Outreach - the leading Sales Engagement Platform company in the industry. I asked Mark about the reality of leading Sales at an early-stage B2B SaaS company, and if he could share a couple of lessons he would share. The importance of building pipeline was ...

The Different Buying Team Profiles - with Brent Adamson, author the Challenger Customer

December 29, 2022 15:00 - 37 minutes - 23.4 MB

Heading into 2023 companies are preparing for larger buying teams, and increased scrutiny on every purchase. I could not think of a better backdrop to speak with Brent Adamson, the author of The Challenger Sale and The Challenger Customer. The Challenger Customer is based on research focusing on the different "profiles" of the buying team in a considered "SaaS" purchase. This is one of my all-time favorite books focusing on how to understand the buying process and charting the sales process...

Marketing Metrics that Matter to the CFO - with Chris Golec, Founder and CEO Channel99 and Demandbase

December 20, 2022 15:00 - 34 minutes - 19.4 MB

Heading into 2023, B2B SaaS CFOs are doubling down on using performance metrics to guide the 2023 operating budget. A key question is what metrics they use to help evaluate the Marketing budget, and what metrics they wish they had from Marketing to help inform budget allocation and investment decisions. Chris Golec, the founder, and CEO of intent data and account-based program platform leader Demandbase has recently launched his new company, Channel99 which is purpose-built to help bridge t...

The journey from FP&A to SaaS CFO - with CJ Gustafson, CFO PartsTech

December 13, 2022 12:00 - 32 minutes - 18.3 MB

Mergers and Acquisition analyst to FP&A professional to SaaS CFO. This is the path that CJ Gustafson took on his journey to becoming the CFO at Parts Tech. The common thread across each step of his journey was metrics, a perfect subject for CJ's appearance on the show. CJ developed his excel and financial chops during his first role as an M&A analyst, which served as the foundation for his success in modeling financial plans and budgets. What are the critical experiences and learnings CJ l...

Kind Folks Finish First - Sam Jacobs, Founder and CEO Pavilion

December 06, 2022 13:00 - 24 minutes - 16.5 MB

STOP if you do not think that the concept of "Kind Folks Finish First" is applicable in corporate America! Sam Jacobs, the founder, and CEO of Pavilion realized that getting fired for the third time was the catalyst for finally understanding that pursuing his real passion "to help others" was the key to finding both success and fulfillment. Sam credits a shift in "mindset" as foundational to creating a company and a passion that enable him to find happiness and success.  The Power of Fail...

Saas Metrics for Investors and Execution Decision Making - with Nick Franklin, Founder and CEO ChartMogul

November 30, 2022 12:00 - 35 minutes - 21.5 MB

Nick Franklin is the Founder and CEO of ChartMogul, a leading SaaS Metrics Reporting, and Subscription Analytics Platform. Nick worked for five years at ZenDesk, where he led both Europe and then Asia-Pacific before founding ChartMogul eight years ago. With 2,500 B2B SaaS companies as customers, Nick's insights around how companies use metrics to inform decision-making are unmatched. Nick's perspective is that during the earliest days of a B2B SaaS company's evolution, the importance of bei...

Revenue Operations Outsourcing Strategy - with Cliff Simon, CRO Carabiner Group

November 15, 2022 14:00 - 29 minutes - 16.7 MB

Revenue Operations - the buzz has continued in 2022 but how to introduce and then maximize the return on investment is still a work in process. Cliff Simon, the Chief Revenue Officer at Carabiner Group, an early leader in Revenue Operations stopped by to share his insights into how to maximize the return on RevOps. First, we discussed if Revenue Operations is viewed and delivering as a Strategic function or being relegated to tactical activities such as data management, revenue technology ...

RevOps as a Strategic Revenue Planning Partner - with Toni Hohlbein, Growblocks

November 10, 2022 13:00 - 29 minutes - 17 MB

As a Chief Revenue Officer, Toni has had a front-row view on scaling revenue engines, and one major challenge he faced was that too much time was spent on financial planning and budgets, versus how to best make money. The first question we discussed was the difference between FP&A and Revenue Operations. Toni's perspective is that Revenue Operations is much closer to the revenue generating process, and thus has a deeper insight into how revenue is generated, and as such should be a key part...

Customer Lifecycle Metrics - With Craig Rosenberg

November 01, 2022 16:00 - 38 minutes - 21.6 MB

Craig Rosenberg has worked with hundreds, if not thousands of B2B SaaS companies as the co-founder of TOPO, Distinguished analyst at Gartner, and now as Chief Platform Officer at Scale Venture Partners. Across Craig's roles, he was able to take an expensive view across each stage of a SaaS company's growth including strategy, people, process, technology, tactics, and over time METRICS! Craig highlighted that the best companies in the world were/are "metrics" driven, and as Craig started to...

Metrics Require Context - with Scott Stouffer, founder and CEO scaleMatters

October 25, 2022 12:00 - 34 minutes - 20.6 MB

Have you ever looked at all of the reports, dashboards, and data presented across your company and felt overwhelmed and under-informed? Today's data-driven world far too often results in a lot of data but not better decision-making or company performance. Scott Stouffer founded his first company in 1993 and has lived the reality of how Go-to-Market Strategy is not a one-time thing, but a series of iterations over time. Scott compares today's need to continuously evolve your GTM strategy mu...

Metrics that Matter to a CRO - with Bill Binch, Operating Partner at Battery Ventures

October 17, 2022 13:00 - 31 minutes - 18.2 MB

Bill Binch has led revenue teams at highly successful B2B SaaS category creators, including Marketo and Pendo. Having real-life, applied experience and success at scaling high-growth companies, while also having broad insights into several Battery Ventures portfolio companies provides Bill with a unique perspective on how Chief Revenue Officers use metrics to inform their journey. Bill's journey over 29 years has informed how his use of metrics to lead a revenue team has evolved, alongside...

Traversing the Traction Gap Framework - with Bruce Cleveland

October 12, 2022 13:00 - 33 minutes - 20.6 MB

It's hard to imagine being a key part of three industry-defining product categories, which is exactly what Bruce Cleveland has experienced in his Silicon Valley software career.    First, Bruce was an early executive leader at Oracle (first 100+ employees) as they re-defined relational databases, then on to Apple where he led the object-oriented engineering division, next he led the business development and alliances team at Siebel Systems before he took over products as they defined Custom...

The Role of FP&A vis a vis Revenue Operations - with Paul Barnhurst, The FP&A Guy

September 13, 2022 23:00 - 27 minutes - 15.3 MB

You may have heard the acronym FP&A many times, but always wondered what it stood for?  Financial Planning and Analysis is the function, typically present in more mature companies responsible that is responsible for financial planning, modeling and analysis. Paul has a summarized view of what FP&A professionals are responsible for which is: "FP&A  is responsible to maximize shareholder return by helping businesses to best deploy and allocate future dollars". Where does FP&A start and end, ...

Evolution of Customer Success by the Numbers - Kellie Capote, Chief Customer Officer Gainsight

August 09, 2022 22:00 - 36 minutes - 20.6 MB

How has Customer Success evolved over the past ten years?  What better place to start than discussing the latest Customer Success Benchmarking Index with Kellie Capote, Chief Customer Officer at Gainsight. Kellie has invested the last five years developing her perspectives on Customer Success at Gainsight in a broad array of Customer Success leadership roles, including becoming the Chief Customer Officer in 2021. What were some of the top findings from the 2022 CS Benchmarking Index? Kell...

The SaaS Ecosystem in Canada - with Lauren Thibodeau, SaaSCan

July 26, 2022 12:00 - 30 minutes - 16.9 MB

How vibrant is the SaaS industry in Canada? Who better to ask that question and discuss how the SaaS industry is trending in Canada other than Lauren Thibodeau, founder and CEO SaaSCan. Saadian is the leading market research and benchmarking company for the SaaS industry across Canada. There are 38 Million people in Canada. Leading SaaS companies like Shopify, OpenText, and Constellation Software are all headquartered in Canada. There is also a growing ecosystem in Canada with 3,170 VC-bac...

A Venture Capital Index Fund - with Marcelino Pantoja, founder and CEO Measurement

July 18, 2022 22:00 - 29 minutes - 17.7 MB

Venture Capital - a hallmark of the B2B SaaS start-up industry has evolved over the past twenty years - but how have the primary value and responsibilities evolved? Marcelino Pantoja has had a front-row seat in many positions, starting as an analyst at the investment office at Stanford University. Then Marcelino worked with Greg Sands to help stand-up Costanoa Ventures. These views provided insights over six years from over 500 start-ups founded by Stanford alumni. The most surprising comp...

B2B SaaS Cash Management and Metrics - with Brandon Metcalf, Founder and CEO Place Technology

July 12, 2022 13:00 - 31 minutes - 18 MB

Cash Management is not one of the top subjects B2B SaaS founders want to discuss, but critical to start-up survival and success. Brandon Metcalf learned the in's and out's of Cash Management as a multiple-time founder and CEO. As a result, he recently founded Place Technology to help early-stage CEOs and CFOs use automation and technology to better manage cash across every stage of growth and every function in a company. "Cautious Capital" is a reality of any capital market that has experi...

Intelligent Revenue - With Chris Cabrera, Founder and CEO Xactly

July 06, 2022 14:00 - 29 minutes - 16.2 MB

Incentive Compensation and Sales Performance Management - two key ingredients to scaling a successful B2B SaaS company.  Is Intelligent Revenue the next key ingredient to growth? Chris Cabrera, founder, and CEO of Xactly, built a very successful company by helping companies to automate and optimize those two disciplines. The result was an Initial Public Offering (IPO) in 2015 and a $564M acquisition by Vista Equity in 2017...but Chris's and Xactly's story did not stop there and continues to...

B2B SaaS Pricing Benchmarks - with Bryan Belanger, XaaS Pricing

June 29, 2022 15:00 - 25 minutes - 14.7 MB

How should we price our new SaaS product?  How does our pricing model compare to our competitors?  Are there other pricing models that would increase revenue and margin for our SaaS product? These are all some of questions that can be answered by analyzing B2B SaaS industry pricing benchmarks.   This is the world that Bryan Belanger lives in everyday, so who better to ask. Bryan has been conducting pricing research for over 10 years at the Technology Business Research company.  One of the ...

Transforming Data-Driven Decisions into Success - with Allan Willie, Founder and CEO Klipfolio

June 15, 2022 16:00 - 32 minutes - 17.9 MB

Does being data-driven result in better decision-making and performance results?  That was a question we asked Allan Willie, co-founder and CEO of Klipfolio which is enabling thousands of companies to do just that through the dashboards they enable. What are the primary challenges with data-driven decision-making? It starts with the data quality going into the metrics used for decisions. Once the quality, integrity, and even amount of data can drive statistically significant insights, it's...

Marketing as a Sales Productivity Amplifier - with Mark Stouse, CEO Proof Analytics

June 07, 2022 15:00 - 35 minutes - 21.7 MB

Marketing as an AMPLIFIER to Sales productivity!!! The quote above was the primary focus of my discussion with Mark Stouse - the CEO of Proof Analytics. Mark self-identifies as a communicator turned marketer turned SaaS CEO. Over this journey, Mark has developed a strong perspective on how to prove ROI, especially for marketing investment. What are the metrics that matter to a Chief Marketing Officer? Mark says this is very straightforward: "Marketing's mission is to help Sales sell more ...

The Importance of SaaS Benchmarks - with Sam Baker, Scale Venture Partners

May 23, 2022 15:00 - 33 minutes - 19.1 MB

Sam Baker, Principal at Scale Venture Partners, has been a venture capitalist for six years. Before that, he gained operational experience at Box in both an Inside Sales role and in a Strategy and Planning role. Scale's culture has a very quantitative-oriented DNA, including having its own benchmarking organization known as Scale Studio. Benchmarking delivers reality to every Scale portfolio company and aligns the founder and the investor on a metrics-oriented approach to decision making. ...

The 360° Customer Journey with Carson Conant, Founder and CEO Mediafly

May 04, 2022 16:00 - 28 minutes - 17.2 MB

Everyone talks about the "Customer Journey" but often operates in stage-by-stage silos of customer acquisition, retention, and expansion. What is the Customer Journey - first, it often depends on if you come from a "Buyer perspective" versus the "Seller perspective." Ultimately, the seller is trying to figure out how to turn the buyer's meandering journey into a more liner, faster buying journey...sounds like an adversarial relationship using this model. One interesting aspect of today's b...

The Revenue Operations and Sales Development Partnership - with Taft Love, Iceberg RevOps

April 26, 2022 14:00 - 32 minutes - 19.9 MB

Taft Love's journey to becoming a Revenue Operations leader started in law enforcement, with a pivot to starting his tech career by becoming a Sales Development Representative, on to direct sales, sales leadership and ultimately to Revenue Operations. This journey is exactly the cross-functional experience that builds a strong foundation to being a strategic revenue operations leader.  Interestingly, Taft's experience as a sales lead at early stage B2B SaaS company, PandaDoc by identifying ...

Todd Gardner - The rise of Usage-Based Pricing in B2B SaaS

April 05, 2022 14:00 - 34 minutes - 20 MB

SaaS Capital - I have always loved that name and followed their B2B SaaS Research for many years. Todd Gardner was a founder at SaaS Capital, which helped lead the early days of "Debt Lending" for SaaS companies. Most recently, Todd is now the principal at SaaS Advisors assisting both SaaS companies and SaaS investors during the financing process. During Todd's career, he has reviewed thousands of SaaS income statements and balance sheets which positions Todd very well for the business and...

Todd Gardner - The rise of Usage-Based Pricing in B2B SaaS

April 05, 2022 14:00 - 34 minutes - 20 MB

SaaS Capital - I have always loved that name and followed their B2B SaaS Research for many years. Todd Gardner was a founder at SaaS Capital, which helped lead the early days of "Debt Lending" for SaaS companies. Most recently, Todd is now the principal at SaaS Advisors assisting both SaaS companies and SaaS investors during the financing process. During Todd's career, he has reviewed thousands of SaaS income statements and balance sheets which positions Todd very well for the business and...

Expanding the Sales Engagement Platform Vision - with Kyle Porter, Founder and CEO Salesloft

March 23, 2022 15:00 - 36 minutes - 23.2 MB

Kyle Porter, the founder and CEO of Salesloft, started the company over ten years ago. The goal was to have sellers "loved by the customers" they serve. An initial observation was that it was difficult to deliver a personalized customer engagement experience at scale, thus the catalyst for Saleloft and the Sales Engagement category. The future of Sales Engagement? All professionals who are responsible for driving revenue will be able to log into a single system, have a pre-defined queue o...

The State of Sales Enablement - with Dave Lichtman, Founder and CEO Enablematch

March 15, 2022 16:00 - 33 minutes - 19.8 MB

The Great Resignation has been a trending topic for six months - how does a B2B SaaS company prepare for  the impact?  Sales Enablement is one strategic function that will be a key component to combat attrition and ramp new sales hires to productivity...quickly Dave Lichtman has been a sales trainer, a sales professional at Salesforce and a sales leader at Sales Enablement platform vendor, SalesHood. We first discussed how Sales Enablement evolved during the pandemic.  First, most sales p...

Sales Engagement evolves to Revenue Execution - with Anna Baird, Chief Revenue Officer - Outreach

March 08, 2022 20:00 - 40 minutes - 24.2 MB

Anna Baird is the Chief Revenue Officer at Outreach, the leading Sales Engagement Platform.  Anna started her career as a partner at KPMG, and continued her career journey across multiple “C-Level” roles including CFO, COO, President and now CRO. The first portion of our conversation centered on the maturity of the Sales Engagement Platform category.  Anna shared that across all B2B Sales, that the category has only achieved a 2% market penetration, as measured by the number of B2B sales pr...